Merchant Magazine - September 1983

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Serving the lumber and home center markets in 13 Western States-Since 1922

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Redwood rustic siding makes more sense than ever. And we've got all you need.

More and more people are using redwood rustic siding.

Because rustic siding is more economical than premium redwood grades. Yet it still has the warm. rich look that onlv comes from redwood.It resists insects and decay. And it ages well, with or without a finish.

Redwood rustic siding is a practical, aesthetic addition to almost any exterior. And we've got plenty of it.

Our Ft. Bragg mill is one of the largest redwood and fir suppliers in the counhry.And with hundreds of distribution centers nationwide, you can order the amount you want and get it quick.

So for redwood, or fi6 come to us. We're Georgia-Pacific. And we've got all the rustic siding you need.

\,Ve've gotu/hat it takes to leadthe way.

From ,tfu' Wtntry'River Country. ', ;

The Lq>ruryous'WayTo Save Energy

YOU CAN SEE lT AT A GLANCE. The massive use of wood. The energysaving design. Climate proof aluminum outside. Wood inside. Weathersealed with air inf iltration barriers that fit tighter and install easier than any other windows made.

r Cut Heat Losses Up To 830/o!

r Save 200/o In Summer Energy Use!

. Dramalic Effects Come Easy!

Developments in technology and in window design and management techniques have led to the manufacture of extremely weather-tight wood windows with low U-values and hioh R-values.

A}IATOTY OF A WINDOW

Thick wood sash and trame

Pinpointing Energy Lors

Energy loss from windows occurs primarily at three points: conduction of heat through the glass pane, leakage of cold or warm air into or out of a house through the frame and sash and leakage around the frame

Preventing air leakage around the frame depends on how well the rough opening is construcled and weatherized and how well the window unit f its in the openingfactors independent of the quality of a manufacturer's window unit.

Wood: A natural Insulator

Wood window manufacturers have redesigned frames and sash to help cut air infiltration through window units.

Solar control

Insulating

Vinyl gaskets cradle glass glass

Exterior aluminum clad

Oouble weatherslripping all around

A cut-away of a replacement wood window show the features engineered into todays syslerns. New features built into replacement windows also include spring-loaded balances, tubular and leaf weatherstripping, flexible jamb liners and vinyl glazing, and c om pression weatherst ri pping. Many of these engineering improvements focus in on promoting energy conservation around window areas.

Wood is a better insulator than aluminum used in many aluminum replacement windows. ln fact, aluminum conducts heat '1 ,770 times faster than wood, according to the American Society of Heating, Refrigerating and Air-Conditioning Engineers, Inc. (ASHRAE), Atlanta, GA. Aluminum windows can mean a colder home.

Condensation forming on window interiors also, is a oroblem inherent in metal replacement windows, but less so in wood windows. Even with a thermal break built into units, aluminum windows do not match the insulating qualities and low condensation f actors of wood windows, says ASHRAE.

I ndeed, the state of the art of replacement wood window system is a muchchanged picture from 10, five, even rwo years ago.

The Merchant Magazine

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor Juanita Lovret

Assistant Editor Andrea Holm

Contributing Editors Dwight Currdn, Al Kerper, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 796-56000) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, Phone (714) 549-8393, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request.

ADVERTISING OFFICES

FROM WASHINGTON STATE, IDAHO, NORTHERN CALIFORNIA & OREGON: contact Dsvid Cutler, 4500 Campus Dr., Suite ,180, Newport Beach, Ca. 92660. Phone (714) 549-8393.

FROM SOUTHERN CALIFORNIA: contact Carl Vann, 205 Oceano Dr., Los Angeles, Ca. 90049. Phone (2t 3) 472-3113 or (7 l4\ 549-8393.

FROM THE MIDWEST: contact Wavn€ Westland, I 109 Willow Lane, Mt. Prospect, Il. 60056. Call (312) 437-7377.

FROM THE NORTHEAST: contact Gayle Essary, 35-734 l59th St., Flushing, N.Y. 11358. Call (212\ 445-8M3 or Joe Shea, 6l Maine Ave. F4, Rockville Centre, N.Y. I 1570' Call (516) 678-1625.

FROM THE SOUTHEAST: contact Corinne Cerny,638 Rae Dr., Lawrenceville, Qa'30245' Call (404) n2-6889.

FROM MIDDLE ATLANTIC STATES: CON. tact Peter C. Budd. 649 S. Henderson Rd., Westover Bldg., King of Prussia, Pa. 19406. Call (215) 3374466.

SUBSCRIPTIONS

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IlUho sheds theliqht onthebEst plywood?

Iust oskthe people who do business with us. As o compony of estqblished professionols who core, we toke pride in performonce ond doing things right. A big port of doing things right is knowing the right source. Our long-stonding ossociotion with the West's leoding mills gives us thot odvontoge.

Sunrise Fiorest Products is o nqtionol orqonizotion hecdquortered just outside of Portiond, Oregon. We mointoin offices in centrol qnd Southern Colifornio. Sunrise olso operotes dis-

EDITORilAL

Chicken Little need not apply rFHE bad news is that interest rates and I mortgage rates are rising, causing lumber and other wood product prices to nose dive. The good news is that most people are not hitting the panic button. While there is almost universal disappointment, apprehension and concern, mr st of our sources are taking a calm, measured approach to this latest assault on nerves and finances. As one wholesaler put it, "It's the nature of our business, we'll just have to manage a way to cope. We've done it before, we'll do it again."

Right on! Fluctuations are a normal part of the business. While the last three years gave heavy new meaning to the words peaks and valleys, it was only the severity of them that was abnormal.

No one is minimizing the current wreckage from rising rates. Grim scenarios for the future of the short lived housing recovery are being voiced. But many smack of overreaction. The news is not all bad, not by a longshot. Some of

DAVID CUTLER editor-publ

the best observers see the higher rates as strictly temporary, the result of only modest tightening by the Federal Reserve Board of the nation's money supply. Many highly regarded experts see interest rates declining in the fourth quarter of 1983 and/ or the first quarter of 1984.

An oft noted bupport of this theory is the onset of an election year, a sure bet to see the current administration using all its power to hype business. It is comforting that many research houses do not see the government crowding out business from borrowing the funds needed to maintain a strong economic recovery.

It appears at this point, from the best evidence available, that the run up in interest rates is temporary. Given that, the calm determination shown so far by industry members to "find a way to cope," seems professional indeed.

As President Harry Truman said, "If you can't stand the heat, get out of the kitchen."

SeNing the lunbeL building mateilals and home imprcvement ma*ets in 13 Westem States-Since 1922

i sher Specializing in the wholesale distribution of industrial lumber & wood products.

The Truth About Loss Prevention

By Thomas E. Dyar Loss Prevention Director Builder Marts of America

ANY HOME center and building material dealers think they know about loss prevention. They think in terms of fences, guards, TV cameras and cash registers. They think about locking the gate at night to solve their problems.

But they are only scratching the surface. In truth, the large percentage of all security problems are not related to outside thieves-they come from your own employees.

Employees steal five times as much from their companies as outside shoplifters. And the tab from dishonest employees exceeds $50 billion per year.

Let's examine the major causes of employee theft and outline some recommendations to ease this major problem.

Employeetheft may start with giving items to friends or conspiring with regular customers. It can include issuance of fake cash refunds or credits, and overloading company or customer trucks.

Theft continues with unposted sales invoices, unauthorized credit memos and voided customer sales tickets. Other potential losses relate to employee purchases, CODs, direct shipments and cash handling. And remember that anything that can be stolen with a pencil or by hand can be "harvested" with a computer.

At the gate, losses may stem from

the absence of or improper load checks, poorly controlled shipping and receiving operations, and special orders not being handled properly. Undocumented inter-yard transfers may save pennies in paperwork but may cost thousands in disappearing inventory.

While it's true that employees steal, owners may give them the opportunity. Managers often "make it easy," and don't realize what's happening until the books won't balance at year-end.

Losses can be discouraged through a proper management attitude and a visible effort. Here, tight controls and procedures, required documen-

Story at a Glance

Employees steal five times more than shoplifterc .pro. per management attitude can deter theft. constant surveillance, control necessary.

tation and creating the image of a "tight ship" will truly discourage losses. Hire good employees, conduct background investigations, and maintain the kind of climate that encourages employees to stay honest. Remove the opportunity to steal and half the battle is won.

Looking closely at some examplesone significant loss exposure relates to not posting a customer sales invoice. Remember that a sale is worthless until it's listed on your books.

Builder Marts recommends the following posting procedures to help slash opportunities for losses:

o All unposted manual charge customer sales invoices should be protected during working hours and secured in a safe or vault after closing.

o Each sales ticket must be accounted for.

Posting should take place daily. One employee should prepare adding machine control tapes before another posts the invoices.

If computers are used, but manual tickets are written, batch totals should be compared to computer totals after the posting process. Audit regularly. Remember that auditing helps locate errors and awareness of a proper audit procedure keeps employees honest. (Please turn to page 57)

PALCO SOLID REDWOOD INTERIOR PANELING

Now you can enjoy all the natural beauty of solid redwood paneling at affordable prices Palco Redwood Paneling is manufactured f rom the best grades of architectural quality California redwood and is ideal for new construction or remodeling.

Add these advantages to the richness of redwood:

o Stable. Certlfied Kiln Dried Palco Redwood Paneling lays flat, stays straight and maintains tight yoints for exceptional interior oerformance.

o Economical. %" thickness in a wide selection of widths and lengths makes classic redwood warmth and beauty less costly. (Other thicknesses available )

r Versatile. Palco Redwood Paneling is available in several exceptional grades with a choice of smooth or saw-textured surfaces. Can be applied horizontally, vertically or diagonally to walls or ceilings

r Easy to Apply. Redwood's light weight is easy to handle. Tongue and grooved pattern can be blind nailed or grueo.

o Finishes Well. Palco Redwood Paneling takes and holds finishes for lastino beautv

Clear Al Heart, Vertical Grarn Pa co Redwood Panelinq with saw{extured surface

PalcoRedwoodPaneling

SIZES

Palco Paneling is available in 4'16'iand 8" nominal widths Dressed dimensions are shown on the cross-sectional diagram printed here.

Ihe 4" and 6" widths are available in 8i 9'and 10' lengths. Standard lengths for the S" width is 8i All three widths may be special ordered in random 3' to 14' lengths, 7' lengths or as finger-jointed Palco Loc in specified lengths.

GRADES

The 4" and 6" widths are available in Clear Grade, mixed grain, as shown in the photographs on this page. The 8" width is manufactured from Clear All Heart vertical grain. (See photograph on the reverse side.)

APPLICATION

Nailing. Nailto furring strips or blocking spaced 2' O.C. or less. Use 4d finish nails for blind nailing through the tongue or for face nailing. Colored nails can eliminate the need for countersinking and filling when face nailing. Gluing. Palco Paneling can be easily applied to flat surfaces using common construction adhesives. Follow the adhesive manufacturer's directions. Finishing. For the ultimate in a carefree interior, leave the redwood unfinished. The surface color will gradually darken with age and then stabilize.

In areas subject to soiling, a clear sealer or lowluster lacquer should be applied to protect the beauty of the wood. These finishes are economical and easy to apply. In areas exposed to moisture, such as kitchens and bathrooms, use a polyurethane or alkyd resin sealer. This provides protection and a washable surface. Penetrating oil-based stains are recommended if other tones and hues are desired.

COVERAGE AND PACKAGING

This table gives the net surface coverage contained in each carton. Add an additional 4% allowance when figuring coverage to allow for lobsite trimming.

-SPECIAL ORDER ONLY

Packaged in dustproof , protective cartons, 3/e" x 4" Palco Redwood Paneling consists of 28 full-length pieces and four courses of shorter lengths. Cartons oI 3/a" x 6" and 3/a" x 8" have 14 f ull-length pieces and two nested courses. Detailed application and finishing instructions are included.

SPECI FICATIONS EXAM PLE

"lnterior paneling shall be CRA-RlS graded Palco Redwood Paneling, Clear All Heart, vertical grain, Certified Kiln Dried, 3/a" x8'x 8' Tongue and Groove pattern #222, blind nailed with 4 penny hot-dipped galvanized finish nails."

3/8" x 4" CleaL Mixed Grain, Palco Redwood Paneling wilh saw-lexlured surface.

3/a" x6" Cleal L4ixed Grain, Palco Redwood Paneling wilh smoolh surlace

GRADE PANELING WIDTH CARTON LENGTH 7"' 8', g', 10'

on delivery costs

How you can save Gr a,

Costs have been spotlighted recently os dealers pare expenses to maximize profits, but one expense often not considered is the cost of delivery.

Considered essential, the outgo is underroted by many. Wally Lynch, president of Builders Express in Dallas, Tx., thinks this is wrong.

To prove his theories, Lynch, while talking with us, offered to answer any questions readers might have on the volue of minimiling delivery costs and procedures for instituting cuts.

Ifyou hove questions on delivery costs, see the box accompanying this article for the way to find answers-ed.

Q: Should the Interstate Commerce Commission (at the National level) and similar State level authorities that set the rules and rates, and enforce them, be completely disbanded? If not, why not?

A: Although these government organizations are broad based and powerful, in the area of delivery of materials from the dealer's yard to the customer, they are virtually without portfolio. The only time they become involved is when the dealer replaces drivers on his payroll and trucks his company owns with a contract delivery operation.

Transporting for a price, hauling for hire or contract delivery, dates back to antiquity and pre-dates any Federal or State regulatory body this country has ever known. It, no doubt, came about for economic reasons and obviously remains in favor to this date for the same

reason. Generally, the specialist is better than the generalist at a given specialty. The chains, like Penney, Wards, Sears, etc., have long recognized this and make use of contract delivery. For what appears to be lack of knowledge, decision making information or emotional reasons, these economic benefits are not widely recognized or pursued by most dealers.

At the peak of its regulatory powers the Federal agency only mildly concerned itself with delivery crossing state lines. States charge trucking companies fees ranging from $50 to $500 for delivery authorities purchased and require some reporting annually. The elimination of regulation of contract delivery in Florida in 1980 has not widely expanded its use. It has lowered its cost there even further and would do the same nation-wide were all states to de-regulate. Those who take time to get the decision making information and act upon it

unemotionally will continue to benefit from contract delivery whether regulated or not. It appears, as presently constituted, the ICC, et al, will have little bottom line effect on delivery whether they continue to regulate or are eliminated entirely.

