Merchant Magazine - September 1987

Serving the lumber and homecenter markets in 13 Western StbtesSince 1922

Profit from our abilities to serve you

34 million feet of redwood, cedor, ond fir finish in inveniory.

, more thon 3376 stondord choice options possible from our regulor invenlory offering of redwood, cedor, ond fir finish grodes, potterns, textures, groins, widfhs, thicknesses' ond lengths.

over 6538 odditionol speciol order oplions ovoiloble within our customized copobilities for drylng, surfocing, ond profiling to your specificotions.

our truck ond troiler fleet of 18'wheelers is on fhe rood doily to occommodote lust in time delivery scheduling.

o sirofegicolly positioned distribution network serves Northern Colifornio, Southern Colifornio, Arizono, New Mexico, ond West Texos.

Copitol-ize on our speciolized obilities to enhonce your Profit-obility.

Wholesole Distributors speciolizing in Redwood, Cedot, ond Fir Finish products. Dry Kilns ond Ploning Milllocoted in Northern Colifornio

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Marlha Emery

Staff Artist Parie Petty

Circulation Alice Nielsen

The Merchant Magazine (USPS 79656000) is published monthly at 45fi) Campus Dr., Suite 4E0, Newport Beach, Ca. 92660, phone (714) E52-1990, by The 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 480, Newport Beach. Ca. 92660.

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From all states east ofthe Rocky Mountains: Contact Jean Waggoner, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500Campus Dr., Suite 480, Newport Beach, Ca. 92660. From Washington State, Oregon, ldaho, Wyoming, Montana, Utah, Colorado and Canada: Contacl Carole Holm at (206) 3400680 or l0l8 Lloyd Building, Seattle, Wa. 98101.

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DAVID CUTLER editor- publisher

How about a hammer and a tank of gas?

TO MANY people, the hardware industry

I conjures up a slightly stodgy image. This is unfortunate because a close examination of today's marketplace soon proves that there is innovation aplenty. To those of you now in hardware, these new developments may mean new rivalry in an already competitive environment.

The Coast to Coast chain, which describes itselfas the largest hardware retail franchiser and the second largest non-food franchising operation in the U.S., has been test marketing some interesting store concepts. The early reports look favorable, the $335 million company says.

In their home base area of Denver, Co., they have teamed with the American Oil Co. (Amoco) to test market selling hardware at gas stations. Their concept is a variation on the gas station/convenience food store idea. In this case the food is replaced by hardware. Utilizing about

900 square feet, they haveinstalled a l0 foot and a 16 foot gondola separated by three two-sided gondolas. The aisles are only two feet wide, the same size as the gondolas (l I inch shelves on each side). The unit, called a Hardware-XPRESS, carries 2,000 SKUs, with three-quarters being hardware items and the balance automotive.

The high foot traffic generated by the gas stationis in marked contrast to the personnel needed for the hardware side. Usually only a cashier is employed, reducing personnel costs to well below $50,000 per year against gross sales on gas approaching one million dollars.

The concept is an intriguing twist on similar merchandising ideas tried in the past. It is also a bright example of the creative thinking being done in the industry as well as an additional notice that stodgy is the wrong adjective to describe the hardware business.

Be ttet Informatlon Results

In Imp roved out plrt"';# ;Lasing

Our success in meeting your needs may well depend on our ability to quickly rctrieveaccurate information.Inventory production, shipping, and invoicing are areaswhere effeclive data communications within the company help the customer.

_ By interfacing P&M's systems to all company Iocations, weare able tomaximizeuseful information for managemenl decisions. This results inbeller decision making to fully meeltheneeds of our customers in each markelplace, providing the greatest opportunity fior the customer's success and ours.

Manager

Dlstrlbutors

Use security & qualitY to sell door hardware

NORTHEAST

GEORGE MCQUESTEN CO.

Iron Horse Park

No*h Bilierica, MA 01862

(6la 663-3435

MID:STATE LUMBER CO.

2O0 Industrial ParkwaY

Branchburg, NJ 08876

(2Or\ 72549OO

SOUT}IEAST

FURMAN LUMBER CO.

8191 Annapolis Junction Rd.

Annapolis junction, MD 20701

(3Or\ 792-2234

I]ARL RAIFORD LUMBER CO.

P.O. Box 5498

Ashanille, NC 28813

f04\ 253-5ffi7

EPPERSON LUMBER SALES, INC.

P.O. Box 1559

Statesville, NC 2ffi77

(7O4) 873432r

I-&L LUMBER CO.

PO. Box 3267

Huntsville, AL 35810

QO$ 533-9220

WOCJDFORD PLYIVOOD

PO. Box 1731

Albany, GA 31703

(912) 8834900

Bmriches in Alabama. Geogia & Florida

LAXE STATES

EMPIRE WHOLESALE

PO. Box 249

Akron, OH 44309

(216) 434-4s45

NONTHWEST

HUMPHREY LUMBER CO.

PO. Box 99943

Tacoma, WA 98499

(206) s846263

UPPER MID WEST

CANTON LUMBER CO.

P.O. Box 9328

Minneapolis, MN 5940-9328

l6r2t 425-r4OO

WEST

ALL.COAST FOREST PRODUCTS, INC.

PO. Box M

Chinq CA 9l7OB

(714) 627-8551

HEDLUND LUMBER & MACHINE STAINING

PO. Box 60038

Sacramento, CA 95860

(916) 3316611

IMPERIAL WHOLESALE

PO. Box 256O5

Salt Lake city, uT 85125

(801) 972-s656

CEDAR WEST CORP

P.O Box 5224

Denver, CO 8O217

(3O3\ 294-OO77

ELL SECURITY and qualitY and you'll sell more door hardware to do-it-yourselfers.

A recent national survey showed that stocking top-of-the-line security products reaped top-of-the-line profits for home centers. A full 700/o of stores stocking a full range of quality products reported profitability higher than stores which did not, according to the Lebhar-Friedman Survey.

Customers, according to research, consider price the least important factor in purchasing a security product. They are purchasing protection against burglars, assurance that their door hardware will not allow a thief to enter their home. Peace of mind, confidence that their family and their possessions will be safer is what they are buying.

The do-it-yourself market has doubled in the last 10 years. The replacement lock market alone exceeds $350 million, according to industry figures. This year more than 40 million new locks will be sold. With one in four homes destined to be burglarized this year. approximately one every 15 seconds, there is no end in sight in the demand for door hardware.

The selling of qualitY begins with stocking quality. Top quality locks have dead-locking latches with an auxiliary plunger that locks the latch in place like a semi deadbolt, making it secure against the credit card shim which can open a spring latch. Quality door hardware has Pin tumbler type locks. Police recommend that a lock have at least five tumblers to resist picking. Weight and the use of quality metal such as PhosPhor bronze in springs are additional hallmarks of quality.

Quality deadbolts have a rotating reinforced cylinder guard which can't be wrenched or jimmied off. A one inch throw on the bolt, an antisaw roller bar and a strike and door frame reinforcer are other indications of quality.

Elegant styling with a quality look sells second to securitY. As front entrances become showPlaces, customers want a qualitY appearance that will continue looking great for years to come.

Advertising quality, disPlaYing quality and talking quality will build your image as the supplier of the best available door hardware. Affiliation or cooperation with local crime prevention groups such as the Neighborhood Watch will reinforce Your image of handling only the highest quality, most secure door hardware.

A wide range of accessories well displayed will build Your image as the complete door hardware supplier and increase your profits. Installation kits, pin tumbler keY kits to rekeY locks so that one keY will oPen several doors, dummY trim and inside lever sets make one-stop shopping convenient for your customers.

Quality advice on self-installation provides another advantage for a retailer. An expert who can demonstrate the installation of locks, good, well illustrated instructions, a demonstration of lock installation, or a VHS program on lock installation can give your customer self confidence in his ability to do-it-himself.

Your move to quality in locks will impress your contractor customers as well as your do-it-yourself trade. They, too, are feeling the pressure to equip their homes with toP qualitY, security products. Home buYers as well as homeowners equate security with quality.

Story at a Glance

Ways to improve door hardware sales in the $350 million replacement lock market. why d-i-yers buy qualitY not price . . . howto become adoor hardware specialist.

I F YOUR STORE isn'r merchanI dising tools as impulse items, you may be getting only a fourth of your sales potential in a $1.57 billion annual market.

Almost three-quarters of all tools purchased are bought on impulse, not as planned expenditures. In analyzing customer shopping patterns to profile in-

ow to encourag 3

store shopping behavior, the Russell R. Mueller Retail Hardware Research Foundation found that 730/o of all power tools and 650/o of all hand tools sold were bought on impulse.

Keepingthesestatistics in mind, a retailer might want to change his methods of merchandising tools. The 7oh annual growth rate in tool sales recorded by Business Trend Analysts should encourage trying some of these ideas which have been successful in other stores.

CLINICS and DEMONSTRATIONS catch the attention of instore shoppers and bring people interested in tools into the store.

ADD-ON sales are made by salespeople who always ask if tools are needed to complete the project for which materials are being selected and suggest "l think you'll be interested in this" as they lead the customer to the tool section.

CROSS MERCHANDISING with tools displayed with building products.

END CAP displays with lots of pow for grabbing attention can promote competitve pricing and point out the advantages of the tool with good descriptive signing.

ACCESSORIES and CONSUMABLES displayed alternately wirh tools to increase sales of each. Drill bits, saw blades, abrasives, keys, chucks, wire wheels, power kits and router bits have higher margins than tools, usually 500/0.

STEP-UP sales should be encouraged. Both salespeople and displays can emphasize the capabilities of the more expensive, professionalquality tools. Many d-i-yers are ready for beyond basic equipment.

You CAN do something abou

DRODUCT LIABILITY is a con- I stant threat to retailers. especially those who sell hand tools. Can anything be done about it?

Yes, says the Hand Tools Institute. The fact that you aresued does not necessarily mean that you are legally responsible or liable. However, the chances of your getting involved are increasing as more and more people become do-it-yourselfers and more and more law suits are filed in this era of consumer protectionism.

Simply put, the product liability laws as they apply to a retailer say that a dealer can be legally responsible if he contributed to a defect or creates a defect which causes or con-

tributes to an injury. The law also tools for specific uses. sales people, makes the retailer responsible if a unless they have been schooled in salesperson, or anyof his employees, the correct use of tools, should not misinforms a customer on the proper give advice or make recommendaand safe use of a product. Advertise- tions to customers. ments which directly or inadver- Rung also urges retailers to pre- tently misinform buyers also make pare consumer handouts carrying the retailer responsible. If during instructions on the proper use of unpacking of merchandise, warning tools with safety precautions. These, labels are removed, intentionally or he explains, strouto be given to each unintentionally or if the hand tools person purchasing a haid tool. are modified or damaged in any way, other precautions include offerthe retailer is at fault. ing clinics or VHS presentations on ^ .?on \ung, manager of technical tool safety, displaying safety charts field services for Lumber Mutual In- prominenily in itre tra-no tool section surance co., recommends that in ad- and testing all sales people on their dition a retailer take precautions tool safety knowledge. against allowing uninformed, un- what should a ietailer do if he trained sales people to recommend suspects a possible product liability

e impulse to buy IOOIS

UNISEX merchandising. Women buy a lot of tools for their own use as well as gifts. Cordless tools are great for "kitchen" toolboxes and should be cross merchandised in the housewares section.

DISPLAY tools out of their boxes, using a chain or other safety device to prevent theft. A tool in the hand is more appealing than a tool in abox.

PROMOTE Christmas and Father's Day as occasions for tool gifts. Schedule a how-to clinic after the holiday for those who receive tools and need to become familiar with them.

ATTITUDE ADJUSTMENT caN be a powerful sales tool. Let the customer handle the tool to see how comfortable and how easy it will be to use. Assure him that it is a good value. Emphasize that it will satisfy his needs well.

LOCATE tool displays in the same spots that you put smaller, less expensive impulse items, near the cash register and in the aisles. Display several models with a backup

supply. Use good signing to emphasize the benefits and stress the "good buy" features.

TRUCKLOAD sales will move tools. Have your distributor loan you a truck for a parking lot sale and manpower for demos as well as sellins.

Story at a Glance

Twenty ways to encourage your customers to buy more tools. how everything from impulse sales to long term planning can help you get your share of a $1.57 billion market.

REBATES are frequently offered by tool manufacturers. Advertise them and reap the benefits in additional sales.

BRAND NAMES give a shopper confidence in his tool selection. Always stress the manufacturer, quality, warranty or guarantee.

CO-OP ADVERTISING should be used to its fullest.

HOBBYISTS buy tools. Encourage or sponsor woodcraft and woodworking classes andclubs to develop customers for tools as well as wood and other materials.

BOOTHS at local home shows or in shopping malls will introduce your store and promote your image as a tool source. Give demonstrations and provide those attending an opportunity to try out some of the tools.

VHS CASSETTES for loan or in store use canshow the advantages of various tools as well as techniques in using them.

A PROGRAM available for clubs and service groups wanting speakers can demonstrate the use of basic tools for home repairs and establish the store's reputation as headquarters for tools.

REPAIR and MAINTENANCE service for tools will keep both the professional and the d-i-yer coming into the store.

ur hand tool product liability

claim? Listening carefully to determine the extent of the problem is the first step,according to the Hand Tool Institute. Then take careful notes, dating and signing them.

Information a retailer should gather includes name and address of persons injured, name and address of the person who purchased the product involved, name and address of the person contacting him, address where the injury occurred, date and approximate time the injury occurred, description of the product which caused injury, a detailed description of the activity when injury occurred and the nature of the injury. If at all possible, he should obtain the tool involved.

After collecting all information pertinent to the accident, the retailer should contact his insurance company immediately.

It is important that a retailer or his employees not talk about the law or volunteer any information such as "Well, I don't wonder that you had a

Story at a Glance

Ways to reduce chances of hand tool product liability law suits. spotting and handling possible liability claims cooperating withyour insurance company.

problem, we've had nothing but trouble with that tool." Retailers and their employees should be courteous, sympathetic and impartial, while asking questions about how the product was used and if precautions and safety rules were observed.

Insurance company representatives should take over at this point. The retailer and his employees will need to cooperate fully with them. The naming of one person to coordinate possible liability problems prior to any such incidents is advisable.

(Retailers seeking more information on hand tool safety product liability should contact the Hand Tools Institute, 25 N. Broadway, Tarrytown, N.Y. 10591, Ol4) 332-0040 - ed.)

Haldware Speciallssue

lncrease profits with good displays

HETHER he realizes it or not, every retailer delivers an unspoken sales presentation with every product he sells. There need not be a salesman standing next to every item, rattling off its benefits. Merely how a dealer chooses to display his wares has a direct effect on how well they will sell. And with small items potentially bought on impulse, such as hardwate, displays can play an even greater role.

