Merchant Magazine - September 1984

Serving the lumber and home center markets in 13 Western Sfafes-Since lg22

Furman Lumber, a coast to coast distributor of quality lu mber products i ntroduces Sturdi-Wood from Pelican Mills. This state of the art Oriented Strand Board is ideally suited for residential and industrial construction, plus a wide rariety of do-ityourself applications. Furman Lumber has many years of experience in this new generation of structural panels and is confident that this improved OSB product will play a significant part in the dynamic growth of the western construction industry.

ENGINEERED TO WORK IN THESE APPTICATIONS

Roof Sheathing Sub Flooring/Underlayment

. Stair Treads . Lamination Substrate

. WallSheathing . Shelving

. D.l.Y. Proiects . Crating . Pallets

ENGINEERED TO INCORPORATE THESE SPECIAT FEATURES

Designed with a 3-layer perpendicular orientation for added strength, stiffness, and dimensional stability.

Constructed in thickness from %" to1Vq" and in panel sizes up to 8' x 24j

. Designed in one gradereplacing several grades of plywood.

Engineered with a solid core.

Gdaranteed Knot free, Void free and Patch free.

. Designed to cut, drilland naileasily.

r Formulated with a non-Urea exterior glue (Phenolic Resin).

. Designed to be at least equal to plywood in every way.

Please send me a Sturdi-Wood sample. ! Please send me morc information on Sturdi-Wood. I n lwould like the following additional information on Sturdi-Wood:

The Merchant Magazine

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor Juanita Lovret

Assistant Editor Patricia Nowlin

Contributing Editon Dwight Curran, Gage McKinneY, Ken Thim

Art Director Martha EmerY

Staff Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 7%-56000) is published monthly at 4500 Campus Dr., Suite 4E0' Newport Beach, Ca. 92660' Phone (714) E52-f990, by The Merchant Magazine, Inc. Second<lass postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Advertising rates upon request.

ADVERTISING OFFICES

FROM WASHINGTON STATE & IDAHO: contact Csrole Holm, 7033 82nd S'E., Mercer Island. Wa. 98040. Phone (2M) 6U-n7O.

FROM NORTHERN CALIFORNIA & OREGON: contact Davld Cutler, 4500 Campus Dr., Suite 2180, Newport Beach, Ca. 92660. Call (714) 852-1990'

FROM SOUTHERN CALIIORNIA: contact Carl Vann. 205 Oceano Dr., Los Angeles, Ca. 90049. Phone (213) 412-3113 or (714) 852-t990.

FROM THE NORTHEAST: JosePh A. Shea' 6l Maine Ave. F4, Rockville Centre, N.Y' 11570. Call (516) 678-1625.

SUBSCRIPTIONS

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lf you're going to specialize in specialty lumber, there's no going halfway about it. You've got to carry the best.

And at Disdero Lumber Company, we do. We carry top quality Western Red Cedar, Redwood, Douglas Fir, Hemlock and Pine. And we have them in kiln-dried, vertical and mixed grain finish, pattern and siding. In standard sizes or milled toyour specifications.

We're also a leading supplier of Laminated Beams.-As well as Lock Deck@ Laminated Deckino.

So before you settle for any-thing less than the best, get one thing perfectly clear: For top quality lumber, call Disdero.

A specialtv lumber distributor for ovbr 30 vears.

In Oregoh, calltoll-free (800) 452-5737. West of the Rockies (except Alaska, Hawaii, New Mexico and Colorado), calltollfree (800) 547-4209.

Disdero Lumber Co.

PO. Box 42247 1504 S.E. Woodward Portland, Oregon97242 (503) 239-8888

DAVID CUTLER editor-publisher

IIANAGING a company, or several of them, lUlor a part of one of them, provides the manager with an infinite number of possible directions to take. But however he or she gets there, the final goal is generally agreed to be as much profit as reasonably possible.

But looking at some companies, it appears that the direction itself has essentially supplanted the goal.

Company growth is a good example. It is the direction many managers take. But we suspect that growth often is as much due to ego, peer pressure, knee jerk reaction, tradition or just for its own sake as it is to any conscious thought that size inevitably leads to the profit goal.

All too often retail store chain managers maintain units that have no real profit possibilities. The reasons vary, but include ill-defined profit goals, indecision, reluctance to have the company seem less formidable (especially important in bragging matches with your buddies) and no stomach for making tough decisions. It's wonder-

ful to say you have 20 retail stores, but if l0 make a profit and l0 don't, why dissipate the company treasure and energies on marginal properties? If that projected distribution center looks as if it, realistically, will earn about as much as a U.S. Savings Bond, why bother to build and run it?

The effective manager periodically asks, "what business are we really in?" Or put another way, "how do we make the most profit?" The late Alfred Sloan, the man whose leadership made General Motors the colossus it is today, remarked that, "we aren't in the business of making cars. We're in the business of producing the greatest return on our shareholders' investment."

For all the impressive facilities, units, centers, yards, buildings and the rest, it finally comes down to one final number: our old friend, the bottom line. Yet for all the talk about profit, companies continue in directions that appear impressive, growth oriented and all the rest, but seem to miss the most important reason for a company's existence.

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

"You mean we're supposed to be making money?"

LESS PANE MORE ENERGY EFFICIENCY

Up to now, glazings attempted to reduce heat loss and heat gain by increasing the air space between the panes and/or adding more panes.

Andersen Hieh- Performance Insulating Glass reduces heat loss/ gain from a radiationstandpoint. It's a double-pane glazing with a special transparent coating that keeps most of the radiantheat inside the home during the winter, outside during the summer.

(Radiant heat is produced when sunlight strikes objects like floors indoors, sidewalks outdoors.)

Single-pane, uncoated doublepane and triple-pane insulatirig glass let most radiant heat flow outside in winter, inside in summer.

But Andersen' windows with High-Performance Insulating Glass greatly reduce radiant heat flow and significantly improve energy efficiency. They're up to l47o more energy efficient than Andersen windows with triple-pane glazing.

2 lb more than 3.

They're also 42Vo more energy efficient than Andersen windows with uncoated double-p ane glazing.

And Andersen High-Performance Glass isn't only a cold weather glazing.In the summer it can help lower cooling costs because it greatly reduces the flow of outdoor radiant heat between the panes.

All summer. Andersen High-Performance Insulating G lass offers a 42Vo increase in energy efficiency, compared to Andersen windows with uncoated double-pane.

WMORE SAVINGS.

Andersen High-Performance Insulating Glass is available for Andersen Perma-Shield" casement, awning and double-hung windows, and Perma-Shield gliding patio doors. All of these products have long{asting rigid vinyl* exteriors that don't need painting. So you can offer customers superior energy efficiency and maintenance savings.

LESS WEIGHT MORE PROTECTION.

Andersen High-Performance Glass is 33Vo lighter in weight than triple-pane. It also keeps 807o of ultraviolet rays from enteringreducing the chances of drapery, carpeting and upholstery fading and deterioration.

See an Andersen distributor listed below for product availability, a 4-page High-Performance Glass brochure and details on how this glazingapplies to our geographic area. Find out how lrss can bring you More: More window customer calls. More Andersen window sales.

CdrE hqrrc to $Elity CdrE hdne tofuidss€rf

An^Sp_ns,ilVn'#sml^J$M

It's specially coated to give 2 panes of glass more insulating power than 3. lrss is more. That's the idea behind new Andersen High-Performance Insulating Glassi' It's a revolutionary glazing that offers Andersen dealers and their customers what thev need least and want most.

AOOD mzrnagers usually have llgood time management habits, but there is nothing mysterious about using time wisely.

Good time management has no single secret, just dozens of simple, easy to learn habits to help you control your day and free Your mind for creative thinking and planning as well as giving you more time to relax and enjoy your life away from the store.

According to the exPerts at DaYTimers, Inc., an organization devoted to helping managers save time and money every business daY, You can turn time into a valuable business tool by establishing a set of good time habits.

First, they recommend that You set goals. Without well planned, written goals it is too easy to drift through the day-sometimes quietlY enough, but more often getting hit by "waves" of problems and emergencies that probably resulted from a lack of planning in the first place.

Your goals should be clearlY defined. For example, they might read like this:

o Add a profitable new Product line or service over the next two Years.

. Open a new branch in three Years.

. Expand commercial contracts bY l09o before the end of next Year.

It is important that You write Your goals on paper. Make them realistic, but do write your goals down. Writ-

Good managers are clock watchers

ten goals can be self-inspiring. They create an excitement in the day's routine and help you zero in on the things you should be doing everY daY to bring your goals to life.

Next you should design a Plan of action. Use specific, planned actions to measure your Progress and give you further imPetus to go on. What do you have to start with? What should you be doing in the weeks and months ahead to bring about the growth and changes You want?

Don't overlook personal and family goals in your plans. Is there a trip or vacation you've thought about, but never taken? Have You dreamed of winning a golf tournament or mastering a craft? Make a Plan and make it happen.

Analyze what you do and don't do each day. Record your time for a week or two so that You can actuallY sei: where your time is being spent. Do you finish every project you start? Do your people really follow through on work you assign to them? Or do theY return the responsibility to you? Are you still hanging on to old, familiar responsibilities that you could delegate to someone else? Do You sPend enough time giving directions to your managers and supervisors or do You overdirect? Are You interruPting yourself with trivia, small tdk or personal matters? If you're serious about wanting better time management, you'll probably discover many hidden time wasters in Your daY.

Prioritize your projects for effec-

tive use of time. Using a time planner diary, take at least 15 minutes each day, either first thing in the morning or last thing before you leave your office, to list your daily priorities. Write down every important thing You must do during each day, aPPointments, proposals, contracts, board meetings, inventory checks, advertising schedules, everything that must be done by you or delegated to someone else.

Number each task in order of importance, according to the goals you've set for yourself. Each day' as you concentrate on these goal-oriented tasks, you'be moving closer to realizing those major goals' Communicate Your needs and goals. Let everyone on Your staff know about Your time management efforts. They will be less likely to interrupt you with casual matters. Your efforts and enthusiasm may even become contagious, creating better time management habits throughout your entire organization.

Trim the trivia from your calendar. Once you begin to write down Your daily activity list you're already on your way to better time control. The list itself will "remember" the things you have to do, freeing Your mind to concentrate on the here and now.

Next, consider the interruptions in your day that might be keePing You from goal-oriented work. If you're still dealing with things that keep you from your vital work, trim them away. If the work is imPortant, but someone else could do it for you, then delegate.

Story at a Glance

Ways to get more out of Your day. .goal setting. . .analYzing responsibilaties, priorities, del' egating...rules to adaPt to your business.

Every organization seems to have acquired some work procedures that have little importance but are continued simply because "we always did it that way." Give some thought to your procedures. See what You're doing that might be incorPorated with someone else's work or, perhaps eliminated altogether. Make a habit of questioning the importance of each task. Put a mental Price tag on each

Douglas Fir Beaded Ceiling/Paneling

Made of Coastal Dougl.ts fi1 these pafterns are ideal for nerv construction .rncl rentodeling-creating either nostalgic or contemporary appear.tnccs in resiclential and commerci;ll ltuilcJing. These prorlucts consist of short piec-es selectecl for Douglas fir's be.lirty ancl warmth which are then precision jointecl ancl electronically glued together intc strrecifiecl lengths fron 7' to 20'. Custonrers c.rn spec.if1, .tny clesired length. Detailecl ciescriptions are given on reverse side.

ADVANTACES:

o The subtle variations of color .rnd hanclsome grain characteristics oi thc mLrltiple pieces make an attr.rctive ritncion.r ilppearance.

o Palco-Loc pieces, n,hich.trc fingerjointed rvith lvaterltroof aclhesive, are especially straight .rncl f lat, nraking for easy appl ic.rtion.

o Economical-P.rlco-Loc is c'onsicleraltlv less c.ostly th.tn solicl r.lnclom length pieces. Also, the convenie.nt long lengths available in finger-joint recluce .rpplication i,osts .rncl trint witste.

r P.rlc'o-Loc is kiln clriecl to ensure nraxir-r'ru nr ci i mcnsional sta[ti I ityr

o Co.rst.rl Dougl.ls iir has a widely recognizecl high cluality of strength ancl harcl SL.]TIACE.

o Versatilit\, .rs .r reversible product-The popLrlar beaded pattern on one sicle anrJ thc Vee pattern on the other pernrits .t choice of patterns for both ceilings ancl p.,] nelrngs.

i /,trrr/.rrntt' (r/4x,(rf.r/r( t' anrl ltartl \urtJa l' .rre ac/r anf,rLlr,otl\ |ttr p,tnt'Iirtg.trrri rr,.rirrscotrng. i hi.. -shorlr nrtnttn,tl -'r" I -J" 'ttt,ltit't t's lllllt.t r'/t'ar rea/er

\ /l'lorir.t/ r li/lrrq /).tlli,fft h,ts ctirrenl/t 1tt,r orttl i )()l){ri.il //rr' it,t' |0ttitn,tl ',ri" \ fr" 'itt' ltit'r r,' tl lllt ,i r /r,.r 'r ,t/r r

PALCO.LOC

Douqlas Fir

Beaded Ceilingt Paneling

DETAILED PRODUCT DESCRI PTION

Product Name:

['alco Loc t)oug,las Fir Beaded Ceiling''l'ant:ling.

Sizes and Patterns:

Eclge.rnd (enter bead pattern is on one sicle, erlge ancl (.enter Vee on the other side-specified .ls E&CBIS/ E&CVl S.

Nominal Sizes: ../e" r -+"

Net Thickness: 'i,0"

Net Overall Width: .l'l'o" Net Face Width: .]7s"

V-c Pattttrn Beacieci Ceiling

Nominal Sizes: 7s" x 6" Net Overall Width: 57s"

Net Thickness: '7'n" Net Face Width: 57s"

Lengths:

To be specifierl bv custonrer in.tn-v length from 7' lo2O'.

Grades:

(1) C and Btr Mixecl Cr.rin, Kiln t)riecl.

(2) C ,rrrrl Btr Verl it,rl (ir,rirr. Kilrr Drieti. Both (1) and t2)rvill have clerveloping "D" gracie.

Finger-Joints:

Clued lvith rvaterltroof rlelantine-urca .rdhesive tn nonstructural joints (non-structural means not loacl-bearing), and complies rvith FHA recluirentents.

Note: These products are also available in solid random length pieces (not finger-jointed) 4720i

i1./aln.scotlngs have a varlety ot colors; ht're ts atl cr.rmp/e oi a clark color finish.

SHIPPINC INFORMATION FOR DISTRIBUTORS: Ar,ril,rhle in rtraiglrl or mired truck ,lnrl t ,lr .hil)nlcnl\' Mixecl shionrents c;ln include itenrs from a u'icle ratrgc of reclwoocl lumIxrr, ancl Douglas fir uppers.

Thls rva/i paneling shows the efect ol a tatl cr-r/ort't/ serrr I tr.rnsp.rrent .staln.

THE PACIFIC LUMBER COMPANY

\/ce P.rtlr'rntse.rrlt'rl C eiling

Techniques for developing good sales people

AGIC and luck have no part in turning a new untrained employee into a salesperson. Hard work and consistent teaching on the part of the management are necessary.

Assigning the neophyte to an experienced, competent sales person who has a knack of inspiring and teaching others is a good start. Reinforce this with a company sales manual which outlines company policy and regulations as well as giving suggestions on sales techniques and salesfloor behavior.

Schedule practice sessions for the employee if he or she is without any experience. Praise the good things and suggest ways of improving the weak points. Give the new person an opportunity to observe a pro in action.

Allow the new person to become completely familiar with the merchandise, store layout and procedure before expecting him to help customers. Start him in a section of the store which requires no technical knowledge.

Stay with him in his training. Don't forget to follow up, answer questions, help with problems. Be faithful in scheduling time with him or assigning someone else to work with him until he becomes competent and selfassured.

The following pointers collected from veteran sales people can serve as a guide to you in organizing employee training, the nucleus of a handbook, or a handout to reinforce sales instruction.

. Treat every customer the same wayNICELY.

o Speak carefully, avoiding bad grarnmar, slang, swearing and annoying phrases such as ")ruh kno."

o Be well groomed.

o Know the products. Read labels and product information sheets. Know how, where and why an item is used plus advantages and disadvantages if they apply.

Emphasize the positive.

o Recognize customers who are waiting with a nod, smile, "Someone will be right with you" comment.

o Ask questions: Find out what the customer needs, how he plans to use it, what he may need that he doesn't know about.

o Remember that truth in labeling also applies to the sales person.

o Set sales objectives for yourself. Try various sales techniques with different people.

r Analyze other sales people, apply what they do right to your own sales.

o Keep necessary records consistently, accurately, neatly.

o Respond to complaints, listen, do what you can, take the customer to a person who can do something if you can't solve the problem.

o Remember the customer's good will may be more important than the sale of the moment. Develop friends and future sales.

Story at a Glance

Tips for grooming good sales people. .advice from pros... consistent training, evaluation, practice pay off.

o Work out an approach to a customer and practice it.

o Take time to learn what they need. Don't cut them off with a "we don't have it" or "I don't know what you're talking about." The woman who needs a "gizmo" today may be a potential big ticket customer.

o Be consistently polite, pleasant, helpful, concerned, interested, willing to listen.

o Never become angry or irritable with a customer.

r Never call a customer "Jack," "Macrtt "Manrtt ttDearrtt ttHoney," Sir, madame, miss or ms are always correct.

e Be prepared with truthful anecdotes of how you, some other customer, a member of your family or a store employee experienced success with a product or project.

o Give the customer a choice. Don't limit your sales presentation to only the cheapest or the most expensive product.

o Never judge a customer by the way he is dressed. Treat everyone as if he were president of your company.

r Treat fellow employees fairly. Be pleasant and helpful to those you work with.

o Take pride in your job and your company. Do all that you can to keep the sales floor attractive and neat. Develop good housekeeping habits. Be a good representative of the company.

Make meetings count

ITEETINGS! How many times lUlhave vou sat throush a meeting wondering why you were there or, even worse, what it was all about? As a manager, you can make your meetings relevant.

Always ask yourself "Is this meeting necessary?" before summoning your employees or fellow workers is the advice of Jack Falvey, a management consultant.

Few managers understand the dynamics of meetings which he defines as the place to ratify and build on decisions already made, not as "an arena for hammering out policies in a group grope environment. "

Meetings must have objectives and each participant must be made aware of the objectives and his role in accomplishing them.

Agendas are essential for worthwhile, productive meetings, but the agenda must be a meticulous plan with advance copies sent to those scheduled to attend the session. Without preparation, it is impossible for those attending to participate efficiently.

"If your last stop before going into a meeting is at the photocopier to run off your agenda, stop right there and either cancel or reschedule the gathering," Falvey says. "What rational manager would undertake a business trip on the spur of the moment without an itinerary or prearranged appointments and a set of

Story at a Glance

Pre-planning essential. . .all participants should contribute .poor organization wastes time...length doesn't indicate quality...fewer meetings are betler.

desired results?" Being satisfied with minimal results from uninformed or hastily informed meeting participants is a gross waste of management time.

Meetings vary according to objective. For example, if the objective of the meeting is to have top salesmen share their techniques with others, it is important that these high performers be recognized as stars at the outset. The meeting should focus on them, giving them the limelight they deserve. They, in turn, should be prepared to make a genuine, well presented contribution to the progr:rm. Give the others attending the opportunity to admire and envy these top salespeople.

A little bit of drama can provide optimum results. This can be the place to recognize accomplishments, making sure that the reward honors the receiver and inspires others to be future recipients. For example, company monogram blazers readily identify the wearer as having the right stuff.

Sales meetings should be relative, say the experts. Some of the things which they feel have been overdone include slide shows, films, meetings longer than three hours, passive oneway sessions of more than 30 minutes and those little exercise breaks to relieve the tedium. Instead, they suggest meetings should concentrate on answering "Why should I listen to this?", "What's in it for me if I do?" and "What should I do as a result of all this?"

Informal sessions following short meetings are recommended for obtaining maximum results. If you hold your sales meeting at a resort or country club type location, allow those attending time to use the recreation facilities. The exchange of ideas on the golf course is often more productive than sitting in a meeting.

Meetings to establish policy or new methods of operation, or to solve problems achieve the best results

when attended only by those immediately responsible. Those who are not contributors can be sent copies of the agenda and follow-up results or be called together for a brief informative session. Sitting in a meeting in which you are not a contributor is a waste of time and money.

Avoid meetings whenever possible. Often a formal session is unnecessary if the manager will go onto the sales floor or into the yard to discuss the problem with the personnel involved. Formal settings are not required for productive action.

Parliamentary procedure is a hangup with many managers. Meetings must be orderly, but the meeting which follows a stilted format is not always the meeting which accomplishes the most. Follow the rules necessary for achieving the desired results in the most efficient manner and ignore the rest.

