Merchant Magazine - September 1988

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

Since 1922

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The Andersen' roof window.

Not onlyis itcrafted to be the high end ofyour

line, but it's designed to create long lines on your sales floor.

For over 80 years, the Andersennamehasbeen synon).rrnous with beautiful,

quality constructed windows and patio doors.

In fact, research shows that people recognize Andersen 5 to 1 over our closest competitor.

And,like allAndersen windows and patio doors, our roof windows are

ARZONA ARIZONA MILLWORK C0., Phoenix (602) 2il-6104

CALIFORNIA CALtrORNIA BULDERS SUPPLY C0.. $o:amento (916)929-3191 CARROLL MOULDING CO., Huntineton Beach (714)898-0433

MAPLE BROS.. INC.. Brea 013)694-3771 MAPLE BROS.,INC., El Cajon (619 M2-8fl95

meticulously crafted for a long, trouble-free life.

windows contact your nearbv Andersen distributor

Allof whichmeansthat youcanspendmoretime selling more roof windows and less time making good on them.

Formore information about Andersen roof

ffi

MONIANA BOISE CASCADE CORP, Billincs (406)652-3250

LLIMBER YARD SUPPLY C0., INC., Great Falls (406)453-0356

NEWMD(ICO HU"I-IIG SASH & D@R, Albuquerque (505) 823-9300 OREC,ON SAVAGE WHOLESALE BUILDING MA|ERIALS,INC., Beaverton 603) 643-8505

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

cor,oRADo ROCKY MOUNTAIN MILLWORK CORP. Denver (303) 373-0210

SIERRA MILLWORK INC., Salt Lake Ciw (Ul)328-2222

WASHINGTON EXCFIANGE LUMBER CO., INC., Spokane (5@)487-1621

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

SAVAGE WHOLESALE BUILDING MAIERIAIS. INC.. Tacoma QM)83-1727

The Merchant Magazine

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

SEPTEIUIBER 1988

-

VOLUIIIE 67, No. 3

Hus Alaska & Hawaii

Serving 13 Western Stafes

HARDWARE & TOOLS SPECIAL ISSUE

Don't Play Christmas Chicken With Customers Use Showmanship To Premiere New Tool Models The Right Questions Can Help Sell Better Tools Co-ops Make Money, Cut Costs For Dealer Members Part 2: Light Jobs and Sweat Equity Philosophy Fastener Specialists Increase Sales & Profits

Tool Safety ls A Hot Selling Point In Market First Arizona HomeClub Unit Opens In Glendale Distributors Sequoia Supply & Grip-Rite Merge Oak Keeps First Place Despite Summer Slump Young Westerners Club Approves Annual Agenda Blue Lake Completes Mill Modernization Project

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14 16 31

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g2 38 38 39

Editor-Publisher David Cutler Senior Editor Juanita Lovret Assistsnt Editor David Koenig Contributing Editors Dwight Curran, Gage McKinney, Ken Thim Art Director Martha Emery Staff Artist Carmen Wollerman Circulation Lynnette A. Perkins

The Merchant Magazine (USPS 79656O00) is published monthly at 4500 Cam-

pus Dr., Suite ,180, Newport Beach, Ca. 92660, phone (714) 852-19W, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and addi-

tional offices, POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr, Suite 480, Newport Beach, Ca. 92660.

ADVERTISING OFfICES Advertising rates upon request.

I-rom all states east ofthe Rocky Mountains: Contact Jean Waggoner Cogerty, national sales manager. l-'rom Arizona, Nevada and Californra: Contact David Cutler, Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

lrrom washington State, Oregon, Idaho,

Calendar 20 Classified 50

Buyers Guide 52 Advertisers Index 54

Editorial Page 6 Operating Opportunities 30 News Briefs 18 Personals 34 Home Center Merchant 22 New Products 40 LMA News 23 New Literature 4A The Southland 26 Obituaries 54 Northwest News 27 Copyright@ 1988, The Merchant Magazine, lnc. Cover and entire contents are fully protecidd and must not be reproduced in any manner without written permission. The Merchant Magazine assumes no liability for materials furnished to it.

Wyoming, Montana, Utah, Colorado, North-

ern California and Canada: Contact Carole lfolm at (206) 174-3713 or 21819 77th Place

West, Edmonds, wa. 98020.

Change of Address-Send subscription orders and address chanses to Circulation Dept., The Merchant Magazine, 4500 Cam-

pus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $l 1-one year; $17-two years; $22-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35; surface-$30; South America: air-$55; surface-

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& handling.

The Merchant Magazine is an independently owned publication for the retail, wholesale and distribution levels ofthe lumber and home center markets in 13 western states.

6

The Merchant Magazine

fr't

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

-

EDITORIAL

Absolutely the lowest prices in town

DAVID CUTLER editor- publisher

- GUARANTEED!!!

see these kinds of screaming headlines VOU f

In other instances merchandise was always sold at discounted prices. Another allegation was that

government ofl'icials and regulators looked the other way. Only the most flagrant and abusive drew fire. But no more.

Regulators are taking an increasingly tough line about the accuracy of price claims in advertising. Consumer groups monitor prices more

sales advertised as lasting a limited time were actually underway for a far longer period.

In a recent National Advertising Review Board decision in a widely watched case, the board branded some of Montgomery Ward's ads as inaccurate and confusing. Ward has agreed to modify its ads within three months, but Better

in retail advertising all the time. For years consumers took them with a grain of salt as

closely than ever before.

Even retail heavy hitters are not exempt.

Sears, Roebuck & Co., Montgomery Ward & Co. and the J.C. Penny Co. have all been sued recently for "lowest price" claims in their advertising. The May Company of California, for example, recently paid a $295,000 fine after local district attorneys took exception to their advertising, asserting it was misleading consumers. The D.A.s charged that sale items had never been sold for the listed "original price."

Business Bureaus across the country as well as

District Attorneys and other regulators are

expected to crack down hard on all retailers who

mislead buyers. It's not hard to imagine an

ambitious D.A. seeing cases like these as an easy method to gain cheap political capital.

The conclusion is obvious: more than ever before retailers must ensure that the claims they make in their advertising meet the ever stricter rules for price claims.

BLUE I.AKE FOREST PRODUCTS

Skilled Manufacture of Douglas Fir & Hem Fir Timber Into Quality Lumber Products

PAUL TRUEB (7071 822.2995i Fnx #707.822-9414 BLUE LAKE LUMBER SALES 1619 Glendale Drive, Arcata, California 95521

September 1988

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Announcing Sturdi-Wood If vouve ever putin a subfloorvou know

exactlv what we mean about the thrill of p$wobd. Iust how much of this excitement you cantake is cerbinly up toyou.

Buti6 nice to knowthereis a soothing possibly even boring alternative waiting at youl bullclng supply center When property installed, a Sturdi-Wood

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after panel, so vou set all of what vou pav ^ for without knotholes and core vciids.

Tiv Shrdi-Wood onvour nextiob. As with all Weyerhaeuser pioducts wb absolutely guarantee your s atisfaction.

Ficr the distributor nearestyou, call 800-328- 4646o( 520.

Or write Weyerhaeus er Sturdi-Wood, PO. Box 822l,dept 520, Bumsville, MN 55337.Find outwhat life is like without all the excitement.

SturdtWood.T[v ynare alu use it, the befteritlooks.

ditions Tongueandgroovesmadetomeetexactlq. OntOp Of

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Company Sturdi-wood is manufactured in Canada by Pelican SpruceMills, Ltd.

A'Weyerhaeuser J

September

Playing chicken with

,$tild prrces lltITH proper planning ChristlU mas 1988 will be profitable.

That's the message from James Newton, president of Economic Perspectives, Inc., despite a contrary

prediction by some retail analysts.

"While we don't see this year offer-

ing substantial sales growth prospects, we do feel that it will be a more profitable Christmas," he says.

"Through proper planning, retailers should be able to halt the supposedly never-ending game of chicken which

often holds down their profitability prospects."

The game of chicken refers to the theory that consumers have wised up

to the ways of the retail world and will refuse to buy any merchandise that isn't heavily marked down.

"Kind of like a game of chicken between two high schoolers in their cars, with the retailer always being the first to pull offthe road to avoid a head on collision," Newton ex-

sales gains at a time when invento-

ries are expected to be tight and the consumer is no longer cutting back on purchases. As a result, the game of chicken can be avoided through more selective markdowns and retailers can earn a decent profit on what they sell during this Christmas season."

"lt should be pointed out,"

according to Newton, "that one wild card in this outlook remains the pricing decisions made by the retailers. If

prices are raised too much in an attempt to make up for lost time and

the increased costs of doing busi-

ness, consumer resistance could stiffen and the game of chicken could be started all over again. But barring such an occurrence, Christmas 1988 should indeed be a merrv

little affair."

plains.

Home centers are included among the store types which he expects to post favorable sales results compared to the fourth quarter of last year. He projects that total retail sales will increase by better than 5olo compared to the same time last year. After inflation adjustment, this will be a relatively modest 1.5%-

Story at a Glance Inventory, service and price planning can enable a retailer to avoid playing "chicken" with the customer over what to pay for Christmas season merchandise . . . now's the time to get started.

2.00/o sales increase. "While not a

barnburner by any stretch of the imagination, it is far better than the virtual stagnation that was experienced last year in terms of real sales growth," according to Newton.

"And what's even more important is that retailers will be achieving these

ated windows, seasonal endcaps, fes-

tive decorations and Christmas music will add to the spirit.

Next, the retailer can set aside an area for a holiday promotion of ornaments, tree stands, artificial trees, wrapping paper, ribbons, gift boxes and other items needed by his customers. If the store carries toys, a special Santa's workshop section is in order with a real live Santa if possible.

Holiday dress for all departments and lots of ideas for gifts ranging from inexpensive to costly are other requirements. Make it impossible for a customer to leave the store without

getting inspiration for at least one gift.

Instruct sales people to inquire of each customer if they've finished their Christmas shopping and then point out several items appropriate for gifts. Set aside a special night for women shoppers with experts to help them select tools for the men on their lists. Repeat the event for the men, helping them to select aPPliances or houseware items. A special section of low cost stocking stuffers

will help everyone, especially the

children with slim allowances.

A retailer can make his store so festive and his service so impressive

that shoppers forget about Price, comparison shopping and mark downs. Extras such as delivery of large purchases, assemblingtoys and

What can the retailer do to encourage his customers to buy? First, he can make the store as festive and holiday oriented as possible. Decor-

bicycles, gift wrapping, layaway and holding for pick up on Christmas Eve help to mitigate any price difference.

Some imaginative planning will make it a Merry Christmas.

10

The Merchant Magazine

Spotlight on TOOLS I'OOLS are like automobiles, the

I basic model will do the job, but

most people want the one with the extra features.

A dealer who uses this philosophy

to his advantage introduces new

tools after the National Hardware Show with the ballyhoo of a new car dealer unveiling the latest models.

He advertises "they're coming, they're here, they're wonderful,"

and invites everyone to see the marvelous new designs. He stages dem-

mission and a removable, one-hour rechargeable 1 2v battery.

Other new cordless tools include a 9.6 volt jig saw to cut wood, metal and plastic. It comes with a three hour charger. cordless screw driver with a three position, forward/

A

variable speed reversing drill. With a pistol grip, the drill can double as a screw driver. Models for both the do-it-yourselfer and the professional

builder are available.

reverse/off, switch and its own wallhanging charger base has LED lights to show that it is charging. This tool is rated for medium to heavv d-i-v jobs.

onstrations and displays the new technology with showmanship. He makes certain no shopper leaves the store without hearing, seeing and

having an opportunity to "test drive" the merchandise.

Drill With Level

This year he has a wide selection

of power and hand tools plus

accessories to promote. Tool desig-

ners and manufacturers have out-

done themselves, making tools easier to use, more powerful and bet-

ter performing. The aisles of the National Hardware Show were jammed with innovative products. The following sampling gives you an idea

of the exciting new merchandise available.

Cordless Jig Saw

Other new cordless models are a

glue gun center and a glue gun.

Designed for hobbyists and do-ityourselfers, the two state-of-the-art products are both mobile and ver-

Built for professional woodworkers, a new one horsepower plunge router utilizes German engineering with features such as a precision micrometer type depth stop, a cam lock and safety handles.

satile.

Electronic variable speed control

with feedback that maintains the selected speed during cutting are

features of two new jig saws. They also have built-in blade storage compartments.

Cordless Screw Driver

Plunge Router

Cordless tools, especially popular with do-it-yourselfers, continue to

proliferate. Offerings this year include a drywall screw driver with a positive clutch mechanism, a 9.6v motor and a mechanical 2-speed transmission. A new cordless hammer drill offers a high torque DC 12v motor, mechanical two-speed trans-

Electronic Jig Saw

A built-in level allows more accurate drilling with a new 3/8 in.

A new wire wrench has been

designed to eliminate the need for scaffold when installing wire. Using

the tool, an installer can reach up and wrap wires around beams or bar joists from floor level.

11

September 1988 through metal four times faster than

Utilizing ultrasound, a range of

a conventional drill bit and lasts up to seven times longer. Manufactured in three lines for do-it-yourselfers and industrial use, it is extremely

sophisticated electronic measuring instruments are here for home and professional use. Useful for indoor and outdoor measuring, they feature

accurate.

a built-in calculator and multiple

memories. Readings appear on a LCD display.

Wire Wrench Propane or other high tem-

perature fuels power a self-igniting torch which requires no matches or sparklighters. It's intended for brazing and soldering jobs.

Brad Nailer A new 2-7/2" brad nailer is useful

for finish and trim work as well as cabinet assembly. Lightweight and powerful, it has a nose designed to reduce damage to work surfaces.

Personal tools gain new meaning with a grip aid which can be custom molded to the user's hand. Utilizing a high friction material, the product

Cordless Butane-gas-powered Tool

improves the gripping surface, reduces strain and promotes safety.

Self igniting with instant push button ignition, a cordless butanegas-powered tool resembling a large pen can be used as a soldering iron or

hot air gun. The handle contains a three hour supply of fuel with a window gauge.

Self-igniting Torch

A carbide circular saw blade with

a life expectancy 50 times longer

than a steel blade also is new. In two sizes, the blade features 20 tungsten carbide teeth. a 5/8 inch round hole and a universal arbor.

A drill bit developed for use with

cordless drills reportedly drills

Christmas Wrap

Story at a Glance How to use showmanship in merchandising tools . . . latest developments in cordless and electronic products. . . a sam-

pling of National Hardware

Show offerings.

Christmas packaging, while not a technological development, is a An aluminum magnetic level with a lifetime warranty holds fast to ferrous surfaces such as door jams, windows and steel studs.

fresh approach to promoting tools as

gift items. With the holiday season just ahead, it is appropriate to make note of it.

The Merchant ltlagazine

12

Sell more with questions your customer is considering buying a IL EARN why tool and you'll know exactly how to sell it to him.

That's the theory of a dealer who specializes in meeting the needs of the weekend do-it-yourselfer.

Quoting industry statistics, he points out that 700/o of the tool purchases are planned in preparation for doing a project while l0% are bought for an emergency repair or one-time job. The other 200/o are impulse buys instigated by a good point of purchase display or demonstration.

Helping the customer select the right tool, which is often of better quality than he was planning to buy, is based on asking the right questions, our expert says. Sell-

ing up is not his objective although the result is often a bigger ticket sale. The purpose of his questions is to help the customer get the most for his money in both quality and satisfaction.

This dealer has discovered over the years that a customer is willing to pay more for a tool which will meet a specific need or make the job easier to do. Often the

buyer is unfamiliar with the options available. In this case, the knowledgeable salesperson must help him to

find the right tool.

When one of the store's sales people sees a customer looking at tools or is asked where a particular tool is located, he swings into action with a series of questions similar to the following. o What sort of project are you doing? o Do you do a lot of projects like this? . Are you planning more or bigger projects using this tool? . How often will you be using the tool? . Are you familiar with how the tool is used? . Are you looking for any particular features? o Is it a replacement tool? o What don't you like about the tool you are replacing?

o What additional features would vou like?

Story at a Glance Examples of how a dealer has built a reputation as a tool specialist. . . ways to improve tool sales. . . effective selling ap-

proach.

As he gets the answers to these questions, the salesperson begins to zero in on the experience level of the do-it-yourselfer and the quality of tool he will need to achieve satisfaction. If the tool will get little use, he helps the shopper select the best economical consumer tool. If

the d-i-yer is experienced and will be using the tool

heavily, he shows him the advantages of the heavy duty professional tools, pointing out the features that make better quality tools an excellent investment.

When he senses the customer is impressed with the logic of buying better quality, he gives him the opportunity to try the tool out. At this time he again points out the features which make the tool a good investment, allowing the customer to feel for himself the difference in balance, power and ease of use.

Usually the customer sells himself on the higher quality tool. The dealer says they often come back to report on the success ofthe project and tell the salesperson how happy they were with the performance of the tool.

The next time they need a tool, they remember the previous purchase as a satisfying experience.

A dealer can't lose using the question approach, he emphasizes. If you determine the less expensive tool is what the customer needs, he'll be pleased with the price and perceive the store as economical. If the experienced d-i-yer buys the heavy duty professional model and it works well with no problems, he'll perceive the store as offering quality. Both will become loyal customers.

The dealer wins both wavs.

13

September 1988 I I I I I

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HERE does a dealer go to buy tools low in price ?

The ideal price on hardware would naturally come through elimination of the middleman and hardas-nails negotiation. Unfortunately,

for their members, whereas buying

turer's door closed to him.

"We don't sell direct to dealers.

In fact, I don't know any power tool manufacturers that do," says David Tatem, marketing manager for AEG Power Tool Corp. "Here everything

Cameron of Ace Hardware Corp.

"We'd like retailers to buy everything from us, but we can't do anything about that."

Although Central Builders Sup-

the independent dealer will most often find the hardware manufac-

is priced by quantity, and to an

extent everyone in the industry must

buy on the basis of volume."

Story at a Glance With tools Priced bY quantitY

purchased, independents seek co-ops for increased buYing power. . . members Permitted

to shop around . . . Price not the only benefit.

The struggle to maintain indePendence and find a good Price has led more than 20,000 dealers across the country to join buying cooperatives.

The retailers each receive a share in the profits plus the combined buying power of the hundreds to thousands of stores in the grouP. Co-ops claim to have an inherent advantage over buYing groups com-

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groups make money for independent

wholesalers."