"The display is the the thing that sells the merchandise," claims Phyllis Jacus of retail store design and display company Jay Display, San Diego, Ca. "You can have the same merchandise in two diflerent stores and the one with the best display will sell."

Story at a Glance

Ways displays improve retail sales. store design techniques for improving business ... identifying the ideal display ...innovative merchandising systems.

Jay Display is one of a growing number of companies that can be enlisted by retailers to come in and redesign the look of the store to improve sales, restructuring everything from traffic flow patterns to signage and displays. Another is Better Living, Milford, De., which concentrates on reorganizing independent home centers to make them more competitive with larger chains.

"working" display, in which the product can actually be shown in use in the display. "We just installed an actual shower, complete with enclosure, fixtures and even soap," says Albrecht. "We try to make the products look like they would in someone's home."

But these displays, he admits, are usually reserved for high ticket items, such as in kitchen and bath situations. "F-or displaying hardware and such, space limitations often cause retailers to resort to the stock display," he says.

Yet Shannon Pearcy, Madix Store Fixtures, Terrell, Tx., sees small items as a primary beneficiary of impulse buying. And what better way to prompt such apurchase than with an eye-catching merchandiser? "For small items like hardware I might suggest a four-way merchandiser. It is asquare unit on spinners or that you walk around. The display itself would be very attractive and if you cancatch the customer with just a corner of the display, he would more than likely walk around it."

Others visualize the ideal display as an entire "look." Jay Display's Jacus says, "lt would show off and actually enhance the product. It has enticing colors and everything is important, from the ceiling to the walls to the flooring. The square footage, the lighting, everything should be taken into consideration."

Space appears to be the reason small independent dealers cannot always present this ideal showcase. "We display our hardware on a big pegboard as closely together as possible," says Jerry Abrams, manager of West Portland Lumber & Hardware, Portland, Or., "Most manufacturers' displays are too big. We only usethe ones that are small, concise and neatly organized."

The Merchant Magazlne

turer-produced displays as the best since they provide a great amount of information about the product, answering questions that normally would have to be taken care of by a salesman. "lf I could use more (manufacturers' displays), I would," admits Dan Durham, manager of Saddleback Lumber & Hardware, El Toro, Ca. "But they usually measure 8 to 12 feet, and I may only have 4 feet. So I'll have to construct my own display."

But although most manufacturer's displays do this type of selling, they can have their drawbacks as well. Explains Albrecht, "The manufacturer's display is usually astand the dealer picked up at a show. But often they buy it with the products. Some don't sell well and they don't reorder these products. They fill in the open holes in the display with other manufacturer's products. The display has now become ineffective. Or what happens is they leave the holes open and this just doesn't look good. It's worse."

The trend, as identified by Childs Store Fixtures, Pittsburgh, Pa., is towards bulk merchandising. As a result, the firm has introduced two large capacity shelving lines. Their Double Duty Front Room Shelving combines the versatility of gondola or wall merchandisers with the storage capacity of warehouse displays, while the Back Pack WideSpan Shelving features a self-seating slotting system for solid crossbeamto-column connections.

Stocking as much hardware in as small yet as attractive an area as is possible was also achieved by FrickGallagher Manufacturing Co., Lancaster, Oh. Their circular revolving Rotabin displays turn dead corners and aisle ends into profit centers, putting merchandise in bulk within easy reach. In response to a hardware dealer who needed a way to differentiate between metric and non-metric fasteners, the company introduced color-coded pans for stocking the products in the Rotabins. The colorful pans, 34" in diameter, also attract customers and make it simple to move stock from storage to selling floor.

For stocking larger items, dealers are increasingly turning to the combination storage/display possibilites

The perfect display, according to Better Living's Robert Albrecht, is the one custom built for the retaifer's requirements. He prefers the (Please turn to page 56)

Yet many retailers see manufac-

CALIFORNIA BUILDERS SIIPPLY CO., Sacramento (916) 929-3191

CARROLL MOULDING CO., Beach (714) 898-0433

MAPLE BR0S.,INC., Brea 013) 694-3771

El Caion (619) 442-8895

WESTERN DOOR & SASH C0., Oakland (415)535-2000

BOISE CASCADE CORP. Denver (303) 289-3271

ROCKY MOIINTAIN MILLWORK CORP, Denver (303)373-0210

ROBERTSON SUPPLY C0., Boise (208) 322-4755

m IJGA 'IRADIIIOI.{AL FRnrcuDooR, BtnloorcCAI\ BEDncgnn'G

Only when you bry to open it do you discover that our new Frenchwood" door does not swing open. It glides.

Tladitinnal French dnors. Awlcrsen@ Frenchwoof dnor And that deparhre from fiadition offers many practical advantages. Like more useable floor spa.ce, because doors don't swing into the room. Better weathertightrress, because it glides on a tack that overlaps the raised sill. In fact. our Frenchwood door is the only Frenchstyle door we know of that is designed to stand up to torrential rains and high-powered winds. And thanks to a specially designed latch lockingsystem, hundreds of pounds of pressure won't budge it.

To find out more aboutthis revolutionary concept in door design, contact one of the Andersen distributors listed below. Orwrite Andersen C,orp., Box 12, Bayport, MN 55003.

MONTANA BOISE CASCADE CORP (406) 652-3250

LUMBER YARD SUPPLY CO., INC., Great Falls (406)453-0356

NEWMEXICO

HUTTIG SASH & DOOR, (505) 823-9300

OREGON

SAVAGE WHOLESALE BUILDING MAIETALS. INC.. Beaverton (503) 643-8505

WASHINGTON EXCHANGE LTJMBER CO., INC., (509) 487-1621

SAVAGE WHOLESALE BUILDING MAIERTALS. INC.. Thcoma (206383-1727

Frenc h dnors.

How a Golorado home center is fired with success

A FIRE last October that destroy- fil ed the then recently remodeled Burkey's Lumber & Home Center, Grand Junction, Co., may have been the best thing that has ever happened to the store.

While it seemedno blessing at the time, Burkey's took the reconstruction period to convert the store to Sentry's new "Store of Tomorrow" format. An overwhelming grand reopening in April had president Brooke Burkey predicting his decision to reopen as the first Store of Tomorrow would garner a better than 50% sales increase for the future. Actually, the store has maintained more than three times the business of last year.

Burkey couldn't be happier with how things have turned out. "We were trying to make a silk purse out of a sow's ear with this old building," he said. "lt's an old brick building built in 1905 and remodeled a number of times. In fact, the cause of the fire was a sign wehad added in a remodeling the year before. Now we've adjoined a new steel building with holes to allow our race track trallic pattern to connect the build-

ings. It's quite abit different and very unusual."

The store opened very strong. Despite Burkey's large parking lot, some customers had to park two to three blocks away. Heavy planning for the event helped. Burkey distributed the Sentry Hardware spring circular, promoted heavily in the Grand Junction Daily Sentinel, placed a saturation spot radio schedule with eight stations during April andadvertised on the local TV channel for the three prior months.

At the store free door prizes, balloons for the kids and a Pepsi/hot dog special for 250 awaited customers. Rulon Jones, popular all-pro defensive lineman of the Denver Broncos football team, greeted customers and signed autographs, two disc jockeys provided on-site radio remote broadcasts andtwo girls entertained customers with country western music. Employees were dressed in the newest Sentry Hardware blue golf shirts with the Burkey emblem and matching blue ball caps. Opening day customers were wel-

Story at a Glance

Rebuilt to a Store of Tomorrow format, home center achieves sales three times ahead of prF vious year. racetrack traffic pattern, modern merchandising techniques prove popular .. detail planning preceded grand opening.

I0M0RR0W'S home center is here today, as crowds begin multiplying in Burkey Lumber & Home Center, Grand Junction, Co., to support the store's modernistic renovation. Burkey's became the lirst home center t0 adopt Sentry's Store of the Future format, a storeful 0f the latest in retail layout and merchandising techniques.

September 1987

comed into a store unlike one they had ever seen. Burkey's 10,000 sq. ft. Store of Tomorrow features the race track traflic pattern around the store withan attractive checkout counter in the center. Checkout is moved back 18 feet from the door to open up the shopping area while maintaining adequate security.

Use of red, white and blue striping and signage establishes a patriotic color theme that extends throughout the building, Functional interior design combines high rise traflic stoppers with dump bins at eye level, power aisles and directional striping on the floors to guide traflic. The total concept is designed to maximize sales per sq. ft. by encouraging customers to shop more often and stay longer.

The format utilizes the newest, retail merchandising techniques, including modular displays, promotional islands, project center wall promotional areas to promote event selling and feature ends, with strong signage, to direct customers to profitable departments at the rear of the store. Merchandise dominates the displays to make the store look full while reducing item depth and promoting cross-aisle selling.

"I really like the beautiful Sentry decor," Burkey said. "lt's so bright, cheery and pleasant. I also like the end cap system, the departmental signage system, the special value islands along the race track and the home project center on the power line."

Burkey and his crew are working

hard to maintain the heavy store traflic. "We've done a lot of peripheral things," said Burkey. "We rely on Sentry's Best Buy program. We have turned the mundane housewares section into a gift department for the home, with hard to find items, wicker, and so on. We have also installed alive kitchen, with everything you have in your kitchen, plus some whistles and bells. And it's all functional."

And for the future? "We have a lot more ideas," he continued. "Like holding culinary seminars on Saturdays. Imagine someone coming in Saturday morning at 9 to buy a sprinkler head and he smells bacon and eggs cooking."

This could be the store of tomorrow.

1O tips for effective ads

By David Edwards United Publishers Corporation

1' HERE'S only one way to spell I lumber, but there may be 20 places in a city to buy lumber and hardwareall listed in Yellow Pages directories, some as huge in size and scope as an unabridged dictionary. How can you stand out among your competitors and take* advantage of this vital link to customers yet remain cost effective?

The only answer would seem to be full-page ads, with bright-red borders, flags, banners and giant letters proclaiming "We're The Best Building Materials Store In Town!" Yet, according to Consumer Review Systems, an independent research organization not affiliated with any Yellow Pages publishers, the local company with the sedate l/8th-page ad in black may well draw more business.

Consumer Review Systems, an independent research group, found in a survey that consumers reading Yellow Pages want to know two things: Why they should purchase from one company instead of another; and information that facilitates their making the purchase.

Based on the research, the report lists l0 ways advertisers can bring consumers in:

(1) Use Local Directories. When possible, advertise in local directories or by geography. More than 500/o of all potential customers look for services or professionals by location.

(2) Know your competition. An advertiser should know how other retailers advertise to create the most effective ad.

(3) Proper size. Properly size the advertisement to make sure the advertisement is large enough to catch the eye of the consumer, but not overly large. Consumers distrust an overly large ad in relation to competitors.

(4) Establistr credibility. Years of experience or training reinforces the consumers' view of an advertiser's credibility.

(5) Good content. An advertisement is useless without listing hours of operation, services provided,

specializations, location, or other information that would entice the consumer.

(6) Say it all. Make sure the ad is large enough to include all information the consumer would want to know.

(7) Stress location. Not just the address, but the nearest major crossstreets, landmark references, anything that will be recognizable for every person reading the ad.

(8) Mention freebies. Guarantees, free estimates, instant credit, in-house payment plans are all inducements in a consumer's decision.

(9) Get it right. Once the information is printed, it must be current for at least one year. Any errors will reduce business.

(10) Forget red ink. Using a second color such as red ink actually decreases the chance of an ad being read, or has less readership than a larger ad purchased with the same amount.

IHE HUGE Woodworking Machinery & Furniture Supply Fairwas held this year in Anaheim, Ca., June 16-18, and drew thousands ol visitors to hundreds of elaborate working displays ol machinery and systems lrom manufacturers worldwide. Among those at the show: lll Bud Dearing, Rick Troxell, Chet Croco. l2l Clint Bower, Don White, Jim

Gaither, Jon McClintock. l3l Jim Strait, Jack Kirby, of Swaner Hardwood. Gary Swaner, not pictured, was a featured speaker. l4l Ricnard Skrzypek, Wayne Fendley. l5l Pat Philen. 16l Hank Berry, Jim Miller, Arnie Conwell. l7l Wade Gregory, Carl Henricksen, Bob Elliott. l8l H. Earton Jones, Lany E. 0lson, Emile

Pomerleau. l9l Vince Fergen, Jack, Watson. ll0l Jack Bell, Kim Marsh. llll Arthur Vandermeulen, Michael Pyne. ll2l Jon Dickey, Sam Bass. [l3l Dick Dennis, Kirk Thompson. ll 4l Tom Mc0laran, a speaker at two of the seminar programs. llSl Jerry Singer, Debra Bratton, Paul Hellwege.

Hardware Show scores again

Fl REDICTING the headlong race

I- for space to be over, Robert L. Strickland. chairman. Lowe's Companies, officially opened the 44th annual National Hardware Show and Hardware Industry Week amid an atmosphere of excitement and anticipation.

Story at a Glance

Lowe's Companies' Strickland predicts a slowing in the oPening of new home centers. a store's goal should be larger gross and market share

Amplifying his comment by explaining he expects the rush of home centers opening more and more new stores to slow, the 30 year home center industry veteran who was keYnote speaker, continued to address the theme of "Competitive Profitability-Strategies for Enduring Success. t t

"Simultaneous increase in gross margin on sales accompanied by a market share increase" is the way he explained competitive profitability as

a better and improved measure of performance. Edit the merchandise assortment in a store, he advised, to determine what is selling and what is not. He also underscored the need for improving training and education.

ln closing, he advised his audience that the most imPortant thing today is to lead, not manage. "Manage yourself," he counseled, "and you'll be a good leader."

This year's show was definitely upbeat as the 70,000 in attendance filled the aisles of McCormick Place Complex in Chicago, enjoying the spaciousness provided by the extra facilities of McCormick Place North for the first time. Some 3000 exhibitors had more room as well at the Aug. 10-12 show with many able to expand.

The lawn and garden products were positioned as a group for the first time and showed that they are a growing industry as well as a large and growing part of the annual show. Seminars, packaging displays, and nearly 1000 products being introduced for the first time occupied those attending as well as the flurry of social events and opportunities to view and buy.

[EAll, don't manage, advised Robert L. Strickland during his talk as Hardware lndustry Week keynoter.

M0BE than 70,000 crowded the aisles of McCormick Place Comolex to see the latest.

Rlscx,ood Corp. has acquired 8l(1, o1' Pay 'N Pakls contnton stock for cash and rtref'erred stock: the Kent, Wa., honre center chain will remain a oubliclv lreld co. . . . Homc Dcpoth.rs opcned a new warehouse store in the City of lndustry. Ca. . .

Boisc Castadt, is negotiating the sale of its l9 retail buildins rrraterials centers withan undisclosed buyer. the transaction is expected to be finalized by the end of Oct.

