Merchant Magazine - September 1985

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

"Mistakes cost us a ton of money. We have to go with someone we can trust. We want a reliable source of supply. We want the right materials on time. And when it gets here we want a quality product, no exceptions. Weyerhaeuser is not a Johnnycome-lately. They know us. They know our market. Thev know how to help us make mohey."

JIM CAMPBELL, Presidenl Spenard Builders Supply Anchorage, AK

"The loeistics of doins business ro piece of Eake. Weyerhdeyser is upherei'fl

Weslern Home Center & Buitding Supply Declers Show

THURSDAY - FRIDAY - SATTIRDAY . SEPTEMBER 19-21, 1985

Be our guest at the show. The registration form on the facing page is your invitation to attend the Western Home Center & Building Supply Dealers Show free of charge. Save time and avoid the lines by returning this form to the address indicated by August 19 or bring the form with you for f ree admittance to the Show.

It's your show. Don't miss it. The Western Home Center & Building Supply Dealers Show is the first and only Show designed to meet the unique needs of home center and building supply dealers in the western states.

The largest and most complete. The Western Home Center

& Building Supply Dealers Show is where you will find the largest and most complete selection of home improvement, maintenance, remodeling and decorating products ever assembled in the West for western retailers. More than 500 leading manufacturers will be showing the newest and best products and services for your 1985/86 selling season. Seminar programs specifically for western dealers. All seminars are designed and presented by your fellow industry leaders who understand the western market. Under the theme, "Competing Successfully in the West," the seminars will be divided into topics of importance to both top management as well as store-level personnel.

SHOW HOURS,

Heqrtwo of Americcr's most sought-after speckers

Stanley Marcus, former chair- jffi"f-man andchief operatingofficerof ru Neiman-Marcus, Dallas, Texas lT and world-renowned authority on }f_

retailing excellence. willaddiess FGil e the Opening General Session of the Western Home Center and Building Supply Dealers Show on Thursday morning, September 19. Mr. Marcus, generally regarded as the "Founder of Quality Retailing," tne"FOUnOerOILlualfiyHetalllng," StanleyMarcus is familiar to many western retailers. As the keynote speaker at the National Home Center Show in 1983, he drew the largest attendance ever for an opening session and holds the distinction of being the only keynoter to receive a standing ovation. Mr. Marcus' exciting and informative presentation this Septemberwillbe a rewarding experience for all home center and building supply dealers who attend.

John Wooden, former head basketball coach at the Un iversity of California at Los Angeles will be the featured speaker at the Western Home Center & Building Supply Dealers Show on Friday morning, September 20. Known as the " Wizard of Westwood," Mr. Wooden coached the Bruins to numerous conference titles and NCAA tournament championships. He is considered among his peers, as well as college basketballs fans across the nation, as one of the greatest coaching innovators the game has ever seen. Now a much sought-after speaker, Mr. Wooden has taken his motivationaltheories from the basketball court and applied them to the marketplace. You won't want to miss this opportunity to hear one of the country's most exciting and dynamic speakers at this year's Western Home Center & Building Supply Dealers Show.

Mcke it q lcmily qffqir in Southem Cqlilomia

Anaheim is the place for fun, too. Bring the family to the Western Home Center & Building Supply Dealers Show and enjoy all of the fun and exciting attractions that the Anaheim area is famous for and here's an added incentive. After the show closes, those attendees and exhibitors staying at the Ana-

childhood fantasy becomes reality in the seven magical lands that it comorises. Knotts Berry Farm has grown from a small berry farm business in the 1920's to the nation's third most popular themed attraction. An authentic western ghost town, exciting thrill rides and dozens of restaurants, gift shops and attractions fill the

heim Marriott Hotel may stay over Saturday and Sunday 150 acres of Knott's Berry Farm. nights for a room rate of only $40 per night.That's as much Bring the family to the Western Home Center & Building as $44 off the regular price. And, as always, kids stay free. Supply Dealers Show and sample all of the fun and exciteYou'll enjoy world{amous Disneyland, the place where ment that Anaheim has to offer.

__i1'l1ogs1'gr'lg1'ilTllol_"I1T1

FREE REGISTRATION INSTRUCTIONS

llledernHorneCeiler&

Dedets Slprv Seplomber 19-21,,1985/Anoheim, CA

IMPOffANT: ln order to process your registrolion. your componyb business ociiviiy musl be indicoted below:

(l)

(J)

(P)

Olher [pleose describe)

N6il6: Erhibilor personn€l should not use lhislorm. Pleose usefo,rm pro/ided in Exhibilor Kit.

John Wooden

1. Bring lhis show licket with you lo the Anoheim Convenlion Cenler. Pleose fill in oll requesled informolion, A show bodge will be mode for you in the registrotion oreo,

2. REGISTRATION COMPUTERIZED, ALL INFORMATION MUST BE FILLED IN,

3. NO ONE UNDER ,16 YEARS OLD ADMITTED

Seruing the lumber and home center markets in 13 Westem SfatesSince 1922

SEPTETBER 1985

VOLUTE 64,llo. 3

TAJOR NEWS and FEATURES

Hardware/Housewares Special lssue

Technology Transforms Hardware's Appearance

Solid Gold Hardware Merchandising Pays Off

Ace Hardware Pres. Prescribes lndustry Cure

Home Centers Losing Housewares Sales Battle

Housewares Sales Respond To Changing Times

Luxury Hardware Sales Climb to $50 Million

Western Home Center Show Geared To Dealers

New Executive Veep For LMA Retail Association

Standard Housewares Redesigned For 1980s Use

Hand Tool Users Demand Quality In Products

Guidelines For Recording Use Of Company Car

Dealers Like Advantages Of Plen'Wood System

Little Known Hardwood ls The Hardest Of All

SERVTCES

Buyers Guide

Advertisers Index

The Merchant Magazine

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

C.ontributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 7Xt-56000) is published monthly at 4500 Campus Dr., Suite 4t0' Newport Beach, Ca. 92.65t0, Phone (7f4) t52-l!D0, 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

rROM WASHINGTON STATE, OREGON & IDAHO: contact Carole Holm, l0l8 Lloyd Bldg., Seattle, Wa. 98106. Phone (206) 34&0680'

FROM NORTHERN CALIFORNIA & ARIZONA: contact David Cutler, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Call (714) 852-1990.

FROM SOUTHERN CALIFORNIA: contact Carl Vsnn,2O5 Oceano Dr., Los Angeles, Ca. 90049. Phone (211\ 472-3113 or (714) 852-1990.

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

SUBSCRIPTIONS

Change of Address-Send subscriPtion orders and address changes to Circulation Dept., The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 926Q.lnclude address label from recent issue ifpossible, plus new address and zip code.

Subscription Rates- U.S.: $9-one year; $15-two years; $2Gthree years. Foreign: one ye€u payable in advance in U.S. funds-Canada or Mexico: air-$35; surface-$30; South America: air-$55; surface-$3O; Asia: air-$68; surface-$30; Europe: air-$98; surface-$3O. Single copies-$2; back copies-$3 when available plus shipping & handling.

Desert Redwood" is no mirage

Youknowtheproblern wood looks right,

A personal guarantee. Some redrvood hnnber is too geen Someistmdry.

Well, new Desert Redwood from louisiana-Pacfic is just right It sohes the problem once andfor all

New Louisiana-Pacific Desert Red\ rood is consbuction common or constnction heart

ffih";ffi

percent or lower moishre contenL Onty after it's dried is it trimme4 planed and graded Dimensions are tue. Shrinkage is controlled" Grading is riglt on Ionisiana-Pacific Desert Red-

Even

feels right, worksright better, it's priced righl

And another beautiful thing about Iouisiana-Pacific Desert Redwood is its weiglrt Unlike green redwood that weighs up to 2800 pounds per thousand board feet, Desert Redwood weiglsabout 1600 pounds per thousand"

lousiarn-Pacific Desert Redwood consbrrction common and constrrction heart are arailable nt2' x 4' or 2' x6' dimensions in lengths to 20 feel

Nobody else makes it Just Louisiana-Pacific. Discover the beauty of L,ouisiarn-Pacific Desert Redwoodtoday.

When you buy an Americanmade louisiana-Pacific product fike Desert Redwood we e>cpect you to oeect the besl Not just quality. But a competitive price. A satisftctory busi. ness relationship. fuid senice that leaves you completely satisfied The 12,000 men and women of L,ouisiarn-Pacfic join me in giving you our persorul guarantee. We will perforrn If we donl letusknow, please.

Sincerely,

Chairman and President

EDITORIAL

A very old problem still unsolved

I COtvttvtoN SIN in the hardware and Ahsusswares field is the confusion between features and benefits. Companies too often get wrapped up in how a product is made, what it is made of and how the parts work. What they forget is that unless these product features are translated into what it does for the customerthe benefitsthe potential buyer may stay just that, potential. Whoever does the selling must remember that most customers need an explanation of how the features benefit him.

Forgetting this important difference occurs at all business levels. This morning we received a news release from the folks at Reichhold Chemicals that will serve to illustrate the point. The first paragraph says:

"Dover, De.The Emulsion Polymers Division of Reichhold Chemicals, Inc., has introduced a modified carboxylated acrylic copolymer latex which is designed as a base for caulks and sealants."

tDAVID CUTLER editor- publisher

Well, good for them. But where is the customer benefit? I, for one, wouldn't know a "modified carboxylated acrylic copolymer" if I fell over one. Only later in their news release did the firm get around to pointing out all the goodies that the buyer would derive.

Unfortunately this is a common, not isolated instance. We get this bafflegab daily. We also see it, as you do, in product literature, displays, catalogs, labels and a host of other places where a company is trying (apparently) to communicate with the consumer.

At the heart of the problem is the fact that the company is thinking of itself, not the customer. The self-centered corporation is concerned with itself and its products, forgetting that the customer is the one who should occupy its thoughts.

The confusion between presenting features and benefits is an old problem. Regrettably it is still prevalent because too few people in this business stop to factor customer consideration into their thinking.

QUAIITY plus VALUA equals the COMPBIIIWI BDGB

3Ol SIDING, DOIIGLAS FIR or CEDAR - 5ph', solicl corc, natur:rl ftrcc clclc'cts. All stanclllr(l pattenrs. u'ancl 9'.

!-PLY STIIRD-I-FLOORSolicl corc lralrcls 5/f]" :u-rcl .3/.1" tonguc alrcl groove , lirll lircc'.

g. 5pl1'coustnrcti()tt. Vcnccr ftrcc. back alrcl cctttcr corc.

$. OSn STURD-I-FLOORtlrc oricnlccl strallcllxrarcl firr solicl f'loor coltstnrcti()r'1.

B. APA TRADE MARKED o SPECIATTY PRODUCTS ON REQUEST

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

Residential.

Frorn traditional double-hung to contemporary casement) awning and gJider, Andersen has a style to match any home. Double-pane, HighPerformance or new High-Performance Sun insulating glass matches the need for energy efficiency.

Commercial.

Schools. banks. hcspitals, shopping centers. officesAndersen ends window pains for them all. Durable rigid vinyl exteriors keep main. lenanc€ costs down. Building beauty up.

New Construction. No windows scive you better Allaround flange makes installation easy. Precise milling cuts call backs-no sticking or binding. Vinyl sheath ing resists handling/ installation damage.

Cune lloille

Remodeling. With beautiful styles, hundreds of sizes, lhousands of combinations (likc angle bayr), many glazings, white and earthy Tcrratone colors. It makes 1ou wonder-is Andcrsen the perfect remodeling window?

toAr*rsen

Replacernent.

Aiiilersen's $road line of styles and sizes plus a valuable "How to" handbook makes your job fast and easy.

\.rl lrrlirtr \\ r!l'hts

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 to your specifications.

We're also a leading supplier of Laminated Beams. As wellas Lock Deck@ Laminated Decking.

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

A specialty lumber distributor for over 30 years.

In Oregon, 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

ls hardware going soft?

HAT'S happening to hardware? Do your customers, especially those who cringe at "plasticj' realize that metal is no longer a significant ingredient in a lot of plumbing hardware?

Acetal resin, an engineering plastic, has become one of the fastest growing materials in the plumbing industry today-with an annual growth rate of llv/0.

The use of acetals is growing rapidly in fittings, valves, faucet parts, showerheads, sink sprayers and drains, where strength, stiffness, endurance and low friction are important. When a chrome appearance has

been necessary, acetals have been covered with a chrome-plated material. However, a number of European designers believe the material performs so well that a metal look is not necessary. They are creating highfashion faucets and sink fixtures in designer colors that totally eliminate the chrome look.

The growing popularity of parts made of acetal is attribted to several recent technological advances.

VlSlBtE as well as unseen parts of faucets are made of acetal resin. (lower photo) Faucet underbody ol Du Pont Delrin acetal resin was used daily for 17 years.

Another reason, according to Dr. Paul E. Sample, a Du Pont technical consultant, is that the polymer has been time-tested. "When we first introduced acetals to the plumbing industry 25 years ago, there was a general fear that the materials wouldn't hold up, or would hydrolyze under long-term hot water usej' he said. "Some manufacturers tried the polymer, and are reporting troublefree use in thousands of applications. Many parts have been in constant use for more than 20 years and have no deformation or hydrolysis. That news is spreading fastl'

Price/Pfister and American Standard have been using acetal resin in fixed plate shower heads since the early 1960s. Another firm, Chicago Specialties, produces several pulsating shower heads designed with components made of the material.

MCC Powers has been incorporating innerbodies made of the resin in its shower temperature-controlling valves since 1963 and, of the first half million units sold, not one was returned due to failure of the components.

Delrin (Du Pont's acetal) is used in more than half of all U.S. manufactured ballcocks and nearly all U.S. manufactured flush meters. Ballcock samples removed from a group of California homes after l7 years showed acetal components to be in excellent condition.

Price/Pfister uses acetal for l0 mechanical components in one of its

DURABILITY, strength and stiffness make the acetal resin appropriate for use in domestic hot and cold water systems.

single lever kitchen faucets and, along with Modern Faucet, selected the material to replace phenolic in its kitchen sink sprayer body, lever and coupling nut for toughness, thread strength, resistance to scratching and mineral buildup.

New applications also are being commercialized with 2OO PL. England's Fordham Bathrooms & Kitchens Ltd. has replaced all acetal plumbing components with the new grade and is using 200 PL for seven parts of its ball valve. Brass-Craft Industries recently introduced fittings, elbows and tees of 200 PL as part of its newly-developed Poly-Lock potable water svstem.

Story at a Glance

Acetalplastic used in plumbing growing al1loh ... quarter cen. tury shows product durability... high style color possible ex. cellent perlormance in unseen components...

Solid gold hardware merchandising

Golo cI.ows richly next to Sthe aggressive sparkle of silver plated products. Adjacent is a display where the turning of the cut crystal handles flashes light into the room. Wait a minute! Is this a jewelry store or a home center?

Actually it is a home center, or more accurately, a part of one. It's the newest division of the Dixieline Lumber Co., called Classic Collections, located on the top floor of their Miramar Road store in San Diego, Ca.

Dixieline president Bill Cowling confesses that he has always had a dream of having a showroom that would feature the very best available in bath hardware, hardwood doors, fireplaces, beveled glass and the like. In short, all the high quality home and bath items that can make a home truly luxurious.

Classic Collections was started with an investment of $500,000 for inventorv and showroom. "That's mostlv

inventory," notes Cowling, who observes that a potential competitor would have to spend three times that amount if they started without a building, parking and related systems.

Story at a Glance

Upmarket hardware, home and bath products division on the second floor of established home center eams immediate trade acceptance. . .inventory is an in-depth selection of the very best.

What Dixieline got for its investment is a showroom well designed to dazzle the most jaded observer. No mere upscale plumbing showroom here. Classic Collections is by far the largest and most complete such home and bath operation in the West and perhaps, the U.S. While other firms carry one or two of a certain item, the Dixieline customer can be fairly assured that "if they don't have it, I don't want it."

Already drawing buyers from far beyond their normal San Diego trade area, the showroom is demonstrating that architects, designers, builders and others have a need for a truly complete selection.