In brief, meetings must have objectives which are well identified and known to all attending. Only people who can contribute should come and they should be well prepared. Avoid making speeches. Communicate. Take action.

Falvey's final word of caution is "Never forget that the Gettysburg address was in fact delivered by Edward Everett, who spoke for one hour on the significance of the event of the day. Lincoln was merely asked to say a few words to close the program."

How to profit from a trade show

?RADE SHOW attendance can

I be a valuable experience for a retailer. Even the IRS considers these functions legitimate business. But many retailers fail to make the most of the opportunity.

Preparation is the key to a rewarding experience. Begin by studying the program and deciding which seminars fit your needs and interests.

If several representatives are going, assign each one to a different session with instructions to take notes for an idea sharing meeting when you return. Prepare a list of possible questions to ask speakers and panelists.

Next, review the list of exhibitors and mark the ones which you will want to contact. Make note of the location of their booths. Share the program with buyers and department managers not going,to learn if they have a special interest that you can check out for them.

Schedule your travel so that you arrive rested and ready to go. Plan to stay at a convenient hotel to cut travel time while attending the show. Needless to say, register early for both the show and seminars, taking advantage of special travel and hotel prices offered in conjunction with the meeting.

Make a list of other dealers, sales reps and association people whom you wish to see during the show. Make notes about ideas you want to discuss with them so that you won't suffer from lapse of memory.

Take along any materials which you need to discuss with these people. Call or send notes setting up appointments.

Prepare your briefcase including the lists which you have readied, phone numbers of anyone you will want to contact in the city you are visiting, writing pads, pencils, calculator, business cards, etc. Leave room for the materials you will acquire.

Spend a few minutes thinking about your wardrobe. A combination of comfort and executive image is essential for both men and women.

Story at a Glance

Methods to maximize your time & money investment in a trade show. .preparationtiPs. ..ways to share seminar knowledge. lollow.up techniques.

Good walking shoes are mandatory since you will be on your feet all day. A suit with at least two inside pockets to hold pens, notepads and cards is helpful. Clothing suited to the climate including raingear is advisable although air conditioning may make it winter in the meeting rooms and exhibition hall.

With these preparations, you are ready to swing into action when you get to the show. Verify the times and locations of seminars you are registered to attend. Locate the booths of people and products which you wish to see.

Seminar attendance will be more valuable if you are an active partici-

pant. Take notes and attempt to apply what is being said to your situation. Be open to new ideas. Ask questions. Request additional information on approaches which you can implement in your operation.

If the presentation does not meet your expectations, adapt Your thinking and try to gain something from the materials presented. Collect any handouts for future use as well as sharing with those who did not come. Order tapes of speakers who zero in on your interests.

On the exhibition floor, concentrate first on the booths that you know you want to visit to save time and energy. Then survey the hall, looking for new products. Collea literature for later consideration. Take advantage of special prices on items which you need.

Use some of your time to make contacts with other dealers and sales reps urs well as keeping the appointments previously scheduled. Take time out once in a while to digest what you are seeing and hearing, taking notes for later sessions at the store. Be sure to take several copies of the progmm for sharing and reference.

Try to stay on schedule with meals, refraining from eating and drinking' too much. Get outside for some fresh air and exercise. Walking an exhibition hall is tiring, but it reallY doesn't qualify as exercise. Strive for at least eight hours sleep each night.

Many trade shows offer tours of stores in the area. Take advantage of these and be observant of methods of operation. Make note of the signing, displays, decor, merchandise, €Dployee uniforms, pricing, anYthing that you can apply to your own operation. Be alert for new concepts. Ask questions. Gain as much knowledge as possible.

Make use of the social events to meet people, to extend your contacts and acquaintances. Informal exchanges of ideas can be valuable. Contacts established may be useful in the future.

When you return to the store, schedule time for sharing your information with others. Circulate the literature which you have collected. Send notes of ideas to those involved.

Make a list for yourself of new concepts that you would like to implement. Incorporate into your business as much of the knowledge you have gained as possible. Follow up on any commitments. Make the trade show trip a true business investment.

Retail Slowdown Ahead?

"At the total retail level. the best is over-you can look for slower growth rates in both current and constant dollars for the rest of 1984. If the retailer ignores this and continues to assume that constant dollar growth will be extremely high, he will undoubtedly find himself in the middle of a rapid inventory buildup, and an unexpected drain of profits."

James Newton, director of economic research for Management Horizons, Inc., says "The biggest slowdown will be among durable goods retailers. Those who sell home improvement products will see their total 1984 real sales growth of over l09o dropping off to between 390 and 3.590 during 1985."

Overall, merchandise inflation (reflecting price increases) at the retail level is expected to continue to rise, moving from a reported 2.60/o in 1983. to about 490 in 1984 and 5.590 in 1985.

The short term retail outlook for the United States is based on the following assumptions regarding the direction of the U.S. economv.

(1) Real GNP growth will moderate from its torrid pace during 1984's first half to just 3.590 during the remaining two quarters of 1984, adding up to about 690 for the year.

(2) Anticipated growth during 1985 will continue to soften. with the 3.090 constant dollar GNP growth during the first half of the year moderating to less than 2.590 during the second half.

(3) Inflationary pressures will build, with the GNP implicit deflator jumping from approximately 4s/o in 1984 to over 5.590 in 1985.

(4) Personal income growth will moderate between 1984 and 1985 in both current dollars (9.70/o to 8.890) and constant dollars (5.590 to 3.190).

(5) Very little improvement in the nation's unemployment rate will be seen over the next 12 to 15 months, with the unemployment rate hovering at about 7t/o by the end of next year.

(6) Residential construction has now seen its cyclical peak, with housing starts falling from about 1.8 million units in 1984 to just over 1.6 million units in 1985.

need t0 know how l0 reoair

Ganahl Lumber's centennial

lltALK INTO any branch of UU Ganahl Lumber Co. today and you will probably be impressed by the'wide variety of products they sell or the vitality of the sales force or the relative youth of the firm's management team. It is an ironic contrast to the image one usually has of a l00-year-old company. But it's true. 1984 marks the centennial anniversary of Ganahl Lumber Co., a company with a rich historical past and a vital, growth-oriented future.

It all began back in 1884 when an Austrian immigrant named Christian Ganahl moved West from St. Louis, Mo. He had been in the lumber business in that city and when he learned that the John Bryson lumber yard in Los Angeles was up for sale, he seized the opportunity.

The C. Ganahl Lumber Co. flourished and served its share of custom-

ers nmong the 22,W people who made up Los Angeles in the 1880s. By l9(X there were already branch locations in Los Angeles, Redondo Beach, El Segundo and Santa Bar-

Story at a Glance

Aggressive retailer hits 100 year mark still family owned and managed . . . four retail stores plus milling operation... intentions include further expansion considered one of the best independent firms in tough Southern Calilornia market.

bara. He then recruited Charles Grim from one of his competitors (Griffith Lumber) to open and run the newest branch yard in Anaheim. The new Ganahl-Grim Lumber Co. was also a success as building activity in agricultural Orange County increased.

ln 1922 Christian's nephew, Ernest Ganahl, moved south from Berkeley, Ca., to work in the lumber business. He bought his uncle's share of the Anaheim operation and became partners with Charles Grim. In 1927 Ernest opened another lumber yard in the mountain resort town of Lake Arrowhead and hired his friend, Harold Kahn, to run the operation for him.

While the Great Depression of the 1930s was taking its toll on most businesses, the Ganahl operations survived. Sales at the Lake Arrowhead yard grew, perhaps because of the

HABDWARE area (top left) 0l Anaheim flagship store has 5000 sq. ft. 0f attractive, welloresented retail sDace. More than 250 titles (top right) are available lor customers who

and remodel. Readerboard sign (lower Ieft) helps draw customers by featuring a changing array oI sale items and events. Retail counter at Ana-

heim store (lower right) is stalfed by 13-14 at any given time to make sure customer service is up to the high Ganahl standards.

Hollywood stars who could afford summer homes there. In fact. sales at the Lake Arrowhead yard were higher than those in Anaheim during the depression and they carried the company through this dark economic period.

Ernest also hired a young man by the name of Ted Payne to work in Anaheim and drive trucks up the twoIane dirt road to the Lake Arrowhead yard. Ted, now 82, still works one day a week at the Anaheim yard.

In the 1930s Ernest Ganahl's competition 'included such operations as Barr Lumber, Brown & Dauser, Buena Park Lumber, Garden Grove Lumber (which was recently acquired by Ganahl Lumber Co. in February, 1984), Patten & Davis, Gibbs Lumber and Santa Ana Lumber. In 1934 Charles Grim passed away and Ernest Ganahl took over management of the company. Eventually, he bought out the Grim family's interest and in 1938 the name was changed to the Ernest Ganahl Lumber Co.

Ernest Ganahl and Company ran the two-branch operation throughout the thirties and forties and when World War II came along, the milling machinery at 501 E. Lincoln Ave. in Anaheim turned out ammo boxes for the military. In 1946 Ernest's son John returned home from the war and joined his father's business. He went to work in the mill and as Orange County grew, so did the milling operation at Ganahl Lumber. During the late forties and fifties, John became involved in producing cabinets for schools in the area. In 1959 Ernest passed away and John Ganahl took over the family business.

As has always been customary in the family, John's sons and daughters worked at the lumber yard part-time and summers while they were going to school. Peter Ganahl joined the company full+ime in 1968 and worked first in sales and later in the company's fledgling computer operation.

A few years later, in 1972, the company acquired a third yard, the former Hayward Lumber in Corona, Ca.

When his father died in 1973, Peter took over as president of Ganahl Lumber Co. That same year his brother, John Ganahl, Jr., who is now controller of the company, went

(Please turn to page 44)

A BRANCH yard was a radical business idea when Ganahl established the first one in Los

MANAGEMENT team: (Back row l.-r.) Mike Seeds, gen. mgr., Ganahl Architectural Mill; Dave Reed, gen. mgr., Lake Arrowhead; Mark Ganlt, gen. mgr., Corona. (Middle row) Dan Butterlield, gen. mgr., Ganahl Planing Mill, Bruce Huewe, gen. mgr., Garden Grove; Jim Tafl, gen. mgr., Anaheim. (Bottom row)

Angeles, Ca. Here a tandem team prepares to move out with a customer's order.

Peter Ganahl, president; John Ganahl, controller; Bill Detillion, v.p., merchandising.The Anaheim, Ca., branch industrial sales dept.: (Top row l.-r.in lower ph0t0) Mike Wolk. Brent Bouslog, Jerry Phillips, Ron Humphfres. Bottom row: Monica lrwin, Dwayne Beckman, Daria Speek, Jim Sharkey.

.,City,,, I;:u m,&6r h*,,opened air"new stCIie in:kaside,0r. . , Gordon Laird has purchased Bennett Lumber in Bellingham, Wa., renanring it the Qrsat Aweriwn

f"gd. aldre elingtoadd 250sq. ft. ofspace...,

"'I rr' l;umber Ca is,llrc neu' name for Cla$ Lumber Co., Pahrump, Nv., recently purchased by Floyd and Audrey Davis from Jim and C-onnie Clark

Boise Cascgde BuildiAS M&teriali.,Center, rsid€, Ca., has closed its retail unit, but will,,continue to s€ll coirtraat$rs rind builders ' Boyiiew Building Materials, fioquiam, Wa., has been renamed ::":Lei,ee Lumber, Izc., by new owners Jetry Erickson and,'Meiiiil Albert.

,:,,,t,,::r:,:irriThGif$grCliantf$$ga:im moved from Sacramentoto Dallias, Tk., where parent co. Michigan Genefal s lgcated . . .,,, r,:t,, '',,'.

..a::,:,,-..

';t;1;,',,,,,"&i&E' LilrntterCo., which

' riil has just completed extensive rernodeling of its Boulder Creek, Ca., facility, will open a Gilroy, Ca., unit Oet. I Magnuson Lumber Co. has opened a new 7000 sq. ft. store across the street from its former location in Castle Dale, Ut....

Geib Lumber Co., Vista, Ca., is

,,r,,:,,, &ddittg two new buildings .: ' Vacaville Lum.ber Co., Vacaville,, Ca., has been purchased by ,/.P.

"' Dolan Lumber Co,, San, Pablo, -.,Co.lgs stsre No. 7 inits chain

Lumber Co., a unit of The Terry Companies, Tarzana,

':iCb.:'.'i:has purchased the assets of Dietel Lurr7ber,,,,Co.,,,'also',ih Bwbank, Ca., for an undisclosed amount. .

,,r:,,1, Hd.., Wheelwdght and Lloyd Barnes have purchsd ,,We€b ;wtight::.Lumfur'':'Co., "Ogden, Ut., from Pacific Western lndustries, lnc., Salt Lake City, Ut., which hdd aquiied it from the lYheel:

..Nattpnal Lumfur & fupptf-,(6.;"' S6nta a, Ca., has opened a new unit in Covina, Ca, ,',r: . Ham€ Debot opnastoreinHuntington Beach, Ca., part of a plan for about 6 stores in Orange County and as many as 30 in So,' Ca. ,, . HomeClub will move its Hq. from I Long Beach, Ca., to Fullerton, Ca., where it is opening a new ,,"stor€, part of the 15 slated to open within the next year

Rim Farest Lumber Co;, Lake ifurowhead, C8., suffered an estimated $200,000 damage in,, a fire whicb,a California Dppt. of Forestry spokesman blamed on ar,son . ,., . Viney'Milliken Lumber Co., Covin&, Ca., had $25,0@ damages whsn a tno-stoiry storage shedburned...

,,,.A I l.::Ca 88/. Fot:ggg'":''p, a;Att c *; Ctrino, Ca., hasanew 10,000sq. ft. plywood storage buildinl Wall Dry Kiln, C-arson, Ca., hasadded a lumber storage building KID Cddsr"':::"' Suibly, Hayward, Ca., has,,a nSil yafd Additio$ ofrrir'l 81000 sq:;'lft. 'ri:r:i- :i:'rrrrr "': "..i:,.. :,",",. l',.'l.::l'' -:1"' .i-:l:,ri..- ..':lr:,r':, r'i'il]i"r' :':::t.a.' :"':t" Wickes Co.shas sold Gambles, a hardgoods and lurnber products distributor, to Gambles, Inc., a group headed by Wayne E. Waldera, a 3O-year Gamble employee Eugene-Willomette Lumber Co., Eugene, Or., has '4914 its Hayward, Ca.,,,:,:officq,i Chuck,Lewis was mgr:'. .''

',,'::,, Lo iofti,Pacific Corp., Port: land, Or., has offered to purchase stock from holders of 50 or fewer of its shares for the day's NYSE closing price plus a $5 bonus up to Sept. 28 Brazier Forest Products Inc., Tacoma, Wa., has filed Chap. ll bankruptcy for its subsidiary oper:ating sa*mills in TaComa and Arlington, Wa.; the Brazier wholesale,subsidiary' in Tacsma and the Molalla, 0r., sawmill are not involved in thefilingat thistime...

Cascade Empire Corp, has moved into new offices at 5670NW Five oaks'Dr., Suite 200, Hillsboro, Or.97123 . ,. Di Siorgio 'Corp;;, SanrFrancisco, Ca,; is selling its Klamath Falls, Or., $awm,i9 gperation ;',: . :':':

rrriii:

EomWfaf,tg opnd:iar sgond

!@eii'Co. ;',l**nh6use store last month .,,. .,8,5 lAke'i:,:8ail$ing ,:,:,,,,,,.Cwtefr,::'',.6' 17'.$00 .-.. ft.'i-ltt -ber"l'' yard/home cerger will be.o,peneg in Loveland, Co., this month, by Pat Giesey, former Payless Cashways v.p. . Entz-White,Phoenix, Az., ,,:,:i'.f6u6*iA 1952 as a lumberyard ,and hardw,ar€:;r,,,$toic! hs$' filgd Chapter ll bankruptcy.

111L:'.'

':rl.rilt*gborute, Or:, has a new:??zil Value Hardware store opening this moAth;'rffenry Boschma and Deryl Ferguson, olillfers,i ,.;1,;1. Cot-ter &.Co. willr,open a 356;000riq. ft. distribution center in Woodland',,Ca.r,,late nextyear...

,.:....... biamohd Lumbel is starting to :rem0del its 9 stores,in the Sacramento, Ca., area, part of a three r::',yg6r:program to spruce q,p all,97 storeq;in &e dtain;,,Hq.has n

" ):::' Pon:,Sy bAn, Ini., has m6ved to a newlmationinToppenish, Wa. Imperial Wholesale, Salt Lake City, Ut., has a. new office in Broomfield (Denver), Co., Gail Pierce, m$. . '. . Western States Plywood, Santa Fe Springs, Ca., tras been acquired by CoEIco, Ltd., Fountain Valley, Ca., *iqh Leonard H. Crofoot, Western States pres., becoming CoElco's chairman of the board . '

Seltfng tothc scurH2

lf you sell into the South, or any part of it, we can help you get across your message.

Building Products Digest covers all 13 Southern states. Each month we send 12,750 copies to 100% of allthe retailers. wholesalers, distributors and jobbers. That's all the home centers, home improvement centers and retail dealers as well as those at the wholesale level that back them up. This saturation coverage means you now have a way to reach your

customers and prospects. Building Products Digest, the highly acclaimed monthly for the Southern trade can help you get across your message. The Digest, incidentally, is the sister publication of The Merchant Magazine and is based on The Merchant's proven format . . . doing the job for advertisers for 60 years.

You can count on reaching the market in the South through Building Products Digest. Call today, you'll be glad you did.

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THE RIGHT WAY RIGHT AWAY!

GALENDAR

SEPTEMBER

Batibois: International Wood Construction Exposition - Sept. 12-17, Bordeaux, France.

Red Cedar Shingle and Handsplit Shake Bureau - Sept. 13-14, annual meeting, Sea:Tac Red Lion Motor Inn, Seattle, Wa.

21st Annual Shasta Lumberman's Invitational Golf Tournament - Sept. 14., Riverview Golf and Country Club, Redding, Ca.

Western Wood Products Association - Sept. 15,-18, fall meeting, Hyatt Regency Monterey, Ca.

Los Angeles Hardwood Lumberman's Club - Sept. 16, meeting, 5-9 p.m,, Maldonado's Restaurant, Pasadena, Ca.

Arizona Lumber & Builders Supply Association - Sept. lE, quarterly meeting, Poco Diablo Resort, Sedona, Az.

Inland Empire Hoo-Hoo Club - Sept. 21, dinner and elections, Green River Country Club, Corona, Ca.

Dub's Ltd. - Sept. 21, Redwood Empire Lumberman's Golf Tournament, Santa Rosa Golf and Country Club, Santa Rosa, Ca.

National Hoo-Hoo-Ette Club-Sept. 22, fall board meeting, Airport Executive Inn, South San Francisco, Ca.

Q.U.O.J.E.M. - Sept. 2.j-27, Paris, France.

Associated Lumber Dealers of Greater Seattle - Sept. 25, Weyerhaeuser Distribution Center tour, Seattle, Wa.

Umpqua Valley Hoo-Hoo-Ette ClubSept.25, general meeting, 6 p.m., Tom Tom Restaurant, Roseburg, Or.

North American Wholesale Lumber Association, Inc.Sept. 25, regional meeting, Valley River Inn, Eugene, Or.

Western Hardwood Association - Sept. 25-2E, annual fall meeting, Harrah's, Reno, Nv.

Phoenix Hoo-Hoo Club - Sept. 28-29, golf , Pinetop Country Club, Pinetop, Az.

OCTOBER

California Pacific Southwest Hardware AssociationOct. 1-3, 84th annual convention and management institute, Monterey Sheraton, Monterey, Ca.

WPacific Northwest Trade Expo - Oct. 2-4, Tacoma Dome, Tacoma, Wa.

North American Wholesale Lumber Association. Inc.Oct. 3-30, regional meetings; Oct. 3, Multnomah Athletic Club, Portland, Or.; Oct. 4, Red Lion Sea-Tac Airport, Seattle, Wa.; Oct. 29, International City Club, Los Angeles, Ca.; Oct. 30, University Club, San Francisco, Ca.

Woodwork Institute of CaliforniaOct. 4, architectural woodwork seminar, Vacation Village, San Diego, Ca.

London Building and Home Improvement Exhibition - Oct. 7-ll, Earls Court, London, England.

National Housewarcs Manufacturcn Association - Oct. 9-12, 8lst Intemational Housewares Exposition, McCormick Place plus McCormick Place West, Chicago, Il.

Rogue Valley Hoo-Hoo Club - Oct. 18, Grants Pass Nite, Medford, Or.

San Joaquin Valley Hoo-Hoo ClubOct. 19, 37th annual Valley Frolic, Tropicana Inn, Fresno, Ca.