Builder's Emporium on Ilristol St., Santa Ana, Ca., has closed with the former Ole's about a nrile away taking the BE nanre ...Tynan LLtmber Co.. Salinas, Ca., is celebrating its 75tlr anniversary which coincides with tbunder L. Michael Tvnan's 89rh birrhday...

Hontestead Lurnber. yucca Valley, Ca., has adopted the name of Ha.vv,ard Lumber. its owner for the past two ycars . Haywsrd Lumber (o., Salinas, Ca., will open a second kitchen showroom before thc end of the year . .

Steve Morse and his lirther Richard are new owners ol' Milu,aukie Lumber Co.. a 49-vear- old landmark in l\{ilwaukie. Or. the seniorMorse owns Ca nh.y Ruilders Suppll, while another son" Jim. ownsL&M Builders Supply in Beaverton: all three stores will be afflliated

Bear Alaska Lumber Co. has opened a lumberyard in Anchorage, Ak., Irloyd Kent, sales

nrgr. . National Lumber & Suo/,/r' lrrrs opened a ncw st.ore in Iliverside County, Ca.. with plans fbr a San l)iego County, Ca.. store in Februarv. thev aie negotiating for additional siies in Orange County, Ca.

,ltlas Lumber Co. after 40 years in the santelocation in Los Angeles, Ca., has completed a move with all personnel to (-hino, Ca., on the same sitc its California Timberline.

Golden .State Flooring ('o., a subsidiary of Higgins Lumber Ctt., hirs moved into il new facility in South San Freincisco. Ca., with double the warenouse capacity of itsformer Brisbane^ Ca., lacility and a 1,000 sq. ft. snowroom

E-Z Home lrnprctvement has been opened by owner-manager Ed Sackman in Moses Lake. Wa.., . Anzen Hardware & Suoltly Co., Liule Tokyo area. Los Angeles, Ca., is in its 4lst year of operation

ldaho '[imberCarp., Boise. Id., will rebuild its cedar ntunufactuling plant destroyed by fire last May in Boise and add a mfg. plant in Halstead, Ks.; the conrpany has acquired lVortlt l'owder Wood Gas. North Powcler, Or.. lo utilize its wood by-producrs. renanring the operation Wood Gasilication, Inc....

Lotr i s ia na - Pa c i li c's Fi bre boa rcl (brp. subsidiary, Antioch, Ca., has resumed limited operations tbllowing a boiler explosion anc.l expects to be in full production with a new recovery boiler in the fourthquarter...

The Merchant Magazlne

Tarkett, Hardv,ood DivrsiottNorth America is the new corDoratename for Harris-Tarkut, a flooring div. of Swedish Match: the acquisition of Pegulan. the grant West German floor covering mfi., makes Tarkett Graup thc world's largest flooring mlr.. ..

J. E. Higgins l-umber Co. is negotiating with Sand Pl-vwood, Inc. l-or the acquisition of most of Sand Plywoorl's inventory and veliicle fleet at their Los Angeles, Escondido and San Bernardino, Ca. yards. Sand Plyu:ood will continue to own and operate their other yards in Central Ca. Higgins has moved its corp. llq. front Walnut Creek, Ca.. to nearbyConcord. the purchasing dept. has moved from LJnion City to South San Francisco, other LJnion City operations remain as before . .

Maxxarn Group 1nc,., Los Angeles, Ca., plans to sell most of Pslc'o Industries Inc. (metal cut- ting tools) to an investment group led by Hick & Haos and Donaldsan, Lulkin & Jenrette Set'uriries Corp. for about $320 nrillion: wood operations are not affected

A fire at Terry Lumber (-o., Simi Valley. C'a.. caused nearly 5500,000 worrh of damaee: in addition vanclals poured lar in the gas tanks of three trucks and smeared tar over the company's name on the side of the trucksl arson is suspected

l.lBo.vd Industries, lnt'., has opened a western distribution center in Venlura, Ca. .

Housing starts rose 0.90/o in July (latest figs.) to an annual rate of 1,611,000 units single firnrilystartsrose 5.70h, mutti units starts dropped 9.8alt . building permirs fell 1.9%r starts in the West were up0.2%...

lumber and plywood' r

Youour customersare the most important people in the world to us at Bohemia.We're shipping superior quality lumber and plywood, competitively priced, efficiently and rapidly delivered, with the very bestservicein the industry. We'll do it for you, too.

When you need superior quality

STIMSON TRADING COMPANY OFFERS AFULL LINE OF LUMBER, TIMBER, AND PREMIUM SIDINGS.

Timber owner, manufacturer, and wholesaler, Stimson Trading delivers a full line of lumber and timber oroducts: dimension lumber, heavy timbers and premium sidings of redwood, fir, and hardboard. Scheduled delivery is by truck, rail, and barge. Competitive prices and fulfillment of contract obligations are the basis of our service.

Call us at (503) 295-0951

Stimson Trading Company. Studio One, Roof Garden Pacific Building. Portland, Oregon 97204

GALENDAR

SEPTEM BER

Western Wood Products Association - Sept. 12-15, lall meeting, Sheraton lJarbor Island Ilotel, San Diego, Ca.

Yakima Hardware Co. - Sept. 13. market, Yakima Convention Center. Yakinra. Wa.

Hoo-Hoo International - Sept. l3-16, annual convention, Seattle Sheraton [Jotel, Seatlle. Wa.

W.O.O.D., Inc. - Sept. 16, menrbership luncheon, Holiday Inn North. L)enver. Co.

Red Cedar Shingle & Handsplit Shake Bureau - Sept. 1719, meeting, Sea-Tac Red Lion Inn, Seattle, Wa.

Morse Hardware Co. - Sept. 21, nrarket. Holiday Inn, llellingham. Wa.

Woodworking Show - Sept. 25-27, Del Mar Fairgrounds, San Diego, Ca.

Bygg-reis deg'87 - Sept. 25-Oct.4, Nordic BuildingExhibition, Sjolyst Exhibition Centre, Oslo, Norway.

Door & Hardware Institute - Sept. 27-29, annual meeting & trade show, Disneyland Hotel, Anaheim, Ca.

American Architectural Manufacturers Association - Sept. 21 -Oct. l. lall meeting, Marriott Desert Springs, Palm Springs, Ca.

Woodwork Institute of California - Sept.30, architectural woodwork seminar, Red Lion lnn, Costa Mesa, Ca.

Woodmac Asia 87 - Sept. 30-Oct. 3, forestry, woodworking & furniture supplies show/conference, World Trade Centre, Singapore.

OCTOBER

ffiIilH ASPEN

This fine and uniform-textured hardwood contains no resin, has good toughness and exceptional stiffness for its light weight, shows a high resistance to splitting in nailing, and is soft and easy to workwith either hand or machine tools. Aspen has good gluing and paint-holding qualities. Stability is one of its outstanding qualities.

Try our WP-4 "Panel Grade" ASPE|I!

DUTE GIIY

Western Hardwood AssociationOct. 7-9, fall meeting, Red Lion. Portland, Or.

National Building Material Distributors AssociationOct. l0-13, annual meeting, Caesar's Palace, Las Vegas, Nv.

DIY '87Oct. 11-13, Novotel Exhibition Center, W. London, England.

American Plywood AssociationOct. l2-13, annual meeting, Red Lion/Colunrbia River, Portland, Or.

Hardwood Plywood Manufacturers AssociationOct. 1316, meeting, The Anaheim Hilton & Towers, Anaheim, Ca.

National Lumber & Building Material Dealers AssociationOct. l5-18, annual convention, Marriott Copley Place, Iloston, Ma.

Los Angeles Hoo-Hoo ClubOct. 16, golf, dinner & elections, Anaheim Hills Country Club, Anaheim, Ca.

National Kitchen & Bath AssociationOct. 16-18, conference & show, Anaheim Hilton/Anaheim Convention Center,Anaheim, Ca,

American Hardware Manufacturers AssociationOct. l821, national hardware convention, co-sponsored by National Wholesale Hardware Association, Sheraton Centre, Toronto, Ontario, Canada.

National Hardwood Lumber AssociationOct. 19-21 annual convention. Washington Flilton, Washington, D.C.

International Hardwood Products Association - Oct. 21-23, board & mid-year members' meeting, Washington, D.C.

Coming in October . . .

ANNUAL HARDWOOD SPECIAL ISSUE

The October issue of The Merchant Magazine will be aspecial Issue 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 wholesalereaders. You'll enjoy reading this valuable issue . and profit from it, too.

ADVERTISERS:

Take advantage of this exceptional opportunity to get your messagebefore 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, 1987. You'll be glad you did.

BuildingProducts Profits Up

Sales of building products topped their previous year value by 9% during the first quarter of 1987. With average prices of building materials up barely 1olo over the past year, manufacturers relied on tight cost control to achieve a 500/o (median) improvement in profits, according to an analysis of industry sales and earnings.

"The combination of stronger sales and ;;:rther belt-tightening paid off handsomely for the building products industry in the first quarter, when careful management of costs helped to raise profit margins from the year-ago rate of 3 .70/o of sales to a strong 4.90/0. By retaining an additional penny of every dollar from its $45 billion of first quarter sales, the industry earned itself a bonus of some $500 million," George A. Christie, vice president and chief economist for McGraw-Hill's Construction Information Group, pointed out.

The best year-to-year sales gains during the first quarter were found in plumbing/HVAC products (+ 2l%), tools/hardware (* 210/o), gypsum products (+ tlo/o), and controls

The Merchant Magazlne

(*150/o). In a ranking by earnings, forest products firms led the rest with a profit gain of l37o/o for the quarter. Also high on the list were glass(+710/o), multiproducts (*7lo/o), and gypsum (+58%).

Canada ShipsLess to West

Canadian lumber shipments to the West decreasedlast year, as Canadian mills shipped a larger share to the Northeastern U.S., according to Canadian statistics quoted by the Western Wood Products Association.

The West received l3.lolo of Canada's exports to the U.S. in 1986, down from a 14.80/o share in 1985. The Northeast increased its Canadian imports from 26.70/o in 1985 to 28.1% last year. Midwest shipments rose to 24.70/o in 1986, while the South received 34.10/o.

Western shipments also increased to the Northeast and Midwest, while decreasing to Western destinations from 70.20/o in 1985 to 660/o in 1986. Still, the West shipped 12% more lumber during the period, while Canada shipped 3% less.

JUST the ticket for "blowing some lresh air into Congress," a Nautilus fan was presented to President Ronald Reagan when he visited Broan Mfg. in Hartford, Wi. He spoke to 800 employees, praising the company as an "American economic miracle."

QualitySells Housewares

Quality is the primary reason buyers choose specific housewares, according to manufacturers of small appliances. When a consumer perceives value, he or she has no trouble with the price tag.

"Consumers are showing a strong preference for simple, well-made, small appliances - ones that are versatile and designed to do the job right," says Hal Rosenbaum, of Sunbeam Appliance Co. "The era of disposability is dead, people want sturdy, attractive, high quality merchandise.

"Traditional values have combined with more recent ones, such as upscale women's expectations for equal rights households, to create a desire for better things," says Rosenbaum. "And certain, relatively large segments of society now also have more money to spend."

Thomas Kieckhafer, West Bend Co., has noticed that "because of reduced shelf space for product display, companies no longer have the luxury of bringing out products in many designsandcolors. As a result,

products are standing more on their own merit, on features and quality. A good price-value relationship is very important in today's competitive environment.

The price that consumers are willing to pay for housewares directly corresponds to their perception of the product's utility or quality.

"ln this industry, manufacturers tend to follow each other: when one company introduces an even marginal difference to a product, others copy it. But now customers want to see real improvement, realenhanced utility, before they pay extra," says Rosenbaum.

As a result of shifting consumer values, cordless and under-thecabinet appliances are generally not faring well in the market.

"The problem with cordless appliances is one of performance perception," explains Rosenbaum. "A cordless product might not work as well as the corded versionl handmixers, for example, don't seem to have as much power. At the same time, rendering an appliance cordless and rechargeable is expensive, so these

The Merchant Magazlne products cost more. And I don't think that buyers see any real additional value."

Sales of under-the-cabinet appliances are similarly hurt."

CancerDonationsSought

The Los Angeles Hoo-Hoo Club is seeking donations to the American Cancer Society as part of the club's annual presentation of the Ken Coleman Mr. Hoo-Hoo award.

The lumbermen's fraternity will make the first annual presentation to the industry member who hasmade the most outstanding contributions to the club at their meeting Oct. l6 at the Anaheim Hills Country Club, Anaheim, Ca. The award is a memorial to Coleman, a long and active member and former club president, who died May 3, 1986, of lung cancer.

The club is donating $500 to the American Cancer Society as part of the presentation and seeks additional contributions that can be added to their initial donation in honor of Coleman.

CHRISTMAS SPEC|AL: 50 pens $9.95 eo.; IOO pens SS,95 eo.; 25O pens $7'95 eo.

I nECEUf editorial by William Fl Renfro in Vanguard, an ASAE publication, makes some statements that might cause an eyebrow to raise here and there. No, it wasn't about overthrowing the government or changing distribution patterns to eliminate the retail and wholesale lumber distributor. or

a myriad of other social problems that confront the world.

It was on thethird millenium. It was futurist thinking. Pretty heavy stuff for those who don't think past the next weekend.

There is an association formed for the people and groups that are futurists, looking and planning toward the new century, the year 2000 and beyond.

According to the editorialist, the first teenagers of the millenium will be born

The Merchant llagazlne

New Years Day 1988. The first lawyers will start the 5th grade this year and the first doctors will be starting in the 8th grade. We should be able to identify now who the leaders of the association will be in the new millenium. The educational system has hnished its work for this millenium.

These people are suggesting that since new programs generally take years to develop and implement, the time to start thinking about them is now. But who really starts thinking about tomorrow until it's here.

Renfro quoted from Abraham Lincoln the lines "If we could just know where we are and where we are tending, we could better determine where we want to go and how to get there."

You undoubtedly have within your organization the people who will be your managers less than 13 years from now.

E.J. JOHNSON executive Lr vice president

I cconolNG to a recent study sponsoredby The Arizona Republic and The Phoenix Gazette, Metropolitan Phoenix is growing faster than any of the top 25 metro areas in the U.S. This growth, which is predicted to continue at a 160/o pace through 1990, will occur despite a markedslow down in new job availability. Statistics indicate that metro Phoenix had a 1.8 million population in 1985 and projections are for 2.1 million by 1990. New jobs added tothe market during the current

year,however, have dropped from the previous year by over 200/0. Closely following Phoenix in percentage growth was Riverside/San Bernardino, Ca., at 15.80/o with Dallas and Houston, Tx., at l3ol0. San Diego, Ca., and Tampa/ St. Petersburg, Fl., along with Atlanta, Ga., are expected to also enjoy double digit percentage growth.