Story at a Glance

Q: Are there any industry standards on delivery performance published or available anywhere that you know of?

A: Unfortunately, no and for all the wrong reasons. For the most part delivery information is so deeply imbedded in the Neanderthal age that most companies won't even afford delivery its own identity on their P & L statements. Delivery consistently and demonstrably costs dealers from l89o to 250/o of their daily operating expenses, yet few identify their numbers much less publish them.

Each year figures are made available by the Hertz Company on operating costs of vehicles, including 2Vz tonfiucks it rents and leases. The cost per mile on these delivery trucks is cited without operator and other miscellaneous costs incurred in delivery and varies annually. One figure, however, that stays consistent each year is miles driven. Consistently, over the years, these vehicles have been operated, on average annually, 15,000 miles.

If the thousands of delivery truck renters and leasers representing the Hertz Company's mileage figures are indicative of the lumber dealer's

Expert fields questions on deliverycosts ICC has little inf luence vehicle utilization cost effective . . . over equipping prevalent.

Your lift truck will it start?

By Pat Lovro Product Service Representative Industrial Truck Division Allis-Chalmers Corp. Matteson, Ill.

IJAVING trouble starting your n lift truck? Anv vehicle can have starting problems, 6ut you can minimize starting difficulties by a combination of prevention and welldirected trouble shooting.

Let's start with basics: the layout of the simple starting circuit, though simple in design, can provide the most complex problem when your lift truck refuses to start.

If your system will not crank at all, check the ignition switch to determine if all the leads are in place. A lead can be dislodged if ahard jolt occurs or a foot bumps the leads. Check the leads for snug fits; they may not be making good contact. Use a voltmeter to determine whether the key switch is opening and closing properly. Ifthe starterhas failed, you need to determine if the winding has failed or if the solenoid has failed.

(l) When a failed solenoid is involved you may discover that the wire from the key switch (which passes from the key switch through the neutral safety switch to the solenoid) is inadequate. This wire should be of 12 or 14 gauge thickness, rather than l8 gauge. If l8 gauge is involved it's

likely that the voltage passed will encounter excessive resistance and not be sufficiently substantial for the solenoid to engage and maintain engagement properly. Consequently, what is called a "plugging effect" develops, meaning that the solenoid will engage the Bendix drive only briefly, then disengage, because the voltage isn't high enough to maintain a fully-charged field.

The problem might lie with a dirt or grease buildup on the wiring connections. If the wires joined at the connector are of different gauges, the buildup effect can be particularly troublesome. Such wires had best be replaced and, if possible, matched. A continuous heavy gauge wire going through the connector is the most reliable.

(2) When starter windings burn up, which happens in 25-3090 of starter failure cases, the problem starts when the starter draws too much amperage. A starter designed for, say 75 no load amps, may begin drawing 200-300 amps for excessive periods. Heat then builds up. What's needed is a tuneup.

Lift trucks do not come from fac-

tories with inherent starter problems. But with time, wear and tear, temperature changes, dirt buildup and corrosion, wiring quality changes. Problems during service, such as bumping or nipping of wires, lead to breakdowns affecting the voltage quality and current supply.

Starter problems can be avoided,

Sfory at a Glance

A combination ol prevention and trouble shooting will keep your lilt truck an easy starter . Checks for the starter system ProPer maintenance of starter motor, battery, wiring.

through care in maintenance. Avoid bumping electrical components. Keep the starter system clean. Checking leads for corroded or broken connections helps. Ifthe lift truck is used in a dirty environment, do these checks more frequently.

Problem: the battery is not functioning:

Overfilling the battery can spill some of the electrolyte, causing premature battery failure. Failure can also occur if battery fluid level is not properly maintained. Electrolyte loss and spillage can lead to the corrosion of the battery terminals and cable leads. Unfasten the leads and clean them thoroughly.

A handy device for testing a battery's charge is the hydrometer. It measures the specific gravity of the electrolyte which in turn gives an approximation of the state of charge. The recommended hydrometer reading is 1.265. Readings above and below are possible due to the effect of temperature, 80 oF is the accepted standard. The higher the temperature, the lower the reading. Therefore, when taking readings, four gravity points for every l0o below 80'F should be allowed. Be sure to hold the meter straight and do not let it touch the walls to avoid premature discharge and inaccurate readings.

A modern form of the lead-acid battery has given us the maintenance free battery. On some of these no hydrometer test can be made, but some are equipped with a sight glass that will show a charge or discharge by a green colored dot in the glass indicator.

Problem: the starter motor isn't working.

Still no go? Follow the leads from the battery. Is the ground lead grounded? In what condition is the positive lead? We've now come to the end of the line, electrically. All the battery's current is delivered to the starter motor. This is a special directcurrent electric motor that can deliver high power briefly. Despite a variety of sizes, speeds and load ratings, these motors are all quite similar in their general design. There are three standard circuit arrangements: series, shunt and compound.

Common starter drive systems involve either a solenoid activated switch or a magnetic controlled switch. The magnetic switch works on the principle of full on or full off, a system more commonly known as the Bendix drive. This system has been mostly replaced in lift trucks by solenoid controlled systems, because of better design and longer life.

The solenoid controlled system actually involves two systems, each working independently. These start engines mechanically.

The starter motor is designed to operate under overload conditions and to produce high torque. Because of its limited size it can operate only for short periods, because a high electrical current must be used to produce such power. High current creates considerable heat and if the starting operation is continued for any length of time, the accumulated heat will cause serious damage. A starter motor should be allowed to cool for two minutes before using again. Never use the starter to move the truck.

The starter motor is a completely enclosed unit and requires very little maintenance. However, to ensure satisfactory operation, periodic inspections should be made to ascertain that mounting and wiring connections are tight and in good condition. You have to check brush length or the commutator may fail.

The solenoid switch should be firmly mounted and all wiring connections should be clean and tight. These inspections should also include connections to the battery and return circuit, loose or dirty connections anywhere in the circuit will cause high resistance and reduce cranking efficiency.

Switches also should be checked for proper operation. The neutral switch should be closed when the transmission is in neutral and opened when the transmission is in gear. The lock-out feature of the ignition key switch prevents the engaging of the starter while the ignition switch is in the "on" position after the engine has been started. Only after the key switch is returned to the "off" position, should the starter be able to engage.

Any of these reasons for problems with starters in lift trucks can result from relatively simple causes. Each of these causes, however, can be detected in advance and rectified before problems occur. A little discipline in this area can go a long way.

lT WON'T start il the ignition key is not on. Check the ignition key switch (top photo) for loose connections and faultv contacts. Lifl lrucks also won't start if the transmission (lower photo) is not in neutral or il the neutral safetv switch is faultv.

1982 lumber production the lowest in nearly 40 years

By Richard G. Reid Western Timber Association

I UMBER production in the LUnited States last year sank to its lowest level in modern times according to the annual lumber review prepared by Forest Industries magazine.

Combined hardwood and softwood production in 1982 was26.96 billion board feet. This was onlY 70.4o/o of the volume produced in the banner year of 1973 when the combined volume was 38.297 billon board feet.

This peak was followed bY the 1974-75 recession and then a recovery which kept production above the 37 billion board foot mark through 1979. However, that autumn the Federal Reserve tightened the screws on interest rates and there was a subsequent collapse in housing starts. The worst depression in the history of the lumber industry

was on. One analyst found that never since 1926 had the price of lumber dropped so rapidly or for such a long period. The average-annual constant-dollar price of lumber dropped in each of four consecutive vears from 1979 to 1982.

Story at a Glance

1982's bad news numbers: worsl year for lumber Produc' tion since '45 not since'26 had lumber's price dropPed so fast, for so long . . constant dollar price ol lumber droPPed in each year f rom '79lo'82 some of the reasons behind the grim statistics.

Then in the late fall of 1982, lumber markets turned around almost as dramatically as they collapsed three years earlier. All of a sudden the war on inflation was declared won, and as interest rates came tumbling down, houses started popping up. Many producers were caught with low inventories both of lumber and logs. Prices for certain species and grades of lumber shot up as builders clamored for raw material for houses. The matter was complicated by the heavy snows which kept logging crews out of the woods and made it impossible to get log inventories built up. The situation had many mill managers reaching for the aspirin bottle.

The early 1983 spurt in the lumber

Than Qualtty Products and Attractlve Prlces

ARIZONA

Sequoia Supply-Phoenix

CALIFORNIA

Aura Hardwood Lumber Co.-San Jose, Santa Cruz

Capitol Plywood-Sacramento

Frost Hardwoods-San Diego

Sequoia Supply, Inc.-Fairfield, Orange, San Francisco

Stanline Inc.-Norwalk

COLORADO

Boise Cascade Corporation-Denver, Grand Junction

IDAHO

Boise Cascade-Boise

C. A. Company-Lewiston

MONTANA

Boise Cascade-Bil linos

NEVADA

Capitol Plywood-Reno

OREGON

Sequoia

States

UTAH

Diehl

Boise

WASHINGTON

Boise

C. A Company-Spokane

Sequoia Supply, Inc.-Tacoma

"A fading set of values"

IIHIS is a discussion of what has I happened to our grading standards and lumber quality as a result of the decline of oldline lumber operations and the advent of the present-day mass merchandiser: hardware, garden shop, cosmetics, building materials, you-name-it-wehave-it-you-can-charge-it operations.

The figures would be interesting, indeed, that would disclose the number of people who earn their living in the do-it-yourself arm of the lumber and building materials industry. Most assuredly, these are not individuals who have read, or will read, any of the grading manuals published by the various lumber and/ or plywood associations.

Traveling the width and breadth of Southern California has unearthed for me an ominous disclosure in our industry which may, or may not, sit well with the manufacturers, wholesalers, distributors and retailers but, nevertheless, is an indication of declining standards in our grading philosophies.

Our personal resume includes a five-year stint as an association grader in the Pacific Northwest around the turn of the century, in a distant past when old growth was the only timber stand; when there was a decided difference between vertical and flat grain; when annual rings didn't mean yearly marriages; when there was a limit to the size of knots, or (k)not holes, and a method for describing the structural equivalents of those and other defects; when a myriad of rules governing the physical properties, cosmetic appearance and combined attributes instructed the grader as to the grade stamp, or mark, to be assigned each piece of material.

There have been many changes in our system of wood products assessment. It would take volumes to air the ramifications and responsibilities

By Ken Thim

Story ataGlance

Declining standards in grading and limited product knowledge ate charged by Thim as he decries the use of hucksterism to move products of questionable value.

inherited by the uneducated who purchase the product with no knowledge of its strengths or weaknesses, tools needed to blunt the blemishes and immobilize the imperfections, or finishes to cover the consequences.

New and innovative grades have been invented, devised and dreamed up to cover a multitude of sins and a ton of travesties. To those with good memories, wasn't it nice when Std & Btr took care of the upper grades of commons, B & Btr was still a grade of Clears, and when Utility and Economy represented a usable product, rather than the equivalent of ship's

dunnage and migrant workers' shacks and shanties.

It is embarrassing, to say the least, to see where a fading set of values, a rise in inflation, a decline in morality, a lessening of consciousness and an allied decrease in productivity, a lowering of living standards, a century of wanton waste of our natural resources have led us.

Terminologies such as Stud Grade; Thrifty; Appearance Grade; Construction Quality, etc., are a cop-out, a con job, a manufacturer's excuse, a vendor's delight. These and other ad writers' fantasies are an aberration, a distortion of the truth. They are compounded by the concept of d-i-y lumber as short as three or four feet and no longer than six or eight feet. Change in a piece of lumber from its original grading length or width, i.e., cutting to shorter lengths, ripping or resawing to narrower widths and diminished thicknesses, will distort the quality of one or more of the resultant pieces.

Visits to the upstart and widespread " do-it-yourself-and-saveand-prosper" retail outlets are a confirmation of the above and, not necessarily the ignorance of the consumer, but the merchandising efforts of a galaxy of promotional artists have led a host of innocent customers astray.

There are a lot of floors you wouldn't walk across, ceilings you wouldn't stand under, walls you wouldn't lean on if you knew the quality of the material that went into the construction of the add-on, remodel project.

Grade books are still available, of course, to those who desire a knowledge of the guidelines to grading species. But one must remember that any change, or alteration, from the original is a change in the stamP of quality applied to the original product.

There are still people in the industry who handle a quality product, in its original state, and who are qualified in the skills of our trade. You know who you are and your efforts to retain the standards of our business are hailed and respected.

September, 1983

Home Center Hall of Fame

Sreerins r'ommiltee mcmbers Ior the establishment of a Home Center Hall of Fame and a Home Center Leadership Council have been selcctcd in anticipation of inducting the f irst members at the National Home C'enter Show, March I 1- 14, in C'hicago.

William W. Adams, group \.p., Arnrstrong World Industries, Inc.; Carl Bicking, v.p., sales, Ace Hardrrare C--orp.; Ray H. Coonel', pres., Scotty's, Inc.; Blaine W. Elans, v.p.-rnarkcting, Abitibi Corp.; S.E. Feinstein, pres., Eclipse lnclustries, lnc.; Williarn Fisliman, pres., Marketing Serr.ices. Inc. and a columnist for this rnagazine; \\'illiam Camble, r'.p., sales and scrvice, N{cCulloch Clorp.; R.E. Lundgren, pres., Palmer Cl. Loris Co.; E.L. Ne*kirk, pres., Chancller [-urnber Co.: Drright Parduc. creetttirc r.p., Loue's Companies, Inc., rvill review council membership and coordinate tlrc Hall ol'Fame 'eleetiort nr()ce\\.

Gray Breaks Color Barrier

(,ra1' hues are predominating the 198.1 Western palcttc of color selections, accclrcling to John CIeason, a rncrnber of thc Environrnental Forecast Cornnrittcc o1'thc Color Association of thc Unitccl States.