Still, many co-op members

achieve the best price on tools by

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plies Co. is one of the smaller co-ops,

it successfully sells the most mer-

chandise per member. It does this by holding operating costs down to I /2 of 10/o of sales. "We are 1 000/o dealerowned," says Brett Pobanz, general manager of the non-profit organization. "Whatever price we negotiate is the price the dealer pays. There is

no up charge."

Other co-ops make up the slack with a more extensive list of extras: lower minimum orders, national ad-

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A co-op also offers the recognition of a chain, providing a respected name and often exclusive products.

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shopping around. "ln some instances, there are local suppliers who can make a special deal," says John

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prised of regional wholesalers. A spokesman for co-op Servistar, formerly American Hardware SuPPIY

private label product will be less expensive," says a Servistar spokesman. "But unlike generic groceries, it's not so much a matter of price.

It's an assurance of a high level of quality, ensuring we specified with the manufacturer a product we'd care to stock."

A co-op's whole reason for being is to get the price down as low as

Co., explains: "Co-oPs make moneY

possible.

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erchant Magazine

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Part ll: Light jobs and

SWEAT EQUITY:

By Wally Lynch Paid Associates

G WEAT EQUITY is the sizzle til emitted by a steak being broiled.

It's the number one benefit accruing to the d-i-y purchaser. It's also the last thing, if ever, mentioned in advertising in our industry.

We are instead driven to beating one another over the head with

projects in 124.4 million homes.

ELECTRICAL: Replaced light fixture/part (l 4.5) ; Installed ceiling fan (12.2); Installed new fixture

price, assortment, quality and guar-

antees ad nauseam. We forget, though we spend millions, to speak to our customers that bit of doggerel every first semester marketing student must memorize.

"To sell Jane Smith what Jane

Smith buys, you've got to see through Jane Smith's eyes".

Memorizing and effectively implementing are quite obviously two different things. This is not a discourse on the differences but rather some observations on opportunity available through using the customer's eyes, ears and needs.

When the Home Center Research

Bureau evaluated some 150 d-i-y projects, they provided a significant view of what Jane Smith sees, hears

and wants. Information from the study centers on the top 50 d-i-y pro-

jects implemented in 352 million homes during the 12 month period examined.

Aside from the staggering number of participants, the study concluded, among other things: That less than 250/o of the projects were done by professionals.

Installed floor tile (3.5); Installed sheet vinyl flooring (3.5); Resurfaced a driveway (2.9). Total: 13

The main reason for using the tradesmen was lack of proper tools.

The top 50 tasks were considered to be "light jobs" defined as doable in a weekend.

The d-i-y customer wants personal and individual helpful project advice.

The marketing implications generated by such data are enormous.

For ease of use, let's classify these projects by retail department. You

may classify differently than shown, but the intent will be evident.

PAINT & DECOR: Painted a room (26.7 million homes); In-

stalled shades/blinds (17.4); Wallpapered (12.8); Caulked around windows (11.0); Installed carpet & pad (9.9); Painted entire exterior trim (9.3); Painted entire exterior

(7.0); Set up R-T-A fulniture (7.0); Refinished furniture (7.0);

Painted interior trim (6.4):

(8.7); Installed electrical outlet (8.7); Installed fan light kit (7.5); Added electrical wiring (7.0); Installed room A/C (5.2); Installed washer/dryer (5.2); Installed dimmer switch (3.5); Installed shop light (3.5); Added circuit breaker (3.5). Total: l1 projects in 81.2 million homes.

PLUMBING: Replaced toilet seat (12.8); Replaced sink faucet (9.9); Installed towel barlhooks (7.5); Installed shower head (6.4); Installed sink (3.5); Replaced water heater (3.5); Installed water heater (2.9). Total: 7 projects in 46.5 million homes, HARDWARE AND TOOLS: Replaced lockset (8.7); Weatherstripped doors/windows (7.5); Installed smoke detector (7.0); Replaced glass in window (5.8); Added dead bolt lock (5.2); Mounted mail box (5.2); Installed closet shelves (4.6); Put lockset on new door (3.5); Installed garage door opener (2.9). Total: 9 projects

in 50.4 million homes.

LUMBER AND BUILDING

MATERIALS: Installed screen door (5.8); Parched roof (5.8):

Excluslve sales Agent tor Fontdna wood preserurng, Inc.

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WnoLESALE

Lu*BERrNc

Gene Pietilc Chuck Swcn Mike Logsdon

TREATEO PROOUCTS LUMBER & TIMBERS & PILING

P.O. Box 1070 f5500 Valencia Avenue Fontana, Calilornia 92335 Phone (714) 350-1214

15

September 1988 Installed moulding (5.8); Installed rain gutter (5.2); Re-roofed entire home (5.2); Added shelving (4.6);

Replaced entry door @.O; Installed paneling (a.6); Replaced window (4.6); Built a wood deck (3.5). Total: l0 projects in 49.7 million homes.

In addition to these top 50 projects completed in some 352.2 million homes, a special identification was generated for the lawn and garden department. Projects completed in order of rank were planted

flowers Q9.2 million homes);

planted vegetables (J9.2); planted shrubbery (12.8); re-seeded exist-

ing lawn (9.9); created a new

In addition, there are five sea-

What does Sweat Equity have to do with all this? It's the benefit the customer seeks! How do you make the steak sizzle? THINK!

352.2 million homes all year round plus another 79.2 million homes seasonally through lawn and garden.

issues are magnified by good, bet-

endless and in total they reach

Story at a Glance How to get the sizzle out of "sweat equity" . . . ways to relate top d-i-y projects to advertising, promotion, merchandising .

garden (8.1). The total was 5 projects in 79.2 million homes.

Technically, planting flowers at 29.2 million homes makes this the number one d-i-y project around.

To old pros and neophytes in the retail advertising business, as well as everyone in between this study provides the data to zero in on

communications to customers as

never before. First, think about issues. There are 50 top jobs requir-

ing installation services, materials, how-to advice and tools.

work with customer's installer.

sonal lawn and garden top jobs requiring installation services, materials, how-to advice and tools. The options and possibilities are almost

The opportunities to exploit 55

ter, best, making 165 issues; by three types of tool kits, making 495 issues, and by three kinds of helpful advice, making 1485 issues.

If you are a retailer using print media in your advertising it is hard to conceive of an ad being developed without major representation from these 50 top plus 5 projects.

Whether you advertise or not, Sweat Equity can be exploited by

THINK ASSORTMENT: good,

promoting these issues on endcaps.

The options are almost endless, but their worth is in telling the cus-

starter, advanced amateur and professional sets. THINK HELPFUL ADVICE: manufacturer-furnished

some planning, some digging and coordination. The benefits of Sweat Equity will come out of the closet

better, best. THINK TOOLS:

tomer about them. This requires

installation instructions, specially

and

printed step by step instructions, an

THINK INSTALLATION: store

account and on the bottom line of your P & L. Benefits will no longer be implied while the'price wars go on,

shoos will install. the store will

eyes, ears and purse.

experienced staff to advise the customer every step of the way. craftsmen will install it, associated

ffililfi 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 work with either hand or machine tools. Aspen has good

hole up in your bank

but will be directed into Jane's

goilMnl W Inlpaalp Lunbp,t Hem-Fir Hemlock Douglas Fir

GREEN or DRY . DIRECT MILL SHIPMENTS . LCL . CARGO .

RAIL o TRUCK & TRAILER o )RESSURE TREATED LUMBER

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

DUTE GIIY I.UMBER COMPAIIY, It{C.

(505) 842-6000 P.O. Box 25807 Albuquerque, NM 87125

The Merchant Magazine

Fastener specialists nail down more money nails and simply sell the customer galvanized box nails for his expensive deck project is selling yourself and the customer short," says Roelif M. Loveland at the Maze Nails division of W. H. Maze Co. PECIALIZE in quality fasteners.

Build an image of having the right fastener for every project. Earn the reputation of being a fastener expert and providing excellent service.

Follow this advice and you will find your sales and profit increasing.

Although both bright and galvanized nails are often loss leaders or low margin products, specialty fasteners have higher margins. The difference

His company produces several visual aids for dealers including a chart which shows recommended sizes, types of shank and points and applications for a wide range of interior and exterior nails. They also distribute a chart identifying 36 different nails.

Although there are more than 120

kinds of nails available, manufacturers continue to develop better performing specialty nails. One of the latest available utilizes a ring

will soon show up on your gross

shank with an octagon shape factory

profits.

Specialty nails should always be recommended with premium products such as cedar and redwood siding or treated lumber. Nails designed for use with products such as these will give the customer more satisfaction as well as making more money for the dealer.

Faced with the option of rust stains on an expensive deck or the security of using hot-dipped, zinccoated nails on pressure treated wood, the customer will gladly pay a little more for nails recommended by pressure treaters. The dealer who doesn't stock the special nails or take the time to explain the difference

fitted polyethylene cap. This nail is designed to be used with materials such as foam sheathing, vapor barriers, house-wrap and roofing felt where prevention of rips, punctures, pull throughs and blow offs is desir-

will lose the extra profit and a

customer when the cheap nails fail.

"To overlook the sale of specialty

able.

projects. Specialty fasteners extend

beyond nails to screws, bolts and

masonry anchors as well as a variety

of connectors, joist hangers and similar products. Each is designed to be used in special circumstances.

Although fasteners originally

came in bulk or kegs, a variety of packages are now offered to help a

dealer organize a fastener department. Boxes sized by weight, buckets and cartons with drawerlike

openings can be shelved easily.

Individual drawers or revolving racks with small bins can keep items sold individually in order.

Story at a Glance

Suggestions for increasing gross profit by selling higher

margin specialty fasteners . . . point of purchase aids available. . . ways to educate the sales staff.

In addition to stocking an inventory of specialty fasteners, the dealer

must teach his sales people to recommend the proper fasteners. In

addition to materials supplied by manufacturers, educational materials and home study courses available from the National Retail Hardware Association can be used to do this.

Point of purchase posters and product literature can be helpful in explaining to a customer the need for using special fasteners for various

Regardless of how fasteners are packaged or displayed, order and identification are key words. Picture or silhouette identifications as well as labels must be part of the self service display system. In addition, a system

must be established for sales people

to package and price purchases of individual fasteners or for cashiers to determine the price at the register.

September 1988

17

As an indcpendent building ntatcrials dcllcr. \0u ntust rcrnain compctitivc. Vlu can't aftord to pa\ t()0 tttuch. Nrtr do rou harc a _good reasun to.

Central Buildcrs Supplies Conrpany' is a dealer-ouncd. non-profit bur ing corporati0n that hls hclpcd independents rcnrain compctitivc lirr oler 50 rcars.

Ccntral Builde rs Supphes ot't'crs bur ins po\\r'r tr) its 500-plus dealcr nrcnrbcrship to insurc thc bcst possible

pricc. And rll discounts. rcbatcs. datings and adie rtisrnc tirnds arc passcd track to menrbcrs.

Call Ccntral Builders Supplics. Lclrn ntttrc about uur uniquc sy'stenr that helps \0u t() tcntain c0ntpL'titi\e. And profitablc.

HcridqLnrrtcrs lirr,.\ll ic'd Buildins C'crltcr\.

ll.i llnrldur Street. Sturgis. \lll9()91 6 I 6-65

I ll.i 5

The Merchant Magazine

18

NEWSS BLn1 IEFS

Georgia-Paci/'ic's board has OK'd acquiring Bnrnswick fulp & Puprr Co. including the building products div. . . . Popa & Talbot lic. has acquired Ci-P's convenience products div. . . .

.lames Hardie Building Products, 1nc. is building a $40 million fiber

Prospective buyers were still showing interest in Wickes Cos. at press time, following a buyout offer of $12 a share made by a management group including

Wickes chairman Sanford C.

lJelens, 0r.. is completing a 5,000 sq. ft. addition . . . Tha O'Malley C'o.s.. plans to close

cement products plant in I-ontana, Ca. . . . Gang lVail Structural Framing Products and Panel Clip have formed Lumberlok Co., Hayward,Ca....

Builders Dist'ount will be the anchor tenant in a home improvement shopping center due to open in Valencia, Ca., next

tington Beach, Ca., mfg. plant (see p. 3l for story) . . , Mansion Inclustries has moved into a new 75,000 sq. ft. oflice bldg. in City o{'Industry. Ca. (see p. 31 for

units on Bell Rd.. Phoenix, Az., and one in Tempe, A2....

ldeiser Lot'kwtll close its Hun-

Sigololf . . .

HomeClub has opened a

103,909 sq. ft. warehouse with 9,880 sq. ft. nursery in Glendale, Az. (see p. 3l for story) . . . they also plan a 104,000 sq. ft. Boise,

Id..store...

Builrlers Marketplace Inc. is opening a second location in Boise, fd.... Grossman's in Bakersfield. Ca.. has been renamed HELP Warehouse to reflect a new format of selling heating, electrical, lighting and plumbing. mainly for contractors . . .

Omweg's True Value Home Center, Carpinteria, Co., has been purchased by Jon and Joanne Schoenfeld, f'ormer owners of lhe Santa Barbara Paint Fat:tnry. . . Mountain Building Supplyis the new name for Hoodland Lumber Co. which has been reopened in Wemme, Or., by Renee and Bill Knapp . . .

Spenard Builders Supply, bairbanks, Ak., has bought the inventory and some assets of Fairbanks Lumber .Supply which was closed by owner GeorgiaPaci.fic . . . .Suppl.v One, Hillsboro, Or., is participating in the Hills-

boro Street of l)reams home buildingproject,..

Diamond Lumber Co. has , eopened its retail center in Englewood, Co. . . . Ace' Hardware, St.

year . . Ace Hardware ismoving its Benicia, Ca., warehouse to Rock-

lin, Ca.. next spring . .

.

Woodburn Luntber (ir.. Woodburn, Or., is 60 this year . . ,

Northridge Lumber Co., Northridge, Ca., is celebrating its 50th anniversary with a birthday bash Sept. 24. .

story, . .

.

A $ 1 .02 billion sale of Southern Pacilic Railroad to Rio Grande Induslries Inc., I)enver, Co., parent of The Denver & Rio Grande Western RR.. has been approved by the Interstate Commcr(cC(Dnmission....

.

Ca.flall 8ros., Wilsonville, Or., has formed a fencing specialties

dept., part of its lumber sales div.. Bob lrlint. mgr.. John Field. sales rep. . . . Landucci Industries,

Surrey, 8.C., has sold a third of the company to the East .Asiatic' (b.. Vancouver. B.C. . . .

Hesperia Wholesale, Hesperia, Ca., has moved into larger quarters . . .,Stone Forest lntlustrieshas moved its plywood sales office to Medford, Or. . . . Capiral Developrnent Co. is selling an Orient, Wa., sawmill to Orient Lumber Co., a subsidiary of WTD Industries . . .

ITT Rayonier is seeking a buy-

er for Pen Ply. Port Angeles,

Wa. . . . .Sintpson Timber Co. has acquired 70,000 acres of Tillamook County. Or.. timberlands sold by Times Mirror Co., Los

Angeles, Ca., lor about $32.6 million in a multipart exchange

agreement . .

.

Koppers Co. will sell its Keystane. Environmental Resources, Inc., to Chester Engineers Inc.,

Pittsburgh, Pa.. as the first divestment since the $1.8 billion takeover by Beazer Plc. of (ireat Britain . . .

Schuler Corp." Salem, Or., has retained the Westnnrk Group, Dana Point, Ca., to develop kitchen cabinet sales and service programs for home centers . .

Dal.v's Fine IVood Finishing Prodacls, Seattleo 'Wa., is celebrating its 53rd anniversary . . .

.

Hottsittg slarls inched up 2.40/r, in July (latest figs.) to an annual rate of 1,489,000 units . . . starts of single family units were down 0.8oli; multifamily units rose 18.Toh; building permits fell 5.4il/o . . .

tl'l, u.tt lurtt l() ltrtKc .J)' )

19

September 1988

L*/ne

IHEYCAilHA|EANYffi

IHEYWANI cHaaP

ASTOilGASlI'Sffi

Itdidn'tworkfor Henry Ford, ond itwon'tworkforthe building moterioldeoler. People like lottice ond for o lot of things besides growing beons on. lf you iust corry "borgoin" lotfice, you're losing soles. Tolk with your distributor solesmon* obout....

IAIIICE PROGRATh

A QUATITY

We Also Moke WOODWAY Solid Wood Poneling ond

]ATTICE

In Cedor, Redwood, Douglos Fir, Hemlock, Treoted; Squore & Diomond Potterns, in Two Thicknesses.

rAllclEs Cedor Shingles

Portlond, Oregon

Building.Moteriols; 'Our Distributors: Conosougo River Lumber Co.; Dollos Wholesole; Duke Foresf Products; HolletPlunkett-Webster;

f

ni"inotionol Foper Co.; Logo"n Lumber Co.; Mid-Atlontic Cedor; Noshville Wholesole Moulding;

sequoio supply iNew orleJns); Texos Distributors; Willco Building Moteriols.

TNUND

OLT

We have a large inventory of treated and untreated forest products

Ask about our 5O year treated warranty program

Thunderbolt Sales, Inc. Steve Page Paul Carrol Barry Wadlow

Thunderbolt

Wood Treating, Inc. Roy Liles

Terry Galbraith

,-A ,inn sarrrira TD (w P) TSO (Treating Service ..,nrr,\ Only)

Certified Hammer urt""."o"ttn

I l@ treated Peeled Posts

\r'

TNUND

,LT

P.O. Box B9O, Riverbank, Ca. 95567 FAX 209-869-4663 No. Ca. (8OO) 6r92-s744 So. Ca. (aOOl A26,A7o19 l(2Og) 869-4561

20

The Merchant Magazine il:sit{:ffilt:li$.:lts:tii.}.:t::i.1.$.

MARQUART-WOLFE BER CO. -fr.ot.oot. fozert Pro/tett

GALENDAR

Nof the biggest, but one of the uery best!

We are proud to represent:

Elpr*,**n** @

SEPTEM BER Yakima Co. - Sept. 10-11, market, Convention Center, Yakima, Wa.

Western Wood Products Association-Sept. 10-13, semiannual meeting, Coeur d'Alene, Id. Hoo-Hoo International - Sept. 13-17, annual convention, co-sponsored by the Florida Lumber & Building Material Dealers Association, Marriott Orlando World Center,

Weldwood Chompion

Orlando, Fl. Lumber Association of Southern California - Sept. 14, Second Growth dinner meeting, Hyatt House, City of Commerce, Ca.