While basically an invitation-only showroom its existence is no secret. Signs inside and out carry the name, and any customer in any of their five home centers is more than welcome

C0PPER H00D shines above four working sinks in island display. Note other functioning sinks in back cabinets plus others displayed on the wall, typical of the extensive product selection at Classic Collections.

ToP 0F THE LINE pedestal sink, flanked by an elaborate display ol Villeroy and Boch bath system products, is discussed by Dixieline president Bill Cowling (left) and division v.p. Charles Butler.

to have a look and buy the merchandise.

While some of the products are off in dreamland except for the fortunate few, sales, credit and pricing policy

Hardwarel Housewares: I 985

are very much down to earth. Normal credit procedures apply, but a $4,000 order will require a $2,000 deposit. Architects. builders and contractors enjoy a fixed discount. Volume

affects the final pricing though and even Joe Average Homeowner can expect a good price break depending

(Please turn to page 54)

LAVISH, full-scale displays, most with running water (1) are arranged about the 8,000 sq. ft. display area. Note full tub in first photo. (2) Palm softens corner of bath featuring extensive use of matching flowered porcelain bath fixtures. (3)

0penness characterizes salesfloor. Carpet is lavender, accenting glittering hardware displays on the walls (4) Hardwood millwork adds that extra touch to the upscale home. (5) European hand-held showers are a popular item; the varie-

ty is amazing. (6) Handcarved wooden mantle tops marble fronted fireplace adjacent to bench and stools for customers to use to read and olan their dream home.

Keynobr surueys hadwarc industry's position

1f, CftON and cooperation are T the solutions to many of the ills of the hardware industrY today, Lawrence R. Gavin, president of Ace Hardware Corp., proposed in his keynotc address at the 1985 National Hardware Show/Hardware Industry Week.

"What I propose is a symPosium to be held this fall or early next spring to include representation from all of those within the golden triangle of distributiorrwholesalers, retailcrs and manufacturersj' he told the audience at the Aug. 12 opening of the Chicago meeting. "The American Hardware Manufacturers Association, the National Wholesale Hardware Association, the National Retail Hardware Association, all coming together with a common purpose;

"Think of what a meeting like this could accomplish. It would open uP lines of communication as never before. All of the critical issues which face retailers, wholesalers and manufacturers could be addressed in a setting with input from all those who would be affected. Tbpics could include video cornunications, the UPC Code, inventory control at the retail

Story at a Glance

$113 billion home improvement ma*el by 1990 . rctailer who pleases customer will suwive strategy can beat compeli. tion... m|r, wholesaler, rctailer musl cooperate . .lndustrywHe sympoeium called f,or

and wholesale lwel, computers, electronic marketing, the importance of long range planning for our industry, and much more."

At the beginning of his speech, Gavin indicatd he would tell "how I see the indrutry toda$ who's winning, who's losing and why, what we all must do to remain competitive." He challenged his audience to make a commitment to excellqnce.

Outlining opportuniti€s, Gavin called the industry dynamic, stimulating and changing. D-i-y rsearch indicates that the,tptal home improvement market will reach $ll3 billion by 190, he said. The d-i-y home improvement market will reach $78 billion, thecompound annual growth rate will be 890 in the home improvement market and 12.70/o inthe d-i-y segment in the next five years.

The d-i-y industry is entering a new strategic era characterized by a sustained high level of demandand above average earnings prospcts, Gavin pointed out. Backing his comments with "in one day, Americans spend almost $154 million at building supply home centers, hardware'stores, home improvement warehouses, lumberyards and the like . about $53 per household each and every month. AIso in one day, Americans undertake 252,W d-i-y projects, about 1.8 million per week. American d-i-yers do more painting related projcts than any oiiGr type almost 97,000 per day. They also spend almost $29'000

per drv on room additions and start almost 10,000 security related.pfojocts.

He characterized the problerns of the, industry as "all competing for basically the same consumers, consumers who have gfeater.choies than ever beforel' Comparing the proliferat-ion of retailers in one areafighting for the same culttomers to service stations on everycorrter and the gqs wars of t}e '50s and '60s, he stressed that the retailer must identify the consumer he serves.

lbuching on the comPetition between the independenl and the chain, especially the warehouse operations, he gave examples of how Harry's in New Orleans, La., mapped out a strategy of convenience and service to meet the arrival of Home DePot and Houseworks in that city. Independents who rcpresent at least 7590 of the companies in the industry should replace paranoia with preparation and planning, he said. Power retailers need to rep,lace marketing mania with market sunrcys and round business principles.

ManufactwCrs and'wholesalers must work together with relailers, he said. From manufacturers and suP pliers, wholesalss exp€ct programs tailor-made to their needs. Vendors must work with buyers and theirmerchandising department to create the best possible program for dealers. Wholesalers want suppliers to provide information on new products, new trends and new offerings.

"All of us in this room have shared in the growth of tlre hardware-home center business. ,T1e doit yourself market continues to groq fostering new forms of retailing whichgenerates new customers. Many of the hardware store and lumb,er yard retailcs have evolved into home centers q&d then to warehouse stores. It is a mad scramble for business with the retailer after the consumer, the manufactur€r after the retailer, and the wholesale/distributor sometimc caught somewhere in be, tweenl'

Home centers losing houseware sales

!ewnn HousEwARES are t being sold each year in home centers and hardware stores as competition from other retail outlets increases.

A cooperative effort to combat the trend is being organized by the National Housewares Manufacturers Association and the National Retail Hardware Association. Nearly twothirds of the nation's retail hardware stores are deemphasizing housewares, according to research done by the NRHA.

"The plan," said Ronald J. Fippinger, managing director of NHMA, "is to provide sales people in the hardware stores better training and the background to sell housewares." Sales people better equipped to serve the customer wanting to buy housewares will bring us "one step closer to restoring thriving housewares departments in local hardware stores, thus increasing sales," he added.

The NHMA's major responsibility in the joint venture will be to assist in the development and financing of an audio visual training prsentation. At this time discussions are being held to determine which medium will be used

to deliver the training information. The audio visual program for sales representatives from wholesalers as well as retailers is expected to be completed this year.

The l8th annual marketing research study completed by the National Housewares Manufacturers Association to monitor and track industry sales and marketing trends concurred with the results of the National Retail Hardware Association Study. According to their figures, mass merchandisers accounted for 3890 of their total dollar sales in 1984, the highest figure reported since the series of tracking studies was initiated 18 years ago.

Retail outlets accounted for 8390 of all housewares purchased from manufacturers while wholesalers were responsible for l7v/0. Surprisingly, hardware stores purchased only 390 and home centers 290. Among those outlets purchasing 590 and above, department stores accounted for l09o; catalog showrooms, 990; food stores, 790; drug stores, 590. Mail order operations accounted for 290 of purchases; buying syndicates, lVo, and all other categories 490

On the wholesale side. housewares,/

hardware distributors purchased 590; rack jobbers, 2t/o; electic housewares distributors, premium users, club and party plans and variety distributors, each purchased l9o. Drug distributors, premium distributors and stamp plan suppliers purchased less than .0590. All other purchases accounted for 590.

Home centers and hardwares experiencing a decline in their housewares sales would be wise to follow the lead of the associations and beef up the product knowledge of their employees. They also should look to their competition to see why they are being outsold.

Story at a Glance

Associations fight lower sales new training video due this year. .mass merchandisers, department, drug and food stores outsell home centers/ hardware stores.

Changing life styles influence housewares sales

? -o n\r.,rE wAnED cusrumcr I is changing. As more thqn half of the women in the U.S. work, with 6090 ofthe 18 to 35 agegroup holding jobs, buying habits are changing.

Men and women are frequently sharing household tasks. This trend plus the increase in single households and shared dwellings is turning the male into a housewares customer.

The demand for housewares which save time plus the influence of the male in the market may bring changes in the popularity of some products, but electric housewares still dominate, accounting fora third of the industry's total sales. Cook and bakeware at l09o is the second largest category of items actually involved in food preparation. Decorative accessories also claim l09o of the market.

Serving and buffet products and accessories which include dinnerware, cutlery and flatware as a category accounts for 890 of the housewares sales. Cleaning products and accessories rank at 7a/o as does furniture. Plastic ware and indoor products and accessories each account for 590. Kitchen tools and gadgets make up 390. Bath and closet accessories also average 390. All other sales in the housewares department account for the remaining 990.

In a breakdown of categories, cookware, classified as those items in which cooking takes place as opposed

Story at a Glance

Time saving electrical products dominate market. .food pre. paration equipment in second place. .white first choice color in all categories.

to baking, accounts for 890 of the sales with baking items selling only 290, reflecting changes in the national diet and the popularity of prepared foods. Closet accessories also account for a lesser volume than bath accessories in their shared category despite consumer interest in closet organization.

The male influence may account for white as the leading color at present in each of the five product categories. Primary colors such as blue, yellow and red also are more popular than in the past.

White bath accessories are favorites at 37s/o with blue close behind at 220/0. Pastel shades share with beige at 9o/o; yellow sells at 890; almond and red, both 790. For closet accessories white is first with 47s/o;brown, l79o; almond, ll9o; blue, llgo; red, 9s/0.

White is the most popular outdoor products and accessories color at 3090. Yellow and red are each23v/o; black, 169o; blue, ll9o; brown, ggo; almond, 690.

White is the color of 3690 of the serving and buffet products and accessories sold. Red ranks at l89o; brown, l49o; yellow, l39o; blue, 1290; wood tones, llgo; almond, ll9o; black,89o.

Kitchen appliances and accessory purchases are white 420/o of the time with almond close at 4190. Brown is l09o; red and yellow, 9Vo; blue, Tv/0.

Color choices are expected to continue to be much the same although yellow may be more in demand for outdoor products and accessories. White is expected to increase its lead in closet accessories and kitchen appliances. Black, influenced by designer table trends, is gaining popularity in serving and buffet products and accessories, although it is anticipated to remain the least popular color choice.

Hardwarcf Housewanes: I 985

Things You Wish You'd Thought of

Just when you think that everything possible for use in the kitchen or home is already in your housewares section, something new and different comes along. Listed below are some of the 1985 housewares your customers will find fascinating.

o Freedom line of cordless small appliances, including a hand mixer, a knife and a can opener, with rechargeable batteries that allow 15 minutes of continuous operation under heavy loads, and recharge overnight.

o Cordless, handheld rechargeable portable can opener runs up to seven days between battery charges.

o Studio Oven for countertop use has a non-stick removable interior shell. and a 1500 watt electric burner on top of the oven, with separate controls that allow the burner to be used alone or together with the oven.

o Under-the-cabinet kitchen accessories include a spice rack that holds up to 14 bottles and has a unique, all-wood mechanism that lowers the large shelf down and out into plain view and easy reach; and a bread box that mounts seven inches under the cabinet and has a slatted oak door that slides up and out of the way, allowing access to the entire bread box which holds two large loaves.

o Complete line of space-efficient microwave ovens offering 1.2 cu. ft. of cooking capacity in only 22 in. of counter space; they have front air intake and exhaust so units can be installed against cabinets and walls.

o Pushbutton-operated ice cream maker can make a quart of ice cream in 20 to 30 minutes, and has a removablestainless steelcanister that can go into afreezerwhilea second canister can begin to make a second batch of ice cream.

o Tasket, a plastic basket for use with laundry, groceries and all kinds of home tasks, folds up to less than three inches high for storage, but flips open to become a sturdy tote container that is nearly I I inches deep.

o Combination pillbox timer/travel alarm features two separate alarm systems, an easy-to-set timer that "beeps"

to signal time for medication, and a battery-operated travel alarm clock that can be set for Z hours.

o Goof Off is an aerosol spray that safelyremovesglue, dried latex paint drips, ink, tar, gum and other residue from home surfaces.

. Lamp fragrance discs are small circular discs that safely attach to a favorite lamp, and the heat of the bulb activates the disc to disperse a room-filling fragrance into the air.

r Chantal Royale (eight-piece cookware set) is enamelon-steel with?A karat gold plated handles, knobs and rims to give a distinct note of sophistication.

o Decreaser is a compact travel steamer that features high tech design, dual voltage and adjustable nozzle, and comes with a measuring cup and travel,/storage pouch.

o Bakeware Organizer provides easy access to bakeware, pot lids, cutting boards, pie plates, etc., with fully adjustable partitions to hold items that can be moved on the almond-colored base.

o Home-Gard is a no-heat sensing device that plugs into a wall socket and connects to a warning lamp at a window,so that neighbors can be alerted to protect against such dangers as frozen water pipes from falling temperatures in the home.

. Four-cup electric kettle has a water level window to showamount of water in a kettle,as wellas afingertipwater gauge for the sight-impaired, and a protective steam guard on the spout lid.

o Stereotrack ceiling fan provides sound and light as well as cooling, with a mini speaker inside the cylinder that connects to stereo player or radio, and has a three-track light system.

o Comfort Seat is an electrically heated toilet seat that has fully adjustable temperature controls to provide yearround warmth in use.

o Cinderella III is a designer chair that converts into an ironing board or back into a chair with a flick of the wrist; the chair frame is of tubular steel and the ironing board is of high-density compressed board covered with a foam pad and washable cover.

Hardware Convention Program

Leaders in and out of the hardware industry will headline the 1985 National Hardware Convention Oct. 2fr-23 in San Francisco.

Co-sponsored by the American Hardware Manufacturers Association and the National Wholesale Hardware Association, it is the annual fall gathering of the nation's leading

hardware manufacturers and wholesale distributors.

This year's program features J. Peter Grace, chairman of the board of W.R. Grace & Co.; Thomas J. Peters, author of "[n Search of Excellence;" Maureen Reagan, daughter of the president and special consultant to the Republican National Com-

mittee Chairman; Bruce Merrifield, president of Merrifield Consulting Group; and economist Dr. Barry Asmus.

"The major speakers Portion of our convention program should prove both provocative and educational for all delegates," said William P. Farrell, exec. dir. of the AHMA.

coultT orl CASCADE.

COUNT ON US TO COMMUNICATE:

We strive to know and understand your needs. Our traders have at their fingertips the most current market information. and we have the ability and facilities to pass that valuable information on to you. We constantly assess and interpret trends and keep you informed.

COUNT ON US TO PROVIDE GOOD SERVICE:

Our philosophy is to sell the highest quality products available to you, when and flow you want it. Quality of goods and timeliness of service is our biggesl strength and highest priority. Problem solving as well as sales, is part of our jobwe pride ourselves on the quality ot our.follow-through. This is what sets us apartyou get whal you want, when you want it. Our cuslomers are as varied as our service. We can fill any requirement from th6 smallest to the largest. whether it be mixed cars. trucks. vans, or LTL orders.

COUNTON USTO MAKE THE BEST DEAL:

Our annual sales in excess of $120 million and over 10,000 carloads and lrucks assures us of a respected posiiion in the industry we serveour volume will keep you competitive.

COUNT ON US TO DELIVER:

Our largest stalf function is transportation. Our full time rail, truck, piggyback and van personnel are alltied to our central computer. We stay current wrth all the effects of deregulation, constantly searching for ways to further lower transportation costs and ultimately your delivered cost. We have the ability, the lacilities and the desire to provide you with the best possible product at the best price with the best service.

WHEN IT COUNTS. COUNT ON CASCADE.

uIFn[[@ D[')t] t-t-R LIUE \l\U b) D Lril UEFD

Fishermsn Boy Lumber Co., Lopez Village, Wa., has been acquired by Chuck O'Donnell. Bi-rite Building Supply, Bonners Ferry, Id., now owned by Don Carter, will become an Ace Home Center; Wade Harms continues as mgr..

Pacdic Manor Hurdware Store, Pacifica, Ca., has opened a new nursery dept.. ..Lindsey Lumber is nearing completion of the remodeling ofits store in Paramount, Ca.... McKinnon Lumber Co., Hollisler, Ca., has added a 350 sq. ft. addition.

Cloverdole Lumber Co., Cloverdale, Ca., is a new full service lumber yard and home center opened by Eric Ziedrich, pres., Healdsburg Lumber Co., Healdsburg, Ca.. .Bill's GIen Ellen Hardware ond Building Supply, Glen Ellen, Ca., is relocating to Jack London Village. .