Hc preclicts a trclid to*ards more gray and blue hLres. Thc ncw prevalcncc of'srerv hLlcs in thc \\'est cart bc sccn in the builcling proclucts, areiritee tttral ri,rrk lnd ..lr't'cl)t plrr.icrlr r.r'hich usc a lot of solar gral', a color ri hich is practical in hclping tct decrease a builcling's en.rg)'ttsc, hc points out. In addition, paittt colors Iike slate neutrals, untber tteutrals, gra) greens and gral' blues arc cluicklr ascending in popularity l'or intenors.

(iray s have become so predotninant that thc fire top-selling colors, allon thc gral side, are smoky peach, clustt rose, gray green, gray blue and gray itselt'.

Thc last, ancl still current, color trcrr.l \\ il: in blrrcr. A riltrr etnertt itt blLrc colors "vith bltrcr rccls and bluer grccns bccanrc popular in 1982 and has since bcconrc cstablishe clin 1983'-r palcttc ot' color sclcctiorts. "Bluc hrrcs rct'lccl a clcsirc lirr tntrlition. tirr loots ancl lr'rt A sartst-'tlt hclortgirtg," (llcason saicl. "as gral clor':, blLrc surlgL-\ts tr-ancluilitr ltrrcl l'rt'acc ill a tinte o1' Anrc-rieatt rrnccrttttntr "

SPECIALIZED TREATMENTS NOW AVAILABLE

. Wolmanized Lumber

. Dricon Fire-Retardant Treated Wood

r All Weather Wood FoundationsAWPB"FDN Stamped for Quality Control

r Heavy Oil Penta

r Waterborne Penta

PRODUCTS AVAILABLE

r Cedartoneo

. Landscape Timbers

r Railroad Ties

. Poles

. PoStS

For intormation on quick service (two to four weeks)

eall the treating experts!

and Hermiston, Or., rlirmbs Cb., Ffcdedt' Or., expanding their holdings to t I stores in six rilestern states .

tractors as well as to fences.

and customer

Manvil b€en ftra ility and Loguna Lumber C Beach, Ca., recently its semi-annual factc anticipatedi lawsuitr stration day

granted nervlaw

The year old govern ment ban o n fo rmalde hy d e Ioo m in s u la t io n has hen allowed to lapse. . .The Fir & Hemlock Door Association has retained Matthews ,4sso- :',&es, Seattle, Wa., to handlE building code and regulatory matters...

no longer in business

:.';';;;;;:;;',$i|p,sse Depat, Atlanta, Ga., based operation, is negotiating to take over two ex-Woolco buildings and a Price Club location in the Greater Phoenix, Az., metro area for three warehouse type home improvement stores Notional Lumber, Santa Ana, Ca., operator of 12 stors in Los Angeles, Orange and Riverside counties, has filed with the SEC for a public stock offering . .

FHA dropped its mortgage rate downfromlSVz%o to 1390, qualifying an additional I million families for new homes . . . new

nc., Ar: :ifu,,..'611 ho-

Cantact Lumber Co. has settld into new offices at 2525 S.W. lst Ave., Portland, Or. R.8. Lumber, 2600 S. Susan, Santa Ana" Ca., has been formed by "Bud" Byard and Ron Osbrink to provide redwood and cedar fencing lumber to fencing con-

,.;,, ion contracts were off l09o in July, after setting records this summer . U.S. home resalesld/4.490 in July.

OWITHI i ITEM$

MY

"We've gained total control overour inventory in less than a vear with a Triad.

We've reduced our stock by $10,000 in six months. And sales are uo 4"/o with a 3% increase in gross margin. Our Triad's made life a lot easier and business a lot more orofit able. We used to spend days walking aisles and tracking inventory by hand. Now it's done

MEM0RY,ffi':ef",:l3,+

"Working with the people at Triad has been a real pleasure. They've come through on everything they promised. And if we need any assistance at all we just pick up the phone and call Triad's 800 number, or the local office. lt's an excellent service company, very responsive to our needs. They really know the lumber business, too.

"Gaining complete control over the whole company and the entire inventory has made us a lot more orofitable. I donl think we could have done it without the Triad. Now with orrer 12,500 items in stock, my memory is perfect..

l$ PERFEGT.'i#i,*li*::i$* lT'$ A

TRIAII:'

items that aren't sellinq well, Our turns have increased,

ftems sellrng uur turns na! too. V1b're uo orrer a full half turn. With one vendor our ordering used to take31/z hours; with Triad we do it in one hour.

"lt's made a big difference in our accounting functions, too. We used to run behind, but with Triad everything is right up to date. I can make befter, faster decisions with more current information about payables and receivables. Everything Ineed is right at my fingertips.

^4. \Z

Kip C.oleman, owner, C,oleman's Hamilton Building Supply,Trenton, New Jersey

GALENDAR

SEPTEMBER

Mountain States Lumber & Building Material Dealers Associa' tion - Sept. l5-l7,9Oth annr.ral convention, Sheraton Denrer 'fech Center, Denler, Co.

Red ('edar Shingle & Handsplit Shakc Bureau - Sept. 16. ltnrtulil ntttl inq. Sca- fae Rcd I rt,lr \lor()f Ittn. Scattlc. \\'a.

Shasta Lumbermen's Invitational Golf Tournament-Sept. 16, Riverview Country Club, Redding, Ca.

Jensen-B1rd Co.Sept, 1E-19, nrarkct, Spokane Colise trm, Spokane, Wa.

Mome Hardware Co.Sept. 19, rnarkct, Holiday Inn, Bcllirtgham, \\'a.

Phoenix, Az., Hoo-lftro ClubSept. 23-2,1, Pinetop Shoot()ut, Pinetop Corrntry Club, Pinetop, .{2.

W.0.O.D. Inc.Sept. 25-29, rnill tour to \lontana & Washlngton

\alional Hardtuod Lumber AssocialionSepl, 26-28, 86th annual con\ention, Shcraton-Boston Hotcl, Boston, Ma.

American Plywood Association Advisory Council-Sept. 29, Tacoma, Wa.

OCTOBER

San Joaquin Valley Hoo-Hoo Club-Oct. 7, annual Valley Frolic, Tropicana Lodge, Fresno, Ca.

\ational l.umber and Buildinc Matcrial Dealers AssocialittnOct. 9-12, 67th :rnnr.ral cor)\elttiot), Thc Irointc Resort, Plrocnrr.,\2.

Lumber Jills-Oct. 10, 30th anniversary celebration, 5:30 p.m. Quinns Mill, 5310 S.W. MacAdam, Portland, Or.

Phoenix Az., lftro-Hoo ClubOct. ll, golf, \lcCormick Ranch, Palm course, Scottsdalc, Az.

American Home Lighting lnstitute-Oct. ll-17, annual convention, Hotel Del Coronado, San Diego, Ca.

North American \\'holesale Lumber AssociationOct. 19, rcgional rnccling, 6:30 p.m., Los Angcles Athletic C'lub, Los Angclcs, C'a.

Forest History SocietyOct. 20-21, 37th annual meeting, Western Forestry Center, Portland, Or.

\\'cslern flome ('cnler & Buildine Materials ShowOct. 2l-23, Anahcirn C'onrcrtlion Certtcr, Anaheiln, Ca.

\orlhrrest llardnuod ,{ssocialionOct. 26-29, annual rneeting, \\'r'\tgalc Hotcl. San [)iego, Ca.

NOVEMBER

Western Building Material AssociationNov. 5-8, 80th annual convention/building products showcase, Red Lion InnLloyd Center & Portland Coliseum, Portland, Or.

National Building Material Distributors Association-Nov. 6-9, fall meeting, Loew's Anatole Hotel, Dallas, Tx.

Pacific Logging CongressNov. 13-16, 74th annual mceting, Westin Hotel, Seattle, Wa.

l,umber Jills-Nov. 14, meeting, 5:30 p.m. Western Forestry Center, 4033 S.W. Canyon Rd., Portland, Or.

Phoenix, Az., Hoo-Hoo Club-Nov. 15, Scottsdale Country CIub, Scottsdale, Az.

Lumber Association of Southern California-Nov. 16-20, management conference, The Spa Hotel, Palm Springs, Ca.

National Sash & Door Jobbers Association-Nov. 16-21, 20th annual convention, Hyatt Regency Maui, Maui, Hi.

New Arizona Assn. Mgr.

Don Hossack, president of the Arizona Lumber & Builders Supply Association, Inc., has announced the selection of Erland "E.J." Johnson as the association's new executive vice president. He fills a vacancy created when Frank Davis retired on June l, after 18 years with the association.

Johnson, a Kansas native, has been an Arizona resident for 20 years and has an extensive background in legislative and governmental affairs. Having lived in Tucson and Phoenix, he is acquainted with the statewide business community through many affiliations and projects, according to Hossack. Prior to his new responsibilities. he had been with the Arizona Mining Association for eight years, serving the state's copper industry in various capacities.

Johnson holds a BBA in business and economics from Washburn University, Topeka, Ks. He and wife, Sharon, and their three daughters reside in Litchfield Park, Az.

In announcing the appointment, Hossack pointed to the recent increase in housing starts and of the parallel growth in the lumber business. " We are now in a much better position to develop association membership and programs that will promote the benefits of wood products and construction to the public and building industry." He further stated that "Johnson's qualities and enthusiasm will represent a definite asset to the growth of the lumber and builders supply business throughout the state,"

Lumber Grading Course

The Portland, Or., Hoo-Hoo Club is sponsoring an l l week course on lumber grading, W.C.L.I.B. Rules #16, beginning Sept. 12and continuing through Nov. 29, according to John Pein, Lumber Products. Portland, who is in charge of registration.

ERLAND JOHNS()N

HOME GTNTER MERGHANT BILL FISHMAN

Bill Fishman & Affiliates 11650 lberia Place San Diego, Ca.92128

I. CHARTER

This is the mission statement of the corporate entity. Who You are, what you sell, why, and to whom?

II. BUSINESS PROFILE

This is the environment in which the business entity must operate its business.

Competition-Who theY are, where they are, what are their strengths and weaknesses?

T HE PRINCIPLES of strategic plan-

I nins have been in text books for -uny y.irr, but have not been programatically practiced consistently. With the development of management by objectives and excess computer capacity in the late 1970s, many models have been developed that manipulate marketing information bases. This allows the marketing function to be performed on a more offensive approach than in prior decades.

The importance of strategic planning is that it provides what is realistic for the company to achieve based upon the company's position in the marketplace and the options that are available. A systematic audit of the company's marketing position provides a general dialogue among finance, operations, and marketing which is a cross-communication that many times does not flow smoothly due to natural conflicts between these three functions.

A simple skeleton outline for beginning the strategic plan on a systematic and offensive basis is as follows:

Economy-Is your business a leading, lagging, or coincidental industry segment?

Resources-Are there sufficient supply channels, capital resources, and manpower tools for continued growth?

Customers-Who are Present customers, and what are their buying characteristics and will this continue into the future?

Technology-Are there new technological developments that will obsolete the present form of business?

Political/Legal-What are the rules and regulations under which the present entity must operate, and are they likely to change favorablY or unfavorably in the future?

III. STRENGTHS AND WEAKNESSES

This is an honest appraisal of the business entity's shortcomings and strengths, allowing the strategic plan to maximize market niches and overcome shortfalls.

IV. BUSINESS OBJECTIVES

An objective has not been set unless it is measurable; therefore, it must be a statement which indicates percent change, dollar change, unit change, and ratio change over a time period. Business objectives are set in three areas with management objectives to resolve conflicts among these three areas:

Marketing Objectives-To increase market share over time; to increase percent awareness over time; to compound sales rate of X9o over next number of years.

Financial Objectives-To increase the retum on investment from X9o to Y9o over the next year; to imProve inventorytumover from A turns Per year to B turns per year within the next two year Period; to maintain a minimum hurdle rate of Z9o RONA (Return on Net Assets).

Operational Objectives-To reduce work force absenteeism from X9o to Y9o over the next six months; to increase employee productivity from X dollars per hour to Y dollars per hour; to increase profitability from X9o to Y9o per cubic foot over the next year.

With this simple skeleton outline of the business entity, marketing programming can now be efficiently conducted by targeting customer opportunities identified in the business profile and fulfilling their needs by mixing product, price, place, and promotion.

This was written by Don C. Clothier, author of numerous morketing orticles, frequent keynote speoker, past president of Marketing Information Institute, former head of the Wickes marketing department, and a marketing consultont to many of the county's foremost retailers. He is one of the occasional guest columnists presented by Bill Fishman -ed.

SPECIALIZING IN TRUCK & TRAILERSHIPMENTS... WHOLESALE LUMBER

Bui ldi ng Material Association 1699, Olympia, Wash. 98501, (206) 943'3054

NORTHWEST NEWS

CHUCK LINK executive director

TgeLONG range planning commitI tee, with immediate past president Frank Powersas chairman, met July24at Sudden Valley Resort, Bellingham, Wa. It made several recommendations to the WBMA Boardof Directors which met the following two days at Sudden Valley. They fully discussed the recommendations which included a concerted effort to build the membership of the association. WBMA can take pride in the fact that 14 past presidents continue their keen interest in the association and are willing to devote their time and effort to serve on this important committee.

The following was prepared by Robert C. Bass, Jr., attorney f or the Lumbermen's Association of Texas, for disclaimer language that will minimize (although not totally eliminate) the chances of liability for errors in furnishing "take-offs'' of building material

estimates. The language should be added in a conspicuous place on the estimate and in bold or clearly noticed type or print.

"DISCLNMER: This estimate is designed solely to provide the Contractor/Customer with a rough estimate of the amount of material used in the given project. The material estimate will be based upon calculrtions or data provided by the Contractor/Customer rnd such estimate assumes, rmong other things, normal and typical building rnd construction techniques. The rctual amount of material used m8y vrry from the material estimate due to a number of factors. Consequently, NO REPRESENTATION OR WAR.

HAS BEEN MADE

The above noted disclaimer language should appear in a prominent, conspicuous place on the written estimate. Merely placing a sign in the store will probably not suffice. Also, there can be no guarantee that a court or ajury would not find a dealer liable when the dealer was negligent in his calculations, irrespective of the disclaimer language.

How is your telephone image?

