CONSTRUCTION HEART ROUGH
1x4, '1 x6, 1x8, 1x12
2x4, 2x6, 2x8, 2x12
3x6,3x8,3x12
4x4, 4x6, 4x8,4x12
6x6,6x8,6x12
CONSTRUCTION COMMON ROUGH
1x4, 1x6, 1x8,1x12
2x4, 2x6, 2x8, 2x12
1x6 Dog Ear Fencing
4x4 - 8' Post Grade
CONSTRUCTION HEART S4S
2x4, 2x6, 2x8, 2x12
2x4 Clear A 2x6 Facia 2x6 "8" Kiln Dry
PATTERN STOCK
1/2" x4", 72"x6" Beveled
Beveled 1x6 Pattern 21 1 R
Pattern 212R
CLEAR HEART S4S KD 1 x4, 1 x6, 1 x8, 1 x1 2
2x6, 2x8, 2x1O, 2x12
CLEAR AYE gS KD
1x6.1x8.1x12
2x2, 2x4, 2x6, 2x8, 2x12
2x8 Beveled Sill
4/4 x8" Rough
PRESSURE TREATED LUMBER & PLWVOOD - ln the following Treatments:
FIRE RETARDANT "PYRESOTE" & EXTERIOR: Mil-L-'19140E Type 1 & 2, U.L. Labeled
CZC .45 pcf "Mudsill": AWPB LP-2; CZC .60 pcf ground contact
ACA - CHEMONITE Ammoniacal Copper Arsenate .60 pcf AWPB FDN, LP-22, AWPA C-18
PENTACHLOROPHENOL: Penta-Dow Penta-Oil per AWPA C-18
CREOSOTE: per AWPA C-18, AWPB MP-2, AWPB-MLP
DUAL TREATMENT: ACA & CREOSOTE oer AWPB-MLP & AWPA C-18
POWER POLES: 6x6 #1 D.F. Rgh .60 pcf AQA- 24'lengths
Certificates of Treatments Provided
PINE: DIAMOND & ROSEBURG STOCK
C & BTR Sugar Pine: 1 x6, 1 x8, 1 x1 2
#2T&G:1x6,1xB
#3 Shiplap: 1x6, 1x8
Pattern *792: 1x12 WP 2 & 4
#2 Com S4S: 1x4 thru 1x12,2x'12
#3 Com Sugar Pine S4S 1x4 thru 1 x1 2
#4 Com S4S 1 x1 2
MASONITE:
Duolux %" & %"
Flametest Fire Retardant Paneling
Flametest Sidings & Hardboard
CLEAR VG DOUG FIR S4S KD PALCO STOCK
Flooring
#1 DOUG FIR ROUGH:
Seruing the lumber and home center markets in 13 Western SfatesSince 1922
SEPTEMBER 1986
VOLUME 65, No.3
HARDWARE/HOUSEWARES SPECIAL ISSU E
A Handful Of ldeas To Help You Sell Housewares "Store Of Tomorrow" Designed With Modular Units
Hechinger's Talk Opens Successful Hardware Week
Demographics, Life Style Changes Influence Sales Companies, Dealers Sound Off On lmported Tools
Home Centers Encouraged To Reconsider Housewares
McNulty Leaves HomeClub For Sporting Goods Chain Record Lumber Consumption With Too Little Profit
Simpson's Door Display Wins Honors At Trade Show
Ways To Sell Projects, Maximize Customer Sales
Louisiana-Pacific To Buy TRC's California Assets
Easy Ways To Tell The Animals From The Hardwoods
20
Editor-Publisher David Cutler
Senior Editor Juanita Lovret
Assistant Editor David Koenig
Contributing Editors Dwight Cunan, Gage McKinney, Ken Thim
Art Dirtctor Martha Emery
Staff Artist Carole Shinn
Circulation Dorothea Creegan
The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone (714) 852-1990, byThe Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite .{80. Newport Beach. Ca.92660.
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FROM WASHINGTON STATE, OREGON, IDAHO, WYOMING, MONTANA, UTAH, COLORADO and CANADA: Contact Carole Holm. Phone (206) 340-0680.
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FROM SOUTHERN CALIFORNIA: contact Carl Vann. Phone el3\ 4'72-3113Advertising rates upon request.
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Subscription Rates-U.S.: $9-one year; $15+wo years; $20{hree years. Foreign: one vear Davable in advance in U.S. fundstluna,ia- or Mexico: air-$35; surface-$30: South America: air-$551 surface-$3O: Asia: air-$68; surface-$3O: Europe: air-$98t surface-$30. Single copies-$2; -back copies-$3 when available plus shipping & handling.
The Merchant Magazine is an independently owned oublication for the retail, wholesale and distribution levels of the lumber and home center markets in 13 western states.
I UST WHEN most traditional retailers were belU ginning to believe that they could co-exist with the retail warehouse phenomenon, along comes a new shopping mania with the potential to be equally serious competition.
Seemingly overnight, television shopping shows have gained a widespread audience ofeager buyers lured by low prices. Beginning on cable tv and now expanding to UHF stations, Home Shopping Network sells discount merchandise seven days a week, 24 hours a day on phone-in tv shows hosted by pitchmen like "Budget Bob" Circosta.
HSN, which reaches about 8 million people presently and plans to become a nationwide network as extensive as ABC or CBS, sold to 350,000 people in the last nine months. On average, each customer bought 17 items at $32 each, according to the company. Sales were more than $500000 per day. Combined, all the shopping shows expect an audience of20 million by early fall.
The discount shopping shows have a dual appeal: price tags 50% off list (appraisals furnished) and the
appeal ofcurling up on your couch, phone in hand. As Budget Bob pus it: "in the comfort, convenience and safetyof your ownhome."While the prices arenot always the super deal claimed, there is no discounting the convenience. To those who are sick ofdriving, parking, putting up with weather problems and low life clerks, tv shopping seems a boon. The brokerage firm Donaldson, Lufkin and Jenrette's study of fv and computer shopping programs prompted them to forecast that by the late 1990s up to one-third of all purchases will be done away from the store.
While the merchandise presented is a widely varying mix, hardware and housewares items have been a not inconsequential percentage ofthe total. They're not selling plywood and 2x4s yet, but they are moving other categories of merchandise on a major basis.
At this stage, no one really knows if this latest tv offspring will prove to be a flash in the pan or a major new source of competition to existing stores. But given the serious dollars turned so far, it's a concept that bears careful watching.
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ERCHANDISING is often the ingredient that makes the difference between a humdrum and a vigorous housewares department.
Some ofthe best and most unusual ideas gleaned from stores in this region are detailed below for you to consider using in your store.
Free gift wrapping can be an incentive for shopping in a housewares department.
If you can't provide that, at least have free boxes and encourage one stop convenience with an assortment of paper, ribbons and cards for sale.
Arrange samples of electrical appliances for examination. Identifu each with price and benefits.
Gadgets are one ofthe best sellers in the housewares section. Arrange yours for easy selection on pegs, a revolving rack or in unusual dumpsters such as barrels, baskets or large crocks.
Vfays tobring more customers into store...developing a rcputation as "the" housewares center...incentives you can offer for shopping...promote new items...keep department looking good...
Think about starting a rental service for VCR apes on cooking, household organization and other home related topics. Along the same line of thought, how about a rental library ofbook on cooking, household hints, decorating, etc.?
Seasonal displays on the end caps and gondola tops attract attention. Use back to school themes for lunchbo;res, food carriers and sandwich making gear. Try red, white and blue for a Fourth of July picnic. Make each holiday and season a special event.
Spotlight new items in a special location. Have demonstrations and plenty of advertising for them.
Copy the airlines frequent flyer incentive plans by instituting a frequent shopper bonus program. Identiff special gifu or discounts for customers who accumulate purchases of$100, $200, $500, etc.
Use decorator touches on end caPs. Color coordinate a place setting or kitchen accessories to attract the young homemaker.
Establish a reputation for being first with a new product. Advertise, promote with demonstrations and beat the competition with new products and equipment.
Promote your cleaning supplies to industrial and commercial businesses with flyers and other advertising.
Offer delivery and shipping service for a small fee. If you have UPS pickup, you can extend the service to customers and bring more people into the store.
Have a seminar on organization and household storage, including utilization of space savers and storage systems. Have a home economist or a representative from a storage systems manufacturer as the leader.
Assemble end caps with a theme of related items such as everything you need for cleaning, making pies or a barbecue supper.
Work through real estate agents to introduce your store to those buying houses or moving into your market area. Send each new household a welcoming letter, asking the occupant to stop in for a free gift for the new home.
Faper and plastic goods for entertaining and everyday use deserve shelfspace. Have special items for holidays.
Use cross merchandising and grouping whenever possible or put up signs telling where related items may be found.
Schedule in-store demonstrations oI new appliances or products. This is especially applicable to cleaning products and equipment. Everyone is looking for an easier way to have a clean home.
Make the housewares department stand out. Use color and attractive fixtures. Try for a specialty shop or boutique-withinthe-store look. Keepeverything neat and well arranged. Change displays frequently to create interest and attract attention.
If yours is a college or university town, be prepared with items to use in the dorm or student apartment. Feature hot pots, popcorn poppers, plastic dishes, storage organizers, etc. in special welcome back displays as well as handing out flyers in the student housing areas. Offer a discount coupon or a small gift as an extra incentive.
Put up working models of items such as closet organizers complete with clothing to demonstrate how they work. Display flatware in storage trays. Stack dishes on cupboard organizers. Put a few paper sacks in a sack rack.
Bridal registries are a proven way to bring in customers, especially in small towns. Check the local paper and send out cards or letters congratulating each newly-engaged woman and detailing your service. The offer of a free gift will encourage them to come in to register their choices.
Don't forget the single woman or man setting up a household. Develop lists of items needed to stock a kitchen, cleaning closet or bathroom to help those establishing a first home.
Stairstep your displays for better visibility. Use at least one unusual display such as a circular metal staircase or a baker's rack.
Never allow an item to be in the section without a price. Have signs as well as individual price stickers on each piece of merchandise. Be certain that they are the kind of tags that cannot be switched.
Build a reputation as "the place" for finding a replacement lid for a casserole or other repair and replacement items such as pressure cooker valves and gaskets. Customers who come in for special items will come for other shopping needs.
NEW CONCEPT in store design and merchandising is being introduced by Sentry Hardware Corp. and its 12 distributor members.
Called The Store of Tomorrow, it uses a new modular design to attract more customers, increase traffic, enhance sales and boost profits. The Store of Tomonow's red, white and blue store front establishes a patriotic color theme that extends into and throughout the building. Exterior signage prominently displays both dealer name and Sentry logo. A touch ofwood gives warmth to the entrance.
Functional interior plans are custom designed to meet individual dealer needs. High rise traffic stoppers with dump bins at eye level, power aisles and directional striping on the floors guide traffic to maximize sales per square foot of floor space and encourage customers to shop more often and longer. End caps, with strong signage, direct customers to profitable departments at the rear of the store. Home project center wall promotional areas promote event selling. The checkout area, which uses the woodlike theme, is designed as a high impulse promotional sales area.
Interior design utilizes the newest, proven retail merchandising techniques, including modular displays, high rise promotional dump bins, and promotional islands that feature ''specials." Maximum use is made of merchandise-dominated displays that make the store look full while reducing item depth and promote cross-aisle selling. The "cube" is merchandised to the fullest extent.
With its modular format, The Store of Tomorrow is adaptable to new buildings, expansions and reformatting in stores 3,500 sq. ft. and larger. It is described as having the industry's lowest upfront costs while being easy to implement and maintain.
And considering that The Atrium Door is the fast€st selling wcxrd swinging patio door in America, it's an exceptional entrance.
For you, that means increased sales and higher profi tability
The Atrium Door gives customers more reasons to buy Like handcrafted all wood construction. Simple irntallnlisn. Super high energy efficiency A solid brass mortice lockset with matching hinges.
And The Atrium Door gives you more to sell. Profitable options like factory applied Polycron"' exterior
coating backed by a lo-year warranty against cracking, peeling, and excessive color fading. And high performance Comfort-E'" glass -The Ti'ansparent Insulation' t' g)azing system designed to help eliminate fabric fade, cold sp<ts, drafts and condensation.
To help move doors through your door, we provide in-store displays and product clinics, co-op advertising and national consumer advertising to create hig;her pull-through demand. And we back that up with an extensive dealer referral program.
So if you're in business to make a profit, stock up on the entrance that exits the fastest. The Atrium Door.
To nnd out the name of your distributor, call l-80O-527 -5249. In Texas, call 211-43a-2441.
RICE and overstoring, two significant factors in the home center industry today, were identified as pressing questions by John W. Hechinger, Jr., president and chief operating officer, Hechinger Co., in his keynote address before the 1986 National Hardware Show.
"Retailers and manufacturers simply cannot exist, thrive or even, for that matter, survive by selling their products or services on the merits of price and price alone,' ' Hechinger said.
Customers want more than price. It is only one piece of the marketing puzzle, he explained. Choice, quality, compelling presentation, information and ideas, service and, most of all, value are customer priorities in his opinion.
"First, every shred ofevidence tells us that the d-i-y consumer not only wants, but increasingly expects more than price. And second, price cannot be the only tool in your marketing thrust. Long-term growth and survival have to be built around a cohesive marketing plan."
Citing discounters from the 1960s and the 190s who are no longer in existence, Hechinger said "Whole segments of the
retailing industry have struggled or performed poorly due to over emphasizing the price aspect of selling."
"A second major concern the retail segment faces is the matter of overstoring," he said. "More is not better. And it is often an expensive millstone around the retailer's neck. There is a high danger today in having too many storesand too much square footagein a given market."
"Stores are expensive investments which have to be leveraged into success quick-ly. The answer, I think, is to bring some sanity into the marketplacea more studied approach to the demographics and data about markets. locations and the amount of competition a given market can support," Hechinger emphasized.
D-i-y is a good business to be in because the homeowner is a pre-screened customer with credit who is spending to preserve, protect and beautiff a home, the largest investment of his or her lifetime, Hechinger pointed out. "We're not dealing with fads or high fashion. Yet, the typical d-i-yer is a more sophisticated, better-educated and more upwardly mobile person today than five years ago."
Hechinger suggested that retailers as well as manufacturers should be educating the customer and leading them in various ways. New ideas and merchandise should be presented aggressively and imaginatively. Convenience, compelling and easily understood packaging and instructions. multilingual in some cases. and convenience packaging were some of the items cited as importantto the consumer.
Hechinger concluded his talk by exhorting his audience to have a plan and stick to the principles of retailing, running a basic, sound, profitable business with single-mindedness of puqpose. A l0 point criteria for success taken from The Winning Performance : How America's High-Growth
c e e d summarized his recommendations for success.
From open to close, the mood of the Aug. l0{3 Hardware Industry Week with the National Hardware Show was upbeat. Attendance at McCormick Place and McCormick Place West in Chicago sagged slightly from last year, although it reached over 75,000.
While recent forecasts have sent mixed signals on the likelihood ofcontinued economic strength through the remainder ofthis year and beyond, all industry reports indicated steady growth ahead for the hardlines business.
Sharpwarning todealers that customeE want morc than price ...cautions on danger of too many stores...upbeat mood among more than 75,000 show attendees...steady hardlines growth predicted.
The new products exposition and the packaging exposition were focal points for both those attending and those exhibiting. More than 500 packaging and product merchandiser items were displayed with more than 50 companies selected for packaging honors.
Attendance at the eight industry seminars was over 1,500. Developed by the American Hardware Manufacturers Association with the assistance and support of eight participating associations. the educational presentations offered ideas on productivity, time management, working with manufacturer's agents, managerial excellence and market opportunities.
RENDS, fads and fashion are wordscommonly applied to fashion retailing, but they also can mean the difference between a marginal and a thriving housewares section in a home centef.
The department head who keeps up with the trends will translate the National Association of Home Builders Research Foundation's report that home closets have shrunk from 6.6 per house to 5.3 into a need to stock storage systems. He catches the signal that less space, fewer closets and cupboards and no extra rooms for storage equal a need for space stretchers. He anticipates good sales in closet, drawer and cupboard organizers, shower caddies, underbed storage boxes and undercounter shelves, for example.