Umpqua Valley Hoo-Hoo-Ette Club * Oct. 2il, initiation, 6 p.m. Tom Tom Restaurant, Roseburg, Or.

Associated Lumber Dealen of Grcater Seattle - fu. 23, Nord plant tour, Everett, Wa.

Western Hardwood Association - Oca.2+7f., seminar, Portland, Or.

Dub's Ltd.Oct. 25, annual outing, Carmel Valley Golf & Country Club, Carmel, Ca.

.AW dry

The ONE in the WEST

WESTERN HOME CENTER & BUILDING MATERIALS SHOW

Partial List of Exhibitors as of June 25, 1984

ABITIBIfRICE CORP.

ACAOEMY MFG. @..INC.

ACME BRIJSH CORPORATION

ALLEGRETTI & @MPANY

DAVID ALLISON @.,INC.

ALTAWOOD INC.

AMERICAN CERAMICS

AMERICAN HARDWOOD INDUSTRIES

AMERICAN LOCK & SUPPLY

ARMLINE, INC.

ARMSTRONG WORLO INDUSTRIES, INC.

BEAH SPRINGS FOREST PRODUCTS

DIVISION OF WIFP

R.W. BECKETT CORPORATION

BELWITH INTERNATIONAL LTD.

BERTCH CABINET MFG., INC.

BETTER PLASTIC PROOUCTS CO.

BLIND SHINE COMPANY

BORNEO SUMATRA II,IC.

BOSTITCH DIVISION OF TEXTRON INC.

BRASS WORLD

CAMBIUM BUSINESS GROUP INC.

CAMPBELL CHAIN DIVISION

CANADIAN CONSULATE GENERAL

CAN'T SLIP TOOLS

CENTRAL QUALIry INDUSTRIES, INC.

CENTURY SPRING CO., INC.

CERTAINTEED CORPORATION

CHANDLER CORPORATION

CHARMGLOW PRODUCTS

CHINA ECONOMIC NEWS SERVICE

CLARISON INTERNATIONAL

THE CLASSIC LINE

CLIB CLOPAY CORP.

COLONY PAINTS

@MMODORE PRODLICTS

COMPUTER @NSULTANTS OF IRVINE

@NSUMER PRODUCTS DIV.

THE MARLEY COMPANY

THE COOPER GFIOUP

CROFT METALS, INC.

CUSTOM LEATHERCRAFT MFG. CO. INC.

DEL MAR WINDOW COVERINGS

DELTA INC., OF ARKANSAS

DIAMOND F CORPORATION

D&MWOODPRODUCTS

ECLECTIC PRODUCTS, INC,

FAL@N INTERNATIOINAL INC.

FAMILIAN SIERRA CRAFT

FENCEMENDER CORP.

FLORA & FAUNA

DIV. CALIFORNIA RITTER CORP.

R, FOSTER ENTERPRISES

FRANKLIN BRASS MFG. CO.

FURMAN LUMBER

FUTURA HOME PRODUCTS

GB INTERNATIONAL TRADING COMPANY, INC

GENERAL MARBLE CORP.

GENERAL PRODUCTS COMPANY. INC.

GENERAL SALES CORPORATION

GENERAL STEEL. INC.

GEOFGIA PACIFIC

AQUA CHEMICAL DIV.

GEORGIA.PACIFIC CORPORATION

THE GIBSON-HOMANS COMPANY

GROSFILLEX

G. T. WATEB PRODUCTS, INC.

GUARDIAN HOME PRODUCTS

HARDWARE SALES. INC.

HINDUSTAN CARBIDE PTE. LTD,

HOME CENTER INSTITUTE

HOME CENTER MAGAZINE

VANCE PUBLISHING COBPORATION

HOST/RACINE INDUSTRIES, INC.

HOT SPRING SPA

WATKINS MANUFACTURING COBP.

HOUSE OF FARA

HOWMET ALUMINUM CORP.

BUILDING PRODUCTS DIV.

H&FJOHNSONINC.

HUNSAKER HIXSON ADV.

IGNITOR PFODUCTS INT'L, INC.

INTERSEL OF CALIFORNIA

IRON MOUNTAIN FORGE

JENSEN GENERAL CORP.

JOHNSON PET-DOR. INC.

JONESSCHULZE MFG- co.

K C METALS, INC.

KDK INTERNATIONAL @RPOMTION

KENNEY WINDOW FASHIONS

KIRSCH

KNAPE & VOGT MFG.CO.

KOSHINE ENTERPRISES, INC.

LAAGCO SALES

LA BELLE INDUSTIRES. INC.

TFIOY MI

GARDENA CA

WOOSTER OH

CHATSWORTH CA

WOODBURY NY

GARDENA CA

COFIONA CA

UNION CITY PA

ANAHEIM CA

INDUSTRY CA

LANCASTER PA

PORTLAND OR ELYRIA OH

CITY OF INDUSTRY CA

WATERLOO IA

BIVER GROVE IL

SANTA ANA CA

RUTHERFORO NJ

FULLERTON CA

CHATSWORTH CA

IRVINE CA

YORK PA

LOS ANGELES CA

FT. COLLINS CO

POLO IL

LOS ANGELES CA

VALLEY FOFGE PA

BOISE ID

BRISTOL WI

TA|WAN, R.O.C.

OCALA FL

SANTA ANA CA

S/MARNE,FRANCE

CINCINNATI OH

KANSAS CITY MO

CHATSWORTH CA

IRVINE CA

PERU IN

RALEIGH NC

MGCOMB MS

LOS ANGELES CA

WESTMINSTER CA

JONESBOFIO AR

CLEVELAND OH

PORTLAND OR SAN PEDFIO CA

LOS ALAMITOS CA

CIW OF INDUSTRY CA

FREMONT CA

GUALALA CA

FOUNTAIN VALLEY CA

LOS ANGELES CA

BOSTON MA

CLEARFIELD UT

HAYWARD CA

RANCHO CUCAMONGA CA

FREDERICKSBURG VA

PARAMOUNT CA

LOS ANGELES CA

ATLANTA GA

ATLANTA GA

TWINSBURG OH

READING PA

NORTHRIDGE CA

LOS ANGELES CA

CYPRESS CA

NEW DELHI, INDIA

INDIANAPOLIS IN

LINCOLNSHIRE IL

RACINE WI

CARLSBAD CA

LA PORTE IN

LANCASTER PA

KEYPORT NJ

PHOENIX AR

NICHOLASVILLE KY

WOODLAND HILLS CA

FARMINGTON MO

LOS ANGELES CA

VALENCIA CA

MUNDELEIN IL

SAN JOSE CA

HOUSTON TX

WARWICK RI

STURGIS MI

GRAND MPIOS MI

SUNNYVALE CA

BURBANK CA

ocoNoMowoc wl

LADOEF MASTER

LARSEN SUPPLY CO. INC.

LEECH PFODIJCTS, INC.

LESLIE.LOCKE, IIIC.

LEVOLOR LORENIZEN, INC.

LONG-BELL, INC.

THE LUCAS GROUP

LYONS IND. INC.

M.A.G. ENG. & MFG.CO.,INC.

MANNINGTON MILLS, INC.

MAPLE BROS., INC

MASTER-HALCO

ART MCNAB AGENCY, lNC.

MGNEIL INDUSIRIES

THE MERCHANT MAGAZINE, INC.

METAL INDUSTRIES, INC.

MEXHAPATI USA

MIDWEST FASTENER C,ORP.

iitOR-FLO INDUSTRIES lNC.

MORTELL COMPANY

MR. E'S INC.

MUSCOLINO INVENTORY SERVICE, INC.

NATIONAL FLOOR PRODUCTS CO. INC.

NATIONAL HOME CENTER NEWS

NATIONAL PLAN SERVICE. INC.

NATIONAL TECHNICAL SYSTEMS

NOVI AMERICAN INC.

NUTONE DIVISION OF SCOVILL

PAC WEST SALES & MARKETING

PARAMOUNT SOUND SYSTEMS CORP.

P€T-€ZE PHENIX MANUFACTURING COMPANY. INC.

PLASTI.KOTE CO., INC.

PLYWOOD LA

UNIVERSAL WOOO PRODUCTS

POLY.AMERICA, INC.

PRATT & LAMBERT INC.

PRGTEC PLUS CO.

PUBLISHERS FOR CONVENTIONS, INC.

QUAKER MAID

OUAL€RAFT INDUSTRIES. INC.

RAINDRIP. INC.

RANCO ELECTRONICS

RESEAFICH PRODUCTS, INC.

RIVIERA SYSTEM

ROBERTS CONSOLIDATED IND.

ROBERTSHAW CONTROLS COMPANY

ROEBIC LABOFATORIES, INC.

RUG DOCTOR. INC.

RYOBI AMERICA CORPORATION

SANOUSKY€ALIF. METAL CAB. INC.

SANI.TOP, INC.

OONALD E. SAVARD @.

SCANIMPORT

SCHWEITZER ENTERPRISES, INC.

SEBRING FOREST INDUSTRIES

SENTRY SAFES/JOHN D. BRUSH & CO.INC.

THE SHERWIN.WILLIAMS COMPANY

CONSUMER DIVISION

SHOP.VAC WEST

SILVER METAL PFODUCTS

SIMPSON BUILDING SUPPLY COMPANY

SLIDE€O COMPANY

SOFAGRAF ENTERPRISES INC.

RICHARD SOONG & CO.

STANADYNE/MOEN DIVISION

STANDEL PRODUCTS INC.

STATES INDUSTFIES, INC.

STEM SEArcH CORP.

SUNDEX CORPORATION

SUNSET BOOKS

LANE PUBLISHING CO.

SUN.TEK INDUSTRIES, INC,

SUPERIOR ALUMINUM PRODUCTS

TARKETT INC.

TEAM SALES CO.

TELESCOP€ FOLDING FURNITURE CO..INC.

TRADE-A-BLADE

TREAT SALES @., INC.

TRIAD SYSTEMS @RPORATION

TUB-MASTER CORP.

UNITED STATES GYPSUM CO.

DURABOND DIVISION

UNI1EO STEEL PRODUCTS COMPANY

UNR HOME PRODUCTS

UTILIW SUPPLY COMPANY

VELUX.AMERICA INC.

WATKINS MANUFACTURING CORPORATION

R. D. WERNER CO., INC.

WESTMARK AND ASSOCIATES

WHAT IN THE WORLD IS NEW INC.

WILHOLD GLUES, INC.

WILLIAMS FURNACE COMPANY

WOOOLAND PFIODUCTS

ZIRCON INT'L.

SAN FRANCIS@ CA

SANTA FE SPRIT.IGS

HUTCHINSON

ATLANTA GA

LYNDHURST

The ONLIz Show Especially Designed for

the Western Home lmprovement Market!

Your once-a-year marketplace in the West

The WESTERN HOME CENTER & BUILDING MATERIALS SHOW is the /rrsf and only regional exposition taifored to your special needs as a home center/building materials retailer in the West. lt's an outstanding opportunity to see thousands of the newest and best home improvement products and services from manufacturers with distribution in the western states.

The learning and buying event of 1984 for ALL home improvement retailers

The WESTERN HOME CENTER & BUILDING MATERIALS SHOW is an outstanding opportunity for home improvement retailers "Back East" as well. You'll see an incredible selection of new products and services offered by trend-setting western manufacturers that your customers will soon be asking for. Most home improvement trends begin in the West, and this is your opportunity to select the newest and the best for your own operation.

A new Careers Day program to strengthen your most important asset

Saturday, November 17,1984, has been designated as Careers Day at the WESTERN HOME CENTER & BUILDING MATERIALS SHOW Here's your opportunity

m, fVrVA

to interview seniors and recent graduates f rom the top colleges and universities in the western states who have an interest in entry-level retailing positions.

Big savings on airfare, car rentals and hotels

No matter where you live, the WESTERN HOME CENTER & BUILDING MATERIALS SHOW can offer you huge savings on transportation and hotels. We've teamed with Travel Headquarters and United Airlines to guarantee you the lowest possible airline, rental car and hotel rates. Use the convenient form on page 6 to make your hotel reservations, and watch your mailfor information on moneysaving airline and rental car rates from the WESTERN HOME CENTER & BUILDING MATERIALS SHOW.

Save 55.OO by pre-registering TODAY tor the Western Home Center & Building Materials Show!

Plan NOW to attend the learning and buying event of 1984 in the western home improvement market by using the FREE pre-registration form on page 7. ln order to save the $5.0O at-Show registration fee, we MUST receive your pre-registration form on or before OCtObCr 15, 1984. BE SURE TO MAIL YOURS TODAY!

Schedule of Seminars & Special Events

AN INDUSTRY IN TRANSITION

]O45AM NOON

SPECIAL KEYNOTE ADDRESS

SEMINAR A B30AM lO30AM

Sanford

C. Sigoloff Chairman of the Board and COO Wickes Companies Santa Monica. California

,A NATION IN TRANSITION"

1985 STRATEGIES FOR THE INDEPENDENT HOME CENTER AND BUILDING MATERIALS OPERATOR

Strategies for Growth

. Strategies for Survival

PART I_AN OVERVIEW

Start with a profile of the competitive western market for 1985, including the giants of mass merchandisrng power retailing and warehouse retarling, the independent competition and competition in traditional product categories f rom non-traditional retail stores. Learn what the independent retailer needs to survive and grow, and how to develop your own strategic plan.

CHAIRMAN/COOROINATOR PANELISTS

William Ruddick

General Manager-Doors

Simpson Timber Company

Seattle, Washington

Don Hunter

Retail Panelist

Publisher to be announced

HOME CENTER Magazine

Prairie View, lllinois

Harry Franta

Editor

HOME CENTER Magazine

Prairie View, lllinois

1985 STRATEGIES FOR THE INDEPENDENT HOME CENTER AND BUILDING MATERIALS OPERATOR

Strategies for Growth Strategies for Survival

PART II A. STORE LAYOUT AND VISUAL MERCHANDISING FOB THE SMALL SHOWROOM

Learn how to maximize the sales potential of your "in-store" product selection. .See how others have changed their appearance. and their operation and can now bring in more traffic and substantially increase their average ticket sale.

PART II B. COMPUTERIZATION FOR THE INOEPENDENT DEALER

Learn what to exoect. and what nol to exDect from comouterization. Hear success stories and horror stories from other building materials dealers. See what's tailor made lor your oDeration in both hardware and state-of-the-art software.

CHAIRMAN/COORDINATOR

Richard A. Falk Falk Marketing Group

Phoenix. Arizona

PANELIST Bob Douglass Bob Douglass Company Cleveland. Ohio

CEO ROUNDTABLE

A LOOK AT THE PRESENT_A VIEW INTO THE

FUTURE

Our panel of chief executive officers representing large home center chains and independent lumber and building materials dealers will discuss their views of state-of-the-art retailing in our industry today. Specific questrons will then be posed to panel members relating to:

The warehouse conceot

New merchandising categories for home centers and building materials dealers

The function of two-steo distribution

Developing a position In the marketplace

Serving the contractor and the DlYer under the same roof

CHAlRMAN/COORDINATOR

John Bates President Westmark & Associates

Costa Mesa. California

Michael O'Mallev

President & General Manager

Mallco Lumber & Building Materials

Div. of the O'Malley Lumber Company

Phoenix, Arizona

Bob McNulty President HomeClub, lnc

PANELISTS President Builders Supply of Palm Springs

Palm Springs, California

Additional Panelist to be Announced

SEMINAR D BOOAM 'lO:00AM

1985 STRATEGIES FOR THE INDEPENDENT HOME CENTER A^ID BUILDING MATERIALS OPERATOR

Strategies for Growth Strategies for Survival

PART III. MANAGIITG FOR FII{AITCIAL RESULTS_WITH JIM PETTCE

This session looks at the underlying principles of solid financial management for a retail business. Emphasis is placed on the strategic measurement of sales, margins, expenses, taxes, inventory, accounts receivables, accounts payables, cash flow, financial leverage and return on assets and investments. Participants will see exactly how to use these key measurements as day to day management tools. Well also focus on down to earth ideas for affecting these financial measurements in the retail lumber. hardware and home center store.

CHAIRMAN

A. E. Esgly

Vice President

Sales & Marketing

Allegretti & Company

Chatsworth. California

SPEAKER

James M. Pence

James M. Pence & Associates

Marion, Indiana

1985 STRATEGIES FOR THE INDEPENDENT HOME CENTER AND BUILDING MATERIALS OPERATOR

Strategies for Growth Strategies for Survival

PART IV A. MATTAGIITIG PEOPLE FOR RESULTS

PART IV B. MEASURI'IIG, MOTIVATING A'UD REWARDING YOUR PEOPLE FOR RESULTS_WITH JIM PEIUCE

SEMINAR E 3:OO PM 4 30 PM

You'll learn a dramatic new way to convert a frnancial report as prepared by your accountant into a simple, understandable and accurate "score card" for retailing success. An exciting system will be explained for motivating and rewarding your entire employee team for financial results. This powerful system provides unlimited personal benefits to both owners and employees as well as dramatic improvements in profits and growth.

CHAIRMAN

William G. Grimm

R.W Specialties, lnc. Denver, Colorado

SPEAKER

James M. Pence

James M. Pence & Associates

Marion. Indiana

THE IDEA EXCHANGE

Our panel of experienced retailers will discuss their recent successes and failures. Choose a seat at the table and see. listen and join in this fastpaced round table discussion.

TABLE #1_THE MERCHANDISING IDEA EXCHANGE

Listen as each of our panelists discuss their company's three best profit producing, volume producing and traffic producing items of 1983-84. Learn about their worst buying mistakes.

TABLE #2_THE ADVERTISING IDEA EXCHANGE

Tabloids, catabooks, R.O.P., direct mail, marriage mail, radio, W, outdoor, co-op advertising...these are all items that will be brought to the table. Take a seat and join in.

TABLE #3-THE OPERATIONAL IDEA EXCHANGE

Learn how these successful retailers run their businesses as they discuss their systems and procedures, store manager responsibilities, inventory movement control (with or without computers), personnel policies and visual merchandising techniques.

COORDINATOR/MODERATOR

SEMINAR F 300PM 430PM

Rene Klein Marketing ManagerHome lmorovement

Sunset Books

Lane Publishing Company Menlo Park. California

PANELISTS

Steven C. Ai

VPRetail Division City Mill Company, LTD

Honolulu. Hawaii

Bill Boston

Vice President/ General Manager

Ernst Home Centers

Seattle, Washington

Frank Purcell. Jr. President Builders Supply of Palm Springs

Vice PresidentMerchandising

Standard Brands Paint Company, Inc.

Torrance. California

George Gower Vice President

General Manager/Operations

Evans Building Center, Inc

Eaqle, ldaho

Tom Farrel Merchandise Manager

All American Home Center

Downev. California

Michael O'Malley

President and General Manager

Mallco Lumber & Building Materials

Division of the O'Malley Lumber Co.

Phoenix. Arizona

Additaonal Panelasts to be Announced

LUMBER GRADING OF SOFTWOODS

It's for everyone! Whether your job function is in the yard, the store, the office or in administration. whether you're in retail or wholesale. this session will broaden your product knowledge and make you more valuable to your customers and fellow employees.

SEMINAR G 3OOPM 430PM

CHAIRMAN/COORDINATOR

David Cutler

Editor-P u blisher

The Merchant Magazine

Building Products Digest

Newport Beach, California

SPEAKER

Doug Ketchum

District Manager, Field Services

Western Wood Products Association

Pomona. California

Big Savings on Hotel Rates for Show Visitors

IMPORTANT: fo reserve your hotel rooms at these special rates, you MUST include a deposit to cover one night's lodging, payable to the hotel of your choice. Mail this form and your check to:

WESTERN HOME CENTER & BUILDING MATERIALS SHOW

60O Talcott Road Park Ridge, lL 60068

Please reserve the following accommodations for the WESTERN HOME CENTER & BUILDING MATERIALS SHOW at the Anaheim Convention Center. November 15-17. 1984

(Please Attach List of Additional Names, rf necessary)

Send Confirmation to: (please print or type)

BIG SAVINGS ON AIR AND GROUND TRAVEL

You can obtain major discounts on your air and ground travel by making your reservations through the Western Home Center & Building Materials Show Travel Headquarters. By flying United Airlines (or other airlines if United does not serve your city) and renting a car through Dollar Rent A Car; the official travel partners

of the Western Home Center & Building Materials Show, you will be guaranteed the lowest possible travel costs.

IMPORTANT: these discounts are available only through Western Home Center & Building Materials Show Travel Headquarters.

NoTE: lf United Airlines does not serve your cr:r;ffi:::;ff::u"rc witt suarantee you the lowest possible

m, rEV^

WESTEFIN HOME CENTER & BUILDING MATERIALS SHOW NOVEilBER 15.12 19E4/ANAHETM, CA

IMPORTANT: PLEASE LEAVE SPACE BETWEEN FIRST NAi,E OB INITIALS AND LAST NAI,E.