(l) Answer promptly-by the end of the first ring whenever possible. If not possible, try to answer bY the end of the third ring. Never leave telephone unattended. Request someone to cover for you in your absence.

(2) Identify-with the name of your dealership in a clear, natural, pleasant tone of voice, without haste or impatience, never answer "Hello." Use of the phrase "Good morning" or "Good afternoon" is optional. Be cautious of sidetalk or laughter when greeting a caller.

(3) Be courteous-smile when talking on thephone. You arethecomPanY. The spotlight is on you everY time You make or receive a call. Your company is judged by the voice that speaks for it over the telephone, by what is said and how it is said. If your voice is warm and friendly, if you are courteous and tactful, customers will enjoy dealing with you and your company.

(4) Acknowledge requests-"Thank you" is usually an aPProPriate phrase. However, if a question is asked, answer with a fitting acknowledgement. Never leave a caller on the line without any acknowledgement. If you are not sure what the customer wants, question it. Do not take a chance, as this could result in a wrong answer.

(5) Give progress reports-every 30 seconds if the completion of the call is delayed for any reason. This indicates courtesy and efficiency. The calling party cannot signal you to ask why his call is being delayed, so do not stretch his patience.

(6) Take messages accurately-be prepared with a pad and pencil. Repeat telephone numbers as they are recorded, and verify spelling of names when not sure of the correct spelling. Check pertinent items on slip, and at earliest convenience finish message by adding date, time of daY, and your own initials.

(7) Handle personnel reports tactfully-save face for your organiza-

(Conttnued from previous page)

tion. Never say "He isn't in yet;" "He has gone home already;" or "He is out for coffee;" instead, furnish a time you expect your party. For instance, say "Mr.- is out of

Hardware Show Upbeat

"The 1983 Hardware Industry Week/National Hardware Show has confirmed the recovery in the hardlines industry," observes William P. Farrell, executive director, American Hardware Manufacturers Association, the sponsoring group.

The Chicago show is the largest annual consumer goods trade show in the world, and is widely viewed as an important forecaster of the near and mid-term outlook for the hardlines industry.

Farrell continued, "Overall attendance came back from last year's slight downturn, increasing five percent to 73,676. People on the floor represented the key buying influences in the industry. Our exhibitors told us buyers were interested in doing business and replenishing inventories.

"We saw a big increase in total exhibitors this year, a sure sign that many new companies felt the business climate was right for exposing their products to the industry. We had a record 2,936 exhibitors compared to 2,7N last year. Major growth areas included the do-it-yourself and automotive aftermarket categories. "

Keynote speaker Bernie Marcus of

the office, but I expect him in about a half-hour. May I have him call you? " "Mr.- is away from his desk for a few minutes. May I have him call you?" Then, to add prestige to your organization, always remember to refer to your personnel as Mr.,

the Home Depot gave one of the best attended addresses in HIW history, delivering his remarks to a standingroom-only crowd. Overall attendance for the nine HIW seminars and the keynote address set a new record of 2,400 persons, up 2090 from last year.

"Our New Products Exposition attracted over 850 entries this year, up more than 150 over last year. In fact, we ran out of room on the Mezzanine Level of McCormick Place West, and had to turn away potential entries. We know that the Exposition will be even bigger next year, provided we can find the room." Farrell said.

Industry Seminar S.R.O.

A wide range of subject matter was covered at the Grading Seminar held at South Bay Forest Products Co. in Orange, Ca. Sponsor of the seminar was the Los Angeles Hoo-Hoo Club, a lumbermen's fraternal organization. Nearly 300 attended.

The "classrooms" were held outdoors adjacent to the company's handsome offices. Each instructional area covered one of the ten major subjects presented. Included were

Miss, or Mrs., even though you are on a first-name basis within the dealership.

Remember, a customer is the life-blood of this and every other business. He is deserving of the most courteous treatment we can give him.

Douglas fir, redwood, pine boards, plywood, cedar, pressure treated lumber, hardwoods, moulding, doors, and timbers. An additional display presented available industry films and literature on various wood products and systems.

A popular feature of the August 4, seminar was the tour of the planer mill and dry kilns operated by South Bay Forest Products at their 24 acre facility.

Sponsors of the event included Western Wood Products Association, California Lumber Inspection Service, American Plywood Association, California Redwood Association, Simpson Timber Co., Inland Timber Co., J.H. Baxter & Co., Jones Wholesale Lumber Co. and Penberthy Lumber Co. Hot dogs and soft drinks were provided by Capital Lumber Co.

L-P 10 Years from Now

As Louisiana-Pacific, Portland, Or., celebrated its lfth anniversary this year, it looked ahead and asked a number of people, both within L-P and outside the companY, to give their informed guesses of where the company would be l0 years from now.

The best way to characterize the predictions they received would be to say they display healthy optimism.

Lee Rappleyea, manager, export sales-"L-P's position in the industry will climb as a number of

small operators drop by the wayside. We'll be number one in lumberhave double the export volume."

Evadna Lynn, vice president, Merrill Lynch Pierce Fenner & Smith Inc.- "Louisiana-Pacific will report salesof $3.3 billion in 1993. Thecompany will remain the second largest lumber manufacturer but will grow to the third largest producer of structural panel products with Waferwood representing 8090 of that capacity."

Glenn J. Lorenz,general manager, Sierra Division- " Louisiana-Pacific

WbVesotthesoods onthe-Golden State!

With sheathittg and studs to go.

If you're a wholesaler or distributor in the Los Angeles basin, Willamette's ready to fill your orders for top quality sheathing at Berth 177 in Wilmington. Located in the Bay Areal You'll also-find u, "i2800 Alvarado Street in San Leandro, where we have the finest sheathing as well as studs' t07e do all the warehousing so you won't have to. From a few units, to a truckload, just call us for a quote, then give us the specs. We'll have the goods on our dock, ready for your prompt pick-up. What a way to save time and save some green in the Golden Statel

Phone us todav at 503.926-7771.

Willamette Industries, Inc.

Lumber and Plywood Sales Division Albany, Oregon 97321 503-926-7771

will continue to offer employees the opportunity for individual growth and development as L-P expands into new fields and strengthens its position in existing successful product lines. This important 'people contribution' will make the difference in achieving our future successes."

Tom Clephane, forest product analyst, Morgan Stanley Co.-"The lumber industry will have many fewer players. I expect LouisianaPacific to be one of the very major companies."

Lee C. Simpson, vice president, operations-"You'll see our organization move into areas that we're not now in, bringing profits and productivity and opportunities for our people. "

Chris Paulson, plant manager, Intermountain Division- " LouisianaPacific will be number one in lumber. Certainly number one in Waferwood. We're going to be the standard bearer of the forest products industry. "

Harry A. Merlo, chairman and president-"In the next ten Years, for example, we conceivably could have at least 25 Waferwood Plants. These would be small close to the raw material and close to the market. "

These opinions represent a samPling of those they received. What do you think? What lies ahead in the future for both L-P and the industry?

RETAIL ADVERTISING and Promolion seminars won a Drummer Award for the Palmer G. Lewis Co., Inc., Auburn, Wa. Pres. R.E. Lundgren accepted the award from Pat Dakin, Cahners Publication. Charles D. Lauber, v.p., advertising and promotion, (cenler) produced the seminars.

HARRY

MENDENHALL

executive

vice president

This is the second installment of a discussion on the value of a company image and ways in which it can be threotened by employee carelessness. Last month's article stressed the importance of employee education, citing examples observed during visits to retail stores.

Since every dealer would like to be known for his service, quality ond availability of moteriols, foirness to customers, knowledgeable and helpful employees and competitive prices, it is important the employees develop positive at titudes towa rds t he cus t ome rs-ed.

I recognize that some managers may say that the employee had better be looking out for the company first, but I think what that manager means is for the employee to watch for shoplifting, tag switching, invoice alterations, etc. I don't think he means for the employee to treat each customer as a second class citizen to be barked at when a dumb question is asked or to be ignored when he is looking at materials.

It is necessary to repeat that the attitude of the employee is a reflection of his leaders. If you don't want the employee to bad mouth customers, then your management must refrain from doing it in the presence of the employee. The longer an employee has been with the company, the more experiences he has had with customers and the more customer problems he has witnessed. Unless the older employee understands that there have been hundreds of honest and satisfied customers for each bad experience, the employee will group all the bad experiences together and will soon have a big problem with anti-customer attitude. A retail store is a profit making organization (although recently that is hard to believe) and the single purpose of its existence is to sell merchandise to the consumer.

You can sell merchandise from a parking lot, excluding a need for a building. You can sell from a catalog, excluding stocking of merchandise. You can sell with just one salesman, but you can't do any of this unless you have some one to sell to-the customer. The customer is really the boss. The customer is the person with the money for pay checks and operating expenses.

Employees relate to experiences more easily than they do lectures or reading text. Every employee should be asked to recall the most pleasant shopping experience he or she has had, where the sales person has been most helpful and pleasant, where the merchandise has been attractively presented, where the price was right and where he or she was confident that should anything be wrong they would be welcomed back with no hassle. Then this employee should be asked to be certain that he or she attempts to set the same stage for your customers to make each of their shopping experiences a pleasant one.

The attitude of the employee is a direct reflection of management. ls your image showing?

Putting the Pop into P.O.P.

The following interview with Howard Stumpf, President, and John N. Kawula, vice President, of the Point of Purchase Advertising Institute provides an insight into contemporary point of purchase advertising theory and technique. These display ideas apply to the selling of building products as well as other retail situations.

Q: What makes a successful display?

A: Creative visual merchandising at the point of purchase can be a major factor in increasing sales and profit. It is one of the few controlable elements that can provide an advantage over competition. A successful displaY is one which achieves bottom-line results. It must fit the needs of different store environments. locations and consumers.

In many cases a good displaY can do more to sell a product than several ads in the local newspaper. Studies have proven that most buying decisions are made at the point of Purchase and consumers are greatly influenced by store displays and sales personnel proficiency.

Q: How are displays changing?

A: Display materials in themselves have not changed dramatically in recent years. Displays are not getting higher, wider, redder or bluer. In fact, materials used in the construction of displays have not changed significantly since polyurethane was introduced over a decade ago' Much of the innovation in the marketplace today comes from combinations of materials as well as from technological breakthroughs.

Q: Can displays pull cutomers into dead low-traffic sPots?

A: Displays with light or motion can bring customers into dead lowtraffic spots. But in today's marketing environment, retailers can't afford to have dead areas for long. Those that do quickly go out of business.

Q: What directions do you see displays moving in?

A: Displays will be more creative and diverse. There will be more departmentalization and comPartmentalization as advertisers provide retailers with assistance in organizing merchandise. Shelf management systems will develop. Frame-out sYstems will be used to define a section and stimulate the sales volume of an entire product category. This system is designed to create a separate department within an area where the product is normally stocked. Utiliza-

(Please turn to page 3 I )

Wanna get loaded?

How Retailers Use P.O.P. Displays

One of the biggest problems confronting retailers today is a lack of qualified salespeople. Reduced sales staffs, inadequate employee training, and rapid branch expansion are only part of the problem.

Employees are younger and more transient than ever before. Only about one-third of all retail employees work year-round, and part-time, poorly trained, young workers predominate. According to National Retail Merchants Association data, 6090 of store employees are 25 years old or younger, compared to 3090 back in 1960. The result has been high turnover, and greater need for employee training and incentives.

Retailers' profit squeeze has made it difficult for them to reestablish the service orientation that was the hallmark of bygone days. While some stores are trying to improve sales training through videotaped salesmanship lessons or educational seminars conducted by product manufacturers, others are still operating with skeletal staffs.

Shoppers need sales help, and instore mechandising units can fill the gap caused by shrinking sales staffs. Display units and informative signing can serve as silent salespeople, introducing new products, differentiating existing products, delivering customer information.

Retailers can often better organize

PUTTING POP IN PO.P.

(Continued from page 28)

tion of air space will increase. Mobiles and other units occupying dead air space will help retailers capitalize on areas where nothing else can go. Checkout counters in particular will be making greater use of dead air space. Boutiquing and departmentalization systems will offer organized space for a product or line of products. For the consumer, these areas will improve shopping ease, appeal, increase purchase convenience and ease of brand selection. For the retailer, these selling areas will provide for greater inventory control,

shelf space and product lines, and create extra selling space through the use of prepacks, dump bins and displays in previously unoccupied air space. This simplifies stockkeeping, reduces out-of-stocks, cuts down on maintenance, and creates an attrac-

(Please turn to page 39)

volume, turns and profitability. Displays should never be standard; they must change with the times. Shopping used to be an enjoyable experience. But high prices today have made shopping excursions more tedious. That clean, uncluttered look created a store aisle which looked like an endless turnpike or thruway with no curves or bumps. So retailers are trying to make the shopping experience more fun. And if they succeed in keeping shoppers in stores longer, they will benefit from increased sales. Shoppers continue to buy at a rate of $ l.4O per minute after the normal 24 minute shopping trip, according to the POPAI/DuPont Consumer Buying Habits Study.

Dealers Use Supplier Help

A recenty survey of retail lumber and material dealers conducted by National Lumber & Building Material Dealers Association through its Manufacturers Council indicates that retailers do use business services and assistance offered by building material manufacturers and suppliers. Of 382 responses, 340 dealers (8990) say they use services and assistance from suppliers'

According to the survey, 78E0 ofthe dealers are advised by manufacturers representatives of business aids available from the manufacturers. Dealers participate with manufacturers to some degree in several joint ventures. Three areas mentioned as having the highest levels of use are: product/promotion literature (9590); cooperative advertising (92s/o); and product promotions (8990). The two least used aids as indicated by the survey are audio visual aids (36s/o) and business management aids (4090). Others are sales and employee training (6390) and consumer seminars (5090).

Ready-to-use newspaper advertising slicks are the most popular promotional items (3.7 on a l-5 scale, with 5 being highest rating); "how-to-do-it" project plans for store racks came in second (3.5); and in-store banners, posters and displays, third (3.0). In-store audio visual presentations, especially video tapes and slides, are not rated as highly usable by the respondents. LaBelle materials are somewhat higher with a third of the dealers indicating they own or rent LaBelle audio visual equipment. Other promotional items on the survey include: idea "starter" literature (without plans) for store racks,

Page

2.8; big-window/outdoor banners, 2.6; shelf-talkers, 2.4; themed price tags, 2.5; live, in-store "how-to-do-it" customer seminars/shows, 2.5; ready-to-use TV commercials with dealer tag-line, 1.8; TV slides and script, 1.8; ready-taped radio commercials with provision for dealer tagJine,2.4; radio scripts only, 2.5.