The reaction ofan alert merchandiser is that Cajun cooking will change more than eating habits. He foresees an increase in purchases ofcast iron skillets and Dutch ovens.
The list of merchandising triggers is long. Country decorating features in consumer magazines bring a demand for earthenware bowls, graniteware, wooden accessories, calico potholders and aprons.
Home computers and VCR equipment create a need for simple, inexpensive furniture to accommodate them. Sales of ready-to-assemble computer desks and entertainment units are increasing.
Demographics show over 53% of the women are now in the work force. As a result microuave ovens and cookware sell
well. Microwave related items such as cookbooks also are in demand.
Men delaying marriage and setting up bachelor quarters account for 39% ofthe one person households, according to statistics. An aware housewares buyer translates this to mean pots and pans, brooms and mops wi-ll become male d-i-y items.
Thinking backwards, it is easy to identify the products created by past technological advances and lifestyle transitions. TV brought the tv tray. Diet awareness spawned the hot air popcorn popper and yogurt maker. Chinese cooking brought the wok. The pasta craze turned pasta machines, drying racks, outsized kettles and special spoons into viable products.
Color choices, too, change with society. The annual marketing research study of the housewares manufacturers shows color preferences vary each year. For example, black represented 15% ofthe serving and buffet products and accessories sold in 1985. Watchful housewares buyers probably sensed this demand by observing an increase in black accessories accenting table setting photographs in high style home magazines.
The trick is to keep up with what the next demand will be. Manufacturers often create demand with advertising and promotion as they are now doing with cordless small appliances. Increased interest by consumers is easy to anticipate because the stores are included in these promotions.
The real need is to develop antennae for sensing the next trend, fad, fashion or demand to develop naturally. Market research, demographics and statistics are helpful, but an awareness of signals must be developed.
Food magazines such as Gourmet and, Bon Appetit can reveal early changes in cooking preparation as well as table setting, serving, parties and entertaining. Life styles of the rich and famous in the press or tv hint at what will be commonplace in the months ahead. Upscale catalogs and stores suggest avant garde styles before they become trends.
Ways to anticipate best seller items... keep housewares selections current...predict what customers will want...keep ahead of your competitorc.
ES, says the Cooper Group, manufacturers of Coopertools which include Crescent, Lufkin, Nicholson, Plumb, Tirrner, Weller and Wiss.
Jack Werder, assistant brand manager at Cooper Group in Raleigh, N.C., says quality starts with quality steel and manufacturing. He claims foreign manufacturers have the disadvantages of inferior low carbon steel and lack oftechnology. 'As a general rule," he says, ''they are in the low end of the learning curve with technology in an infancy stage." Japan. with more experience. produces better quality, in Werder's opinion, than Indonesia and Thiwan which are still in a formulative stage.
Werder explains that United States government specifications for striking tools call for a rating of50 to 60 on the Rockwell hardness scale. While domestic tools satisfy this, offshore tools usually test out in the "low teens or early 20s." The hardness of the metal within an individual imported tool often varies, he points out, being ofthe proper hardness in one section and "dangerously soft" in another.
Werder cites the physical dangers inherent in using handtools, particularly striking tools, of poor quality. They may chip or snap, he warns, endangering the safety of the user. This makes liability an important consideration for the retailer considering a foreign purchase, he says, since there will be no deep pockets behind him.
Quality is not easy to judge, Werder emphasizes. Imported tools basically look good with a high buff and glossy appearance. But, he stresses, there may have been no quality control. U.S. Customs requires only a country oforigin label. Even price, perceived to be an advantage, is not constant because of currency
fluctuations, in Werder's estimation. With the volatile currency and fluctuating rates, a retailer may find himself sacrificing his margin, he warns.
The only exception to these negatives, Werder says, is the joint venture production undertaken by some domestic companies in cooperation with foreign manufacturers.
he says, "and meets the Rockwell test criteria."
Tools manufactured overseas can be quality products, agrees Gary Cohen, executive vice president of Majestic Tool. His Baltimore, Md., company has been marketing products manufactured overseas for more than a decade. He points out that a recent sales survey showed nine out of ten dealers carry handtools manufactured in countries other than the U.S. with imports constituting approximately one quarter of aU home center tool sales.
-NO-
No, handtools manufactured in the U.S. are not necessarily better than those imported from the Far East or Europe, Rudy Slucker, president of the Atlas Group, Long Island City, N.Y., maintains. His firm distributes tools under the tradenames of Oxwall, Powermaster, Workshop, Steelcraft and Ludell, all manufactured overseas.
Although cost is the biggest factor, he claims that low price does not always mean inferior quality. All tools sold \ his group carry lifetime guarantees.
"Quality is the customer's choice," Slucker says. "Imports range from low end disposable tools up to tools ofStanley quality."
Atlas maintains offices overseas with a staff of inspectors to control the quality of the tools produced exclusively for them, Slucker explains. "Every tool is tested,"
Import tools have traditionally competed at the low end of the market, however the lower quality tools are now losing their appeal, he explains. "As recently as a year ago, we were hearing comments such as "your product is too upscale and too high priced for the import market," he says. "Now the marketplace has done a complete turn around."
"Quality imports are finding their way into the domestic market in greater quantities as retailers look for ways to satisfy consumers," says Cohen. "It is anticipated that the low end market will be a diminishing business for home centers in coming years."
Nevertheless, many dealers refuse to carry imports or simply stock a very small percentage ofthem because ofquality differences, the security of domestic brands which have been around for years, orjust because they "never looked into the foreign stuff."
"We stock mostly American, though we do carry a few imported screwdrivers
(Please turn to pase 37)
Manufactu rerc and distributors disagree...retailers prefer domestictools in most cases... pros and cons for both sides of the question.
LMOST anyone over 40 remembers when the hardware store was the place to buy small appliances, cookware, mixing bowls, gadgets and often dinnerware and serving pieces as well. But in the '50s things began to change. The drug stores, the grocery stores and the discounters became places to shop for housewares. Many hardwares and the new breed of home centers started to deemphasize or ignore the product lines.
Now the National Retail Hardware Association is working to stop the eroding of the housewares business in the do-ityourself industry. A program has been developed to revitalize housewares. '' Housewares is a home improvement opportunity" has become the slogan for those rallying home centers to the cause.
Support for this statement includes pointing out that over the past l0 years both the housewares industry and the d-iy/hardware industry have grown at an annual compounded rate of ll% But, sales in the houseware category have declined to as low as3% oftotal sales in home centers. The total d-i-y industry has grown over 165% over the past 10 years while its housewares business has only grown 8l% in the same period.
Rick Lambert of the NRHA staff says, "Maybe we all should take another look at housewares before we decide to abandon or de-emphasize the category."
Another look shows several factors in favor of a home centers/housewares relationship. A recent survey shows that women shoppers are increasing in home centers and that in some stores they account for 5O% ofthe shoppers. Housewares is the No. 2 line which they shop, second only to paint and decorating merchandise.
Men also are becoming housewares shoppers. Almost 20% of all men live alone and even among those who live with spouses and fumilies, there is a trend to do more cooking and housework.
"There's a new breed husband shopping today," says Wolf Schmift, president and general manager of Rubbermaid. "With evidence that more males are involved in conventional household chores previously relegated to the female, there is an increasing interest on the part ofthe task sharing husband to obtain goods and to develop better defined opinions about the quality of goods for the home."
The start ofthe second baby boom generation is another positive factor ftvoring housewares growth, according to Schmitt. Parents with children are considered more home centered and are among the best customers for housewares.
Stores committed to housewares or interested in pursuing them as a profit center, should evaluate their capability of providing the optimum housewares product mix for their current customer base and for those they would like to attract, Schmitt recommends. Proper space utilization means higher turns, better margins and good return on investment.
Suppliers are valuable for helping with assortment planning, he points out. Although the product mix depends upon
the target group identified by the store, there are products which have been identified as selling well in home centers. Household organizers, trash cans and waste baskets, small electrical appliances, microwave cookware, cookware, bakeware, gadgets and bathroom accessories are successful in most stores. Many find that giftware and accessories if merchandised properly are good selling items.
Promotion is important. Schmitt suggests that "you carry an everyday price on two thirds of your offerings while promoting one-third to build traffic among your targeted customers." Products to be promoted should be selected to draw the types of customers you want.
Quality is a consideration, he adds. Most customers want quality and are willing to pay a little more for it. Quality is often more profitable to the merchant than inexpensive inferior merchandise. Maximizing shelf productivity is essential. Schmitt suggests that the merchandising objective should be to provide the optimum product mix with strong eye appeal to best display and move volume. Merchandising for maximum impulse sales, using promotion end caps, is strategic. Merchandising by category is also important with sections devoted to items which have appeal for targeted customers. Advertising can create consumer demand and pull new customers into a store. Schmitt says. Pick out products which will draw the people you want to reach and take a deep cut on those items. Special flyers or ads can be themed to a particular market area. For example, a "what every bachelor needs in his kitchen" or "timesavers for the working woman" sales.
Ifyou survey your market, identify your customers and develop a program to meet their needs, housewares can bring new sales and new money to your store, Schmitt concludes.
Home centers u€ed to consider houseware opportunities... demographics change market... experts offer merchandising advice... Hardware show and Great American Hardware Sale join in revitalization effort.
Housewares manufacturers have joined the National Retail Hardware Association in the push to revitalize the housewares section of the home center industry. Lambert speaks for both groups when he says "Enough retailers are experiencing good sales and profits to convince us that the right combination of basic housewares, merchandise selection, retail display, pricing and promotion can produce very acceptable results..." Home centers, too. can be part ofthis experience.
As part of the emphasis program. housewares were stressed at the August National Hardware Show and will be included among items spotlighted in the annual Great Fall Hardware Sale sponsored by the National Retail Hardware Association, Oct. l-31.
Builders Sr1rune has opened the first ol'thrce slrlrcs planncd lbr Portland. Or.. in an 80.000 sc1. lt. convcrted K n(trl...parent co. K murl Corp. proiccts opcning 27 additional Builders Squores in thc rtcxt six rttonths...
Suppll Olc, Sacramento. Ca., has opcned an 80"0f[ sq. ft. hontc center. lunrber yard and nursery in Hillsboro. Or. " with plans fbr three nrore Portland arca units.. .Ltunlterrrutn '.s plans to build a store ncar Silvcrdale. Wa. ...
Prr.r'/r'.s r Crr.s/rr r u.ir li, . i : acqu i ri ttg Knox [,uniter Co. for an undiscloscd amount. ..W R. Gucehas all its retail units including homc ccnters up fbr sale individually as wcll as in a packege dcal.
National Lumbe r is building a 60.fin sq. li. store in Canyon Springs Plaza betwccn Morongo Vallcy and Rivcrside. Ca.; cornpletion is set fbr June 1987. Hundt'nrun, which just oprcned No. ll in National City (San Dicgo), Ca., is building a $2 nrillion storc in ncarby Vistu...
Wickes Cos. has closecl 7 Handv Dan Honrc Centers in Colorado and 8 Builder'.s L)mporium units. 2 in Las Vegas. Nv., 1 each in Chatsworth. Riversiclc. Lakewood, Bcllflower, San Jose and Santa Clara. Ca. ...the latter 2 u'ill rcopen lts Ort'hqrd Supply Hardvvure Stores...
H()nt(Clrrl) /rr<'. has opcnecl a second l<xation in Aurora. Co., and its 24th Califurnia store in Stanton..,,4// Americcut Home Center, Downey, Ca.. is remodeling...
CoLlins Cttshv:cy, Loveland, Co.. hacl added 20.000 iq. li. of space in a Sl-50.000 remodeling.
Cttuk Luttther, Murray.Ut. , has closed its Salt Lake Citv. Ut.. home center. ..Happv Horne Cenrcr, Vista. Ca., has been liquidated...
Sutherlund Lmnber is purchasing property in La Mirada, Ca., for $2.8
million. ..Big Wlla' Lutnber C'o. , Bieber. Ca., has completcd a 2;f 000 sq. li. nillbldg. ..Siernt Luniltcr Co., Rivcrside, Ca.. has a ncrv 3,2(X) sq. tt. storage bldg. ...
l'irtst Hunlxoorl, San Dicgtt, Ca.. is aclding a 12,000 sq. l-1.. 3-sidcd storage bldg. ..ltu.ff'Lunthtr Co. Santa Fc Springs, Ca.. has a new 5.000 sq. ft. pl1'u,oocl st0ragc bldg. .. .Sr:arvaly Fore.s/ Prurlttr'ls lvhich n.u'l'ed onto 2% acres in Wilnringkrn, Ca.. fionr offices in Newpotl Beach, Ca.,early this ycar, is a new 7iu.iJ,rlsl distrihultrr...
Crt'stul ktkehtntber Co. is a new whoicsaler in Albuqucrque, N.M.. started by Ken McCaskcy. ..Heuldsburg Lrunber Gr. Healclsburg, Ca.. has opcned anew Heultlsburg, Door und Suslt Co. division, Manuel Figucrla. nlgr....
Di.ulent LLnnber, P<l-tland, Or.. has purchasecl a cit1,'block and converted it to include 12.000 sq. ft. of'officc spucc. the 3i450.000 cxpansiott is lo hlks. fronr co. HQ...
Wcysvllsvlltgr Crr. is buying CrrlWtr xl Drtrtr from Tiuber^latul Industrics lrtt'., Bellevuc, Wa.. tbr aboLrt $6 nril1ion. Louis iu tttt- Puc ifi t' Co rp. plans to l'tuy Tirriltt'r'Rt'ttliiutiut Ctt. (see p. 39 fbr story).
Maxxutn Group 1rrc., which purchased Pacific Lumber Co. in Feb., had second quartcr losses of 56.8 million. .Wi l lamette htdu.s t rics }rc', will acquire Kie*'it Continantul irr'. timberlands in Ar. and La. for an undisckrscd sunr...
Westem Wtxil Tizatinc. Woodland. Ca.. has acquired land in Fonlana. Ca., fbr a wood treating plant... Benrl Millv,ork, Bend, Or., will open a ?.9.q52 sq. ti. No. Ca. distribution Hq. in Bcnicia. Ca. ...
Gunahl Luntbcr Co,. is rcbuildrng ils Arrowhead, Ca., store, which was dcstrovcd bv firc. with a Nov. I rc-
opcning clate... Prtrr Lrurtbt'r Crt.. Chino. C'a.. is cclcbratirrg its l0th annivcrsrtr\'...'l-ltrtrrtus Frtrt'.tl Pnttlttt t.s.l:ugctrc. Or.. hus opcnccl u ('incinrtlrtr. Oh.. t'l'It.....
Srttrtrtrrrt Worxltvrtrk:, lrr'. , Pctalurna, Ca.. has acquiretl Hcals Up l-or an uncliscloscd anrount. ..Jolttt Boo.s & Co. has rclocatecl its warchousc facilrtics to Oranse. Cu. ...Cluirsotr Ititnrutionul cxpEcts to complete its nerv Reno. Nr,.. nrlg. facility by Oct....
Wc,s I v,ood P rod u ct.s, Salent, Or. will acquirc D&M ll'orxl Prrulucts. Rrrtlancl, Or. ...Zir<vn hi(rtrutionul 1nc'. has movcd to a ncw 15,000 sq. ti. facil ity u'ith nranu f acturirrg capabil itics in Crrnphell. Cl. ...
Ov'ert s -Conri ttg Fi be rgl u s Ca r1t. has rejectcd a $74 a sharc tcnder ol'lbr nrade byWirkes Cos" ...lrn7teriul Clrcmitul Industrics (Crcat Briain) is acquiring Hrutvn Industrias' Glidtlert paint div. fbr $580 rnillron cash.. l!lrlrr, hu: rnovccl lo new quartcrs itl Rancho l)ominqucz. Ca
T?L'hlnv,,lrr: , Denver. Co., is ctxducting a $1O1.Offi miurclatory aLrclit of the trcatcd w<xld industry's volLttrtary Consumer Awalcness Progrant fbr the Socirlr of Anrcriutn Wnd Prcseners, lrc'. and lhe Atncriaut Wtod Presen' e rs Institutc...U.S. wood preserving conrpanies arc being asked to contributc to the contpliancc audit lvhich is a key to the ll7's dctcrmination of thc efll'ctircncss ol thc volunurly CAP...