For those acquainted with the topography of the Phoenix area, the future "hot spots" in growth will continue to occur in the southeast, or Mesa, Gilbert, Tempe and Chandler areas. Steady growth will also be experienced in northern Scottsdale, but the largest

expansion area for the future is to the west toward Goodyear/Avondale and Buckeye. The latter in particular is due to the finally awaited completion of the freeway to Los Angeles and the construction ofthe outer loops ofnew freeway miles. The study further pointed out that California continues to be the largestsingle source of new residents moving to the valley.

The report, entitled "lnside Phoenix," also reflected an interesting profile of adult residents. Of households surveyed, a third had incomes of $40,000 or more, 4lVo were Protestant and 270/o were college graduates. Over a third of the homes had three or more televisions and cable TV service, 460lo had videotape recorders and about 200/o had personal computers. Scottsdale led in swimming pools with 45%. while other areas averaged "only" 290/0. Of significant note to the southwestern style of living, 350/o ofthe Phoenix area households had pickup trucks.

While this report covered only

WAYNE GARDNER executive vice president

Lumber Association of Southern California

E. Missouri, Suite 560, phoenix, Ariz. efii, (ef,Zl

Complete inventories and prompt delivery of the finest quality timber.

Do thel' or will they know where the! aregoing? l)o the-v- have the ability to build and ntotivate a team. the abilitl' to see the game changing. abilitl to balance a respect fbr others $'ith a sense of'decision. broad experience and talent not taught in classroont. ability to understand the corporale interface with outsicle constituents, the ability to function as a highly infbrntecl. technicalll. competcnl opportunist'l

.\ 10001, open nlincl. intlnite patience to listen. tell and help. cognizance that historical dates uill beconle irrelevant and internationalitla multi lingual global play er.

'['his person isthe one who will take cverylhing that is thrown at him as a young ntanager and loctk lbr nlore.

Thc millenium\\hat an excltlng opportunitl tbr not onll the voung but the the loung in heart and sPirit.

Sce vou there.

metropolitan Phoenix. it is important for readers to be aware of equall.'- significant gro$th in Tucson and the other outll'ing areas of' the state. With the soon to be completed linkof the Central Arizona Projecl carrying Colorado River water through Phoenix to Tucson, previous constraints to growth will be somewhat alleviated in southern Arizona, It is also accurate to share with readers of this column. that to the lumber interests of this state. growth is a Valued factor to an already keen and competitive industry. But then again' isn't that what private cnterprise is all about'l

Thof's How lt Goes!

The finsst ln quality hemlock and Douglac flr from the forests of the Northweqt coupled rvlth theflnest ln manufacturlng skllls have already establlsh€d a well' recognized reputatlon for the Commencement Bay Stud. ttow, ln response to popular request' we have €dded a dlstlnctlve new end brand to provlde an even more easlly recognlzed ldentlty In the marketplace' Now lt's your turn to profltfrom recognlzed quallty' value, and performance by Includlng Commencement Bay Stud's brand of perfectlon on your next order.

GARY L. SMITH executive vice president

AVE you ever noticed that it's your best employees that you can't seem to keep busy? This assumes your staff is of adequate size to get the job done, not so harried that they never get caught up.

It's diflicult to keep good people busy because as managers we've become accustomed to having to keep an eye on our employees so they don't goof off. A person who throws everything into a task and completes it quickly and accurately can take us by surprise. Just as we use a very small portion ofour mental capacity because we don't know how to challenge it enough, we all may be wasting part of the resource available from our top employees. lf we're not careful, we may even lose the employee entirely.

My wife is presently seeking a new

job. She is prepared to leave her present position that is within walking distance ofour home, pays an adequate wage and offers great flexibility to take care of her outside interests, flor one with a 40 minute commute each way, stricter hours and only slightly higher wages which will be offset by bridge tolls, vehicle gas and maintenance. She's leaving because she is bored and unchallenged. I left my former position partly for the same reasons.

As owners and managers ofyour businesses it is important that you recognize the needs of your best employees beyond just paying them well and giving them "strokes." lt's vital thatyou keep their heads in the business. Share with them your concerns for your business: where it's been and where it's going. Be willing to give up some authority if sharing a challenging task will renew their

(Please turn to page 39)

FRED CARUSO executive secretary

! tFrEeN building material execu- I tives attended a seminar in Denver recently to learn how to improve the bottom line by cutting worker's comp claims expenses.

"The faster a claim is closed, the less expensive it will be," was the message delivered by Sue Wemlinger, Western Region Claims Manager for the Lumbermen's Underwriting Alliance.

"The way to save is to work closely with the claims department to, find ways to close cases faster," she said. "Communicate with the injured, the doctor and the claims department. Monitor the medical progress of an employee out of work and report information to the claims department."

Wemlinger recommended the use of

a return to work program to cut the cost of large claims. "Find out what the doctor's restrictions for the patient are and find a job to fit them. lf the person refuses, then you can settle the claim rather than pay lifetime benefits."

Report to the claims office as soon as an employee returns to work after an absence to stop any checks that would be sent out unnecessarily was another suggestion.

"Properly train your people. Prescreen employees by contacting past employers and asking, 'Would you hire this person again?' Require pre-employment physicals, doctors can ask people things that you can'1," Wemlinger advised.

Investigate each accident to uncover

Lumber Merchants Association of Northern California 1055 Lincoln Ave., San Jose, Catif. 95125, (408) 295-4j09

OPERANNG OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas. Tx.75243

eltvenY completes every sale, I butit's amazing how few consider this heinous cost when making and submitting bids. lf this strikes a discordant note with you, it certainly is a readily remedied malady.

You need to know three specific bits of information in order to properly anticipate the impact of delivery costs on the gross margin dollars.

(1) The Cost Per Drive Mile. This will be somewhere between $1.75 and $2.25 for most dealers.

(2) Number and Types of Deliveries Expected. In at least one area ofthe country it takes a minimum of nine deliveries to handle a complete house. Your list may be different, but here's what it looks like: Framing, Mortar Mix, Windows & Ext. Doors, Boxing, Roofing, Sheetrock, Interior Trim & Doors, Fireplace Materials, Miscellaneous.

(3) Driving Distance To andFrom the Job Site.

For illustration purposes, let's use $2 per driven mile as the cost to deliver, the minimum of nine stops listed and a driving distance of 40 miles, 20 out and 20 back, to make each delivery. Also assume a total bid of $10,000 at 2001t margin,or $2,000.

Now look at these numbers in the context of the bid. At $2 per mile, each trip costs $80. All nine deliveries cost $720. This is 7.20/o of the bid total and 360/o of the anticipated gross margin dollars.

Now you have decision making information. First consider that nine stops is absolutely the best you can expect. Experience has shown that you'll be more accurate if you plan on 12 visits. This might include a hot shot or two and at least one pick-up.

Now the numbers change to $960, which is 9.6% of the sale and 4806 of the gross margin. lt is possible that these figures could be reduced by combining stops to other sites on the same trip, but just the opposite can happen as well. During the course of completing the sale you could make 20 trips at $80 each and $1600 in total. The gross margin dollars are massively depleted andthe $10,000 transaction quickly becomes a losing proposition.

There are other things you can do to preserve the initial gross margins envisioned in your bid.

Set up a delivery schedule with routins that takes a truckinto the customer's

area on aroutine pre-determined basis.

Consider an incentive program since drivers on incentive programs don't like to drive half full/empty trucks andwill bring pressure to bear for larger loads.

Since sales people paid on a percentage of the gross margin on delivered cost tend not to give away the store in terms of service, particularly at $80per shot, this is another way to go.

Finally this same methodologY,or lack of it, will allow you to analyze completed transactions to determine why they weren't profitable. You also can identify what procedures might have helped.

Record Western Lumber Production

Record U.S. lumber demand and improved international markets pushed softwood lumber production in l2 western states to 21.92 billion board feet in 1986, the highest annual volume since 1959.

The estimated wholesale value of the lumber produced was $5.73 billion, according to the Western Wood Products Association. In 1985, western mills produced 19.1 billion feet of lumber valued at $4.86 billion.

Oregon remained the top lumber producing state in the region andthe nation in 1986, followed by California, Washington and Idaho. All-time annual lumber production records were set in Arizona, Montana, South Dakota and Wyoming in 1986.

The U.S. used a record 47.5 billion feet of softwood lumber in 1986, up7.40/o from 1985, the previous record year. Some 1.88 billion feet of American softwood lumber was exported last year, an increase of240/o over 1985.

Western Lumber Production Hits 27.Year Hieh

More than 430/o of the lumber used in the U.S. was supplied by western mills in 1986. Canada supplied 30% while the mills in the South supplied 23.90/o, according to the trade association.

Some 460lo of the timber processed by western mills was from federal forests last year. Company-owned timber accounted for 240/o of the raw material processed in 1986 and other sources, including private lands, provided 29.70/0.

California sawmills produced 4,87 billion board feet of softwood lumber in 1986, the highest annual volume in nine years.

The estimated wholesale value of the lumber produced was $1.44 billion. The 1986 volume was the highest since 1977, when 5.05 billion feet was produced. In 1985, mills in California produced 4.17 billion feet of lumber valued at $1.22 billion.

Nearly 720/o of the lumber produced in California was used in the state. Other western states received 12.80/0, 5.20/o went to the Midwest and 3.8% went to the South Central region of the country.

Some 39% of the timber processed by California mills was from federal forests last year. Company-owned timber accounted for 39.80/o and other sources, including private lands, provided 21.20/0.

(2OO) 673.513r for your western red cedar requirementsfencing

Hazardous Substance Rules

A regulation requirihg people working with hazardous substances be made aware of the potential dangers and be trained to eflectively protect themselves is being enforced by OSHA.

OSHA has already imposed fines of $209,665 for violations such as employers having no written hazard communication program, no employee information or training program, no material safety sheets, no label indentification or incorrect labeling on in-plant containers, no exposure limit information on sheets for chemical mixtures, no written hazard determination, no inventory of chemicals in program, not making sheets accessible to employees and having hazardous chemicals not contained in the sheet.

Remodeling Growth Doubles

Residential remodeling markets which keep growing at double-digit rates are changing the way suppliers do business.

Instead of selling by the truckload, more are selling smaller lots of better quality merchandise. "The

The Merchant Magazlne distribution system is much like the aftermarket auto-parts industry of 20 years ago," explains James Tolliver, National Association of the Remodeling Industry.

Home center sales are growing 10% to 720/o ayear, twice the rate of other retailers, reports economist Kermit Baker. For example, an estimated $12.0 billion will be spent on remodeling bathrooms this year, up from $8.1 last year.

"We've gone from a construction-based economy to a renovationbased economy like Europe," said David Sauer, publisher of Qualified Remodeler.

U.S. Models For The British

The American Plywood Association is leading a major marketing program to promote the benefits of timber frame housing in the United Kingdom with "Street of Dreams," a project of six model homes to be built near London.

"This is an excellent opportunity to unite U.S. wood systems with British architectural stvles." said William T. Robison. APA president.

September 1987

New Crawlspace Energy Rules

California Energy Commission approved regulations should result in California homes built on traditional crawlspace costing $1,200 to $1,700 less as of July 1, 1988, giving crawlspace and concrete slab foundations equal energy conservation considerations.

The wood products industry in an effort to regain its share of the flooring market lost by 1983 commission energy regulations is promoting the Perimeter-lnsulated Raised Wood Floor, an advanced yet less expensive crawlspace.

Tax Deductible Donations

Donations of excess inventory to the National Association for the Exchange of Industrial Resources (NAEIR), are still eligible for an above cost federal tax deduction since the section of the tax code which affects such donations was not changed in the 1986 tax reform.

Manufacturers, distributors and wholesalers donated approximately $63 million worth of new merchandise to this non-profit, tax-exempt organization last year. Those donors

were eligible for a federal tax deduction of up to twice the cost of the material donated. Deductions are allowed under Section 170 (e)(3) of the Tax Reform Act of 1976, which has not been changed.

NAEIR distributes the materials to 7,000 members: non-profit, taxexempt schools, hospitals, nursing homes, camps, YMCAs, and other non-profit organizations in the U.S.

Donors may deduct the cost of the material donated, as carried on their books, plus half the difference between the cost (basis) and fair market selling price. However, the deduction cannot exceed twice the cost.

"Donating excess, slow-moving inventory to NAEIR is a smart move," said Cruz A. Ramos, NAEIR's director of donor relations. "Our donation process is simple, fast, and there is no charge to the donor."

The association accepts almost any type of new, finished product. A free information kit is available from Ramos, Director of Donor Relations, NAEIR, Dept. BT-1, P.O.Box 8076, Galesburg, Il. 61402 or (309) 343-0704.

WE SPECIALIZE IN PRE.STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS, COATING ALL 4 SIDES OF EXIERIOR SIDING AND DIMENSIONALTRIM, PLUS ,I COAT APPLICATION ON ALL SIZES OF PLWOOD. ENCLOSED WAREHOUSE FAOLW

Frorn the''Tbrei

GOLDffLL THE

LP Dawson Creek Gold" sheathing is here. It carries the same APA performance rating as plywood. But costslessand works better.

Because it combines the best features of strand and wafer panels, Dawson CreekGold delivers strength and workability in one panel. Every sheet is solid, uni-

form, and good looking. It cuts easier and cleaner. It nails like a dream. It goes down flat ant stays that way. In short, Dawson Creek Gold is the

Bob Bothwell is a new lumber buyer at Rialto Lumber Co., Rialto, Ca., according to Jerry Holdren.

Ed Counts is now gen. mgr. of Sun plywood, North Bend, Or.

Steve Lovett is the v.p.of the International Trade Council of the National Forest Products Association, Washington, D.C.

Kevin Walsh has joined the softwood sales team at Universal Lumber, Portland, Or.

Jim Sherwood has been named North American sales mgr. for Stimson Trading Co., Portland, Or. Brian Coker and George Parks are new to sales. Mike Davidson is overseas sales mgr.

Larry Knox, Liberty Hardwoods, Santa Ana, Ca., recently vacationed in No. Ca.

Kenneth E. Jurgens, senior district engineer, Western Wood preservers Institute, Burlingame, Ca., has been elected a Fellow in the American Society of Civil Engineers.

Dick Lundgren is the new acting marketing mgr., West, for Weyerhaeuser Co., Tacoma, Wa., succeeding Don Clothier.

Luana Gibson has joined Ganahl Lumber, Anaheim, Ca. AIso new are Chris Amador, Brian Barger, Rod Hipwelt, Jose Partida, Donna Sanders, Chris Silene, Leslie Tay- lor, Marsha Vigit and Ricky Willox. New at the architectural mill are Albert Hilberger, Ion lorga, Kevin Retmier, Steve Rothschild and Calvin Wiest. Planing mill newcomers are Cecil Appleby and Robert Baranek. Garden Grove. Ca., has added Marc potter.