Thirty-five percent of the respondents said contractors account for most of their business; the average customer mix of this group of dealers is 72t/o contractor and 28o/o consumer. Forty-four percent of the respondents indicated that consumers are their largest customer group (7290 consumer and 280/o contractor). The remaining dealers felt their customer mix was balanced (about 5090 each) between contractors and consumers.

Dealers responding suggested numerous topics for seminars, publications, and audio visual materials such as employee knowledge of products and their application in building and renovation; management tools; and employee training for increased proficiency in their specific jobs.

Hardwood Men Hit The Books

MacBeath Hardwood Co., Los Angeles, Ca., was the location of the practical work done during the recent short course sponsored by the Los Angeles Hardwood Lumbermen's Club. Classroom sessions were held at the nearby Holiday Inn, according to Dennis Johnston who coordinated the five day class, Aug. 29-Sept. 2.

31 News

Picture Frames

Quality Woodland frames are a pefect accent to give pictures the finishing touch. Constructed of all clear pine, they are custom embossed for that handcarued look

A popular retail item, receive a FREE Display Rack with your opening--orcler. Ask for the special picture frame assortment of Woodland's four most popular patterns THE

Like the Grand Canyon, we've been around a long time and we're very, very deep.

To serve your needs we are deep in the widest variety of Moulding, Jambs, Frames, Embossed Mouldings, Exotic Mouldings and Accessories.

\l9orst Lumber Year Since'45

Final figures show that softwood production in 1982 totaled only 13.724 billion board feet, the lowest yearly output since 1945 when production came in at l2.l billion board feet. In comparison, 1982 totals were 7.790 below l98l's 14.869 billion board feet, and 31.5% below "normal 1979's" 20.025 billion board

LUMBER PRODUCTION

(Continued from page 14)

market has slowed down some, but growth continues. According to Forest Industries, January's output of softwood lumber, the type most commonly used in construction, was 25.2s/o above December, 1982, and 43.1s/o higher than January,1982. Things fell back some in February, but production that month still was 38.590 above that ofa year earlier.

Because of delays in gathering and analyzing the market information, hard data for the second quarter of 1983 are not available, but the industry has been gaining momentum. The National Forest Products Association now projects total lumber production for 1983 at 32.6 billion board feet. That's not quite up to the halcyon days ofthe 1970s, but there aren't too many complaints.

Closer to home, the Western Wood Products Association in Portland, Or., reported that through the first 19 weeks of 1983, production in the 12 western states averaged 92t/o of normal. Normal is defined as the average weekly production rate for 728 active sawmills in the region, or 34O million board feet. The association is predicting 1.4 million housing starts this year.

This is not to say that everything is rosy. There still is some bad blood between U.S. and Canadian lumbermen over Canadian imports which have risen steadily over the past decade andnow take 3l9o of theU.S. market. A coalition of southern and western producers tried unsuccessfully to get a countervailing duty imposed on Canadian lumber. U.S. producers contend that the prices for Crown timber in Canada, which are

(Please turn to page 39)

feet. All figures include redwood production.

In Oregon the production in 1982 dropped to 4.682 billion board feet, down 433 million feet from l98l figures. Other declines came in California, which fell 237 million feet to 2.987 billion feet; Washington, down 184 million feet to 3.059 billion; Montana, off 137 million to 895 million; Idaho, off 74

million to 1.245 billion, and Wyoming, which dropped 62 million board feet to 135 million feet in 1982.

Softwood production in New Mexico fell 27 million feet to total 182 million; Arizona dropped 26 million to ?A9 million; Colorado was down l0 million to ll8 million feet, and Utah was off only two million feet to 46 million.

Boards for Barter

Bartering has been reborn in the Northwest wood products industry to provide the industry with the opportunity to obtain goods on a non-cash basis by utilizing portions of its unused production capacity.

Barter Systems International, with 96 offices nationwide and $370 million in non+ash transactions in 1982, has contracted with an unidentified Northwest timber producer to trade finished lumber for paint, roofing materials, truck tires, and a variety of other goods needed in day-to-day operations.

James Mason, lumber manager in Barter Systems' Portland, Or., office, hopes to trade between 2 and 3 million board feet of lumber per month through the network. According to him, companies trading through barter are essentially exchanging goods and services at the producer-price level, because barter transactions eliminate built-in profit margins.

$8 Billion Spent On Fix-Up

Dollars spent for home improvement and maintenance in the first quarter of 1983 totaled $46.2 billion at the seasonally adjusted annual rate, about 890 higher than the same period, 1982, but $4 billion less than fourth quarter of that year.

The U.S. Department of Commerce reports that expenditures for residential upkeep and maintenance dropped from a revised fourth quarter high of $50.2 billion. This followed a 22t/o spending increase from the 1982 third quarter low of $41.3 billion.

Actual first quarter spending was $8.9 billion. Sixtytwo percent or $5.5 billion of this was spent by resident property owners with one to four units. Non resident owners with one to four units and all owners with five units or more spent the remaining $3.4 billion.

A further breakdown of figures showed spending for improvements dropping l49o from the fourth quarter, to $27.9 billion from $32.4 billion. Maintenance and repair expenditures increased 390 from $17.8 billion to $18.3 billion.

When compared with first quarter 1982 spending on improvements, 1983 expenditures were 10.790 higher, rising from $25.2 billion to $27.9 billion. Maintenance spending rose from $17.4 billion to $18.3 billion for a 590 gain.

WoodFoundation Use Up

Production of foundation treated lumber and plywood used for wood foundations during the first seven months of 1983 increased 5090 and 6990 respectively from the same period last year, according to the American Wood Preservers Bureau.

Total lumber production for foundations from January through July was sufficient to build approximately 6,700 wood foundation homes. July's 236 million board feet was the largest single month's total in recorded history for production of lumber treated with waterborne preservatives.

Total AWPB production for the first seven months of 1983 was 1.187 billion board feet of lumber.

Whether

POINT OF PURCHASE

(Continued from page 3I)

tive, uncluttered selling environment. Merchandising units also can organize small packages on retail counter tops. They can be designed to meet specific retail marketing objectives, such as promoting a seasonal sale or helping to make certain products more pilfer-resistant.

In today's retail environment, where space as well as sales help is at a premium, retailers can make the most of available space by selling several products at once. Successful cross-merchandising tie-ins run the gamut.

When shoppers are able to find the products they are looking for, they spend more money. But, like a good salesperson, a point of purchase display also serves to convince shoppers to buy products they did not set out to buy. The king of impulse sales, it creates incremental sales, particularly for consumed items, and stimulates retail sales.

The era of personalized sales help in stores may be gone forever, but the time for strong merchandising support at retail has never been better. In-store merchandising is the key to reviving retail sales, and smart marketers are betting big bucks that the silent salesperson will bring about a retail renaissance.

It's a Crime

It's a crime to discriminate against a job applicant because of a criminal record. However, a job can be denied if the crime was related to the position the applicant seeks.

LUMBER PRODUCTION

(Continued from page 35)

lower than comparable U.S. prices, represent an unfair subsidy. The Canadians disagree.

The biggest worry concerns interest rates, now 140/o on home mortgages, high by traditional standards.

Everyone is looking nervously at the federal deficit and wondering if it will push interest rates back up to the point where the housing recovery will die aborning.

One expert, Dr. John Muench of the National Forest Products Association, told his group that the federal deficit should not adversely affect housing this year, according to Forest Industries, but that it will be necessary to get the debt under control and that federal monetary policy will determine how long we can sustain economic recovery.

After what they have been through, the survivors in the lumber industry understandably are nervous, and there are frequent glances over the shoulder.

IYU Directions

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! Certified K/D redwood & western red cedar

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E Douglas fir timbers, long dimension &2 x 14

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n [dge glued stock

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I Sell Lumber Yards & Flome Centers

Carlson and Associates has been formed to serve as a Broker specializing in the sale of Lumber Yards and Home Centers, furnishing a unique "single source responsibility " to the industry.

Services offered will include financial counsel, legal and accounting recommendations certified inventory count and other valuable and important assistance that only experience can bring to a sometimes "once in a lifetime" transaction. Ordinary "residential" brokers are not able to provide such services.

Al Carlson has over 3Oyears in the lumber business and 15 years as a developer of real estate.

In dealing solely with the lumber industry,he is able to provide experience, discretion .u. and confidentiality in all transactions. ii:i

truck use as well, and there is every indication that they are, the numbers are appalling.

Check your trucks. Would you want figures like yours published?

Q: How do you determine what trucks are right for your delivery operation?

If your company operates more hours a day, or more days per year, the numbers are even worse. Granted, vehicles are tied up while being loaded and unloaded as well as during maintenance and refueling, but compare the Hertz time with the performance averaged from the contract delivery side ofour business as a frame of reference.

A: There is no exact formula, but a few of the right bits of information can help. First, identify what your equipment is hauling. The pertinent questions are how long is it and what does it weigh. Second, attempt to determine the sales value of each of your deliveries. Third, how full are your trucks when leaving the yard.

We did such a study for one of our clients operating eight2Vz ton dump trucks with 16' beds. Their trucks, for a peak 30 day sales period, left the yard 60 9o empty. Ninety-five percent of what they delivered was l2' long or less. Because this company was concerned with customer service rather than cost, the average sales value of each delivery was $438.15. A simple answer was to replace the eight 2Vz ton trucks with one ton units 12' long. They cost about one-half to purchase and generate twice the miles per gallon of fuel.

Another client, about once a month, sent framing packages into

the mountains, which required 10 wheelers to handle the weight and the incline. On this basis, his standard equipment for the yard was three l0 wheelers which, in essence, he really needed less than l9o of the time. Obviously, his company was over equipped and wouldhavebeen much better off to make two triPs monthly with smaller equipment.

Over equipping is prevalent. The scissor bed truck with out-riggers at a 250/o or 3090 up-charge over the standard dump is often purchased to deliver products that produce less than 590 of total sales. Don't over equip, and don't let a truck salesman decide what your needs are. Determine what use will be made of the trucks in your yard 9090 to 9590 of the time they are in use.

Questions on delivery costs? Send them to this magazine at 4500 Campus Dr., Suite 480, NewPort Beach, Ca. 92660. WallY LYnch will answer them in future issues. This is your chance to take advantage of his exPertise in cutting your delivery costs.

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Bob Tweed, Denver Reserve Supply Co., Denver, Co., spent an August vacation in Vail, Co.

Jon Friesen, Friesen Lumber Co., St. Helens, Or., and his bride, Lana, spent their honeymoon in Hawaii. They were married July VI.

Jim Martin, long-time sales frBr., Mountain Fir Lumber Co., Inc., Independence, Or., has retired. Mel Jensen has replaced him, according to R.E. Hirt, senior v.p.

Terry Hagen and Allan Warman have joined Furman Lumber, Inc., Portland, Or., as salesmen; Nick Napier is a new buyer.

G. Earl Parker, senior v.p., law and public affairs, was elected a director of Manville, Corp., Denver, Co.

Cort E. Place has been named mgr. of technical services for the National Woodwork Manufacturers Association.

Michael Buford, asst. sales mgr. at Heet Brothers, Baldwin Park, Ca., has returned from a rafting trip on Northern California's Tuolumne River.

Pat Reagan has joined sales at Croman Forest Products in Ashland, Or.

Mike Tracy is now in sales at Hexberg Lumber Sales, Wilmington, Ca.

Bob Golding (the younger) has joined Golding-Sullivan Lumber Co., Westminster, Ca.

Lyn Rabun is the new sales mgr. at Continental Moulding Co., Orange, Ca.

Tom Close has been named mgr. of Von Tobel's on S. Maryland Parkway, Las Vegas, Nv., according to Tom Lawrenson, gen. mgr.

Ron Volz has been named mgr. of the Ernst Home Center in Great Falls, Mt.; Denzill Grimshaw, mgr. at Centerville, Ut., and Bruce Kahnbach, mgr. at West Valley City, Ut., according to Bill Boston, gen. mgr. of the Seattle, Wa., based chain.

Brad Nutting has transferred into mill sales at Hampton Lumbcr Co., Portland, Or., working withJcff Montgomery, assistant mill sales mgr., and reporting to Enie Christison, mill sales mgr.

Art Lind$y, Continental Forest Products, Lake Oswego, Or., and his bride, the former Heinie Baker, combined honeymoon and vacation in No. Wi. after their Aug. I wedding.

Jim LaShell has bcen named mgr. of the Ernst Home Center in Bellinghem's (Wa.) Meridian Village, eccording to Bill Boston, gen. mgr. of th€ chein.

Doneld A. Graves has been elected executive v.p. of the building products group at Southwest Forest Industries, Phoenix, Az., according to W.A. Franke, c.e.o.

Chuck Bromley has been named lumber dept. mgr. at the Boise Cascade wholesale building materials facility, Grand Junction, Co.

Karl Fiebig is now with A.E. Erickson Enterprises in Amanda Park, Wa.

Robin Wood has joined sales at California Hardwood Inc., San Juan Capistrano, Ca., according to Mike Moore. She had worked at Products Sales Co., Orange, Ca.

Bill Tilburg, former chairman of the board of Jordan Marsh Co., a Ma. retail chain, is the new senior v.p. for Handyman, San Dego, Ca.

Ail Parker has joined Pope & Talbot, Inc., Portland, Or., in sales, according to Bob Courtney, v.p., marketing solid wood products.

John Judy, pres., American International Forest Products, Portland, Or,, spent a two week vacation sailing with his family off Canada's Vancouver Island.

Gene Sjostrand, Paul Bunyan Lumber Co., Anderson, Ca., was recently in Portland, Or., on business.

Waldo Tinsley, Pacific Croup Marketing, Huntington Beach, Ca., is back from a Chicago business trip.

Bill Powell, States Industries, is back in Eugene, Or., after a fly-fishing vacation at Yellowstone National Park.