IMPORTANT: ln order to process your registration, your company's business activity must be indicated below:

(l) tr Retailer/Dealer

(J) tr Wholesaler/Distributor

(P) tr Other (please describe) _

Note: Exhibitor personnel should not use this form. Please use form provided in Exhibitor Kit.

Hotel toms will be sent on receipi of pre-registration torms

WESTERN HOME CENTER AND BUILDING MATERIALS SHOW

600 TALCOTT ROAD, PARK RIDGE, IL 60068 rrrlltlltllllt

WESTERN HOME CENTER & BUILDING MATERIALS SHOW

PO. Box 4OO

Prairie View. lL 60069 04OO

STEVEN C, AI

Vice President

Retail Divis on City M ll Company, Ltd.

Honolulu, Hawaii

JOHN BATES

Westmark & Associates

Costa Mesa, California

BILL BOSTON

Vice Presrdent/General Nlanager

Ernst Home Centers

Division of Pay'n Save Corporation

Seatt e, Wash ngton

DAVID CUTLER

Ed itor-Pu blrshe r

The Merchant Magazine

Building Products D gest

Newport Beach, California

A. E. EGGLY

Vice Presrdent/Sales & Marketrng

Allegretti & Company

Chatsworth, Calrforn a

RICHARD A- FALK

Falk Marketing Group

Phoenix, Arizona

WAYNE GARDNER

Executive Vrce Presrdent

Lumber Association of Southern Ca ifornra

Los Angeles, California

WESTERN HOME CENTER & BUILDING MATERIALS SHOW

GEORGE R, GOWER

Vice President

Gen. Mgr. Operat ons

Eve ns Buildrng Center, Inc.

Eag e. ldaho

WILLIAM G, GRI\IM

R.W Spec a tes, Inc.

Denver, Colorado

RENE KLE N

Market ng N/gr-Home lmp.

Sunsel Books

Lane Publishing Co.

Menlo Park. Ca1 iornia

MICHAET O'MALIEY

Presrdent & General Manager

Mallco Lumber & Building N,4ater als

Divisron of The O'lv4a1ley Lumber Co.

Phoenrx, Arizona

FRANK PURCELI, JF.

Presidenl

Burlders Supply of Palm Sprrngs

Palm Springs, Californra

WILLIAM RUDD CK

General Manager Doors

Srmpson Trmber Company

Seattle, Washlnglon

JAN/ES A, SCHWEIGER

Schwe ger Market ng Company

Marion, Vrrgrn a

TON/ W WATT President

B'uohharIs Bu ,drng Cenle.s

Colorado Spr ngs, Colorado

SEMINAR DIRECTOR

WILLIAI\I FISHN/AN

San Dlego, Calrfornia

HOMT GELNTER MERGHANT

BILL FISHMAN

Eill Fishman & Alfiliates

11650 lberia Place San Diego, Ca.92128

This Home Center Merchant column is written by guest columnist Don C. Clothier. He is co-director of National Retailing Institute, a division of Marketing Service, Inc., San Diego, Ca. -ed.

lJnreIr-nRS for years have been I I aware of the importance of retail image. There are those, however, who are confused regarding how an image is established. For example, many retailers equate promotional advertising with image setting and turn to advertising agencies to create the most positive image. This is, however, a large and "misplaced" burden to put on the shoulders of the promotional variable alone.

The image of a retail store is very

similar to the complex personality traits of an individual. From a marketing research standpoint, the following elements interact in producing the overall character or personality of a retail concept.

(1) LOCATIONIn the early '50s and late '60s, retail management many times attributed their success to three variables, "location, location, location." During these growth years that one factor was the major contributor to retail success.

Location is not only involved with the convenience factors associated with easy traffic access, market visibility and positioning in the competitive nest, it is also involved with exterior architecture, interior blueprints for ease of shopping flow and merchandise display. These factors are all extremely important but, without the other dimensions presented in this article, they can result in an unsuc-

cessful profile and resulting overall image.

(2) PRODUCT MIXProducts can be classified in many different ways. They can be looked at from a seasonal standpoint, a geographical standpoint, a fashion cycle perspective or demand/ usage. Marketing researchers like to view product classifications according to the way the consumers perceive the product: shopping goods, convenience goods, specialty goods and unsought goods. Each of these categories requires a different mix of price, promotion and location to properly satisfy the needs of the end consumer. (More details on product mix will be presented in the next issue.)

(3) PRICEPricing in retailing is a definite measurement point of a store's personality. There is price lining (which follows the Sears Roebuck catalog philosophy of good, better, best and dictates a product mix); prestige pricing; psychological pricing; odd-even pricing, and cost-plus pricing. Price dimensions must be associated with the product mix

(Please turn to page 68)

VZOUNC Westerners board of direcI tors is planning a panel program for the WBMA convention in Portland in November as well as preparing for the Annual Young Westerners Conference to be held at the Eugene Hilton, Eugene, Or., Jan. 17-20.

President Ron Divers; Rick Barnes, vice president; Dennis Parry, secretarytreasurer; Bob Jacobsen, past president; co-chairmen of the 1985 conference Eric Cerretsen and Jim Kress, who also are trustees, and other trustees Tom Kerr, Petra Reininger and Terry Wiggins headed up a mid-year board meeting, July 21, at Sunriver. Or. Plans for future events headed the agenda. Kyle Kincaid, Dennis Orem, Joe Orem and Betsi Powers also attended.

The YWC panel program to be

trtl:

moderated by Betsi Powers, is "Computers: What Am I Getting Into?" Panel participants Jacobsen, Kincaid, Dennis Orem and Joe Orem will tell it how it really is for the building material dealer: making the decision to computerize, the purchase of the computer, its installation and its use. All panel participants are members of building material firms who have worked through and sometimes agonized over all phases of computerizing a building material business.

The 1985 YWC Conference program will include a tour of Weyerhaeuser plywood mill in the area, a panel presentation featuring the Bonneville Power Administration. Governor's Task Force on Energy and an insulation specialist. Dick Anderson will present a product knowledge seminar on pressure treated woods and their treatments and all weather wood foundations. Included will be information on new regulations on the use of certain treating products.

There will be a movie on customer rela-

tions, "Remember Me?" By popular demand, the Rev. George Parsons will return to present a program on the art of communicating. Bob Mullen, Armstrong World Industries, will present one of the ever-popular survival schools. The YWC computer panel program will be repeated.

Sid Voorhees, Eugene Planing Mill, will present a motivational'talk. Round table discussion groups involving all conference participants will include idea exchange and problem solving.

Keep in mind the dates and plan to take advantage of this educational opportunity. Watch for a mailing on detailed program information and registration. Young Westerners Club is an educational group of industry employees, owners and managers 35 years of age and under. If you or any of your employees qualify, join the Young Westerners Club. There are no dues.

New Energy-Sayer Sells Homes

Woodland Stocks Sierra Symbols e Redwood Letters and Numbers

Several styles from which to choose

n$ 123 45 6,

IREE DISPTAY RACI( WITH OPEI{ING ORDER

THE LITTLE COMPANY WITH THE BIG SERVICE

Treal wood

New Developments At Rolando

Rolando Lumber Co., Inc., San Leandro, Ca., is incorporating a number of new improvements at its Cloverdale, Ca., mill and distribution yard.

Moulding and planer operations will be located in the same building when the installation of a new blower is completed early this month. Greater crew flexibility and packaging of more specialty items will be possible with this change, according to Helen D. Osborne, office manager.

Branding of the timbers with the Rolando mark is now being done at both the timber sizer and timber resaw. Harold Henderlong, mill manager, explains "After all, we are proud of the appearance of our fine timbers. We also have a new bag pro-

gram in addition to paper wrapping and palletizing for uppers which is maintaining their appearance during storage and shipping."

New misting sprinklers are being installed which, according to Jeff Howard, timber trader, will do better than the conventional sprinklers in reducing checks and maintaining quality.

Lane-Stanton-Vance Sold

Lane Stanton Vance Lumber Co. and Custom Mills, Inc., City of Industry, Ca., have been sold to five longtime employees by company founders Vince Besinque, Skip Gregg and Jack Millikan. No price was revealed in the sale.

The new owners include Carl Patterson; Don Moreland, now president

of Lane Stanton Vance Lumber; Jerry Lapin, president of Custom Mills, Inc.; Dick Field and Lynn Monthaven. Besinque, Gregg and Millikan are remaining with the two companies as consultants. No changes are anticipated in the operation of either firm.

The forerunner of Lane Stanton Vance was founded in 1955. Custom Mills was established in 1957. In 1970 E.J. Stanton & Co., a highly regarded pioneer hardwood firm, was acquired. The final consolidation into the present LSV combination was made in 1976: Both companies are regarded as leaders in the western hardwood business. In addition Lane Stanton Vance operates nationally as well as being active in Southeast Asian and Pacific markets.

FRED CARUSO executive secretary

Others include Denver, Co., in cooperation with W.O.O.D., Inc., Sept. 19, Holiday Inn North, I-25 at 48th Avenue, 12:00 noon-5:00 p.m.; Grand Junction, Co., Sept. 21, Holiday Inn, I-70 at Airport Exit, 10:00 a.m.-3:00 p.m.; Salt Lake City, Ut., Oct. 16, Salt Lake Hilton, 150 W. Fifth South, 12:00 noon5:00 p.m.; Ogden, Ut., Oct. 17, Best Western Flying J Motel, Il5 at 2lst Street, 12:00 noon-5:00 p.m.; Idaho Falls, Id., Oct. 18, Little Tree Inn. 888 North Holmes, 12:00 noon-5:00 p.m.

I

UMBER seminars presenred byrepresent.atives from the Western Wood Products Association are being offered in nine communities throughout our region this fall.

The objective of the half-day or evening program is to provide lumberyard personnel with the information necessary to deal successfully with contractors, architects and consumers. Subjects to be covered include: lumber manufacturing, dimension and board lumber, grades, seasoning, specifications, handling and storage, wood systems and specialty products such as siding, paneling and treated lumber.

The seminar is designed for yard personnel, yard foremen, sales people, new

employees and management. Each participant will receive an information binder. There will be opportunity throughout the seminar for discussion and questions.

The registration fee is $26 for the first person from a member firm, gZ for each additional person and $30 per person from non-member firms. The fee includes lunch or dinner and a reference book.

The schedule includes Las Cruces, N.M., Sept. 11, Holiday Inn, 201 E. University, 5:30 p.m.-9:00 p.m.; Albuquerque, N.M., Sept. 12, Clarion Four Seasons, I-40 at Carlisle, 12:00 noon- 5:00 p.m.; Farmington, N.M., Sept. 13, Holiday Inn, 600 E. Broadway, 5:30 p.m.9:00 p.m.; Colorado Springs, Co., Sept. 18, Holiday Inn North, I-25 at Fillmore, 6:00 p.m. - 10:00 p.m.

The Insurance Trustees will meet on Sept. 20 at the Salt Lake Sheraton from 8:00 a.m.-12:00 noon.The Board of Directors will meet Sept. 2l from 8:00 a.m. - 12:00 noon. at the same location.

The association is installing an 800 telephone line for the convenience of those calling the association office regarding schools, publications, group insurance. business forms and other information. The number, in place after Sept. 15, will be l-800-621-8385. Ext. 336.

Classified Rates

Twenty-five (25) words for $19.

Doors Solve Renovation Problem

In Redmond, Wa., doors were the solution to a renovation problem that involved reducing the scale of an entryway while remaining faithful to the style of a oygone era.

Rednond Motors, a brick building built in l9l0 which had always been used as an auto body and paint shop, was to house a sports equipment retailer. So, not only was it necessary to restore the building-a way had to be found to fill in the spaces where the large garage doors had been.

Berger & Company, an international corrmodities trading orgarLization with 14 offices in ten countries, is proud to announce the opening of a new office in Sacramento, California to deal in . .

Western Softwoods, Agricuftural Wood Produets, Pl5nuood, Particleboard

Bill Hanrahan, Jim Haas, Bob Glatt, division mgr.

To humanize the size of the garage door openings the spaces were filled with wood, glass, and double-hung Simpson Stratford doors. "I knew I wanted real wood doors," said Dave McClinton, an owner of the building, "because nothing else would be authentic for a building of this age." The doors, which feature clear textured leaded glass repeated in three vertical inserts set in vertical grain Douglas fir, seemed to reflect the same careful workmanship that characterized an earlier era.

We are also pleased to be a West Coast area distributor for CF&I steel products as well.

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BERGER & COMPANY HAS OFFICES IN: San Francisco, Ca. (headquarters): Chicago, Il.; Colfax. Wa.: Fargo, N.D.l Filer, Id.; Grand Cayman, British West Indies; Santiago, Chile: London. England: Geneva. Switzerland; Nicosia, Cyprus: Buenos Aires, Argentina; Moose Jaw, Canada; Johannesburg, South Africa; and Taipei, Taiwan.

INNOVATIVE combination of double doors, paneling and glass was used to fill in large opening when this building, a lorrier auto-body and parnt shop, was converted to a retail shop.

LARGEST single sale ol lumber to the People's Republic ol China moving through the Port of Portland, 0r., these railroad ties are oart 0l 30 million board feet, all produced by 0regon mills, being shipped during July, August and September.

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Posts, poles, pilings, timber, crossarms, grapestakes, dimension lumber.

Pacific Wood Preserving of Bakersfield produces virtually all pressure treated wood products. And, with computerized inventory control, Pacific Wood Preserving of Bakersfield offers accurate and complete service. A single phone call can put this complete capability to work for you. Call today:

Steve Ryan, General Manager

In California (800) 582-3950

Outside California (805) 833-0429

m'

Fire Retardant:Treated Wood U.L. Approved

HEAVY OIL PENTA

WATERBORNE PENTA CREOSOTE

AWPB-FDN STAMPED for Quality Control

Pressure-Treated Lumber

llluminating ideas for your sales floor

I IGHT can be a turn off to cusbtomers. Glaring, bright light makes them irritable and edgy; dull, lackluster lighting repels them. The retailer with correct lighting has a lot going for him.

Light can attract attention to a store and to the merchandise, inviting customers to enter and buy. Properly used lighting makes the merchandise attractive and spotlights displays to stimulate impulse buying. Lighting also can direct store traffic, leading the customers from section to section.

Lighting can create an atmosphere conducive to shopping and buying. In addition, lighting can make a store a pleasant and comfortable place to work thus improving employee morale and efficiency.

Lighting should have three primary objectives in the store:

(1) Lighting to attract the customer to the merchandise and the merchan-

dising space. The quantity, quality and effect of the light and the appearance of the store interior are determining factors in sales.

(2) Lighting to initiate the purchase. Buying decisions start when the customer is attracted but the purchase is accomplished only after the customer has visually evaluated the merchandise and read the signing and labeling with the help of adequate light.

(3) Liehting to complete the sale. Lighting at the point of sale must allow the cashier to quickly and accurately perform his duties of reading prices, registering sales, preparing sales slips and packaging.

As the people at North American Philips Lighting put it, "Light is one of the most important elements in the operation of any merchandising activity. "

There are two basic approaches to

Glossary

accent lighting: direction lighting to emphasize a particular object or draw attention to a part of the field of view.

diffuse lighting: light that is not predominantly from any particular direction.

direct lighting: lighting by luminaires distributing 90-10090 of the emitted light in the general direction of the surface to be illuminated. The term usually refers to light emitted in a downward direction.

footcandle: a quantitative unit for measuring illumination: the illumination on a surface one foot square on which there is a uniformly distributed lux of one lumen.

glare: any brightness or brightness relationship that annoys, distracts or reduces visibility.

incandescence: luminosity created by heat; white-hot, brilliant glow.

incandescent lamp: a lamp in which light is produced by a filament heated to incandescence by an electric current.

indirect lighting: lighting by luminaires distributing 90-10090 of the emitted light upward.

lumen: a measure of light output emitted from a source.

luminaire: a complete light unit consisting of a lamp or lamps together with the parts designed to distribute the light to position and protect the lamps and to connect the lamps to the power supply, a fixture, ceiling or wall mounted or portable lamp.

lux: the International System unit of illumination. The illumination on a surface of one square meter on which there is a uniformly distributed flux of one lumen (l footcandle : 10.67 lux).

quality of lighting: the distribution of brightness and color rendition in a visual environment. The term is used in a positive sense and implies that these attributes contribute favorably to visual performance, comfort, ease of seeing, safety and esthetics for the specific visual tasks involved,

lighting. One provides a luminaire layout specifically related to merchandise locations, emphasizing the merchandise and letting "spill light" serve other areas. The second approach is a general pattern of luminaires symmetrical to the architectural floor plan with specific lighting added as needed. In both approaches most general lighting is either predominately direct, predominately indirect or a combination of the two.

It is important that either approach provide a pleasant atmosphere, with a minimum distraction from the merchandise, and operate in accord with heating and air conditioning equipment.

In most home centers the general lighting system provides nearly all the illumination. There usually is little variation except for emphasis on certain displays or high productivity areas. Ordinarily direct lighting of 100 to 200 footcandles is used. Fluorescent luminaires, either recessed or surface mounted, are well adapted for direct lighting. The quality of light

Story at a Glance

How lighting is used to showcase merchandise, attract cuslomers. proper lighting is conducive to buying. .help available for retailer who needs to revamp illumination system. they produce is somewhere between completely directional and completely diffuse. Direct filament units can be used satisfactorily, but they should be supplemented with indirect lighting.

Warm white or deluxe warm white fluorescent lamps will provide a warmer atmosphere with the greatest economy. Where color is important fluorescent lamps such as Ultralume 300 K for soft goods, 41000 K for appliances and 5000 K for work areas off the sales floor are recommended. In sections such as floor coverings where color is important, the lighting should show the color of the merchandise about as it will appear out-

guo;litV Prloduets

Ponderosapine Douglas fir Sugar pineWhitefir

First Fall Housewares Expo

Nearly 1,850 exhibitors have been assigned space in the 8lst NHMA International Housewares Exposition, first October show in the National Housewares Manufacturers Association shift to its new spring and fall sc[edule.' Held Oct. 9-12 in McCormick Place plus McCormick Place West in Chicago, show hours for both buildings will be from 8:30 a.m. to 5:30 p.m. and from 8:30 a.m. to 4:30 p.m. on closing day.

"The nation's economy has rebounded 'full speed ahead' druing 1984," Ronald A. Fippinger, NHMA managing director, said, "and its recovery is setting new records fbr America's $45 billion-at-retail housewares business. Our first fall housewares show is an opportunity for everybody in the industry, manufacturers and resellers alike, tq meet the challenge of change, and to seize the opportunity that a burgeoning economy presents for the rest of this year and beyond."

Leading Cabinet Mfg. States

Caiifornia, Texas, Florida and Pennsylvania were leading states in the manufacture of wood kitchen cabinets in 1982, accounting for 37s/o of the industry's employment, according to latest figures released by the U.S. Dept. of Commerce.

Total value of shipments for the industry was $2.1 billion (1982 dollars) with employment of 45.1 thousand persons.

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P.O.

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shrink; takes spirit stains, and will not gum up sander. Waterproof and weatherproof when properly applied. -44

Housing Construction Up 13%

Construction of new housing units rose 139o in the first halfof 1984 from the same period in 1983, according to the F.W. Dodge Division of McGrawHill Information Systems Company.

New housing starts from January through June totaled 931,600 units, up from 824,748 during the same months of 1983, according to the construction authority.

Phoenix, Az., led the nation in new housing units, with a total of 30,905 in the first six months of 1984, a 27ulo gain over the prior-year period. Dallas, Tx., ranked second, although its total of 27,M3 units represents a decline of 169o from this city's strong housing boom of last year. The other top ten metropolitan statistical areas for new housing construction in 1984's first half were: Atlanta, Ga., 24,267 units, up 2490; Washington, D.C., 20,868 units, up l39o; Houston, Tx., 19,881 units, down 4590; Tampa-St. Petersburg-Clearwater, Fl., 19,250 units, up 26Vo; Fort Worth-Arlington, Tx., 18,342 units, up l89o; Los Angeles-Long Beach, Ca., 17,759 units, up 5590; RiversideSan Bernardino, Ca., 16,836 units, up 49t/o; and San Diego, Ca., 16,610 units, up 7890.

In the second quarter of 1984, the number of new housing starts in the U.S. amounted to 529,0U, a 9Vo increase from 486,525 units in the yearearlier quarter.

The top l0 housing areas for the April-May-June period were Phoenix, 15,685 units, a 990 gain over the com-

parable 1983 period; Atlanta, 13,418 units, up 4l9o; Dallas, 11,937 units, down 34Vo; Washington, l0,X)2 units, up l29o; Fort Worth-Arlington, 10,025 units, up lTVo; Riverside-San Bernardino, 9,796 units, up 3690; Los Angeles-Long Beach, 9,604 units, up 65Vo; Tampa-St. Petersburg-Clearwater, 9,420 units, up 169o; San Diego, 8,378 units, up 6590; and Houston, 8,240 units, down 5590.