Wirlynl Cory. hasconrpleted acquisition t>{ St. Churles Mt'ig. Cct. anJ {orrrted Whirlpool Kitchttns htc. ... Nortek, Inc. has acquired Urti','ersul Runtllc Corp.for an estimated $47 rurillion...
SoJltt,td lurttbtr irrtlxtfls, nol including siding and flooring, from Canada in June were down 2.2 % from May at 1.32 billion b.f. ...total b.f. of Canadian softwood lumbcr importcd in the first half of '86 was 7.36 billion b.f , 3.4% more than in the sr.unc period 1985...
Housing surns dippecll.8% in July (latest figs.) to an annual rateol 1,81t3,000 units. .single family horncstarts were down 3.9 7o; apartment starts rose 2.2% building permits wereaff 2.1%...
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National Forest Products Association - Sept. 17, western regional forum:'Asian markets, Marriott SeaTac Airport Hotel, Seattle, Wa.
W00.D., Inc.Sept. I membenhip luncheon, Holiday Inn North, Englewood, Co.
Mountain States Lumber & Building Material Dealers Association - Sept. l$ golf & dinner, Park City, Ut.
Mountain States Lumber & Building Material Dealers Association - Sept. 19, board of directors meeting, hrk City, Ut.
Red Cedar Shingle & Handsplit Shake Bureau - Sept. 19, annual meeting, SearTac Motor Inn, Seattle, Wa.
National Kitchen & Bath Week - Sept.20-28
Dub's Ltd. - Sept.26, golf tournament. Santa Rosa Golf & Country CIub. Santa Rosa. Ca.
Western Wood Products Association - Sept. 27-30, fall meeting, Hyan Regency Hotel, Monterey, Ca.
American Plywood Association - Sept.29-30 annual meeting, Disney World's Contemporary Resort Hotel, Orlando, Fl.
Batibois International Wood Construction Exposition - Sept.30Oct. 4, Bordeaux. France.
Forest Products Research SocietyOct.2-4, international conference, Palmer House Hotel, Chicago, Il.
IBlack Bart, Humboldt, Shasta Cascade,Sacramento & Oakland Hoo-Hoo ClubsOct. 4-5, joint meeting sponsored by Black Bart, Konocti Harbor Inn, Clear Lake, Ca.
DIY Marketing 86Oct. 7-9, show, Jacob K. Javits Convention Center, New York City, N.Y.
Western Hardwood AssociationOct. 8-l0annual meet, Reno, Nv.
National Lumber & Building Material Dealers AssociationOct. 9-12, convention, Westin Crown Center Hotel, Kansas City, Mo.
National Building Material Distributors AssociationOct. 16, regional meeting, Red Lion Inn, Fortland, Or.
Dub's Ltd.Oct. I golf tournament, Rancho Canada Country Club, Carmel Valley, Ca.
Western Pallet AssociationOct. 19, meeting, Sonoma, Ca.
National Hardwood Lumber AssociationOct. 2(F22. annual convention, Queen Elizabeth Hotel, Montreal, Quebec, Canada.
W.O.O.D., Inc.Oct. 24, architectural awards banquet, Pinehurst Country Club, Denver, Co.
Los Angeles Hoo-Hoo ClubOct.24, golf, dinner & election of officers, Azusa Greens, Azusa, Ca.
National Hardware ConventionOct.2629, co-sponsored I National Wholesale Hardware Association & American Hardware Manufacturers Association, Hilton Hawaiian Village, Honolulu, Hi.
North American Wholesale Lumber AssociationOct. Z1,wood marketing seminar, Silverado Country Club, Napa, Ca.;Oct.29, Los Angeles, Ca.; Oct.3l-No* 1, Fortland, Or.
Facific Ingging ConferenceOct. 29-31, Marrion Hotel, Fortland.
Mountain States Lumber & Building Material Dealers AssociationNov. G& annual convention & building materials show, Broadmoor Hotel, Colorado Springs, Co.
American Lumber Standards Committee MeetingNov. I New Orleans, La.
Western Building Materials AssociationNov &11, annual convention & building products show, Red Lion Inn, Bellevue, Wa.
lf 1'ou have ever asked 1'ourselt-- Arrt I Competitive? or Arn Iubsolutelv.sure I lttr.t'rtt.r' Building Msterials ancl Hardv'are right? Then rou nccd C.B.S.-Ccntral lluildcn Srrpplics Companl'.
C.B.S. can take the gues.suork out ol buring. Sincc 1937, ('.8.S. has bccn hclping inclcl'rcn' dent building material dealers renrain er)nrnctilivc rvith mammoth corporaliort eluiirts. Because C.ts.S. is a deaier ouned non-prot'it corporation, all cliscounts. rcbatc:. clating\ llnrl advertising l-unds are all passed directll'to the participating nrenrbcr'.
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NE of the most unused tools that independent retailers have available to them is cooperative advertising funds.
Coop (the term used by the chain buyer) has made many of the larger home center chains media giants. Only a few years ago, the norm among home center advertisers was a single full page ad in the Thursday or Friday daily, followed by a second ad on Sunday. Now, home center advertisers dominate the insert sections of the metropolitan newspapers, the neighborhood shoppers, the third class mailings. and the electronic media.
The lion's share ofthe dollars to support these programs comes from coop. Some of these coop funds are accrued from purchases, some are key city funds that manufacturers make available to secure a greater market share, some are plus-over-normal dollan supplied by manufacturers who are sold on the concept that the retailer's special promotion will move additional inventory off their
shelves, and, some coop dollars are made alailable to the chains because the indeoendent retailers in the market failed to use the coop funds they had accrued through purchases.
It's ironic that the independent is supplying the means to make their competition stronger. Here's how it happens.
Manufacturers develop cooperative advertising programs offering each retailer an equal opportunity to accrue and utilize the funds. Each of the manufacturer's regions is issued a budget. Near the end ofthe program the region recognizes that the toal budget will not be utilized because ofthe independens in the market who do not advertise. The managers ofthe region know that ifthe total budget goes unused this year, the allotment for next year will be reduced. So the call goes out to the heavy retailer advertisers that there are more ad dollars available if they get spent before the end of the program time-frame.
I have worked with a number of retail building material dealers who feel that administrating and utilizing the arailable advertising coop
is not worth the effort. A few have been burned I the heavy hand of the Mvertising Checking Bureau which comes up with new reasons to reject a coop claim...daily. Others feel that their share of the advertising commitment works more for the brand name than for dealer's benefit.
It doesn't have to be that way.
Accruing, administrating, utilizing, tracking, and claiming coop does not have to be a complex procedure. With only a linle time to set up a procedure, and the preparation of some simplified forms, retailers can add 5O% to lO0% and more to their promotional efforts. With a little creativity, coop funds can be used to promote traffic, to establish dominance in a department or product category, to build an image for the store, and to solicit new business from the commercial and industrial market.
Most independent retailers do not realize just how much coop advertising is available to them. I find that the individual who calls on the retailer, while very knowledgeable about products and pricing, doesn't always know about the manufacturer's collateral materials. Experienced retailers have learned that the first response is not always the most accurate response about the availability of funds. Sometimes it takes direct contact with the factory to uncover it all. It's worth the effort. because if there are dollars there, and you don't use them.. your competitor will.
For more information about utilizing cooperative advertising funds write to the National Retailing Institute, P.O. Box 27 l!7. San Diego, Ca.92128.
HEME of the 95th annivenary convention of the Mountain States Lumber and Building Material Dealers Association is "Meeting the Challenge." Headquarters hotel for the Nov. 6i meeting is the Broadmoor, Colorado Springs, Co.
The MSLBMDA Insurance Board of Trustees has adopted a new name for its health insurance plans, "Lumbermen's Select." Some 4.000 laminated identification cards with the name Lumbermen's Select embossed
over a banner of royal blue were issued to the 2.700 health insurance program participants.
The identification card carries the individual's name, Social Security number and company name on the front. On the back is a summary of payment benefits and local and toll free phone numbers that people may call with questions about their claims.
The new name and card are designed to build pride in the industry and to facilitate communications between the insured members and the claims payers, according to J.T. O'Neal, St. George Trust, St. George, Ut., chairman of the Board of Trustees.
Trustees serving three year terms on the board are Derrell Ballard, T-Bird Home Centers, Alamogordo, N.M.; Bill Bohrer, BMart Home Improvement Centers, Pocatello, Id.; Guy Dobbin, Crissey Fowler Lumber, Colorado Springs, Co., Celeste Colgan, Teton West Lumbeq Cheyenne, Wy., and O'Neal.
The MSLBMDA board of directors has approved a safety incentive program designed to reward good management practices among the firms participating in the region-wide Worker's Compensation Pool, according to president Dave Stringham.
Stringham said that under the plan, participants would receive safety dividends based on two criteria: (l\ 50 % from pro-rata contributions companies made during the year and, (2\ 50% based on a formula which takes into account their safety record.
Stringham said the incentive should help to promote an awareness of safety. The dividend will be effective for calendar year 1986. Stringham said that the claims experience for the past year appears to be very good, in spite of rising insurance liabilities.
NYONE who makes a hiring decision today would agree that it has become increasingly difficult to obtain information about applicants from previous employers or other sources. Because of this difficulty, many companies routinely hire persons without looking into their employment history or criminal background. Federal discrimination laws even prohibit denial of employment to a person based solely on his or her past criminal record. For example, an applicant with a criminal record for theft may be denied a job which requires the handling ofmoney but not one that involves the operation ofequipment.
A recent federal court case presents a new dilemma for managers responsible for making hiring decisions. The court ruled that an employer did not carefully check the emplcyee's background before hiring him. In this case, a secretary was sexually assaulted by a janitor on company premises. The secretary sued the company, charging that they had negligently hired the janitor who had prior conviction ofsexual assaults, and therefore had failed to make the premises safe for its ernployees. The court agreed on the basis that the employer had a responsibility to make reasonable effors to inquire into the employee's past employment history and ottrer records in order to screen out applicants with a history of improper conduct which might carry over into the work place.
What can reasonably be done to avoid
problems of this nature? Employers should carefully screen job applicants who are seriously being considered for employment. If it is determined that the applicant has a history of serious misconduct in prior employment or a criminal record, a decision not to hire should be based on evidence that the past emplcyment record or criminal conduct bears a reasonable relationship to the job in question and the hiring of the individual might endanger other employees or property.
The WBMA 1986 annual convention and building products showcase will be held in the Red Lion Inn, Bellevue, Wa., Nov. 8-ll.
"Building Our Name Through Service" is this year's theme and both the convention and the building products showcase will be stressing service. Our theme is not only descriptive of the 83 years of service which Western Building Material Association has given to its members and the building material industry throughout the Pacific Northwest and Alaska, but it also reminds us that service still is the single most important element of success for the independent reail building matrerial dealer.
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! nOV data recentlv compiled by the I University of Arizona's College of Business and Public Administration. the socalled "baby boom" age group will be the most significant financial factor in the state's economy to the year 2000.
This 35-54 year age group represents over one-frfth ofthe total population and is regarded to be the most financially secure buying group over the next 15 years. It also notes that as children of baby boomers become economic factors, they will represent about one-fourth of the total growth expected throughout the state to the turn of the century.
While many will argue about the use and projections of economic data, it is difficult to over look the significance of two family incomes and their impact upon various markets.
The baby boom age group has been closely linked to high-tech and luxury buying for years, having grown up on a diet of rapid change in availability ofconsumer products. They have not hesitated to expend greater por-
tions of their disposable incomes on higher priced items they desire. And, it is reasonable to expect that their children will continue in their parent's footsteps.
What does all this mean to the constructionlumber-building producs markes? This is the point that always separates the eternal optimiss from the reluctant optimists and even from the enthusiastic pessimists.
According to the U.S. Department of l-abor, the expenditures of urban consumers in this age group for housing, reaches over one-third of their disposable income. This factor does not necessarily take into consideration the added impact of a second household income and is contribution to home repairs, remodeling, etc. There does seem to be general agreement, however, that baby boomers are used to getting what they want when they want it.
All factors considered, it certainly indicates that upper income housing markets will be favored as well as contractor and d-i-y remodeling projects. They have demonstrated a desire for homes with free flowing open spaces that accentuate a care-free lifestyle. They want televisions, stereos. VCRs and the
Iatest high-tech gimmicks that offer quality responses to instant demands for enjoyment. Jacuzzis are in along with individualistically appointed back yards suitable for private entertainment. Competition for this prized segment of the market will be keen and baby boomers can be counted on to search for the products at the best price.
Don't forget that as this age group grows older, their buying habits will become less impulsive and more conservative. Even the most pessimistic of business forecasters agree that this specific market group of consumers is the easiest to define. Baby boomers have money and aren't afraid to spend it. Just think what they will be doing when they reach the next plateau and become senior citizens in the next century!
Northwest News
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We are enthusiastic about the showcase and pleased to report that exhibit spaces are selling fast! This would be a good time to tell your suppliers about our show and encourage them to exhibit with us while we still have spaces available. We would be happy to send them the necessary information. Just ask them to call the WBMA office. or send us their name and address. And be sure to mark your calendars so that you will be ready to attend a great convention and building products showcase.
S THE 1985-86 legislative session was drawing to a close in August, the members of Western Building Material Dealers Association met in Sacramento to discuss the bills that were yet to be acted on and to rejoice over some successes.
Ron Barrow and Associates in Sacramento has been doing an excellentjob following bills that would be beneficial to the lumber and building material industry as well as getting some legislation introduced that would be helpful. Of course, a major part of Ron's job is to watch and keep the members of Western informed of pending legislation that would be detrimental to the industry.
The review pointed out that some Workers Compensation bills that would have placed an onerous burden on the employer will not pass. On the other hand Workers Compensation need not be paid to any person whose injury is caused by the commission of a felonious act for which that person has been convicted, because that bill passed.
A bill establishing statewide goals for state agencies that would have required the buying
of services, commodities, maintenance and supplies of at least l3% from minority owned businesses and 3 % from women owned businesses also died. Westem had taken a position to oppose this bill, which by dying helped us advance our goal of getting only good legislation.
There has been a great deal of concern by employen and labor over Califomia's Workem Compensation. The rates are the third highest in the nation and the benefits are forty-fifth. There is a commission studying these discrepancies in an effort to bring about a reform. Ron Barrow the legislative advocate for the building material industry through Westem, is on this commission. This gives us a voice through which the industry can speak. It also indicates the caliber oflegislative advocacy that the industry has statewide.
Because legislation can be so beneficial or detrimental to businesses, it's an absolute necessity to have some one who is thoroughly knowledgeable about the industry watching over proposed bills.
Western has a board of directors made up of representatives of each of the Associations which contribute to its support. This group
meets on a regular basis to review all pending legislation and make recommendations.
If you are aware of some legislation that affeca the building materials industry let your association office know as well as voicing your opinion to your legislative representative in Sacramento. By letting your association know, your voice can be magnified through Western many times and heard much more plainly in the legislative halls of Sacramento.
It also puts your association to work foryou. And that's what we really are all about.
PO. Box 741623 Dallas, Tx.75243
common thrcad in their operation cube util ization.
OST LUMBER and building material dealers who have been around long have either faced a space problem or soon will. The dilemma is generally whether to relocate or expand at the present location.
Just after the decision to do something has been made. but before it has been determined just what will be done, think "cube" and "cube utilization." A good way to do this is to get out thc plat plan ofyour location now and see how many square fbet are being occupied. Frorn this total deduct deed restrictions. or other incumberances such as utility easements. parking area requirements. construction oti scts, rail access, etc.
For our purposcs hcrc. let's say thal you currently have 87.120 uncncunrbered square lbct. This is two acrcs. There are dealers and rctailcrs at this timc gcncrating tiom $1.000.000 to $2,500,000 monthly f'rom this amount of space opcrating within onc of the ditferent marketing configurations of the industry. The warchousc opcrator. in csscncc. has built a 20' high building over the two acres. cquipped it with 12' racks and air conditioned it.