Doug Willis, South Bay Forest Products, Orange, Ca., has been on a Southeast and Gulf Coast business trip. Dennis Richardson has completed a Northeast and Middle West sales safari. Jim Frodsham, South Bay Forest Products, took the Young Presidents' tour of the Norad facilities in Colorado, before a Shaver Lake, Ca., vacation.

Dean Dodson, who has retired as sales mgr. for Pine Products Corp., Prineville, Or., is being succeeded by Tim Black.

Norbert Glynn has retired as sales rep of Chandler Corp., Boise, Id., after 35 years in the industry.

Chet Parker is new at Parr Wholesale Forest Products, Aloha, Or.

Mike Mordell is now with Copeland Lumber Co., Portland, Or.

Mike Mclaughlin and Hank Flake are new sales trainees at the Newport Beach, Ca., office of Cascade Empire. New to Portland, Or., Hq. are Kent Richards. Sharon Stutz and Chris Pellico, according to Ray Haroldson, pres,

Doug Craig is the new merchandise mgr. at Nieman-Reed's Lumber City, Van Nuys, Ca., according to Jack Barber, v.p.

Tom Dittrick, Parr Lumber Co., Aloha (Portland), Or., is back from a Vancouver, B.C., busines trip.

Mike Mclnnes is new at Promac Industrial Wood Componants, Bellingham, Wa.

Liz Bergsrom is now a trader at Big Sky Forest Products, Kalispell, Mt.

Jim Huckins has joined Anderson Forest Products, Kirkland, Wa., as a trader.

Bruce Ramage is new at Dwyer Overseas Timber Products Co.. Portland, Or. Bill Horner, mgr., and John and Jim Carroll, sons of Roy Carroll, founder of Carroll Moulding, Huntington Beach, Ca., have been in Bayport, Mn., to finalize their agreement for Carroll to be the Andersen Corp. distributor for So. Ca.

Bill Sullivan and Bob Golding, GoldingSullivan Lumber Co., Westminster, Ca., visited Coeur d'Alene, Id. as guests of Idaho Forest Industries.

Dwight Cunan, DMK-Pacific, Fremont, Ca., and his wife, Linda, along with the kids got in a Shaver Lake, Ca., vacation.

Richard D. Passaglia has been named senior v.p., western region, of W.R. Grace & Co.

Clay Donne, sales mgr., Brand-S, Corvallis, Or., did some water skiing on a recent vacation camp out.

Gany Kamps is now on the trading staff at Olympic Industries, West Vancouver, B.C., Canada, after completing the Forest City Trading Group's training course.

Andrew Haynes, Ron Dybas, and Fred Pueringer have joined Cascade Timber Products, Issaquah, Wa., opening a new Dublin, Ca., sales office, according to Neil Nelson.

Ted Thomson has been named mgr. of the Mill Creek Emst Home Center, Bothell, Wa., according to Bill Boston, gen. mgr.

Frank Bader Sr., partner in the Ed Fountain Lumber Co., Los Angeles, Ca., recently vacationed in England and France.

Ernest Williams has been appointed store director for the Hacienda Home Center, Espanola, N,M., moving from the Las Vegas, N.M. unit. John R. Kennedy has replaced him there with John O. Diaz promoted to associate store director at Bosque Farms, N.M., and Guy Hargrove, associate store director in Espanola, according to Felix A. Sanchez, pres. of the home center chain.

Jon Wolfe, Marquart-Wolfe Lumber Co., Tustin, Ca., took a sales trip to the Portland, Or., area while John Mazanet covered So. Or.

Peter DeMille is the new marketing mgr. at Norfield Mfg. Co., Chico, Ca.

and selected sales aids

Plastic Storage Boxes

Waterloo Industries has introduced acomplete line of lightweight portable storage products under the name All American.

Designed to store workshop tools, first aid supplies, sewing materials or hobbies and crafts, this new line features six popular models.

All are ruggedly built, lightweight, rust-free, water resistant, scratch resistant, easy to clean and never mar work surfaces or counter tops.

Triple Threat

Robertshaw Controls Co. has announced an increase in the warranty on its new line of automatic setback qtrartz thermostats to a period of three years.

Believed to be the industry's longest, the warranty covers all four models. Two are designed to control heating systems with two for heatinglcooling applications.

Kitchen Cut Up

H&P-Mayer Corp. has introduced Tullen Kitchen Cutters. Specially hardened steel blades that never need sharpening cut meat, poultry, vegetables, frozen food bags. In attractive colors with rounded points for safety, the shears have a wall mount.

Rasp-berries

Arco's l5 piece hand rasp assortment, No. 1260K, includes 7 plane rasps for shaping flat surfaces; 4 round rasps for enlarging holes and 4 triangle rasps for finishing inside cutouts.

The U.S.A.-made rasps cut wood, plastics and soft metals. No. l26lK is a 30 piece assortment, containing double the above quantitites.

Set For Lile

'Iamms Industries Co. has introduced Anchor Krete, a quicksetting hydraulic compound for setting bolts, posts, railings, signs, machinery.

Packaged in 5 lb., l0 lb., 20 lb., and 50 lb. plastic containers, it is mixed with water.

Hook'Em Up

Clairson International and Giles & Kendall are offering retailers the opportunity to give consumers something free. The Closet Maid add-ahook will be a free gift to consumers each time they buy three panels of cedar-board or five Handy-paks.

The offer runs through Oct. 31.

Singing in the Shower

Danfoss has introduced Tempress II, an automatic shower valve which eliminates the problems of hot and cold water surges.

A single lever shower control which blends hot and cold water in a

For more information on New Products write The Merchont Magazine,4500 Campus Dr.. Suite 480. Newport Beach. Ca.9266O.

Please mention issue date and page number so we can process your request faster! Many thanks!

pressure balancing chamber, it has a diaphragm instantly sensitive to any changes in water pressure.

All moving parts are encased in a single cartridge made of glass filled noryl which resists corrosion. The pressure sensing floating seat assembly is also noryl with the diaphragm of rubber which will not age in water.

Stick Together

Six new liquid household adhesives have been added to Emhart Corp.'s Bostik Consumer Div.'s Success line.

Reportedly able to accomplish just about any household, workshop, automotive or craft job, they include Vinyl Repair, Steel Repair, Household Cement, Fast Set Epoxy, Contact Cement and Heavv Dutv Cement.

All are packaged design which is said product identifiable away.

with a new to make the from 20 ft.

Eight ls Enough

The Fox Super Shop has added an eighth tool to its multi-purpose power tool for the home workshop.

A pin router augments the capabilities which include a 10" circular saw, a 12" disc sander, a 34" turning lathe and a horizontal boring tool in the horizontal mode as well as a high speed shaper, a vertical drill press and a stationary over-arm router in the vertical mode. A high technology speed control rectifier allows metal turning, boring, milling and metal band sawing.

Fanlight f or the Moonlight

Simpson Timber Co. has introduced a Georgian crystal door with a fanlight.

The door is made of natural wood, either vertical grain Douglas fir or Western hemlock, and has a fanlight

Redwood on the Rise

Redwood plywood, which has appeared to fall into short supply over the past two years, is still available from the plywood division of Miller Redwood Co. They have improved the efficiency of their plywood facility and increased production of redwood veneer to meet the demand caused by lack of production elsewhere.

Redwood plywood provides the look and sales appeal of redwood along with dimensional stability and weather resistance in an economical panel form. Redwood plywood also is claimedto age handsomely, requiring little maintenance.

of clear, colorless, beveled glass. Each piece of leaded glass in the fanlight has been individually handcrafted.

The new doors are available in widths of 2'6" , 2'8" and 3'0", and are l/c" thick and 6'8" high.

Because of redwood's open cellular structure and lack of pitch or resins, it offers outstanding penetration and retention of awide varietyof finishes. The plywood is available in 4'x 8', 4' by 9' , and 4'by l0' panels, in%" or %" thicknesses.

It is classed in Group Three in accordance with U.S. Product Standard PSl, and meets or exceeds the American Plywood Association's "303 Siding Specification." It also meets HUD/FHA Minimum Property Standards, UM-64, and Uniform Building Code (UBC), Basic Building Code and Southern Standards Building Code for application directly to wall studs.

Safe at Home

Radiant King Inc. is offering an 11,800 BTU radiant type kerosene heater, Model RK-250.

UL listed, it incorporates several important design features for high performance and safe use, including a double-sealed l .2 gallon removable cassette fuel tank which provides heat for up to l8 hours. A prismatictype polished reflector system works in conjunction with the combustion chamber to provide maximum heat output without odor.

A 10090 fiberglass wick which is long lasting and water proof for efficient kerosene burning; a fast action "drop-wick" mechanism to shut off the heater in case of accidental tipping; an automatic pushbutton igni- tion for easy lighting and electronically double-sealed seams and "o" ring sealed closures to prevent fuel leakage are additional features.

Fast Finisher

A neu'deep penetrating linish for use on the outside of homes and other u ood structures is now ar"ailablc from the Watco-Dennis Corp.

Under development for sevcral years, the newly formulated product is said to provide durability and greater protection of fungal rot and decay with a higher solids content and an added EPA approved wood preservative.

It reportedly is fast and easy to apply and remains attractive for an extended period with only periodic lisht maintenance treatment.

Steamy Operation

A new steam hcater reportedll' provides saf'e, economical warrnth tltal eatt illLrca\c lr'llln(riltttte. ltl

average-sized rooms or work spaces over 20o in less than an hour.

The Sonic Steamheater, which uses between 4-'7a of electricity per hour of operation is said to be a departure from normal ' 'space' ' heaters since it does not heat objects or small areas, but large living spaces.

Its primary energy source is encapsulated water that is changed by a electric conduct.ion heater into steam at temperatures up to 300 o.

Slide f or Home

A complete program for selling sliding door replacement parts has been announced by L.E. Johnson Products, Inc.

The program provides everYthing needed by the retailer, the company said, including compact disPlaY assortments, colorful header signs, infornrative packaging with helpful installation instructions and versatile, trouble-free replacement parts.

A free plan-o-gram is included to help dealers organize the product display.

BroaderOutlook

Benchmark insulated steel sidelights reportedly have been improved in design and reduced in price for 1983.

Rather than using inserts, the steel sidelights are pre-formed with an integral opening to hold the insulated glass. The two steel panels are folded inward to provide greater strength and a weathertight fit.

Sidelights are fully insulated and thermalized to block heat transfer and keep outside weather outside. Deeply sculptured in galvanized steel, they have the appearance of wood without warping, rotting or cracking and are pre-painted.

Manufactured in 12" and 14" widths, they are available in sidelight sash and KD package as well as prehung package in four classic styles.

On the Beam

An engineered structural roof and floor system is being marketed by Alpine Structures, Inc.

The new product, the Alpine Structures l-Beam, is said to be lighter in weight than competing building materials, easier and more economical to install. Pre-engineered, they can be produced in lengths up to 60 feet.

Header systems and associated hardware are available.

Dura-Bilt Products, Inc. has a new product known as Skirt-Windows, to give manufactured housing the appearance of a conventional home. A sliding window panel with a screen reportedly provides under

home ventilation to help prevent mildew and musty odors. A quick lift-out feature simplifies under home accessibility and provides easy access to storage space. The new windows are available in three colors and two sizes.

Skirtthe lssue

We have more than ill traderc ready to serve youl nood$ with all sizes, grade$ and varieties of plyyvood, lumber, shakes, shingles, boards ald industrial items.

Finishing Touch in Vinyl

Cellular vinyl with the look of hand-rubbed wood is used in the Gossen Heritage Victorian prefinished vinyl mouldings.

Available in five decorator tones, the line is said to blend or complement an estimate 8590 of the paneling now on the market. Mouldings come in l0 profiles for use on ceilings, walls or around door and window openings.

The new line is supported by a merchandising program including modular display racks with point of purchase headers and a consumer brochure illustrating decorating ideas.

Spotlight on Savings

Sylvania flood and spot lights which are said to reduce energy consumption by l39o have been introduced by GTE Lighting Products.

Three technical features have been incorporated into the design, resulting in energy consumption savings. A special contour at the rear of the reflector permits light energy to be radiated back through the filament, thus making the lamps operate more efficiently. Reflectors were designed to redirect stray light back into the beam. Capturing stray light also is accomplished by an advanced lens designed of concentric circles which bend the light rays and concentrate light in the beam.

The new lamps, which come in both 120- and 13O-volt versions, have suggested user prices of $7.57 for either the 12o-volt flood or spot unit.

Keep The Little Ones Warm

United States Stove Co. now makes a wood-burning furnace recommended for smaller homes. The Hotblast can work alone or in conjunction with the existing furnace and provides up to 86,000 BTUs. It will burn up to l5 hours on the "low" setting, and has an automatic bimetal thermostat for temperature control.

Foam Filled Shutter

A new foam filled exterior shutter has been introduced by Superior Plastics.

The entire back side ofthe vacuum formed ABS plastic shutter is filled with polyurethane foam for added heft and durability. The natural wood grain front surface is coated with Korad acrylic film which never needs paint.

The WeatherBestrM Shutters feature an 8 year warranty.

Display Program

A new gondola display merchandise assortment program has been introduced by L.E. Johnson Products, Inc., manufacturers of sliding and folding door hardware.

In conjunction with its current free-standing display assortment program, this new system offers more merchandising flexibility to retailers. With a choice of either a gondola or a free-standing display, retailers can locate specific products exactly where they'll move fastest.

Contemporary, dramatic vertical headers are said to inform and selfsell customers without tying up store salespeople. The program includes display assortments, in-store headers, consumer literature, hardware demonstrator displays and advertising materials.

Getin onthe Gold!

SPECIALISSUE: WESIERN WOODS

The November issue of The Merchant Magazine will be a fact-packed, fascinating and informative look at the wonders of Western Wood. Marketing and merchandising opportunities, market trends, availabilities, species uses and systems, new promotional and sales ideas, loads of facts and figures and lots more

Advertisers: use this golden opportunity to get your message into this well read issue that is sure to be retained as reference material. What better way to reach the Western market than through the pages of The Merchant Magozine, for more than 60 years the required reading of the industry.