National Lawn & Garden Distributors Association - Sept.

L4-17, annual convention, Hyatt Regency Hotel, San Fran-

cisco, Ca.

Lumber Merchants Association of Northern California -

Sept. 14, regional meeting, Fresno, Ca.; Sept. 22, Santa Rosa, Ca.

CLADWOOD.. ...and we will be glad

to assist you with a plywood o Douglas fir a plywood siding o hem-fir o spruce o oriented strand board o mdo concrete form o pine o stress-rated a paneling-hardwoods o roofing-louverboard o treated lumber o cladwood products o timbers o decorative overlays

Marquart-Wolfe Lumber Co. COSTA MESA P.O. Box 11150

CORONA 1450 W. 6th St.

Costa Mesa, Ct.92626

Shandin Hill Golf Course, San Bernardino, Ca. Shasta Cascade Lumbermens Golf Tournament - Sept. 16, 25th annual invitational competition, Riverview Country Club, Redding, Ca.

9th Annual Past & Present Nor/Pac Golf Tournament -

Sept. 17-18, Aloha Greens, Aloha, Or. Hoo-Hoo-Ettes - Sept. 17, national board meeting/initiation & installation of Tacoma club. Tacoma. Wa. Sept. 18-23, fall American Wood Preservers Association

-

technical meeting, Seattle, Wa. Morse Co. - Sept. 19, market, Nedels' Inn, Bellingham, Wa. Woodwork Institute of California - Sept. 20, crime prevention program, Michael's Restaurant, City of Commerce, Ca.; Sept. 22, meeting, San Diego, Ca. Red Cedar Shingle & Handsplit Shake Bureau - Sept. 2224, annual meeting, Seattle, Wa.

Lumber Merchants Association of Northern California -

Sept. 26-2E, sales seminars, Sacramento, Ca.; Sept. 29, San Jose, Ca.

Suite 1 12

Q13l 625-1494

Corona, Ca.91720

0r4l 966-0287

014) 272-0440

m,

F1\X(714) 966-21.64

Dubs Ltd. - Sept. 16, golf tournament, Oakmont Country Club. Santa Rosa. Ca. Inland Empire Hoo-Hoo Club - Sept. 16, dinner/elections,

FAX(714) 272-01.36

OCTOBER Western Hardwood Association - Oct. 5-7, fall meeting, Bally's Grand, Reno, Nv. Hardwood Plywood Manufacturers Association - Oct. 5-8, fall conference, Loews Le Concorde Hotel, Quebec City, Quebec, Canada.

Liberty Distributors - Oct. 7-8, market, Seattle, Wa, National Kitchen & Bath Week - Oct. 7-16, sponsored by

National Kitchen & Bath Association.

American Hardware Manufacturers Association - Oct. 912, national hardware convention, Seattle Sheraton and Westin Hotels, Seattle, Wa. International Hardwood Products Association - Oct. 12-14, members&directors meeting, Hyatt Regency on Capitol

Hill, Washington, D.C. National Lumber & Building Material Dealers Association

- Oct. 13-16, annual convention, Wyndham Hotel, Palm Springs, Ca.

September 1988 7O,OOO+ At Hardware Show The hardware industry is becoming "electrifred" with home securitl' and electronic measuring devices, cordless power tools and devices that turn lights and heat on and off.

Power tools have become increasing-

ly compact and portable. More and more are cordless.

This is the impression after looking at approximately 250,000 products shown bl' 3.000 exhibitors at the National Hardware Show in Chicago, Aug. 14-17. \{ore than 70.000 retail-

ers from all over the country

attended to look and purchase products which will be delivered in time

lor the Christmls buring.

Tom Pooton. director of marketing at Weyerhaeuser's Repair and Remodel I)ivision. summed it up when he said, "Exhibiting at the National llardware Show provides us with the opportunity to introduce our customers to new products, new packaging and new merchandising ideas. all of which are designed to make their businesses easier and ntore profitable. " Others attending were equally enthusiastic. Guy Duvall, electrical ap-

pliance buyer for Ace Hardware, said. "l locus on purchasing seasonal

products. For instance, I'm looking at fans for the '89 selling season."

Over 53% of those attending are hardware retailers with more than

20% buying products seen at the show. Close to 3O(ii, consider the show a time to make contacts in the industrv.

Lee New HomeClub President Sean F'. Lee has been named pres-

ident of tlomeClub, Inc.. Fullerton.

Ca.. based discount home improvement chain owned by Zayre Corp.

Lee spent 18 years with Montgomer!' Ward with responsibilities for merchandising on both the East and West Coasts. In 1982. he moved

to Grace Home Centers which rncluded Oles, Cashway, Angels and Allivoods where he served as presi-

dent. In 1986, along with I)aniel Sullivan. president of Ken Mayer Financial Group. New York. Lee bought Yellow [:ront Stores of Arizona in a leveraged buyout. lle served as president/C. EO of that company until leaving to assume his current oosition.

22

The Merchant Magazine

i{liltljilil::liillllllll:',it!iili:llill+l3J1i:illl:ili:rili:lriitiilltlli:iillit:iilliflii.,iili:l::lil$

HOME GENTER MERGIilANT BILL FISHMAN Bill Fishman & Affiliates 11650 lberia Place San Diego, Ca.92128

I OF. Samutin was passing through lf Rancho Bernardo (San Diego, Ca.)

and stopped in my office. We talked

about innovations in store layouts. "My local Ace store is becoming a better place to shop," I mentioned to Joe. "l don't know whether their motivation to change was the new competition in San

Diego, my negative remarks in last

year's column, or just a time that had

come. Whatever, nice things are happening at RB Hardware."

"What's different about it?" Joe

asked.

"The merchandise mix is probably the same and I don't believe the pricing structure has changed much. What rs changing, however, is enough to make me, as a d-i-yer, rethink my shopping

ing a magical effect on the store. Because it's easier to spot their merchandise, it appears there is more selection. The merchandise even looks more attractive in the new surroundings and because things are easier to find, there are obviously less demands on the store help. Morale seems better. The sales help shows more patience with customers. Let's have lunch

at the Inn and then I'll show vou the store," I suggested.

decisions. The store hours have been extended. The store is now still open when I close my office. I can shop on the way home from work. There appears to be more help available and I think they mean it when they ask 'can I help you?'

Most importantly the physical layout has been restructured featuring a trafTic loop.

You are right on, Joe. Aracetrack layout

works much better than I thought it would in a small store."

"What else?" probed Joe. "The new colors are pleasant. the graphics are in proportion to the store size and don't overshadow the merchandise. The merchandise is the message. I am assuming that the signing package is on the way to complete the reformatting."

"Has their volume increased?" Joe inquired.

"l don't know the management at all, so I can't answer that question, but it's sure obvious that these chanses are hav-

"Great," said Joe. I devoured my Cobb salad and waited for Joe to finish his California fruit plate and we headed for the store. Joe's immediate reaction was, "They sure have a lot of merchandise in a small space and they seem to have the pulse ofthe neighborhood. The prices are in line. Good use of the end caps too. If they rotate the merchandise presentation often, this could be an exciting local store." We watched the traffic for awhile. "l hope they included a budget for promotion in their planning," quipped.

"They have got to get the message to residents about their transformation to win back some of the customers now sharing

I

the Home Club and Home Depot."

During the drive back to the office Joe suggested, "Write your next column about the remodeling."

Good idea, Joe!

23

September 1988

meeting in Sacramento might be useful.

Bob Joyce oIOSHA says:

Lumber Merchants Association of Northern California 1055 Lincoln Ave.. San Jose, Calif. 95125, (408) 295-4103

1) Haz-Com compliance will merelY be among the items inspected; not an inspection in itselL

LMA NEWS

2) The presence of a compliance manual such as the one available through LMA and the other federated lumber associations will go a

GARY L. SMITH executive

vice oresident

EDECPNTLY an LMA member called I lthe office to report an OSHA inspection resulting in fines for several deficiencies. This member's impression that OSHA intends to make a more concentrated effort on lumberyards in the near future was denied by an official I talked with at the agency's San Jose of-

fice, but the possibility that your yard may be the next one to be "randomlY selected" still exists. It may also be of interest to California dealers that FedOSHA has added 150 compliance Personnel in this state to take up the slack

lelt with Cal-oSHA's cutbacks.

For what it's worth, I'll relate to you some of the deficiencies they found.

Dealers in California have for several years been told by Cal-OSHA inspectors that the lower guard on a radial arm saw is unnecessary, and possibly even hazar-

dous. Our member was "written up" on their inspection because the guard was missing. It seems federal regulations re-

quire one, and since that's who is now charged with enforcement, their rules

must apply. They were also fined lor having no tongue guard on the grinder.

Empty acetylene and oxygen bottles stored and waiting to be refilled - cost them a few more dollars. Remember that portable fire extinguisher around

the corner? It's not enough to have them inspected and re-charged annuallyl most are supposed to be visually inspected monthly. It won't help you to say

you've done it unless the tags are initialed during these "self checks." lf there are sullicient other violations the final insult will be a fine for not having your OSHA notice posted. If you don't have one, call your nearest OSHA office or LMA. We picked up a few just in case.

You've read plenty about Haz-Com recently, but a few details reported by an OSHA representative at a recent LMA

long way in convincing an inspector

that you are attempting to comply.

He said it's the best he's seen.

3) Retailers should be posting signs

informing "commercial customers" that Material SafetY Data Sheets on potentially hazardous

products are available. Commercial customers is in quotes because he was not able to define the term flor us.

F'inally, a word to the wise regarding California regulations. Because they are not presently being enforced will not be of much comfort to you if a disgruntled employee or even a person off the street decides to sue. Your best bet is to comply as best you can, or as we used to say

- "Protect Thy Derriere."

crAssrFrEDs Call (714) 852-1990

Fir Stile fre Rail

f)oors

Mallco Lumber & Building Materials has the largest selection of Nicolai stile and rail doors in stock and available for delivery anywhere in the Southwest.

1510's, 2010's, N-66's or whatever your needs.

Call one of our qualified sales people.

Phone (800)352-5530 Outside Arizona: (602) 252-4961

You'll enjoy doing business the old-fashioned way with a company that takes pride in delivering on their promise of superior service, quality and selection at a fair price.

MALLCO

Wholesahe Lumber Supplier to the Southwest Since L945

HIDErcUR

If 1'ou need a lap siding that hoids up beautifulll,'to blincl n;riling, \\'e'\'e engineeit'd tlrc ans\ver. It's L-P Inner-Seal'* inln I-ouisiana-Pacillc.

The secret behind l--P Inner-Seal is our rer-oiutionlrrv binder, u'liir'lr ('t'eiltes ;lrr int(,n).;rl board stmctue that repels u,Atetr penetration. So u,hert r,ou blind rrail. it \\'()n't :l)lil. ( r';l(:li. brrt'klt,, or \varp like cecllrr or lilrrcl-

l;oarcl sicling. Ancl rvhen vr)u're hlrislrerl. trll r',,u'll see i. natural rvoocl gnrin bear-rt1'. NoL nails. .\rrrl lrer'lnrse its rrroisture content is pre-adapted for job -itc r'r,rrditi,rrrs. lincar expirnsiorr is less than half of hardboarcl siding.

It's also exceptionallr'

strong ilnd verr dur;rble. 'l'hrrt'. lvhy L-P warranttes the or-erlat' lirr 5 vears and tlre srrlr>tr-lrte

fctr '2-t )'elrrs. No ri oncler it'.s the hrst nolt-\'eneer sicling t<r receive APA l'erfonlAnce Ilated sicling :rp1tnx.al.

IJut thc real beuutr' of l--P Ittttel. Sclrl is ils lt( (tt{l\'. It 1,,,,k;rrrrl let,ls like t't'tl;rr l:itlr l, der:1;11, enrltgssed surface that's ;rlrctrrlv edgt' se;rled, prinred, :rncl re:rclr, to install.

L-P Inner-Seal is also rrr':rilaltle in panel siding and

q$ryrwi!l!|1lll"f

UGLYNAILS. 'l'ctCi floor panels.

So hide -vour nails and build rvith L-P Inner-Seal Lap Siding frrim Louisiana-P:rcific.

Or things could get pretty ugly.

Fhr nrore inl-ornnt iorr, specifications, and sanrplcs, call us toda1.at 1-1i12-1J97-88lJll in the East, 1-8(X)-,133-8.110 in the \Vest or 1-8(X)-3,15-0irir9 in California.

UIP Louisiana'Paciric

Lcu s aia Pa,: i r: l9BB

26

The Merchant Magazine Lumber Association of Southern California /.@\ 17890 Castleton St., suite 240, City ol Industry, Ca. 91748, (819)

965.4344 /!I",.1{t.:-^6\

THE SOUTHLANDffi WAYN E GARDNER

executive vice president "marching to the beat of a different O UOST of us, the closest we wanr f I to come to camping is

out staying in a hotel without room service. Spending the night in a tent is not something we want to cope with, let alone spend extended periods of time living in one.

But look at the flexibility that living in a tent offers. If the camp site selected proves to be too windy, we can move to another site. If the water is inadequate or non-existent, we can move on. lf the hunting or fishing is bad, we can move on. By the same token if the site selected has a beautiful vista, we can remain until the weather changes. Or we can stay until we tire of the vista and then move to a new location. A nomadic life, perhaps, but it can still have purpose, il we want lt to.

Yet today anyone who chooses to live his life in a tent might be looked upon as

drum" lrom the rest of the world. A lot of other similes could be applied, "not playing with a full deck of cards," "the elevator not going to the top floor," "the lights are on but no one's home."We could go on and on.

No. in today's world, permanence is the norm, the accepted way. And anyone who's different is really strange or so we

think.

Unfortunately, too many of us apply that philosophy to ourselves and to our businesses. We achieve a degree of permanence and we just can't change. If we did, people might think we were crazy or at least strange and nobody wants anyone to think he is strange.

But do we have to be crazy to be different? Do we have to be crazy to want to "live in a tent, be a little nomadic?"

It's quite possible to want to move forward, be someone who ventures into new areas, new business arenas, does

business in a different manner, and still not be crazy.

In no way am I as a representative of the lumber industry suggesting that we should promote living in tents. What I am suggesting is that we all need to be a little adventuresome, exploratory, different. nomadic. whatever it takes to make business move ahead. Let's not adopt an attitude ofhaving our thoughts and our feet set in concrete. Let's think of our ideas not as being set in concrete and immobile, but as "living in tents," ready to break camp and move forward to a new and better position.

The world is waiting to reward new ideas. Let's position ourselves to be on the forefront. Try it. You might find

"living in a tent" is really great and profitable.

Try reading The Merchant Magazine.

Read Do It Yourself Retailing. Attend your association meetings to talk with competitors. Shop other merchants in your area, or out ofyour area, and look

to your association meetings. All of these can be very profitable for ideas.

LASC has the Second Growth meeting, Sept. l3 at the Industry Hills Sher-

aton, and a Management Conference,

Nov. 10-12 at the Marquis, palm

Springs. Pick up your "tent" and try our new campsites.

o Water-Borne Salt . CCATvoeA

o Pressure Treated Forest Products

r Custon Treating Service

. GrapeSiakes

e Fencing

o Posts & Poles

Cal Coast Wholesale Lumber, Inc. (Exclusive sales agents for Coast Wood Preserving, Inc.)

Rov Nielscn r Butch Hrxrd

* * * Truck and Trailer or Rail Shipments * * * Platrt Road & Taylor Drive P.O. Box 673 Uliah, Calif. 95482

(707) 468-0141

Quality Control Progran by Independent Testing Laboratory

T]NION

REDWOOD S4S and pattern lumber

TonztZ

PRODT.]CTS P.O. Box 348, Stockton, Ca. 95201,

Architectural patterns Moulding o Mixed loads Units: via LIL, T&T and Rail

(2091 465-47rr

September 1988 Western Building Material Association

P. O. Box 1699, Olympia, Wash. 98501, (206) 943'3054

NORTHWEST-ffi} NEWS CHUCK LINK executive director

HE FEASIBILITY of a universal bar coding system for lumber and wood products is being investigated by a task force of wood producers, distributors and retailers.

Bar coding is the process of applying identification codes to products to enable computerized inventory control and pricing. The grocery industry currently uses bar coding for most products. The system may be adaptable to wood products to obtain greater efficiencies and

lower cost of distribution and handling.

The initial meeting of the bar coding task force was held July 12, 1988, with representatives of the National Lumber

& Building Material Dealers Associ-

ation, North American Wholesale Lumber Association. National Forest Products Association and soltware companies

in attendance.

The OSHA Hazard Communication Standard has been clarified by the U.S. Court of Appeals to apply only to the "construction industry." Lumber and building material dealers are required to comply, and enforcement of the HCS began August 1, 1988.

BRll{Gll{G out the new DuPont Corian colors at the recent Pacific Coast

Builders Conference in San Francisco, Ca., t0p photo: Jim Applegate and Rolston Johnson. Lower photo: Michael Devlin and Kathy Smith.

Te$burffiA o

I

.:F

:34

1-,r+\,

Can youidentify the Ponderosa Pine? Or tell the Doug Firfromthe Hernlod<?

Even if ycu're an expert, it's hard to see the difference between species. That's why an experienced woods man looks for

the difference between suppliers.

Pope &Thlbothas a raluable difference: we're a singlecall source forabroadmix of wood products and species.

Ponderosa Pine from South Dakota. lndgepole Pine, Spruce and krdrfrom British Cohrnbia. Our Port Gamble mill supplies Doug Fir. Hemlock and additional Doug Fir come from stands near Oakridge, Oregon.

These, andmanyother Pope &Tielbotwoods, are milled into products sold in all50 states and as frr anay as Ausffilia, the Meditenznean and Japan.

HereintheU.S.. modern reload fucilities inSan Frzncisco and l,osAngeles senre our regionalbuyers.

So now that you've tested pur olul skill as a woods man, putus to the test.

CallPope &Tialbot, at

(503)220-27ffi.

POPE & TALBOT Thr &oirn of acfutumds men.

't

'aurd alodatpo-I '9 aJruds '9 qre,I 't nJ selEnoo aurd Esojepuod z {lolrtr3H 'I :ere sraq moqs )as aqJ'poo.{rJo sanads 0I sJaFo loqleJry adod

The Merchant Magazine

30

know that a day or two later that weather pattern will be in their trading area.

The final question is how do you want to reach your potential customers? Almost invariably people settle on print, generally distributed by direct mail. Once this is determined, an advertising framework must be built.