At the other end of the spectrum is the all. or mostly all, contractor oriented dealer who is turning inventory once a month. Somewhere in the middle is the 40-60 dealer with a drive through servicing both the professional and the consumer. All three are capable merchants servins their different clientele. but have a
[-et's look at such cubc utilization in rclation to thc three 2 acre dcalers just described. First. the new homc center. 2 acrcs times 4.5'. or 392A40 cubic feet. Second, the warehouse, 2 acres times 12', or 1M!440 cubic feet. Third. the contractor yard, 2 acres times 80% in 12' racks and 20% in 4 .5' gondolas. or 914.760 cubic fbet. Fourth, the drive through 40% contractor. 60% consumer dealer. 2 acres times 40% in D' rack and 60% in 4.5' gondolas, or 784,O/0 cubic feet.
Granted, these are fictitious and arbitrary figures and configurations considering neither aisles nor ceiling heights, but they servc to illustratc thc need to consider cubc use in the decision making processes.
Daily the people in this country shop tbr grcccrics in storcs f'caturing 6' and 7' gclndolas. s<rme 33h% to 55.5 % more cubc utilization than with4.5'units. In fact. just raising gondolas fiom 4.5' to 5.0' provides ll% morc cubc. Thc same grocery stores havc 6' to 7' aislcs, but if 4' or 5' aisles would do. the gain in cube use is enormous.as it iswhcn you can add ntorc fixturing. It will vary all over the lot. but a rcasonable rule of thumb is that aisle area and fixture area should be solit 50-50.
There's also something to be said for housekecping when it comes to cube usc. The best way to visualize its impact is to recall the messicst closct you've ever seen and thcn think of illustrations ofien shown of closet organizers where everything has a place and is in its place.
aren't thc only characters in cubc utilization. Thke a polaroid picturc cach wcck for a month ofthc shcds in your yard. On the back ofeach writc the date takcn and a cube use cstimate. Do the samc if you have a warehouse with the racks and estimate their utilization. At thc samc tinrc as thcsc evaluations are bcing madc, look tur opportunities to movc upward ur outward in thcsc arcas as on thc sales floor.
Rccent surveys have indicated a willingness on thc part of some consume rs to drivc fronr 50 and 6O milcs away to shop.
It cosls about 50c a mile to own and operatc a car. If a customcr comes from l0 rniles away, it costs $10 to come and go. At 50 miles away. it's S50. etc.
Ifyou are a delivering dealer it costs you about S1.75 a driven mile to make deliveries. Every l0 mile out delivery trip costs $35 to make. At the 20 milc out point, the trip costs $70 to make.
The whole point of mentioning such numbers is that what may be gained through rclocation may be lost in customcr participalion and profitability. You must bc prepared to rctain your customer base fiom the new location or suf-fer the costs of rebuilding it ancw.
Dcmographics havc long played a major role in site selections by retailers but, short of this. draw a circle with a 30 mile radius on a nrap around your current location. Then cxamine what is within the area. If it's all concrctc. ncw construction will be minirnal and sluggish. Do thc same for any ncw or proposed sitcs. Then work your current customer basc into the picturc. Will thcy pay $50 to tradc with you'l Can you affbrd to pay fiO for each delivery'l Are you likely to grow or losc ground whcrc you are currently located even if vou have enough cube?
These few simple checks and evaluations by management will very often indicate that thc nccdcd spacc/marketing relationship is best achieved right where they are. lf you can incrcase housekeeping discipline and cube utilization. you're better off to re-do than to move if the customer base is indicating continued viabilitv.
WE SPECIALIZE IN PRE-STAINING ''YOUR MATERIAL" IN ALL OLYMPIC COLORS. COATING ALL 4 SIDES OF EXTERIOR SIDING AND DIMENSIONALTRIM. PLUS 4 COAT APPLICATION ON ALLSIZES OF PLWVOOD. ENCLOSED WAREHOUSE FAOLW.
In the slow summer furniture markets. oak and cherry show gains in showroom tabulations.
In actual percentage of increase, the close grain woods of cherry, maple, birch and alder edged up 15 % over July 1985 figures to comprise ll.8 % of the total market presentations, according to Arnold Curtis, president of Northwest Hardwoods. The combined oak. ash and pine (bold figured woods) accounted for 27.4% of all tables. This closely paralleled the combined glass, metal, marble, rattan, wickeq and fabric units at 27 .7 %. This non-wood base group is down slightly from last year.
The color trend was to lighter tones, in part due to the increased use ofbleached oak and pine. Rather than the scrubbed look, the blond treatments were slightly warmed toward honey tones, rather than the grey, flat appearance. The cool, oiled medium or "walnut" browns aeain led all wood colors.
Robert J. McNulty, former president and c.e.o.of HomeClub, Fullerton, Ca. plans to open a chain ofsporting goods stores using the club membership, deep discounting and warehouse sales techniques responsible for HomeClub's success.
McNulty plans to open four All American SportsClub stores during a six-week period beginning October l, in Long Beach, Burbank, South Sacramento and Torrance, Ca. Next year he wants to open l8 more stores in Califomia. Arizona and Colorado.
The Western Wood Preservers Institute's summer meeting at the Inn of the Seventh Mountain in Bend. Or.. was the largest turnout in the history ofthe organization, according to Chad Niedermeyer, president.
John Hall, president, American Wood Preservers Institute, reported on the Consumer Information Program being carried out by the industry on a national basis on the care and handling oftreated wood. District engineers Ken Jurgens and John Culp described technical field services activities.
Market information on transmission poles was reviewed. Tom Peterson, promotion chairman, presented new literature for landscape architects and the new guide specifications for architects and engineers.
New high records for consumption of lumber and panel products in the U.S. may be reached this year, based in part on expectations for 1.9 million housing stans.
Domestic lumber production in the first half of 1986 was ll.7 % ahead of the same period last year, according to Westem Wood Products Association. The American Plywood Association reported plywood and non-veneer panel output up t2%.
However, Bob Anderson, APA economist, said "it's a profitless prosperity," due in large part to the glut of lumber flooding the U.S. from Canada.
"With demand this strong," said Anderson, "you would expect plywood mills to be operating ar95% of capacity, but they're at only 85%;'
Lynn Michaelis, Weyerhaeuser's chief economist, said, by way of example, that the price of green Douglas fir studs shipped from Portland, Or., was $257 per thousand board feet in June 1979, $229 in 1983 and $174 in June ofthis year.
Tighter new truck noise standards have been deferred to Jan. l, 1988, by the U.S. Environmental Protection Agency.
After that date a stringent 80-decibel low-speed noise standard for newly manufactured medium and heavy trucks will be enforced.
Noise emission limits for 1986 and later model year trucks engaged in interstate commerce will be 83 decibels at speeds of 35 miles per hour or less; 87 decibels at speeds above 35 mph, and 85 decibels when the truck engine is accelerated to maximum engine speed with the vehicle stationary.
The October issue of The Merchant Magazine will be a special lssue devoted to hardwood. We'll have stories, features, articles, plus merchandising and sales ideas . . . all devoted to hard. wood as it applies to you, our retail and wholesale readers. You'll enjoy reading this valuable issue . . . and profit from it, too.
Take advantage of this exceptional opportunity to get your message before our readers. The Merchant's extensive circulation in the 13 Western states assures excellent coverage for your advertising message. This Hardwood Special Issue is the perfect editorial environment for your advertisement. Call today and reserve space. Deadline is September 16, 1986. You'll be glad you did.
HANGE is the single word that best describes the colorful historv of the National Housewares Manufacturers International Exposition.
The 85th exposition Nov. 9-12 at the McCormick Place complex in Chicago will be different in that exhibitors will be located according to six broad categories ofhousewares. Based on a concept popular in Europe, the arrangement will, in effect, make the NHMA International Exposition the equivalent of six smaller trade shows within the major one.
Designed to make it easier for buyers to work the show the new format break the exhibitors into six categories. This arrangement will group exhibitors as follows:
o Electric housewares, cook and bakeware, kitchen tools and gadgets.
r Serving and buffet accessories. plasticware, pantryware, glassware and china.
o Decorative accessories, furniture and storage products, home office supplies.
o Bath and closet accessories, cleaning products.
r Hardware and tools, pet supplies and outdoor products.
o International and government sponsored pavilions.
This will be the last November show. After the 86th exposition scheduled for April 5-8, 1987, the show will return closer to the dates held for many years.
Dates scheduled for future NHMA annual expositions are Jan. 1013, 1988; Jan. 8-11, 1989; Jan. 7-10,l99O; Jan. 6-9, 1991, and Jan. 12-15,1992. Ronald A. Fippinger, NHMA managing director, pointed out that these dates have been committed by McCormick Place management and accepted by the Chicago Convention and Visitors Bureau.
"NHMA s exposition is returning to January to better conform to the buying patterns of the prime housewares distribution channels and we believe that being the first housewares trade fair each year will give the NHMA exposition the preeminent position," Fippinger added.
The decision to hold an annual exposi-
tion differs from the semi-annual exposition policy practiced by the Association since 1948. Prior to 1984, Chicago hosted the NHMA International Housewares Expositions in January and July. In 1984, the expositions were shifted to spring and fall.
"We display more than 2,000,000 home-use products from almost 4,000 exhibitors in nearly 2,500,000 square feet of space every year," says Fippinger.
Total attendance for each show typically excecds 60,000. Visitors from nearly 85 countries in addition to the United States see the latest trends and developments in America's $45 billion at-retail housewares industry.
NHMA exposition becomes six shows in one...exhibitors grouped byclassification... easier show coverage...annual January show begins in '88.
While its size alone presents a challenge to housewares buyers, the diversity and variety of manufacturers who participate make it even more complex and exciting. As a result, seasoned buyers have learned over the years that success comes from stamina.
Edward Lanctot, secretary-treasurer of Cotter & Company, True Value Hardware Stores, goes prepared. "Before I attend the NHMA Show," he says, "I make a list of suppliers that I want to see first. Typically, these are people I have not done business with beforethe ones who might be sources for new ideas. But there's no way to get around the fact that you have to walk up and down the aislesall ofthemto properly shop the show."
Most buyers agree that the NHMA Show is the best way to see new products, new colors and new ideas in housewares.
EARIY FAMIIY oortrait recalls the roots of a 75 year old millwork company in Northern California. Minton Company, Mountain Vie/v, Ca.,
"Minton Company has a place in Northern California history" said Allen Minton, company president. "We represent the solid growth of native business in the midst of all the current excitement over Silicon Valley and other latter-day developments."
Minton Company was founded in Mountain View in l9ll by Minton's grandfather. What was originally a modest lumber yard has evolved through stages of general contractor, building material dealer. millwork subcontractor and wholesaler, and supplier and wholesaler of complete door openings. The Minton family has been meeting the Bay Area's needs for 75 years with the
now soecializes in doors. Founder Earl Minton (Sth from left) received the business in 191'l as a wedding gift from his father.
solid, homegrown virtues of craftsmanship and service. Tirday, Minton is one of Northern California's leading manufacturers and distributors, specializing in door openings and millwork.
The transition from local millwork supplier to a supplier ofthe total door opening began in the early 190s. In the years follorving the company has expanded greatly in personnel, inventory and business scope, and in sophisticated woodworking and metalworking machinery.
As the company expanded into wood doors, hollorv metal frames and doors and finish hardware, it began to channel its declining millwork capability into specialty products. As a result, Minton
Company in 1984 introduced its fire-rated wood doorjambs and panel doors into the marketplace.
Minton Company celebrated its 75th anniversary with the opening of new and expanded offices in Mountain View. It takes its place proudly as a representative of long-term, native, family business serving Northern California.
A hardwood plywood and veneer mill study tour including the third Forestry and Woodworking Indonesia '86 is planned by the Hardwood Plywood Manufacturers Association for Oct. 19 to Nov. 13, following their annual fall meeting at the Marriott Biltmore in Santa Barbara. Ca.. Oct. 14-17.
Almost 68 million windows will be going into American homes this year, about the same as in 1985.
Andersen Corp., a leading manufacturer of windows and patio doors, says about half the windows will go into new homes and commercial buildings. The rest will be used in remodeling and replacing worn out windows.
II{VENIORY management, prolections and profit tests were presented and discussed bv Bill Monroe, Vincent DeVincenzo and Hedther Crabtree (left to right)of Dataline at a seminar in Glendale, Ca. Among the participants shown in the foreground were Mr and Mrs. John Thompson and Stan Garcia, Buyers Building Materials, Los Angeles, Ca.; Joe Von Brook and Larry Landers, Mullin LumberCo., Burbank, Ca., and Erik Jorgensborg, Fisher Lumber Co., Santa Monica, Ca.
Owners and managers from California, Washington and Colorado home centers participated in a workshop on analyzing inventory projections and profit tests and implementing a plan for inventory improvement conducted by Dataline at its Glendale. Ca.. office.
Participants were divided into teams, given sample reports and the task of developing a plan for their practice company. Approximately 25 participated in the session in mid-May.
Continuing strong domestic demand with increases in export shipments is expected to make this the fourth consecutive record production year for the structural
panel industry.
Asian and other world markets offer a long range potential, American Plywood Association president William T. Robison reports. APA is promoting the use of structural panels in the Pacific Rim and l,atin America with a variety of activities, although Robison emphasizes that "the domestic market is our major assignment and our promotion program reflects it."
More than 250 APA members were apprised of these developments in regional meetings held in Portland, Eugene and Medford, Or., and Seattle and Spokane, Wa.
Production costs for structural panels are being cut by technological improve-
ments. The industry is saving at least $15 million annually in wood costs by controlling compression losses through methods perfected in a Plywood Research Foundation project. A study ofhigh moisture content gluing at the quality control division's laboratory in Thcoma, Wa., is another potential source of "very large" savings.
Speakers for the meetings included C. B. Stevens, board chairman; James R. Morris, vice chairman; Charles L. Mintken, trustee; George Sleet, quality services division director; Gene Zellner, research technologist, Dr. Jim Funck, Oregon State University, and Jan Elias, computer applications specialist.
Holsinger Lumber and Hardware, a Yucaipa, Ca., landmark since 1914, has closed.
Increasing liability and vehicle insurance and stiff competition from discount stores caused the closure, said Marilyn Miller, who had run the business with her children since 1972 when her father. M.A. Neiswender, died.
Neiswender bought the store in 1945. He was partners with Miller's uncle, H.A. Geib, who now operates a similar business in Escondido. Ca.
Overthe years the business has changed to include a furniture store and gift shop. It once sold feed and grain.
In years past business deals were sealed with handshakes, some customers paid their credit tab once a year (right after harvest). and even the competition welcomed new neighbors. "The owner of Lockwood's Hardware across the street put us up a couple of nights when we first arrived until our place was ready," Miller said. "It was very friendly then, everybody knew everybody."
The newly formed National Wood Flooring Association has named Virgil Hendricks, president of Mid-West Floor Co. and Lockwood Flooring, St. Louis, Mo., as president.
Officers elected are Ralph Singer, Diamond-W, Los Angeles, Ca., vice president, and Art Pedicini, Northeastern Wholesale, Vails Gate, N.Y., secretarytreasurer.
Others elected to the board include Jack Wilcox, H. G. Roane Co., Los An-
geles; Jack Coates. Golden State Flooring, San Francisco, Ca.; Steve Brown, Swift-Brown Distributors. Dallas. Tx. : Gary Reynolds, Galleher Hardwoods, Los Angeles; Roland Holder, Gentry & Holder Floors, Shreveport, La.; Keilo Hyvonen, Kelly-Goodwin Co., Seattle, Wa.; Lon Musolf, Lon Musolf Flooring Co., Roseville, Mn.; Harold Reid, Trinity Floor Co., Dallas; Albert Duke. Peace Flooring Co., Magnolia, Ar.; Carl Abendroth, AGA Flooring, Amasa. Mi.; Claude Taylor, Memphis Hardwood Flooring Co., Memphis, Tn., and Dick Hradecki, Floorco Ltd., Toronto.
"Fmusing on Titay's Customers" will be the theme of the l2th National Home Center Show. March 8-ll, 1987. at McCormick Place. Chicago, Il.
The annual show is the world's largest exhibition ofproducls. services and ideas for the $60 billion home center. do-ityourself industry. More than 1.400 manufacturers are cxpected to participate. exhibiting thousands of new and innovative home improvement products during the four-day event.