Henris Supply Inc., Petaluma, Ca., was the setting for a new Toyota pickup truck commercial

.Tweedy and Popp Hardware, Seattle, Wa., plans to expand. . Goodman's Lumber Co., San Francisco, Ca., is celebrating its 54th year in business.

Hartshorn Hardware qnd Welding, the oldest business in Bishop, Ca., has been put up for sale by owner Bill Hartshorn who is retiring.. .Maiter-Frey Hardware and Housewores, Santa Rosa, Ca., is closing after 128 years. .

San Marin Lumber Co., San Rafael, Ca., plans to open a contractor yard on 14 acres in Napa, Ca., on the site of a former Wickes yard in Jan. '86, operating as Golden State Lumber.

Baker Redi-Mix, Baker, Or., is for sale. .Hatch 1nc., Portland, Or., has sold its Gearhart branch. ..

Handyman, San Diego, Ca., will open stores in Sacramento and Fresno, Ca., late this year. .

...Ole's has reopened its South Pasadena, Ca., store destroyed by firea year ago... National Lumber will open a unit in Fontana Plaza East, Fontana, Ca., this fall.

Builders Square is being considered as a tenant for a $55 million shopping center and hotel complexto bebuilt inchino,ca.

Builders Emporium, Irvine, Ca., held grand re-openings at its newly-acquired Homeowners DoIt-Yourself Centers in Torrance, Gardena, West Los Angeles and Montebello, Ca., to celebrate the change to the BE name. .

HomeClub, which is going public with a $30 million offering, opened stores in El Monte, Santa Rosa and Fresno, Ca., last month with openings in Montclair, Bakersfield. North Sacramento, Gardena and San Marcos, Ca., set for this month..

Poy 'N Pok, Kent, Wa., has converted stores in Yakima and Spokane, Wa., Salt Lake City, Ut., and Boise, Id., to a warehouse format .Ernst Home Center has opened a new 46,500 sq. ft, Everett, Wa., store. .. Osborne Lumber Co., Newark, Ca., has moved into its new quarters, about a mile from their previous location.

Lumbermen's awarded 10 $1,000 scholarships to students in Or. and Wa. as part of a $30,000 scholarship program developed by its parent co., Lanoga Corp., Seattle. Wa.. .

Louisiona-Pacific plans to rebuild a planing mill destroyed by fire at Prineville. Or....Harbor Pallet Co., Anaheim, Ca., had $15,000 damage in a recent fire.

The Merchant Magazine

Coscode Studs, Inc., is a new mill located between Klamath Falls and Bend, Or., on Highway 9'7, concentrating on lodgepole pine and kd hem-fir, Charles Kitchel, s/m. .Schaller Forest Products, headquartered in Redding, Ca., has closed its Sacramenton Ca., satellite office. .

Hampton Lumber, Portland, Or., is now the sales agent for Triple T Studs, Cascadia, Or.... Davidson Industries, MaPleton, Or., has purchased ChamPion Internotional Corp.'s veneer plant in Mapleton .. .Thunderbird Mouldlng, Sacramento, Ca., has exPanded its plant to double production..

Denver Reserve Supply Co., Denver, Co., ceased operations in August, according to Eugene R. Kotarek, pres., who cited economic factors. ..Burnett & Sons, Sacramento, Ca., is a new No. Ca. distributor for Caradco Corp., Rantoul. Il.. .

Diamond International3 mill at Oroville, Ca., a dimension mill producing 8'-20', has been Purchased by Cornett Lumber Co., Central Point, Or., for an undisclosed price; Laura Cornett is handling sales from their Hq. office.

Feqther River Forest Proclucts Co. has opened a new dimension mill in Marysville, Ca.. Western Hardwood Association has moved its offices to 1099 S.W. Columbia, Suite 300, Portland, Or., (503) M3-2W4. .

Wolfe Lumber Co., NewPort Beach, Ca., has moved to larger quarters at 901 Dover Dr., Suite nn ...Robbins Lumber Ssles Inc., Fontana, Ca., plans an expansion...

Midpac Lumber Co., Ltd., Honolulu, Hi., has comPleted a new showroom. .Diamond Lum' berhas remodeled and remerchandised its Fairfield, ca., store Western Buildins Materiols Co., Bullhead City, Az., had close to $l million damages in a recent fire.

)

Quick Delivery Specialists

GALENDAR

SEPTEMBER

Shasta Lumbermen's Invitational Golf Tournament-Sept. 13' Riverview Golf and Country Club, Redding, Ca.

National Hoo-Hoo-Ette Club-Sept. 13-14, board meeting' Hilton Hotel, Eugene, Or.

Western Wood Products Association - Sept. l+17, 1985 fall meeting, Sheraton Harbor Isle, San Diego, Ca.

W.O.O.D., Inc.-Sept. lE, membership luncheon, Holiday Inn North, Denver, Co.

Western Home Center & Building Supply Dealen ShowSept. 19-21, Anaheim Convention Center, Anaheim, Ca.

Woodworking Machinery and Furniture Supply FairSept. 19-22, Los Angeles, Ca.

Red Cedar Shingle & Handsplit Shake Bureau-Sept. 20, annual meeting, Sea-Tac Motor Inn, Seattle, Wa,

Inland Empire Hoo-Hoo ClubSept. 20, dinner & elections, Green River Country Club, Corona, Ca.

Timberbuifd '85 Trade Show - Sept.7*?5, London, England.

Mountain States Lumber and Building Material Dealers Association-Sept. 26, financial management workshop, Holiday Inn Downtown, Denver, Co.

Mountain States Lumber and Building Material Dealers Association-Sept. 26, board of directors/dinner, Sheraton Hotel, Salt Lake City, Ut.

2{Xh Annual Redwood Empire Lumberman's Golf TournamentSept. 27, Santa Rosa Country Club, Santa Rosa, Ca.

Mountain States Lumber and Building Material Dealers Association-Sept. 27, financial management workshop, Sheraton Hotel, Salt Lake City, Ut.

Dubs Ltd.Sept. 27, Santa Rosa Golf & Country Club, Santa Rosa, Ca.

American Plywood Association-Sept. 3{FOct. l, annual meeting. Jantzen Beach Thunderbird, Portland, Or'

OCTOBER

Hardwood Plywood Manufacturers AssociationOct. 24, fall meeting, Red Lion Inn, Lloyds Center, Portland, Or.

San Joaquin Yalley Hoo-Hoo Club - Oct. 4, 38th annual Valley Frolic, Riverside Golf Course and Tropicana Inn, Fresno, Ca.

The Performance Coatings Running Festival-Oct. 5'6' Penofin lOK and other races, Ukiah, Ca.

Mountain States Lumber and Building Material DealersOct. 10, "How To Apply Marketing Principles in the Trade Show Medium." Viscount Hotel, Denver, Co.

National Particleboard AssociationOct. 13-15' fall meeting, La Posada Resort, Paradise Valley, Az.

is the PR0FESSI0I{A['S ALL PURP(|SE PIASTIC

Boat builders, furniture makers, cabinet makers, etc..have found it the one suie answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass!

North American Wholesale Lumber AssociationOct. 15' regional meeting, Eugene, Or.

North American Wholesale Lumber AssociationOct. 16' regional me€ting, Balboa Bay Club, Newport Beach, Ca.

Western Hardwood AssociationOct. lGlE, annual fall meeting, Scottsdale, Az.

Rogue Valley Hoo-Hoo ClubOct. 17, Grants Pass night, Medford, Or.

SIICXS grue; orlel 't shrink; takes sPirit stains,

Readv to use rieht out of the can, Famowood appliirs like putty - sticks like glue; dries quickly; won and will not qum up sander. Waterproof and weatherprooiwhen properly applied. -4

National Hardware ConventionOct. 19-23, co-sponsored by the National Wholesale Hardware Association and American Hardware Manufacturers Association, Hilton Hotel, San Francisco. Ca.

National Fortst Products WeekOct. ?fi25, sponsored by the American Forest Institute.

National Hardwood Lumber AssociationOct. 21-23, convention, Century Plaza Hotel, Los Angeles, Ca.

tohn Diederich - fudY MurPhY Lee Turner - Gotdon Roby - Matt Stanley Orville Chedester

NEWS BRIEFS

(Continued from page 18)

Panhandle Forest Products is a new cedar siding and paneling mill in Sandpoint, Id., Jamie Emmer and Kim Finegan, owners.. ll/oodSource, Inc. is a new Dublin, Ca., office wholesaler formed by Andrew Haynes and Fred Pueringer, both formerly with Cascade Timber Products.

The govt. may have to reimburse Manville for damages it paid a naval yard worker if the firm can prove the U.S. required it to sup- ply asbestos products, according to a San Francisco federal judge

..Monville is trying to sell its Denver, Co., Hq. and has closed a plant in Manville, N.J..

Willamette Industries Inc.'s Duraflake Div., Millersburg, Or., is celebrating its 25th anniversary

..Roberts Consolidated Industries, Dayton, Oh., has become Beechom Home Improvement Products, Inc.. .

Potlatch Corp. has closed a sawmill in Lewiston, Id., and a plywood plant at Jaype, Id.. Water Jet Corp., Canoga Park, Ca., has expanded its mfg. area by 18,000 sq. ft..

Bohemia Inc., Eugene, Or., is constructing a 7.5 megawatt cogeneration power plant at its Lincoln lumber mill near San Jose, Ca.. Stondard Structures has expanded its Central Valley Distribution facility in Fresno, Ca., Anthony Masolini handing sales.

Union Pacific is withdrawing its $108 million offer to buv the Missouri-Kansas-Texas railroad from Katy Industries. .

FHA wrll eliminate its building standards for single-family and two-family homes in Dec. ... Singtefamily homes sold at an annual rate of 3.ll million units nationwide in July. .median sales price rose $1,700 to $77,900, fueled by prices in the West which rose to a median of $100,700.

Housing starts were off 2.40/o in July (latest figs.) to a seasonally adjusted annual rate of 1,654,000 units. single family starts rose l.l9o to a 1,045,000 annual pace .. .multis fell7.70/o to a 609,000 annualized figure. the west recorded a moderate increase. building permits for future construction were down lo/0. .

SEQUOIA SUPPLY

PLYWOODPANELS, INC.

Sandridge Oak

3.0M-Print-Lauan

$6.25 per panel

75 pc. to a unit

Minnesota Birch 1/q"-Real Wood

Y.95 per panel

25 pc. to a unit

Otfer good on orders plaed for immediate delivery now thru September 27, 1985

FAIRFIELD,

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TACOMA, Wa.

(206) 582-e500

HOME GENTER MERGHANT

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

THE NATIONAL Retailing Institute*

I has completed a series of Focus Croups on behalf of a manufacturer. The client was interested in opinions and recommendations for the design and potential marketing of 31 innovative products.

Separate groups studied consisted of dedicated d-i-yers, contractors (2 groups), mechanics and merchandisers for buying groups and home chains. Although the proprietary nature of the findings still remains confidential, two general observations can be noted here.

(1) When it came to estimating retail price, the d-i-yers, contractors and those companies selling to professionals (contractors and installers) were close to target. The chain buyers were unrealistically low.

(2) Both the d-i-y group and the con-

tractor groups were willing to pay a fair price for quality. They also appreciated full service and preferred shopping in nice surroundings at convenient locations.

However, all these consumer groups perceived that when they found an item at the Price Club (or one of its copiers), it would be piced substantiallylower than at the chains or a full service dealer. Furthermore, they said it's this type of operation they will give their money to when they can save money by doing so.

It seems to me that the time has come for the retail dealers to become merchants! Rather than go head to head with the warehouse operators and buying clubs, the dealer would be better to shop for-and present to his customer-better quality brands and models. the ones that won't find their way onto the price cutter's shelf.

I don't think retailers can give up promotional items entirely. They're needed to create excitement and to bring feet into the

The Merchant Magazine store (they'd better be competitively priced).

But retailers must now merchandise creatively and carefully for those customers who know, recognize and appreciate better quality. Remember that customer allegiance to any one retailer goes out the window the minute they find merchandise, brand for brand, model for model, priced lower at the warehouse operator's place.

Manufacturers, too, better recognize this consumer trend. In positioning their product line, they've got to understand that they may have to make a choice to go for the fast turns at the low margin warehouse operation that represents about ?.\t/o of the industry's retail sales or channel the distribution through the more conventional dealers. It's the latter who in the future will change brands when one is too readily available at the discounter, retailing at what is close to the dealer's cost. For some manufacturers, it's going to be a difficult choice.

iThe National Retailing Institute is a division of Marketing Services, Inc. of San Diego, Ca. It performs market surveys and strategic planning sessions for retailers, distributors and manufacturers, many of whom are in the home center and building supply dealer industry.

Pricey Bath Hardware Popular

The market for high-priced bath plumbing hardware, which has been an important segment in Europe for many years, is now developing in the United States and currently accounts for about $4O to $50 million in retail sales

Although the market may be fairly new, it is one that should continue to burgeon through the remainder of the century, offering manufacturers and marketers of high style products a solid sales potential, according to Alex Kalbouss, vice president and general manager for Epic, a division of Masco Corp.

"Based on current trends, we feel there is tremendous growth potential for high style/high tech kitchen and bath productsj' Kalbouss adds. "As long as consumers are interested in making their homes beautiful as well as comfortable and are looking for the very best in quality and fashion, this market can only continue to spiral upwardl'

Montana Dealers Assn. Moves

The Montana Building Material Dealers Association, which is celebrating its 5fth year of activity, has moved to new quarters, according to executive secretary Irv Dellinger.

The new address is lll N. Last Chance Gulch, Suite 2C, Arcade Building, Helena, Mt. 59601. The telephone remains the same: (406) M2-2420.

HCKAGING and market approach can increase sales volume of hand tools, according to Mike Beck, tool merchandiser for Ernst Home Centers. He concurs with SK research that tool users also want quality materials and workmanship. (see related story p. 35)

WALLY LYNCH

Builders Express, 11550 Plano Rd. Dallas. fx.75243

Wolly Lynch, after two years of writing for thb magazine on delivery manogement, is exponding his monthly column to the wider ronge of operations in general. Hb expertise and experience will provide valuable industry insights for our readers. We are pleased to present the second of his new seria of columns-ed.

was simple because it only had two dimensionsdistance and direction. The Tiiple Crown in major league baseball, consisting of the best batting average, the most runs batted in and the most home runs in a season, has been won by only a few major leaguers. The doing is difficult but the understanding is easy.

Similarly, football people measure skills in terms of blocking, tackling, running, passing and kicking. Easy to identify, complex to implement and manage, but, when effectively blended and applied, desirable results occur on the field.

with another questions"What skills do you think you need to combat them?" Ultimately we get around to the chart reproduced here.

The idea behind the chart is to get companies to look inwardly and collectively at the performance of their PEOPLEtheir team members. Each manager is asked to rate the retail skills of the company by using the chart.

You can ask each of your key people to rate your organization's skills using this chart. You not only will show them where their efforts belong, you will find some real surprises in their answers.

You can get a numerical reading on your company by assigning a rating to each answer. Using a numerical value of I through 5 in the sequence in which the answers are described above, you can compute a grade point both individually and collectively. Such a composite will show management what the organization's people think of their skills. At the same time, it can be compared with what they ought to be, thus revealing where efforts are needed.

understandable.

A great golfer once said that his game

Excellence comes from the skills of the PEOPLE involved. When a dealer asks how can anyone compete with this chain, a particular store or that activity, we answer

Next month we will look at where the competitiveworld stands in terms of retailer skills.

RETAILER SKILLS

(1) Leave blank the entire box if you believe the company does not have this skill.

(2) Place

an (X) in one small box if there is some activity by the company in the skill area.

(3) Place an (X) in two of the small boxes in those skill areas where the performance of your people is as good as in any other organization.

(4) Place an (X) in all three small boxes in those skill areas where abilities of your people and company are above average'

(5) Cross out the entire box to indicate total proficiency.

Announcing: suN PLYWOOD, TNC.