Debbie Keating, sales coordinator. Lumbermen's, Redmond, Wa.. has been named August Employee of the Month by her co-workers.

W. David Chambers has been named v.p., building materials div., of Bab_ bitt Brothers Trading Co., Ftagstaff, Az, Dave McCulloch has joined Dataline, Inc., handling sales in the pacific N.W. and Alaska, according to mgr. Dinny Waters.

Glenn Dutton is the new warehouse mgr. for Western Wholesale Moulding, Glendale (Phoenix). Az.. according to Jim Gonsalves.

Kevin Lowry is the new chief lumber trader flor B.L. Schrader, Inc., Bellingham, Wa.

The Merchant Magazlne

Maury O'Brien has been promoted to plywood sales mgr., Omak div., at Cavenham Forest Industries. Inc.. Portland, Or.

Laverne Black is the new sales msr. at Consolidated Pine, Prineville. Or.. succeeding Bob Sell, who is now with Pacific Pine, Portland, Or.

Michael Vidan is now v.p., building products transportation, for GeorgiaPacific Corp., Atlanta, Ga. David Fleiner is director of wood products sales.

Dick Kasperson has joined the sales staff of Loth Lumber Co.. Gold Bar. Wa., according to Jeff Loth.

John R. Furman, chairman of the board and c.e.o., Furman Lumber, Inc., has been elected a board member of the World Forestry Center. Portland, Or.

Phil Dwelly, lumber buyer, Holderness Supply, Phoenix, Az., has retired after 30 years in the industry, accordingto gen. mgr. Bill Rochlitz.

Ralph Stewart has been named director of research, mining, exploration and qualitycontrol for United States Tile Co., Corona, Ca.

Joe Talmadge is now mgr. of Copeland Lumber, Sheridan, Or.

Rich Worley has joined the sales team at American Distributing, Modesto, Ca.

Robert Crunkilton has been named gen. mgr. of Welco Lumber, Marysville, Wa.

September 1987

Jack Eskeberg, WWW Construction, Spokane, Wa., has been elected pres. of the Spokane Hoo-Hoo Club. Other new officers: lst v.p. Bob Managhan, 2nd v.p. Rich Copeland, sec./treas. Ernie L. Wales, and directors Dave Lentes, Al Litzenberger, Arlen Looney Jr., Jim Price, Jim Rosenthal and Walter Rulffes.

The Rev.Thomas C. Oddo, pres., University of Portland, has been elected to the board ofdirectorsofLouisianaPacific Corp., Portland, Or.

Gene Pietila, mgr., Fontana Wholesale Lumber, Fontana, Ca., married Kathy Davis on June 21, 1987, at Lake Tahoe, with a honeymoon later this year. Susan Massey is new to Fontana sales.

Donn Massett ismgr. of thenew Modesto, Ca., distribution branch of Copeland Wholesale Lumber Co., Portland. Or..

Mikb St. John is now v.p., U.S. operations, for Dashwood Industries, Ltd., a Canadian subsidiary of Trus Joist, Boise, Id.

Bill Johnson is new to outside sales at Gregory Forest Products, Fontana, Ca. Russ Leland is now in inside sales.

Bill Evenson, American Mill and Manufacturing, Inc., Chula Vista,

Ca., sponsored the Peninsula Islanders baseball team (Pony League for 17-18 years olds) which won the Palomino World Series, Greensboro, N.C., Aug. l2-17. His son Pat, team catcher, hit .478 in the tournament, includingthree home runs.

Ted Kazleman has joined Builders Emporium, Irvine, Ca., as senior v.P. of marketing.

Dwight Curran, DMK-Pacific, Fremont. Ca., vacationed recently at Shaver Lake, Ca.

Clint Bower, Mariners Forest Products, Santa Ana. Ca.. his son Clint Jr., and daughter Stacey went on a recent albacore fishing trip out of San Diego, Ca.

Dan Darnell, Red Cedar Shingle & Handsplit Shake Bureau, has been assigned to the West, located in Sacramento, Ca.

Mike Seeds, v.p. and architectural mill gen. mgr., Ganahl Lumber, Anaheim, Ca., has resigned after 10 years. Pres. Peter Ganahl will temporarily manage the mill.

Cy Rodakowski, Oregon-Canadian Lumber Co., North Plains, Or., and his wife, Madlyn, are back after a four week vacation visiting eight countries in Europe.

Gary Sutton is now in sales at ldaho Timber Corp., Boise, ld. Also new are Joe Simoneau, Bob Lancaster' Keith Strickland and Jim Williams, according to pres. LhrrY Williams.

Carol Clegg has been appointed director of marketing and communications for the National Kitchen Cabinet Association, according to C. Richard Titus, exec. v.p.

Andy Joseph, Hulbert Lumber Co., Newark. Ca., and hiswife, Marcia, are the parents of Emily JosePh, born August 25,1987,6 lbs.,5 oz.

Denny Curran, South Bay Forest Products, Orange, Ca., and his wife, Marianne, have returned after a Lake Tahoe vacation. South BaY's Ken Kaiser and his wife, Bea, went on a week's vacation and attended a high school reunion in Kansas.

Chuck Lember has joined Pacific Madison Lumber Co., Downey, Ca., handling sales part-time, according to Gene Burnett.

David West is new to the sales team at Berger & Co., Sacramento, Ca., according to div. mgr. Bob Glatt.

Steve E. Dore has joined the yard crew at Mungus-FungusForest Products, Climax. Nv., according to owners Hugh Mungus and Freddy Fungus.

Millions Buy By The Book

Of all adult consumers who looked in the yellow Pages for building materials, 83.5% made a contact, resulting in 179 million purchases, according to the National Yellow Pages Services Assocation.

Are You Absolutely Sure You Are Buying your Building Materiak Right?

If you have ever asked yourself - Am I Competitive? or Am I absolutely sure I buy my Building Materials and Hordwareright?Thenyou need C.B.S.-Central Iiuilders Supplies Company.

C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping indepen- dent building material dealers remain competitive with mammoth corporition chiins. Because C.B.S. is a dealer owned non-profit corporation,all discounts, rebates, datings and advertising funds are all passed directly to the participating members.

C.B.S. Offers You These Advantages

*C.B.S. has been nationally recognized as ,,The Place To Go To Buy Lota"*

* As you buy more the cost to belong goes down-

* * -nol up * C.B.S. Rebates are paid to the members in cash

C.B.S. is dealer owned C.B.S. has a state-of-the-art internal" tommunication system with participating members

* C.B.S. has an in-house Lumber Department * C.B.S. has an in-house Building Specialties Dept.

* C.B.S. has a General Building Materials Dept. * C.B.S. operates as a non-profit company

r C'B.S. has a program with the Blue Grass Tool * C.B.S. members share in the cost to operate Company

Central Builders Supplies Company

215 Broadus Street

Sturgis, Michigan 49091

Phone: (616) 651-1455

*c.B.s. was featured in the December, 1986 edition of rhe Merchant Magazine

Allied Building Centers

FIRSI SHlPillEllI of Dawson Creek Gold Waferwood sheathing products delivered to the U.S- lrom the Louisiana-pacitic piaht in Dawson_Creek, British Columbia, was received at the Georgia- Pacific Distribution Center in Riverside, Ca. Admiring the pa'nel, which was autographed by_the workers, are (left td right) L-p salesman Tom Conchuratt; Ron Alvey, L-p manager, We-st Coast Waferwood sales/service off ice, and Charlie Hobbi, manager, G-p Riverside Distribution Center.

LMA News

(Continued frorn page 28)

interest. Don't say to yourself, "Well, he/she hasearned the chance to kick back andloaf for awhile." It's probably the last thing they want. Boredom is deadly. Give them more work than they can handle and be pleasantly surprised when they do.

Chances are you have a big investmentinyour top people. Recognize that your investment is not only lost, but your problem compounded, when Your employee seeks at acompetitor's place ofbusiness the challenge you're not providing.

It's your responsibility as a manager to spend at least as much time keeping your good employees motivated as you spend keeping your flakiest help out of the restroom.

MountainStates

(Continued from page 28)

valuable preventative information. Make out the accident report promptly even if you don't have the medical report yet. The objectis to get witnesses and get the facts while the incident is fresh. Trying to find witnesses later and to get them to remember what happened is difficult.

Other key items that can save:

o Designate a clinicor a doctor that your people will go to if there is an accident.

o If you have a susPicion about a particular claim, voice your thoughts on a note and send it in with thereport, or call if new information develops.

o Designate a Person to keep track of claims and keep in touch with doctors and patients.

. Always file workers comP claims under workers comp, not health and accident. Filing under health and accident is a disservice to the employee, who is cheated out of what he or she needs to get back to work.

o Report everY injurY that You know of, even if the employee didn't report it to you.Write a note, send a claim anyway. Let the adjuster decide if it should be reported.

The speakers and panelists for the management conference and convention will be announced soon. Sessions will focus on how to be more profrtable in a highly competitive environment. "Outlook for the Future: How to Get There From Here" is the theme for Nov. 6 and 7 at the Brown Palace Hotel, Denver.

State lien laws are targeted for protection and revision by the MSLBMDA following a decision ata board meeting in Park City, Ut.

Gift-Wrapped SawSet

Special Christmas packaging will help promote Swanson's heavy duty saw set for gift giving this season.

NEW PRODUGTS

and selected sales aids

FrypanPitStop

A Hot Pad to protect tables, stoves and countertops from hot frypans and saucepans is new from Rubbermaid.

The 8" diameter pad has an almond-colored rubber base with a raised rim to catch spills and an aluminum surface to dissipate heat.

Cordless Glue Gun

_ A new cordless glue gun from Emhart combines the efficiency of hot melt gluing withthe convenience of free movement.

been introduced for Plumb hammers and axes.

The continuous fibers of the wood are said to offer greatresilience and strength,while minimizing impact shock.

Replacement handles range in size from a short 12-1/2" nail hammer handle to a baseball bat-sized 36-l/4" axe handle.

All kits include wedges and instructions.

The festive wrap sleeves may be easily removed for after-the-holidav stocking and are available at no extra cost.

The saw,set prevents binding and pinching of the saw by maintaining proper tooth "set." Individual tooth alignment can be accomplished without removing the blade from the saw.

Free Snip Pouch

A free leather belt pouch will be included with all Wiss Metalmaster snips through Oct. 31, 1987.

The Thermogrip model's quick charge stand heats up the gun for use in three minutes while a display light indicates the gun is charging. The hot melt glue sets in about 60 seconds.

A unique dual connect cord also enables the switch from cordless operation to corded operation for long-term gluing projects simply by removing the gun's 6 ft. cord from the charge stand and reconnecting the gun.

Included are thegun, charge stand, molded storage tray and dust cover, and six clear and six all-purpose glue sticks.

Get A Handle On lt

A comprehensive line of wood rehandling kits featuring more than three dozen sizes and styles of North American red hickory handles has

Permanently Hooked

A plastic peg-board hook with a lock that holds the unit in place when hanging merchandise is removed is new from T-PlasTech Corp.

Although Peg Lok hooks are diflicult to accidentally detach, they can be easily released and moved just like ordinary peg-board hooks.

They can be delivered in any color and come in three sizes: 2". 4" and 6".

The normally $3 pouch is packaged wih the snips in its own peggable hang-up display.

The seven snip models included in the promotion are the M-lR. M2R, M-3R, M.6R, M-7R, MIR-SI and M2R-S1.

For more iniormation on New Products write The Merchont Mogazine. 4500 CamPus Dr Suite 480. Newport Beach. Ca 92660

Please mention issue date and Page number so we can Process Your re quest faster! Many thanks!

Folding Saw

A double-blade folding saw Perfect for campers, hikers and outdoor enthusiasts is new from Fiskars Manufacturing Corp.

High impact ABS Plastic houses the blade. which folds in and out with a solid locking steel mechanism. Blade tips have tapered Points for easy access to small areas.

A compact 6" long weighing 3-l /2 oz., the tool comes in black or bright yellow.

French Sea-Pine Paneling

French sea-Pine Paneling in avariety of attractive pastel colors has beeh introduced by Societe Industrielle Forestiere, a French manufacturer currently seeking U.S. distributors.

The Pastel Colors of Decorland panels receive three coats of polyirrethane varnish to prevent scaling off and protect against dampness,

ComputerEstimates

A personal comPuter driven estimating system has been fullY integrated with a multi-user pointof-sale inventory control and bidtracking computer system reportedly for the ltrst time in the lumber and building material industry by Computer System Dynamics.

eraphics module for cabinet layouts ind selection for dealers handling various cabinet lines.

Family of Ties

A new merchandising Program to promote wood-to-wood and woodto-concrete connectors has been introduced by Simpson Strong-Tie Co.

The "No Equal" dealer Program features product use guides, d-i-Y proiect fblders, color coordinated proiuct cards with in-use illustrations, and an array of disPlaY modules, from wooden bins to steel racking.

When entered with dimensions and material speciftcations, the Construction Estimator automatically senerates a material list including all iraterials and lumber required from the footings to the roof. The list can then be transferred to the CSD quote/bid file for pricing and profitability analysis.

If the estimate is accePted, a bid tracking system is available and delivery tickets and invoices can be created.

It is said to be the only take-off system to include a kitchen and bath

salmon and blue "latour," Permitting a wide range of creative decorative possibilities. Installed horizontallY or vertically, the panels' slats interlock on all

four sides, with inserted nails or staples reportedly becoming undetect^aUte. Ttre panels measure 2-l/2 meters long, 60 millimeters wide and l0 millimeters thick.

while preserving the natural look and srain of the wood. OnlY choice seaiine is used, selected free of knots and resin.

The pastel colors available include white lead, green almond, rose,

Write Offs

Carpenter pencils are now available from The lrwin Co.

shingles, stucco, cement and other uneven surfaces.

Constructed of a single tough piece of polypropylene, - the tool comes in bright red and green selfsell packaging. with product-in-use photos and bulleted features. benefits and suggested uses.

GroutWith Color

Acid resistant colored floor grout is now available in 20 desisnerapproved colors from USG.

The Merchant Magazlne shrinkage to adense, hard joint that repels water, grease and oil and is non-rusting.

3-D Snip Display

Two sizes of Wiss snips tool centers are available from CooperTools.

Wss ::-:\

The medium lead, 7-in. flatwood pencils can be sharpened, and are packaged 72 to a carton.

Painting In The Rough

A rough surface painter from Shur-Line features long, flagged bristles to carry extra paint, stain. sealer and preservative to shakes,

wOffered in such colors as English Rose, French Blue and Expresso, lhe grout was developed for grouting J_olnts between glazed or unglazed floor tile, split brick and quarrylile in areas where mild chemical and acid or alkali resistance is required. It reportedly cures with minimal

Both feature a header illustration that is specially processed and molded so that the contours and features of the snips stand out with threedimensional impact.