A series olbusiness managenrent seminars designed to provide industry retailers with practical information to improre their management skills will be part of the show. Other highlights will include: the 6th annual Innovator Awards competition in new products and presentations; the l3th annual Home Center of the Year Awards: the 4th annual induction ceremonies for the Home Center Hallof Fame. which honors men and women who have made significant contributions to the home center industry.
Displays of Simpson Timber Co.'s Private Collection mahogany doors were judged best in show at the National Sash and Door Jobbers Association's annual trade show.
Each door in the 20' x 20'exhibit was displayed in an individual setting with its name on a white awning above it. Graphics included the Simpson Mastermark identification on the center panel.
The use of American-made ceramic tile is expected to double by the end ofthe decade as the use of ceramic tile, long popular in Europe, catches on in the U.S. Available in a broad range ofcolors, textures, shapes, patterns and sizes, in glazed or unglazed versions, ceramic tile is considered attractive, durable, economical and easy to clean by homeowners in addition to being fireproof, according to the Tile Council of America. Inc.
OUR BEST customer is your present customer is an old marketing adage with much truth. If you stop and think about it, who but the customers already in your center offers you the most potential for additional sales and profits?
Supermarkets, for example, long ago recognized that their sales could be maximized without increasing square footage. They hang small racks of dips in front of snack foods, display higher-priced salad dressings on shelves above produce, and even merchandise baking utensils with cake mixes.
There's no reason why lumber and home centers can't emulate these pros by using the same principle of selling a project, rather than a product, through cross-merchandising.
Let's look at an example. You've pur-
chased pressure treated decking at an excellent price and plan to run a "special." Before you advertise, however, think project, not product. What other items do do-it-yourselfers need to build a deck? Sandpaper for one, both discs for power sanding the deck and sheets for smoothing rails before the stain is applied. Other necessities are anchor bolts, galvanized nails, rust-proofed hinges and handles. By cross-merchandising through signage, samples or minidisplays, you can remind customers of these other products that you carry. What does this cross-merchandising strategy accomplish? First, you're more likely to capture additional sales that might have gone to another store. Many customers don't have a complete shopping list when they open your door.
They're focusing only on the major elements of their project. By reminding customers that they'll need other supplies to complete their project, you're providing a service.
In addition, they're more likely to buy those other items at your center (even if they're not on sale) for the convenience of finding everything in one location. Through aggressive cross-merchandising of accessory items, which are usually high-margin sales, you can build volume and profit from existing traffic.
Perhaps mostimportant, You've created good will. Today's do-ityourselfers want and welcome education. Whenever you make it easier for them to do a professionaljob you're building customer loyalty and repeat business. Interested in other examples of how
Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer t0 correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.
Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, dnd will not gum up sander. Waterproof and gum weatherproof when properly applied .e
cross-merchandising can work for you?
Consider these:
Unfinished Furniture. Numerous do-ityoursetfers Oonl rratlze that unfinished furniture, no matter what grade of wood it is, most often needs sanding to smooth surfaces and for surface preparation prior to paint or stain application. Nor do they know that sanding between coats is advised for a better finish. So, signage or samples of sandpaper along with reminders of your stain product line can lead to additional sales.
Paint. Customers have to wait for paint toEE mixed, thus providing you with the opporrunity to remind them of sandpaper, masking tape, brushes, drop cloths and other necessities.
Power Tools. Make add-on sales in this department 5y advising your customers to stock up on sanding belts and discs, bits, blades and similar accessories. And don't overlook safety equipment. Dust masks and eye goggles are important protective items for your customers, and profitable products for you.
Cutting Tools. People buying new axes, culiffiiEiippers forget the blades won't stay sharp forever. Let your display speak ofmaintenance to sell sharpening stones, lubricating agents and the like.
Plumbing and Metalwork. Pipes aren't everything. Plumbing projects also need soldering equipment and sanding papers specially designed for deburring, rust removal and proper preparation of metal for soldering. You can also cross-merchandise many of these products if you sell metal railing.
Drywall Construction. Make it easy for@ewayprofessionals do by displaying special open mesh sandpaper along with adhesive compounds and tapes.
Get your cross-sales going by viewing all of your merchandise from a project standpoint. Think of every possible accessory item needed for the various
Sell moretoeach customer... maximize square footage with cross merchandising devices... sell proiects, not individual products. ..teach your staff that add on sales build volume and profit.
projects and make a list. Next, for each department, take an inventory of the available space on the floor, shelves, existing display racks. Don't forget the ceiling. Then decide what combination of signage, samples and product displays will work best in the available space.
You may want to develop a graphic format or theme, such as a cartoon character. A checklist approach to cross-merchandising is always easy and appropriate. You may also wish to extend cross-selling into your advertising.
And don't forget training your sales staff. Even ifyou operate a self-service center, every employee should understand why it pays to sell the project. You might even consider offering your people an incentive for coming up with new crossmerchandising ideas.
Buy carefully. Some manufacturers make yourjob easier through good packaging that helps the do-it-yourselfer in product selection. Norton Consumer Products, for example, has job-specific packaging for ils sandpaper line that contains thc right sandpaper for a particular job and is labeled for that specific sanding project, such as wood sanding or metal sanding. It also has space-saving displays for its sanding products, including a compact sanding belt merchandiser.
(Continued from page I5) and a couple of hammers," says Steve Olson. owner of Built-Rite Lumber & Supply, Rollins, Wy. "Over two to three years ago, the steel used to make the imports seemed inferior. You'd go to twist the screw and you'd bend the tip ofthe screwdriver. Things have changed. We just got in some paint trays, rollers and roller covers that seem to bejust as good as the domestics for a lower price."
"One reason we didn't carry imports before was that our supplier hadn't carried them. The availability wasn't there. But now that we're looking at different suppliers, we will carry more imports," he adds.
Jack Lagerquist, buyer at Lumber Dealers Supply, Pocatello, Id., says, "We sell both. about6O% American and4O% imports, and there's a place for both. We've done well with both. There's a pretty good difference in quality, but also a difference in price. We've had very few problems with either."
Steve Stookesberry, manager, Economy Building Materials, Denver, Co., says, "We have about a dozen SKUs, various hammers and so on, and they look pretty good to us. We serve two totally
different markets. We're 6O% professional new home construction and40% consumer sales. We have professionals who want all top-of-theJine, American made, brand name tools."
"On the other side of the ticket. we offer the imports in a promotional capacity. as hot specials to get the consumers in the door. Bringing them in with a $2.99 hammer. And we've had pretty good success with them and are impressed with their quality and sales. We try to serve both markets."
Jim Nelson, owner of Buena Park Lumber, Buena Park, Ca., checked out quality for himself. "Three years ago, I took a tour of Taiwan," he says. ''I went to three factories and I was much impressed with what I saw. I tried to break samples, pipe wrenches and such, but nothing was breaking."
Buena Fark Lumber soon began carrying a wide selection of imports, having to replace so few that they now offer a lifetime guarantee. "They're used as our bottom-of-the-line, and they're good for advertising promotions. There's a 2-3400% profit. Profit is only 60 or 80% tf you're buying direct and 40% or less if you're buying from the local warehouse. So we find ourselves carrying less and
less top-of-the-line, because some lines we're not able to buy direct. And we can't begin to compete with the retail warehouses." he savs.
Construction of new housing units in the second quarter of 1986 rose 4% abote the same period of 1985.
"Lower mortgage rates are reshaping housing demand toward a larger proportion of single-family homes in 1986," said George A. Christie, vice president and chief economist for F. W. Dodge. "The latest quarter's total of 518,059 housing starts consisted of 62% one-family units, up significantly from last year's 54%."
The Los Angeles-Long Beach, Ca., area led the nation with 19,241new units. Washington, D.C. ranked second with 13J36 units.
Other top 10 housing areas were Atlanta, Ga., 13,578 units; Riverside-San Bernardino. Ca.. 13.081 units: Phoenix, Az., 12,496 units; Chicago, Il., 10,040 units; San Diego, Ca., 8,974 units; Thmpa-St. Petersburg-Clearwater, Fl., 8,646 units; Minneapolis-St. Paul, Mn., 7.950 units: Dallas. Tx.. 7.877 units.
Louisiana-Pacific Corp. intends to purchase all the California properties of Timber Realization Co. for $95 million.
Included are 96,000 acres of timberland of which 88,000 acres are in Mendocino County and the Calpella sawmill which has 62 million b.f. production per year on a two shift basis. TRC has 164 employees in the West. The property was formerly owned by Masonite Corp.
Western mills produced 19 billion board feet of lumber in 1985, the highest level since 1979's 20.03 billion, according to the latest Western Wood Products Association figures.
Although 1985 production increased 2% over 1984's 18.99 billion board feet, its estimated wholesale value was down from $4.89 billion to $4.86 billion.
Leading 1985 lumber producer in the West was Oregon at 7.21 billion feet, followed by California,4.lT billion feet; Washington, 3.42 billion feet; Idaho, 1.68 billion feet, and Montana, 1.45 billion feet.
Employment by the Western wood products industry was down 2.670 last year, from 208,600 to 203,200.
Last year western mills supplied 40.5 % of the softwood lumber consumed in the U.S. Canada supplied 33% and the South 23.6%.
William Latimer, Willamette Industries, Inc., Lebanon, Or., was elected president of Pacific Lumber Inspection Bureau at the 82nd annual meeting held in Victoria, British Columbia.
Other officers elected included J.F. "Jack" Newman, Weldwood of Canada Ltd., Vancouver, B.C., first vice president, and George Thompson, Bellevue, Wa., secretary-manager/treasurer.
Elected to the board ofdirectors at the May 9 meeting were Ron Dersham, Weyerhaueser Co., North Bend, Or., R.A. "Dick" Drake, B.C.F.P. Coast Sawmills Ltd., Vancouver, B.C., and R.R. "Bob" Waltz, Jr., SeartleSnohomish Mill Co., Snohomish, Wa.
Other directors elected to return to the board are Don-Lee Davidson, Davidson Industries, Mapleton, Or.; Don A. Dorvsley, MacMillan Bloedel Ltd., Vancouver, B.C.; W.G. Crook, Crown Forest Industries Ltd., NewWestminster, BC.: Brian Jones, West Coast Forest Products, Arlington, Wa.; William G. Hallstrom,
Zip-O Lumber Co., Inc., Eugene, Or.; J.E. Kennedy, C.I.P. Inc., Vancouver, B.C.: H. Kneteman. Whonnock Industries Ltd., Vancouver, B.C.; James Manke, Manke Lumber Co., Thcoma, Wa.: David W. Miller. Moore Mill & Lumber Co., Bandon, Or.; James Robinson, Canadian Forest Products Ltd., Vancouver, B.C. ; J.A. Thorlakson, Tolko Industries Ltd., Vernon, B.C.
Established in 1903 and now headquartered in Bellevue. Wa.. PLIB furnishes inspection and grade stamping services to mills in Oregon, Washington and British Columbia, Canada.
Sackett & Peters, Whittier, Ca., has devised a way to add 15,000 sq. ft. to their selling floor, yet lessen the number of steps needed to shop the store.
Customers are currently required to walk through a long outdoor selling area. The remodeling, scheduled for an early October unveiling, will create a unified 55,000 sq. ft. store.
In addition, Robert Sackett, executive vice president, says, "We are re-fixturing with new gondolas throughout, a 'race track'sales floorlayout and 16 checkouts."
John Blatchford hasjoined Keene Industries, Potter Valley, Ca., as mgr. of redwood sales.
Jerry Lawson is new to the quality standards dept. of Western Wood Products Association, working out of Coeur DAlene, Id.
Richard G. Reiten has been appointed v.p. and gen. mgr. of the manufacturing group of Morgan Products Ltd. , Oshkosh, Wi., according to George T. Brophy' pres. and c.e.o. Delmer E. Orren is now v.p. of Oshkosh operations; Craig Agee' v.p. of its Nicolai Co., Ponland, Or. ; Robert L. Watts, v.p. of its Shasta Millwork, Weed, Ca., and Gilbert N. Miller, v.p. and controller of the combined manufacturing group.
Herbert J. Zarkin has been named pres. of HomeClub, Fullerton, Ca., replacing Robert J. McNulty, who has left to pursue other business ventures.
Mike Tracy has been made a partner with Bob Wells and George K. Coe in Southern California Lumber Sales, Inc., Long Beach, Ca.
Wayne Gardner, exec. v.p., Lumber Association of Southern California, City of Industry, Ca., is back in the office after a No. Ca. vacation and business travel to Washington D.C. and Sacramento, Ca.
Jack Edwards has been named pres. and c.e.o. of the combined Builders Emporium and Home Centers West operations of Wickes Cos.. Santa Monica. Ca.
Russ Swift, Russ Swift Lumber Sales, Manhattan Beach, Ca., has completed a business trip to furniture plants in Holland, Belgium, Finland and the Adriatic Sea area.
Penn Rogers has been transferred to western reg. sales mgr. at Metal Industries, Elizabethville, h., replacing Dale hlmer, former western mgr.. who moves up to eastern reg. sales mgr.
Ed Gavotto, American Mill & Manufacturing, Inc. , Chula Vista, Ca., is on a week's Hawaiian vacation at the condo of Brent Crosby, Domtar Gypsum. Ed won the say in a San Diego Hoo-Hoo Club raffle.
Lynn Homertgen is the new v.p. of marketing, Stanline, Inc., Norwalk, Ca., promoted from sales mgr., Sacramento, Ca., branch, according to Stan Frahm, pres. rvlbody Tbal, Toal Lumber Co., Cerritos, Ca., has retired after 28 years with the co. Continued operation of the co. is uncertain at 'this time.
Linda Bridges, sales, Lumbermen's, Redmond, Wa., was elected August Emplryee of the Month by her co-workers.
Bob Fancher, pres., Bloedorn Lumber, Torrington, Wy., this year celebrates 50 years with the co.
Heather Ann Summerlin, daughter of Jim Summerlin, Sumwood, Inc., Palos Verde Peninsula, Ca., married Gregory Matthew Broderick on Aug. 2,1986.
Glen C. Tenley has been named pres. and c.o.o. of Koppers Co. , Pittsburgh, Pa.
Bill Davis has joined TreeSource, Inc., Fortland, Or., as sales mgr.
Chuck Fletcher is the new v.p. ofsales and marketing at Textone, lnc., La Mirada, Ca.
Dan Mayr is new to the trading staffof Fooser Lumber Co., Sacramento, Ca.
Don Reel, Reel Lumber Service, Anaheim, Ca., and his wife, Dorothy, and daughter, Shirley, are back from a trip to Alaska.
Dave Fonts has joined the sales team at J.H. Blevins Sawmills, Inc., according to Jim Blevins.
John A. Elorriaga, chairman and c.e.o. of U.S. Bancorp and U.S. National Bank of Oregon, is a new director of LouisianaPacific Corp.
Vicki Diemer has been appointed mgr. of Spenard Builden Supply, Eagle River, Ak.
Norton Clapp has retired as chairman of the board at Lanoga Corp., Seattle, Wa. Gary Mackod succeeds him, and Langdon S, Simons Jr. , pres. , Laird Norton, was elected to the Lanoga board.
JeffHunt is a new trader at Ketcham Lumber Co..Inc.. Seattle. Wa.
Richard J. Taggart has joined Canfor U.S.A. Corp., Boise, Id., as v.p. of administration and controller, according to Dennis R. Huston, pres. J. Clayton Ray is now gen. mgr. of the Ca. div.
Gage McKinney, a contributingeditor of The Merchnnt Magazine, was married August 1, 1986, to Ilka Weber. They have just returned from a two week honeymoon in England and Germany.
Bob Courtney, Fope & Talbot, lnc., is back at Portland, Or., Hq. after a business trip to Australia.
Stephen M. Willis has been named asst. treasurer, international, for Wickes Cos. , Inc., Santa Monica, Ca.
B. J. "Bill" HiIl is now chief lumber inspector for the Western Wood Products Association. Don Mundy has moved up to Hill's previous job as deputy chief lumber inspector.
Dick Smallridge, Thunderbird Moulding Co., Sacramento, Ca., and his wife, Becky, are the parents of Allison Ann, bornAug.4,1986.
A.l Privet0e is new to sales at TreeSource, Inc., Fortland, Or.