Steiner Opens Nevada Chain

Supply One, a new warehouse type home center, has been opened in Reno and Sparks, Nv., by Jay Steiner.

The two-store company utilizes former Answerman home centers. Each carries approximately 30,000 skus in 30,000 sq. ft., utilizing warehouse fixtures. Lumber is displayed in an outside area. Conversion to the warehouse format was accomplished by closing the stores for only four days.

Steiner, a Sacramento, Ca., resident, sold his family-founded sevenstore Lumberjack chain to Payless Cashways almost two years ago. Joining him in Supply One management are his brother, Tim, and a brotherinJaw, Gary Levi.

The stores employ about 200 with Eric Peterson, general manager; Mark Madison, manager at Sparks; David Burrichter, marketing manager; Vern McNew and Ron Stroh, buyers.

Kitchen/Bath Show Comes West

The West Coast counterpart to the Kitchen Bath Industry Show, cosponsored by the National Kitchen & Bath Association, will debut on Dec. 8-10, 1985, at the Long Beach Convention and Entertainment Center, Long Beach, Ca.

In making the announcement, Ray Afflerbach, executive director, commented, "This is a natural next step for us and the industry. In just three years, the show has established itself as one of the leading events in this field. The last two years, the national show has sold out very early-with a long waiting list of exhibitors who couldn't get booth space. This will give some of these companies a second chance to participate. It will also give them-and some of our charter exhibitors-an opportunity to reach the dynamic west coast market."

The premier Western show will feature the latest kitchen and bath products and services. The exhibit will run side-by-side with another new show, the Cabinet Design, Manufacturing, and Components Show. Together, the two will boast more than 300 exhibit booths.

In addition to the exhibit, there will be a series of seminars geared to professionals involved in everv area of the kitchen/bath field.

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How you can save on G; a, delivery costs

Questions on delivery costs? Send them to this magazine at 4500 Qampus 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.

QUESTION:

What's a good method to use to determine when it is really necessary to add a truck to a delivery operation on a permanent basis?

ANSWER:

This question often is heard at this time ofthe year, but you don't state what kind of truck and for what specific purpose you use it, nor do you indicate any anticipated changes in volume. This information is necessary to a dealer when pressures are exerted upon him to augment his fleet. Most dealers will be concerned with a basic 2Vz ton flat bed dump which, in today's market, is an $18,000 to $22,000 outlay.

Our first answer to such a question always is-don't add a truck unless you are hauling an average of $l million with each of the trucks you already have. You also must be able to identify about $l million in new delivered volume to make a new truck effective. If the volume rate isn't being met at present it is reason for another study, but if the facts determine that you should add to the fleet, check costs first. There are two major areas of cost concern. The following illustration is taken from data supplied by several clients, located from coast to coast, on their experiences within the past 18 months. There were over 100 trucks involved in computing averages.

When figures are developed locally they will quickly provide decision making information for management. No one adds equipment to reduce profits, so take the actual pre-tax profits achieved and capitalize the added annual expense into sales needed. Listed below is this exercise using culterent pre-tax profit percentages and the annual costs developed above.

This information tells management what is needed in terms of sales and profits to maintain the company's pre-tax profit status quo when an operational delivery truck is added.

"Monagement Surveys the Black Hole of Delivery, " divided into three separate dollor volume manuals, under $2 million, S2-5 million ond over $5 million, is available for $45 from Builders Express Inc., IE50 Plano Rd., Dallas, Tx. 75243.

(2) OPERATION COSTS

LOCAL COSTS

Quality and Appearance Are Impo*ant

Manage For Productivity

A sound management information system is the key to measuring productivity and understanding and developing programs to irnprove it.

Doug Rossiter, author of "Productivity and Technology in Retailing: A Strategic Perspective," suggests that a sound management information system should have the following characteristics:

o Consistent and organized information for management decision making.

o Support of the basic business planning and control process.

o Reports which highlight operative causes as reflected by financial performance.

Rossiter stresses, "a management information system and other computerized systems are not ends in themselves. When technology can improve productivity and a retailer's performance in general, then it ought to be adopted in a way and to the extent that makes sense for supporting the organization's objective. This makes productivity through information systems a strategic issue, as opposed to a matter of operational efficiency. The goal should not be to automate the organization, but to organize the automation so that computer support is consistent with company objectives."

Leaders in the application of technology to the retail organization are well-positioned to secure a strong market advantage. To achieve this position, however, it is important to recognize that system development takes time and continuous effort.

Historically, productivity improvement programs tied to computerization frequently have been conceived

too narrowly. According to Rossiter, "Our perspective involves the role of management information systems primarily as a means to effectively increase the outputs, rather than concentrate only on efficiency aspects of decreased inputs, as an alternative pathway to profits."

To this end, information is the common link for understanding the interrelated factors which influence productivity, and for acting in a way that is consistent with those interrelationships and with organizational objectives in general.

According to Rossiter,"...it is necessary to apply computers correctly and apply them to the right problem in order to have a significant impact on profits, productivity, and long-run viability. Achieving this proper fit within an organization requires that one understands the internal and external environment, and in this context carefully define the role of the management information system, developing strategies that fit the two environments together."

This perspective of productivity improvement hinges on achieving the right mix of stability in routine operations with innovation in

adapting to new conditions in the marketplace. These two productivity factors are, in turn, the outgrowth of two conflicting processes:

. A drive toward internal efficiency;

o The need to introduce variation to gain new advantages.

In this process the retailer faces the dilemma of benefitting from stability but also needing to constantly introduce change. That is, productivity is benefitted by predictable. routine operations on the one hand (some of which include the opportunity to decrease inputs without jeopardizing the basic business) and by seeking to gain market advantage on the other hand (which derives and is supported in part from our technological ability to increase outputs through new strategies).

Western States Up Production

Softwood lumber production of 18.002 billion board feet last year was a 3l9o increase over 1982's low mark of 13.7 billion feet; according to the Western Wood Products Association.

The '83 mark was the highest output since 1979, which totaled 20.U5 billion feet. The 1983 production had an estimated wholesale value of $4.924 billion, while 1979's production had a value of $6.139 billion. The '83 average for all grades and species was $273.51 per thousand board feet, compared with $306.54 in 1979.

Oregon, the traditional leader in western and national lumber output, produced 6.579 billion board feet of softwood lumber during 1983, a 1.897 billion feet or Q.50/o increase over 1982. All other western states gained, including Washington, up 762 million feet (2590) to 3.821 billion feet; California/Nevada, up 587 million (20V0)to 3.574 billion feet; Idaho, up 412 million (3390) to 1.657 billion feet; Montana, up 421 million (47o/o) to 1.316 billion feet; Arizona, up 88 million (3590) to 337 million feet; New Mexico, up 9 million (590) to l9l million feet; South Dakota, up 52 million (4190) to 178 million feet; Wyoming, up 36 million (26.70/o) to l7l million feet; Colorado, up 5 million (4v/o) to 123 million feet; and Utah, up 9 million (19.590) to 55 million feet.

A Wide Range of Redwood products Distribution Yard

GANAHL CENTENNIAL

(Continued from page I7)

to work at the firm full-time; Their sister, Louise Delaney, is also now active in the business.

The seventies were a time of growth for Ganahl Lumber. The Anaheim operation, always the largest in terms of size and dollars, was fragmented and outgrowing its facilities. The mill and warehouse were located several blocks away on Santa Ana St., separated from the store on Lincoln. And twelve parking spaces hardly seemed Iike enough to handle all the new business that was anticipated. So in the late seventies, when Anaheim underwent urban redevelopment, it was time to move. On April 16, 1978 the Anaheim operation moved to what is now their existing location on Ball Road with 16 acres of sales, office and storage space and a railroad spur at the west end of the yard.

Today Ganahl Lumber employs over 325 people, three-quarters of whom are employed at the Anaheim location. The Anaheim yard, managed by Jim Taft, is the flagship of the chain with over $25 million in sales annually. The -other branches (Lake Arrowhead, Corona and, most recently, Garden Grove) contribute an additional $10 million in annual sales. The milling operation, located behind the lumber yard on Ball Road, was split into two distinct profit centers in 1980. The Architectural Mill, managed by Mike Seeds, specializes in custom millwork and counts among its customers some of the largest commercial builders in the country. At the helm of Ganahl's Planing Mill is Dan Butterfield, a veteran millman from Washington State who brought more than 30 years of milling experience to the high-volume production operation. The two milling operations add another $6 million to the company's annual gross sales.

In the lumber yards, the customer mix varies from site to site but there are basically three types of customers: contractors, industrial and retail. Contractors account for approxi-

(Please turn to page 67)

was built in 1910 and used at Jones Lumber Co., Portland,0r., unitl 1962. lt has become a Ganahl trademark.

CIRCA 1300, the C. Ganahl Lumber Co. receiving yard near the Redondo pier.

ANTI0UE headrig (center) is a focal point at main entrance of Anaheim, Ca., flagship store. The huge piece of sawmill machinery

ABCHITECTUBAL mill perlorms a wide range of custom millwork. Between 35-40 are em-

ployed in this phase of the multi format company operations.

WTO YOTJRC

There! norhllq like ahotL lromoring rhc notion oi do-ir-yourself decks u'ith \X/estern Vbod is admittedly not new,

But with today's smaller homes, the idea ofextra space rtith dccks is very easy ro sell. Easier still, rvhen vou rake advantage of 'Western Wood's new promotional kit.

It combines the high-au areness .rf professionally produced radio and newspaper ads, with an idea book to get homcorvners thinking about decks.

Th.t.'. ,-t.r.hrro. f^r r^r, ^{tho." -"rerials and thn're read\ r(\ run. Jusr put your five-second tag on the radio, and your store name at the bottom of the ads. It's that simple.

sclling deck promorron Io gi{rc aol{r store truific a -shor rn rhr arm. \LtL'll .rhol rou hott,

PERSONALS

Kenneth W. Hunter is now general marketing mgr., for residential roofing at Manville, Denver, Co.

Rick Barnes is gen. mgr. of Traders Wholesale Co.. a new wholesale div. of Knoll Lumber & Hardware Co., Kenmore, Wa.; Kathi McCormick and Terry Willey are on the staff.

Frank Clemmons has retired from Mary's River Lumber Co., Corvallis, Or.

Kim Culsforth is new at Sun River Lumber Co., Fair Oaks, Ca.

George J. Harad has been named v.p. and chief financial officer at Boise Cascade Corp., Boise, Id; Rex L. Dorman is the new v.p. for corporate planning and control function; Clifford A. Morton is the new v.p. for information technology, risk management and industrial securitv.

Vic Petroff is the new national sales mgr./ consumer products for Osmark Industries, cutting tool div., Woodburn, Or.

T. Marshall Hahn, Jr., chairman and ceo at Georgia-Pacific Corp., Atlanta, Ga., has been named CEO of the Year for the forest products and lumber industry by the Wall Street Transcript.

Ed Krsich has left Alpine Lumber, Englewood, Co., to found his own fireplace firm.

James U. Morrison has been named group v.p. of Masonite's hardboard division; John M. MacGregor is new senior v.p. and gen. mgr. of hardboard operations.

Ed Nolte is now gen. mgr. for the new Montmore Timber Products plywood plant, Coos Bay, Or.

Robert Doderneck and Ronald Wooley are new Borden Chemical salesmen in the western area, Lowell D. Ambrosini, Southwest Forest Industries, has beenelected v.p.of the Rocky Mountain Div., according to W.A.Franke, pres. and ceo.

Allan Moran is now co-mgr. of the 84 Lumber Co. store, Brea, Ca, Curtis Wall is the new mgr. of the home improvement div. of Western Wholesale, Idaho Falls, Id. Gerdd Chambers (who likes to be called "G") is a new sales coordinator at Rolando Lumber Co., San Leandro, Ca. Greg Feduloff is new to inside sales, reports office mgr. Helen D. Osborne.

The Merchant Magazlne

Devid Dittmer is now mgr. of special projects in marketing and merchandising for Lanoga Corp., Seattle, Wa.; Bruce Winter now heads their computer information project; lVilliam Cromett has been named executive v,p, of the Lumbermens' units, Lyle Gregory is the new gen. mgr. of Northern California operations for HomeClub.

Bill Hoglund is now mgr. at Precision Milling Co., Burbank, Ca.

Ralph Boshion, Pearson Lumber Co., Pleasant Hill, Ca., has retired as gen. mgr., after 50 years in the lumber business.

Steve Butterworth has joined the sales staff of Dier Lumber Co., Sacramento, Ca.

Tom Richert, Richert Redwood, Pleasanton, Ca., and his son are back from a High Sierra hiking vacation.

Hank Aldrich is back at sales with DMKPacific, Fremont, Ca., after a hospital session..."and plans to sell lumber till I'm 95," he says.

L.L. Hildebrandt is the new div. v.p. and gen. mgr. of Diamond Lumber, Inc., Sacramento, Ca., replacing R.D. Cushman who has retired.

Michael Bailey is gen. mgr. of the new Long Tree Partnership, Spokane, Wa. Sleve Sera. Dan Hellman and John Santo also ioined the firm.

Jerry Griffin, director of corporate communications, Louisiana-Pacific Corp., Portland, Or., was elected pres. of the Portland Rose Festival for 1984-85; William Craig, western regional counsel at Georgia-Pacific Corp., Portland, Or., is secretary; Jim Lasher, internal management director, North Pacific Lumber, Portland, Or., is a new associate director.

Tom Saathoff is the new sales mgr. for Plywood Marketing Associates, Vancouver, Wa.

Kenneth Linn has been promoted to v.p. and gen. mgr. of Maywood Industries, Klamath Falls, Or.

Larry Robinson is the new co-mgr. of 84 Lumber & Home Center in Damascus, Or.

Mike Bakula has been elected pres. of the San Joaquin Valley Hoo-Hoo Club; Gary Hodges, lst v.p.; Roy Panons, 2nd v.p.; Bernie Barber, Jr., sec./treas.; Chuck Wills, vicegerent snark; Wally Kennedy, sgt. at arms; Don Johnson. Bob Schlotthauer. Gary L. Long and Michael J. Riley, directors.

Ted Condiff is now mgr. of Champion International Corp.'s Morton, Wa., facility.

Don Mundy, Western Wood Products Association assistant chief lumber inspector, has made two recent reinspection trips to the Mediterranean area.

Joseph L. Pokorny has been promoted to v.p., regional public affairs for Champion International.

Dick Doran is the mgr. of the newlyopened Stanline, Inc., warehouse in Phoenix. Az.

William Wachtler has been named the new marketing communications director for Weyerhaeuser Co., Tacoma, Wa.

George J. Harad is the new senior v.p. and chief financial officer for Boise Cascade Corp., Boise, Id.

Frank and Vada Ruggieri, San Antonio Rigid Pole Construction Co., Williams, Ca., are back from a European vacation. Mike and Barbara Esposito of the Brea, Ca., office vacationed in Hawaii with their family.

Jim Golding and Bill Sullivan, Golding Sullivan Lumber Co., Westminster, Ca., dragged home after visiting t9 Oregon sawmills in three days.

Howard Hofmann,Western Wood Products Association, and his wife, Juanita, are back from a Fiji Islands and Hawaii vacation.

Lynn Shurtliff, Arizona Pacific Wood Preserving, Eloy, Az., got in a Colorado River rafting vacation.

Chuck Lauber, Palmer G. Lewis & Co.. Auburn, Wa., and his wife, "Jerry," are back from vacation.

Lamar Yeager and Sam White are now in sales at Chapman Lumber Co., Portland. Or.

Jack "Boomer" Bajus of Tyee Timbers, Ned "Crash" Baker of The Borden Co., and Randy "The Kid" Philips of Philips Lumber Sales, . Thousand Oaks, Ca., recently completed their 7th annual backpacking"trip. This year they walked the high trails of the North Cascades National Park with a short side trip to "My Place" in Seattle, Wa.

Claudia Jennings, CJ Redwood, Escondido, is the pres. of the newly formed San Diego, Ca., 2nd Growth group; Tony Jauregui, Jr., Dixieline Lumber, Escondido, v.p.; Cara Jennings, JW Redwood, Sorento Valley, treas.; Patti Behrims, J.W. Redwood, El Cajon, sec.

George Wood is now in sales at Pacific Basin Forest Products, Portland. Or.

Bert Fisher is new in sales of MSR lumber and cedar products at Humphrey Lumber Co., Tacoma, Wa.

Kerry Anderson has joined Snavely Forest Products Corp. in Phoenix, Az.

Ted E. Bare, formerly with Shed In The Woods Lumber, Inc., has joined Mungus-Fungus Forest Products, Climax, Nv., as head of indoor plumbing fixtures, according to Hugh Mungus and Freddy Fungus.

(Please turn to page 48)

PERSONALS

(Continued from previous page)

Robert "Rob" Brown has joined Timber Product Sales Co., Springfield, Or., in sales.

Al Belf, retired publisher of The Merchant Magazine, and his wife, Marje, are just back from an Alaska cruise.

Cathy Hamilton has joined the accounting dept. at Mariners Forest Products, Santa Ana, Ca,, according to Clint Bower.

Bob Kuester has joined Hampton Lumber Sales Co., Portland, Or., as a trader.

Donald W. Altmaier is the new mgr. of marketing services for the Shelter Materials Group of CertainTeed Corp., Valley Forge, Pa.

Andrea Swift, (Los AngelesT,and David Bond in Newport Beach are new Dataline Corp. reps in the So. Ca. area, according to Dinny Waters, district mgr.

Donna West has joined the staff of the Arizona Lumber and Builders Supply Association, Phoenix, Az., according to exec. v.p. E. J. Johnson.

Mike Parli, Imperial Wholesale, Salt Lake City, Ut., is back after a No. Ca. business swing.

Dr. Alice Ingenon has been appointed managing editor of the Journal of Forest History. Dr. David Potenziani is now director of research at the Forest History Society.

Jose Lopez, former mgr. at Woods Bros., Tucson, Az., is now district mgr. in Tucson.

Mack DuBose is the new director of merchandising at Ernst Home Centers, Seattle, Wa.

Raul Jordan has joined the trade sales div, of Deft, Inc., Irvine, Ca., as So. Ca. sales rep.

Bill Eady is new in sales at Old Town Lumber & Millwork, Folsom, Ca.

Duane C. McDougall is now controller of Willamette Industries' building materials group, Portland, Or.

Ken Bronson is now with the OregonCalifornia Forest Products, Inc. sales staff in Eugene, Or.

Dennis Heet, Mike Buford, Bill Hollingworth, Heet Brothers, Baldwin Park, Ca.,and Michael MacGinnes, Promac Co., Bellingham, Wa., caught over 3,000 lbs. of tuna (120 fish) in two days off Baja California, Mexico. Joe Tidwell, All-Coast Forest Products, Chino, Ca., missed the trip due to inventory.

Jim Tweedy has joined Wood International Corp., Beaverton, Or., as a Portland rep. John Groenen is the new director of European sales.

Scott Wintermule is now with M.S.G. Forest Products, Portland, Or.

Gail Pierce, Imperial Wholesale, Salt Lake City, Ut., is now mgr. of the company's new office in Broomfield (Denver), Co.

(Continued on next page)

PERSONALS

(Continued from previous page)

Carl Liliequist has been promoted to director of corporate marketing at Palmer G. Lewis Co., Inc., Auburn, Wa., with Gary Popp replacing him as PYS divisional mgr., according to Richard E. Lundgren, pres. and c.o.o. Gerald Grider is now PYS operations mgr. Dennis D. Larson has been named PGL division sales mgr., Auburn, with Robert "Bud" E. Johnson replacing him as Spokane branch mgr., according to Jim L. Capponi, division mgr. Robert E. Dunn, Bremerton salesman moves to Marysville as mgr. George Shea, inside sales, Auburn, moves to outside sales in Bremerton. John N, Anderson, president of Seattle pacific Sales, has been named to the palmer G. Lewis board of directors and elected a v.p., according to Robert D. peterson, chairman and c.e.o.

John Mazanet has joined sales at Sunrise Forest Products, Chino, Ca., according to Al Bufkin, who is now on a long postponed Eastern vacation.

Tenas De Jong is new in sales at Marquart-Wolfe Lumber Co., Tustin, Ca., according to Sterling Wolfe, who is just back from a Hawaiian soiourn.

E.J. JOHNSON exeCUtive vice president

l|lHE membership of rhe ALBSA was I saddened to learn of the passing of R. "Gus" Michaels who faithfully served this association as managing officer for 18 years prior to his retirement in 1965. Our thoughts and condolences have been extended to his family during this time of oereavement.