SUN PLYWOOD, lNC. joins the Sun family of mills produci ng quality buildi ng materials. SUN PLYWOOD, lNC. is located at North Bend, Oregon. Shipping facilities include rail (SP RR), truck,

piggyback van, and barge. We're a member of the American Plywood Association. Look for our grade stamp for your assurance of quality. Our goal at SUN PLYWOOD. lNC. is to

provide you a consistently quality product, fast service at market prices. lf you are not using SUN PLYWOOD-we are new-ask your favorite distributor to order a shipment today.

TO

THE QUALITY SUN FAMILY OF BUILDING MATER'AI.S

suN STUDS, tNC.-SUN STUDS is celebrating Thirty Five Years of production excellence. Sun Studs was the first comouterized sawmill in the world. Production exceeds 90 million board feet annually of KD Western Hemlock and Douglas Fir Studs graded under WCLIB grade rules.

SUN VENEER, INC.-SUN VENEER leads the industry in computerized technology and fiber utilization. Production capacity exceeds 850 million souare feet annuallv of 1/10 inch veneer. Sun employees are involved from logging to replanting to manufacturing for the benefit of you-our customer.

WAYNE GARDNER executive vice president

I T'S BEEN a few years since a column I has appeared under the Lumber Association of Southern California heading. The drought is now over and it should appear on a monthly basis.

LASC is alive and very well. The officers are strong, forward thinking, eager to strengthen the association, create a better marketing atmosphere for the products sold by all the members, maintain sound insurance programs, support good legislation, develop and sponsor educational programs that will enhance the members'own in-house programs and generally do those things for the industry which the individual member needs, but can't do because of size and monetary restrictions. In unity there is strength. LASC members are united and pulling together.

Some significant progams are coming up this month. Second Growth, our enthusiastic 35 & under group in Los Angeles and surrounding counties, will have their

fall dinner meeting at the City of Commerce Hyatt House Hotel on Sept. ll at 6:30 p.m. The speaker will be Leo Leduc, director of trade relations for the Los Angeles office of the Canadian Consulate. He will present the Canadian side of the mild controversy that now exists regarding the importation of Canadian softwoods in the U.S. Many varied opinions efst, so this should be a most informative meeting.

On Sept. 12, the San Diego County Second Growth will have their meeting in the Claremont district of San Diego. This general vicinity is easily accessible to the North County people as well as the South County group. Attendance should be improved due to this fact alone. The speaker of the evening will be Stan Cochran of Capital Lumber Co., Chino. Stan's subject is "Marketing of Cedar for Greater Profits."

This is the second of a series of educational programs on lumber for the San Diego group. The first was a half-day seminar on redwood grading held at CJ Redwood in Escondido.

Second Growth in Southern California

denotes interest and activity. The Los Angeles area group regularly has 75 at their dinner meetings. San Diego has 25 to 35.

The Rancho Bernardo weekend in June brought out 100 people. This interest level indicates that the lumber industry of Southem California has a strong future.

The annual Palm Springs management conference at the Spa Hotel is being carefully planned out by vice president E. L. Newkirk and his committee. The theme for 1985 will be "Focus On Successl' Speakers already booked are Herb Winward of Weyerhauser Co., Victor Yaculla and Bobbie Fiedler. A Second Growth panel is also being planned.

The always exciting Presidents' Luncheon will be on Thursday, Nov. 14. The dinner dance will be Friday. Colf & tennis will be on Saturday at the Mesquite Country Club and hotel courts.

1985 will be a banner year for LASC. But with the enthusiasm of the members, those over 35 as well as those under 35, 1986 isgoing to be even better.

Future Dates

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

NEWS

CHUCK LINK executive director

ITIOLATIONS of wage and hour

U regulations often occur unintentionally. Inspections are infrequent, but trebledamage assessments are almost always levied resulting in a wage and hour horror story.

For example, the Northeastern Lumbermen's Association has a dealer who was assessed $ll0,m0 by Wage and Hour (ulti mately negotiated down to M5,000 by the firm's attorneys) for an innocent goodwill gesture which many of you also may be making.

As acompanyperk, someof the foremen were granted the use of trucks to drive to and from work. It seems as a good will gesture. some of these same foremen volunteered to pick up and discharge some of the hourly workers on the way to and from work. Appropriately, as one might expect, the workers dutifully punched a time clock when they arrived at the yard.

But that's no good, according to Wage and Hour. They say the clock runs from the time workers enter a company vehicle to the time they get out of it. On that basis, and that basis alone, they assessed the dealer in question $110,0m.

The irony of all this stems from an assertion by Wage and Hour inspectors that the practice is acceptable provided they are advised in writing in advance. And please remember, probably most (if not all) Wage and Hour inspections originate with an anonymous complaint from an employee.

Everyone should know what to do when an accident happens. Accidents are serious business. They cause pain and injury to workers as well as costing the employer money for damaged property or product. It is important that both employee and em-

ployer learn from each accident that occus on the job so that steps can be taken to stop it from happening again. The following procedures should be observed.

(1) Quickly find out if anyone is injured. See that appropriate first aid is applied. Refer to medical attention as necessary.

(2) Investigate the accident scene. Examine the damage to the property. TAk to the witnesses. Keep and save pieces of physical evidence, such as broken machinery parts. Determine the causes of the accident. Keep a written record of all the circumstances.

(3) Report the accident. Complete a supervisor's report of the accident. Forms are available from your state industrial insurance department or your insurance carrier. Contact your association if they are not available. Complete any necessary insurance report forms, such as property insurance forms or workers compensation insurance. It is important to keep good records. Occasionally off-the-job accidents (such as weekend back injuries) are reported as on the job accidents, it may help to eliminate this.

(4) Determine the steps necessary to assure the accident will not happen again. This may mean making sure that your people are fully trained in their duties; making sure the equipment is in top notch shape; making doubly sure your workers observe safe work procedures and making sure management understands the equipment and training needs of the workers. Communicate what you decide to do. Tell your supervisors. Tell your employees.

MOUNTAIN STAilES

FRED CARUSO executive secretary

OPROMOTE the association's health insurance program, we have produced a 17 minute video tape. The benefits and methods of working with the association sponsored health insurance plan are detailed for those who watch the program,

Three major sequences are featured on the video tape in which I appear as executive vice president with Alma Nestlebush, administrative assistant.

(1) An explanation of the scope of the health insurance trust and description with photos ofthe people behind the scenes who

make the program work for the employees.

(2) A description of the benefits of the health insurance plans and how they work.

(3) Instructions on how to complete forms for the filing of claims.

The video tape will be available free of charge to any company participating in a plan that wishes to show it to present and new employees. The format of the video tape is essentially an employee meeting with structured controls to insure the precise and clear delivery of the necessary information

The association is experimenting with video as a meills of overcoming the vast geographic distances between cities in our five state region.

Dealers interested in other information or viewing a copy of the video can call the association.

You'll be a winner with South Bay's modern manufacturing plant in Southern California. Our complete milling and dry kiln facilities produce REDWOOD, WESTERN RED CEDAR, DOUGLAS FIR FlNlSH, SPRUCE, and INDUSTRIAL MOULDING and MILLWORK items in hardwood and whitewood.

South Bay Forest Products, a very special manufacturer of specialty lumber products, has a winning combination for you.

We'll getyouhome-safe in a tight game

Here's this yeafs guide to who is where at theWestern Home Center and Building Supply Dealer Show

Seven industry experts will provide free consultations to d-i-y retailers attending the 3rd Annual Western Home Center & Building Supply Dealers Show, Sept. 19, ?.0,21, atthe Anaheim, Ca., Convention Center.

Ina Resource Center on the exhibition floor, the consultants will provide advice and direction to home centers, building supply dealerships, hardware stores and other retail outlets seeking increased business with d-i-y consumers.

The consulting team will include: store layout and design, Robert Potts, Robert Potts & Associates, Dallas, Tx.; computerization and organizational development, Dick Falk, Falk Marketing Group, Scottsdale, Ar.; marketing, art layout, advertising and sales promotion, Joe Rosano, Marketing Services, Inc., San Diego, Ca.; recruiting, Rich Starinieri, R.S. Associates, Upland, Ca.; strategic planning, site selection, store modeling, Don Clothier, National Retailing Institute, San Diego, Ca.; employee training, clinics, and

demonstrations, Mark Pembrook, P.M.I., Seattle, Wa.; business consulting, venture capital structuring, financial planning, Lowell B. Way, Jr., West Group & Co., San Juan Capistrano, Ca.

There will be no charge for the consultation service, which will be offered throughout show hours1l a.m. - 6 p.m., Thursday and Friday, Sept. 19-20; and ll a.m. - 4 p.m., Saturday, Sept.21.

"Our seven experts will cover everything from store layout and design through capital structuring and financial planning," said John Berry, director of the trade show division of Vance Publishing Corp., the show sponsor.

Stanley Marcus, former chairman of Neiman-Marcus, and star basketball coach John Wooden are the show's featured speakers. Marcus, generally recognized as the founder of quality retailing, speaks at the opening general session, Thursday morning, Sept. 19.

Wooden, former head basketball coach at UCLA, considered one of the game's greatest coaching innovators, will describe his successful motivational theories at the Friday morning general session.

Attendees also will be able to inspect the industry's latest d-i-y products and merchandising ideas in a special educational exhibit of winners and finalists from the Innovator Award Competition of this year's National Home Center Show.

Show seminars will cover successful positioning; professional buying; employee training; advantages of an independent; store and department manager responsibilities; loss prevention; and selling lumber and building materials.

More than 7,000 are expected to attend the show, the only regional exposition tailored to the special needs of home centers and building materials dealers in the West, and the West's largest and most complete exposition of do-it-yourself products.

EXHIBITOR

AIR TECHNIOUES INC.

ALL STATE SUPPLY

BOOTH NUMBER w326 w735

AMERICAN INTERNATIONAL ALUMINUM

PRODUCTS

AMERICAN LEATHERCMFT

AMERICAN LOCK & SUPPLY

AMERICAN SAFETY PRODUCTS

AMSIA INTL. CORP.

AMTICO FLOORING DIVISION

AMERICAN BILTRITE ANDERSEN @RP,

VALLEY GLASS & BLDG

INC.

ARMSTRONG WORLD INDUSTRIES, INC. FLOOR & CEILINGS DIVISIONS ASSOCIATED MILLS, INC.

FAMILIAN SIERRA CRAFT

FASPAC. INC.

FEIT ELECTRIC CO.

FENCEMENDER @RPORATION

FLAIR

GENERAL

GENERAL MARBLE CORP

GENERAL STEEL INC.

THE GREEN MACHINE

GROSFILLEX

GROW CRAFT INTERNATIONAL/H&P SALES. INC.

DIV. GROW CRAFT

GUARDIAN HOME PRODUCTS

GUNN & BECKMAN coRP.

HAMEL'S REFRIGERATION

HARLEN METAL PRODUCTS

HESSCO INDUSTRIES INC.

HITACHI POWER TOOLS U.S.A. LTD.

H.J.H. CHEMICALS, INC.

HOME CENTER MAGAZINE

VANCE PUBLISHING CORPORATION

HOUSE OF FARA

H&RJOHNSONINC.

HUNTER CONTAINER CORP.

HYPONEX CORPORATION

IKO MANUFACTURING , tNC.

INSTANT SEALER PROOUCTS INC.

INTERNATIONAL OROER OF HOO HOO

FRATERNAL ORDER OF LUMBERMEN

JARCO, INC.

JENSEN GENERAL CO.

JOHNSON PET-DOR, INC.

K.C. METAL PRODUCTS INC.

KEIJE

KELLER INDUSTRIES

KENYON MFG. INC.

KGM INDUSTRIES COMPANY

KINNEY BROS. WALLCOVERING

KIRAN EXPORTS

LABELLE INDUSTRIES

LENAPE PRODUCTS, INC.

LE PIC SYSTEMS. INC.

LYONS INDUSTRIES INC.

W1016 ROCKITE DIV. OF HARTLINE

MAC MILLAN BLOEDEL BUILDING MATERIALS

MAJOR LINES DISTRIBUTING

MAPLE BROTHERS MOULDINGS

MELA ENTERPRISES. INC.

THE MERCHANT MAGMINE, INC.

METAL INDUSTRIES, INC.

MIDWEST FASTENERS

MILLER REDWOOD COMPANY

MONARCH MIRROR DOOR CO..INC.

MORTELL COMPANY

MR. E'S INC.

M.V. TECHNOLOGY

NATIONAL HOME CENTER NEWS

NATIONAL INDUSTRIAL TOOLS INC.

NATIONAL STOCK SIGN CO.

NEWPORT CARPET MILLS, INC.

NO-BURN MFG. CORP.

NUWAY MFG.

OB/MASCO DRAPERY HDW.

ORANGESOL,

PERMA-DOOR BY AMERICAN STANDARD

AMERICAN STANDARD INC.

PET-EZE

PHOENIX PRODUCTS

PLANETA INTERNATIONAL CORP.

POLY.AMERICA

POOL DOCTOR

DIV. OF WORLD IND. INT'L. INC

PORTALIGN TOOL CORP.

PRAIRIE STAIR PRODUCTS, INC.

QUAL€RAFT INDUSTRIES, INC. RAIZ ENTERPRISE

ltrrttbcr !lcrcltatit: .,\:soetatlott trl Norlhcrn ('alitornia. headqu;rrtereci in San -losc, Ca.

Srnith entered the "vood products association field in 1976, scrvirtg a: field representative, senior t'icld representative, and assistant malrager, Western Region for the Alnericart Pl-lr.r'ood Association in Phoenix, Az. and Fremont, Ca. ovcr a period ol 9% years. Prior to 1976, he was emplol'ed in the construction and rcal estate developrnent industrics. He is a Viet Nam vcterart artd was discltargcd frorn thc U.S. Nlarinc Corps in 1972 with the rank of captain.

Smith is a native of Tucson and a graduate of thc Unilersitl' of Arizona where he earned a busincss adrninistration dcgree uitlr r Irrajtrr itt area developnrent.

Professional and civic affiliations include Rotary International, serving as president of his club (1982-1983), and the Marine Corps League, holding positions as detachment and State Department commandant while residing in Arizona.

Hc currcntll rcsides with Kathleen, and daughters and Kristi in Frenront.

his w: 8':v:'t &)l

wif'e, Kimberly

president Charles \\. Bingherrti.

L1'nn E. Endiccttt *ill hcad thc sales organization * hich is being changed to Inatch specific tttarket geographics. All * ood products domestic and crport salcs and marketing including southern and n'estern trading centers and wholesale and retail distribution networks are being consolidated in sales and marketing.

Vice presidcnts of sales and marketing reporting to Endicott include Herb C. Win'"vard, west; Bill W. Simmonds, ccntral; Bob J. Rankl, east. Other top positions are: Bob R. N'loore, v.p. export sales and marketing; Bob Lewis, erport sales and import activities; Mark R. Lemberrki. director general manager, engineeredproducts and systen'rs.Don R. Oars, director human resources; Steve S. Pennak, director finance and systems.

charge of solid wood operations and more than 3 million acres of timberland in North Carolina, Alabama, Mississippi, Arkansas and Oklahoma.

A Washington division headed by Donald E Rush will consolidate the export raw materials business and be responsible for the 1.7 million acres of

All Woods/Schroeder Sold

Techsym has sold its Houston, Tx., All Woods/Schroeder. Inc. hardwood subsidiary to Southwestern General Corp. of Evergreen, Co., for $6.3 million. The purchase price includes cash, $3.5 million in notes and other liabilities.

Southwestern General, which has annual sales of $350 million, is an expansion minded, privately-held conglomerate with interests in building and related fields. Under its new parent, All Woods/Schroeder expects to immediately pursue an aggressive expansion, opening branch w:uehouses in a number of U.S. growth areas, according toa company spokesman.

In addition to its new acquisition,

timberland and softwood lumber, plywood and veneer facilities in Washington state.

The Oregon division, headed by John N. Purcell at Springfield, will manage 1.2 million acres of timber and solid wood product operations in that state.

Rising Home Values

The median value of single-family homes rose 14890 over the last ten years, from $24,100 in 1973 to $59,700 in 1983, according to HUD. Comparatively, family incomes went from $12,2N to $26,100 during the period.