Chuck Flekher has been named v.p. of sales and marketing at Textone, lnc., La Mirada, Ca.
Patrick D. Tller has been promoted to sales mgr. of the trading staff of Canfor U.S.A. Corp., Boise, Id.
Ed Nave is the new sales mgr. at Medford Corp., Medford, Or. Dixie Tibbets now handles stud sales for their subsidiary, Delah Timber, White City, Or.
Ken Black has been promoted to plant superintendent, particleboard manufacturing at Fonderosa Products, Albuquerque, N.M.
Barney Wagner is the manager of the new Al Meier's Building Center in Graham, Wa. Mike Mattson is asst. mgr.
Jim Frederick is now mgr. of the Lois Drive branch of Spenard Builders Supply, Anchorage, Ak.
David D. Ross has joined Minton Co., Mountain View, Ca., as marketing mgr., according to Allen Minton, pres.
Arden "Bill Arden" Klawitter has retired from Peery Bros. Lumber Co., City of Industry Ca., after 35 years with the co., according to Gina L. Reynolds. Mike kery has been appointed v.p.
Terry Burkholder, Kaibab Forest Products Co., Phoenix, Az., and his wife, Jeannine. have returned from their recent, too short Hawaiian vacation, according to Bill Herman, v.p. of sales.
Evan Williams has joined the consumer products div. of Franklin International, Columbus, Oh., as v.p. of marketing.
Donelson L. Berger, formerly pres. of Berger & Co., San Francisco, Ca., has been named chairman of Berger & Co. and a vice chairman of its parent co., Conagra Inc.. Omaha, Ne.
Stephen W. Luck has been named pres. of Home Centers Inc., San Diego, Ca. , succeeding David B. Iarson.
Pete Reyneke, Miller Redwood Co., Merlin, Or.. was a recent So. Ca. business visitor. Jack Havens, Southwest Plywood & Lumber Corp. , Rancho Dominguez, Ca., is back from a week's vacation.
Walter B. Smith, Koppers Co., Inc., Ontario, Ca., has retired after more than 30 years with the firm.
Steve Hagen, J.H. Blevins Sawmills, Inc., Napa, Ca., has been on a No. Ca. camping vacation. Rick Rosa has vacationed with his family in San Diego, Ca.
Mike O'Halloran, mgr. of R&D, American Plywood Association, Thcoma, Wa.. has been elected pres. of the Forest Products Research Society for the 1987-1988 year' Gitbert Comstock, Weyerhaeuser Co., Tacoma, has been named 1986-1987 pres. and Ken Peterson, director,GeorgiaPacific Corp.. Atlanta, Ga., v.P. Zigmont "Zig" Konuszewski is mgr. of the new Builders Square in Portland, Or. Chuck Hinz is asst. mgr.
Ken Ghiz is in charge of the new Gulf Coast Forest Products office in Medford, Or'
John Reiflin has been named mgr. of the new HomeClub in Aurora. Co. Rob Roseth is mgr. in Stanton, Ca.
Steve Bernardi, Rolando Lumber Co., San Leandro, Ca., recently moved to outside sales.
Norm Moeder has left AC. Houston Lumber Co., Palm Desert, Ca. Ron Mason, mgr' of the Indio, Ca., yard, will now manage both yards.
James H. Moore, pres., ABC Lumber Co., Costa Mesa, Ca., has purchased American Building Center, Huntington Beach, Ca. hte Moss is new to the lawn and garden dept. at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.
Mike Anderson and Rosemary Bennett are selling Pope & Talbot veneer at Bald Knob Land & Timber Co., Creswell, Or.
Keith Hustler is new to Ca. sales with West Fraser Wholesale Lumber Co., Vancouver. B.C.
Les Sjoholm, Northwest Forest Products, Tacoma, Wa., has been elected pres. ofthe Thcoma-Olympia Hoo-Hoo Club.
Dub Myers has won the University of Oregon oustanding track and field athlete award, named the ScharpfAward in honor of George Scharpf of Scharpf's Twin Oaks Builders Supply, Eugene and Albany, Or., and 1930s U. of O. track star.
Jim B. Edens, pres., building products div., Palmer G. Lewis Co., Auburn, Wa., was elected a director of the co. to replace Richard E. Lundgren, who resigned earlier this year.
Stuart Haines, pres. and chairman ofthe board, Textured Coatings of America, Inc., [.os Angeles, Ca. , has been appointed by L.A. mayor Tom Bradley to chair the mayor's Committee for Graffiti Removal and Prevention.
Verda Noble, fl ooring/structural roofing products dept. coordinator, Midpac Lumber Co. Ltd., Honolulu, Hi.. has completed the "86-15" training class of the Hardwood Flooring Installation School conducted by the National Oak Flooring Manufacturers'Association. MemDhis.Tn.
A dryer vent that mounts easily on the outside of a house to prevent energy loss through the four-inch hole that vents the dryer outdoors is new from Heartland Products International.
fabric coordinates. The wallcoverinss are pre-pasted, scrubbable and strippab-ie for easy hanging and care. Fabrics are screenprinted cotton and polyester. The wallcovering adaptations have been updated in scale and color to suit today's rooms.
An F-8 antique brass finish is now available for Stanley's line of die cast home hardware. in addition to the standard brisht brass finish.
A shuttle-float inside the vent lifts to allow the warm, moist air to escape and drops to shut the opening when the dryer is not in use.
The closure is made from iniection molded ABS plastic. designed to withstand temperatures from 148'F below zero to 238 " above zero. It doesn't transmit cold and willdeflect moisture to retard the formation of frost.
A new ultrasonic switch which activates the outside or entryway lights of a home by an approaching homeowner jingling his keys is now available from Sensalight Corp.
The switch detects the inaudible. narrow bandwidth frequencies unique to jingling keys and prevents "turn-on" by normal ambient sound. The lights will remain on for one minute to allow time to insert the key, open the door and enter.
Reproductions of wallpaper designs introduced over the last 100 years by the Thomas Strahan Co. are now available. The Centennial Collection features 28 designs in 116 styles,3l of them with
For more information on New Products write The Merchont Mogozine, 4500 Campus Dr., Suite 480. Newport Beach, Ca. 92660. Please mention issue date and page numDer 5o we can proc€ss your request faster! Many thanksl
A l0 " thick solid maple butcher block with pencil style legs and standard wooden tool holder with blade shield is now available from John Boos & Co.
Reportedly coordinating well with stained woodwork, the new antique finish is used on a variety of items such as solid, spring, hinge pin and floor doorstops; handrail brackets; sash locks, and coat and hat hooks.
A crate merchandising system for over 30 sku's of Ludell tools and hardware items, all retailing for $2.99 or less, is now available from the Atlas Group.
Blocks stand 30",32" or 34 " high. Options include a wooden towel rack. bronze casters and standing pot rack.
Instantly available and refillable from stock, the crates can be customized with store logos.
Plan-O-Grams and sales sheets are also offered.
A new nail setter designed to take an off center hit without sending the nail set flying or the fingers getting hit has been introduced by Harry C. Oakes, Inc.
The design helps align the hammer striking surface less than one inch from the nail, with the fingers safely out of range. Reaching into tight corners or overhead is made easier.
The 6 " long tool features a sturdy steel handle coated with black oxide and double heat treated tool steel strikine inserts. It is available to handle the tw6 most common nail head sizes.'/tz" and
A dust pan that snaps on and off a broom handle for storage and instant availability is new from Kiefer Brushes.
termites and other wood-damaging insects.
The product can be applied by spray, brush, roller or dip. Treated surfuces can be coated with stain, varnish or paint, and will also accept adhesives.
A full selection of zinc-coated, all-steel turnbuckles in hook and eve. hook and hook. and eye and eye designs are now available from Chas. O. Larson Co.
A new line of Graniteware II cookware products in a bright blue reminiscent of earlier traditional styles is now available from General Housewares Com.
Manufactured of heavy, durable polystyrene plastic, it reportedly will not break when dropped.
A Range Knob Replacement Center displaying a full line of d-i-y kits is now available from Robertshaw.
Ranging in diameter from .131" to .680 ", the turnbuckles are suited to an array of applications, from clothesline take-up to adjusting hammocks, permitting unions ofvariable slack.
Turnbuckle sizes include an open length as great as 281/2 " and a closed lensth as small as 3 )/s ". resultins in takeup iistances of a maximum of\Vz" to a minimum of lt/r'.
The new Encore Lazy Susan Kit from StarMark,Inc., turns a slim utility cabinet into a versatile pantry space for everything.
Offered are 14 products, including saucepans, pots, covered and open roasters, lasagna pan, coffee boiler and skillet. Also available are a cup, bowl and plate.
A new paint removal tool that heats and scrapes at the same time has been introduced by Milwaukee Heat Tools, Inc.
The
display board contains a full stock of shrinkwrapped hanger cards offering a choice of black, white or chrome kits plus dial overlays to match old dial seffings. The kits are designed for universal fit on most gas or electric ranges. The board comes as either a thin plastic sheet with pegboards or as a self-supporting polystyrene board.
A new Penta-free and environmentally safe non-toxic wood presenative has been introduced by Excel Coatings. Preservzit, a clear, penetrating Iiquid preservative, can be used on interior or exterior surfaces, above or below ground and on seasoned or green wood. It protects wood against surface mold, rot,
The Heat Scraper uses concentrated forced air heat to weaken problem paint, which is immediately and safely peeled away without gouging by one of two interchangeable steel blades.
A new line of solid brass hardware with a hand-polished US3 finish that is fully lacquered to resist tarnishing has been introduced by Stanley Hardware.
The l0 items available are four styles of robe and hat hooks, two styles ofdoorstops, a weather seal sash lock, a sash lift, two utility pulls and a surface bolt.
Each blister pack includes solid brass screws, insallation directions and instructions for cleaning and caring for the products.
Six new designer faucet lines available in wide spread lavatory set, deck mounted tub set or wall mounted tub set are new from Americh Corp.
For more information on New Products write The Merchont Mogozine,4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!
A handy shed light which clamps easily to the beam ofany standard storage building is new from Arrow.
A five-way diverter and wall valves are also offered for all lines.
Using four D-cell batteries, the portable light operates on an easy twist on-off system without pullchains or switches and can serve as an emergency light for car, boat or tent or as a closet lisht.
A toilet bowl plunger which features accordion-action bellows to orovide maximum plunge with the least pbssible effort is new from G.T. Water Products, Inc.
The Royal Flusher has a funneled nose for perfect alignment and three sealing surfaces so that it fits any toilet bowl. Made of polyethylene, it weighs less than I lb. and is available in dusty rose, periwinkle blue, bone, sparkling silver and jet black. A separate stand is included.
The Faint Professor, a customer operated, computerized terminal of painting information, is new from Pratt & Lambert Paint.
For use on the sales floor, its built-in computer allows customers to coordinate colors, solve painting problems and receive how-to advice and interior and exterior paint specifications. It provides a detailed print-out answering the customers' requests as well as a list of supplies needed to do thejob.
A clear acrylic latex insecticide coating that kills roaches. flies. termites and other pests for at least two years is new from Barrier Coatings.
One half pint of Bug Bar, which covers about 40 sq. ft., is enough to treat a roach-infested average size apartment kitchen or bathroom.
Bugs touching a painted surface absorb the insecticide chlorpyrifos through their legs and hairs and die within hours. The paint is reportedly harmless to humans and animals.
Microencapsulated crystals of the insecticide are said to move slowly and continuously to the surface, providing years of effectiveness.
A pocket-sized detector using electronics for accurate, affordable, nondestructive moisture testing on timber, plaster, felt and brick is new from United Construction Products Inc.
Eliminating the need for scratching or drilling surfaces, the Tramex Moisture Encounter features two soft conductive rubber pads on the base through which electronic signals are transmitted into the material. The resistance between these signals is measured to give an accurate moisture reading.
It is fitted with three separate ranges of sensitivity.
A new quick change, four-in-one screwdriver has been introduced by Vaco Products Co.
Mindcr sensors attach directly to the cold and hot pipes to monitor actual hot water usage and prevent frequent burner ignition resulting from short term usages.
Snapping directly onto the thermostat and using an ordinary electrical wall outlet as power source. the unit advances the
which isa replacement for carbon tetrachloride. it is available in pint. quart. gallon, 5-gallon and 55-gallon containers.
Marking crayons which may be used on oily, slick, wet, cold and dry surfaces have been introduced to The Irwin Co.'s line of measuring and hand tools.
Each non-toxic and waterproof hexagon crayon measures 4t/z" in length. Offered in red, yellow, blue, green, black and white, they come packaged in boxes of 12 per color.
The tool features four different interchangeable blades: a # I Phillips, n Phnlips. '/0 " slotted and /a " slotted.
A large, blue finished handle is fully fluted with chamfered edges for fatiguefree driving. A metal insert holds the chrome plated, hex machined shaft firmly in the handle.
An energy saving product for home gas-fired water heaters is new from Conservation Control. Inc.
Reported to save an average of25% in water heater gas consumption, the Heat
thermostat dial to a higher setting when hot water demands are high or to a lower setting when demand is low or nil.
A non-flammable cleaner and spot remover for fabrics and rugs which dries rapidly and leaves no residue is new from Klean-Strip.
The cleaning solvent dissolves tar, grease, oil and wax. It also cleans and degreases metal, electric motors, tools, autoparts and other items. Containing l, l, l-Trichloroethane,
The crayons are said to be ideal for marking lumber, concrete, cardboard, ceramics and metal.
o GrapeStakes
o Posts & Poles
A pressure washer that attaches to a sarden hose and can be used to clean irotor vehicles or any outdoor surface is new from Turbo Tek, Inc.
Coming prefrlled to is 8-oz. soap capability, Turbo-Wash contains a bladder which allows the metering of soap to eliminate the flushing effect found in other pressure washers.
Included are a telescoping nozzle which extends automatically from 16 to 29 inches when water pressure is applied and three interchangeable tips to accommodate any spray needed for outdoor cteanlng.
tures bright, easy to read identification lettering and a convenient measuring guide for strip length and bolt length.
more information on New Products write The Merchont Mogozine,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
The WirePlier now available from Vaco Products Co. crimps both insulated and non-insulated terminals, cuts wires precisely and easily. cleanly strips wire. crimps ignition terminals and ferrule on coax cable and neatly cuts five popular bolt sizes leavins no burrs to file.
A hand-operated Mini-Drill that makes perfectly round holes from'Ao" to t/q " is new from Thomas Robinson ImportExport.
The crimper, extra long for ease of operation, is made of lightweight material and has giant cushion grip handles. It fea-
Made of high quality materials with hard steel blades, the drill is simply pressed into any leather, paper, plastic, light metal, etc., and produces a clean hole in seconds.
The drill rotates as it is pressed into the material to give a clean cut while removing the drilled-out material, preventing clogging ofthe drill.
'l'hc l)uddle I1rn Iiorr I\{os: Entcr-pliscs ciilr prc\cnt \\iltcI tlanru!.c 1o luunrl |r Rl()l| ll( )()l \ ltttrl rrltll:.
Old bluss. c()l)l)cl und bt'onzc clrn bt: nrirlc rtcri irglrin u ith tltc (iillcspic Blrss Re llnishiru Krt lirrrr Klcln Stlip.
Madc ol'polystvrcnc' and installctl un tlcrncath und bchincl anr standard riusl'r ing nrachrnc. it clrtchcs lcuks. ovcrllovu's and rcsidLral clripping and channcls the \\:ttcr Ll{)u rl a huilt in drlrirr.
ALrthc-ntic Jlpancsc tatanri ancl tea ccrcnroney roonrs arc now availablc in prellbricatcd. portablc units fronr Fuji Group Anrerica.
A varictv of Spacc of Nippon clcsigns. \\'hich intcgratc rar.v matcrials. natural light and tradilional Japanesc archrtcctLlrc. rcpoftccllv can be asscnrbled in a l';w hours.
Thc kit contains a pint ol'brass rcl'ur[risher-. 8 oz. o1'br-uss ncutnrlizcr. 5.-5 oz.. hrirss protcctor coat. 3 pacls of polishinl ttrol. an upplicutor-brush. l puir ol plus tic glovcs. a polishinu cloth ancl l "houto" instructron booklct.