The large Oisplay comes with two each of nine different metal-cuttine snips. The smaller display holds i dozen snips on six gravity fed hooks.

September 1987

New Dealer Software

A new computer sYstem which provides the building material retailer with a complete Package of business solutions has been introduced by Dataline CorP.

Featuring the UNIX qPerating svstem. with a wide range of application prosrams. SYStem 4000 is completeiy iompatible with Dataline's Svstein 2000, making an uPgrade eisy. All peripherals at a Dataline user site can be used on the new system.

The computer Provides a Powerful 32-bit processor, 3 megabytes of system memory, integral taPe backuo svstem and mass storage caPa'6itities of up to 420 megabytes. The svstem is currently able to handle up t6 42 ports with oPtions to Provide up to I60 ports available later in the vear. -

A wide range of software modules provides building material retailers wittr a variety of business solutions. The system can assemble quotes, turn a quote into an oPen order when accepted, print the invoice at point of sale, adjust inventory accordingly and track the receivable until paid. Other capabilities include accounts payable management, general ledger. sales analysis reports. open purihase order tracking and inventory tracking by multiPle location.

OrganizedSports

A new organizer from Hoagland Products holds bats, balls, gloves, tennis rackets, running shoes, etc., in one convenient wall-mounted rack.

Featuring all steel welded construction, the Sports Rack measures 29" long and has aroYal blue ePoxY coating which reportedly will not rust or chip.

The product comescomPlete with brackets and screws for easy installation.

Hardwood PlYwood Paneling

Prefinished PlYwood wall Paneling in precut beaded wainscot panels is now available from Welsh l-orest Products.

The hardwood Plywood Panels feature a laminated, simulated woodsrain finish andcome in convenient32" x 48" sizes. Three faces are offered: knotty Pine, birch and oak.

The panels are easilY installed bY gluing or nailing them over gYPSum boards. They are also said to be easy to saw and include easy-fitting beveled edges.

A display rack is available that contains 150 panels.

Window

& Door Decor

Easily applied hardwood mouldings for doors and removable hardwood grilles for windows are now available from Rasmussen Millwork. The solid maple grilles are designed to assemble and finish easilv. without cutting. They can be made to fit virtually any size or shape door or window - including sliding patio doors.

Ames Lawn & Garden Tools.

Floor brushes are 18" and24" in length with black polypropylene bristles with 3" trim for fine to medium sweeping on smooth floors. The blocks are sturdy, lacquer-coated hardwood with two hole locations so handle positions can be switched to reduce bristle wear.

ryL t ^-t#' u

Garage brushes, also 18" and24" wide. use brown polypropylene bristles with 4" lrim lo sweep heavier materials on patios and driveways.

The Merchant Magazlne

sure Mate determines linear distances from 2to 35 ft. reportedly with 990/o accuracy.

The pocket-sized device weighs 6 oz. and includes a handy carrying case.

CedarNest Eggs

Aromatic red cedar sweater eggs designed to protect and freshen-ill storage areas have been introduced by Good Stuf.

Grilles are applied to windows with special stainless steel fasteners, which employ spring action to hold the grilles firmly in place. A gentle tug removes it for easyglass cleantng.

Door mouldings come with a preapplied permanent adhesive sirip; corners are held securely together with lock fasteners that snaf into pre-cut slots.

TheBrush Off

Eight new floor, garage and street brooms have been introduced bv

Poly street brooms, 14" and,- 16" 11 lglgth, use five rows of heavy-fill flexible brown polypropylene wiitr 6- y.4" -lr.i.m for he_avy dury clean-up. The 14" and 16" models in natural African bass fiber are also for more powerful sweeping

Distance In An lnstant

A new electronic measuring device from ETEC is held against a wall and, with the push of a button, instantly displays the distance to the opposite wall in feet and inches.

Powered by a 9 volt battery, Mea-

Lathed of genuine Ozark red cedar, six eggs are packaged in an egg carton with a full color label.

One or two eggs in a drawer. bag or box reportedly will keep moth; away lrom sweaters, furs and other woolen items. Their beautiful wood grain also makes them handsome decorative items.

To renew the active odor. the eggs can.be lightly sanded with very Ilne sandpaper.

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

Hides Under Coverings

A repapering primer that hides old wallpaper and promotes adhesion hasbeen introduced by Zinsser.

Working On Scale

An adjustable kitchen scale which can be reset to zero is now available from M.D. Products.

Sheildz, a white pigmented, water-based pre-wallcovering primer, avoids stripping of the old paper, prevents pattern from showing through and promotes adherence by the new paper.

No sizing step is needed and reportedly any type wallcovering can be applied over the coating with any adhesive, without bubbles, seam splits, edge curling or gapping at top or bottom. Walls dry ready for paper hanging in two hours.

Able to weigh from l/2 oz. to 4 lbs. in U.S. and metric, the scale stands 5" high x 5-3/4" across and is made of heavy gauge tan and brown plastic.

A bowl which sits on top of the scale can be removed to weigh oversized packages or flipped over for compact storage.

StainedGlass Enclosures

Leaded stained glass enclosures for showers and tubs are new from Efron America.

Features include tempered safety glass and strong brilliant hues said not to fade or peel.

The complete line contains 19 graphics outlined in genuine lead.

Interlocking Insulation

An extremely low density rigid foam insulating sheathing is now offered in both straight edge and a new tongue and groove configuration by UC Industries.

Tongue and groove edges minimize air infiltration and permit end joints between studs.

Foamular Insulatine Sheathins

LDA (15 psi minimuri) comes ii lightweight 1" thick durable panels, 4 ft. wide x 8 ft. long, for quick installation without foil-facine.

The product also claiml good impact and moisture resistance.

ShockTreatment

A replacement outlet from Home Electrician protects the user and power source by automatically cutting the current supply to appliances and tools in the event of short circuit or exposure to liquids.

Shock Gard Ground Fault Cir-

cuit Interrupter, said to fit any standard outlet box. can be installed with no need for extension rines.

Magnetized Plumbing

A magnetic water conditioner which naturally softens and neutralizes hard and acid water silently, continuously, automatically and permanently is new fromthe Magnetizer Group.

The product comes in bubble pack printed with directions and suggestions for use, ready for hanging display.

Affixed in about five minutes to pipes, the devices are said to clarify bad tasting water within several days, reduce salt deposits and corrosion, stop copper leaching, and remove green stains, scale and calcium deposits.

The conditioners are desisned to restore efficiency in faucets, ipigots, shower heads, hot water heating outlets, toilets and swimming pools.

SewerSecurity

A sewer drain alarm system from Cardinal Industries provides early warning of a mainline clog before it backs up through the drain.

Tiled In The Rough

Extruded Olde Towne quarry and brick tiles from Summitville provide a rugged surface for indoor and outdoor installations.

Reportedly installed with simple hand tools in less than an hour, the system replaces the basement sewur cleanout plug in the main line. A separate alarm bell can be placed anywhere in the building.

Gloset Sauna

A new sauna from Viking Leisure Products is actually a door that contains the heater, controls, light and a special Vent-Window to help turn a closet into a home sauna.

Reportedly all that is needed is the door, a standard 20 amp, 120 volt outlet,and a closet insulatedand lined with redwood, plus,perhaps, a bench.

Modular, pre-built saunas, are shipped with pre-cut, kiln-dried redwood. benches, door and carpeting.

The7/2" thick quarry and l" brick tiles come in a smooth orwire cut surface in sizes 3'7 /8" x 8" and 8" x 8". Sizes 3-518" x 7'7/8" and 7 -7 /8"x 7 -7 /8" and dove tail back may be special ordered.

The eight colors in the line are available in plain or flashed color ranges which include ironsPot and fire flashed blends.

Rufce;wriap"

Warm AndAttached

A new clip-on heater from patton Electric Co. conveniently clips on anywhere to accurately direct hot or cool air for maximum comfort.

spring clip holds the unit securely, while allowing tilting and 360" swivelins.

Watertight Weatherstripping

A residential perimeter door weathersealing system specially designed to prevent water and air infiltration has been introduced bv Profile Extrusions Co.

The Arloc-HP system is fast and easily applied, using weatherstrip gaske-ts featuring rigid barbed legs with flexible friction wedges that aie inserted intothe kerf. The door sweep can be attached with staples, nails or screws.

The weatherstripping is made of a composite thermoplastic elastomer with a thermally fused slip coating and can be used with wood or steel door systems.

A three position, comfort touch control provides instant personal cooling or heating. A heavy duty

TIMBER SIZER PRE-EABRICATION

The system consists of a jamb and header weatherstrip plus a door bottom sweep. Two styles of weatherstrip are available for 2-l/8" and 1-7 /8" rabbets.

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

TIMBERS

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

Bracrrt Internationd

Drawer 4779, Arcata, Ca. 95521 7O7-822-3648

Gustorrp Milti4Q $pec'ialists

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

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

September 1987

Make aClean Break

A 16 oz. wide-bit mason's hammer with a l-3/4" -wide cutting bit is new from Plumb.

The flat radius end panels are ideal for kitchen or vanity cabinet side/corners. armoirs. home entertainment centers and counter toPs with splash backing. They are sized 25-l/2" wide x 84-l/2" longx 3/4" thick, available in 3", 4" and 6" end radii.

and art galleries are now available from Lightolier for home use.

The 75-watt Super Beamer features a unique adjustable beam spread. By turning a knob behind the fixture, the light can be expanded to illuminate large objects or tightened to focus on smaller objects.

Designed to make clean breaks on the new style "queen" or "kingsized" bricks and cinder blocks, the hammer is made of high-strength steel, double heat treated to build in the toughness necessary to withstand impact.

A 10-1/2" high-grade hickorY handle is bonded to the hammer head, which is finished in a durable black enamel paint.

Paneled WithA Curve

A set of radius end panels and a new quarter round section have been added to Roberts Plywood Co.'s line of curved plywood sections.

The extra thick, 4" x 96" x 7-l/2" wide quarter round section allows use as a corner support in constructing all types of kitchen and bath cabinetry, particularly parson's tables.

Sweet Beams

Two new low voltage track lighting fixtures which simulate the highly dramatic lighting of museums

The compact 5O-watt Mini Beamer offers a fixed, narrow beam Pattern, with the same reflector design and built-in lens cap to avoid glare problems.

Both models come in matte black or matte white finishes.

Kitchen Cabinet Sales Boom

Demand for kitchen cabinets for residential repair and remodeling is expected to increase l2o/o in 1987, according to McGraw-Hill Information Systems Co. Over 20 million cabinets will be used by homeowners this year for repair and remodeling work.

Their studies show a good period for repair and remodeling over the next two years at least, because of a strong housing resale market. More than half of U.S. homeowners will remodel or make repairs during the six-year period following a move to another house, rather than staying put and remodeling their existing homes.

F-orty-seven percent of surveyed consumers who installed kitchen cabinets indicated that they replaced existing cabinets; 42% used cabinets as part of a largeremodeling job; and l1 o/o added a new kitchen.

A strong do-it-yourself market was apparent. F-ifty-five percent of the homeowners surveyed installed their own cabinets. In over half the jobs, cabinets were purchased from

kitchen cabinet specialists. In 280h of' the jobs they were bought from retail stores.

The survey showed a slight edge to sales of cabinets selected from stock cabinets in a store display or catalog (5401t), compared with cabinets custom made to the homeowner's specifications (46%)

The popularity of solid wood doors for kitchen and vanity cabinets is indicated by forecasts that solid wood doors will have a 700/o market share in 1987. Doors made of laminates such as wood veneers and plastic account for the other 30%.

Of the do-it-yourself consumers surveyed, 500/o indicated they spent less than $1,000 for the cabinets they purchased, and 460/o paid between $1,000 and $4,000. The average cost of cabinets, without installation charge, was $1,290.

Do-it-yourselfers buy fewer cabinets and pay less for their cabinets than consumers who hire professional remodelers. As a result, fewer cabinets in total are sold to do-ityourselfers than are sold to professional cabinet installers.

The Merchant Magazine

Many of the consumers surveyed purchased countertops, appliances, flooring and other products as apart of their kitchen remodeling project. The average cost of cabinets, installation and other product purchases was $6,440. Thirty-four percent paid less than $3,000, 430/o paid $3,000 to $8,000, and 230/o over $8,000.

A modest decline is indicated in cabinet demand for new construction. Forecasts are for a demand of 23.9 million kitchen and vanity cabinets in 1987. Lower housing starts in 1987are blamed. Mobile homes are expected to add 1.8 million, and repair/remodeling 20.5 million, for a total annual cabinet demand of 46.2 million units.

Slow Sales Ahead For Retail

During the second half of 1987, durable goods retailers are expected to post their first inflation-adjusted sales decline since 1982. By the fourth quarter of this year, James Newton, president of Economic Perspectives, Inc., projects that total

September 1987

retail sales will grow by just under 4% over the level achieved during 1986. Not only does this current dollar growth rate compare poorly with the 6.10/o 4th quarter rise of last year, but it is even worse after adjusting for inflation. During thefinal three months of 1986, retail Price increases amounted to an almost nonexistent 0.4010. During the fourth quarter of this year, the retail inflation rate forecast will stand at about 4ol0. When combined with the current dollar growth rate of just under 4010, it means that retailers will see a very slight drop in their constant dollar sales performance during the 1987 Christmas season.

Also hurting the possibility of a significantly more Profitable Christmas this year is the emergence of what Newton terms SuPPIY-fush Retailing. According to Newton, this represents the antithesis of the "demand-pull inflation" exPerienced during much of the 1970s bY retailers, that is, "too much money chasing too few goods." In contrast, the remainder of this decade will be characterized by Supply-Push Retaillng which can be summarized as

"too much selling space chasing too few customers." Thus, the over-supply of retail selling space will have the effect of pushing down the prices (and resulting profitability) which retailers canexpect. This trend " ' is a long run problem for the retail industry ." saysNewton, " but is one which can be partially offset by the more productive use of facilities, people, and inventories."

In an initial look at the Year 1988 for retailers, he believes that 1988 will start off strongly, but that the blossom will quickly fade. Shortly thereafter, "... the underlYing weakness of the retail sector will become apparent." One reason for this is that during 1988, consumers and retailers will begin to feel the effects of last year's tax law changes.

Home CenterShow Lineup

"Identifying Your ComPetitive Advantage" has been selected as the theme of next year's National Home Center Show, March l3-16, at Chicago's McCormick Place East & North.

Bill Fishman, director of the

Order nou, from Higgins Lumber inventory. We deliver in days, not weehs.