The housing market throughout the state has somewhat leveled off during the mid-year months. Although considerable activity continues, expectations for the rest of the year are cautiously optimistic. Population growth, as nationally predicted, continues with the best growth occurring in the job markets of Tucson and Phoenix. The so-called high technology companies continue to expand in these areas which accounts for the largest segment of new employment opportunities. Compared to other areas of the countrv. the Arizona market should not be as aifected by the "leveling off" activity ex-

perienced elsewhere. Once the election year anticipations and fears are passed, we look forward to a resumption in lumber sales.

Although this is a presidential election year, let us not overlook the importance of local, state and congressional races. Many issues of vital importance to the industry will come before those who prevail in November. No better time than now exists to prove the value of "preventative maintenance." Encourage your friends and fellow employees to vote!

The ALBSA's fall program will commence with its quarterly board of directors meeting to be held September 17, at the Poco Diablo Resort in Sedona. President John Wyss has had several committees active throughout the summer and we look forward to a productive fall.

As an early reminder, the 1985 convention will be held May l6J7J8 at the new, fabulously beautiful Ventana Canyon Resort in Tucson. Convention chairman Jim Stewart promises "A time not soon forgotten!" Mark your calendars now!

at

NEW PRODUGTS and

selected sales aids

Old Fashioned Lighting

ODL Inc. has introduced The Master series, a new collection of decorative lights for doors and sidelight panels.

The cut glass lights, available in either insulated or non-insulated models, include five leaded glass options. Durable zinc caming is hand soldered into watertight leaded panels.

Deeply recessed panels and raised mouldings are duplicated in the molded polyurethane frames and panel inserts. Multiple glass options, door lights and panel designs are available.

Versatile Pine Paneling

Pine Brook 4 is a new lumber paneling from Champion for residential and commercial use.

The 4'x8' planks are reversible. The smooth side features a deep "butterfly" detail while the other side is rough-sawn with a narrow V-groove. Both can be installed vertically, horizontally, diagonally or in a herringbone or chevron pattern.

The paneling is packaged in sevenpiece, shrink-wrapped bundles with complete installation instructions. Each package covers 15 sq. ft. of wall or ceiling space.

For more information on New Products write The Merchant Magozine,4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thankst

lmproved Stove

A globe-shaped wood andlor coal burning stove with an improved combustion capability is new from the Meridian Group, Inc.

The stove reportedly burns longer on a single load of fuel and can heat 2500sq. ft. orrnore of living space. It is said to be completely immune to damaging and potentially dangerous creosote build-up. Made from refractory material, the stove's outer surface gets warm but never too hot.

The outer shell is covered with ceramic tile but is also available in marble or custom design patterns. It comes in a varietv of colors.

Fur Storage Vault

Viking Leisure Products Co. has introduced a fur vault designed to store furs at home year round.

Maintaining a temperature between 53 " and 57 lF, it provides an excellent storage for woolens as well.

The vault comes complete with walls and ceiling panels, storage rack, carpeted floors, door with lock. cooling unit and built-in control. The prefinished interior and exterior mav be used as delivered or matched to existing cabinets or paneling.

window offers three or four segments.

All exterior portions of the units are pre-trimmed in color coordinated vinyl stock, eliminating the need for filler or brick molding. Each window is shipped with installation instructions and recommendations for roof and support mechanism coverings.

Roof Window

A new roof window which can be used for new construction or remodeling projects for additional sunlight and ventilation comes from Marvin Windows.

The sash and frame are made of Ponderosa pine with an aluminum cladding wrap around the exterior for a maintenance-free finish.

The energy-saving and durable weatherproof window is insulated with Low-E glass for the interior and tempered glass for the exterior. It features a fiberglass screen, and has a remote control module for easv opening.

Ready to Assemble Shower

New from E.L. Mustee & Sons is the Durastall shower stall, a freestanding kd cabinet with an exterior pecan woodgrain finish and a color coordinated bone interior.

The shower stall is available in standard 32"x32" and extended 36'x36' sizes. A tempered glass door with built-in towel bar is optional.

The rust and leak resistant product is said to be easy to assemble and install.

In and Out Building Board

A new 10090 asbestos-free board which can be used for both external and internal applications, eliminating the need to stock two separate boards, is being marketed by Brit-Am Venture.

Bay and Bow Windows

CertainTeed Corp. has introduced a new solid vinyl bay and bow window, custom-fabricated with head and seat for easy installation into any slze operung.

The double glazed entries provide a tight fit and are virtually maintenance free. They can be used for new construction and remodeling projects.

The bay window can be designed with either a 30o or 45o projeciion. The center segment is avail-able in either a picture or double-hung design, while side units feature a deadlight or double-hung system. The bow

Non-combustible, moisture-resistant, and reportedly easy to work with, the multi-purpose board can be cut, nailed, drilled, bonded, stamped and sanded. The board is available in a variety of sizes and in four thicko€SS€s; Composed of cement bonded with cellulose and other organic fibers, it provides strength, and features an off-white finish. It is also available in compressed form (UltraBoard SP).

The product is said to have an expected life span of over 4O years, and to resist cracking or breaking when struck, restricting damage to a small area around the point of impact.

Three.Way Bulb Conversion

A new electronic device which converts regular light bulbs into 3-way bulbs is from I.Q. Industries.

The device screws into the socket of any 3-way lamp, and accepts any 15 to 150 watt regular bulb and gives it a 3-level light capability. It is said to extend the life of regular bulbs up to thirty times longer.

In addition, users reportedly can get at least 25s/o more light per watt than with 3-way bulbs.

[IEM,FIR ffi

The newest fruit of our laborst from Willamette.

Cherry-tone Hem-Fir always has been a popular product with doit-vourselfers. And now, we offer a unique new product to thrs growing market: til.r-d.i.d cherry-tone hem-fir studs. At very competitive pricesl

Plus, these studs are precision end-trimmed in convenient D.l.Y. lengths up to 8 feet to meet your marketing needs.

\7e invite you to enjoy the fruit of our labors. Call us with your order for cherry-tone hem-fir sruds, todayl

Relax, You've got Willamette Willamette Industries. Inc.

Tape lt And Leave lt

A new splicing and seaming tape from Patco Corp. is designed to resist weathering as well as a wide range of chemicals, detergents and solvents.

It features a silicone release coating for smooth and easy unwind and comes in l/2" to 34" by 72 yd. long rolls.

The tape provides 22lbs. per inch width tensile strength and 45 oz. per inch width adhesion to steel. It is a 0.003' thick polyvinyl flouride substrate with an acrylic based pressure sensitive adhesive.

New Plumbing Parts

Two new toilet tank repair parts have been introduced by Mansfield Plumbing Products. The Johnny Valve refill valve replaces leaky, worn-out ballcocks. It comes fully assembled and is said to install with just pliers. The part is adjustable to provide efficient water levels and quick refills.

The Stopper is a self-contained flush valve repair kit which replaces flush valve balls and flappers and installs with no tools. The part bonds tightly to brass and plastic valves, and even china spuds, forming a new leakproof seat and seal.

Special Pull

Three contemporary drawer pulls, a pull, a tab and a knob, are new from Doug Mockett & Co.

The pieces come in three standard finishes, polished chrome, polished brass and English antique, as well as custom finishes such as black, chrome, satin chrome and satin brass.

Storm Window Fastening

C-Slash Slide Lock Assembly is a new fastening system for inside storm windows from Amesbury Industries. The slide bolt inserts into a brass fitting giving positive, reliable attachment. When the storm panel is removed, only the brass fitting remains in view. No magnetic or plastic tapes are left in place.

Made of non+orrosive materials, it ensures long-lasting performance and includes a built-in guide stem to eliminate positioning problems.

It's A Corker

Designer Cork flooring now available from PermaGrain Products, Inc. can be obtained as', a2Vz " high, twostep cove moulding.

The product offers the look of real cork in a variety of patterns and designs with pure vinyl for durability in areas ranging from commercial to residential floors. It combines natural cork between a moisture-resistant backing and vinyl and has edges sealed against moisture.

Easily maintained, the new cove moulding is available in 34 " lengths in natural only. Neutral and urethanecoated cove will match all the popular colors.

Rustic Touch

Chickasaw Hardwood Floors has introduced Countryside Parquet, a full % " thick, strip bordered parquet oak floor which can be installed directly on concrete slabs, or on a plywood underlayment over wood subfloors as well as over tile floors.

Installed with the grain of the center 9" square running in alternating directions, the floor has a rustic look. Designed for sanding and finishing after installation. the material comes in a large selection of stains and finish materials.

Resourceful Brush

A four in one tool from Mill-Rose Co., is designed to help do-it-yourselfers replace copper plumbing.

The combination tube cleanine and fitting brush prepares Y2 " and 3A " copper pipe and fittings for leakproof connections with a carbon steel bristle brush on each end. one for each fitting. It also features two carbon bristle brushes in the handle holes for Vz " and 3A " pipe and stainless steel bristles for refrigeration work.

The curved handle is designed to fit comfortably in the fingers. It disassembles easily for replacement of worn brushes.

d,H,B,u;wwilN5

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WHOLESALE DISTRIBUTION & REMANUFACTURING OPERATIONS

We specialize in:

o Redwood lumber products and hard-to-get items.

o 48 hour service on truck and trailer loads of custom milling.

lf we don't stock it, we can make it here in our new remanufacturing plant, the newest, most modern plant on the west coast.

For your inquiries call:

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LOWELL WALL . STEVE HAGEN . KARL DREXEL ..THE LUMBER NUMBER', is 7o7.252.6142

"THE PLACE" 5747 Hwy. 29, Napa, Ca. g455g

Three Way Saw

A new vertical saw from Hendricksaw, features three cutting modes: conventional, reciprocating and sconng.

The standard 12" blade can both score and cut off. The saw can be used to bevel from 0" to 45 o throueh a switch on the console. The frame issembly rotates on a positive position rack and pinion drive, eliminating the need to recalibrate the scales in a bevel cut.

The machine weighs over 2 tons, reportedly assuring a vibration free cut.

Compact Computer System

A new point of sale computer system designed for retail building sup- ply businesses with sales between $500,000 and $2,000,000 has been introduced by Aid In Management.

Called the Desktop Generation because it is compact, measuring 18 " in width and weighing only 75 lbs., the system can accommodate a combina-

tion of l0 CRT units and printers. It is said to have all the features of the larger systems, providing a total package using exactly the same software as they do.

The system is designed to control gross profit margin, inventory and accounts receivable problems on a daily basis, providing the same assistance to the smaller dealer as the

HAMPTON LUMBER SALES HAMPTON INDUSTRIAL

WE DOA COMMON THING UNCOMMONLY WELL

I Specialists in f raming and cuttings -all western soecies.

I Backed by company timberlands and sawmills, remanufacturing and custom milling.

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I Size fosters f lexibility and service.

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more sophisticated systems provide to larger dealers.

Cost is said to be approximately half those of the larger systems, starting at about $30,000. Demonstrations of the new systems are being conducted by the company which is based in Greenville. S.C.

Beauty Under Foot

A new collection of vinyl tiles with Sure-Stik adhesive backing for do-ityourself installation, Stylglo from Tarkett comes in four patterns and I I colorings.

Beau Rivage features a vine motif in a central diamond design on a neutral almond background. Patio Mosaic offers a tile mosaic look in a square pattern. The Chimney Door design is alternating bricks, while Nordic Quarry recreates the random stone look of architectural pavers.

The 12" x 12 " tiles are protected by a Brite-Bond urethane surface coating for easy care. They are stain and fade resistant and asbestos free.

Less ls More

A new high performance insulating glass that reportedly gives two panes of glass greater insulating power than three has been introduced by Andersen Corp.

A microscopically thin metallic coating, bonded to the outer surface of the inner pane of the double glazing, becomes part of the glass and is protected by being inside the air space between the two panes.

The transparent coating serves as a barrier to the outward flow of radiant heat from inside the house. The 3390 lighter glass is said to offer a thermal performance 140/o greater than triple pane insulating glass.

Weather Seal Of Approval

A new perimeter weather seal from Stanley for the top and sides of a garage door features a rigid vinyl base, or mounting strip, and two flexible vinyl fins.

While the base fastens to the frame of the garage door, one of the flexible fins presses against the door panel to seal out air and dust. The second fin under the base seals between the base and the frame.

The fins are said not to interfere with the opening and closing of the door. The perimeter seal, available in two sizes to fit 9' and 16' doors. comes in brown and white finishes.

Resistant Roofing

A new wood fiber roofing substrate from United Gypsum Co. is designed to provide a moisture-resistant underlayment for all major membrane systems: ballasted, adhered and mechanically anchored.

Special additives give it water-resistant qualities to help reduce wicking. An asphalt coating also serves as a moisture barrier. The single-ply roofing system is said to be easy to install and durable.

Flashy Finish

Gillespie has introduced a complete line of wood floor finishes includins six woodtone stain colors plus a decl orator white and a variety of floor finishes.

Finishing products available include a penetrating seal and stain; a final finish in colors to match, a fast dry sealer, polyurethane and Swedish finishes for a satin or high gloss, renovator and paste wax.

Color cards and a display header are available.

For more information on New Products write The Merchont Magazine.4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!

4

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PACIFIC FOREST PRODUCTS, /JvC,

Rough-Sawn Look

A new aluminum siding from Reynolds Metals Co. offers the weathered, rough-sawn wood look.

With embossed wood grain pattern, the siding has a premium vinyl paint finish. It comes in horizontal styles, with or without insulating foam backing. The foam-backed siding installed over l/2" rigid foam insulation panels is said to reduce heat loss up to 6090.

Available in white or six other colors, the product carries a lifetime warranty against rot, cracking, splitting, peeling or rusting.

Entry Security

The Twin 6000 cylinder, from Assa, Inc., is a new security control system which provides maximum resistance against forced entry and offers a key registration.

The duo locking concept features the standard pin tumbler system along with special side pins and coded side bar. The side bar code of the key lifts the side pins into a position where the side bar can be received, clearing the cylinder housing and allowing movement of the plug as the key is turned. Virtually unlimited key combinations can be made.

Construction and design make the system basically drill-proof and pickproof. The cylinder is available in a variety of finishes.

Elegant Security

The new Plymouth Fl60 grip handle lockset, from Schlage Lock Company, combines elegance with the security of a one-inch throw deadbolt with hardened steel insert.

The thumb-piece operates the latch which keeps the door closed without having to activate the deadbolt. The lockset is available in a bright brass or antique finish.

The Cost Eslimotor Series Field Tested

Soft Look ForWindows

A new fashion pleat window treatment has been designed by Graber Industries as an alternative to custom drapes.

Available in four textured fabrics. the draperies are said to resist fading. One-piece construction of thin rows of permanent horizontal pleats is easy to clean and acts as an insulator and sun barrier.

The head and bottom rails come in a variety of colors. Optional valances are available in matching fabric or woodgrained finishes. The shade may be used by itself or coordinated with other window treatments.

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Totol cost 6. Sq, feet

Profit 7. Lineor feet

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oAllows quick estimotes with no mistokes sl500oo

2. Generol Controctor Eslimolor

Chemical Grouts

New from 3M Co. are Scotch-Seal brand chemical grouts, water-reactive, hydrophilic polyurethanes which quickly change from a free-flowing liquid to a water impermeable solid.

Properly applied, they can stop water flow through joints or cracks in concrete. Because they remain flexible, they maintain a durable seal even when the concrete is subject to further movement. They bond well to damp concrete without special preparation.

Reportedly effective in a variety of waterproofing and soil consolidation problems, they help to control dust and soil erosion and can be used both for new and remedial construction. The line includes foam, gel and delayed gel. The grouts 5600 and 5610 are EPA approved for use with potable water upon curing.

Efficient Kneeling

Goldblatt Tool Co. has introduced knee boards which enable the concrete finisher to slide from one place on the slab to the next. The contoured shape of the boards eliminates marring the concrete, so there is less to trowel out while moving across the slab.

Made of heavy duty plastic, the boards are durable, easy to clean, and lightweight. They come complete with built-in knee pads, footrests, and carrying straps.

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Reflections From Above

The Prestige from Donn Corp. is a new line of linear metal ceilings designed for residential projects. Available in copper, brass, or polished aluminum finishes, the metal panels offer a wide range of design possibilities. They can run horizontally, vertically or curved from ceilings to walls.

The lightweight panels can be installed by attaching carrier channels to suspended or unfinished ceilings, as well as existing plaster. They snap in place.

Adjustable Drapery Hooks

Newell Window Furnishings has introduced the Hang-Well adjustable drapery hook which fits all draperies with 4 " high open headings and

replaces seven different kinds of slipin and pin-on metal hooks.

It features a concealed curved hangers strip, designed to keep drapery headings from sagging, thus assuring perfect pleat alignment. Made of nylon, the hooks can remain on draperies during washing or dry cleaning. A detachable hook also adjusts to seven different drapery heading heights.

The product is available in single and double packs. A single pack contains 10 pleat hooks and 4 end hooks, enough for one pair of 48 " wide draperies. The double pack contains Z pleat" hooks and 4 end hooks for one pair of 96 " wide draperies.

Diamond-Shaped Security

A new door grille designed to add extra protection to residential entran-

ces is from Quik-Fab Aluminum Products. Inc.

Available in two styles, the Lancelot and the Galahad, it can be mounted on any Excalibur door. Each pattern comes in one-half or full door style.

Made of tough Amplimesh, an extruded aluminum, the grille is secured within a main frame which attaches to the front of the door. A variety of colors is available.

Speedy Sanders

New from Nitto Kohki are two pneumatic sanders with high speed turbine motors designed to reach 25,000 RPM and 20,000 RPM for fast, superfine wet or dry finishing of metal, wood, plastic and stone surfaces.

Covered by a contoured nylon resin housing, the lightweight, compact-free sander is easy to operate even in corners and tight spots. Vibration is minimized by the motor mounted directly over the sanding pad.

A double-action switch controls on-off operation. Paper change is handled by a quick-change mounting clamp which can hold several sheets of sandpaper at a time.

EXPRESSLY DESIGNED TO SOLVE THE UNISUE PROBLEMS OF YOUR

Truck Bed Shelf

A truck bed shelf designed to make hauling camping gear, tools or groceries easier is new from Hacke Enterprises, Inc.

The shelf kit is said to be easily installed. It includes steel side rai6. track, rollers and hardware. The track and roller system is completely assembled.

Available in 6' and 8 ' long models, the shelf fits any width pickup bed.

For more information on New Products write The Merchont Magazine, 4500 Campus Dr., Suite 480. Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!

Sawhorse Brackets

EZ Buck heavy gauge steel sawhorse brackets from Thomas Distribution join 2" x 4 " wooden legs to 2,, x 4" or 2" x 6" wood top planks.

Once assembled the brackets allow the legs to rotate 90o so they are on the same vertical plane as the top.

thus reducing the storage space to the width of the rop plank.

The multi-purpose devices come in a space-saving carry-out shelf pack set of two brackets.

IMPORTED ond DoMEsTlc HARDWOOD LUMBER & plywooD

Red ond white ook (Norfhern, Appolochion & soufhern) plus ritt sown white ook, wolnut, osh, mople, birch, mohogony, teok, ond koo.

Gustonl \lillinQ Spec'ialists

Royal Elegance Door

The new Empress door from Simpson with a deeply etched oval glass insert in a real wooden frame is designed to be energy-efficient.

The cameo has a brocade-like pattern with a heavily-beveled insulated safety glass. The etching is on the inside so that the glass on both sides of the door is smooth and easy to clean.

Made from vertical grain Douglas fir or western hemlock, the doors come in the standard size of 3' x 6 '6 ", and are | 3/4" thick with I l/4' thick innerbond panels. They feature extra-wide. 6 3/8" stiles to accommodate various hardware.

Keep lt Cool

The Scangrind 150 from F & H Machinery Co. is a new 6" whet stone designed to handle big sharpening jobs.

Since it turns in either direction, it is possible to sharpen knives, scissors and such with the stone turning away and, ifpreferred, counter grind chisels, axes, plane-irons, etc.

The tool turns at 200 RPM for maximum grinding efficiency without causing water resistance or splashing. The water not only cools the stone but acts as a collector, trapping the grinding dust to keep the environment cleaner.

View: Optional

Narrow width Venetian blinds for use with their roof window have been introduced by Velux.

The 1 3/8 " slat blinds are optional accessories along with outside awnings and endless cord operation units for in-reach and out-of-reach windows. A rod operator is also available.

(Continued from page 18)

Pacific Lumber Co., San Francisco, Ca., will acquire approximately 22,5W acres of cutover timberland near Scotia, Ca., from Louisiana-Pactfic Corp. for about $Z million cash Roto Frank of America, a roof window firm, plans a Denver, Co., warehouse for western distribution

GAF Corp. chairman Samuel J. Heyman now holds 8.190 of the common shares outstanding Champion International3 $1.84 billion acquisition of S/. Regis Corp. has basically been OK'd by the Federal Trade Commission

Bass Bros. Enterprises Inc. has acquired an 8.590 stake in Georgia Pacific . Zynolyte Products Co., Compton, Ca., has acquiredCreative Wood Finishing Products Co. from Frozee Industries for an undisclosedsum...