There are several steos involved:

OPERATING OPPORTUNITIES WALLY LYNCH Paid Associates PO. Box 741623

Dallas. fx.75243

UOeveR said advertising doesn't !f,f ll cost, it pays, or something like that, left out a few descriptive phrases.

But, none the less, in these times of vacillating demand and massive doses of competitive newsprint, there is incessant inquiry about how the little guy can com-

pete. Obviously they can and have.

One exercise I insist anyone seeking help in advertising go through is to analyze a competitive ad by estimating how many of each item would be sold in their store if the ad had been run by them. In addition, they are asked to find out what the ad would have cost and the total

(1) Develop an instantly recognizable cost about $1000 a side, it is determined

the gross margin generated might not pay for the ad's printing and insertion costs.

Following these revelations, those in-

volved declare "no way can they go against this advertising competitively"

and they are right! They must look at what's good for their store.

Three more questions come belore you can start to advertise. First, what do you want to accomplish with your advertising? What comes through is two-lold.

Keep the store's name in front of the buying public and bring in potential

gross margin that would have been

customers. (No one needs a 28 page tabloid to accomplish this. ) Second, do you know what to advertise, when? Answers come from many

generated.

areas. Suppliers, newspaper morgues,

format whether read or not, by the shape, size or form used. This can be a logo, a color combination or a combination.

(2) Decide how to demonstrate value, service or other benefits to the potential buyer. Emphasize effective presentation of a lew items or issues (3) Make it easy for the customer to find and purchase advertised items.

Have some one available to answer questions. Have the necessary support items close to the sale item.

(4) Remember customers see benefits of doing business with your company through product availability, problem solving, price, credibility and quality.

Try these concepts in a simple, inexpensive way first perhaps a handbill with

Almost without exception, people

past sales history and anticipated season-

one item. Once in the fray, you can

chose to look at a 24 to 28 page tabloid.

After two days to agree on what would

al and basic demand patterns are a few

crawl, creep and walk your way in a controlled manner into a meaningful com-

have been sold and learning the pages

examples. Some retailers check weather reports from a distant city because they

munication with your customers.

Ji]UAJ]J ltCilBtt[] G0.

Complete inventories and prompt delivery of the finest quality timber.

WHOLESALE TIMBER

A /=

r -

21850 Main Street, Grand Terrace, cA Post Office Box 846. Colton, CA 92324

(213)617.3597 (7141877.2001

September 1988

31

Tool Safety Sells Well Safety and quality are tool selling points that can not be stressed too heavily by a dealer.

Manufacturers also recognize the importance of safety and quality

workmanship in providing a customer with satisfaction and a safe

working environment. "No one should be injured because the tool they are using is unreliable," said Rich Nidaira, president of Hitachi Power Tools. "We insure that our worksmanship is of the best quality and our customers can be guaranteed an easy to use, durable and safe

tool."

"We never compromise anyone's safety or our products' quality to in-

became necessary to handle the

1,100 local employees and move production elsewhere, according to

increased volume," says executive v.p. Gary M. Piper. "The larger offices also provide opportunities for further expansion of our customer service department and a long needed product showroom."

James Connors, president.

Mansion's New Mansion Mansion Industries, City of Industry, Ca., has moved its customer service, administrative and

HomeClub Arrives In Arizona HomeClub has set foot in Ari-

distribution activities into a new 75,000 sq. ft. building. The new facility is one block from the com-

zona, celebrating a Sept. 1 opening of a 103,909 sq. ft. warehouse and 9,880 sq. ft. nursery in Glendale.

pany's current 63,000 sq. ft. build-

ing, now entirely devoted to

Their first Arizona store joins 28 HomeClub locations in California, one in Nevada, one in New Mexico, two in Texas, four in Washington and four in Colorado.

manufacturing.

"As part of Mansion's rapid shipping service to customers, it must

maintain adequate inventories of over 700 SKUs. The additional space

crease profits because our employees and customers are our first priority,"

he explains.

TIMBERS

benefits such as lock switches to prevent accidental starts, covers to protect users from sharp blades, double

D.F. CLEAR

REDWOOD COMMONS

A dealer should look for safety

insulation on electric cords and designs that direct sparks and wood chips away from the operator. All can be used to advantage by a sales-

REDWOOD PLYWOOD REDWOOD PATTERN

PINE PATTERN PINE COMMONS

REDWOOD UPPERS

CEDAR

LONG DIMENSION

person.

FRtSlt0

Weiser Lock To Close Plant Cheaper imports and rising costs

are forcing Weiser Lock to shut down its Huntington Beach, Ca., door-lock facility and lay off more

P,O, Box I 644 Fresno. Co. 93717

than half of their 1,700 employees.

Within the next 18 months, Weiser expects to sell the Huntington Beach factory, release most of the

FAX (2Oe) 268-e6O8 (2O9) 268-6221

Columbia Harbor Lumber Go. Custom Remanufacture Resawing:

Planing: r Patterns - Splitterhead - Rougherhead r WCLIB Grading r Finish Double-end Trim r Vinyl or Paper Wrap

Drying:

Shipping: I 15 Acres Paved Yard r RailSiding BN & UP r l-5 Direct Access

r 54" Bandmill r Computerized Line Bar Setworks r Rough Double-end Trim r Sorting Chain - 150 ft r Steam Dry Kilns - 2,000 000 Bd. Ft Caoacitv Per Month r Drv Storaoe

1591 N. National, Chehalis, WA 98532

Ask for Ernie Smith (206) 7484241Fax (206) 7486766

The Merchant Magazine

32

Sequoia Supply Merges Sequoia Suppl-'". lrvine. Ca., has signed a letter of intent to merge

with (irip-Ritc (iroup. White Plains, N.Y.. forming the country's largest

privately hclcl builcling materials distributor.

The deal. expectecl to close by Nov. I and sub.icct to dcf initive

agreenrents. financing and approvals. will increasc Sequoia Supply's annual sales lrom $27-5 million

to 5425 million.

Flrch conrplnr u ill retain its name and operate separatell. I)rck Passaglia, Sequoia v.p. of marketing, said.

"Although 50%' olour product line

Irounded in 1954, Sequoia Supply hrrs .l.l wholesale distribution cenlers

serving 30 states in the West, South. and Miclwcst. It distributes paneling, hardwood plywood. siding and roof-

ing matcrials, and cmploys 7-50

workcrs.

(irip-llite has l0 distribution cen-

ters scrving 20 states rn the Northcast. Southwest and Midwest. It specializes in metal products and has 2-50 employees. Companies in the (irip-Rite Group include Miller Supply, Metropolitan Wholesale Supply.

Mid-American Distributing, Guar-

dian Purchasing. Pan American

is dissimilar. rvhat is 100(h similar is

Building Materials and Grip-Rite,

our customers: home centers. lumber yards and makers of mobile

Ltd.

homes and kitchen cabinets."

closed.

performance in the industry, conversely, other factors have had an invig-

orating effect on the power-driven hund tool markel. Increases in con-

struction and housing starts have sparked industry sales.

Electric tool sales have demonstrated the heftiest gains. In 1986, sales were just over $l billion, a 3.60i increase when compared to 1985.

1987 sales are expected to increase by 5(%. Cordless tools have proved to be a real being largely

boon

responsible for increased sales of

electric tools. As their popularity continues to grow, battery operated, rechargeable tools will become a

driving force, invigorating the power-driven hand tool industry.

Terms of the deal were not dis-

3-C Truckers Hat The Road Representatives from 3-C Truck-

ing, Long Beach, Ca., recently Cordless Tools Show Strength The market for power-driven hand tools is expected to reach sales of more than $2 billion in 1987. surpassing sales lor 1986 by 3(lr, with continued growth of over 5(h expected through 1996.

embarked on a three-week multiness Trend Analysts, lnc.

Various factors which had pre-

viously been responsible f'or stimulating sales of power-driven

[.1.S. manufacturers ol power-driven

hand tools in the past are, presently, contributing to the current downturn in sales. F-or instance. the do-it-yourself market, once an industry perfor-

hirnd tools is lhe unrelenting impact of import penetration in recent years.

Since 1980. rmports have steadily expanded at an average annual rate of 15.3%. while U.S. manufacturers'

mance enhancer, has become stagnant in the 1980s. The high oil prices of the 1970s have abated. and have consequently reduced consumer reliance on wood and coal stoves. As a

sales have declined 101r. Industrywide import penetration will continue to seriously threaten U.S.

result, chainsaw sales have been

The primary issue confronting

manufacturers, according to Busi-

sharply curtailed since the end of the energy crisis.

While these factors have hindered

TT LUI4Fgi

state odyssey in the companY's award-winning 1927 Auto Car. The highlight was the 48th Annual Black Hills Classic Harley [)avidson meet in Sturgis, S.D., where 3-C's John C'ameron unveiled his 1926 Harley Flxi sidecar, Marvin Briese his 1964 Panhead, and Dusty Topps his 1984 Evo. The 1921 Auto Car won lst place for Oldest Working Truck at the recent annual Antique Truck Show,

and 3-C also won a trophy for Best Mack Truck for their 1932 Mack.

The newest member of the 3-C Mack attack will be a 7947 LT Mack, soon joining the vintage lumber

truck fleet.

P.O. BOX 248 ARCATA, CA 95521 r (707) 822-1779

fhe funcirgf gpecra/r.sfs @ At Britt Lumber we specialize in producing quality fence posts, boards and rails directly from the tog in our modern sawmill.

We're big enough to meetyour customers'needs...yet small enough to guarantee quality.

And now Britt Lumber products are available in cedar,

too.

,,'

September 1988

33

s

WHOTESALE LUMBDRCO. SPECIALIZING IN A COMPLETE LINE OF THE FOLLOWING: TREATED LUMBER & PLYWOOD

REDWOOD

Meets sp€cifications: AWPA C-27-84 & C20-84, ASTM E-84, MIL-L-1 91 40 Type 1, FR-S

CONSTRUCTION HEART ROUGH 1x4,1x6,1x8,1x12 2x4,2x6,2x8,2x1 2

PYRESOTE FIRE TREATMENT

3x6,3x8,3x1 2

fire r€tardant lumber - UL label

4x4,4x6,4x8,4x1 2

1x4, lx6 2x2, 2x3, 2x4, 2x6,2x8,2x1 O, 2x1 2

1

6x6,6x8,6x1 2,8xB

CONSTRUCTION COMMON ROUGH

3x4,3x6,3x8 4x4,4x6,4x8,4x1 2

PATTERN STOCK 1 /2"x4",1 /2"x6" Beveled 1 /2"x8" Beveled 'l xO Pattern 7- l I R 1 x4, 1x6, 1x8, 1 x1 0, 1 x1 2 2x4, 2x6, 2x8, 2x1 O, 2x1 2

1x4,1x6,1x8,1x12 2x4,2x6,2x8,2x1 2

6x6

4x4

Dog Ear Fencing 4x4 - 8' Post Grade 1 xO

FIRE RETARDANT PLYWOOD

AC plywood

CLEAR AYE S4S KD

3/8, 1 /2, 5/8, 3/ 4 t 1 " 4x1O3/4" AC

CONSTRUCTION HEART S4S

5/18,1/2,5/8 &3/4

DECKING S4S

1 / 4,

2x4,2x6,2x8,2x1 2 4x4

CDX plywood

CZCLP.2 DF MUDSILL - AWPA C.2

-

3x4, 3x6, 3x8, 3xl 0, 3x1 2 4x4, 4xE, 4x8, 4x1 O, 4x1 2, 4x1 4

6x6,6x8,6x1 2,8xB

ACZA CHEMONlTE - AWPA - C-14

2x8 Beveled Sill

CLEAR DOUGLAS FIR

..WILL CALL'' OR

& c-l8

lumber-foundation grade - in ground 2x4 &2xB plywood foundation grade

1x4,1x6,1x8,1x12

2x2, 2x4, 2x6, 2x8, 2x1 O, 2x1 2

2x4 BEE KD S4S 2xG BEE KD S4S

1-1l8 2-4-1 T&G

lumbsr above ground 2x2,2x3, 2x4, 2x6, 2x8, 2x1 O,2x1 2,2x1 4

xB Pattern 7-1 2R

CLEAR HEART S4S KD

DELIVERY

/2 & 3/4 CDX STR I #3 OF lagging LP-22

CLEAR VG DOUG FIR S4S KD 1

x4, 1 x6, 1 x8, 1 x10, 1 x1 2

1x4T&GFlooring 5/4x12Stepping

2x4, 2x6, 2x8, 2x1 O, 2x1 2 4x4,8/4x1 2 tough 3x3-3xl 2. 4x4-4x l 2. 6x6

1

ROUGH DOUGLAS FIR

3x1 2 Rough

D-BLAZE FIRE TREATMENT

#1 DOUG FIR ROUGH AND S4S

clear trsatm€nt

2x2, 2x4, 2x6, 2x8, 2x1 O, 2x1 2

2x4,2xo 1 / 4, 3t8, 1 /2, 5/8, 3/ 4, 1 " AC plywood

3x3,3x6,3x8,3x1 2

4x4, 4x6, 4x8, 4x1O,4x1 2,4x1 4 6x6,6x8,6x1 0,6xl 2,6x1 4 8x8, 1 2x1 2

#1 DF MUDSILL - CZC school lobs 2x4,2xO

COPPERNATE "250'' TREATING SOLUTION 1&Sgal.pails

PINE DIAMOND, ROSEBURG & SIERRA STOCK C A BTR Sugar Pins: 1 x6, I x8, 1 x1 2 #2 T & G: 1x6, 1xB #3 Shiplap: 1x6, 1x8 #2 Com S4S: 1 x4 lhru 1 x1 2, 2x1 2 #3 Com Sugar Pine S4S 1 x4 thru 1 x1 2 #4 Com S4S 1xl2

(213) 567-1301

(714) 542-s557

DIRECT MIXED TIIIBER LOAOS S4S & ROUGH

Please stop by our display at the Lumber Association of Southern Californla convention, Palm Springs, NoY. 9-1 1.

FAX (213) 564-5842

WHOLESALE LUMBER COMPANY JONES Lynwood, CA 90262 10761 So. Alameda,

Barnes o Simpson . Larry Bollinger . Steye Thurgood . Charlie Curtis Brown Strong-Tie Mill Directs SpeciaiTreated Orders

Sales Mgr.

7:OO a.m. - 5:00 p.m. Monday through Friday

34

The Merchant Magazine Betsy Bendix, Jim Hand and Frank Pharr have joined Bear [;orest Products. Rialto, (la.

John Turner. C'al State I:orest Products.

Anahcinr, ('a.. recentll vacationed

with his family in Maui, Ili. John Boanas has bcen promotcd to cxec. v.p. ol' international operalions

Bill Sullivan, (iolding Sullivan Lumber

Sales, Wcstminster, ('a.. and his wile,

Nancy. are the proud parents ol 6lb..

I I oz. Chasen Patrick Sullivan. born Aug. l.l. 1988.

Bob Bush, Bayview Lumber Co.. Olympia, Wa., and his wife. Wanda, have returned lrom Okinawa, where they attended the dedication of the Bob

Bush Memorial N'ledical & Dental

Clinic. Bob earned the Congressional Medal of Honor, lor his bravery in World War II's Battle of Okinawa.

Kevin Murphy is now a lumber buyer at

California Builders Supply, Sacramento. Ca.

Jim Frodsham. South Bay lrorest Products, Orange. ('a.. and his wife, Sylvia. vacationed recenlly with thc kids at Shaver [-ake. ('a.

Jeff Phelan has joined Windsor Mill.

Windsor. ('a.. as marketing mgr..

according to Jim Stroupe.

Tim Johnson is new to sales at llirt &

at I;ornrica ('orp. lle was also elected a clirector, filling the seat vacated b1' the late (iordon D. Sterline.

William C. "Bill" Harrison is the new

Park & Recreation Society lbr his

con tribu tions.

Dwight Curran. I)MK-Pacific, is back in

his l:remont. Ca., office after a

land, Or., a subsidiarv of Willamette Valley (io.

Jack Fletcher. Prrcifle regional mgr..

week's vacation at Shaver Lake. Ca.

Lumbermen's []nderwriting,{lliance. Portland. Or.. has retired after .i8 years with the co. Jack Fr-v Jr. replaces him.

Steve Keefer is a new industrial salesman at Cal State Forest Products.

Anaheim, Ca.. according to Carl Henoch, v.p.

Gifford Powell has been elected ores. of the West Coast Lumber Inspection Ilureau. Ted Freres. l;reres Lumber

('o., Lyons, Or.. is now v.p.. and Jack (iates.3-(i Lumber C'o..

Philonrath. Or.. sec./trcas.

Ben Williams has becn oronroted tcr western rcgion director of salcs at

Wcslock. Los Angeles. ('a.

Joe Shipman, Navajo Irorest Products

Industries. Navajo. N.M.. has retircd after I I years with the co. and 40 years in the lumber industry.

Ilud Byard, who was with the fbrmer

wile, Susan. and the fanrily recently enjoyed a Ilawaiian viication.

Nu-West Irence Clo., Newport Beach.

Cla., is at home recuperating fiom

Sterling Wolfe Jr.. \\'olle Lumber Co..

Newport Beach. Ca.. is a candidate lor a seat on the city council in the Nov. elections.

the Merit Award by the California

1rres. of' Ileverly Manulacturing. Port-

Woocl [-umber ('o., Fiugene. Or., according to Ruth McCorkle.

Dennis Richardson. Oregon ('anadian lrorest Products, Orange. Cla.. his

Steve Forrester is the new lumber buyer at Bend Millwork Systems. Bend, Or.

Neal DeWitt, formerly with LouisianaPacific, has joined the sales staff at Marquart-Wolfe Lumber Co.'s panel products ofllce. Corona, Ca., according to Lance Duke.

Harry A. Merlo, chairman of the board and pres.. Louisiana-Pacific Corp., Portland, Or.. has been honored with

su rgery.

R.L. "Bud" Wallace, pres. and c.e.o., Centex American Gypsum Co., Albuquerque, N.M., has been elected chairman of the board of the Gypsum Association.

Raymond S. Ohlis Jr. has been appointed v.p. and mgr. of treated wood products operations for the Tar & Wood Products Sector of Koppers Co. Joseph J. Kusar is now v.p. ol the Wolman Div.

Sharon L. Brady has been named a regional sales mgr. for Shur-Line, encompassing the Western territory.