SOLID AMERICAN BLACK WALNUT T&G FLOORING

Get your share of the high-profit holiday renovating/remodeling business with our newly inventoried 3/q" x 2rA" Walnut flooring'

Only solid, steamed, Black Walnut lJuglans nigra) lum-ber is used for this beautiful flooring' Available from stock. No more 6-8 week delivery schedules.

lMeets or exceeds same standards as set by N ational Oak Flooring M anufac turing Association )'

show's professional Programming, said that "our 1988 theme will promote the concept that show products and information can help retailers find their own special comPetitive niche in the marketPlace."

There will be new Professional programs running concurrentlY on Sunday, MondaY, and TuesdaY, dealing with operations and merchandising, CEOs and top management, human resources, and general interest topics. A new multi-media event, the National Home Center Show "Great Encounter," starring Notre Dame football coach Lou Holtz, will replace the show's traditional opening general session on Monday morning.

The annual National Home Center Show, produced bY Vance Publishing Corporation, is the world's largest exhibition of products, services and ideas for the $68 billion home center/home imProvement industry.

The four-day event is structured specifically to meet the specialized needs of home center and do-ityourself product retailers, their wholesalers and suPPliers.

gwnlUlnlpaaleLunbu

Growing Fused Panel Use

The use of thermoset decorative panels, labeled permalam panels by the American Laminators Association, is rapidly expanding in the marketplace for both vertical and horizontal surfaces.

The thermally fused panels are flat pressed from a thermoset polyester or melamine resin-impregnated web, then bonded under heat and pressure to panel substrates such as particleboard or medium density fiberboard. The pre-bonding eliminates later bonding of the laminates and backer sheets to asubstrate.

Permalam panels meet high ALA standards for strength, stiffness, impact resistance, wear, scuff, staining, cleanability, fading, temperature, radiant heat, boiling and durability.

The panels' popularity parallels the trend toward solid colors. While the use of solid color laminates has increased from 400/o in five years to over 50%, some permalam manufacturers report as high as 80% of production is in solid colors.

In Europe, producers reportedly use decorative panels for 90% of vertical surfaces, according to an ALA spokesman.

Close Grain Hardwoods Up

Close grain woods including Northwest alder, maple and birch gained slightly at the summer furniture markets in Dallas, Tx., San Francisco, Ca., and Atlanta, Ga. Their 3.80/o for alder and 2.60/o for maple/birch confirmed the trend to a more refined grain pattern. Oak and pine dropped slightly with pine at 8o/o of the total showroom presentations. Strong figured woods accounted for 44.50/o of the market, down slightly from 44.8% last January. Oak dropped to 34.30/o from 35.50/0.

The slight drop in the dominance of oakand pine was, in part, taken up by increased use of ash and elm, according to Arnold B. Curtis, president of Northwest Hardwoods, a division of Weyerhaeuser Co.

Rll{Glllc l1{ Tl|E l{EW: North American Wholesale Lumber Association executive vic_e president H.M. "Pete" Niebling (left) rings the ,,trading bell" at th€ Chicago Mercantile Exchange to signal ilie first day foi trading of lumber futures options. Exchange president Wi[liam Brodsky (right) calls 0n a guest bellringer whenever a new trading pit rs 00ene0.

Gregory Open House

ln USTOHAERS and suppliers got a Vpeek inside Gregory Forest Products, Fontana, Ca., as the remanufacturing plant/distribution center celebrated its first birthday with a festive open house.

About 100 guests attended, including sales people from as far away as Boise Cascade's ldaho offrce, visitors from around California, and principals from Gregory's headquarters in Glendale, Or.: president Bill Gregory, vice president of finance Rick Snyder, and marketing manager John T. Cole.

Cole arranged the open house with assistance from Gregory's Kathy Rector. Entertainment was provided by a country and blue grass band.

The event also presented an oPportunity to meet new employees at the Fontana facility, including outside salesman Bill Johnson, inside salesmanRuss Leland, and salesman Brad Mehl, who joins the firm this month.

Mehl, a recent Oregon State University graduate, represents the fourth generation of his family that has worked in the lumber industrY.

The Fontana DC now emPloYs a staff of 26, continuing to exPand the business Gregory purchased from Canfor U.S.A. Corp. last Year, according to manager Hank NeelY.

In addition to the five acre yard, Gregory also owns mills in Glendale, Or., and Klamath Falls, Or.

Old Grorrrth Douglas Fir Green, Rough or Sultaced

Sales - Bob Norton

Phone: (5031874-2236

P.O. Box 7

Riddle, Oregon 97469

GREG(IRY F0REST Products 00en house host lll Bill Gregory. (21 Nancy Tarascio, Brad Mehl, Russ Leland. l3l Gregory executive

John Cole. l4l Jim Sterrett, Bud Filler. l5l Rick Snyder, Robert Edwards. 16l Carl Stokstill.

More Plastic Materials

Building materials of the future will use more and more engineering thermoplastics, materials already used in industrial and commercial construction, primarily in glazing applications.

"ln the near future the home building market will see a dramatic increase in the use of performance plastics. There will be growth in current home applications such as electrical systems, skylights, heating and air conditioning systems, lighting fixtures and the like," forecasts Charles Crew of General Electric's Plastics Groups.

The performance capabilities of high strength thermoplastic matr:rials and composite structures will enable plastics to replace wood, concrete and other traditional building materials in such applications as walls, floors and structural elements, according to Crew.

GE anticipates a shift away from on-site construction of homes to factory built homes or home sub-assemblies. The importance of factorybuilt homes will increase because they will be able to consistently meet

the strict building codes which GE expects in the future. Other future trends noted include preference for single-family, detached homes and smaller overall floorspace with kitchens opening into living areas and bedrooms into bathrooms.

General Electric Plastics plans to construct a model house next year which will function as a living laboratory to demonstrate the use of engineering plastics.

Weyerhaeuser/Fiberglas Pact

Weyerhaeuser Co. has become the only national stocking wholesaler of Owens-Corning Fiberglas insulation.

Nearly all of Weyerhaeuser's 60 Customer Service Centers nationwide will now carry the product. "This is a win for both companies," said Lou Imhof, director of purchasing for Weyerhaeuser's Building Products Group. "We gain the drawing power of Owens-Corning's name. They gain access to a broad customer base nationwide. "

"We're gaining an added-value

The Merchant Magazlne product with tremendous name recognition," adds Herb Winward, vice president/Western Region Sales and Marketing, Building Products Group. "This is the first outsidepurchased product we've carried nationally that has the advantage of instant name recognition by consumers."

Natl. Forest Products Week

President Ronald Reagan hasdeclared Oct. l9-23 as National Forest Products Week 1987, marking the industry's annual opportunity to promote good forest management and illustrate to consumers the link between the products they use each day and our forest resources.

A promotional media kit, also touting the importance of a healthy forestry sector, includes releases, background information, a lumber retailer's contest, and a special edition of the American Forest Council's magazine Green America, and is available by calling John Kaufman at Q02) 463-2467.

New Energy Regs lmpact Sales

A nationwide effort to upgrade energy standards is having a major impact on sales ol'certain building prodUCtS.

New restrictions on the energy-efficiency of windows has boosted sales of quality thermal units. Builders and building owners/managers who might have sought the most inexpensive products in the past now are specifying more thermalll' ef ficient units.

"Traditionally, many builders looked at windows as one good place to cut construction costs," notes Ross l)eMeritt. director of marketing at Vinyl Building Products. Inc. "Now with many of the codes being enacted regionally, they can no longer put in anything they wantmost often low thermal grade metal windows."

The energy conservation programs are often spurred by utility companies that do not want to build new plants to support excess consumption. The Northwest Power Planning Council, which has advisory jurisdiction over most of Oregon, WashingtonState and other parts of the northwest, for example, has also instituted guidelines to stem the growth ol power consumption in their area. One major element is higher window performance standards.

Says DeMeritt, "The energy codes are good news because people end up benefiting from lower utility rates. more comfortable building interiors, and a cleaner environment."

Building ls No. 1 Gopper User

Building construction continued itsdominance of copperend use markets in 1986, increasing its share by 2.501, to 40.60i of all copper metal shipments.

Construction, including building wiring. used 2,57'1 lbs. of copper last year, followed by clectrical and electronic products (23.1t1, share) and industrial machinery and equipment ( I 3 .9(1,)

()llER 0tlE MlLLl0N board feet of pressure treated wood is being used to rehabilitate the Port of Seattle's Pier 90, replacing decking, piling and stringers in the 2350 {t. long by 309 ft. wide structure The 44-yearold Iier is being expanded and strengthened to accommodate increasing automobile and fruit shipments.

Displays Increase Profits

(Corttittued from page 12)

offered by rack systems. "Racks have a greater capacity," says Bob Ikola, Sammons Storage Systems, Lynwood, Ca. "They give you wider areas to display merchandise. Whereas a conventional gondolatype display willaccommodate 3 to 4 ft. of product, a pallet on a rack can hold 8 to 10 ft., depending on the type of merchandise and its weight."

Whichevermethod dealers

choose to present their products, they must remember that how they sell canbe as important as what they sell. Says Joe Korman, Handy Store Fixtures, Newark, N.Y., "lf you don't merchandise your product, you're wasting your space."

Dealers' Contractor Workshop

A workshop to help retailers better serve their remodeling contractor customers and ultimately build business for the store has been developed by Owens-Corning Fiberglas.

Snider Lumber Products Go.

The Merchant Magazlne

"The workshop helps contractors take advantage ofa growing remodeling market," says Thomas Seymour, marketing manager of Owens-Corning's Retail Insulation Division. "While it specifically helps them market energy efliciency, it also sharpens their skills in areas from motivation to marketing."

Video and slide presentations are combined with workbooks and reading materials to teach contractors professionalism in customer relations, installation, and business management.

Shedding light on

the Ghost of the Forest

I T IS KNOWN as "The Ghost of I the Forest." After shedding its outer bark in irregular patches during the late fall, the tree maY stand out in the forest on a dark winter night due to the stark white expanses of its smooth inner bark.

This shedding tree is sYcamore (Platanus occidentalis), an abundant hardwood used primarily to manufacture furniture and furniture parts. The wood is claimed to possess selflubricating properties and, as such, has been used for years in the construction of drawer slides. It somewhat resembles the more costlY maple and birch, resulting in its use as a substitute for or a comPlement to these hardwoods in millwork and cabinetry.

Sycamore has also been used for paneling, interior trim, slackcooperage, flooring, handles, butcher blocks, novelties and accessories, while the lower grades go into shipping containers.

The tree features a thin, scaly, brown bark on the lower Part of the trunk and very thin greenish bark on the upper trunk and limbs. During the autumn, this upPer bark will shed, exposing bare areas of white or pale green inner bark, which becomes darker come the following summer.

The tree grows throughout almost every state east of the Great Plains, except for Minnesota and the northernmost areas of Wisconsin, Michigan and Maine. But it is most abundant in the moist Deep South. SYca-

more is seldom seen in dry areas, though plentiful in the rich soil along the borders of streams and lakes. One reason sycamore has become so abundant is its expansive method of dissemination. The sycamore fruit is a round, closely-pressed ball about one inch in diameter, made up of thousands of tiny individual seeds attached to a three to six inch stem. When dry, the seeds will blow for long distances in the wind and, being very light, will also float on water.

Story at a Glance

Sycamore can substitute for maple, birch . . Plentiful in the Southern states... inexPensive, lots of untaPPed Potential.

season. and plain-sawn stock, if placed under adverse moisture conditions, may be subject to slight movement due to its interlocking grain. In addition, it is not considered durable under conditions favorable to decay.

Still, many consider the finished surface of true quarter-sawn sycamore to be unsurPassed in sheer natural beauty. Its subtle wood is pinkish to flesh color, the heartwood several shades darker than the sapwood. When quartered, sycamore will resist warping, cupping, splitting and shrinkage.

The fine grain wood is moderatelY heavy, hard, stiff, strong and shock resistant, displaying intermediate nail-holding capabilities. It turns well on the lathe and has good bending qualities. Sycamore must be surfaced with a high-speed cutter, since low speeds may chip the wood. Its grain is rather fine and subdued.

American sycamore, also known as planetree, buttonball or buttonwood, is the only sycamore found in the eastern United States. Two others (California sycamore and Arizona sycamore) are native to the West, although theY are both commercially unimportant.

Yet sycamore's growth well exceeds its cut. The wood is diffrcult to

The tree does hold one distinction among its peers: sycamore trees have grown to greater uniform diameters than any other hardwood in the North American forest. Trees have beenreported with trunks more than 10 feet wide, consistent for their entire height of 130 to 140 feet. Still, this is the exception. Most felled logs will measure between 16 and 30 inches in diameter at the small end.

Sycamore is a neglected hardwood. readily available as lumber and veneer and comparatively quite inexpensive. Its uses are many, but its potential has yet to be taPPed.

PowerToolsOf The Trade

A 24-p. pneumatic power tool catalog is free from Nitto Kohki U.S.A.. lnc.. 808-C N. Central Ave., Wood Dale, ll. 601 91.

See Saw Sales

A saw blade and related products catalog is free from American Saw & Mfg. Co., by calling(800) 628-3030.

Silent Walking Floors

"The Mystery of the Squeaky Floor," a brochure on a new floor system, is free from Trus Joist Corp., Box 60, Boise,1d.83707.

Look Into Sunrooms

A 4-p. screen room booklet is free from Alcan Building Products, Box 1100. Warren. Oh. 44482.

Pine Span Tables

The 12-p. "Southern Pine Maximum Spans for Floor Joists with Heavy Live Loads" is free from Southern Forest Products Association, Box 52468, New Orleans, La.70152.

Gardening By Ear

A multi-volume series of audio-cassette garden guides may be ordered from Garden Way Publishing, Schoolhouse Rd., Pownal, Vt. 05261, or (800) 4415700.

Blueprint For Success

"How to Become a Master Sales Builder," a hardcover guide tomultiplying sales, is $20 from Personal Selling Power, Box 5467, Falmouth Dr., Fredericksburg, Ya.22403.

SaveYour Energy

"A Guide to Superior Energy Efficiency in Homes" is 650 plus a stamped, self-addressed envelope from the Mineral Insulation Manufacturers Association, 1420 King St., Alexandria, Ya.22314.

HardwoodPlywood Reports

Two 22-p. annual statistical reports, on the total U.S. supply of stock panel hardwood plywood and on prefinished wall paneling, are $250 each for nonparticipating Hardwood Plywood Manufacturers Association members and $1000 each to non-members from HPMA, Box 2789, Reston, Ya.22090.

Calling On The West

West Coast lumber mill buyer's guide is free from the West Coast Lumber Inspection Bureau, Box 23145, Portland, Or.91223.

Cement & Plaster Pamphlet

Masonry & cement and drywall & plaster catalogs are free from Hyde Tools, by calling(800) USA-HYDE.