Medford Corp. has filed suit to block Amalgamated Sugar's efforts at a takeover bid . . Willamette Industries, 1nc., Portland, Or., has acquired the former Manville Forest Products particleboard plant in Lillie, La. . Idaho bumper sticker: "Paid for with Idaho Timber Dollars." . .

Coos Head Timber Co., plywood and green operations, Coos Bay, Or., have been bought by "Fitz" and "Lefty" Page . . Creative Forat Industries is a new office wholesaler in Cerritos, Ca., Bob Pate owner . .

Boise Cascade will repurchase approximately 2 million shares of its common stock apparently as an antitakeover device . .

The Flecto Co., Inc., is celebrating its 50th anniversary . . Vokek has opened a distribution center at Mira Loma, Ca., to service the West Coast.

Interest rate hikes knocked housing starts back 6.690 from their June pace; the seasonallyadjusted annual rate in July was 1,761,000 . . . single family starts dropped l09o from the previous mo., while multis surprisingly declined only 1.990 . . bldg. permits sagged l2olo from June's rate and ll9o behind theyear agopace . . .starts acrossthe Westwere off only2.2s/0...

Getin onthe Gold!

SPECLALISSUE: WESTERN 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 Mogazine, for more than 60 years the required reading of the indushY.

Reserve space today for this important issue. Deadline is October 15, 1984.

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

Softwood Plywood Update

The softwood veneer and plywood industry employed 34.8 thousand people in 1982 with a total shipment value of $3.2 billion in 1982 prices.

Derived from the Census of Manufacturers this employment figure was 25Vo below the 46.2 thousand reported in 1977. The leading states in employment in 1982 were Oregon, Texas, Washington and Arkansas, accounting for &Vo of the industry's employment. This represents a shift from 1977 when Oregon, Washington, Texas and Louisiana accounted for 67Vo of the employment.

Compared with 1981, employment in 1982decreased 120/o.The l98l data is based on the Census Bureau's annual survey of manufacturers, a sample survey conducted each year between censuses.

In current prices the industry shipped $2.6 billion of products primary to the industry, $494 million of secondary products and had $105 million miscellaneous receipts. Thus, the ratio of primary products to the total of both secondary and primary products shipped was 8490. ln 1977 this ratio was 8890.

Softwood veneer and plywood manufacturers accounted for 94Vo of products considered primary to the industry in 1982 as compared to glqo in 1977. Total cost of materials and services used in the industry amounted to $2.4 billion in current prices.

New DIY Wood Magazine

Wood, a new magazine for home woodworkers making its debut this month, should be of interest to home center retailers since its tips for using tools and suggestions for projects utilizing wood are sure to stimulate sales.

Meredith Corporation (Better Homes and Gardens) is the publisher.

Forest Products Celebration

National Forest Products Week will be Oct. 2l-27 with special exhibits and news releases to draw attention to the benefits and importance of wood and forests in people's lives. All wood products firms are being urged to participate.

lmpact of New Lifestyles

Flexibility and the ability to change identify good store managers in today's economy. Everything is changing including the cLitomer. The store that can accept and adapt to these changes is the store that.will succeed.

Today the consumer is more sophisticated and ready to challenge the status quo. With a lifestyle quite different from that of mom and dad. he or she is not as loyal to products and services as before.

Today's customer is more mature. The nation's median age has reached its highest point at 30.6 years, according to the Census Bureau. The proportion of elderly Americans has tripled since 1900 with one of the fastest growing groups made up of those over 85. This group now totals 2.5 million and is expected to increase to 7.7 million by 2025.

The so+alled typical All-American family is disappearing. In fact, a father, mother and two and one-half kids (with the same parents), defined as a typical family unit, accounts for only 4o/o of today's U.S. households. Smaller families have emerged in the last decade. In 1970 3.6 persons formed an average household. In 1983 this had dropped to 2.5. Couples living together has increased. More women

September, 1984

have entered the work force. Divorce is skyrocketing: 29.5V0 of marriages ended in divorce in 1950. 49.2s/o in 1980.

Ail these factors change your customer base as do other statistics compiled by the Census Bureau.

The median age, which had peaked at 30.3 years in 1952, was lowered by the arrival of the post-war "babyboom" generation. But now it is rising as this huge influx of people moves into the 39 to 45 age bracket. The decline of school age children today was caused by low birthrates in the 1960s. But in the last few years an "echo" has occurred as baby-boom children have babies of their own. The population under age 5 is no longer declining as had been the case before 1975. From 1980 to 1982. the number of children under 5 increased by 6.390.

Overall there were 233,267,W Americans as of Jan. l, 1983, an increase of 6,206,000 since 1980.

Among other changes, blacks are moving into the suburbs from the central cities. In 1982 approximately 5590 lived in central cities, down from 5990 in 1970, reflecting an increase of 2.3 million moving to the suburbs between 1970 and 1980. Also. more women are remaining single longer with half of the age 20-?A groups unmarried, up to 3690 from 1970.

Unmarried men in the 20-24 age group grew from 5590 to 7290 in the same period.

These changes require a change in your management attitudes. Conditions are ripe for new products, innovations and departures from what is in current favor. The store that refuses to adapt is on shaky ground.

Wickes' Proposed Debt Payoff

Creditors of The Wickes Co.s in its current Chapter ll bankruptcy proceedings have been offered a proposal of settlement.

The plan includes l79o cash on the dollar; 25Vo on the dollar in 2 year l29o notes that are extendable for another year; 5090 on the dollar in 9 year maturity debentures with l29o interest; and 890 in Wickes stock.

Still to be ratified, the proposal calls for a payout in early 1985.

On-Site Safety lnspection

A five-minute lift truck safety inspection is now available through participating Yale dealers. The program, called the "Mechanic's Eye," consists of free-of-charge spot checks made on-site by service experts.

Each truck has its belts, hoses, gauges, seats, tires, back-up alarm and lights visually examined. If needed, a more thorough, 200-point inspection is recommended.

For the name of the local authorized Yale dealer in your area, call: l-800345-8112.

BUILDING code reouirements in this f 0urstory retirement community being built in Marin County, Ca., are satisfied by using Dricon lire retardant treated wood from Koppers Co., Inc. Cost savings in labor and materials also resulted.

LIGHTING IDEAS

(Continued from page 36)

side the store. This will satisfy the customer and prevent returns.

Lighting can be an effective way of directing attention to specific merchandise by making it brighter than other areas in the field of view. This is achieved by directing light to gondolas, wall displays and feature displays rather than to aisles. High wall brightness can be useful for attracting customers to perimeter areas of the store.

In general, display areas can be lighted with 100 to 200 footcandles. The display area illumination should be three to ten times the level of the general area lighting. End cap displays and displays near the cash register should have two to five times as much illumination as the rest of the counter. Incandescent spotlights are effective for increasing the light in these locations.

Lighting is a science which should be given proper attention, but the store owner or manager can find help readily. Lighting engineers and designers are available as is literature designed to help the person who wants to become better informed. The Illuminating Engineering Society of North America publishes information on lighting merchandising areas and North American Philips Lighting has a "Lighting Handbook" available as a reference.

Future Dates

Check our Calendar on page 20 tor information on upcoming conventions, meetings and trade shows in your region.

Latin American Housing Crisis

Housing ministers and financial officials from more than a dozen Latin American and Caribbean countries are meeting in Seattle, Wa., September 27-29 for an InterAmerican Housing Conference to discuss solutions for the housing needs of the region.

Latin America and the Caribbean countries need to build about 30 million units by 2000 to keep pace with their housing demands. Using current practices, the shortfall could be 15 to 20 million, creating a housing crisis that could compound the economic, social and political instability of the region.

The conference will focus on the use of U.S. technology and wood products as an affordable alternative to masonry, which is now the predominant building material of the region.

fiEC0GNIZING sales of over a million feet of redwood, Simpson Redwood sales rep Bill Scott (center) presented a Million Foot Club Award to Capitol Lumber Co. John Gaskin (left),owner of the firm which is headquartered in Phoenix, Az., with branches in Lubbock, Tx., Albuquerque, N.M. and Chino, Ca., and Dean Winters (right) accepted the trophy. Other firms recognized with the Million Foot Club Award included C. J. Redwood Co., Escondido, Ca.; and Simpson Building Supply, Cerritos, Ca.

STAPLES IN UNITS OF LUMBER!

Recently, we pulled 64 staples from one unit of lumber. Is there a conspiracy between the suppliers and Simonds Saw & Steel??

Only ONE staple can raise havoc with machine knives! There must be a better way for industry to secure protective devices to units of lumber.

Please! Tape?

Gerard L. Parsons

San Luis Mill & Lumber Co.

236 Higuera Street

P.O. Box 1206

San Luis Obispo, Ca.93406

Lumberman on Tour

To cover 14 countries on a recent tour, Ed and Vivian Fountain, Fountain Lumber Co., Los Angeles, Ca., required 17 flights, three trains, one

cruise ship, several camels and donkeys, numerous buses and taxies plus two pair of feet. They also packed and unpacked their suitcases 24 times by actual account.

But statistics were not the highlight of the trip which took them to some of the world's most unique sights as well as offering an opportunity to visit former lumber industry associates in far flung places. They started with a two week tour of the Far East including a stop in Bangkok, Thailand, to meet the former owners of Tahsis Lumber Co. and visit the East Asiatic Co., a 100 year old Bangkok firm.

After Egypt, they cruised the Mediterranean, stopping in Southern Portugal to play golf with Jim and Pat Bolte, former California lumber people, who now reside there.

Freight Bill Auditing Changes

With new deregulation rules, railroads are considering a change in the time limit for which claims for overcharges on freight bills can be filed from the current three-year period to nine-months. As a result, freight auditors recommend auditing freight bills every six months.

Low Income Home Loans

Legislation has been approved by Congress to revitalize the Section 502 Farmer's Home Administration loan program for low income home buyers. Public Law 98-332 is expected to clear the bureaucratic mix-up which inadvertently required all very low income loans to be funded before the release of money for the low income assistance.

CAMEL ride was a highlight oJ a world tour taken by Vivian and Ed Fountain, Fountain Lumber Co., Los Angeles.

GANAHL CENTENNIAL

(Continued from page 44)

mately ffiVo of Ganahl's overall annual gross income from lumber sales. Separate sales and service counters have been installed to set the professional builder apart from the d-i-y customer. Outside salespeople are also employed to service the larger contractor customers. Industrial and commercial accounts make up another 20Vo of gross sales. This department, managed in Anaheim by Brent Bouslog, employs telephone salespeople as well as outside salespeople to service such customers as property management firms, manufacturing companies, retail outlets, nurseries and a wide variety of other businesses. Retail sales account for 20Vo of business and the potential for growth in this area is being closely evaluated.

Over the years Ganahl has earned a solid reputation for high quality products and customer service. Employees are clearly seen as the company's most valuable resource. A "promote from within" policy is in

effect and training is a high priority. Product training starts in the lumber sheds, where newcomers learn the ins and outs of the business by filling customers' orders. Contractor sales, industrial sales and yard management are all peopled with well-rounded, seasoned professionals who are familiar with all aspects of the company as well as the construction and lumber industries.

Management sees its responsibility to its customers as more than just filling their current needs for lumber, building materials and hardware and so employee instruction goes beyond the usual product training. The role of each employee is that of a problem solver. This problem solving attitude is reinforced through a program called Counselor Relations and the company plans to send every one of its more than 325 employees through the program.

Internal communication is also aided by a weekly employee newsletter called Woodstock. The newsletter is distributed each Friday with paychecks and it provides a vehicle to let everyone in the company know what's going on, what job openings

are available and other companyrelated items of interest.

As in the past, Ganahl plans to continue building its business around the idea of people serving people better. President Peter Ganahl wants to see the company do more of what it is doing right now. He plans to stay in the Southern California marketplace, with future growth expected either through expansion or acquisition.

With their impressive past and promising future, this lO0-year-old company is still growing strong.

Public Fears Interest Hike

Inflation is of less concern now to U.S. consumers who have more money to spend, but they worry more today about interest rates rising.

Consumer confidence stayed high during the second quarter of 1984 with 4590 of U.S. families reporting improved financial situations in a University of Michigan survey. The survey also showed that 66Vo anticipated an interest rate hike compared to 4OVo during the first quarter and 23Vo a year ago.

(Continued Jrom page 29)

and the location to provide the most positive consumer acceptance.

(4) PROMOTION - Generally, when the term promotion is used, one thinks of advertising, which is paid-for-media. However, properly defined, promotion is a total communication vehicle which includes public relation (free media) events, store personnel sales efforts and paid-formedia. Retailers many times feel that promotion is the area where images are conjured up in the consumer's eyes. Certainly, the use of graphics (old English versus modern) colors (warm versus cold) and message content (benefits versus features) tells the public what the retailer wants them to understand. However. the best efforts can fail if the parking lot has potholes, the facilities need renovation and the merchandise mix has gathered dust. In this instance, advertising believability is questioned and a credibility gap is established.

(5)

intangible dimensions of a store's image is the courtesy, friendliness and knowledge of employees and the role that they play in the execution and delivery of the concept's image. The best merchandise mix and promotional program in a conveniently laid-out facility, with high visibility and price-value relationship, can fail to attract customers if management fails to understand the employee role.

Unfortunately, retailing is a traditionally minimum-wage industry with high turnover and seasonal fluctuations. This often creates a workforce that lacks commitment to the customer and understanding of the operation's policies and philosophy, Consumers today express extreme irritation with the lack of attention from young sales people when they are looking for assistance and the lack of a speedy check-out. Criticisms are also given in regard to employee dress, side conversations, gum chewing and a general lack of concern for the customer who ultimately makes their paycheck.

The Merchant Magazine includes such things as store tours, credit policies, giftwrapping, parking validation, and child care services. These elements combined with the other five elements develop a "halo effect" that is either negative, lukewarm, average or above average to outstanding.

In today's competitive environment, serving the most sophisticated consumer ever known, it is the challenge of management to intermix financial capabilities, operational executions and marketing strategies to address the six elements mentioned. These elements blended together create images of warmth, progressiveness, value, success, or lack thereof, depending upon the attention to detail given to each.

(6) ANCILLARY SERVICES

From a research standpoint, the last dimension that can be measured of a store's personality is the degree of ancillary services that they elect to provide the customer. This

In many less than successful retail organizations, each of the six activities are designed by separate departments inside of the organization that do not intercommunicate with each other and thereby provide a disjointed "ho-hum" performance. Clearly, successful retail enterprises today have not only supported the research and execution of the elements cited, but also promoted an internal communications scheme that glues the image-setting strategy neatly together.

PERSONNELOne of the larsest

Be On The Level

A 20-p. brochure on levels and tools is free from Exact Level and Tool, Inc., 100 West Main St., High Bridge, N.J. 08829.

International Trade List

The "Construction and Engineering Firm Trade List" of 3,200 companies in l0l countries is $40 from the U.S. Dept. of Commerce. Office of Trade Information Services, P.O. Box 14207, Washington, D.C.2M.

Insulating Information

An 8-p. brochure on insulation is free from The Society of the Plastics Industry, Inc., Expanded Polystyrene Division, 3150 Des Plaines Ave., Des Plaines, Il. 60018.

International Communication

A booklet describing Tina International Message Service is available free from SST, P.O. Box 10190, Marina del ReY, Ca. X)295.

Creating a Slide Program

A 160-p. how-to manual on audiovisual programs is $12.95 from Visual Horizons. 180 Metro Park, Rochester' N.Y. 14623.

See The Saws?

A l7-p. color catalog on hand saws is free from Raki International, l90Blydenburgh Rd., Central Islip, N.Y. 11722.

Surface Preparation

A ,t0-p. brochure on surface prepluation and maintenance tools is free from Hyde Manufacturing Co., 54 Eastford Rd., Southbridge, Ma. 01550.

Plain English Pays Off

"How Plain English Works For Business" is a 107-p. volume, available for $4.75 from Dept. 36-GK, Superintendent of Documents, Washington, D.C. 2W2.

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 thanks!

Corrosion-resistant nails

A bulletin on stainless steel, copper and bronze nails is free from Swan Secure Products, Inc., 2800 Annapolis Rd, Baltimore, Md. 21230.

Computer Info for Dealers

The 1984 NLBMDA computer manual is available for $25 from National Lumber and Building Material Dealers Association, 40 lvy Street, S.E. Washington, DC, 20003.

Small Business Subs

The 132-p. "Small Business Subcontracting Directory", 1008-040-00184-9' is available for $5 from Dept. 36-GG, Superintendent of Documents, Washington. DC 20402.

Protection From Light

A 6-p., fold-out brochure on awning fabrics for exterior and interior applications is free from The Astrup Co., Dept. DF.2937 W. 25th St., Cleveland,Oh. 441 1 3.

Steel Spiral Stairs

A 4-color brochure on all-steel spiral installations is free from Spiral Stairs of America. Div. of Erie Weld Products, l7l8 Franklin Ave., Erie, Pa. 16510.

TPI Business Tool

Timber Products Inspection, Inc. is offering a free roster of its clients. Write P.O. Box 919, Conyers, Ga.30?.07.

Home Design Plans

"Encyclopedia of Home Designs" featuring 450 house plans is $8.95 from Home Planners, Inc., DePt. 284, 23761 Research Dr., Farmington Hills, Mi. 48024.

Soils lmprovements

Two bulletins on lawns and gardens are free from United States Gypsum Co., Industrial Gypsum, Div., Dept' #122-ZZ, l0l S. Wacker Dr., Chicago, Il. 60606.

1984 Sales Aids

The 40-p. "Sales Aids for Successful Selling: Fall 1984 Edition" is free from Dismar Corp., 4/15 Marlton Pike' Pennsauken. N.J. 08109, or (800) 257-776r.

Safety Standards

A catalog of safety standards is free from Underwriters Laboratories, Inc., 333 Pfingsten Rd., Northbrook, Il. 60062' Attn: Publications Stock.

Spindle Talk

A free color brochure on spindles and accessories is availabte from E.A. Nord Co.. P.O. Box 1187, Everett, Wa.98206.

Building Material Dealer

A directory of building material dealers is available for $200 from American Business Lists, Inc., P.O. 8ox27347, Omaha, Ne. 68127.

Barbecue Time

A four-color envelope stuffer on gas barbecue grills is free from UNR Home Products, P.O. Box 429, Paris, ll. 61944.

Residential Hardware

A l2-p. brochure on forged brass residential hardware is free from Baldwin Hardware Manufacturing Corp., Dept. RH-I, 841 Wyomissing Blvd., Reading' Pa. 19603.

No rift in demand for rift oak

heavy medullary ray growth. Oak is the most popular with a heavy demand existing for rift-cut in both white and red oak veneer and lumber.

Because the grain, which has the look of pin-stripes or, as more romantically described, the appearance of a lovely lady's long tresses combed straight down her back, is favored by architects, more and more rift-cut oak veneer with lumber to match is being specified. A match can be achieved, but the technique for producing veneer is different from that used for lumber.

AWI standards must miss the quarter flake. To achieve this, the sawyer must make the cut for conventional lumber and then adjust the log on the carriage and cut off a small wedge before cutting the next board. This procedure must be repeated for each board in order to maintain the proper angle between the saw and the annual growth rings which produces riftsawn material with no, or only minimal, quarter flake.

P8,lu *I [.",",T,"31 ?fi JJ:: ; selling and producing oak are discovering. Considered one of the most popular decorative woods in the United States, Canada and Europe as well as other parts of the world, oak is experiencing problems in both supply and use.

A common problem today is that rift-cut oak, which is favored for its lovely comb or pin-stripe grain, is difficult to specify. Some specifiers are not familiar with the complexities of ordering rift-cut oak veneer and riftsawn oak lumber. Since they are not familiar with the differences in manufacturing techniques used to produce the two, they are unaware that the same specifications cannot be submitted to cover both when a perfect match is needed between the two materials.

Solution of the problem begins with clearly establishing what rift oak is and is not. Rift is a grain figure appearing in veneer or lumber as a result of employing certain cutting techniques. It is not a type of oak. It can be cut from species other than oak, but it requires wood which has a

To achieve the rift-cut veneer with the straight grain and little or no flake described in the AWI Quality Standards, the cut must be near enough to radial to be across the growth ring, yet, at all times, be enough off the radial cut to avoid any parallelism with the medullary ray. This is most easily achieved by making a curvature in the cut using a half-round or staylog lathe to produce the rift cut.