Bob Flint is managing the new fencing specialties dept. at Caffall Bros. Forest Products, Wilsonville, Or. John Field is sales rep.

Henrl "Hank" ('hilders is recovering fronr surgery earlier this year for a ruptured aorta. I Ie retired at the end of' 1987 as gen. mgr. of Arcadia l-umbcr. Arcadia, Ca., aller 38 years with the flrm and -50 years in the business.

Brian Whitaker. lumber sales mgr.,

(ieorgia-Pacific, Spokane, Wa., has

been nanred western region E,m-

ployee of the Quarter for the first quarter ol 1988, along with Larry Beckman, metal products mgr., Santa Rosa, Ca., and Donna McElheny. operations mgr., San Jose, Ca., according to (ieorge A. Madonnell, senior v.p., distribution div.

Patrick J. Hunt has been promoted to

asst. treas. of Wickes Cos.. Santa N{onica. Cla.

September 1988 Maxine Niebling has retired from the North American Wholesale Lumber Association, which she joined as a "temporary" in 1955.

Rich McEvoy is the new v.p. of operations at McKenzie Products Co., Eugene, Or. He is the former pres. of Danlo, Inc., Portland, Or. Steve Keefer is the new outside rep for Cladwood fencing at Cal State Forest Products, Anaheim, Ca. Roger Braniger is now handling inventory control, according to Beverly Cook. office mgr.

Mike Dam has been transferred to Furman Lumber's Portland, Or., sales & buying office as cedar buyer, according to Hawk Furman, pres. & c.o.o.

Spencer Groshong has been named sales mgr. of plywood specialties at Roseburg Forest Products, Roseburg, Or., replacing Tom Jones, who

is now national accounts sales mgr.

Dave Adams is now plywood sales mgr. for sanded & sheathing products; Mark Dawson, particleboard salesman, and Don Moffatt, field rep for Id., Wy., Ut., Co. and Nv.

Dave Marshall, architectural mill cabinet foreman, Ganahl Lumber

Co.. Anaheim. Ca.. has left the co. to

open his own cabinet shop,

Marshall's Custom Cabinets & Fixtures, Templeton, Ca. Phil Hagman succeeds him at Ganahl. Tom Gates has transferred to the Corona. Ca.. store.

Craig Little, Ganahl Lumber Co., Anaheim, Ca., and his wile, Cindy, are

the proud parents of 8 lb. Andrew Craig Little, born July 29, 1988.

John Burgesser has joined Home Lumber. Denver. Co.. as a window

35 Owen G. Lloyd is new to James Hardie Building Products, Mission Viejo, Ca., as district sales mgr. for Orange and San Diego, Ca.. counties.

Frank Stanek has been appointed a sales agent for Brandt & Wicklund Lumber Co., Foxpark, Wy. Bob Bothwell and Ken Snarr are new to lumber sales at Roy Forest Products, Colton, Ca., according to Rob Roy.

Fred Turkheimer, lumber editor, Crow's Weekly Letter, Portland, Or., is back from an Alaska hunting & fishing trip with his son.

Darel Childers has joined the sales team at Skibba Lumber Co., Orange, Ca.,

as rep for Phoenix, Az., and surrounding areas.

Charlotte Carr has joined MarquartWolfe Lumber Co.'s Corona. Ca.. panel products ollice as an administrative asst.

Keith Black, Koppers Co., Seattle, Wa., has been in Atlanta, Ga., on company business.

Karl Drexel, Noble Lumber, lnc., San Rafael, Ca., vacationed last month at

Lake Tahoe, Ca. John Nero has joined J.H. Baxter & Co., Eugene, Or., as buyer, replacing Chet

Wilson, who has retired after 22 years with the firm.

Andre Allen has joined the sales staff at Suncrest Forest Industries, Medford,

0r.

Hank Hardaway is new at Crystal Lake Lumber, Albuquerque, N.M.

Hugh Mungus and Freddy Fungus, Mungus-F'ungus F'orest Products,

Climax, Nv., hosted the Christmas meeting of the National Procrastinators Society last month at their yard.

specialist.

Mohinder Sull has left Kanata Mills.

North Vancouver, B.C., joining Westar Timber. Vancouver. B.C.

,TOOt

t'

ITAIL

LUIIBER COIIPAT'TY

OUALW LUMBER TREATED

AND AVAILABLE

,lewwooD / DOUGLAS FIR

,/ ron MARTNA USE

WE SELL BYTHE

PIECE...OR

THE LOAD

A VARIEW OF *TREATED FOREST PRODUCTS ARE IN STOCK FOR YOUR IMMEDIATE USE:

2x 3x 4x

(Please turn to page 36)

*TREATED FOR GROUND CONTACT WITH CHROMATED COPPER ARSENATE.

TOOt l,

IIAIL

LqNBER COilPAIIY 140 EAST 17th ST. COSTA MESA. CA92627

-E,2) rTDI. FROM THE FOREST TO THE MAGNIFICENT FINISHED PRODUCT.

IT'S FOREVER!

Roof, Ridge, Floor Beams o Stringers Decks o Decorative Handrails Vaulted Ceilings o Door and Windour Headers and much more.

We're California's largest stock beam dealer, ready to take care of all your needs, stock or custom.

l"l'S NYNA-,N-,,N

lriull ill:t terl'l'i nt l)ct' Sr:r'lvir:0S, I llc.

1705 South Fon Vierru - #3O3, Ontario, CA 91761 (714) 947-2121 11299 South Harlan Rd., Lathrop, CA 95350 1 (8OO) 327 -4224

September 1988

37

BMD, Galt, Ca., will celebrate its 45th anniversary in Novem-

News Briefs (Continued lrotn poge 18)

ber...

technical services.

Greg Christie and Gary Silva are cowinners of the Salesman of the

Sequoia Supply, Irvine, Ca.,

and Grip-Rite Group plan to

Quarter Award at Sequoia Supply,

merge (see p. 32 for story)

Personals

. . . Sutherland Lumber, Colorado Springs, Co., is closing . . .

(Continued from page 45)

Dorf Industries Pty. Ltd., Melbourne, Australia, will begin dis-

Bert Schrader, B. L. Schrader, Inc., Bellingham, Wa., has retired.

tributing plumbing fixtures

through Dorf (North American)

Charles Mercy will open a Canadian SPF div. for P.H. Koplik & Sons,

Portland, Or. Ramsey Fendall is now

Inc.. Tacoma. Wa. . . .

coordinating sales of cargo ship-

Conmel Inc. is building a $7.3 million laminated plywood and

ments. Both are based in Portland.

Doyle Auten, Weslock, Los Angeles, Ca., won the Salesperson of the Year and Western Regional Quota Buster awards; Milt Samuels, the Highest Dollar Volume Performance and Senior Salesman awards, and Paul Armas received Rookie of the Year

pressboard plant in Albany,

Or. .. .

An independent U.S. forest management group may seek a countervailing import duty onBritish Columbia lumber due to a Canadian reduction of stumpage fees.. . Timber Products Inspectionhas opened an office in Vancouver, B.C.. ..

Goydan, corporate v.p. Thomas A. Marr is now v.p. of engineering and

honors.

Frank Robertson has been promoted to v.p. of marketing at Osmose Wood

Skil Corp. has filed a complaint

against Alltrade, 1nc., Commerce, Ca., alleging infringement of two design patents for the Skil Twist cordless power screwdriver . . .

Sales of wood shakes and shinglesby U.S. mills have increased 640/o since the feds imposed a 350/o tariff on the same Canadian products. . .

Marquart-Wolfe Lumber Co. has moved its Tustin. Ca.. oflices

Preserving, according to Paul A.

CTION

AW&

BRASIVE RODUCTS

Fairfield, Ca. Terry Bedford is a new East Bay outside sales rep, according to Bob Riggs, gen. mgr.

Glen Oak Occupies New Plant Glen Oak Lumber & Milling, Inc. expects to begin production this month in its newly completed 20,000 sq. ft. plant No. 2. Opening this

facility will ease the burden on the Selma, Al., plant which has been operating two shifts since a $l million fire destroyed plant No. I in Montello, Wi., on July 22. Rebuilding of plant No. I is planned for spring of 1989, according to Tom Talbot. president.

Specializing in products for use on Weinig moulders and grinders

Weinig profile grinding wheels Weinig soft pattern stones Precision blued template stock Weinig hydro cutter heads Waner grease guns/cartridges

Corrugated HSS knife steel Diamond dressing tools Borazon/diamond wheels Precision hand tools Soft feed rollers

125 Business Center, Dr,, Ste. A Corona, California 91720

(714)734-6339

to Suite 290,2755 Bristol, Costa

Mesa, Ca.

92626 . .

.

California Redwood Association has moved to Suite 200, 405

Enfrente Dr., Novato, Ca. 94949 ...

Old Growth Douglas Fir Green, Rough or Surfaced

SPECIFIED #2,#1, Sel. Struct., Clears

1" x 2" thru 8" x 14"

- 8' thru 24'

Sales - Bob Norton Phone: (5Og) 874-2236 FAX (503) 874-2123 P.O. Box 7 Riddle, Oregon 97469

The Merchant Magazlne

38

Young Westerners Ok Agenda The Young Westerners Club, a part of the Western Building Material Association, Olympia, Wa., aPproved a busy schedule for the remainder of the year at their annual summer board meeting.

A booth and Quick Pitch talks at

the annual WBMA convention, Nov. 12-15 in Tacoma, are being planned by Terry Willey, Knoll Lumber, Woodinville; Mark

Arneson, Logan Lumber, Seattle, and Kyle Kincaid, Knoll Lumber.

Steve Henna, Volco, Twin Falls, Id., is arranging a hospitality room on

share their experiences and tactics to stress the importance of political involvement at all levels and its effect on businesses, communities and personal lives.

Montana members will be urged to attend the annual YWC conference, Jan. 26-29 at the Tacoma

Sheraton. Bert Fisher, MacMillanBloedel. Tacoma, chairman, is arranging a tour of the American Plywood Association, roundtable ses-

Mack Hogans, Weyerhaeuser, Taco-

sions, seminars and social events.

National Young Executives Society (YES) activities were reported by Powers who encouraged all members to attend the national lumber dealers convention in Palm Springs, Ca., in October.

Next meeting of the board will be Nov. l3 during the WBMA convention. The 1990 YWC conference is

NLBMDA, Washington, D.C., to

Riverside, Boise, Id., Jan. 18-21.

Sunday night. Grassroots political in-

volvement will be the topic of the traditional YWC panel.Betsi Powers, president, has asked Ken Marson,

Marson & Marson, Leavenworth,

ma. Wa.. and Mark Gallant,

scheduled for the Red Lion Inn-

Particleboard, MDF Records U.S. producers of particleboard and medium density fiberboard (MDF) established a new industry record by shipping a combined total of 4,605 million square feet (MMSF - 3/4" basis) in 1987 according to the National Particleboard Association.

This surpasses the previous record of 4,384 MMSF established one year

ago, making it the first time since 1978 that back-to-back records were set.

Charting Furniture Trends Oak strongly retains its lead as pri-

mary wood of choice for furniture, although overall buying has dipped in line with the usual summer doldrums.

According to table surveys at two markets by the Northwest Hard-

woods Division of Weyerhaeuser, oak accounted for 37.5% of the showroom spaces; pine, 9.20lo; cher-

ry, 8.5%; mahogany, 7.40lo; birch and maple, 3.50/o; northwest alder, 3.20lo; walnut, 3.20/o; pecan and hickory, 1.90/0, and ash and elm, 1.4%.

Over 40% of the tables displayed were contemporary in style, followed

in popularity by American tradi-

tional, French traditional and English traditional. Oriental, Italian Classic and Spanish style and painted

tables increased in exposure, while printed-plastic and rustic ranch groups fell off.

September 1988

Blue Lake Modernization Blue Lake Forest Products, Arca-

ta, Ca., has celebrated its second

anniversary and the completion of a modernization program.

Now completely computerized, the mill has a seven-foot breakdown mill with a six-foot pony, an eightinch combination edger, a five-foot resaw and a timber tote. It is capable of planing and sorting. A packaging operation provides edge protection,

end-sealing and stenciling. Paper wrapping also is available. A totally enclosed and environmentally sound O-discharge treating facility has been

lil0DERtl equipment installed as part of a two year pr0gram handles logs from yard to finished Droduct at Blue Lake Forest Prod-

ucts. Arcata, Ca.

completed as part of the updating project.

Operated for many years as

McNamara-Peepe, the mill was purchased in August, 1986, by Bruce M.

Taylor, former president of Alpine Veneers, Portland, Or., and founder of TreeSource, Inc. James Speers, a 40 year sawmill veteran. is supervisor. Richard Anderson heads the shipping department and serves as sales coordinator. Marketing is man-

Home Genter Show Deadline The deadline for entering next year's National Home Center Show's Innovator Awards competition is Oct. 28, 1988.

At the March I 2- I 5, I 989 show in

Chicago, Il., nine prizes will be awarded in three categories: new or improved product, new in-store

aged by Paul Trueb through Blue Lake Lumber Sales, Inc.

Monthly production is in excess of 6 million board feet. Old growth

cuttings, clears, v.g. shop and fram-

ing lumber are mill specialties.

Shipments of products are made by truck, barging through Eureka and the rail reload on the Eureka

product presentation, and combined

Southern in Arcata. Exports are handled through both Eureka and

category.

Coos Bay.

Long Dimension Rough Dimension Other Douglas Fir ltems

tur Quality and Seruice Call (213) 921-1331

.

(800) 223-HVFF

FAX (213) 921-5749

HUFF LUMBER COMPANY

13535 EAST ROSECRANS AVE.

SANTA FE SPRINGS, CA. 90670

40

The Merchant Magazine

Full Charge Ahead A battery charger for tools that cuts charging time from 3-112 to I hour is new from Wire Wrap.

NEW PRODUGTS and selected sales aids

One For The Gripper An organizer that uses gravity to force its steel scissor-

like armatures into a tight grip-

ping position is new from Organizer, Inc.

Objects are removed by pushing up to release the armatures.

The organizers may be purchased and mounted separately

or together in specially

designed, extruded aluminum, wall-mounted rails. Rails come

in 18" lengths and hold up to four organizers, each able to

slide into any desired position within the rail.

Organizers are constructed from high density plastic, while the metal load-bearing armatures are cold-rolled steel, plated wth zinc to prevent rust and centered by a sturdy con-

Designed for use on R3 series battery-powered tools, it uses red and green LED lights to indicate "cur-

rently charging" and "fully

charged," respectively.

The battery handle assembly can be left indefinitely in the charger without causing harm to the battery.

trol ring. A 2" vinyl sleeve

guards against scratching.

Hook lt Or Hang lt An adjustable hook and hanger system providing quick storage of items of various shapes, sizes and weights is new from Canova.

Hangaway features a solid, marine cord loop which may be shortened, extended or locked, simply by pulling.

For more information on New Products write The Merchant Mogazine,4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660.

Please mention issue date and page number so we can process your re-

1-Piece Truss Hanger A single-piece, non-welded truss

hanger is now available from Simpson Strong-Tie as a standard stocking item.

One such hanger, the THJ truss hip/jack connector, is a face-mount truss hanger designed to allow two carried members to attach at a com-

mon point on the lower cord of a carrying member. One seat is set at

90' to the carrying member, the

other at 45', skewed either left or right.

quest faster! Many thanks!

Lean Gut Panel Thin 5.2mm plywood panels are

so no hooks or nails are left protrud-

now being produced domestically by Fibreboard Corp.

Previously available only as imports, the panels use high quality hardwood face veneers laminated to an MDF core. The l/30" thickness of the face veneers and the smooth consistency of the MDF core provides a superior panel that cuts and

ing.

Each hook reportedly holds up to

shapes easily.

The thin panels are used primarily

300 lbs.

for cabinet door inserts.

The device fits flush to the wall.

The hanger attaches by standard nails and features an exclusive nail slot to make installation faster and

easier. No lower cord bolting is necessary.

Load maximum on the hip member is 1.915 lbs.. and the iack member limit is 635 lbs.

41

September 1988

Quick Saw The line of Woodeater hand saws, which feature a unique tooth design that reportedly allows the user to cut up to twice as fast with fewer strokes and less effort, has been expanded

by Vermont American.

finishing, even after one year of exposure to the weather, It also assures dimensional stability and good conditioning for woods that are not to be finished or painted.

The stabilizer can be applied directly with a brush or roller, or sprayed on with an ordinary garden sprayer or low pressure airless equipment. It is not a surface coating, so there is no cracking, blistering or peeling. Instead, it penetrates the

Grand Sanding By Hand Two new high performance sandpapers have been developed for a wide range of floor sanding applications by Virginia Abrasives.

wood to keep it light in color and

give it a well-cared-for appearance as

it weathers.

The product reportedly is ideal for

use on pressure-treated deck and patio lumber; new cedar and redwood decking; cedar, redwood and

other wood siding; wood fences;

In addition to the premier 26"

length, the saw is now available in 20" and l5" versions, the latter sized for tool box storage.

The saws' beveled teeth are said to slice wood fast while leaving a

smooth ftnish. The induction-hardened teeth are also designed to last longer, eliminating the need for fre-

cedar shakes and shingles, and unfinished outdoor furniture.

Get The Lead Out A detection kit from Urban Products Co. instantly reveals whether or not dangerous lead paint is present.

quent resharpening.

A hardwood handle is featured.

Cabin Fever Log cabin siding is new from Weyerhaeser Sales Center, Hot

Red Satin is a new garnet grain paper designed for finish sanding of premium quality wood floors and veneered woods. Because of its uni-

que crystalline structure, garnet grain is said to fracture evenly and sharply, avoiding scratching and gouging of wood.

Additionally, because of its extra heavy duty paper, the product reportedly is less apt to curl or cup due to moisture.

Black Satin is made of traditional silicon carbide grain on extra heavy weight paper backing for even heat dispersion and durability. The backing is pre-sized on both sides to help repel moisture.

Springs, Ar.

Mildew Remover A cleaner said to remove algae

Made of quality southern pine, Log Cabin Siding comes in 2x6 or 2x8 to offer the unique look of log cabin construction to new or existing

structures. Both No. 2 and No. I grades are available, ready to be primed and painted or stained.

Grooves in the back provide product stability to the material which can be stapled or nailed into place.

Wood Stabilizer A new wood stabilizing treatment from The Flood Co. provides a slow, steady seasoning process that helps minimize shock to new exterior wood from changing conditions, while reducing splitting, swelling, cupping and warping.