Southwestern General owns Denver Wood Products, which it acquired earlier this year; Sanford Co., which sells wall, roof and floor systems to builders and contractors; American Building Components, a metal building fabricator that includes King Metals, which makes steel roofing and siding; and Twin Pane Corp., which produces insulating glass. Other divisions are in food products, industrial products and agricultural chemicals.

New Housewares Mfr. Board

John M. Eikenberg, executive vice president, Cuisinarts, Inc., has been elected president of the National Housewares Manufacturers Associ-

ation, succeeding Robert Mariani, president, Spartus Corp.

Other officers elected at the annual board of directors meeting in Chicago were Martin F. Zorn, president, Imperial Schrade Corporation, vice president, and Thomas K. Manning, vice president of sales, Rival Manufacturing Company, treasurer. NHMA's executive committee is made up of its new officers and director Mike Kempster, senior vice president of sales and marketing, Weber-Stephen Products.

New directors elected to three year terms are Robert Furer, president, Acme Frame Products, Inc., and Murray Jay, president, Gemco-Ware, Inc. Ronald A. Fippinger was reap- pointed managing director and secretary.

Quality and Appearance Are lmportant

Stocking Houseware Trends

All right, houseware dealers. Are you stocking the latest in appliances?

Actually there are no new machines that prepare an eight-course meal, say grace for you, and then do the dishes merely by holding down a button. In fact, there have been no major breakthroughs in home appliances since the Cuisinart 15 years ago.

Now manufacturers are concentrating on reinventing standard appliances, making them smaller, lighter, more efficient. And now the big "innovation" is cordless.

Cordless appliances are not new, though their popularity is. Cordless knives first came out in the 1960s but disappeared because of poor quality' But cordlessness wats given a second life with the introduction by Black & Decker six years ago of the Dustbuster, a small cordless vacuum.

Now available are cordless, rechargeable knives, can openers, curling irons, steam irons, cake mixers, etc.

But even with cordless products there are strings attached, usually a higher price tag. And sometimes recharging the appliance overnight is as much trouble as plugging it into an outlet to use it in the first place. Besides, where are you going to mash potatoes that doesn't have an outlet nearby?

The trick, then, is to come out with something that is both novel and useful. A small company in Burbank, Ca., has introduced an ironing board that converts into a chair and is working on an ironing board that becomes a table.

A New York City firm has the Cook Stone, a flat stone tablet which is heated under an oven broiler and then removed after 30 minutes to be used as a cooking surface.

When it comes to studs you cart count on our products to be urmong the finest available. All our products are end-waxed for weather protection and to resist season checking. Available in Douglas fir and white woods, both green and kiln dried, Lu -6' x 8'.

And a company in Gardena, Ca., is marketing a ceiling fan with a speaker that can be wired into a television, radio or telephone.

Perhaps the next trend in the housewares products industry will be the combining of two different appliances into one. The success of ironing board furniture and stereo air conditioning may almost be upon us.

Manville Bankruptcy Plan

Manville Corp. has proposed a trust fund to settle asbestos victims' claims as the heart of their plan to emerge from Chapter ll of the U.S. Bankruptcy Code.

The trust would be financed by $AtS million cash, a pledge of at least $75 million a year (or 2OVo of the profits) and at least 5090 or as much as 8090 of the voting stock. The plan also allows for suits by future claimants. Some have described the move as turning the store over to the victims.

Stockholders opposing the new plan have sued, contending that the proposal would water down their investment in the Denver, Co., firm to as little as 2090 of its current value.

Hand Tool Users Want Quality

Research among dedicated do-ityourselfers shows that users of nonpowered hand tools want durability, a life-time warranty, precision performance and quality, made - in - U.S.A. materials and workmanship.

In addition, according to a survey conducted by the SK Hand Tool Corp., hand tool users are willing to pay more for these product benefits. "The more serious the tool users, and the more demanding and sophisticated use he or she makes of the tools. the greater the interest in premium tools," Thomas M. Corcoran, SK chairman, reports. "In fact, frequent users of hand tools report that they buy the most expensive brands."

With the development of the do-ityourself market, the home center has

Japan Tries U.S. Housewares

Eight American housewares manufacturers tried to break into the Japanese market by participating in the recent "Made in U.S.A." Fair in Nagoya, Japan.

The import trade show featured a

become a major source for hand tools. For the combined professional and home craftsman markets, total hand tool sales have reached the $1.5 billion mark with the home centers claiming a large share. Projections for the rest of the '80s show that the total will continue to grow at a rate of l2Vo per annum.

The premium market, according to Corcoran, is the $500 million annually expended by the professional mechanic and the dedicated do-it-yourselfer. Another $200 million is spent by other consumers with industrial buyers spending an additional $200 million. To stimulate continued growth, manufacturers are improving their products, packaging and marketing programs. Their efforts are expected to have a positive effect on home center sales of hand tools.

toral of 248 U.S. exhibitors. National Housewares Manufacturers Association representative Sheila Oscar said there is a market for American products if they are different from those available from Japanese sources.

IRS Changes on Car Benefits

The Internal Revenue Service has new guidelines to help employers decide whether or not to withhold federal income taxes on such fringe benefits as an employee's use of a company car. The guidelines are:

(1) By Sept. l, employers should have decided if they would withhold taxes on such benefits. If they chose not to, the employee fills out a new W-4 form to increase the amount withheld from his paycheck.

(2) Employers can include the value of a benefit in their payroll at any time during the year, monthly, quafterly, etc., withholding taxes accordingly.

(3) Income, Social Security and employment taxes, though, must be withheld on the dates the benefits are paid to the employee.

(4) The IRS need not be notified as to how the taxes are withheld or when the benefits are paid.

(5) The benefit's value must be declared on the employee's W-2 form by the following Jan. 3l and on the employer's quarterly federal tax return for the final quarter.

(6) Employers can decide the extent to which use of the benefit is personal.

An employee then must calculate the value of the business use on Form 2106, business expenses, and deduct this from his l0l0 form.

fnjury Accident Costs Up 60/o

A workday lost because of injury within the building materials industry is estimated to cost $17,579, a 60/o increase over the figure reported last year, according to DuPont. This figure is based on data from the National Safety Council and a performance review from more than 4O0 companies.

In 1983, 1.9 million disabling injuries cost industry approximately $33.4 billion, according to DuPont. Of this amount, $15.6 billion was direct medical and insurance costs, with an equal amount going for management time and productivity losses. Costs associated with accident-related equipment damage accounted for another $2.2 billion.

DuPont projects that the actual cost per injury could be considerably higher than this estimate.

Given the estimated 3.2090 profit

margin of the building materials industry, DuPont estimates that the sales necessary to offset one lost workday case would be $539,3,14.

UTAH JAzz basketball center Mark Eaton (right),7'4" winner ol the National Basketball Association Defensive Player ol the Year Award, was delinitely up in the air when he received the award from George Villwock, 6'2" president of the Master Lock Co., in ceremonies in San Francisco, Ca. Master Lock is an otficial NBA spons0r.

Dick Malone is new to sales at Cascade Empire Corp., Portland, Or.

Ron Breedlove has joined the sales staff at Noble Lumber, Eugene, Or.

Julie Carlson is now in sales at Timber Products Sales Co., Springfield, Or.

Alan Smith, Weyerhaeuser Corp.; Richard Parish,Boise Cascade Corp.,and H. A. Roberts, Western Wood Products Association, have been named to represent the WWPA on the American Lumber Standards Committee. J. G. Hannigan, Modoc Lumber Co; Robert Higgins, Medford Corp., and Robert Hunt, WWPA, are alternates.

Wayne Gardner, Lumber Association of Southern California exec. v.p., Los Angeles, Ca., has been reappointed to the American Lumber Standards Committee as a retail representative.

W. H. Clark, chairman, pres. and c.e.o., Nalco Chemical Co., and Eugene Miller, exec. v.p. and c.f.o., were elected directors of USG Corp., Chicago, Il.

Gordon Beach has re-joined Rygel Lumber Sales, Newport Beach, Ca., as a partner according to Clint Rygel.

Michael P. O'Brien is now product publicity mgr. of the Western Wood Products Association, replacing Ray Moholt, who resigned to form his own business.

Harold Royer, Pacific Lumber Co., San Francisco, Ca., has retired. Donald Ruddy replaccs him.

Gary Mudoch is new to sales at Bohemia, Inc., Eugene, Or.

Ron DeWitt has joined the sales staff at Schaller Forest Products, Redding, Ca.

Alan Moon has been appointed intemational sales mgr. of Duo-Fast Corp., Franklin Park, Il.

Paul Gaboury, retired owner of Golden Gate Lumber Co., Berkeley, Ca., played three games in the Charles Schulz's Senior Hockey Tournament at Santa Rosa, Ca., and then, with his wife Dale, danced for five days in the International Round Dance Festival, at Montreal, Canada.

Owen McKannay, Schaller Forest Products, Redding, Ca., is engaged to marry Melissa Bradley on Oct. 5.

Robert West, sales manager, Sierra Mountain Mills, North San Juan, Ca., and Delia Maciel have set Sept. 7 as their wedding date.

John Picot has transferred to sales at the Sierra Div. of Louisiana-Pacific Corp., from L-P Samoa, Ca. Maury Walker, a longtime salesman for the Sierra Div., has taken an early retirement.

Monford Odoff, pres. and c.o.o. of DWG Corp. and Evans Products Co., Miami Beach, Fl., has resigned his $976,685 jobs; he remains a director of both companies.

Brian D. Petelsen has joined Southwest Forest Industries as director of purchasing, according to Dtryl G. Dahlmeier, v.p. for transportation and purchasing, based at Phoenix Hq.

C.J. Buck Clickner is the new district sales mgr. for the No. Ca. region of Bruce Hardwood Floors.

Bob Davenport has been appointed gen. mgr. of Michigan-California Lumber Co., Camino, Ca., replacing Vern Lindgrcn who has retired.

Al Bufkin and John Mazinet are new at Far West Fir Sales Co., Huntington Beach, Ca.

Randy Petry has been named co-mgr. of 84 Lumber Co., Vernal, Ut.

Thurman E. Evans is now chief financial officer at White Brothers, Oakland, Ca., according to Don White, Jr., pres. Mark lbppola, pres., National Builders Hardware Co., Portland, Or., has been appointed by Mayor Bud C-larkto a task force assisting small businesses.

Bruce J. McGroarty has been named pres. of Abitibi-Price Corp., Building Products Group, Tloy, Mi., succeeding Charles F. Buckland who has been appointed vice<hairman, according to Bernd K. Koken, pres. and c.e.o.

George J. Sella Jr., chairman, pres. and c.e.o. of American Cyanamid Co., has been elected to the board ofdirectors of Union Camp Corp., Wayne, N.J.

Harold J. Haynes, retired chairman of Chewon Corp., is a new director of Weyerhauser Co., Thcoma, Wa.

Harriet Nelson, former vocalist and tv star, is now a media spokesperson for Roger's Gardens' Oxygen Plus plant food.

Ric Larson has joined sales at Wachter Lumber Co., Winlock, Wa.

Robert J. Petow is frlling the newly creatd director of product promotion post at the Western Wood Products Association, Portland, Or.

Ron DeWitt has joined sales at Schaller Forest Products, Redding, Ca.

David Smith has joined Pacific Corridor Intemational Inc., Portland, Or., as v.p.-finance, according to Howard A. Page Jr., pres.

Pete lves is now at Randall Lumber Co.. Huntington Beach, Ca.

James Yarter is uow exec. v.p. at Jade Controls, Inc., Upland, Ca. Tbm Gillum has joined the co. as national sales mgr.

Stanley E. Brown, Chandler Lumber Co., Van Nuys, Ca., has assumed the new title of founder/chairman and announces E. L. Newkirk is now chairman of the board; Marc Myers, president; Randy Port, exec. v.p., and Chuck Goeser, v.p., finance.

Robert E. Bergen, pres. Bolens Corp., is the new pres. of the Outdoor power Equipment Institute, Williamsburg, Va.

Harry Bleile, P&M Cedar Products, Redding, Ca., has resigned as sales mgr., taken a month's vacation, and is now in charge of special projects for P&M. Acting sales mgr. for the next 34 months is Larry Hood, v.p. marketing. The sales office has moved from Redding to co. Hq., Stockton, Ca.

David T, Wendel is the new v.p. for sales and marketing at Carborundum Abrasives Co., Niagara Falls, N.Y. Walter C. Bissett is the new director of retail sales and marketing.

William R. Drew has been named product mgr. for window shades and blinds for Graber Industries, according to Joseph E. Cole, v.p., marketing and sales.

Robert C. Rose is now national sales mgr. of the Nordic Stove division of American Road Equipment Co.

Honi K. R. Mehta has been appointed gen. mgr. of Krylon Products by Borden, Inc.; other new div. heads are Leonard T Loffus, consumer glue; Charles A. Matzen Jn, Sterling Plastics; and Del A. Prrscher, car care products.

Rodger S. Coziahr is the new national sales mgr. for Piston Powered Products, Inc., Chandler, Az., according to Glenn E. Cruzan, v.p. of marketing and sales.

Tom Fogarty, Osborne Lumber Co., Newark, Ca., is back from vacation.

Buck Sharrad is new at Salmon Creek Lumber, Portland, Or.

Mike Dode and Bob Crtws have joined sales at Sun Crest Forest Industries, White City, Or.

T. Manhall Hahn Jr., chairman and c.e.o., Georgia-Pacific, has been named c.e.o. of the year for the forest products industry by The Wall Street Transcript, for the second consecutive yeff.

Jim Kjaer is the new mgr. at Copeland Lumber Yards, Inc., Woodland, Wa.

Gary E. Xleinjan has been named southwestern regional sales mgr., home products div., Rubbermaid, Inc.

Sue Palrnone is the new director of communications for the National Housewares Manufacturers Association, Chicago, Il., replacing Richard S. Hochman, who has retired, according to Ronald J. Fippinger, managing director.

Peter Wims has been named mgr., warranty services for Cooley Roofing Systems, Inc., Pawtucket, R.I., according to Stephen C-ondrrn, director of field engineering and technical services.

0. E. "Matt" Dillon has joined Bigfoot Lumber Co., Willow Creek, Ca.

Brad Wolden is now co-mgr. of the 84 Lumber Co. store in Henderson. Nv.

(Please turn to page 40)

f.H. BlEUll{S SAWttllL[S, lilc.

Sawmills and planing mills at placerville, Sebastopol and Napa, Ca. Dry kilns at placerville, Ca.

Speciafists in redwood, cedar, pine and Douglas fir products

Redwood and Douglas fir timbers most any size up to 32 fea

Dry air-dried or green patterns

Long length redwood and fir dimension

For your inquiries call:

Rick Rosa, Dave Snodgrass, lowell Wall Steve Hagen, )(atl Drexel, Tom Knippen

PERSONALS

(Continued l'rom page -?9)

Paul Trueb has resigned from sales at Sierra Pacific Industries, Redding, Ca., after 18 years with the co.

Ann E. Julsen has been promoted to director of shareholder and customer relations for Wickes Cos., Inc., Santa Monica, Ca.

Dinny Waters, newly promoted to western states reg. mgr. for Dataline, Sausalito, Ca., reports that John Hesketh is new in So. Ca. sales; Mike Nicolav, No. Ca.; and Mark Stuckey, Denver, Co. New customer support reps. are Kathy Anderson, So. Ca.; Bob Waten, No. Ca.; and Greg Nash, Ut.

Bill Kent, pres., California Brick and Tile Supply, Rosemead, Ca., and Jim Laing' owner, Rosemead Building Materials, San Gabriel, Ca., have been elected to the board of the Masonry Material Dealers Association.

Mike Fergason is the new mgr. of sales and marketing-millwork at Building Material Distributors, Inc., Galt, Ca., according to Steve Ellinwood, pres.

Theresa Phelan is now supervisor of sales service representatives for Arizona Millwork, Phoenix, Az., according to Debra S. Schrab, advertising dir. New sales service reps include Harold C. Flynn Jr., Jim Mount and Juan Sanchez.