Rift*utting of oak veneer uses a flitch made from a one-quarter of an oak log which is chucked off-center in the half-round or staylog lathe. The knife is positioned to cut the veneers at a distance on the perimeter of the rotating flirch. The flitch is adjusted so that it can operate on a different axis with the knife cutting in a curve across the flitch face on every rotation and advancing after each rotation. The arc on which the veneer is cut is significantly greater than the curvature or arc of the annular rings to produce the comb figure.

Some rift-sawn veneer can be acquired with flat-slicing as the slicer knife approaches the center of the log with the changes in the angle at which it passes through the annual growth rings. However, the highest quality rift figure is produced only by following the AWI Quality Standards. Of course, the cost for such veneer reflects the care required to produce it. Rift-sawn lumber, according to the

While some rift-sawn lumber can be obtained by conventional sawing, high quality rift-sawn wood requires the exacting care described above. This procedure of controlling the angle at which the saw passes through the log takes time and skill on the part of the sawyer. The wedge cut off is waste. The additional labor and waste make rift-sawn lumber as expensive as rift-cut veneer.

It is possible to get the comb grain effect in lumber to match the comb grain pattern in veneer, but the lumber should be bought from a sawmill that specializes in cutting rift-sawn lumber. Specifications should be carefully checked by those who will provide the riftcut oak since the cost of producing the rift-sawn veneer and the rift-sawn lumber is clearly reflected in the price. Bids must be adjusted accordingly by the supplier.

Story at a Glance

Demand increases for oak in rift-cut veneer and rift.sawn lumber. complex manufactur. ing procedure makes specify. ing diflicult . . . price reflects labor costs & waste easy to err on bids.

Center of arc madc as rolaling flitch

TIME MANAGEMENT

(Continued from page 12)

hour of your day. It won't be long before you'll be able to delegate or delete trivia.

Delegate for effective time utilization. By all means, use your power of delegation. Take full advantage of the talents of all your employees. Be sure you give your employees all the information they need to carry out your instructions and any authority necessary to finish the job. Don't overlook the organizational talents of your secretary. A good secretary, well-trained and given enough responsibility, can become an effective administrator. By taking over dozens of those details that absorb your time, she'll help you manage better than ever.

Finish the job should be a top goal. Try to stick with each project until it's done. A great deal of time is wasted by starting one job, jumping to another, and then trying to regain your original concentration. A competent secretary or assistant can ward off interruptions to give you more time to concentrate.

Break projects up and they'll be a lot easier to tackle. When you face involved projects that take many hours or even days of concentrated effort, don't try to handle all the details at one time. Instead, break the projects into workable parts. Again, delegate portions of large projects, but be sure to record appropriate deadlines and follow-up dates.

Give yourself a break when you deserve it. We all need an occasional pat on the back. The trouble with being a manager is that, while you have to encourage and praise your staff, who is

going to encourage and praise you? You'd better do-it-yourself.

When you feel a job is well done, or even an important portion of a job, give yourself a break. It doesn't have to be elaborate. Meet a friend for lunch. Take a coffee break and relax. Or just sit back to study and admire your own accomplishment. You've

Bed

earned it!

Try adapting these rules to your business day. Use your time better today. Build for tomorrow!

(You can get more time management ideas ond afree 3-month time-planner diary by writing to Day-Timers, P.O. Box 2368, Allentown, 'Pa. ISM| -ed.)

TIMBERS

GLASS:FIED ADVERT!SEMENTS

COMMERCIAL hardwood lumber salesperson, experience preferred, to call on industrial, trade, distribution yards, etc. Write Box 512 c/oThe Merchant Maeazine.

FORK LIFT for sale. 15,000 lb. Townmotor, only 5,400 hours, good condition, with side shift. $14,000. Kennedy Lumber Co. (209) 4314541.

Lumber

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 released. Address replies to box number shown in ad in care of The Merchant Magazine, 45fi) Campus Dr., Suite 4t0, Newport Berch, Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call ('714') 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us. sg;Fl'.'iii:i.di.i,qt{+EFtF.i,i.111*gtti1r.1}.!l counts tn benefits.

EXPERIENCED lumber salesperson, wholesale lumber company, industrial acSo. Ca. area. Commission plan, Send resume to P.O. Box 2627. Ca.91769.

PRINTED APRONS

Pomona

WHOLESALE

and lumber.

So. Ca. area for Orange County based lumber firm. Commission. Please call Jim Skay (714) 997-172t.

counterman to sell lumber and hardware. Excellent opportunity and benefits. Please contact Bill Doherty, (818) 288{860 ext. 415, 8614 Valley Blvd., Rosemead, Ca. 91770.

EXPANDING wholesale lumber company in Orange County, Ca., area needs a dynamic and aggressive salesperson experienced in hardwood sales, with following, to cover So. Ca. area. Excellent benefits and unlimited potential. Send resume to Box 513 c/o The Merchant

We're a young, successful growth-oriented wholesale firm actively seeking an aggressive, self-starting lumber trader to join our firm. We have inventories and remanufacturing capabilities to help facilitate your sales. Starting salary and bonuses based on degree of experience. Sundance Lumber Co., Shingle Springs, Ca. (800) 521-2130.

IMPRESSIVE IMPRESSIONS !

Imprinted promotional items for the industry. Carpenter pencils .1999c each (lM. min.). Yardsticks .277a each (lM. min.). Writing pencils .09c each (lM. min.). Imprinted FREE. All FOB factory. Larger quantities, even lower prices. MasterCard,zVISA. Morrison Printing & Advertising Service, 6023 W. Indianola Ave., Phoenix. Az. 85033.

Your Company Nane Cwo pocke0

250,900 ea.,500, 790 ea., 1000, 750 ea. One time art charge $'15.00 Leathor Innovltlon!, Inc.

^ _1 Ciarles Street, Wsst Orange, NJ 07052 201-756-3212 6oo-sze-oces CALL

HARDWOOD PEOPLE

A 70 page history of the Pacific Coast hardwood lumber industry. It preserves stories of the hardwood giants of the past: Capt. Robert Dollar, Bob Osgood, Roy Barto, Paul Penberthy, Leroy Stanton. Sr.. Donald F. White. l0 pages of historic photos.

Anyone in the hardwood business anywhere will enjoy these stories.

Limited edition. $12 special offer includes postage and handling. Order from author: Gage McKinney, P.O. Box67'72, San Jose, Ca. 95150. Publication endorsed by the Los Angeles Hardwood Lumberman's Club.

Yards & Home Centers (etc.)

AL CARLSON broker

"AI" specializes in the sale of lumber yards and home centers only After 30 years in the lumber business he is able to protide experience, discretion and confidentiality in all transactions.

ARIZONA: Three profitable home centerlumber yard combo's. One large truss plant, one busy door shop and a large contractor drywall and lumber yard. Just buy the assets at market value. No blue sky. No liabilities.

RESORT AREA; Modern-llQcenter, i'':'^;

illl prothf Ll,-)1uu0,000 buys very clean profrVY.fiter with all assets saleable and/or in good working order. Good lease with room to expand.

CALIF. OCEAN BREEZES and no SMOG make this six acre lumber yard & home center extra special. Cood mix of DIY and contractor business. Asking $3,800,000. Motivated owner will listen to creative offer.

ALASKA: Beautiful Home Center, Truss Plant & Lumber Yard on 101/z acres.SVz million price is a bargain with reasonable rerms.

OREGON COAST: Large lumber yard and modern home center located on busy highway. Whole ball of wax including real estate for $1,700,000 or just buy operating assets at book value for cash and lease real estate.

COMING UP: Lumber yards in Wyoming and Colorado. Floor company in California. And more.

CARLSON & ASSOCI,ATES

Lumbq Ywd md Home Cmtu Brokuage 212 Marigold Ave. Corona del Mar, CA 92625 (7141673-2n5

:f tr'.l6o$,$v;

SALESPERSON. Experience preferred. Hardwood plywood

Interior British Columbia saw mill, planing mill and dry kiln for sale. Processing 65,000 MFBM per year. Annual timber quota 45,000 MFBM. Mill rebuilt in 1982. Processes cedar, spruce and fir. Contact A. Wetmore, (403) 482-5658 for futher information.

DRY KILN REMANUFACTURING PLANT

For lease in Portland. 3 Moore Kilns.4.6 acres. Green chain, automatic stacker, Stetson Ross planer, chop saws, grade chain, resaw with line bar and grinding room. Call (206) 872-8100.

FLORIDA LUMBER CO.

FOR SALE OR LEASE

Located in building boom area. Would consider total sell-out or lease of land and buildings only or investment coupled with active participation by buyer in conjunction with present owner. P.O. Box 20974, Sarasota, Fl. 335 83.

LUMBER YARD in San Fernando Valley, Ca.

Established 25 years. About $4 million - 3590 cash. Varied clientele. Owner wishes to retire. Write Box 5ll c/o The Merchant Masazine.

CARSON CITY. NV.

18,800 sq. ft. mfg/whse on 3 acres. Deluxe offices, heavy power, alarm, sprinklered, fenced, fuel tanks. $575,000 Bruening Assoc. (916) 546-5 l 6l

CLASSI FIED ADVERTISI NG Order Blank

Name (if any)

LOCAL LUMBER hauling Southern

California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422-M26.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call BiU Hunter, Hunter Woodworks. (213) 77 5-2544', (2 I 3) 83 5-5671.

PRINT YOUR TOTAL HERE S

'Phone number and address can be part of 25 word minimum.

A $30 per column inch rate applies to camera ready copy; $40 if we set the type.

n Assign a box number and mail my replies daily. TO RUN: TIMES TILL FORBIDDEN

ffijTELO3 AXOETEI AREA

LUI'BER AI{O PTYWOOD

Amorican Hardwood Co.

gurns Lumber Co.

Calilornia Wholesale Coos Head Lumber & Plywood

DooleyForesl Co.. Inc.....

Ellington Wood Products

Esslev&Son.D.C.

Far\r&stFirsales (213) 629-5206

FounlainLumberCo..Ed

FremonlForeslProducts

Galleher Hardwood Co.

Gemini Foresl Products.

Georgia-PacilicCorp. (213)968-5551

Heponer Hardwoods.

HillLumb€roo.,Mu

Hull Lumber Co.

Inland Timber Co

KniOht Induslries

MacBealh Hardwmd

Maple Bros.. Inc. MouldinOs

Marquarl-Wolle Lumber Co.

osgood Inc.. Roberl S.

Pacific Madison Lumbet Co. 1213t 773-2292

PatrLumberCo........

Penberlhy Lumber Co.

Peterman Lumber Co.

PhilipsLumberSales

Product Sales

CREATER BAY

B€avor Lumber Co. CaliforniaForestProducls.... .......

DMK Pacitic Coro.

Ooors. lnc.

Fl0r Seruice SuDoly (San Jose) G&RLumberCo

Georoia-Pacilic Coro.

Georoia-Pacilic Corb. {San Jose)

Harness Timber Products

Hiqoins LumberCo. tMonterevt....

Hiaoins LumberCo. {SanJosdi

HiaqinsLumberCo. {Union Citv)

Hiqqins Lumber Co. lwalnut Cid6k)

Hobls Wall Lumber Co.. lnc.

Louisiana-Pacif ic Coro

MacB€ath Hardwood

P.R.0.0. WholesaleDistributors.......

RedwoodEmDire.lnc.

RolandoLumberCo.. lnc.........

Seouoia SuDolv

SiripsonBuildinqSupplyC0..

brmpson I rmoer u0.

Triangle Lumber Co.

Trus Joisl Corp.

Wendtin0-Nathan

Western Forest Product Sales.

I{ORTHERII A]ID CEIITRAI CALIFORlIIAffiffi

WARCATA/EUNEKA/FOBTUt{A

Bracut Inlernational

Britt Lumber Co.

Eel River Sawmills

Humbolt Redwood Co.

Louisiana-Pacilic Cor0

PVMRodwoodCo..

Reid & Wriaht

Schmidbau-er Lumber. lnc..

Simoson BuildinoSuoolvCo. .....

AU6URII/GBASS VALLEY

All-Coast Foresl Producls, Inc... ..

R&LWoodProducls

EAKERSFIELD Hiooins Lumber Co.

Paailc Wood Preservino ol Bakerslield.CorD..... (805)

cHtco

Norlield Manufaclurino

Siskivou-PlumasLumberCo.

ct0vES0AtE

Bowman Lumber Sales

G&R Lumber Co.

Louisiana-Pacific Coro Rolando Lumber lKinton Div.).

FORI BRAG6

Georqia-Pacilic Coro. {Redwood)

HolmesLumberCo., FredC.

FRESIIO

Georgia-PacificWarehouse.........

Higgins Lumber Co.

LewisCo.. Inc.. PalmerG. .........

Pacific Forest Products

Trus Joist

Western American Forest Products weyerhaeuserco. (800)

Woodwork Inslitute ol Calilornia .

Los 8At{0s

Stewart Hardwood Lumber C0..

ltt0DEST0

SniderLumberProducts...........

Sunrise Foresl Producls........

Sward Trucking

REOOII{G ANEA

LewisCo., Inc., PalmerG.

Louisiana-Pacitic Corp. (Red Blufi)

Chandler Corp.

Ensworth Foresl Products

FloorService Supply..

Georgia-Pacilic Warehouse

Hedlund Lumber & Machine

HigginsLumberCo.

Koppers Co.

LewisCo., lnc.,

PalmerG.

Louisiana-Pacific Corp..

Mello Inc.

NikkelCorp., The........

ostermann & Scheiwe USA.

P& M CedarProducls..

Rocklin Forest Products

Siskiyou Forest Producls

StocktonWholesale

Trus Joist

Union ForestProducts

Union Pacific Railroad....

Union Planing Mi||

Waldron Foresl Products

Weslern Wood Treating Co.

Weyerhaeuser C0.........

SAI{IA TARIA

Higgins Lumber Co.

SAI{IA ROSA AREA

J.H. Elevins Co., Inc..

HioainsLumberCo.

Midin Foresl lnduslries.

Novo Timber Producls. Inc.

Nu:ForestProducls

Rich Doss, Inc.

Windsor Mill, Inc.........

Woodland Products Co.. lnc.

UKIAH/CALPEtLA/WItLITS

All Hearl Lumber Co.. Inc.

CoaslWoodPreservino, Inc. ....

ForestProductsTrans-oorlation.....

Harwood Products

HoolandForeslProducts

Litlle Lake Induslries

Louisrana-Pacrlic Corp

Pen0linMarketino.....

Perlormance Coalinos. Inc. lCa.) {800) 468-8817

RedwoodCoastLumberoo. .. .....

Willils Redwood

WEEO

Siskivou ForestProducts

w|ltlAMs

San Antonio Pole Const. Co.

Goldrng Sullivan LumberSales

Inland Timber Co. .

Koppers Co., Inc.

L-PDislribulionCenler

Laminated Timber Seruices lnc.

DMK-Pacitic Corp. Essley & Son, D.C.

Far!\'bst Firsales.

aiil6i'&to

PACIFIC TORTIIWEST STATES ROCKY toultrArlrs

8:?y;,T.?i't .:':l'

Lewisco.,lnc.,Palmerc... {!99)!I-?qlq iJ,'#nrumoer,tnc.......

258-7737 i.I"'1,112_p2gif;s g61p.

Weyerhaeuser C0. (509) 922-4949 i;l;:], - tj1oL,io.,r'ri 1.

TAC0lttA

I1t-qlg! Lrii!'co.,rn..,patmerc.. (503) 620.1411

EelAir.Door/Alpineveneers,lnc.. . (206) s81-0423 i#ilifigp-p1y-. --..... l::.i -.'.::::. iioji 6di-IdI2 BUrnsLumberco.(?qq)E111115iriin,cia5ird.eanvan'. cUstomPane|s'|nc.(?sq)!1?1qqg5ijiivourorestprooircts''''''' Georgia.Pacificcorp,..-':''':'':.'(?gq)9qq.1!Zq5oui'tiirnpacitic LewisCo.,lnc.,PalmerG.AlaskaDiv.-.,..r--

AmericanprywoodAssociarion l?ggl:g?-gggg ii[l3it]lti*!i!9,%ucts (edo] *r,uur, [333] lli-3ll!

{?gq) 922-8333 SuniisirorestproOucts.... (eOd) stz-rz7t isOii Oga.ioir ostermann&Scheiw€USA-_(800) 344-w000 (206) 847-1951 iieJsource,tnc. ieOOj agg-rneE iedoi iiS_inEe savasewholesaleBuirdin0Mareriars,r* (39P1:91:l?l riuiioor . isog) 20ioiai sequoiasuppry

1i99) 19? 9199 wditirn Internationat Foresr TrusJoist. ......... (206) 232-8815 products (800) 547-5bOO (503) 246.5500 rjnion Pacific Rairroad

\?0"91 ?l? ??12 wiiiein wooo producrs Associitioi isoii zzq-iiso W-eyerttae.us_erco. (206) 924-2345 iiffiaeuseroo. iSOii OIO_O6ii

VAl{GOUVER

(206) 8e2-0770

(so3)8i4-22.36 UnionPaciticRailroad. (s09) 529-1010 lSfrttt'r*1"* (s03) 672.6528

WENATCHEE !ewisco.,l;c.,

OREGOl*

"LOOKING AROUND" says Paul Bunyan

Paul does not r€st on his fame as the lumberman's symbol of accomplishmerit. New requirements and changing conditions keep him aleft to progress.

OBITUARIES

Redmond "Gus" Michaels, 85, executive secretary of the Arizona Lumber and Builders Supply Association from 1947 to 1965, died July 30, 1984.

He was born in Tucson, Az., and served in the U.S. Armyin W.W. I. Mr. Michaels was a semi-pro baseball player and coach, later serving as president of the Arizona State League.

ln 1922 he began a lengthy term of employment for Roy and Titcome Co., Nogales, Az., an early day conglomerate. It included lumber and millwork-he was manager of the mill-and at one time the firm imported Mexican cedar that was used in

9090 of the cigarboxes in the U.S.

Mr. Michaels was also a member of the Arizona State Highway Commission and was later instrumental in reactivating the Fort Huachuca Army Ordinance Base, the largest such facility in the country. He was a member for more than 50 years of both The Elks Lodge and the Kiwannis Club.

He is survived by his widow, Katherine.

Joseph B. Ransom, owner of the Ransom Bros. Lumber and Supply Co., Ramona, Ca., died in that city on June 25, l98y', of cancer. He was 62.

A resident of Ramona since childhood, he was a graduate of the University of Southern California with a B.S. in business administration. He had been a member of both the Ramona Chamber of Commerce and

Rotary Club for 35 years. He had served as a director and president of the Pacific Southwest Hardware Association.

Mr. Ransom is survived by his widow, Esther, two sons, two daughters, two brothers, one sister and four grandchildren.

John A. Kyncy, president and general manager of Whiting Mead Co. Builders' Market, San Diego, Ca., died of cancer on July 3, 1984. He was 66 years old.

A member of the San Diego Lumbermens' Association, he joined the company in 1947, after serving in World War II.

Mr. Kyncy is survived by his widow, Mary; two brothers and one sister.

Bill Fishmon &,,4ffiliotes

/UARKETING SERVICE lNc.

Frotr Marketing Services, a professlonal corporatlon

ADI/ERTT SING & MERCRANDISING

' Advertising Evaluation

' Advertising Budgeting

' Coop Adminiatration

' Cotpany news bulletins

' Pronotlong & Hoopla

' Ad PreparationPrlnt & Broadcast

STRASSGIES & PROGRAIIT DEVEIPPT{NIT

' F1nancial Modellng

' Geodenographic Modellng

' DerDgraphic Screenlng

' Uarket Testlng

' Saleg Forecasting

' Tactical Planning

RESEARCS E SURVEYS

' Signing ProgranE

' Vlsual Merchandlsing

' Private Label progratns

' 'Package' Selllng

' Product Knonledge lraining

' In-Store Excltetnenta

' Incentlve Prograna

' Sales Training Programa

' Clinlc & Denonstratton programs

' Inatalled Service Prograna

' Management Developnent prograns

Consuner Research - Focus groups, telephone interviewlng, per- sonal interviewing, dlrect rnail guestlonnalres, etc.

Secondarv Research - Search of already published industry goverrmrent Etatistics on the subject matter.

Site Location - Hlghest and best use real estate feasibility studles and mathenatical models on chaln operations and market variable8 that appeared to generate succeas, e.g., traffic crounts, pozulation denslty, incone levels, etc.

Ccnparative Asseastnents (trade area analysis)

PEIIB OR ![lrrts FOR IIORE INFORttATIOift

,4ffilkrtedoflices: Detrcrit t{e\'v \6rk Dolkrs Cleryekrnd Chicogo

SIORErIDB Srr.ES B(DsTEB PNOGRII{s

n65Olberio Ploce Son Diego, Coffornio 92128 PHONE 619/485-7500

Your needs may not be one of these 18x38's shown. But whatever your need we have a complete inventory of TIMBERS up to 52 feet!