Seasonite is said to offer a sound

surface for painting, staining or

The tester has a dry chemical agent which is added to water and dropped on any painted surface

which has been freshly chipped. If the liquid causes the exposed paint to turn black, lead paint is present and should be removed for family safety.

Distance Device Electronic distance measuring de-

vices are now offered by Sonin in four different ranges, measuring up to 30, 60, 150 and 250 ft.

Features include two memories, a

three-function calculator, low battery indicator, out-of-range indicator, choice of ft./in. or metric, and a "smart beam," an especially narrow beam to eliminate unwanted readings outside or inside a measuring path.

The 6 oz. devices are powered by

two standard 9 volt batteries.

and mildew quickly and easily from outside surfaces is new from Goetz Enterprises.

Available in quart spray bottles and I and 5-gallon containers of concentrate, 30 Seconds reportedly removes not only surface growth but also embedded stains and spores to

prevent regrowth.

The Merchant Magazine

42

Picking Up Floor Sales A light weight, durable carry

board for hardwood flooring samples is available from BiWood Flooring.

and corrosion, effortless door track operation, wipe-clean frames and a

slanted bottom track that directs water and soap back into the tub.

The six styles are: Duet, a

modern two-tone metal in silver and

Radon Water Test Kit A kit for detecting the odorless, tasteless gas radon in home water supplies is now offered by Radon Testing Corp. of America.

gold; Cut-Crystal, a bevel-cut glass pattern which reflects light; Ribbon Reflections, uniting black and mirrored stripes; Flemrsh Lace, with a

new lace design; Muted Marble,

featuring deep swirls of white for a

marble look, and Floral Fancies,

with a soft floral border for a delicate look.

Preserved In All Places A brush-on wood preservative specially formulated to protect end Weighing only four lbs., the display features 3" x 12" Master Plank samples in all five colors: natural,

cuts, saw cuts and drilled holes is new from Osmose.

The testing package includes a special plastic sample bottle, flexible faucet filling hose and pre-paid mail-

ing box. The cost includes postage and handling of the sample to and from the company's laboratory, a computer-generated analysis and lab report.

Charcoal canister tests for air sampling are also available.

antique, pecan brown, white and

dove gray.

Beauty In The Bath

Mark On Wood An industrial quality carpenter's

Six new styles of designer bathtub

doors have been introduced by

pencil from the Markal Co. comes in a flat lead design in soft, medium

Kinkead.

and hard lead grades.

Although Green Endcoat was designed for use on CCA pressure tre-

The doors feature glass panels tempered for safety, frames made of anodized aluminum to prevent rust

ated wood, it can also be used on untreated wood.

The preservative is said to protect hidden spaces in wood construction which can trap and hold moisture in decking, fencing, wood projects and permanent wood foundations.

It is said to make clean, accurate marks on wood and other surfaces.

The company also offers custom imprinting services.

One beam . . . ora carload . . .

Yard or Jobsite delivery . . .sold through dealers only

PHILIPS:IH:: ltrE| ffi

SPECIALISTS IN LAMINATED BEAMS & ARCHES both custom and stock beams TREATED LUMBER DON PHILIPS, JR. . RANDY PHILIPS 1 W. Thousand Oaks Blvd..Thousand Oaks, Ca. 91360

GT-JTEI-il

CallCollect: (80s) 495.1083

September 1988

43

Litterly Bagged

Gommunicating At Home

A hoop that attaches to the opening of a plastic garbage bag to hold the bag open is new from Gulf-

A wide selection of residential intercom systems providing the security of controlled door entry and voice communication with any or all areas of the home is now available from

Pacific Marketing.

For more in{ormation on New Products wrrte The Merchont Mogozine, 4500 Campus Dr. , Suite

480. Newport Beach. Ca. 92660.

Please mention issue date and page

number so we can process your request faster! Many thanks!

Talk-A-Phone Co. Uses include listening in on other rooms, identifying visitors without opening the door, or communicating between one, some or all of the other stations.

The system accommodates be-

tween two and 16 stations. Each unit

may be flush mounted or surface mounted.

4

ODI,i/IPTC.

INACHINE

5T4ININ6

Developed to handle filmsy trash bags around the house, Bag Ringer reportedly accommodates any size plastic litter bag.

....

GO WITHTHE PROFESS'OruAIS FOR olUAUWCONTROIIED PRE.STAINING. . .

Waferwood At Heart Fibre-Lam, a high quality hard-

wood panelwith a lightweight waferboard core, has been introduced by Fibreboard Corp.

The "mini-veneer"-like wafers of the core provide structural strength

without the weight of other board core panels.

First, both sides of the waferboard core are sanded to a super smoothness. Next, the panel is laminated to

WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS. COATING ALL 4 SIDES OF EXTERIOR SIDING AND DIMENSIONAL TRIM. PLUS 1 COAT APPLICATION ON ALL SIZES OF PLYWOOD. ENCLOSED WAREHOUSE FACIUry.

)ALL , 19tl6l33tl-661t1 H€DLUND

a high quality domestic hardwood face veneer.

The result is a hardwood panel

said to be as strong as veneer core without the voids, more competitive than veneer core, lighter than MDF and particleboard, and easier to cut than MDF and particleboard.

ffi

LUMBER & MACHINE

STAINING

5550 Roseville Rood, Norlh Highlonds (Soclo), Colif.95860

The Merchant Magazine

44

Flat Top Drapery Rod A heavy duty, flat top drapery rod is new from Clopay Corp.

ate method to locate two correspond-

out-of-the-way positionwith fi ngertip

ing points.

pressure.

ceiver are in precise alignment when

The wall bed may be built into a drywall recess or is available with a

Pin Point's transmitter and re-

the 20 segment liquid crystal bar scale shows maximum deflection.

companion modular cabinet and shelfsystem to provide extra storage space.

A patented "Power Pak" minimizes effort to lower and raise the bed

- whether a twin, double or queen

size.

Constructed with reversible master carriers, the Prelude traverse rod provides easy access to cord pulleys.

It is available with either center or one-way (right or left) draw. The

cord is reinforced with a fiberglass core for extra strength.

Precise Alignment A new hand tool has been designed by Micro-Trak Systems to eliminate hit and miss drilling.

The precision locator readily defines the two points on either side of

structural components (walls, ceilings, floors, etc.) where a hole is to be drilled. It is said to completely

eliminate measuring, guesswork and mistakes by providing a fast, accur-

Both transmitter and receiver require a 9 volt battery. Both parts snap into the main case for storaee.

Off The Wall Sleeper A convertible wall bed from Sico Inc. lowers to reveal a full size boxspring and mattress and returns to its

The bed's "face" may be paneled, papered or painted, or is available in finishes to match the cabinet and shelf systems.

Log Siding Serving the wood products industry since 1948

Real pine log siding with stacked criss-crossing log corners designed for easy installation over a conventional frame house has been introduced by Modulog.

HARDWMD & SOFTWOOD PTYWOODS

/ourxtaxe lt<orr-n /rr-n hw

HARDWOOD LUMBER 19818 South Alameda, Rancho Dominguez, Ca.90227

(213) 636-9891 I (800) 982-9891 The authentic siding is said to provide improved energy efficiency, noise level reduction, and the look of a real log cabin.

September 1988

45

Backyard Plaything The OriginalJungle Gym, an easy-to-assemble collec-

tion of sling swings, trapeze bar with rings, climbing rope, climbing ladders, hardware, ground stakes and metal plates, has been introduced by Creative Playthings, Ltd.

An ideal do-it-yourself family project, the swing set

t",

kits come in four different models, including the Expedition, Safari, Voyager and Adventurer versions.

All wood parts are made from hand selected pressure

treated lumber that is pre-cut, drilled and sanded.

An optional slide kit is available.

ll|0 Iilll0 ca||$ tryi|l| |||$

il0 PR0r[$!

FAMOWOOD

is the PR()FESSI0I{A['S Att PURP0SE PTASTIC Boat builders, furniture makers, cabinet makers, etc. have found

it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass!

Ready to use right out of the can, Famowood

applies like putty-sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterproof and weatherproof when properly applied.

44

Ayailable in 16 matching wood colors and white.

BEVERTY MANUTACTURING C()MPANY 9118 S. Main Street.Los Angeles, Calif.90003, P.0. Box 73233 Manutacturers of Famowood. Famoglare, Famosolvent Distribotor and oealer Inquiries Invited

46

The Merchant Magazine

Extra-Clear Caulk

For The Birds Unique bird houses and bird feeders have been designed by Gull

A caulk that is ultra-clear to blend with all surrounding colors and prevent unsightly caulking beads is new

Lake Products Co.

from Sashco Sealants.

The sealant is said to be stronger,

tougher and clearer than silicones and adhere to almost any surface, in-

cluding plastic and vinyl. lt resists mildew and can be painted and

scrubbed.

To demonstrate how clear it is, Lexel caulk is packaged in a seethrough tube. The product is also available in white.

Scattered Showers A shower arm extension that per-

mits adjustment of the shower

height has been introduced by Pryde, Inc.

For tall individuals, the showerhead may be raised to avoid stooping

or lowered to keep their hair dry.

Constructed of 3/8" outdoor plywood, each house is cut in the shape

finishes - chrome plated, polished

the species. Two easily removed

The High & Dry extension is constructed of solid brass in three

brass and antique brass. A variety of decorator colors are also offered, and a showerhead is included in either a standard adjustable or a pulsating massage model.

dlar.rt * -eurn/te/L eo, PRODUCERS OF QUALITY GREEN DOUGLAS F/R .

a] a'le*r"

-e nomlrett, e o,

P.O. Box 479.St. Ilelens, OR 97051

Call Jon Friesen or Barb Baker

(s03) 397-t700 (s03) 224-7317 FAX 503-224-1419

f"."trtrhg q"rtlt

""*" " ; of a native American bird and

painted in the appropriate colors of

screws in the bottom allow for easy clean out of abandoned nests.

Each bird house and feeder comes individually boxed, assembled and ready to hang.

47

September 1988

Landscaping Staff

The Chase ls On An innovative horizontal wiring

The HMC/Green Machine string trimmer is now interchangeable with four other yard care tools.

Two wing nuts on the tool shaft's quickly disconnected coupler are

chase which provides speedy installation and future access is new from

Gold Bond.

Concealed behind the system's base trim, the new channel replaces conventional floor track, allowing installers to reach the wiring at any

used to attach the weeder-cultivator, edger, blower and snow-thrower to

the single power unit.

The .85 hp two-cycle, gasolinepowered engine has a two-shoe clutch, a Quiet-Tone mufller with

point in the base without partition removal.

guard, solid state ignition and a recoil starter.

The string trimmer features a flex-bent shaft and a 3" dual cutting head, which provides a cutting swatch of 15" using .080 line.

Compass For Scribes An economical beam compass for

rod, pvc or rigid metal tubing can be used as the beam.

scribing circles up to l0 ft. in

diameter is new from Dasco Pro Inc. Constructed of durable molded

Available in 3-l/2" and 3-3/4" widths to accommodate both l/2" and 5/8" wallboard, the chase can house a number of lines without the need to feed the cables through stud openings.

nylon, the tool is blister packed for display on pegboard hooks or on a custom-designed countertop display that holds 10 packages.

Each package contains a pivot with set screw, a scriber with set screw, and a pencil. Any 1/2" dowel

{\s

42 sldlng choicee of Dougler Flr, Rrdwood, or Crdrr plywood.

LACO LUMBER, lNC. 1500 Case Place / P.O. Box Woodland, Calilornra 95695 (916) 601-0812

Manufacturers of Plylap'" Siding

Products Co. Lumber Snider e5381 (2091 667.1OOO FAX 209.634.7953 Box 670, rurlock, ca.

Manufactunens of Sugan Pine Pondenosa Pine tr Hem-Fin tr Douglas Fin Pondenosa Pine mouldings, solid and fingen joint Jirn Munnay tr

Jirn Olson !

Elob Weiglein

The Merchant Magazine

i]rERA:-ill l[RiF n\tltit\f^\[ ruL: Lru |lLIU Ll LELJIL-! \:-/LruL: Well Structured A lull color, 4-p. booklet on quality, low maintenance frame-roof-wall building systems is free from Heritage Building Systems, by calling (800) 643-5555.

Gonstruction Galendar Construction Manager 1989, a deluxe hardcover appointment book/daily plan-

ner for contractors and other construction professionals, featuring contract

checklist, field report forms, sample

Pest Defense A pair of 96-p. books, Controlling

Willamette Industrial Div. A booklet introducing the industrial wood products division of Willamette Industries is free from Box 296, Wood-

burn, Or. 97071.

form letters, time reports, calendars and

a daily diary, is $32.50 from Prentice

Insulation Ads

Hall, 200 Old Tappan Rd., Old Tappan,

Household Pesrs and Controlling Lawn & Garden Insects, cost $6.95 ea. from Ortho Information Services, by calling (415) 842-5537.

N.J. 07675.

A fiberglass insulation ad-planner, a 68-p. booklet of camera-ready art and

Power Tool Techniques

advertising tips, is free from CertainTeed Corp., insulation group, Box 860, Valley Forge, Pa. 19482.

Moulding: Finishing Manual

Tool Techniques is $14.95 from Sterling Publishing Co., 2 Park Ave., New York,

The Complete Book oJ'Stationary Power

"How to Finish Wood Mouldings," a

booklet on selecting and applying

N.Y. 10016.

various paints and stains, is 400 from the Wood Moulding & Millwork Producers Association, Box 25278, Portland, Or.

pendent Business Institute, Box 159, Akron, Oh. 44309.

"The Executive Guide to Successful Retailing," a 20-p. booklet illustrating how software systems can answer com-

mon retailing problems, is free from CompuAmerica, 3250 Ocean Park Blvd., Suite 200, Santa Monica, Ca. 90405.

91225.

Making Acquisitions "How to Buy a Business - And Win" (report 508) is $l from the Inde-

lnterface Your Problems

For all New Literature offerings write directly to the name and address shown in each item. Please

mention that you saw it in lhe

Machinery Maker Manual The 1988 Wood Machinery Manufac-

turers of America Buyer's Guide & Directory is free from WMMA, 1900 Arch St., Philadelphia, Pa. 19103.

Merchont Magazine. Many thanks!

Roofs In Review

Preserved Samples

A roof inspection guide describing warning signs of potential roof problems is free from Revere Products Corp., 30875 Carter St., Solon, Oh. 44139.

A fact sheet on the American Wood Preservers Bureau's market place sam-

Closet Door Hardware A 24-p. closet door hardware catalog

Solid Connections A 52-p. catalog of engineered metal connectors for structural wood framing is free from Lumberlok, 1029 Whipple Rd., Hayward, Ca. 94544.

is free from Stanley Hardware, 195 Lake St., New Britain, Ct. 06050.

Hire & Hire Successful Hiring Throush Skillful Interviewing Techniques, an audio cassette

on how to hire the right employees, is

Window Sales

A decorative window and louver

merchandising package, which includes a detailed brochure, mini-brochure and 24" x 36" poster featuring installations, is available from Webb Manufacturing, Box 707, Conneaut, Oh. 44030.

Team Work A brochure on the merging of Furman Lumber and Slaughter Brothers is

free from Furman Lumber, by calling (800) 843-9663.

pling program is free from AWPB, by calling (800) 445-3068.

available from Caddylak Systems, 60 Shames Dr., Westbury, N.Y. 11590.

Wood Workers An industrial woodworking tools catalog is free from Norfield Tools & Supplies, by calling (800) 824-6242 or (800) 854-2554 in California.

lnventory Gontrols Subscriptions to a newsletter on how

to control excess. slow-moving inven-

Forklift Seminar The Forkfft & You, a forklift operator

training program consisting of a 20-min.

VHS videotape, five operator workbooks, a trainer's guide, five operator ID cards and five official certificates of com-

pletion, is $99 for National Lumber & Building Material Dealers Association members, $149 for non-members from NLBMDA, 40 Ivy St., SE, Washington, D.C. 20003.

tory are free from the National Associ-

ation for the Exchange of Industrial

Resources, Dept. BR-2, 560 McClure St., Galesburg. ll. 61402.

Working On Air A 6-min. video in VHS or Super 8 format on pneumatic nailers and staplers is available from Stanlev-Bostitch. East

Greenwich. R.l. 02818.

49

September 1988

Fun Merchandising Pays Off Merchandising tactics employed at Stew Leonard's, the world's largest dairy store in Norwalk, Ct., are equally applicable to home centers

and lumber yard operations any where in the country.

The one-store firm, which has been the subject of numerous magazine articles and television features, operates on four basic principles.

Satisfy the customer: "Make

them want to come instead of feeling that they have to, and always make

perience. Employees dressed in animal costumes roam the store.

operational guideline. The company averages more than 100 responses in its suggestion box each day. The suggestions and criticisms are daily distributed to all managers and also placed on lunchroom tables for the employees to review. In addition, each employee is required to submit one idea for store improvement per month. shopping fun for its customers. The

Animated mechanical animals provide singing entertainment. Customers can expect the unexpected as part of the store's special events.

Stew Leonard Jr., president of Stew Leonard's, shared the principles which have contributed to the success ofthe store in a speech at the American Hardware Manufacturers Association convention in Toronto,

store is designed to be a shopping ex-

Canada, last year .

Every effort is made to make

them leave happy" is a company rule. Carved in a 6,000 lb. rock outside the store is the policy: "Rule Number One: The Customer is Al-

ways Right. Rule Number Two: If The Customer Is Ever Wrong, ReRead Rule Number One." Teamwork gets it done is another basic principle. Management etches team spirit and entrepreneurialism into its employees. It pays more than

the prevailing wage, sends many of

its employees to Dale Carnegie courses, and instills a sense of ownership in all of its workers.

Excellence makes it better is an

OVER 50 YEARS OF SERVICE

.

\

BONNINGTON TUMBER CO.

wholesate lumber SINCE 1955 direct shipments

arr This 1935 Pierce Arrou Tuel0e uas the latest uor.l in luurA the Aear Bonnington Lumber uas founded.

--

direct shipments

-

redwood ' douglas fir ' ponderosa pine ' sugar pine ' hem fir ' plywood

p.o. box 397, orinda, ca.94563 fax@15\254-2709

Specializing in the wholesale

distribution of industrial lumber & wood products.