Reserve space today for this important issue. Deadline is October 14, 1983.

Call or write today to make sure you're a part of this solid gold selling opportunity.

Hatbed speciarists!

Diff users User's Dream

Low-cost plastic diffusers custom designed to fit most fluorescent light fixtures are available from Fluorolite Plastics, Inc.

Improved visibility and energy conservation are said to result from replacing old fluorescent light fixture covers' Constructed of rugged white or transparent acrylic, they are guaranteed for 20 years against discoloration'

Supporting Cast

A new ceiling fan supporting device reportedly reduces installation time and ensures the fan will safely remain in place.

Made of heavy-duty, galvanized steel, the supporting device is designed to be installed without crawling into overhead attic space. It is said to eliminate the need to break up ceilings for installation of fans between floors, or where no attic space exists.

The unit is inserted through a4Vz" opening in the ceiling-the universal size of electrical boxes-without any special tools. It expands until contact is made with ceiling joists, and sharp Vz" steel points then pierce the wood providing permanent positioning. An electrical box and sturdy hookare provided in the kit,listed by Underwriters Laboratory to support the heaviest UL listed fan on the market.

TheQuiet Sealant

Insta-Foam Products. Inc. has an acoustical sealant for use in industrial, residential and commercial construction or renovation.

UL listed and ICBO approved as an acoustical sealant, Insta-Seal is a single-component polyurethane foam sold in a factory pressurized, portable container. It is dispensed fully expanded, and reportedly adheres to almost any surface to form an effective, sound-absorbing, energy-conserving seal.

Classic EnergySaver

Therma-Tru has introduced the Crystalline Door Series featuring classic leaded, beveled glass designs encased in two panes qf tempered glass.

The multi-faceted panes come in regular and etched-like glass with four distinctive patterns available in a choice of clear or amber tint.

Energy saving features include an insulating polyurethane core be-

tween each unit's two galvanized steel surfaces; a special thermalbreak edge design which prevents contact between outside and inside metal surfaces, alleviating frost and condensation; and magnetic weatherstripping and a self-sealing sill and door bottom.

The doors come in seven decorative moulding and eight embossed styles. Door widths include 2'6", 2'8", 3'O" and 3'6". Sidelights are available in 12" and 14" widths and five styles to match the standard 6'8" doors.

Hinge Benefits

Terry Hinge has added warehousing space to increase the variety and quantity of stock items in all standard sizes and finishes.

Special continuous,/cabinet hinges of any design, material or finish are planned, engineered and produced on premises eliminating the need for multiple suppliers or the time lag involved in imports.

Reorganized free flow warehousing and the addition of all new electronic scales are said to insure precisely accurate counts and greatly improved shipping times.

One beam Yard or Jobsite

Solidarity Movement

Millers Falls Tool Co. is introducing new soldering guns.

General purpose, heavy duty tools, they are available individually or packed in molded plastic cases, with wrench and solder, quickchange tips for soldering, smoothing, and cutting, self-standing backs that keep the tip safely in the air durlng pauses ln use.

Other features are a built-in spotlight, dual heat, straight-pull trigger for steady control, fast tip change and 5-second heat-up.

or a carload delivery

Fuel-Filtering Funnel

The Reo Fuel Separator Funnel reportedly separates and filters water, rust. dirt and other contaminants out of gasoline, diesel fuel, kerosene, home heating oil and turbine fuel.

The manufacturer claims it removes 990/o of water and screens out solids as small as .0050". It is recommended for use with contaminated fuels which may have been stored for extended periods of time and might present operating problems.

Hold Tight

A new anchor bolt system is being introduced by Jaw Manufacturing Co. The patented system opens, bends, and sinks the anchor's teeth toward the direction of insertion, exerting no sidewards pressure. Depending on what type ofanchor bolt is used, load bearing capacity is said to be up to 3430 lbs. The bolt system also allows it to be dismantled and reassembled as often as necessary with no reported loss of strength,

The new anchor bolts are available in lengths of lVz" and 2%" for the Vq" diameter. and3t/q" for the Zu" diameter.

q r- /-

r---;4t--{s-B-!

Pine - Douglas Fir - Plywood - Redwood - Cedar

Proof lt

GTE Lighting Products has a new line of weatherproof outdoor outlet cover plates. The Sylvania Weatherbeater has a spring-loaded cover which automatically closes when not in use to seal out moisture

flammable, and contains a disappearing blue dye that makes it visible during application. The manufacturer claims the color later disappears, leaving none ofihe traces of masking tape or paper.

CookOutside

Eggs, bacon, sausage, pancakes, and fish can be cooked outdoors, with Trek Products' new Grill Mate. This portable

and dust. It is available in either twin or single door models and is UL listed.

Stainless steel mounting screws and a heavy neoprene gasket are included along with instructions for installation. Tabs are provided on the cover and base for padlocking.

Masking Marvel

A liquid masking tape has beerr developed by Ramsell Manufacturing Co. Paint-Shield reportedly goes onto glass like paint but peels off like masking tape. The manufacturer recommends it for masking hard+o-paintwindow sashes. It is water-soluble, non-toxic, non-

griddle can be used with an electric, gas, charcoal, or LP grill, or a campstove.

The griddle reportedly allows excess grease to drain and flow into gutters. It is made of cast aluminum with a non-stick finish, and weighs 4% lbs.

Finish lt Off

Creative Industries has introduced a new line of semi-transparent oil wiping stains and protective clear finishes. The stain is said to have a rich pigment that provides depth of color. It can be applied over bare wood or previously finished surfaces.

Aro-Thane Liquid Plastic is a clear coating that comes in cans or aerosol packges. The spray-on is suggested for use on items such as wooden shutters and doors.

TIME

oUT lor Jun at the 9th annual Coasl Frolic of San Joaquin Valley Hoo-Hoo Club. (1) Bob Wriqht & Ted Mathews. (2) Jo Webbei. nov &-Roberta Parsons. (3) LaDonna

Evans & John DeCou. (4) Frances Wells, Bill & Chris 0berholser. (5) Paula Wallingford, Craig Galfney, Roy Wallingford. (6) Jim Dohdrty, Jerry Oeiou lll, Herb Eat0n. (7)

Marv Jean Ealon, Diana & Arnold Volny, Elaine & Bernie Barber, Jr. (8) Barbara & Don 0ldenkamp. (9) lva & Clyde Strouss. (10) Brian Bonnington.

ff oo-Xoos On the Beach

Dale Winslow was elected president of the San Joaquin Valley HooHoo Club at the 9th annual Coast Frolic held at Pismo Beach, Ca. The club is part of an international fraternity of lumbermen.

Elected with him were Mike Bakula, lst v.p.; Gary Hodges, 2nd v.p.; Wally Kennedy, sgt. at arms, and Bernie Barber, Jr., secretarytreasurer.

Other members of the board are Chuck Wills, Don Johnson, Bob Schlotthauer, Gary Long and Michael Riley.

The annual golf tournament held in conjunction with the Coast Frolic was played at the San Luis Obispo Countrv Club.

Flat Bed Transportation: LL Western States "Service

QUALITY REDWOOD

Manufacturers of fence boards; posts and rails; decking; specialty items. Our sawmill and re-man facilities provide us with versatility in meeting your customer's needs.

From the Forest to the lence

P.O. Box 248 Arcata, Ca. 95521 (707\ 822-1779

Russ & Bob Britt

0UTD00R furniture oroduced bv Little Lake Industries, Willits, Ca., equaled'sales of one million feet of redwood to win a Simoson Timber Co. Million Foot Club award. Gil Sissons (left), lumber buyer, received the award from Dave Goetz, Simpson Timber Co. sales mgr., redwood lumber.

WesternLumber's Markets

Higher freight rates to markets outside the West and a relatively stronger Western lumber market helped to continue the trend of keeping Western lumber in the West during the first six months of this year.

Close to 70s/o of domestic Western lumber shipments were sent to Western destinations during this period. California remained the leading destination, receiving 28.|a/o of domestic shipments. The Southern region accounted for I 5 .5 9o of the shipments, Oregon 13 .2v/o , and the North Central region for 12.7o/o California, Oregon and Northeast region shipments on a percentage basis were up from 1982 figures. The Southern region fell from 16.9v/o to I 5.5 q0

Added ShippingCapability

Columbia Vista Corp., Vancouver, Wa., has added new shipping facilities at the Port of Vancouver to ship via UP, SP and the Burlington Northern railroads on the Portland rate. Truck loading and export shipping also are available.

6251 of Vlbstern Shiprnents

LOSS PREVENTION

(Continued from page 8)

Next, if your operation is computerized, make sure your software is programmed so that:

o No account can be erased without leaving an audit trail.

o No account can be debited or credited without leaving an audit trail.

o No orders, quotes or "picking tickets" can be cancelled without leaving an audit trail.

. Inventory totals cannot be increased or decreased without leaving an audit trail.

o When an order, quote or "picking ticket" is cancelled or voided, all documents should be cross referenced.

o Cash receipts should not be changed without leaving an audit trail.

If your computer is "down," take extra care to control and account for all manual tickets. And have a second employee verify proper entry of all tickets once the computer is "up" again.

List and limit the number of employees authorized to override or change a selling price in the computer.

Probably the most important way to trim losses is to hire honest employees. This is time consuming but enormously valuable.

Methods include obtaining detailed, signed and dated employee applications, then running full background checks (which includes calling former employers). Also, hireaccording to a job description, bond all employees, and enforce rules and regulations uniformly. Do not maintain a "double standard."

We recommend interviewing every dishonest employee to determine how, what, why, how much, how long, were others involved, etc. Try to obtain a signed statement admitting theft. (You may seek professional assistance.) Have a witness present. And know legal requirements so you don't invite lawsuits.

On the other side, proper termination of dishonest employees is equally essential. Good practices may help recover funds, may limit your un-

employment compensation increases and may limit future problems for yourself and other companies.

In conclusion, the best way to reduce employee theft losses is to remember the followingr

. You must establish sound loss prevention procedures.

. You must publish employee rules of conduct and enforce them uniformly.

o You must audit procedures.

o You must hire honest employees.

r You must care.

r You must not make it "easy."

With $50 billion at stake annually, sound loss prevention measures are worth their weight in gold.

Lumber City Inspires Name

A look across the street at a lumberyard was enough for Stuart Mabon when he needed a name for his Chatsworth, C?., company which makes computer disk drives. Inspired by the name Lumber City, he named his new company Micropolis, which is short for micro-computer city.

Old Grorrth Douglas Fir Green, Rough or Sulfaced

Sales Mgr. Ted Barnes

Phone: (503) 874-2236

P.O. Box 7 Riddle, Oregon 97469

ponderosa pino sugar pinecedar white fir douglas lir

"This is our 21.st Vear of serz:ing Vou and ue look foruard to many, many more."

Serving the lumber and home center markets in 13 Western StatesSince 1922

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NAWLA Award Winner

Thank you for doing the story of the Mulrooney Award. I still find it hard to believe that this has all happened to me as it certainly is a great honor, and I have letters from a lot of people that one day will mean so much to an old retiree. I have enjoyed the magazine and You are to be commended for a real service to the industry.

Louis F. Huettl Sales Manager

Winton Sales Co.

4308 Ids Center 80 s. 8th st. Minneapolis, Mn. 55402

On Time Delivery

Congratulations on a splendid July Merchant; They are all good but the transportation issue really "delivered" (oops). Am bucking it on to our corporate and division trucking experts.

Keep up the good work.

Charles D. Lauber

Vice President. Public Relations

Palmer G. Lewis Co., Inc.

525 C. Street Northwest Auburn, Wa.98002

SUMMER SENSATI0N, the 26th annual Black Bart stag barbecue attracted 87 including Roy Nielsen, Dave LeBeck and Del Cole (left to right, top pholo) and Joe Maylield, chairman, (right, lower photo). Goll and swimming were rounded out with libations and barbecue at the home o1 Max Schlienger, Ukiah, Ca.

Cements and Coatings

For a copy of an 8-p. technical bulletin n223-308, write GAF Corp., Building Materials Group, 140 W. 5lst St., New York, N.Y. 10020.

Sellabration

"There Is A Better Way to Sell Lumber" is $35 per copy with bulk prices available from the North American Wholesale Lumber Association Inc., Suite 680,23,10S. Arlington Heights Rd., Arlington Heights, Il. 60005.

Looking Up

"Single-Ply Roofing Systems," a 4-p. color brochure, is free from Watpro Corp.,2517 Highway 35, P.O. Box 336, Manasquan, N.J.08736.

Picture lt

"How to make your own picture frames," is available free from DG Shelter Products Moulding and Millwork Div. P.O. Box 610, Marion, Ya.24354.

Top Echelon

A l2-p. "Shingle Guide Specification #371" is free from Johns-Manville Service Center, 1601 23rd St., Denver, Co. 80216.

Nail lt Down

Free samples of double hot-dipped, zinc-coated nails are available from Maze Nails, 100 Church St., Peru, Il. 61354.

On The Rooftop

"How to Inspect Your Overhead Overhead," advice on making an annual roof inspection, is free from Dow Corning Corp., Midland, Mi. 4862t0.

Cultured Tops

For a free full-color, l0-p. brochure on cultured marble lavatory tops, write Marblecraft Products, Inc., 90 E. Hollis St., P.O. Box 1063, Nashua, N.H.03061.

FOR PROMPT SERVICE

On all New Literature stories write directly to the name and address shown in each item. Please mention that you saw it in The Merchant Magazine. Many thanksl

Pine Presentation

A l5-minute color slide presentation on pressure treated Southern pine is available for a one-week loan, or for purchase at $35 from the Southern Forest Products Association, P.O. Box 5268, New Orleans, La.70152.

Insulation Sampler

Literature on Sempatap Nl0 insulation is free with samples from Sempatap, Inc., John Watts Dr., Nicholasville, Ky. 40356.

Walk the Plank

Scaffold planking is discussed in an 8-p. guide free from Trus Joist Corp., P.O. Box 60, Boise, Id. 83707.

Good for Hang Ups

A catalog of display hooks is free from APC, 16250 N.W. 48th Ave., Miami, FI.33014.