L. Ronald Silvera. Silvera Lumber Co., Antioch, Ca., is the new pres. of the Lumber Merchants Association of Northern California. Embrce Cross, Tiuckee Thhoe Lumber Co., Tiuckee, lst v.p.; Dale Winslow, Pacific Home Improvement Center, Atascadero, 2nd v.p.; Duane "Bud" Spencer, San Ramon Valley Mill & Lumber Co., Danville, treas. Tom Griesbach, Lampe Lumber Co., Tulare; David Bradford, Modesto Lumber Co., Modesto; Neil Keefer, Hapvard Lumber Co., Pacific Grove; Bob Creasy, Folsom Lumber Co., Folsom; Randy Blakemore, Agate Sales, Grass Valley, directors.

Tom Heilpern has been appointed c.e.o.. and gen. mgr. of Columbia Hardwood and Moulding, Tigard, Or.

Ray MacDonald is now gen. mgr. of the So. Ca. division of Canfor U.S.A. Corp.; Tom Metzger is the new sales mgr.; Donald ll'?ysinski, sales representative.

Tony Hill is the new mgr. of Copeland Lumber Yard, Redmond, Or.

Steve Burdick, Compass Lumber Co., Petaluma, Ca., won 3rd place in the '85 World Championship of Karate in San Diego, Ca.

John Myrin has joined the sales staff at Cascade Empire Corp., Portland, Or.

Ted D. Fullmer is now pres. of the Fullmer Lumber Co., Tigard, Or. John A. Fullmer is sec./treas. and Ernet M. Fullmer is c.e.o. Louie J. Buschbacher is no longer with the co.

John Deisher has joined the sales staff of Erickson Lumber Co., Marysville, Ca.

Matt Pettibone is now cabinet div. mgr. and director of marketing, Western Cabinet & Millwork, Woodinville, Wa., according to Gary Hogue, Pres. Debbie Pearson has been named mgr. of the new Totem Lake, Wa., store. Jim Blair will manage all dealer and distributor sales outside Wa.

Mike Maehara is now gen. mgr. of Hampton Overseas, the export sales div. of Hampton Lumber Sales Co., Portland, Or. Dick Kaufman is the new sales mgr. for Hampton Hardwood's Southbend, Wa., alder mill, officing in Woodburn. Or.

Bob Riggs is now mgr. of Sequoia Supply's Orange, Ca., DC as well as the Fairfield, Ca., DC. Todd Lund is now asst. mgr., Fairfield, according to Hal Huff, region mgr.

Margret Steinwand is handling sales for Sequoia Forest Industries' new mill in Joseph, Or. l(ay Stohl is new to sales at the Dinuba, Ca., firm's Townsend, Mt., mill.

Mark Foster is new to sales at J.H. Blevins Sawmills, Inc., Napa, Ca. Les LeGuaux, an outside salesman, is back from a sales swing through No. Ca., Western Nv. and Or.

"Rollo" Decks is new to the office staff at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

Fir - Hem Fir

and selected sales aids

Rust Buster

A new brush-on enamel rust preventative, Krylon Rust Magic, is available from Borden.

After sanding and priming the rusty metal furniture or furnishing, the paint is applied to seal the metal. The brush-on paint is available in nine colors and one primer. It is also sold as an aerosol spray in 18 colors and two primers.

Sprout Growing Kitty

Chia Charlie II, a terra cotta craft kit/planter shaped like a cat, is by DechTar Video Marketing Inc.

It has chia seeds planted in its grooves and when filled with water, it sprouts. The sprouts are said to be tasty and nutritious in soups, salads and sandwiches.

There are enough seeds for three plantings included with the planter.

Push Button Security

A push-button combination lock for improving home security is available from Simplex.

The bolt can be thrown automatically when people leave their homes with no fear of lost keys or being locked out.

A combination reportedly can be changed in less than a minute without removing the lock from the door.

Gas Powered Leaf Blower

A gas powered blower with a 3lcc two-cycle engine capable of generating a 125 mph nozzle velocity air flow is new from Ryan Lawn Care Products.

Weighing ll.3 lbs. fully fueled, the blower has two handles for positive operator control. The engine has a solid state ignition, needle bearings, a fingertip recoil starter and an eitherhand fingertip throttle control. The fan, engine and fuel tank are fully shrouded.

Stain Battles Mildew

Finnaren & Haley Inc. has introduced an exterior oil based wood stain to protect against damaging mildew and ultra violet sun rays.

Independent lab tests have confirmed the stains create increased durability and protection against mildew, and last considerably longer than competitive products. The semi-transparent oil base wood stain is especially formulated for fade resistance from the sun's ultra violet and actinic rays and to repel water.

The new stains are available in I I decorator colors.

Paint On A Roll

Spin-Away which uses the power of a standard electric drill to remove paint from paint roller covers is available from Belle-Ann, Inc.

No water is needed to clean the roller cover when it is attached to the device, put on a standard %-in. drill and spun into a bag, pail or box.

Reportedly, it removes all traces of paint quickly and can be used over and over.

Plug Together

Circuit-Trak, a pre-wired, plugtogether electrical home-wiring system, is new from Trakker Corp.

The system includes lo$ profile track, socket outlet and switch modules that all plug together. All components are pre-wired and are said to quickly surface mount to any wall or ceiling.

Tracks are available in l, 2 and 4 ft. lengths and a telescoping track section to accommodate exact dimensional requirements.

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

D-i-y Car Wash

A synthetic polyester sponge injected with shampoo, polysealant wax and a rust inhibitor from Teton Marketing Corp. reportedly makes washing the car a one-step operation.

Slow release technology is said to make the sponge reusable for two to four weeks. While the sudsing shampoo removes grime, dirt, traffic film and salt, the polysealant wax reportedly clings to paint work.

Home Workshop Jointer

Designed to perform precision edging, surfacing, beveling, chamfering and rabbeting operations, a new 6 in. motorized jointer from Delta International Machinery Corp. is reportedly ideal for home workshops.

The tool's three-knife. solid steel cutterhead features case-hardened HSS knives to assure clean. smooth cuts. Cutterhead speed reportedly operates at 4300 RPMs, providing 12,9N cuts per minute. A cutterhead knife guard keeps hands protected from speeding knives.

Outdoor Lighting

The new low-voltage Lightscaper louverlight assembly system by Hubbell Lighting Division reportedly combines energy savings, safety, security and beauty with easy installation.

The lights can be used as accent lighting around the garden and landscape areas of homes, in addition to defining paths, walkways, steps and driveways.

The l2-volt system contains six louverlights with mounting stakes and 100 ft. of cable. The control box offers a choice of either a transformer timer with which to program the burning hours or a photocontrol for on-atdusk/off-at-dawn lighting.

A Fencing Solution

A fence support system that reportedly overcomes the problems of decay and insect infestation of wood and the unattractiveness of galvanized pipe posts is new from Durapost Support Systems, Inc.

The product utilizes heavy gauge pre-punched steel for flexibility and ease in installation. Each post has a fusion-bonded, polyester powder coating for a lifetime finish.

Said to be ideal for the d-i-yer, the system, after the posts are set in concrete, allows installation of fencing with hammer and nails.

Bath Remodeling Help

A new self+ontained shower unit from Delta Faucet Co. is an alternative to replacing or adding a tub ./shower faucet.

Shower Up can eliminate the cost and labor of extensive re-tiling when it is used to replace an existing faucet. The device can also be used for adding a shower at the pool, in the basement or in any other part of the home.

Molded of durable white PVC with

two shelves, it features a single-handle washerless valve, water-saving showerhead and diverter tub spout.

The unit is available in tub and shower models or in a shower-onlv model. Pressure-balancing valves are also available.

Fashionable Faucetry

A full line of faucetry complete with matching units for basin and tub, Roman tub, shower and bidet along with accessories including towel bars, robe hooks, towel rings and a toilet paper holder is new from Harden Industries.

The Top Brass 73 series comes with all brass valves that are washerless and non-rising. The ceramic disc, I /4 turn system reportedly provides a feather touch action which allows total water flow and ensures symmetrical handle alignment after every use.

The Merchant Magazine

fast-drying, enamel paint applicator used to hide scratches and chips in stoves, refrigerators and other major appliances.

The Enamel Painting Pen is designed for metal, wood, glass ceramics, most plastics and other objects.

The Wood Awake Fix Kit is used to repair and touch-up minor damage to furniture, paneling and molding. The kit includes fill material; tools for repairing holes, gouges and burnt surfaces and a stain/varnish pen.

Bond Wood Swell & Lock is a "non-glue" bond that swells wood for tightening purposes.

Household Repair Kits

Four new products designed to refurbish most surfaces around the house are now available from Bondex.

The Appliance Touch-Up Pen is a

Designer Wall Fashions

The Gloria Vanderbilt Collection of wall paneling products has been introduced by Champion International Corp.

The six styles available offer a choice of grasscloth patterns with harmonizing woodgrain prints and pastel flower prints.

Kitchen Wine Cellar

A compact upright wine vault to hold 102 bottles is from Viking Leisure Products Co.

The vault is 3 ft. wide by 22% inches deep by 6'8" high. Reportedly easy to assemble, it is delivered complete with walls and ceiling panels, wine racks, carpeted floor, right or left hand door with lock, cooling unit and built-in control.

New Construction Sealants

Two new silicone sealants have been introduced by the Sonneborn Building Products Operation of Rexnord Chemical Products Inc.

Sonolastic Omniseal is a one+omponent, low modulus, moisture curing silicone construction sealant designed for use in expansion joints in precast concrete, masonry, metal curtain walls, perimeter window caulking and with most common construction materials. According to the manufacturer, it offers excellent adhesion with

TIMBER SIZER PRE-EABRICATION

exceptional movement capability and provides a highly flexible, durable, weather-resistant seal. No priming is required on most common building materials.

Sonolastic Omniglaze is a onecomponent silicone glazing sealant that reacts with atmospheric moisture to form a strong flexible, durable weather-resistant seal in a wide range of glazing applications. Typical application materials include glass, aluminum, steel, metal alloys and a variety of other metals and structural materials. In addition, it may be used in butt and lap joint construction.

./< -W*gIx BANI) MITLS

Over 50,OOO,OO0 feet annually

Mini-bay Window

A new 5 ft. mini-bay window, the Weatherliner, has been introduced by the Gerkin Co.

It features double-window insulation and ventilation, with a simple horizontal sliding device and can be used as either a prime or replacement window.

All exposed surfaces are prefinished. The product is available in white or bronze exterior styled to complement any decor or trim.

D.F. GRAPE STAKES REDWOOD & D.F. LATH

TIMBERS

From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-We'll do them all to customer specification.

Walled-ln Stereo

A built-in stereo radio/cassette player has been introduced by NuTone Housing Group.

The unit is compatible with other systems or is available as part of a kit which includes NuTone speakers, transformer, antenna and 50' speaker wire.

The case has acharcoal finish with woodgrain trim.

Plug-in Removable Grill

Cooktop cartridges which plug into a convertible grill-range have been introduced by Jenn-Air.

Slide controls govern the infinitely variable cooking levels possible with induction cooking. The black glassceramic cartridges are available in two models.

Mini Bubble Up

Amini fiberglass whirlpool bathtub has been added to Hydro System Inc.'s line.

The tub is a 60" by 48" compact version of their Duo model. Like its larger counterpart,it features amolded armrest and a removable pillow headrest.

"LOOKING AROUND" saysPaul Bunyan

Paul does not rest on his fame as the lumberman's symbol of accomplishment. New requirements and changrng conditions keep him alen to progress.

Fingertip Kitchen Storage

An l8 in. wide cabinet featuring a large roll-out tray is new from Starmark.

The Range Mate reportedly stores pans and pots and lids of any size within easy access on roll out organizing trays.

The Heat ls On

A state-of-the-art thermostat,which can be programmed for the entire year in just 5 to l0 minutes, has been introduced by Quad Six.

PACIFIC FOREST PRODUCTS, IJVC,

Heating and cooling temperatures can be programmed simultaneously on the Weather Wizard. The unit keeps all settings in its electronic memory, so it can automatically switch from heat to cool and back again to constantly maintain the desired room temperature.

The thermostat permits a different program for each day of the week and up to six heating/cooling settings per day. It also comes with a vacation setting featwe.

WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS, COATING ALL 4 SIDES OF EXTERIOR SIDING AND DIMENSIONALTRIM. PLUS ,I COAT APPLICATION ON ALLSIZES OF PLWOOD, ENCLOSED WAREHOUSE FACI LITY.

Flameless Precision Cooking

A black slass-ceramic cooktop cartridge introdLrcccl br Jenn-Air heats riithout alt opel) llantc, but is said to bc as responsil'e as cooking u'ith natural gas.

Another advantage of this cooking method is that temperatures can be precisely controlled at lou hear ro permit cooking delicate foods without burning. The cooking surface remains cool, while thc pans do the cooking. Onll the electricity required to heat the utensil is said to be used.

The new induction cartridge can be used in any Jenn-Air convertible grill-range or cooktop manulactured since 1971. The cartridges are covered by a 2-yr. full warranty and by an extended 3 yr. warranty on the glass-ceramic top.

Shelving With Style

Particleboard shelving rhar comcs with filled edgcs, rounded or square, is new front Ternple-Eastex.

The product is reporredll,, easy to uork rvirh ordinary tools. It can be finished with paint or laminarion rvithour additional preparation.

Instant Building Process

Rcplacing traditional studs, insulation arrd sheathing and enabling a builder to frame an entire hontc in a day or two are advantages attributed to thc ncu \\'alll'rame load bearing u'all s1'stcnr lrom Alsco Arco Building Products.

Panels, u'hich attach to a slab or cleck, nruch like conventional construction, are fastened togcthcr r.r,ith scrovs. Expanded poll'stirene insulatiorr reportedly providcs iin R:17 (with ertcrior linish) uall and nrininrizes air l'iltration.

Low Boiling Point

Instant hot water for coffee, tea, cocoa, soups and so on at the push of a button is provided by Elkay's hot water machine.

The device provides up to 2Vz gallons (40 cups) of hot water per

hour. The water temperature can be adjusted from a mild 140" to a nearly boiling 190'.

A compact tank assembly connects to the water valve under the sink and the unit plugs into a conventional outlet for a three-prong plug. The machine also features a safetv lock.

Finger Painting

A glove that acts as a paint brush is new from Leslie-Locke.

Slipped over the hand, the Painter's Mitt permits the painting of iron rails and spindles by wiping the paint around the railing. Reportedly useful in other d-i-y areas, it is disposable once the job is finished.

Curved Headrail For Blinds

A curved headrail for attaching vertical blinds is new from Graber Industries.

The curved system can be used for custom vertical treatments of bow windows, dormers, corner windows and recessed accent areas.

A single curved headrail covers uP to a l0 ft. wide window opening and can be bent to a radius of 78 inches. Rails can also be butted to cover wider openings. Tracks are available in a brushed-aluminum finish.

Cart lt Away

Panel Clip's new truss cart can perform two labor-saving jobs.

Trusses can be stacked quickly and moved elsewhere for banding or loading. After closing the telescoping center tube, the cart becomes a lumber hauler to transport pre-cut lumber from saw to truss jig.

Its l2-in. ball bearing wheels carry a maximum load of 4.000 lbs. The length is expandable from 5 to 17 ft.

European View

A window system long popular in Europe is now being manufactured by the Pennsylvania Aluminum Window Co.

An unusual tilt and turn casement design incorporates three ventilation positions and provides security in both the ventilation and locked positions. It also has a full opening position for quick escape in event of fire.

Available in full view open glass, with traditional Georgian bars, or a double hung appearance, it comes in custom sizes with double or triple glazing.

l{smboldt Redwood Mrs.

co.

Custom Milling & Wholesale Lumber

,z fwo dry kilns ,z Twin resaw & trimmer

,z 6 x 15 planer

'z Lalh, benderboard

'z 60" resaw ,z Fence boards, Posts

'z 1,000' RR spur & siakes

i ,z 18 acre drying yard

Light From Windows On High

Extralong skylights, which provide a larger, uninterrupted window area, are now available from Wasco ProdUCIS.