Douglas f ir, pine, green & dry hemlock, white f ir

TED POTLARD

r SAM WITZEI r llM Moss

10965 Cherry St., P.O. Box 105, Los Alamitos, Ca.9O720

(213) s9+8948

dan bonnington (4151254-27o2

(icnrini lin'cst Ikxhrcts

The Merchant Magazine

50

Twenty-five (25) words for S2l. Each additional word 700. Phone number counts as one word.

Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $50 ifwe sel the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant MaSazine, 4500 Campus Dr., Suite 4E0, Newport Berch, Ca. 92660. Make checks payable to The Merchrnt Mrgezine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

GIASSIFIED ABUERTISEMENTS NEED NATIONAL SALES? We are an established, aggressive forest products manulacturer with direct sales to loyal home center and lumberyard customers throughout the U.S. and in Canada. we are looking for top quality products to offer these customers and will consider financing, leasing or buying your manufacturing lacilities as part of our marketing agreement. Reply to Box 588, c/o The Merchant Magazine for a confidential review.

HIRING! Federal government jobs in your area and overseas, Many immediate openings without waiting list or test, $15,000 - S68,000.

Phone call refundable. (502) 838-8885. Ext. 8959.

HERITAGE BUILDING SYSTEMS

COPELAND LUMBER WISHES TO BUY

Lumber Yards in the Western States.

Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland,Or.97232,

I HAVE l0 years experience with a large

company in the wood preserving industry.

Experience includes sales, marketing, business development and production. Looking for management position. Reply to Box 585, c/o The Merchant Magazine.

At-

tention John Matschiner, Real Estate Manager. (503) 232-7181 All inquiries kept confidential.

LOOKING for small profitable wood business in western Wa., Or. or Ca. Must have good management and cash flow. Replies to Box 586 c/o The Merchant Magazine kept confidential.

AND WEATHERED BROKERS NEEDED to sell top qualitv millwork. 20/o below Ponderosa. Solid jambs' stops and casings from stock. Regular supply.

Opportunity for qualified brokers. Phone Jeff:

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and

wider. Call Bill Hunter, Hunter Woodworks. (213)

(619) 944-0891.

77 5-2544; (2 1 3) 83 5-56

1-800-643-5555 NATIONWIDESALE

30r/Or10 40x60x12 50x75r12 60x100x14

....33.485.00 ....$6.275.00

....i9.185.00

..$13,895.00 Cmmwldstoelbulldlngs baturlng sasy boh up .smbly. 2$yrar mmniy 20# mf, colq mlb,

.nglffi ltlmped p€rmn dwlngq wlth 3000 Elandad Eia mlllblr, FOB fetory. Call ior prlca quota€ and FREE brcchua!.

LOOKING FOR PONDEROSA PINE WIDE BOABDS? WE HAVE THEM AVAILABLE FROM 14'TO 42" IN 414 & 5/4 THICKNESS, LENGTHS AVAILABLE IN 6716'ON 1' MULTS OR CUTTO-LENGTH. SHRINK.WRAP AND POINT OF PURCHASE INSERTS ARE AVAILABLE.

W:

TREE PROOUCTS ENTERPRISES P.O. BOX 280 LAKE OSWEGO. OR 97034

620-5868

SALES PERSON S.F. Bay Area lumber yard seeks highly motivated sales person experienced in outside lumber sales. Concentration in industrial,

governmental and general contractor sales.

Excellent benefits/compensation package.

Send resumes to Box 587, c/o The Merchant Magazine.

RETAIL CREDIT MANAGER Independent home center with high volume in-house accounts has an exciting opportunity for an experienced credit manager. Position requires supervision of both A/R and collections. Candidate must possess excellent com-

munication skills. Send resume with salary history to Buena Park Lumber & Hardware, 6586 Beach Blvd., Buena Park, Ca. 9062,l.

WELL ESTABLISHED lumber and hardware business in Verde Valley of Arizona.

Upward growth area. Prime highway frontage.

Owner will carry terms. Holt & Associates.

rcol8las1-

MADISON 276 moulder: $22,000. Excel Model 208 ripsaw: $5,000. Clark 5000Jb. propane forklift: $2,000. Ferrari-type offbearer machine: make offer. Ask for Jim. (619) 744-

COMPUTEB SOLUTIONS Computer solutions for the lumber industry. Wholesale, retail, manufacturing and freight management. Call or write Penberthy Micro Systems,

39 Willowgrove, lrvine, Ca. 92714.

Phone: (714)857-2207.

LOCAL LUMBER hauling Southern

4700.

California rollcr bed truck and trailers and

FOR SALE: Z-32PFM - SCMI Panel Saw with table complete with LS4-48 Lifting plat-

bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422{A26.

form, blades, and computerized control. Less than one year old. Inquire (209) 268-9333.

COMPUTER SYSTEMS AND PROGRAMS MUtTI.US ER/PCD(TiATlM IN I

Accounting Financial

LUMBER CARRIERS from Berkot

z Especially adaptable to customer needs

i ,, Scientifically designed for all types of work

z Balanced for ease of handling

Let Us Prooe This Is the Cart for Yout Call or write for a free brochure

BERKOT MFG. GO., lNC. 11285 Goss SI.,(P.O. Box 218)Sun Valley, Ca. 91352 Phone: (213)875-1163

Disribution

[ranufacn/ring , HMS svsrEus coRPoRATroN ino reTl 3706 Ml. Olablo Blvd., Sulla 200. Laleye[r, Cdltorria 9,1549 (4r 5) 283.3000

51

OHNSTO

HARDWOOD Inc

txic\Ahste I

IAMEHCAN 9CAI{CER

lsocETY'

Dump.

Deliveryr Available

Small Orders Welcome

Johnston Hardwood Inc., 20940 S. Alameda, Long Beach, Ca. 908 | 0

(8OO)247-9486 o (21 3)635-371 O. FAx(2r3) cs5-4o2.t

ANNUAL HARDWOOD SPECIAL ISSUE The October issue of The Merchant Magazine will be a special lssue devoted to hardwood. We'll have stories, features, articles, plus merchandising and sales ideas . . . all devoted to hardwood as it applies to you, our retail and wholesale readers. You'll enjoy reading this valuable issue . . . and profit from it, too.

ADVERTISERS: Take advantage of this exceptional opportunity to get your message before our readers. The Merchant's extensive circulation in the 13 Western states assures excellent coverage for your advertising message. This Hardwood Special lssue is the perfect editorial environment for your advertisement.

Call today and reserve space. Deadline is September 16, 1988

4500 Campus Dr., Suite 480, Newporl Beach, Ca.92660 (714) 852-1990

The Merchant Magazine

BUVEM]S'GUIDE -SOUTHERN CALIFORNIA_ LOSANGELESAREA (213) 749-4235 (213) 875-1 163 (213) 755-8s64 (8r8) 981 -8750 (213) 62s-0387 (213) 594-8731 {21 3) 833-3974 (81 8) 330-8337 (21 3) 834-5261 1213) 422-0426 {818) 795-7996 (213) 636-2591 (213) 583-1381 (213) 723-9643 (213) 752-3796 Galleher Hardwood Co. ..

(2r3) s94-8948 Gemini Foresl Products ..

(213) 968-5551 (213) 686-1 580 Georgia-Pacific Corp. .. . ... . .

(818) 883-51 22 Georgia-Pacific C0rp (San Fernando) (213) 431-5437 t213) 432-1173 Guerero Lumber Handling Higgins Lumber C0. . ... . .... . .. \213) 233-4371 (800) 223-HUFF (213) 921-1331 Huff Lumber Co. (21 3) 61 7-3597 Inland Timber C0. . .... . .. . . ...

Johnston Hardwood {21 3} 635-371 0 (2t3) 567-1301 Jones wholesale Lumber Co. ... .

(818) 968-8331 Lane Stanton Vance . . ... . . ... .

(818) 96s-4344 Lumber Assn. of So. Calif.

(213) 723-3301 MacBeath Hardwood (213) 694-3771 Maple Bros., Inc. Mouldings .. . . .

Marquart-Wolfe Lumber C0....... . (213) 625-r494 Mulual Moulding and Lumber Co. .

1213) 321-0877 osgood lnc., Robert S. ... . . ... . . . (818) 449-7400 Pacilic Lumb€r Terminal . . ... . .. . (213) 775-1r70 Pacilic Madison Lumber Co. . ... \2131 773-2292 (213) 861-6701 (213) 624-1891 Patr Lumber Co. Penberthy Lumber Co. . . \213) 835-6222 (805) 49s.1083 Philips Lumb€r Sa|es........... . . (8001 228-7647 Producl Sales Co. . . . ... .... . ..

(818) 442-6932 Reliable Wholesle Lumber Co. . . .

(213) 694-8361 San Antonio Construction (2t3) 831-0365 Saus€ Bros. ocean Towing . .. . ..

(21 3) 860,7791 583 South Bay Foresl Products ... ...

(213) 946-6604 Soulhwest Machinery Co., Inc. .. .

(800) 982-9891 Soulhwest Plywood & Lumber Corp t21 3) 636-9891 (213) 921-0966 Stanline, Inc. (213) 541-0179 Sumwmd, Inc. Vent Vue Products l2t3) 22s-2288 (818) 358-4594 Virginia Hardwood C0.

(818) 330-1651 Western American Forest Producls . .

(80s) 543-2525 Western International Forest Products Western Turnings & Slair .... . (213) 944-6495 (800) 647-7762 (213) 775-7351 Weyerhaeuser {213) 748-5451 (818} 894,4015 Amencan Hardwmd Co Eerkot Mtg. Co. .. . . . .

Beverly Manufacluring Co. Burns Lumber Co. Capilal Lumber Co. ..

Catroll Moulding Co. .

Chozen Trucking C0. ...

Coaslal Lumber Co. .

Cm Head Lumber & Plywood ...

3C Trucking Dooley Lumber Co El&El Wood Producls Corp.

Fountarn Lumber Co., Ed Fremont Foresl Producls .

.. .. .... . ..

........

....

..

......

SAN FRANCISCO BAY ...... ......... \408)727-6211 ........ (415) 945-6100 C0.

BigCreekLumberCo......... .. . (408)423-4898 ... (415) 254-2709 Bonninglon Lumber C0 ........ (408) 842-1673 California Forest Producls ..

(408) 297-8071 California Lumber Inspection Seruice California Redwmd Assn. ...... .... (415) 381-1304 (415)632-4460 CasellaTransportati0n... ... ...... {415) 573-3311 Chemonite Council .. .... {415)684-0494 Crestwood ForestProducts ..

(415) 796-3670 Dl/K Pacific Corp. . .. . .

(41 5) 961'9200 Doors, Inc. .

Fibreboard Corp. . ... . .. (415) 686-0700 Flmr Seryice Supply (San Jose) ... . .

1408) 280-0222 ... (415) 352-5100 Gmrgia-Pacific Corp. (oakland) Georgia-Pacific Corp. (San Jose) . .. (408) 297-7800 Harness Timber Products .. . ... . .. (408) 985-1545 Higgins Lumber Co. (lilonterey) ... (408) 772-7166 Higgins Lumber C0. (Union City) (800) 972-0906 (415) 471-4900 (41 5) 935-31 Hirt & W00d Lumber C0. .

HMS Systems Corp. ....... ....... (415) 283-3090 . . . . . (41 5) 930-9368 Hub City Golden Gate Termrnals BeaverLumberCo. Berger &

1 1

J. H. Eaxler E Co Kelleher Corp. (Novato) Kelleher Corp. (San Ralael) Lane Stanton Vance Loursrana-Pacilic Corp

..

MacBeath Hardwmd (Berkeley) Mac8eath Hardwood (San Ffancisco) Pacific Lumber Co. ..

Redwood Inspection Service ...

Redwood lumber & Supply Rolando Lumber Co., Inc. Sequora Supply (Fairfield) Sequoia Supply (San Francisco) ..

...

. ....

..

... .. ....... .. ..

SimpsonTrmberCo

Soulhern Pacihc Triangle Lumber Co. ..

Wendling-Nathan Western American Forest Products (Benicia) ..

Western American Forest Products (San Rafael) (408) 297-9451 Weyerhaeuser Co. White Erothers . .

(415) 349-0201 (415) 898-1 270 (415) 454-886r 14151 276-s822 (415) 6s7-6363 (41 5) 843-4390 (41 5) 647-0782 {41 5) 33r -8888 (415) 381-1304 (41s) 593-3079 (415) 35r-5577 (707) 864-1 71 1 (415) 826-241 1 (408) 727-3333 (415) 541-1000 (415) 524-9595 (41 5) 46r-r 627 (8oo) 227-5016 l7A7l 746-7700 (41 5) 485-0740 (415) 786-1 700 (4rs) 261-'r600

(800)247-s486

.......

.............. ..........

.......

... ... ... ... ... .. .. .. ..

.. ..

.. .. .. ..

..........

...

Co.

.. .. .. ..

oBANGE, RIVERSIDE & SAN BERilARDINO COUNTIES

ORTHERN AND CENTRAL CAIIFORNIA_ (916) 624-5776 Ensworth Forest Products . eauterr lumoii salei.. tg00) szr-1tss (916) 452-5671 (707) 822-2995 Elue Lake Forest Products .. .

rnctlt/EUnEKA/F0nTu[t

.

.

(707) 822-3648 \707) 822-1779 \707) 822-2901 (707) 444-8055 (707) 443-751 1 \707) 822-4818 \707) 443-7024

Bracut lnternational Britt Lumber Co. Costa Trucking, Joe Eureka Southern Railroad Co. . .

Louisiana-Pacific CorD. . . .... .

PVM Redwmd Co. Schmidbauer Lumber. lnc ... . .

..........

...........

AUBUNil/GNASS

llAII.EY

All-Cmst Foresl Pmducts, Inc.

\916) 273-2233

StKERSFtH.0 Hiooins Lumber Co. .. . ... . .

Pacific Wood Preserving ol Bakersfield, Corp. ... . ... . .

... (800) 227-4338 (805) 834-0632 ... (805) 582-3950 {805) 833-0429 (707) 894-4281 (707) 894-2575 (707) 894-3362

F||RT IRAGG Georgia Pacific Corp.

Holmes Lumber Co., Fred C. .

(Redwmd) ......

... . . (707) 964-0281 . (707) 964-6377

... (714) 734-6339 ... (714) 627-8551 ... (714) 953-5464

.........

.... (714) 681-4707 .. (714) 874-5910 .. (714) 978-6335 .. (714) 546-5512 .. (714) 681-4707

... (714) 760-8086

.... (714)591-4861 .... (714)898-0433 .... (714) 476-0166

.....

......

Fontana Wholesale Lumbel Fountain Lumb€r Co.. Ed .

Fr*man & Co., St€phen G Fremonl Forest Products .

Ganahl Planino Mill .. . ..

Georoia-Pacific Corp. (Anaheim)

...

Georoia Pacific (Mira Loma) Georgia Pacific (Riverside) . . ..

Goldino Sullivan Lumber Sales .

...

Hesperia Wholesale Lumb€r Higgans Lumber Co. lndustrial Forest Products ... . .

Inland Timber C0. . . ... . ... . .

International Forest Products . .

Johnston Hardwood Inc. . . ...

Jones Lumber Co., Stu .. . ... .

Jones Wholesale Lumber co. ..

Kelleher Corp. . ... . ...

Koppers Co., Inc. L-P Distribution Center ... . ...

....

.....

L-P Waferwood/lnneFs€al Laminated Timber Seryices Inc. Mac8eath Hardwood Mariner's Forest Products .. ...

Marquart-Wolle Lumber Co. ...

Mesa Forest Products .. .... ..

Newport Planing Mill, Inc. oreqon Canadian Foresl Products ol Calilornia

.........

.....

1714]. 943-6727

(714) 591-0339 (714) 842-668r (714) 350'1 214 (714) 972-9107 (714) 673-3500 (714) 521-7500 (714) 956-8390 (714) 634-4641 (714) 681-91 16 (714) 684-5353 (714) 898-9777 (619) 244-9933 (714) 889-8501 (714) 861 -2071 (714) 877-2001 (7t4]. 627-7301 (7r4) 826-3090 (714) S46-21 1 3 (714) 542-9557 (714) 591-0865 (714) 391-1571 \714) 628-2825 \7141 582-0977 {714l. 547-2121 (714) 994-6240 (7r4) 751 -0800 (714) 966'0281 17141 241-7001 (714) 546-9661 1714). 637-2121

Koppers Co.

.... ...

Laco Lumber Co (Wmdland) Laminated Timber Services, Inc Louisiana-Pacific Corp. .

Michigan-Calilornia Lumber Co. .

.

M&MBuildersSupply

.

Nikkel Corp., The .. . . .

P & M Cedar Products ..

PGL Building Producls . .

Slanline, lnc.

Stockton Wholesale sun Forest Union Forest Products . .

Union Planing Mill

.

Waldron Foresl Producls .

Western Wmd Treating Co. Weyerhaeuser

C0. . . ... . . ... ..

Wolle Lumber Co

stl{It StBEtRt

(805) 564-3647

Tomac Inc. .

F8ESl{0

. .... . . (209) 251-8471 (800) 742-1945 12091 264-17?1 Co. Products .. (209) 275-3356 ..... .... . . (209) 268-6221 (209) 251-5031 Products (800) 742-1939 (209) 486-6221 Weyerhaeuser C0.

(209) 233-9035 Wmdwork Institute ol California ....

Warehouse Higgins Lumber lnternational Forest Pacilic F0rest Products Western American F0r6t Georgia-Pacific

r.os 8tx0s (209) 826-6544

DMK-Pacific .

Action Saw & Abrasive Products .. .

All Coast Forest Products . ... . ... .

American Hardwood Co. Anfinson Lumber Sales ..

Bear Forest Products .

Burns Lumber Co. ..

Cal State For6t Products . . . ... .. ..

California Lumb€r lnsoction Seryice ..

Canlor I.J.S.A. Corp. ... . .

Capital Lumber Co. ... . .

Carroll Moulding C0. .. . .

Cascade Empire c0.

(714) 943-2818 Certilied Coatings .... ..

El&El Wmd Products Corp Far West Fir Sales

KelleherCorp.....

Products

cuYEnIlE All-Coasl Forest Products .. . .

Bowman Lumber Sales . ... . .

Louisiana-Pacific Corp. . .

(916) 481-4444 (916) 331-661 1 \916) 927-2727 (9t6) 929-17S2 (916) 533-781 4 (916) 661 -081 2 ...

(209) 982-0585 ...