Preserve Us

A preservative and fire-retardant treatment buyer's guide is free from Western Wood Preservers Institute, 5830 Oberlin Dr., San Diego, Ca.92121.

Bright& Contemporary

A 4-p. art deco lighting brochure is free from Aamsco Mfg., Box 15119, Jersey City, N.J. 07305.

A Side Of Redwood

A 6-p. redwood siding brochure is lree from Simpson Timber Co., Box I 169. Arcata. Ca. 95521.

Weathering Hardware

A weather products catalog is free from StanleyHardware, 195 Lake St., NewBritain, Ct. 06050.

Georgia-Pacific Videos

Five different 5-min. continuous loop how-to videotapes for do-it-yourselfers are available from Georgia-Pacific, 133 Peachtree St., N.E., Atlanta, Ga. 30303.

Parquet Attendant

A solid red oak, tongue-and-groove parquet tile stuffer is free from PermaGrain Products, by calling (800) 5485000.

lmproving Orderpicking

A guide to making orderpicking more productive is free from The Raymond Corp., by calling (800) 235-7200.

Veneer Shopping

An expanded 58-p. hardwood plywood and veneer buyer's guide is free from the Hardwood Plywood Manufacturers Association, Box 2789, Reston. Ya.22090.

Directions To The Roof

"A Homeowners Guide to Quality Roohng" is 500 from Asphalt Roofing Manufacturers Association, Box 3248, Grand Central Station, New York, N.Y. 101 63.

Rust Reversal

Converting rust to a non-rusting, paintable protective barrier is described in a free bulletin from Rust-Oleum Corp., l1 Hawthorn Pkwy., Vernon Hills, Il. 60061.

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 Magazine. Many thanks!

The Sales Floor

A hardwood flooring sales training package including two videotapes, five retail salesguides and two installer's handbooks, is available from Bruce HardwoodFloors, 16803 Dallas Pkwy., Dallas, Tx.75248.

September 1987

News Briefs

(('()ntinued front puge 18)

Sauder Industries, Vancouver, Canada. opened its lOth Hardwoods, Inc. branch in the Western U.S. in Orange, Ca.; Steve Palmer, sales mgr., Mike Leach, branch mgr. of' the wholesale distribution yard . .

(-opeland lAholesale ('o. has opened a new distribution branch in Modesto, Ca., the facility is expected to be completed by January, Donn Massett,mgr....

A tunnelfire near Willits, Ca., has halted railroad service between Humboldt County lumber nrillsand the SP railroad terminus at Willits; damage to the 600 ft. tunnel is extensive

A value of $364 million for 26,000 acres of Louisiana- Pat'i/it' timberland taken in 1978 bv the

government to expand Redwood National Park has been confirmed by a San Francisco. Ca., liederal Court; L-Phas made no decision on an appeal

Mottlditrg & Millu'ork, Int'.. Irair Oaks. Ca., is building a new warehouse and office in Vinton (El Paso), Tx.

Wit'kes ('o. rvill split its conrmon stock 1 for 5 this month . . Grossrttutr ls 1lc. is ntaking a public of f'ering of I I nrillion conrnton shares. .

Tru Litte ,lltttttt/ttt'ttrring, lnc., Redntond, Or.. has been acquired by ,lesxtp Door C,,., l)owugiirc. Mi.. lr() Price revealed The Amerit'an Forest Council recognized the Western Timber .1ssot'iation, Sacramento, Ca.. with an award for innovative and effective public comntunications . .

The Perlite Institute, 1nr'. has relocated its headouarters to Chicago. Il., lrom Comnnck. N.Y.. .. Dashwood Industries, Ltd., recently acquired by Trus Joist Corp., Boise, Id., is establishing U.S. tJq in I)etroit. Mi ...

Vacancy r0tes in industrial buildings in the U.S. clinrbed to 6.1(Xr during the quarter ending June 30 economists expect mortgage and other interest rates to trend up during the rest of this year and all of 1988. sales of existing homes in July were up 0.9rh at a seasonally adjusted annual rate of 3.-53 million unlts . .

The l\,/tttional Dt'c'ctrating l)rodtrcrs .;lssociation is markinc its ,10th anniversary . . Llnrtcrground storage tonks for oil products or chemictrls ntay be banned under a new EPA rule.

GIASS!FIED ADVERTISEMENTS

SALES OPPORTUNITY at No. Calif.

wholesale and remanufacturing co. for motivated individual. Excellent commission and benefits. Inquiries held strictly confidential. Please call Mark Sparso at Agwood Mill & Lumber. Ukiah. Ca. (707) 468-5486

HARDWOOD lumber sales. Excellent growth potential. Yard centrally located in developing area. Applicant must have verifiable past sales success. Send resume to Lumber Sales, P.O. box 2637, Capistrano Beach, Ca.92624.

OUTSIDE SALES, Southern California.

Well established. Texas-based lumber & plywood distributor looking for experienced sales representative who has customer following among Southern California's multi-family builders. Excellent opportunity with lucrative commission schedule. Applicant must have experience and be self-motivated. Contact: Frank Parrott, sales manager, Vaughan & Sons, Inc., Austin, Texas: (512) 288-4351

LUMBER PRODUCTS MANAGER

Phoenix wholesale building materials distribution branch has an opening for a lumber products manager. Qualified candidates should have 3-5 years successful experience in managing commodity wood products. Our compensation package includes a competitive salary, generous incentive program, and comprehensive fringe benefit package. If you want to join a team that's going places, please send a letter and resume with salary history in confidence to: Manager, Boise Cascade Wholesale Building Materials, P.O. Box 19009, Phoenix, Az. 85005-9009.

@Boise Cascade corp.

We are an equal opportunity employer. M/F

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $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, 4500 Campus Dr., Suite 480' llervport Beach, Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 852- 1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMP,{NY COPY unless vou have established credit with us.

LUMBER BUYER

Grossman's Warehouse has an opening for a lumber buyer in the Ventura purchasing office. Excellent career opportunity. For information call Joe Vaeth at (805) 658-8015 or send resume in strict confidence to: Ann Smith, Grossman's Warehouse, 6655 Crescenl St., Ventura, Ca.93003.

INDUSTRIAL and specialty trader. Great opportunity in So. Ca. for motivated and aggressive self starter. Come grow with us. We are a mfg.-based wholesaler, offer wide open markets and are backed with sound financing and credit. Generous commission with benefits. We want to be flexible enough to hustle, not to hassle. Oregon Canadian Forest Products of Calif. Call Dennis Richardson. (7 14) 637 -2121.

WHOLESALE LUMBER Specialist looking for youthe experienced, motivated sales person! Growing wholesale lumber operation has a position for you, the self-starting sales person. Excellent benefits and commission salary. Send resume to P.O. Box 2437, Fontana, Ca. 92334-2437. All inquiries strictly confidential.

HYSTER FORKLIFT No.165. Good running condition. Hunter Woodworks, 21038 S. Wilmington Ave.. Carson, Ca. 90?49 (213) ,1 r-rrM

MONTGOMERY Hog Model 42PM 100

H.P. G.E. Motor, Excellent Condition. Located in Rialto, Ca. $15,000. Call Bill Carter (707\ 468-9329.

2 YATES-AMERICAN double surfacers. 30 " wide. Model l?7. Good operating condition. Priced to move. Will deliver in So. Ca. Contact Clint Bower. Mariners Forest Products (714) 751-0800.

36" ROBINSON RESAW for sale. Excellent condition. Includes 10 blades. Excellent saw for moulding products. Will deliver within Southern California area. Contact Clint Bower, Mariners Forest Products, (714) 7510800.

FOR SALE or lease: Dataline Computer Systemall programmed for retail lumber yards. Primo condition, partially still in boxes. lncredible price for state of the art turnkey system. We would cash out for $40,000.00 plus tax or if credit approved, customer can assume balance of rentals. Give us a check lor two payments of $2,475.00 each' totalling $4,950.00 and then l6 remaining payments of $2,475.00. Chuck Thorn or Marie Q13) 947-8742 or (213\ 947-9436.

SURPLUS MACHINERY for sale: SCMI

Model M-3 gang rip saw, 60 HP 12" arbor, carbide blades, new track, good condition. Hermance Model 50 moulder, 12" sq. heads, reconditioned. Challonder Model 820 S double end trim saw, l0 HP motors, 16" blades, good door sizer or pet machine. Contact AllWoods Laminatine, (213) 269-7555.

TWISTED AND WEATHERED

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

GTASSIFIED ADVERTISEMENTS

French manufacturers ofvarnished or pastel colored wall paneling made of French sea-pine are seeking an importer/distributor. Possibility of exclusiveness. A package of samples is available. Societe Industrielle

Gets Results

Building Products Digest takes your adlertising message to retailers and uholesalers in the l3 Southern states.

Buildina -- Products

4500 Campus Dr., suile 480. Newport Beach, Ca. 92660 (7r4) 852-1990

WHY IS IT -' a man wakes up in the morning after slecping under' an advertised blanket on an advertised mattress and pulls ofl advertised pajamas. Takes a bath in an advcrtised tub. shaves u'ith an advertiscd razor. washes rvith an advertised soap, pu ts on advertised clothes. sits dorvn to breakfast of advertised coffee, puts on an advertised hat, rides to his office in an advertised car, writes with an advertised nencil Thcn. he refuscr lo advcilise. saying advertising doesn't pay, and then, if a business isn't good enough to advertise he advcrtises it for sale.

If you believe in irour business and want to build it ADVERTISE.

tACl #t:

IET'S TAI.K FACTS

Cascade Empire is looking for a few special people who already successfully trade Forest Products as office wholesalers and have the facts to back up previous experience.

tACl #2:

We have a few facts of our own. It you trade $150,000 Gross Trading Margin at Cascade, your income would be $55,000. lf that gross was $250,000, your income would be $100,000. In addition, we have benefits which include life, health and dental insurance, disability insurance, 401-k savings program, business expenses paid and incentive travel trips for our lop producers.

FACI #3:

We try to keep it simple. You trade-you earn. You must be experienced in order to respond to this ad, you must have a proven record of top production, integrity and be a team player. We're looking for a perfect match-your skills and our needs.

Our main office is in Portland, Oregon, with a branch in Newport Beach, California.

tACl #lz

We're serious and we hope you are. Reply to me personally and let's talk facts-including the possibility of adding you to the Cascade team.

Ray B. Haroldson President

Cdifornia roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Bcach. 3C Trucking (213) 422U26.

tsUVE N]S' GUIDE

-SOUTIIERN CATIFORNIA- SAN FRANCISCO BAY AREA LOSA]IGELESAREA

J. H. Earter & C0. ..................

Loisiana-Pacilic Coro.

_NOBTHERN Al{D CENTRAL CAUFORNIA_

lnctlt/EulEm/F0f,TUrt

oRAl{GE, B|VEBSIDE & SAN BEF}IARDINO COUNTIES

Psnberlhy Micro Systems ...... petemari tumueibo., tnc .

Prcduct

BUVE RS' GUIDE

PACIFIC NORTHWEST STATES

WASHII{GTON

c0wtttE Vaagen 8ros. Lumber, Inc.

KAIAMA R.S.G Forest Producls

KEI{1rl0Rt

PGL Burldrng Products

GRTITTR STATTI.E/TAC|IIIIA IREA

Ameflcan Plywood Associalron

Beadex l\4anulacluring Co

Erady Inlernational (206) 251'0900

EurnsLumberCo

Georgia-Pacirrc Corp. {Tacoma)

Ge0rgia-Pacific Corp. (Seattle)

Hub Crty Sealtle Termrnals

PGL Buildinq Producls (Auburn)

PGL Burldrng Producls (Bremerton)

PGL Burldrng Producls (i,larysville)

PGL Eurldtng Products {Alaska Div )

LolhLumber.....

lvlcFarland Cascade (ln Wa.) (800) 521-2131

Marlrn Foresl IndustIes

NorthCoasl Bedwood & Cedar Co

Sequoia Supply

Simpson Timbef Co.

Tumac Lumber Co.

Western Turnings & Stair

Weyerhaeuser Co. (Sealtle) :

Weyerhaeuser Co. (Tacoma)

sP0|(A1{E Berger & Co.

Georgia-Pacilic Corp.

PGL Building Producls

WeyerhaeuserCo...... (ln0r,ld,Mt.).......

YA|(ililA

PGL Building Products

OREGON

SOUTHWEST

COLORADO

aRtzol{A

Art Milhaupt, 71, a founding partner of Fremont Forest Products, Whittier, Ca., died July 25, 1987, in Santa Monica, Ca.

His 40 year lumber career in California and Oregon began in 1935 with Hammond Lumber Co., Samoa, Ca. He also worked for Roddiscraft, lnc. of California, was a partner in Dennis Lumber Co., and helped create Fremont in 1958.

After retiring from Fremont and the industry in 1975, he devoted much of his time to the Plato Society, a group he helped to launch

How Much Does lt Take?

Twenty cords of wood, or about 10,000 board feet of lumber, are required to build the average 1800sq. ft. home. Yet one cord (equivalent to a pile of wood 4' x 4' x 8', 80 cu. ft. of wood) will yield:

o 7.5 million toothpicks;

. 1,000 to 2,000 lbs. of paper (depending on the process);

. 942 l-lb. booksl

o 6l ,370 standard No. 10 envelopes,

. 4.384.000 commemorativesize postage stamps;

o 460,000 personal checks;

. 89,870 sheets of letterhead bond paper;

o 1,200 copies of National Geographic;

. 2,700 copies of the average daily paper (35 pgs.);

250 copies of the Sunday New York Times;

o 30 Boston rockers;

o l2 dining room tables (each table seats 8).

which is comprised of retired and semi-retired professionals wishing to study, research and discuss social,ethical and intellectual issues. The Art Milhaupt Fund has been established by the society in recognition of his role in the group.

Mr. Milhaupt is survived by his widow, Dr. Nina Byers, three sisters, three daughters, two sons and many grandchildren.

Charles Henry "Chuck" Noble, founder of Noble Lumber Co., San Rafael, Ca., died of cancer July 31, 1987, in Eugene, Or. He was 76.

Born in Goshen, In., Mr. Noble was graduated from the University of

AD INDtrX

Washington in Seattle in 1928. After working for an East Coast lumber company, he returned West to form his own sawmill business, Trinity Lumber, Alderpoint, Ca. During World War II, he served in North Africa as a lieutenant in the U.S. Navy.

He later worked for Hugh Brady Lumber, Seattle, Wa., and as sales manager at Fairhurst Lumber Co., San Rafael. In 1958 he began Noble Lumber, a wholesale brokerage in San Rafael, six years later adding an office in Eugene, Or. He was active in the firm until February, 1987.

Mr. Noble is survived by his two sons, one daughter, and three grandchildren.