With self-flashing, built-in curbs for easy installation, weathertightness, and energy efficiency, they measure 22 in. by 70 in.

The curbs are constructed of an exciusive company thermoplastic, Permatherm. The sections are welded at the corners for air and water tiehtNESS.

For more information on New Products w,rite The Merchont Magazine.4500 Campus Dr . Suite 480. New,port Beach. Ca. 92660

Please rn,'rrtion is:ue date and page number so w,e can process !our re quest fasterl Manv thanksl

Music, Music, Music

A neu line of music intercom systems available from Broan reproduces music in stereo, reportedly with over

Don Hellcr Soles Monoger

4418 N€ He,lle,r Rd. Roseburg, Oregon 97470

503 / 672-6528

three times the RMS amplifier power of other systems.

It can accommodate up to 20 speakers plus outside door speakers. Delure features include a "fail safe"

power supply, "hands off" answering, a "constant on" feature and "music muting, " which automatically silences the radio for intercom calls and chime notes.

Why Dealers Tie-in With Plen-Wood

The Plen-Wood system is a heating and cooling alternative, employing standard construction methods and materials to provide significant economies in construction and energy.

As simple as it is effective, the structure is built with a tightly sealed underfloor space. The entire underfloor area is used as a sealed plenum chamber, where conditioned air is kept under slight pressure. A conventional downflow HVAC unit warms or cools the air, which is directed to the plenum and distributed through floor registers to the living space above.

Various foundation systems, such as the Permanent Wood Foundation (formerly the All-Weather Wood Foundation), poured concrete or concrete block may be used. Regardless of the foundation choice, standard construction methods are used except that foundation vents are omitted.

After the foundation is completed, a vapor barrier is laid over the ground and draped down the inside of the foundation wall. The film is secured over the sills and later attached to the rim joists. After the floor joists are installed, blanket insulation is applied to the inside perimeter of the foundation wall and rim joists. A strip of batt insulation is also laid flat on the ground over the vapor barrier inside the foundation perimeter. American Plywood Association (APA) rated sheathing or Sturd-I-Floor is glued and nailed to joists.

Once the building is closed in, a conventional downflow heating and air conditioning unit is installed. Vents and/or louvered doors are installed in the HVAC area for return air. If the unit is located at the far end of the building, or if the building has an H-, T- or Lshape, stub ducts may be needed. Otherwise, air circulation is accomplished simply by cutting holes in the floor between joists for installation of standard, adjustable floor registers. Metal pan receptacles are suspended below each opening to prevent debris from collecting in the plenum.

Finally, a hatch is provided for access to the plenum. There are no foundation vents or exterior access to the underfloor space.

The most prominent advantage of the Plen-Wood

(Please turn to page 56)

Old Grondh Douglas Fir

Green, Rough or Surfaced

Sales Mgr. Ted Barnes

Phone: (503) 874-2236

Oregon 97469

Good Christmas For Retailers

A favorable second half is seen in 1985 for retailers with both constant and current dollar growth rates accelerating during the year's second half. Nominal growth rates in total retail sales are expected to rise between 1v/o and 890 in the final two quarters.

According to author James E. Newton, vice president and chief economist for Management Horizons, "Real growth in total retail sales will advance by around 490 and 3.590 during the third and fourth quarters, respectively. This welcome change will be following the lackluster growth rate of a little over 20/o during the year's first half. Our prediction for the second half of 1985 contradicts those of most other forecasting services. Based on our favorable record. we feel confi-

dent with these optimistic numbersl' "Given relatively strong consumer demand and modest retail inventory levels, the intense price cutting and profit drain which characterized last year's Christmas selling season should fail to rematerialize during 19851' he says.

Home centers will see nominal current dollar sales growth strengthen to between 890 and ll9o the last six months of the year, according to Newton. In addition, year-over-year growth rates (not seasonally adjusted) are expected to strengthen for these retailers. He lists home center growth rates as below l9o for the second quarter of 1985; slightly above 690 for the fourth quarter of 1985; and between 9-9.590 for the first quarter of 1986. This is due, in part, to the lagged effect of new housing starts.

Lumber Packaged for D-l-Yer

Targeting the d-i-yer as the end user, TreeSource, Inc., Portland, Or., has launched a merchandising effort for 2 x 4 packages including top quality lumber manufactured to specific lengths of 8, l0 and 12 feet.

Delivered to the home center market strapped, endsealed and placarded to promote consumer sell-through, the material features light wane, small-knotted P.E.T. A2x6 manufactured to 8 ft. lengths is also available.

The lumber is manufactured by Midway Forest Products, Philomath, Or., which has an initial production capacity of 100,000 b.f. per shift, according to Michael D. Bryan, v.p. and gen. mgr. Scott Zimmerman is the home center sales and marketing specialist at TreeSource. Both companies are part of WTD Industries, Inc., which includes Glide Lumber Products, Silverton Forest Products, Pacific Hardwood and Philomath Forest Products.

The Cost Estimotor is on op plicotion progrom thot speeds ond simplifies the process of creoting cost estimotes. The Cost Estimotor speeds the job of processing cost estimotes, by doing oll the time consuming ospects of on estimote in micro-seconds, The job of preporing on estimote is reduced from hours to minutes.

.Does .|00 + lines cost estimotes

.Moke mojor chonges in sec0nds

.Use your own inventory file

.Your copy will show:

l. % mork up 5, Boord feet

2. Totol cost 6. Sq. feet

3. Totol price 7, Lineotfeel

4. Profit

.Prints out h0rd copies oTotolly outomotic

.Poys for itself the first month.

"serving Your--Dery$r;1 I Xeedd customMillll. , _A Detcril Mgul{:g: Surfcrcin

The Cosl Eslimoor

SOLID GOLD HARDWARE

(Continued from page I1)

upon volume purchased. "We're competitive, make no mistake about it," emphasizes Dixieline's Cowling.

Classic Collections, a separate division of Dixieline Lumber, is run by Charles C. Butler, a 16 year veteran of the kitchen and bath business. His experience in products, design and construction is a real plus for customers.

Opened April 15 to the public, the showroom was doing $100,000 per month average after only 75 days of operation. Division vice president Butler projects volume at $200,000 per month by the end of this year. The high priced inventory obviously affects the gross dollar business done in the 8,000 sq. ft. operation. Butler notes that downstairs the average sales ticket is $llG$130. Upstairs, Classic Collections average sales ticket is $2,000.

While the high price merchandise inevitably scares off many buyers, it is

nonetheless an excellent draw for the downstairs store. Both levels feature a good-better-best pricing structure and the gap between the highest priced Moen, Delta or Price Pfister faucet downstairs (about $125) versus $189 for faucets upstairs, is a difference of only about $65.

As a visitor to the Classic Collections starts upstairs, the decor quickly changes from the modern-homecenter-of-the-'80s look of downstairs. Walls are done in a medium lavender, the staircase and bannisters in custom oak. A mantel is hung at the landing, surmounted by a brass frame mirror, two plants and two brass antique Iamps. No K mart this!

The first impression of the showroom is one of depth, light and openness. The displays and layout were virtually all done in-house by Dixieline personnel, a feat for which they are justly proud.

A solar lighting system was installed on the roof not only to save money (it will pay for itself in three years), but to provide a natural light so that products and colors look the same at home as they did in the show-

room."Avoiding fluorescent lights has already had a significant effect in lowering our returns and call-backs," points out Butler.

If, as F. Scott Fitzgerald said, "The rich are different from you and me," it may be in part because of their surroundings. A walk around the showroom will quickly show that, if nothing else, the rich can, if they choose, live on a scale far different than the ordinary man.

A look at the sink displays, the largest in the country, shows an oval brass number for a modest $890, then a selection of two at the $1250 level, suitably plated with silver rim and gold basin. But wait, here's another, priced at $90, proving that there really is good-better-best pricing.

In this realm it's nothing for faucets to cost $2,000 to $3,000 apiece. And up. Many of the sink and faucet displays are fully functional; water flowing smoothly at a touch of the crystal handle. Which probably isn't too much to expect for three grand.

Like so much of the Classic Collection, this aspect is well thought out.

"Our customers," observes Butler, "want to know the feel and the sound of a $3,000 faucet. We don't want anyone spending that kind of money and then be unhappy when they install it at home and don't like the feel or sound."

The bathtub market is covered thoroughly, with more than 20 manufacturers represented, the most of any store in the U.S. Immediately on your right as you enter is a tasty $5,200 tub system. Some run $14,000. About 4O different models are arrayed about the floor in an adjoining room so customers can try them for size. "More than once," Butler chuckles, "we've found customers, shoes off, lazing in the tubs, just to make sure before buyrng that the tubs will suit their purpose."

Decorative and functional hardware items are mounted on various vertical display boards, here covered with black velvet, there with light gray or other background textures to effectively present the product.

A separate room is set aside for doors, interior and exterior, which include brass, bronze or copper covered, etched and leaded glass

doors and rosewood doors with pearl inlays. Now, more than 100 styles of doors are on display, again the largest selection in the country.

A Kaylien door (the Swelterweight Champ model) is displayed so that a constant stream of water pours down its face, proving that it is truly water and weather resistant. The Simpson line of beautiful handcrafted wood doors is amply represented.

More than l0 fireplace mantles are placed about the showroom. Other products include switch plates, copper hoods, flooring and skylights. But, despite the firm's T2years in the wood business, no cabinets. Carpeting is excluded as well.

Many of the products are European because equivalent models are not produced by American manufacturers.

As befits an upscale concern, customers are treated with kid gloves. No salesman attacks them upon entry and, indeed, many walk through and leave without ever having spoken to a clerk. But if you feel you just can't go another day without that solid brass, hand nickel-plated showerhead with the 280 gold lszzls5, they have one on

display. It's yours for $1,950. Plus ftI)(.

Bill Cowling's dream of being able to offer Dixieline Lumber customers the widest selection of the absolute best in home and bath products has been well realized. The practical businessman in him has put a hammerlock on the top end of this business in the west in what appears as solid in investment terms as one of his solid gold faucets.

Selling Skills Videotape

A new videotaped training course on selling skills and customer relations for retail hardware/home center employees will be available from the National Retail Hardware Association and Home Center Institute.

The program will include nine videotaped training modules, and a combined study guide and workbook. Featuring Bill Sharp, a leading sales trainer, it is designed for individual study or group training.

Production of the programs is being completed and delivery of the tapes and workbooks is set for Oct. 1.

PLEN-WOOD ADVANTAGE

(Continued from page 52)

system is the elimination of HVAC supply ducts, significantly cutting construction costs. Studies by the U.S. Forest Service, the NAHB Research Foundation and the City of El Centro, Ca., show cost savings of $220 to $475 where the underfloor plenum was used instead of a concrete slab floor with a ducted HVAC system.

Another important consideration is energy efficiency. A study at Washington State University showed energy savings of 14 to 2390 using the plenum system, compared with an uninsulated, conventional crawl space. In addition, air circulation and temperature distribution were improved in the test structure.

Air recirculation is improved through the use of the downflow HVAC system and accompanying return air venting. Even temperatures are achieved from floor to ceiling, allowing lower thermostat settings for heating and higher for cooling without compromising the desired comfort levels. Radiant heat from the plenum through the wood floor also contributes to the uniformity of temperatures so that vaulted or cathedral ceilings can be used successfully without noticeable heat loss.

The Plen-Wood system is practical, too. Common materials are used throughout, so dealers need not keep special equipment in stock to accommodate the builder. Carpenters and mechanical contractors use standard skills and techniques to install the system, as well. The system is accepted by all major model building, mechanical and electrical codes, and its reliability is proven in thousands of structures throughout the United States.

Hem-Fir Hemlock Douglas Fir

genewl W Inlpanla L,nh pn Pine Redwood Cedar

Yard & Offlces: End of Alrport Rd. P.O. Box 723, Uklah, Ca. 95482

Persimmon: the hardwood that's really hard

ERSIMMON wood has many uses including as lumber and veneer although these are limited by availability.

The sapwood, which is extremely hard and tough, is prized for the making of shuttles to be used in textile weaving. The wood also is excellent for bobbins, spools, shoe lasts, plane stocks and mallets. Because it has a high resistance to shock in addition to being very hard, persimmon heartwood is used for golf club heads, billiard cues and parquet floors.

Persimmon also can be used for wall paneling, furniture, tool handles, turned wooden ware, boxes and crates. Its cost ranges from above average to high price.

The persimmon is a member of the ebony family (Diospyros ebenacea) and is the only species of ebony found in the northern latitudes. The relationship is especially discernible in the heartwood which closely resembles that of ebony.

The persimmon tree is slow growing, but can reach heights of 50 to 60 ft. with a trunk diameter of 18 in. Some trees in favorable locations reach 100 ft. with trunks measuring over 2 ft. in diameter. The fertile bottomlands of the lower Mississippi River Valley and the southern states encourage maximum growth. In the northern areas, it grows more like a shrub.

Wood from the persimmon tree is extremely hard, dense, strong and heavy. Dry weight is usually 53 lbs. per cu. ft.

The sapwood is white when first cut, but then it turns to a light brown

or yellowish-brown. It is often spotted or striped with a darker color. The grain is close, tough and of medium to fine texture. The grain in sapwood is distinct and ofter interlocks.

The tree develops little heartwood before it is 100 years old. For this reason the heartwood, which is a variegated brown, often dark enough to be considered black, is in short supply.

There is a lot of shrinkage when persimmon is dried. The ends must be protected by paint or paraffin to keep the wood from cracking. Well seasoned persimmon is considered the hardest of woods. It retains its shape to perfection and is resistant to bending. Negatives include being susceptible to decay and difficult to glue in working.

Story at a Glance

Persimmon related to ebony. lumber and veneer use limited by availability . . . heartwood takes 100 years to develop ideal forgoll club heads, billiard cues and parquet floors.

The tree which produces persimmon wood is the Diospyros virginiana found in the southeast United States where it was first discovered by explorer Fernando DeSoto who reported on its "delicious little plum" to Queen Elizabeth in 1557. Captain John Smith, the English colonist, years later ran across it at Jamestown, Va., and tested its edibility.

He must have tried one that was not ripe because he reported "If it be not ripe, it will draw a man's mouth awrie with much torment." To this day people who sample persimmons that are not ripe will have a puckery mouth for at least 24 hours.

The fruit, which theoretically is a berry can be eaten when it is orange and wrinkled. At this stage it is really very good tasting. In fact, the Greek word Diospyros means fruit of the gods. Incidentally, the persimmon grown on the West Coast is related to the Japanese/Chinese kaki (Diospyros kaki) and produces large, firm, truly delicious fruit.

Another variety, the Texas persimmon (Diospy ros texona) is native to the south and southwestern part of that state. It is also known as a capote or black persimmon. In the dry climate, the tree grows small and scrubby. The wood is neither as strong nor resilient as that of its southern relative. It has no commercial value.

Other names for the Diospyros virginiana variety are simmon, barabara, boa-wood, butterwood, cylil date plum, date plum and possumwood. It has acquired the latter name because possums as well as raccoons, deer, foxes, hogs, squirrels, skuhks and many birds eat its fruit.

NEW LITERAT

Plumber's Helper

A booklet on a new behind-the-wall polybutylene plumbing system is free from Plumb ShoP, 27700 Northwestern Highway, Southfield, M. 4803.

Vinyl Windows, Doors

A free lGp. catalog on vinyl-framed windows and patio doors is available from Vinyl Building Products Inc', One Raritan Rd., Oakland, N.J. 07436.

Handsome Handles

A catalog of designer hardware for doors and cabinets is free from Vdli & Colombo Inc., Fusital Forges Div., P'O. Box 1290, Duarte, Ca. 91010.

A Cool Offer

A brochure on thermostats and subbases is free from Honeywell Inc., Honeywell Plaza, MNl2-4164' Minneapolis, Mn. 55408.

Selling Home CarPets

A 8-p. brochure on residential carpets is free from Armstrong World Industries, Inc., P.O. Box 3fi)1, Lancaster, Pa- 17604

Ground Floor Information

A ful+olor 48-p. catalog of hardwood flooring products is free from Hoboken Wood Flooring CorP., l0 Willow St., East Rutherford, N.J.