'' At Britt Lumber we specialize in produeing quafity fence posts, boards and rails directly frorn the tog in our modern sawmill.
'We're 6ig "nough to meet your cuitomers' needs...yet small enough to guarantee quality.
And now Britt Lumber products are available in cedar, too.
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REDWOOD . CEDAR
DOUCLAS FIR HFM FIR
PINE COMN1ONS . PLYWOOD SIDINCS
TREATED STOCK
MASONITE BRAND SIDINC
PL\'\\'OOD SHt ATI]INC
Direct Mill . T&T . Car Loads or LCL from our distribution vard 1286 \orth Broadrvav Stockton, ( a !)1l0lJ (209) 946-0282
Its non slrp nlnus .rrc ll " t itlc. \\ lth l Lttcfll guul-tl ruil lirr u(l tlctl sceur-itr. 'fhc lilunrrnLrnr lLllLrr eonslrLrelron is suirl t() rcsist r-ust Itntl crll'lo:ton.
l'hc lltiticl l5 qrytcnctl lr-\ ir (luiu'tcl tuln ()l il lcrcr'. .\ lockinu nrce ltarti:rr Jrrc\cnt\ uniiuth()rile(l usc llorrr grrrLrrrrl lcrcl. r'cl tlt.-s lr()t llrtcflar-c $ ith trpt|lttrrrn lRrnt rrPPcI llrxr|s.
John Diederich iudy Murphy Lee Turner Cordon Roby Matt Stanlcy
A lightweight, durable, rust-proof structural foam sander is now available from Allway Tools for the home.
The tool fis any standard threaded mop or broom handle. Patented stainless steel clips hold the abrasive sheets firmly in place, even during tough sandingjobs; there are no wing nuts or screws to lose or to get in the way.
fiberglass reinforced polyester drain chamber, sound absorbing hush cushion suspension, and quick mount sink installation.
applicator, special garnet paper and full instructions.
The material is available in over 225 custom colors matching those of major porcelain fi xture manufacturers.
Two new nozzles have been added to the line of accessories for Thermostrip heat guns from Emhart Home Products.
All mounting hardware, slip joint nut, washer and drain ell are included.
A custom repair kit for damages to porcelain tubs, sinks, refrigerators, ranges, washers and dryers with a color-matched finish is new from KIT Industries.
It is also available as a hand sander. without a universal joint.
Five jam resistant and corrosion resistant food disposers have been introduced by Peerless Home Products. Disposers feature a corrosion-proof
Porc-A-Fix kits include l5cc of readyto-use touch-up material, a brush-top
A concentrator nozzle directs hot air from the gun to a smaller area than the standard nozzle will, allowing more precise operations and increasing the working temperature.
A shrink nozzle wraps hot air from the gun around shrink tubes and plumbing joints. Its curved tip keeps the heat concentrated enabling quick wraps.
Other accessories for the line include glass protection and soldering nozzles, and a paint and varnish scraper set.
Crack-Fil, a pourable crack andjoint sealer, has been introduced by Garon Products.
Pouring easily into pavement cracks and expansionjoints to seal them instantly aeainst the entrance of water and frost. tfr'e rubberized sealer remains pliable even in the most extreme temperatures, expanding and contracting indefi nitely.
The sound-activated switch is designed for incandescent light bulbs up to 300 watts.
New abrasive belt/disc cleaners from Granlund combine an effective hardwood handle with a replaceable wire brush to help remove burned-on wood, metals, paint and autobody filler residue from the grit.
A new high wheel cart is available in two models from Kelley Manufacturing Co.
Designed for optimum balance, easy rolling and long life, the cart features heavy duty ball bearing spoke wheels of rust resistant steel.
The sealer reportedly requires no heating or mixing and seals in minutes with a final set in 24 hours. It can be used even when surfaces are wet.
A home security switch that turns on lights at the sound of glass breaking or a door being forced open is new from Intermatic.
The tools clean clogged sanding belts, sanding discs, drums and sandpaper sheets to restore like new cutting action over and over again.
HUB
Weatherproofed wood panels hold loads up to 300 lbs. on the smaller model and 400 lbs. on the larger model. The front panel, which is taller than the rest to allow wide loads to rest against it, can be removed by sliding it up out of a heavy steel channel groove.
Specializing in Piggyback llansportation
from No. Ca.
Plugging into any standard outlet, the switch has an automatic tjming circuit which varies the time lig[ts stay on after sound is detected. A sound control allows persons to adjust the unit's sensitivity.
COST - BEST SENVrcT * For Rates and Service Callthe Hub City Nearcst You; N0. CALIFORNIAHub City Golden Gate Tbrminals (415)930-9368
OREGONHub City Portland Jbrminals (503) 297-8787
WASHINGToNHub City Seattle Tbrminals (206)251-0488
Ted Barnes
Phone: (503) 874-2236
P.O. Box 7 Riddle, Oregon 97469
ACELEBRATION of their 75th anniversary in business was reheld by Frost Hardwood Lumber
The San Diego, Ca., wholesaler did it up big with a lavish birthday party at their Miramar Rd. yard. The four acre site is one of two locations, the other, their longtime headquarters, being in downtown San Diego on Market Street.
More than 500 customers were present at the gathering, which featured lood and drink Mexican style. Mariachi music enlivened the doings as did a number of drawings for cash and examples of the craftsman's art in various hardwoods, as well as a handsome coffee table made of red oak and koa.
The open house also allowed an opportunity for Frost Hardwood to show customers its milling ability at the Miramar facility. A number of demonstrations were held featuring their new Weinig 22 AL high speed moulde r.
The anniversary also reflected the transition to a new generation of leadership that has occurred at Frost Hardwood. Founded in l9ll by Albert A. Frost, Sr., the firm was run after his death in 1968 by his two sons Gordon and Albert Jr. lbday Gordon is chairman of the board, Albert Jr. is retired and Gordon's son G.T. is president and Albert Jr.'s sons Jim and Bruce are, respectively, treasurer and vice president.
years, often moving up from yardjobs, the traditional starting point. A policy of promotion from within has created a loyal cadre ofemployees for the venerable firm. For example, Miramar yard supervisor Don Adams has been with the company T7 years, operations manager Milt Olsen 25 years.
Frost Hardwood specializes in domestic and imported hardwood lumber. It also has a dry kiln and complete milling facilities.
As Frost Hardwood enters the fourth quarter and heads for the century mark, it is well poised and equipped to continue the qualities that have brought it 75 years of success.
When sending in o change ol oddress please include zip code on both old and new addrbsses and either the old label or the inlbrmation from it. Thanks!
The highly regarded firm is quick to make note of the contributions to their success by their 50 employees. Many have worked for Frost Hardwood for
FR0SI FAMIIY FOI0: (1) GT., Gordie, Al, Jim & Bruce Frost. (2) Joy & Ron Lauderbach. (3) Elly & John Pesta, Milt Olsen. (4) Carl Poynor Veronica Velez. (5) Bill Temple. (6) Ed Gavotto, Frank Rhoades. (7) Larry Williams, Glen Carpenter, Michelle Hoglin, Rick & Diana Delozier, Laura Mansfield. (8) Warren Hoff man, John Ball. (9) Mike Alderman, B. H. Copeland. (10) Len & LaRue Swanson. (11) Megan Shahan, Tim Caropino, Dale Hamreus. (12) Yuris Zeltins, Stephen Neal, Lynn Sparks. (13) Angel Salazar, Peter & Ursula Schwaab. (14) Sherman Stanley, Murray Cutler Greengrass. (15) Phil & Rae Jupin. (16) Bob Geyer Charles Houchin. (17) Art Hoban, George 0lmstead. (18) Chuck Baldridge, Dyanna & Gordon VanEvery fl9) Anders Hanson, Dean & Dennis Serrano. (20) Craig Eck, Jim Nein. (21) Carl & John Sirianni. (22) Glenda & Roger Penis. (23) Kevin & Laurie Glass. (24) Tom Sharp, Tom Cook.
"By l99Q the annual home improvement market is expected to total more than $120 billion with the d-i-y portion about $73 billion," said John Berry, an executive with the National Home Center Show
As more and more manufacturers aim their marketing toward the d-i-y home center retailers, he says, "Home center industry sales, which grew from $24 billion in 194 to an estimated $56 billion in 1984. are expected to continue to outpace
the economy by expanding about 10.5% annually."
"With skill levels of d-i-yers increasing and manufacturers developing products that are easier to use, three out of four households are now undertaking a d-i-y project each year," he adds.
The Oakland, Ca. , chapter of HooHoo International, the lumbermen's fraternal organization, awarded scholar-
Drawer 4779, Arcata, Ca.95521 707-822-3648
ships to two students at local Laney College.
For the past 25 years the club has awarded scholarships to students actively studying in a field related to lumber.
Hoo-Hoo International representatives Dan Bonnington and Kevin Hill presented the awards to Ben Hailer-Okeefe from the wood technology dept. and Melvin Martinez of the carpentry dept.
Home centers will be seeing sales growth in excess of lO% this Christmas season, according to James Newton, president of Economic Perspectives, Inc.
However, he warns, don't bank on the prevalent view ofwaiting for the second half of the year when real GNP growth will accelerate to within the 4-6% range. "Retdilers doing merchandise ordering for the upcoming Christmas season based upon this type of optimistic planning are courting the same profitability disaster experienced during Christmas 1984. To do well this year. retailers must recognize economic realities, which suggest modest consumer growth, rather than pinning their hopes on an economic miracle that is highly unlikely to occur," he cautions.
AYDREAMING in the hardwood trade sometimes starts minds wandering to the more trivial topics of the business. Such as where did dogwood get its bark or an elephant tree its trunk? The list of trees named after animals could fill up volumes and the origins of their christenings arejust as varied.
Perhaps the most common of these trees is dogwood (Cornus florida), or cornel. Legend has it that an astringent tonic made from its bark was formerly used to wash many dogs. More likely, its name is a derivative of ''daggerwood," sticks once used to skewer meats. Found in many temperate countries, dogwood is noted for its strength and has been traditionally used in the textile industry.
Horse chestnut (Aesculus hippocastanum) , or buckeye, is widely grown in the central and Atlantic states. Early California settlers reportedly used its large nutlike seed as food or medicine for horses. In fact, the seeds are inedible and even poisonous ifunproperly cooked. A plain wood oflow strength, horse chestnut is used for general purposes, such as in manufacturing lightweight boxes and crates.
The heaviest known of all woods is snakewood (Piratinera guianensis), so called because its deep mahogany red color is covered with irregularly shaped dark markings which South American natives compared to spotted snake skins. The rare tropical wood is also known as letterwood because the markings also suggest hieroglyphic characters.
Supply is strictly limited because of is scarcity and the small sizes available, making it one of the most expensive woods on the market. Uses include walking sticks, umbrella handles, presentation caskets, veneer and fancy articles.
Still in South America, partridgewood (Cae salpinia Smnadiilo) from Venezuela is also referred to as granadillo, coffeewood. maracaibo. and brorvn or maracai-
bo ebony. The ornamental wood is a dark chocolate brown to near black, relieved by fine, regular markings of lighter color, suggesting the markings on a partridge's wing. Another extremely dense, strong, hard wood, it has been used for umbrella handles and turned wooden knobs for doors and furniture.
Common hardwood species names derived frcm appearance oruses...animal and bird kingdoms well rcpresented...vernacular often has little relationshiP to the botanical label.
Tigerwood is easily worked and used mainly for furniture and paneling.
The elephant-tren (Bursera micropylla) is plentiful in Mexico and has been found in the deserts of Colorado and Arizona. Its name comes from yarns by old prospectors who would tell of "a tree with a gray bark bleached nearly white, and boughs like elephants'trunks, and a wood that bleeds like an animal when you cut it." The wood from this massive-trunked tree is hard, yet it is useful now for its blood-red sap, which is used in Mexico as a varnish base, wood preservative, adhesive and remedy for venereal diseases.
Another unique desert tree, which runs from Mexico north to Texas, New Mexico, Arizona and southernmost Nevada and California, is the desert cat's-claw (Acacia greggii).It was named "ufra de gato" by the Mexicans who noted its armament of spines which tear the flesh and clothing of all within its grasp. Its very hard, strong and durable wood is used to make trinkets and souvenirs and as a peerless fuel substitute for coal.
Even more distinctive is zebrawood (Microberlinia brazzavillensis), or zebrano or zingana. African natives years ago noted its resemblance to the striped mammal with the pale brown or straw colored wood having many exceptionally pronounced fine stripes ofdark brown, almost black, color. Highly decorative, zebrawood is mainly shipped in from Cameroon and Gaboon for use as veneer for fancy inlay in furniture and cabinetwork and sometimes for paneling.
Another West African wood, which also got its name from its appearance, is tigerwood (Lovoa trichilioides, lnvoa klaineana), or congowood. It is graybrorvn to gold in color with black streaks.
Even some of the most popular hardwoods are referred to by animalistic nicknames. For example, coffeetree is also known as bearberry, sycamore maple as harewood, and persimmon as possomwood and wild red cherry as bird cherry because of the birds and animals attracted to their fruits.
But such a list of the uncommon hardwoods and non-hardwoods seems endless. There's ant's wood, bird's eye maple, bull bay magnolia, coyote willow, crab wood, hog gum, hog plum, horse bean, horse sugar, hippomane, pigeon plum, pignut, possom haw, sheepberry, wild goose plum, bear, cow and turkey oak, and the softwoods cat and skunk spruce and bull, chihuahua and foxtail pine.
Now don't laugh it offifyour next customer walks in and asks about your supply ofhyenawood.
The 4-p. "Design of Fire-Resistive Exposed Wood Members" is 80c for one copy or 50C each for 100 or more from National Forest Products Association. 1250 Connecticut Ave. NW., Washington, D.C. 20036.
A catalog of masonry bits, hole saws and metal cutting fluids is free from The Relton Corp., by calling 1-800423-1505.
A kitchen and bath literature kit ofover 20 separate product catalogs is $5 from Epic, P.O. Box 41136, Indianapolis, In., 46244 or l-800228-8995.
A new 12-p. booklet on wardrobe mirror doors is free from Monarch Mirror Door Co.. Inc. P.O. Box 4118. Chatsworth. Ca. 91313.
A bark producers directory and product index is free from National Bark Producers Association, 13542 Union Villaee Circle. Clifton. Ya.22024.
A 24-p. catalog of ladders and related products is free from Patent Scaffolding Co., One Bridge Plaza, Fort Lee, N.J. 07024.
A spray adhesive brochure is free from Rohm & Haas Co., Independence Mall West, Philadelphia, h. 19105.
A 20-p. d-i-y guide to wallboard is $2 from MPI, 105 N.W. l05th, Seanle, Wa. 98177.
A 4-p. bulletin ofcountry wood accented giftware is free from Smithwood, Inc., 67 Minot Ave.. Auburn. Me. M210.
A 36-p. catalog ofover 500 hand-crafted finishing tools is free from Kraft Tool Co., l90l Wyandotte, Kansas City, Mo. 64108.
Information on a new truss training program is free from Engineered Tiuss Tiaining. PO. Box 727, Bryn Mawr. Pa. 92318.
"Cooktops and Cookpos: The Compatibility Story" a guide to choosing cooking utensils for electric cooktops, is free with self addressed, stamped envelope, from Jenn-Air Co., 3035 Shadeland, Indianapolis, ln. 46226.
A M-p.catalog of modular material handling and storage equipment is free from Jarke Corp., 6333 W. Howard St., Niles, Il. 60648.
"An Introduction to the Grading and Measurement of Hardwood Lumber" is available from the National Hardwood Lumber Association, P.O. Box 34518, Memphis, Tn. 38184.
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!
A brochure on particleboard capabilities and products is free from Swain Industries, Inc., P.O. Box 306, Seymour, ln.47274.
A 6-p. light and heavy-duty swing door brochure is free from Kelley Co. Inc., P.O. Box 09993, Milwaukee, Wi. 53209.
"The Wood Floor Care Guide" is a l6-p. booklet available for 254 plus a stamped, selfaddressed No. l0 business envelope from the Oak Flooring Institute, 804 Sterick Building, Memphis, Tn. 38103..
A catalog offastening tools and accessories is free from Bostitch, East Greenwich, R.I. 02818.