Sticky Subject

A 20-p. quick reference catalog of masonry fasteners is free from The Rawlplug Co., Inc., New Rochelle, N.Y. 10902.

Fast Touch

Inf ormation on the Thermax Sheathing Fast-R Insulation System, Form #3302-0382, is free from The Celotex Corp., Building Products Dv., 1500 N. Dale Mabry Highway, Tampa, Fl. 33607.

Switcharoo

A 52-p. catalog of remote control low voltage switching components, systems and applications #GEA-11082 is free from the Wiring Device Dept. of the General Electric Co.,225 Service Ave., Warwick, R.I.02886.

Under Lock and Key

A full-color catalog on deadlatches is free from Kwikset Marketing Dept., 516 E. Santa Ana St., Anaheim, Ca.928O3.

Hob-Knobbing

Schlage Lock Co. has a free l6-p. retail catalog available by writing P.O. Box 3324, San Francisco, Ca.941149. Attn: Marketing Services.

Hardwood Flooring

A hardwood flooring booklet is free from Tarkett Inc., P.O. Box 2@, 800 Lanidex Plaza, Parsippany, N.J. 07054.

Final Exams

Product testing services are described in a free, 4-p. brochure from Engineering Services Div., United States Testing Co., Inc., l4l5 Park Ave., Hoboken, N.J. 07030.

Coating Fasteners

A brochure on mechanical galvanizing is free from 3M,, Dept. CH82-101, P.O. Box 33600, St. Paul, Mn. 55133.

Exotic Timbers

For free information on "Fiji Timbers and Their (Jses," bulletin f1l, write to Department of Forestry, P.O. Box 2218, Suva, Fiji.

A Drive-thru Guide

A 6-p. product guide to industrial trucks is free from Eaton Corp., Yale Industrial Truck Div., 11000 Roosevelt Blvd., Dept. l5l, Philadelphia, Pa. l9ll5.

fFl n GRf tqUL.lOOUUtiiltBtn' UgL!|

ADVERTISEIMENTS

lil::liiiiiiiliitif tll::iitrlrllllir

EXCELLENT opportunity: large wood treating operation needs aggressive on-theroad salesman to call on yards and home centers in the Southern part of the west Coast. Requires travel. Knowledge of retail yards a must. Some knowledge of pressure treated products required. Salary and bonus commensurate with ability. All resumes kept in strictest confidence. Write Box 492 c/o The Merchant Magazine.

ORANGE County, Ca., based wholesale lumber distributor needs experienced salesperson in softwood & hardwood lumber & plywood. Excellent compensation. Contact Jim at (714) 99'7-1702.

A REDWOOD EMPIRE established lumber co. is seeking a gen. mgr. with wholesale & retail experience. Volume lumber buying and redwood knowledge a must. Salary + complete benefit package + 9o profit. Send resume in confidence to John Mayginnes, All Heart l-umber Co. Inc., P.O. Box 478, Ukiah, Ca. 95482.

WHOLESALI, TRADER WANTED. No need to relocate. We offer the best of working arrangements and excellent compensation. Contact Paul Sparso, Agwood Mill & Lumber. Ukiah, Ca., (707) 468-5486.

NORTHERN California moulding manufacturer & wholesaler is offering excellent opportunity to a can do sales person. Complete package. Your top, not ours. Experienced moulding & millwork only. Send resume & qualifications to Box 487 c/o The Merchant Masazine.

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $30. Names of advertisers using a box number cannot be releaqed. Address replies to box number shown in ad in care of The Merchant Magazine, 451X) Campus Dr., Suite 4E0, Newport Beach, Ca. 9266t0. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

EXPERIENCED LUMBER SALESMAN

JOIN THE Computer Revolution! Dataline Corp., the nationwide leader in supplying turnkey computer systems to the lumber and building material industry, has openings for a software support person in the No. Ca. and Wa. state area. Candidates should have a background in the lumber and building material business with knowledge of accounting principles; computer experience helpful. Dataline of fers a compensation/benefit package which features a competitive salary. Candidates should send resume and salary history to:

Mr. Bruce Bond

Dataline Corp.

4 Danbury Rd. Wilton, Cn.06897

MOVE UP

($2s,000 to $70,000)

Career mill sales, wholesale trading, manufacturing and distribution opportunities with our clients in the building products industry throughout the West. Contact Hank Berry in California (707) 538-7886, Search Northwest, 5055 Upper Ridge Road, Santa Rosa, Ca. 954O4 or Carl Jansen at (503) 222-6461, Search Northwest Forest Industries Group, 620 S.w. 5th, Suite 625, Portland, Or.972M.

All Fees Employer Paid

NEEDED: outside salesman for commercial and industrial accounts. Experienced and aggressive. Salary commensurate. Health plan. Send resume to: Ricci & Kruse Lumber Co., Hawes & Armstrong Sts., San Francisco, Ca. 94124.

Primary responsibilities: Industrial and commercial accounts, Salary commensurate with experience. Complete medical package. Call or send resume, in confidence, to All-Coast Forest Products. attention: Michael Nicholson, P.O. Box M, Chino, Ca.91710, ('714) 627 -8s5r.

SOUTHERN California manufacturer and distributor seeking: (l) Experienced route salesman for L.A. area. (2\ customer service rep for Ventura area. Send resumes to Box 490 c/o The Merchant Magazine.

EXCELLENT OPPORTUNITY

Ever had a desire to be in business for yourself? Well established wholesaler needs ambitious, not-afraid-to-work sales executive. Inventory includes imported hardwoods as well as domestics. Potential to assume top job if you're success oriented. Experience essential. Benefits include medical plan. Resumes kept in strictest confidence. Write Box 489 c/oThe Merchant Magazine.

OUTSIDE CONTRACTOR SALES

OUTSIDE SALES experience and customer following preferred, but not necessary. Send resume to Contractor Sales Manager, Ganahl Lumber Co.. Box l55.Corona, Ca.91720.

NORTHERN California office wholesaler is looking for experienced lumber salesman with established following. Salary negotiable. All responses will be held in strictest oonfidence. Write Box 493 c/o The Merchant Magazine.

SALES POSITION desired by plywood man with 30 year's experience selling imported and domestic hardwoods nationwide to retail, wholesale and manufacturing accounts. Prefer Calif. Please phone or write J.H. "Jim" Bley, 2808 Sierra Canyon Way, Hacienda Heights, Ca.91745. (213) 336-1598.

FOR SALE OR LEASE

Custom milling plant in Riverside, Ca., area. Owner anxious. Send inquiries to: Milling, P.O. Box 2627. Pomona, Ca.91769.

srORL, IIXTURES for sale, Master Mer' chant gondolas, excellent condition, only 4 yrs. old. Approximately 200 lineal ft. including shelves & wire binning. Contact Ken Calvert, (619) 323-1926.

SAWDUST

One #13 Cyclone with fan, motor and stand. Also assorted pipe. Good condition. Asking $3,250 for all. Contact Dick 758-6559.

FOR SALE

MOULDER-l Yates C88. Call John Hodge at South Bay Forest Products (714) 637-5350 or (213) 860-7791.

"*IREAL ESTATE SERVTCES***

Designed for lumbermen, by a lumberman. Former director of real estate in Southern California for major lumber firms, including Fortune 500 Corporations, available at counsel.

Retain your own personal broker to sell or purchase on your behalf, saving you ten's of thousands on R.E. commissions.

Richard M. Phelps, R.E.C.l. Consulting,/Bro ker 6400 Canoga Avenue, Suite 210 Woodland Hills, Ca. 91367 (213) 888-2852

Save This Ad

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in LongBeach. 3C Trucking (2t3) 422&26.

INVENTIONS WANTED

Inventions, ideas, new products wanted for presentation to industry and exhibitions at national technology exposition. Call toll free l-(800) 528-6050. In Arizona, call l-(800) 352-0458, extension 831.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (21 3) 7't 5 -2544'.(2 I 3) 835-567 l.

COPEI,AND LT'MBER WISHESTO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards lnc., 901 N.E. Gfisan, Portland,Or.91232, Attention John Matschiner, Real Estate Manager. (503) 232-71 8 I All inquiries kent confidential.

When sending in a change ol address please include zip code on both old and neu' addresses and either the old label or the inlbrmation liom it. Thanks.l

PAYMENT MUST ACCOMPANY COPY. I

:il.-r*rir*ri LOS All O EIES A REA

IUiIBER A1{O PLYWOOD

Ameflcan Hardwmd 0o

Bur ns Lumb€r Co.

Calilornia Wholssalo

Caoital Lumbor co..

Coos Head Lumbr & Plywood

Dooley Forsst Co., Inc.

Essley&Son, 0.C.

Ferrari Distributino Co

Founlain Lumb€r Co.. Ed

FremontFfiestProducls ........

Galleher Hardwood Co

Gomini Forest Producls...

Goorgia-Pacilic Corp. (213) 968-5551

lleDDner Hardwoods

Hill Lumber Co., Max

Hutt Lumbsr Co.

HunterWoodworks........ (213) 835-5671

InlandTimberCo......

lano Stanlon Vance Lumber Co. .

LouisiaM-Pacitic Coro

L-P 0istribulion Cent8r

MacB8alh Hardwood

Maple Bros., Inc. Mouldings

Marouart-Wolte Lumb€r Co.

osgood Inc.. Roberl S.

Pacific Madison Lumb€( h. (2131 773-2292

Parr Lumb€r Co.

Psnbsrthv LumberCo. ......

Potormai Lumber Co.

Philips Lumber Sales

Product Sales Co.

R€€l Lumber Ssrvico.

BUVE trlS' GUIEE

S.F. BAY AREA

3AX FRAtCltco

TREAIED LUiIBER-MLES-PILINGS-TIES

ANCAT^/EUREIO/FOSIUNA

Andorsonia Forost Products

Bracut Inlernalional

Britl Lumber Co.

Crorn Redwood Co.

Humboldt Redwood Co

Louisiana- Pacilic CorD

PVM R€dwoodC0.

Reid & Wriohl

simo$nBiildinoSuoolv0o.

AUdURlr/on^ss YALLSY

All-Coasl Forsst Producls. lnc.

R&LWoodProducts

EArEnSFtEt0

Higgins Lumber Co

Pacilic Wood Preservino ol Bakerslield, corD. .:... (805) 582-3950

cHtc0

Norlield Manulaclurino.

CLOVENOATE

Eowman Lumber Sales

G&R Lumb€r Co.

Rolando Lumber (Kinton Ov.)

c08lill{G

Cran€ Mills.

FONT ERAGG

csoroia-PacilicCorD.(tudwood)

Holm-es Lumber Co.. Fred C. .

Niesen Forest Producls

FRETIIII{T DMX Pacilic Coro.

Louisiana-Pacilia corp

FRESl{O

Easton Lumber, lnc.......

Gsoroia-Pacilicwarehouse.

Hiooins Lumb€r Co.

lnleinalional Foresl Products lnc.

LewisCo., Inc.. PalmerG.

Pacilic Forest Products

StandardStructures. Inc..........

Weslern AmericanForesl Producls

WeyerhaeuserCo. ......... (800) 742-1939

WodworklnstrtuteofCalilornia

t(|il6s BEACII

Aowood Mill & 1umber

LoS BA]{0S

Slewart Hardwood Lumber Co.

m00EsT0

Snider Lumber ftoducls

Sward Truckina

REODIIIG ARE{

Jensen Lumber Co.

Keller Lumber Sales

LewisCo., Inc.. Palmer G.

L-P Cxstribulion C€nter MacBeath Hardwood

BUVERS'ffiUItOIE

PACIFIC IIORTI{WEsT STATES

wasHtl{oTota

liltJ"s80n0 Pormaoost ProductsCo.

Inc. (800) 547-6755

Cole&Associales, JohnT. . .

(800) 547-8371

Dant&Russell,lnc........ (800) 547-1943

Dataline Corp..

FriesonLumberCo. (503) 397-1700

Fullm€r Lumber Co.

Furman Lumber, Inc.

Georgia-Pacilic Corp.

HamDlon Lumber Sales Co.

Lewib Co., Inc., Palmer G. .

Louisiana-Pacilic Corp

Louisiana-PacificCorp. (Eeaverton) ....

Lumber Products

Mccormick & Baxler Croosotino Co.

Wilbur M. "Dick" Wilson. former owner of Willard Lumber Co., Fresno, Ca., died in that city on July 16, 1983. He was 83.

A life-long resident of Fresno, he was a member of the San Joaquin Valley chapter of Hoo-Hoo International.

Mr. Wilson is survived by a brother and three sisters.

Otto J. Gott, a partner in River City Lumber Co., Sacramento, Ca., died July l0 of cancer. He was 65.

Mr. Gott is survived by his widow, Ione, two sons, two sisters and four grandchildren.

Philip T. Farnsworth, 74, for many years a prominent figure in the redwood industry, died August 12, at his home in San Francisco.

Farnsworth was executive vice president of The California Redwood Association for l7 years until his retirement in 1973. During that time he was active in industry promotion and forestry programs and in

natural beautification projects. He was a committee chairman of the National Forest Products Association, and was a delegate to the White House Conference on Natural Beauty in 1965.

During World War II he served in

the U.S. Navy on the staff of Admiral Nimitz and held the rank of Lt. Commander. He was an active member of the Bohemian Club of San Francisco.

He is survived by his widow, Charlotte Castle. and two sons.

The Beauty of Red Cedar with Built-ilt Fire Resistance.

Ifyou need to purchase treated cedar shakes and shingles, we understand ifyou're confused. There are more products on ttre market now than ever before, all with one label or another. However, to be certain of qualtty and an in-plant testing program that ls second to none -purchasewittr confidence from J.H. Baxter and our distributors.

Our class C and class B rooflng systems are treated wtth NCX@ chemicals and carry an Underwriters Laboratories, Inc. label (U.S. ). UL is the premier agency for product testing and standards development. Their label is your guarantee of product performance.

Thts ts the label to ask forlook for itDEMAND IT.

FamilyTree.

We at United congratulate our parent, Fruit Growers Supply Co., on its 75th Anniversary. As part of this family tree we've grown. We are now a major pallet manufacturer in the country. In California, we are a leader in lumber sales. Tbgether we share a history of service to the lumber industry.