Wood Door Jamb

A free 4p. brochure on wood door jambs is available from Minton Co., 59 West Evelyn Ave., Mountain View, Ca. 9M2.

Redwood Co-op Hints

A guide to co-op promotion for redwood is free from Simpson Timber Co., California Operations, Arcata, Ca. 95521.

For all New Literature offerings write directly to the name and address shown in each item. Please mention that you saw it in The Merchant Magozine. Many thanks!

Pressure Treated Pine Tips

"Tips on Pressure Treated Southern Pine Lumber," a Gp. folder, is free from the Southern Forest Products Association, P.O. Box 52458, New Orleans, La.70152.

Fire Retardant Wood

The "Reference Guide for Designing with Fire Retardant Treated Wood" is free from Koppers Co., Inc., 19fi) KoPPers Bldg., Pittsburgh, Pa. 15219.

Floor Finishing Fax

A guide to professional floor finishes is free from Pierce & Stevens. P.O. Box 1092, Buffalo, N.Y. 14240.

Plywood Standards

A l2-p. "APA Product Guide: Performance-Rated Panels" is free from the American Plywood Association, P.O. Box 11700, Tacoma, Wa. 9841 l.

Roof Window Strategies

Information on modular gang flashing for roof windows and skylights is free from Velux-America Inc., P.O. Box 3208, Greenwood, S.C.2%48.

Lift Truck Manual

A free lGp. booklet analyzing and comparing lift trucks is available from the Hyster Co., Advertising & Sales Promotion Dept., P.O. Box M7, Danville, Il. 61832,

Credit Checkup

"The Check & Credit Card Fraud Prevention Manual" is $65 from Publishers Services, 6318 Vesper Ave., Van Nuys, Ca. 9l4ll.

Vinyl & Construction

"A Profile of Vinyl Windows and Doors: Today's Choice for Residential and Commercial Construction" is 500 from the Vinyl Window and Door Institute, 355 Lexington Ave., 6th floor, New York, N.Y. 10017.

Rooling Guidelines

"Computer Guidelines for Roofing Contractors" is $35 from the National Roofrng Contractors Association, 8600 Bryn Mawr Ave., Chicago, Il. 60631.

Mini.Catalog of Tools

A pocket-size catalog of professionalgrade power tools is free from AEG Power Tool Corp., One Winnenden Road, Norwich. Ct.06360.

A Dooring Pin Up Poster

A 4color wall poster of 37 popular door designs is free from E.A. Nord Co., P.O. Box 1187, Everett, Wa. 98206.

All About Pallets

A 2Gp. booklet on pallet specifications and grades is free from Southern Forest Products Association, P.O. Box 5268, New Orleans, La.7Ol52.

Plywood Use Guide

"APA Product Guide: HDO/MDO Plywood" is free from the American Plywood Association, P.O. Box 11700, Tacoma, Wa.984ll.

Santa's Inventory

A Christmas catalog of toys and toymaking kits, plans and parts is free from Cherry Tree Toys, Inc., P.O. Box369-2, Belmont, Oh.43718.

How to Stay In The Black

Statistics show that the average lumber dealer has 4O9o of his assets in receivables, that is, materials that have been sold and delivered BUT not paid for yet.

Accounts receivable must be tightly controlled to guarantee prompt payment. The dealer who lets his receivables slide can easily become a dealer in trouble with no cash to meet his payroll and pay suppliers. Applying the following eight principles to a store's credit policies will help to protect a dealer's receivables in worth and profitability. Credit policies should be carefully scrutinized to insure that all acounts receivable are sound, procedures are strict and the company is not over extended.

(l) Require new customers to fill out detailed applications for credit. Check with suppliers listed as references for large outstanding debts. Be sure "jobs in progress" include both liabilities and assets.

(2) Limit credit to new cusromers until you find out what kind of a "pay" they are. Keep in mind that a $15,000 credit line is the same as an unsecured loan tbr that amount. (A

dealer who has no collateral is paid after the first mortgage holders.)

(3) Never give credit exceeding half of a customer's net worth. If there is a liquidation, usually only 500 can be collected on a dollar.

(4) Use the same closely structured terms for all builders and contractors. Hold them to 2Vo lOth, net 25th or upon close of house, whichever occurs first. These are the most desirable terms today.

(5) Separate jobs for a contractor or builder customer to prevent the rollover of materials from house to house.

(6) Don't give 60 day or other extended terms to new customers and tighten up on existing customers and accounts.

(7) Track every house on each account. Keep payments current. Cut off an overextended builder or contractor. (Allowing him to use your money to pay off his other debts doesn't help your cash flow.)

(8) Treat all customers the same. Keep your credit on a short leash with everyone having the same terms and restrictions.

"And, Boswell, I want you to head o committee that will po to work and organize a commTnee of non-committee members. "

GTASSNFIED AM]V/EN]TISTEMENTIS

ProfitPoint Consulting

Pointing the way to profitable decisions for HOME CENTERS and BUILDING MATERIALS manufacturers, wholesalers and retailers, of all sizes, through objective market research and analysis.

Competition Assessment, Acquisition Analysis, Store Merchandising, New Product Feasibility, Marketing Strategy. Call Eugene, Or. (503) 342-7245.

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-U26.

LUMBERYARDS BOUGHT AND SOLD

Let Dick Phelps use his 30 years, experience as a lumberman to assist you

Twenty-fivc (25) words for $19. Each edditionel word 65G. Phone numbcr counts rs one word. Address counts as six words. Headlincs and ccntcred copy ea, line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $4O. Names of advertisers using a box number cannot be released. Address replics to box number shown in ad in care of Thc Mcrchrnt Mr3uinc, l5lX) Cunpur Dr., Suitc ft0, Ncrporl Bcrch, Cr. 12560. Makc checks payable to The Merchent Mr3ezinc. Mail copy to above addrcss 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.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 77 5-2544', (21 3 ) 83 5-5671

COPELAND LUMBER WISHf,S TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Clisan, Portland,Or.97232, Attention John Matschiner, Real Estate Manager. (503) 232-7181 All inquiries kept confidential.

WANTED: SHORTS & FALLDOWN

From clear, dry softwood 2' - 6'thick The Miller Co. (41 5) 488-4333

NINE TRUCK & TRAILERS t"x6"x6' economy redwood fence SlS2E. No reasonable offer refused. Call Carter Forest Products

..IN SEARCH OF EXCELLENCE''

Barr Lumber, Los Alamitos, Ca., has openings for ordermen, contractor sales and hardware sales. Call Rick Orlando (213) 5964475, (714) 527 -2285. Confidential.

HARDWOOD lumber company with full milling facilities seeks experienced outside salesperson. Please contact Fred Brocklebank at Heritage Hardwoods, Inc. for appointment. Call (714) 591-4841. All applications confidential.

ARCHITECTURAL REPRESENTATIVE

Experienced architectural woodwork lor position of Architectural Representative in California. Must have complete knowledge of blueprint reading, detailing and methods of tabrication ol all types of Architectural Woodwork. Duties to include rnspection of woodwork products lo determine compliance with Institute's standards, contacting archilectural profession, planning and presenting programs for architects, spec writers and designers relative to Architectural Woodwork. Contact Bernard B. Barber, Jr., Executive Secretary, Woodwork Institute of California, P.O. Box 11428, Fresno, Ca. 93773. Tel. No. 209-233-9035.

LONG ESTABLISHED hardwood lumber and plywood distributor in So. Ca., with the very best in facilities and reputation, seeks experienced salesperson to expand market base. Excellent opportunity for the right person. Write Box 535 c/o The Merchant Masazine.

SALESMAN San Fernando Valley, Ca., hardwood plywood, softwood plywood and particleboard. Take place of salesman retiring. Write Box 534 c/o The Merchant Magazine.

MILL SUPERINTENDENT

Must have knowledge of production methods and be experienced in operating and maintaining lumber mill machinery. Send resume and salary required to: Personnel Director, P.O. Box 5000. Del Mar. Ca.92014.

SALESPERSON WANTED

By wholesaler with remanufacturing plants at its Ukiah, Ca., office. Call Agwood Mill & Lumber at 0O7) 468-5486.

LUMBER TRADER: Established No. Ca. wholesale company looking for a trader wilh minimum 5 years experience in pine and fir industrial lumber. Must be self-starter with customer following. Top compensation and benefit package. Send resume to Owen McKannay, Schaller Forest Products, Box N, Redding, CA 96099.

CLASSIFIED ADVERTISING ADVERT[SEMENTS Order Blank

ATTENTION SPECIALTIES TRADERS

Name

Company Name (if any)

Address City State

Phone ( COPY

If you are a specialist in pine boards, redwood, cedar, industrials, or low grade lumber, a real opportunity awaits you in our Newport Beach office.

Cascade Empire Corporation in portland, Oregon is looking to expand our Newport Beach office. If you are a success in a specialty we would like to explore with you the possibility of joining our team.

Our commission scale and employee benefits are the best in the industry. Our annual sales volume in excess of $120 million and over 10,000 carloads and trucks assures you a respected and competitive position in the industry we serve.

Don't pass up this opportunity to take a good look at Cascade Empire. You'll never know unless you make the call will you?

All replies will be held in the strictest confidence.

CHARGES: $19.00 (25 word minimum).

.65 each additional word

.65 phone number*

3.90 address,r

5.00 centered copy, per line

5.00 headline

5.00 box number

5.00 special border

PRINT YOUR TOTAL HERE

,rPhone 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.

! Assign a box number and mail my replies daily. TO RUN: TIMES

Call Toll Free (800) 54'7-8371

Ask for Ray Haroldson - president or write me personally at P.O. Box 27'70 Portland, Oregon 97208

SALES: Wholesale lumber distributor is expanding existing sales staff and needs experienced self-motivator, aggressive and with following in So. Ca., to sell import and domestic hardwood plywoods, hardwood lumber and softwoods, plus cut-to-size. Excellent commission and benefits. please call Jim Skay at Skibba Lumber, Inc., Orange, Ca. (714) 997-1704.

ffi SOUTHERI{ GALIFORI{IA LOS AXOELES AREA

American Hardwood C0.........

B€rkot Mlo. Co.

Bwerly Minulacturing Co.

Bur ns Lumber Co.

Carcll Moulding Co..

Coastal Lumb€r Co.

Coos Head Lumber & Plytood

3C Trucking

Dooley ForestCo., Inc.......

Esslsy & Son, 0.C.

Farlibst FirSalos..... (213) 629'5206

Fir & Pine Lumb€r Co........

Fountain Lumbcr Co., Ed

Fremonl ForestProducls

Galleher Hardwood Co

Gomini Forest Producls...... ...

G6orgia-PacilicCorp. (213) 968-5551

Harris Trucking

H€ppnor Hardwoods.

Hutl Lumber Co.

Inland Timber Co.

Johnslon Hardwmd Inc.........

Kirby Forest Induslries, Inc..

Kniohl Induslties

Luribor Assn. ot So. Ca

MacB€ath Hardwood

Maple 8ros., Inc. Mouldings

Marouan-Uftlle LumborCo. ....

Mutual Mouldino and Lumber Co.

osoood Inc.. Robert S.

Pa;licLumborTorminal.....

Pacific Madison Lumbe( co. (2131 773'2292

tsUVE RS' GUilDE

3A1{ FRA]ICISCO BAY AREA

IIORTHERI| AllD CEI{TRAL CALIFORIIIA

I

PACIFIC I{ORTHWEST STATES

wAsl{11{GTot{

OSEATEN MNTLAI{D ANEA

J.H. Baxter & Co.

iroiCecasuce............ 1eoo1 slz-eoib

Catlall Srothors.

CascadeEmpireCorp....... (800) 547-8371

Cole &Associates, John T. ....

continental Forest Products. (800) 547-8465

Crow's lr&€kly

0isd€ro Lumbsr Co.

Friesen Lumber Co.

Fullmer Lumbor Co.

FurmanLumber, Inc.

G€orgia-Pacific Corp.

Hamplon LumberSalosCo.

lnlercell Manulacturing Co.. Inc.

LewisCo., Inc., PalmerG.

Louisiana-Pacilic Corp

Lumber Products

Ml. Angel Plywood Inc.......

Nonhwesl Hardwoods

Penbenhy Lumber Co.

Pope & Talbot.

Publishers Forest Products . (800) 547-6633

Sequoia Supply

Simon. Crablree&Ryan..................

Southern Pacific

Sunrise

oREOOll

H€ad Lumber & Plywood

c0RvALUS

BrandS... .... (800) 547-3401

Mary's Rivor Lumber Co. (503) 752-0218

orooon Strand Board Co.

EUIIEI{E/SPRTIIGFIELD

oiamondwbodProducls.............

Forest FiberProduclsCo...........

Fremont ForsslProducls

G€oroia-Pacitic Coro.

Hirt&u,ibodLumberCo. {800) 54i-892i

JasperWbodTrearing i800) 54i-6063

Lewis Co.. lnc.. Palm€r G.

Lumber Producls

McFarland Cascad6

McKenzieTradinoC0....... (800) 547-6067

Oreoon CedarPrdducts...................

Plas'tmoC0, in0r. (800) 452-8202

Rolando Lumber Co.

Wbverhaeuser Co. (0utside 0r.).

JOHI{ DAY

John Dav Lumber Co.

KLATAfH FATLS

Lumber Products

lTEOFORD

Cornetl Lumb€r Co.

Fountain Lumberco., Ed

KustomTransport......... (800) 321-6322

Lumber Producls

Snavely Forest Products . (800) 547-3039

ROCKY tOUllTArl{S ffi

W. T K. "Tbnk" May, a veteran of lumber technology on the West Coast, died July 26, 1985, in Portland, Or. He was 82.

Mr. May devoted more than 30 years to the development and acceptance of technical information for the lumber industry. He joined the West Coast Lumbermen's Association in 1938 and became director of technical services in 1945. He stayed after WCLA merged into the Western Wood Products Association in 1964 until he retired in 1968.

He was well known for his "Douglas Fir Use Bookl' The basis for the present "Western Woods Use Bookj'it won several national awards as a best technical publication in the building products field.

Mr. May is survived by his wife, Lillian, two daughters, a son and four grandchildren.

Henry V. Myers Jn, long time lumber salesman with Pacific Madison Lumber Co., Downey, Ca., died of emphysema July 20, 1985. He was 65.

He was the first salesman hired by the firm when it opened in 1959. Prior to that he had worked with several lumber operations in the Southern California area.

Mr. Myers is survived by his widow,

Dorothy, two sons, two grandchildren and a twin brother George.

Ole May, former advertising manager for The Merchont Magozine for 13 years, died August 9, l985,in Glendale, Ca. He was 84.

He retired from the magazine at the end of March. 1966. At that time he held the additional title of general manager.

Mr. May had worked for several lumber companies both here and in the Philippines. He worked for E. J. Stanton & Son, Los Angeles, Ca., before forming his own advertising production business, Ole May & Associates, prior to joining the staff of The Merchant Magazine.

Ole May is survived by his widow, Amelia. and one niece.

The three decade deck

All feated wood isn't treated the same.

Some treated wood can treat you bad.

It looks like treated wood. But next thing you know it rots out. And your customer blames you.

So don't take chances.

Stock only tnuisiarn-Pacific

;,riL treated yood.

thirly years. In wibng.

Which means if L-P treated wood suffers structural dannge from decay or termites

within thirty years, we'll replace it. No maybes. No double talk. No fooling.

And *nt goes for lumber in full contact with the pgound, too. of

Available from seven plants. Don't just count on us for quality, count on us for dependable supply, too. Today we're producing l,ouisiarn-Pacifi c treated wood at seven plants from , ' California to ' Florida. We're readyto ship your order today.

A personal guarantee.

When you buy an Americanmade l,ouisiana-Pacific product like treated wood, we expect you to expect the best. Not just quality. But a competitive price. A satisfuctory business relationship. And service that leaves you completely satisfied.

The 12,000 men and women of I-ouisiarn-Pacific join me in giving you our personal guarantee. We will perform. If we don't, let us know, please.

Sincerely, d/"^"a 4rbe/'4

Cnairfian ana President