Spanish language guides to pressure treated southern pine and proper lumber storage are free from Southern Forest Products Association, P.O. Box 52468, New Orleans, l-a.n152.
A l2-p. self-tapping, self-locking inserts catalog is free from Groov-Pin Corp., ll25 Hendricks Causeway, Ridgefield, N.J. 07657.
A 12-p. catalog of decorative faucets is $l from Chicago Faucet Co., 2100 S. Nuclear Dr., Des Plaines, n. 60018.
A 128-p. book on sunspaces is $6.95 from Andersen Corp., Bayport, Mn. 55003.
Like anyone moving into a new home, the National Forest Products Association is busy decorating its new headquarters at 1250 Connecticut Ave., NW., Washington. D.C.
After occupying space in the Forest Industries Building for 25 years, NFPA, the American Wood Council and the American Faper Institute have relocated because of the sale of the building to the School of Advanced International Studies of Johns Hopkins University for fi.3 million.
NFPA president David Stahl is anxious to make the new offices, which are about two block from the previous location, an attractive showcase for wood products. Weyerhaeuser, Horner Flooring Co., the Maple Floor Manufacturers Association, Plumly Flooring, the National Oak Flooring Manufacturers Association, Eggers Industries, the Hardwood Plywood Manufacturing Association and Potlatch have all made gifu of materials to be used in decorating.
Al Goezl is coordinating the contributions which will be permanently recognized in the new offices. Wood products are still needed for accent walls in many offices.
We buy from reliable suppliers we've worked with for years. Our name stands behind every board foot of hardwood you buy-red oak, basswood, or maple. We control quality with value-added services. We can surface clean, or hit or miss, or straight line rip. Most lumber is end{rimmed and end-coated to prevent degrade and improve appearance.
Too much inventory, or too little, is a problem. So let us provide a solution. We have concentration yards in Minnesota and Wisconsin. You can order material as you need it. We ship promptly by either cost efficient rail or by our own carefully loaded trucks. Let us ship your needs the day or the week you need it.
We buy right, and sell right. Our suppliers value the volume of business we place with them. We are quality-conscious and knowledgeable of market pricing trends. We buy only the best product available. You will always get more for your money with Owens.
We know our business at every level-purchasing, grading, traffic, scheduling, production, drying, sales, and distribution. Pick up the phone and pul us to work for you.
And ourquality and service prove
Experienced architectural woodworker for position of Architectural Representative in California. Must have complete knowledge ofblueprint reading, detailing and methods offabrication of all types of Architectural Woodwork. Duties to include inspection of woodwork products to determine compliance with Institute's standards, contacting architectural profession, planning and presenting programs for architects, spec writers and designers relative to Architectural Woodwork. Contact Bernard B. Barber, Jr., P.O. Box 11428, Fresno, Ca. 9!773,Te1. No. (2@) 233-9035.
ESTABLISHED ORANGE CO., Ca., lumber yard looking for experienced hardwood grader/orderman. Send resume or apply in person Reel Lumber Service, Zl5 E. Santa Ana St. , Anaheim, Ca.92805.
WELL ESTABLISHED S.F. Bay Area wholesaler seeking experienced lumber and/or plywood salesperson. Customer follorving a must. Salary/commission negotiable. Relocation not a requirement. Reply to Box 554 c/o The Merchant Magazine.
LUMBER TRADER. Established Califomia wholesale company has an opponunity for the right person experienced in softwoods. Send resume to Box 546 c/o The Merchant Magazine.
ESTABLISHED SACRAMENTO area lumber wholesaler needs 2 traden to sell retail and industrial accounts. Salary or draw and commission open with health and profit sharing. Reply in confidence to Box 556 c/o The Merchant Magazine.
Twenty-five (25) words for $19. Each additional word 651. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numben and special borders: $5 ea. Col. inch rate: $40 camera ready, $45 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, t1500 Campus Dr., Suite 480, I\ewport Beach, Ca. 92650, Make checks payable to The Merdrant Magazine. Mail copy to above address or call (714) 852-1990. Deadline for copy is rhe 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.
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. (7r4) 997-t7M.
IS-YEARS EXPERIENCE in MalaysianIndonesian lumber industry. Positions included logging, sawmilling, grading and export. Philip Ting, 2025w. Chestnut St., Alhambra, Ca. 91803 (818) 284-5491 or (818) 284-5110.
OREGON COASTAL lumber and building supply yard for sale. Well esablished, profitable business in grorving community. Excellent growth opportunity. P.O. Box 3833. Vancouver. Wa.98662.
Two locations or one. Both are an opportunity. #1 $1,500,000 sales, gross profit $600,000. #2 $800,000 sales, gross profit $360,000. 13 year old company, aggressive, competitive with marketing program that pnrduces. Wood fence, chainlink, wrought iron, patios and redwood decks. All installed or material only. See it to believe it. R.J. Moser, Rebel Lumber & Rnce, P.O. Box 56, Msalia, Ca. 93291. No phone calls please.
fence construction company. Valuable property, almost I acre. Reply Box 553 cio The Merchant Magazine.
RETAIL LUMBER and hardware company for sale. Great location, well-established for over 60 years; family cnvned. So. Ca., San Femando Valley area. Excellent opportunity, priced fior quick sale. Reply Box 551 c/o The Merchant Magazine. llhen sending in a change of address pleose include zip code on both old and new addr?sses and either the old label or rhe inlbrmation from it. Thanks!
LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (21 3) 422-M26.
LUMBER OPERATIONS BOUGHT AND SOLD
Dick Phelps, Broker (former lumberman) available to assist you.
JAMES R. GARY g Co. Ltd.
Realtors & Estate Agents 21747 Erwin St., Wmdland Hills, Ca. 91367 (81$ 703-81,14 Ca. Nat. (800) 431-0sss (800) 42r-05s5
2 YATES-AMERICAN double surfacers. 30 " wide. Model 177. Good openting condition. Priced to move. Will deliver in So. Ca. Contact Clint Bower, Mariners Forest Products (714) 75 l-0800.
MUST SELL 18,000 lb. forklift Hyster, gas, 6 fi. fork, 220 " boom, good tires. Excellent condition, $22.W 014\ 845-46O/ ask for Lonnie.
SCHNITLBERGER profile grrnder. Hardly used. Reasonably priced. (818) 330-0649.
LLIMBERSORTING CHAIN 12'x451 All steel construction. Currently in use. Carts included. Lakewood Forest Products Inc. Olt926-6397.
REPRINTS of articles from The Merchant Magazine to use as promotion pieces to increase your marketing results are available from The Merchant Magazine, 4500 Campus Dr., Suite 48O Newport Beach, Ca. 926ffi Call (d14) 852-19m.
COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Clisan, Portland,Or.91232, Attention John Matschiner, Real Estate Manager. (503) 232-7181 All inquiries confidential.
Douglas Fir S4S and rough, 2x4 and wider, 3x4 and wider, 4x4 and wider. Call Bill Hunter, Hunter Woodworks, (2R) 7 7s -2s 4 ; Qr3) 83 s - s 67 r.
Eeaver Lumber Co.
Berger & Co.
CaliforniaForestProducts
California Lumber Inspection Service
California Redwood Assn.
Casella Transportation
CrestwoodForestProducts
DMK Pacific Corp.
Doors, Inc.
Floor Service Supply (San Jose)
Georgia-Pacilic Corp.
Georgia-Pacific Corp. (San Jose)
HarnessTimberProducts..
Higgins Lumber Co. (Monterey) .
Higgins LumberCo. (San Jose)
Higgins Lumber C0. (Union City)
Higgins Lumber Co. (WalnutCreek) Hirt&WoodLumberco.
ARCATA/EUREIO/FORTUIIA
Bracutlnternational Brin LumberCo. CombsLumberco. CostaTruckino.Joe...
Eureka Southeln Bailroad Co. HumboldtRedwoodCo.
Louisiana'PacificCorp.
PVM Redwood Co. Schmidbauer Lumber, Inc...
AUBUBl{/GBASS VALTEY
All-Coast Forest Products, Inc.
SAKERSFIETD
HiooinsLumberCo.
Pacific Wood Preservino of Bakerstield, Corp. ..........
CLOVERDATE
8owmanLumberSales
Louisiana-Pacific Corp.
Rolando Lumber(Kinton Div.)
FOBT ERAGG
Geor0ia-Pacific Corp. (Redwood)
Holmes Lumber Co.. Fred C. i.
FRESl{O
Georgia-Paciticwarehouse
Hig0ins LumberCo. LewisCo., Inc., PalmerG. PacificForestProducts Weyerhaeuser Co.
lIO!LISTER
DMK-Pacilic il0DESr0 SniderLumberProducts Sward Trucking REDDII{G AREA 0MK-Pacitic LewisCo., Inc., PalmerG. Louisiana-Pacitic Corp. (Red Blutl) . PaulEunyanLumberco.... P& M Cedar Products TrinityRiverLumberco. Wisconsin-Calitornia Forest Products
(7071822-36/,8 (7071822-1779 (7071822-4889 00n822-2901 00n 444-8055 Qon822-4891 (7071 443-7511
Cascade lndustries
Canfor U S.A Corp.
CaDilolPlwood Floor Seniice Supply
GabbertLumbersales (800)521-1155
Georgia-Pacilic Warehouse
Hedlund Lumber & Machine Staining
Higgins Lumber Co.
Koppers Co.
Lamrnated Trmber Seflices, Inc.
LewisCo., Inc, PalmerG.
Loursiana-PacificCorp.
Michrgan-Calilornia Lumber Co.
M&MBuildersSupply ......
NikkelCorp.. The P&MCedarProducls
Rocklin ForestProducts
Simmen Lumber
Slanline, Inc.
Slocklon Wholesale
Union Foresl Products
Union Planing Mrll
Waldron Forest Products
WesternWood Trealing Co. Weyerhaeuseroo. (800)952-5616
sAl{lA ltlARtA
Hig0ins Lumber Co.
SAIITA ROSAAREA
J.H. BlevinsCo., lnc.
Higgins Lumber Co
MarlinForesllnduslries ........
NoyoTimberProducls, Inc.
Nu-Forest Products
Rich Doss, Inc.
Windsor Mill, Inc.
UKIAH'CALPEtLA/WILLITS
All Heart Lumber Co., Inc.
Coast Wood Preserying. Inc.
Foresl Products Transportatron
Little Lake Industries
Louisiana-Pacilic Corp.
Penotrn Marketing
PertormanceCoatings, lnc. (Ca.)
Redwood Coast Lumber Co.
wttUAf{s
San Anlonio Pole Const Co.
Attaway . - .. (503)5A5.1592
Cornettlumberco. ... (S03i664-1271
FountainLumberoo.,Ed....... (503i535-1526
Lumber Producrs i503i 773-3696
SnavelyForestProducts ... (900)542.3039 i503i779-1212
GREATER M8TIAIID ABEA
Allwood lndustriah, lnc. (800) 547.1782 l103l Z4Z-1924
Baxter&Co.,J.H. .......i503i689_3020
Boisec_ascade (900)547.8016 i5r,]i227-O344 caftailBrothers .......i800i547.2011
Cascade Empire Corp. . (900) 547-8371 i503i 629.2070
Cole&Associales. JohnT. . . (503i644.5133 DisderoLumberoo. i503i239-s8ss
DMK-Pacific i503i 255-3655
EstacadaLumber i503i630-7701
Foresr Fiber Products Co. . (503i 64S-4194 Friesenlumberco. (S03t397-1700 FullmerLumber0o. iSOSiOZO-1SZO
Furman Lumber, Inc. is00i 547-1942
Georoia-Pacific Corp. i503i 222-5561
HamptonLumbersales0o.... (503)297-7691 HubcityPorilandTerminals... i503i297-8787 LewisCo.,tnc..PatmerG.. iSOg)OZO.tafi
Louisiana-Pacificcorp. (503i221.0S00
LumberProducls i503\223-8171
Northwest Hardwoods i503i 248-0200
Penberthy Lumber Co. {5031 224-S948 Pope&_Talbor... ......i509i220-2750
Sause Bros. oceanfowino i10gj2gg-1474
Simon.Crabrree&Ryan ... i503i684-3641 smurtil FoJest Products . (800) 547.6633 i503i 248_0464
SouthernPacific..... .... i503i22S.8181
PHOEI{IX AREA
All-CoastForcstProduds... (602)496-0057 Arizona Paciilcwood preseruing Co. i602i 466_7301 farwesrFrrsares. (602)961_0933 Fremontforestlroducts.... ... iooziglz.Tigg
9.eorsia.Pacificcorp. tOO2iisg raii
lvlallco Lumber & Buitding l\4ateriats i602\252-4961
MapreBros.,rnc Mourdins
1333i33?:9133 pnme Lumberwholesate. hc. (800) 23-pRtME 16021247-6129 requorasuppty (602)254_63j1
Jnavetv Foresl ^ Prod'ucts- .r (Az )(800)352-9169 (602)961-0978 Dournbayroresrprooucts... .(602)999-4703 southwestHardwoodCo. .... (602)244-0301 specialryForeslproiucts ...iOozizOa.ZSgf sperrmanHardw..ds r* [336131?-3ll?
VirginraHardwoodCo. Weslern Wholesale irouldina. Inc. Weyerhaeuserco.
TUC80t{ SoulhweslHardwoodCo....... NEVADA
IAS VEGAS Pet€rman Lumber Co., Inc.
REI{O'CABSOl{ CIWAREA CapitolPlywood.....
DMK-PacilicCorp.
Higoins Lumber Co., J.E. LewisCo., Inc., PalmerG. NEWMEXIGO
Paul does not rest on his fame as the lumberman's svmbol of accomplishment. New requirements and changing conditions keep him alert to progress.
Enoch Israelson, one ofthe pioneers of the moulding industry, died Aug. 17, 1986, in Sacramento, Ca. He was 84.
A native of Minnesota, Mr. Israelson moved to Californi a in 1912. He cofounded Dorris Lumber & Moulding Co., Dorris, Ca., in 1924, opening a second moulding plant in Sacramento in 1945.
He was a founder in 1962 and on the founders board of the Wood Moulding and Millwork Association. Mr. Israelson was widely regarded as one ofthe deans ofthe industry.
Mr. Israelson is survived by his widow, Evelyn, one son, one daughter, one sister, six grandchildren, and three greatgrandchildren.
Arthur J. Harff, owner of Arthur J. Harff Co., Los Angeles, Ca., died July 26, 1986, in Los Angeles follorving a heart attack. He was 80.
Born in Sheboygon, Wi., he moved to Los Angeles where he began his own lumber company in 1930. He was a member of the L.A. Lumbermen's Club and Hoo-Hoo International, the lumbermen's fraternal organization.
Mr. Harff is survived by one son, two granddaughters and two great-grandchildren.
Peter J. Bendetti, retired lumber manager at Hammond Lumber Co., Bellflower, Ca., died Aug. 3, 1986, in San Juan Capistrano, Ca. He was 88.
After emigrating from Italy in l9D, he
ioined Hammond Lumber in 1928. He -became manager 13 years later, retiring in 1968.
Mr. Bendetti is survived by his widow, Josephine, one son, one daughter, nine grandchildren, and two great-grandchildren.
C. kmoine Blanchard, owner of the former Blanchard Lumber Co.. Burbank. Ca., died of heart failure Aug. 13, 1986, in Burbank. He was 75.
Grandson ofthe founder, he and his brother RW. Blanchard Jr. purchased the company from their uncle in 1956. He was a past member of the Los Angeles City Council and chairman of the L.A. Airport Commission and theL.A. County Housing Authority.
Mr. Blanchard is survived by his widow, Frances, one daughter, one son, one brother, two sisters, five grandchildren, and one great-grandchild.
Home building prospects for the '90s are promising according to a demographic study which shows that baby boomers will arrive at the 35 to 54 age group with the peak earnings which usually bring high home ownership percentages.
The Population Reference Bureau sees a resumption of steady growth in median family income as well as an increase in the number of families. In 1985 married couple households dropped to 58% of all U.S. households from'75% in 1960, but the 1990s is expected to change this.
As more couples marry, they are expected to move out of apartments and multi-unit dwellings into single family homes, thus improving the picture for home buildins.
Place your classified ad now!