(916) 624-4525 (916) 644-1928 (916) 644-2311 (209) 835-41 72 (916) 488-61 70 (209) 957-2802 (916) 381-4242 (916) 635-4500 (209) 946-0282 (916) 673-2000 (800) 824-5888 (209) 465-471 1 (209) 465-471 1 (916) 485.s348 (916) 666-1 261 (800) 952-5616 (916) 371.1000 (916) 726-8538

Georgia-Pacilic Warehouse .

Hedlund Lumber & Machrne Staining Hiogins Lumber C0. . ... . . .

I'l00ESI0

...

..

sttlt ttntt

Hiogins Lumb€r Co. ... .

... ... (800) 533-1844 (805) 928-8325

srlrTt Rost tREt Blue 0x Manufacturinq ..

Capital Lumber Co. Gmrgia-Pacilic Corp. . ...

Higgins Lumber Co. ... . . ...

Kelleher Lumber Co. ... .

Martin Forest Industries Noyo Timber Products, Inc Nu-Forest Products Windsor Mill, Inc. ... . . ..

.....

.....

All Heart Lumber Co., lnc. .... .

RE00tlt8 tnEA

Cal Coast Wholesale Lumber, Inc For6t Products Transportalion .

... ...

lnc.

Louisiana-Pacilic Corp. (Red Eluff) .

P & M Cedar Products ... ...... .

Trinity River Lumbor Co. .. ...... .

Wisconsin-Calilornia Forest Products

. . .

Beadex Manufacturino Co. B€rger E Co.

......

Calilornia Ca*ade Induslries .... .

Canlor U.S.A. Corp. .

Capitol Plywmd

. . ..

(707) 433-3313 (707) 546-6373

Cmst Lumber Co. {oz-oouu willits Redwood c0.

736-3353 WttUlilS 666-5534 San Antonio Pote Const. Co

(916) 473-5381

.... (916) 241-8310 lzuv,

(707) 431,1200

.... (707) 545-6060

Ul(ltll/tlUlIS

Little Lake Industries.........

Louisiana-Pacific Corp. .. . . ...

Penofin Marketing

Pertomance Cmtings, Inc. (Ca.) Redwood

.

. ... .

(707) 468-0176 (707) 468-01 41 (707) 462-3852 (707) 459-5395 1707) 468-0272 {707) 468-0176 (800) 468-8817 (800) 468-8820 (707) 468-0181 (707) 459-9566

... (916) 527-4343 ... (916) 36s-3731 ... (916) 623-5561

stcnttElu0/sI0cKT0il tnEt

\707) s75-0377 \7071 433-7070

.. (70i) 584-7070

... (800) 458-3144 (707) 433-3834 . . ... . ... (415) 454-8861

Snider Lumber Products .... . (209) 667-1000 (209) 847-4218 Sward . ...

(209) 869-4561 Thunderboll Wood Treating, (No. Ca.) (800) 692-5744 (So. ca.) (800) 826-8709

Trucking

. ... .

1916t 972-7282

(916) (916) (916) 922-8861

PacificLumberc0 . (714) 662-5603 GREATERSATTIDIEGOAFEA C0. . ... . ... (714) 686-0440 ... . . ... . ... (714) 627-0953 . . ... . ... 17141 857-2207 '...... ......... (714) S98-8680 American Mill & Manutacturing ... (619) 420-7343 ... . .. (619) 263-9102 Ranch. Hardwmds ... . (714) 699-5189 Eaker Hardwood (714) 99'l-7770 Eurns Lumber C0. ....... ......... (619) 262-1171 fleel Lumber Seryice ....

(714) 776-1679 Cal State Lumber Sales . . . ...... ... (619) 426-2612 Regal Cust0m Millmrk .. . .. . (619) 485-7500 Retiabte Wholesate Lumber C0. .. . . (214i 545-1865 Fishman & Atfiliates ..... (619) 972-9107 San Antonio Construclion ll14l S2g-7790 Fountain Lumber Co., Ed .... sequoia supply .... 17141 261-2730 (714) 974-2330 Fremont Forest Products - . .... (800) 445-4923 (619) 474-1553 ...... (6191233-7224 SnavelyForeb[Products .......... . (S00)35S-27S9 FrostHardw0odLumberCo. . ....... (619) 262-9955 South []ay Forest Products .. ...... (714) 637-5350 Georoia-Pacific Cgtp. . . ..... (619) 489-0778 straight Edge Lumber seryice ...... (i14) 359-3414 Hig{ins Lumber co. ........\6191721-3171 ThermalFoim.tnc....... .......{714)943_5527 KetteherCorp. . . ... . .. (619) 442-002j Toot & Nait Lumber C0 .. (714) 548-7306 Lane Stanton Vance . ... ......... (619) 944-0111 Trojan Transportation, lnc. ...... (800) 826-5364 (714) 783-3408 Lassn F0rest Products ..

Bros., lnc. Moulding ......... (619) 442-8895 Western American Foresl products ... (714) 875_1550 Maple (714) g55-1661 peterman Lumber Co., Inc. .. .. . . ... (619) 234-7506 Westen lnternational Forest pmducts .... (6191 262-2444 Western Machinery Sales . . ...... .. (714) 836-7006 Stanline, Inc ... . (619) 271-6890 Weyerhaeuser Co. . . ... ...... (7141 772-5880 (714) 877-6100 Virginia Hardwood C0. . ..... ...

(714) 821-1560 Western Wmd Preseryers Institute . (619) 455-7560 ....... (800)642-7762 WotfeLumberC0. ....... ........ (714)645-8821 Weyerhaeus€rC0. .......

Pacific Madison Lumber Patr Lumber Co. .... .

Penberthy Micro Syslems . product Sates C0.

September 1988

BUYE H]S' GUIDTE PACIFIC NORTHWEST STATES PGL Euilding Products.......

WASHINGTON

Snavely Foresl Products

cltElilus Columbia Harbor Lumber Co

(800) 228-3065 \206) 748-0241

c0t utttE Vaagen 8ros. Lumber, lnc.

(509) 684-s242

Cascade Hardwood

Ktutl R.S.G Foresl Products .

.

(206) 673-5551

.

t(Eltlrt0RE PGL Building Products....... ..

(206) 486-2764

(206) 565-6600 (206) 228-6600 Beadex Manulacturing Co. Brady lnternalional {206) 251-0900 (206) 572.7501 (206) 581-r414 Burns Lumber Co. .. . . ..

(206) 383-4578 Gmrgia-Pacific Corp. (Tacoma) (206) 486-0741 emiiii-piiitii co,i ia;iiibt (206) 251-0488 Hub Cily Seatlle Terminals .

(206) 941-2600 PGL Building Products {Auburn) PGL Building Products (Marysville) .206], 252-2114 (206) 941-2600 PGL Building Products (Alaska oiv.) . . ..

Loth Lumber {206) 793-1 135 (ln Wa.) (800) 521-2131 (800) 426-8430 McFarland Cascade (206) 572-3033 Northcmst Redwood & Cedar Co. {206) 827-3784 (206) 292-s000 Simpen Timber Co. Tumac Lumber C0. . .... .... . . (800) 982-8202 (206) 285-35r5 (800) 426-36s0 Western Turnings & Stair ...

(800) 562-0908 (206) 854-3550 Weyerhaeuser Co. {S€attle) (206) 924-2345 weyerhaeuser co. (lacoma)

....

........

.. ...... ..

....

...

Georgia-Pacific Corp.

...

(509) 397-46r8 {509) 535-2947 (509) 922-4949 (800) 541-0597

.

Weyerhaeuser Cn. (ln 0r., ld., Mt.)

OREGON il.8tltY

(503) 928-2528

Canlor USA. Corp ..

G00s 8^Y Conrad Wood Preserying Co. . ..

Coos Head Lumber & Plywood Sause Bros ocean Towrng

. (503) 756-2595 {503) 756-0612 (503) 267.2193 (503) 269.5841

...

c0nllrils (800) 547-3401

Erand S

oiamond-B Lumber Co. {Philomath) Mary's River Lumber Co. .

Northgale Lumber Co. .. .

1'*',11111" EUGEI{E/SPRIl{GFIEtO Diamond Wood Products .

Fremont Forest Products .

Gmrgia-Pacific Corp. ... .

Hirt & Wood Lumber Co. .

Jasper Wood Trealing . . .

Leavitt's Freight Seryice Lumber Products McFarland Cascade ... . .

McKenzie Trading Co. . .. oregon Cedar Products . .

.......

RolandoLumberCo. ....

Starlire Lumber C0. .. . . .

Weyerhaeuser (outside 0r.)

C0. ... . . .

'...''.

(503) 57s-0581

John oav Lumber Co. .. .

.....

Cornett Lumber Co. Founlain Lumber Co., Ed .

Fourply, Inc. Lumber Products

.......

\503) 757-7777 1503) 757.7777 (800) 547-3401 \5031 752-0122 (503) 752-9618

(503) 689-2581 (503) 686-2911 (503) 345-4356 \800) 582-2212 (503) 686-281 5 (800) 547-6063 (503) 342-2300 (503) 747-4236 (503) 687-041 1 (800) 426-8430 (800) 547.6067 (503) 342-2067 (503) 746-2502 (503) 686-1 1 78 (503) 942-5s41 (503) 461-0500 (800) 431-5210

J0ltl{ |lAY tilE0F0Rl

.....

....... .....

.

SEIITTE/IACOIII AREI American Plywood Association .

OREITEN

SPOKTilE EerOer & Co.

.....

GNEAIER PORII.AIO ANEI Allwood Industrials, lnc.

Caflall Brolhers Cascade Empire Corp.

Cole & Assmiates, John T. ... ...

Oisdero Lumber C0.

Estacada Lumber F&L Lumber lnc. . . ...

Forest Fiber Products Co. . . .

Friesen Lumber Co. ... . ... . .

Fullmer Lumber Co. . .. . . .. . .

Furman Lumber, Inc. .. . .

Georgia-Pacilic Corp.........

Gregory Forest Products .. . . .

Hampton Lumber Sales Co. . . .

Hub City Portland Terminals ..

Kuzman Forest Products . . .

PGL Building Products....... .

Louisiana-Pacilic Corp.

Lumber Products Penberthy Lumber C0.

(800) 547-5991

(503) 664-1271 (503) 535-1 526 (503) 479-3456 (s03) 773-3696

. .......

Pope & Talbot Sause Bros. ocean Towing . . .

SCR Incorporaled Trans Pacilic Export (TransPac)

MOUNTAI (503) 773-8474 (800) 547-3039 (503) 779-1 21 2

COLOBADO c0litlitERcE crTY

(800) 255-9663 {503) 620-4877 (8oo) 547-201 1 reooi 5az-8i7i (503) 629-2070 (503) 644-5133 (503) 239-8888 (503) 630-7701 (503) 682-7225 (503) 648-4194 (503) 397-1 700 {503) 620-1 570 (800) 547-1942 (503) 643-861 1 (s03) 644-8004 (s03) 297-7691 (503) 297-8787 (800) s47-0230 (s03) 640-8828 (503) 620-141 1 (503) 221-0800 (503) 223-81 71 (503) 224-8948 t50s) 220-2750 (503) 238-1474 (800) 247-1236 (503) 684-3641 (503) 635-3565 .

(503) 246-8600 .

-ROCKY ...

.. ..

Treesourc€ ..

Western International Forest (800) 547-5500 (s03) 246.5500 Products ..

(503) 224-3930 Western Red Cedar Lumber Assn. .. . .

(503) 224-3930 Western Wmd Products Ass$iation . . .

(503) 646-061 1 Weyerhaeuser Co. (503) 357-7181 Wmdfold-Marco lvllg.,

Inc............

. ...

Co.

0t]tuE8

.... . . ... ...... ..

Furman Lumber, Inc . (800) 826-9468 {303) 287-0881 (303) 623-5101 Georgia-Pacilic Corp.

(303) 295-2928 KooDers Co., Inc. (303) 287-2591 snavely Forest Products weyerhaeuser Co. .. . (ln Co.) {800) 332-8291 (303) 433-8571

Gnlil0 JUl{CTt0]t RW Specialties, Inc.

(503) 874-2236

n0sESunG Keller Lumber Co. .. . . ..

Sun Studs, Inc.

(503) 672-6528 (503) 672.5059

sAtEIrl Lumber Products .. .

(503) 581-0226

1503) 874-2241

... ... .......

ALASKA rrclt0R^0E

1800) 892-2277

Georgia'Pacilic Corp. .

(808) 682-s704 {808) 682-201 1 (808) 521-5082

........

ARIZONA PIIOEl{II AREA All-Coast Forest Products

LumberProducls.... sAt{0P0nT

(208) 263,214r

l!!cFarland Cascade

TWIII FAI.I.S AREA Beroer & Co.

.

(208) 324-4196 (208) 326,5925

MONTANA BttUil0s

. ......

iltss0|Jt A Superior Hardwood & lVillwork

(406) 245,31 36

. ..

{406) 728-4976

UTAH 0G0Et{ Georgia-Pacilic Corp. . .

(800) 662-5437

sttl tAl(E cllY Georgia-Pacilic Corp. ..

MacBeath Hardwood Weyerhaeuser Co. . ..

...... (801) 486-9281

. (801) 484-7616 . (ln Ut.) (800) 662-8585

{0urside ul.) (800) 453-8091 (801) 972-5525

wYolill{c CASPEE

(307) 266-4568

RW SDecialties

Weslern American Forest Products . . .

Weslern Wholesale Moulding, Inc. Weyerhauser Co. .. .. ..

-SOUTHWEST

(602) 496-0057 ......

(602) 466-7801 CapilalLumberCo....... .......(602)269-6225 Fremont Forest Products . . . . (800) 445-4923 (602) 942-7398 ...... (602) 939-1413 Georgia-Pacilic Corp. .. .

Mallco Lumber & Eurldrng Materials .. . (602) 252-4961 (ourside Az.) (800) 252-4961 fln Az.) (800) 352-5530 ...... (602) 931-7459 lvaple 8ros., Inc. !,loulding Prime Lumber Wholesale, Inc. (800) 23-PBll\lE (602) 247-6123 (602) 254.6311 Sequoia Supply . .

Snavely Forest Producrs .. .. (rn Az.) (800) 352-9169 (602) 961-0978 (602) 998-4703 South Bay Forest Products . {602) 244-0301 Southwest Hardwood Co. . ... .. . .....

Soecialty Forest Producls .. {602) 264-2533 . \602) 272-2313 Spellman Hardwoods (ln Az.) (800) 624-5401 ........{602)252-3696 Stanline . .. .. (602) 252-6818 Virginia Hardwood C0. . .. .. .

Arizona Pacific Wood Preservrn0 Co.

(208) 336-1 560 (208) 375-5050 (208) 343-4963 1208) 772-601 1 1208J 375-7487

Louisiana-Pacilic Corp

HAWAII fl0110Luru Honolulu Wood Treating . .. ... .. ...

Honsador, Inc. Sause 8ros. ocean Towino

(303) 245-6386

80tsE

Artis Metals Co. .. .. .

Canlor U S.A Corp.

(907) 562-2130

PGL Euilding Producls .

...... ........ ......

..... .. .. .. ..

IDAHO

Georoia-Pacitic Corp.

Rt00tE C&D Lumber Co. . .. . . ..

Herb€d LumberCo.

.. .. .. (303) 287-0881 . .. .. {303) 296-8886 .. .. {303) 572-1645

Furman Lumber C0 . .. ..

RW Speciallies, Inc. . ..

Western Turnings & stair

IUCS0lt

Southwest Hardwo0d C0.

...

\602) 272-9321 (602) 939-7501 (602) 269-3541

...........

(602) 792-9966

NEVADA

us YESts

Higgins Lumber Co., J.E. .. .. ...

Peterman Lumber C0.. lnc. ..

... ..

.

(702) 734-3170 (702) 733-4011

Rtro/ctns0il ctTY AnEA

Plywood

..... \7021 329-4494 .. .. ... . (702) 883-1801 ... .... (800) 243-8625 (702) 329-1653 .. .. ... . \702) 322-2196 .

Capitol DMK-Pacilic Corp. ..

Higqins Lumber Co., J.E. PGL Building Products

NEWMEXICO ATBUOUEsOUE

Capilal Lumber Co. Duke City Lumber C0 . .. .. ..

(505) 842-6000

Georgia-Pacilic Corp.

1505], 242-2791

15051 877-7222

Louisiana-PacilicCorD (800)545-6732 (505) 873-051

1

54

The Merchant Magazlne

Mary Grant Clough died of

@ts[TqARNtrS William A. "Bill" McElrath, a sales representative for Carroll Moulding Co., Huntington Beach, Ca., died after a heart attack on Aug. 2, 1988, in Upland, Ca. He was 63.

Born in Youngstown, Oh., he started in millwork sales in the Midwest in the 1940s. His career in Cali-

fornia began in 1975 with T.M. Cobb

Co., Los Angeles, Ca., and he

moved to Carroll Moulding in 1984.

Mr. McElrath is survived by his

widow, Myrtle, two sons, two daughters and three grandchildren.

Gilbert Edward Langley, 78, a retired associate of Rygel Lumber Sales, Newport Beach, Ca., died from a stroke Aug.2, 1988, in Fresno, Ca. Born in Ottawa, Canada, he spent 57 years in the wholesale lumber business, working for a number of

firms, including W.E. Cooper, Los

Angeles, Ca.; Commercial Lumber Co., Los Angeles, and J.S. Linderman, Long Beach, Ca. In 1971, he joined Rygel as lumber broker/associate, retiring in 1985.

Mr. Langley is survived by his widow. Lenora. a brother. a sister. a daughter, a son, and two grandchildren.

Robert Noble Golding, owner of

Golding Sullivan Lumber Sales, Westminster, Ca., died Aug. 8, 1988, of cancer in Long Beach, Ca.

l,

1988, in Duarte, Ca. cancer Aug. She was 65.

Born in Tarzana, Ca., she was the wife of George Clough, who recently retired at 85 from Anfinson Lumber Sales, Fontana, Ca. His 64-year lumber career included owning his own firm, working as a redwood specialist for several leading Southern Califor-

nia firms, and a longtime involvement with the Lumber Association of Southern California Mrs. Clough is survived by her widower. a brother. a sister. a son. four step-sons, six step-grandchildren and three step-great grandchildren.

1988, in Riverside. He was 75.

A native of Minnesota, he worked for Tarter, Webster & Johnson (now

Western American Forest Products), Rialto, Ca., and Boyd Lumber

Co., Upland, Ca., before joining

Champion (then known as BoydLovesee Lumber Co.) in the early 1960s. He semi-retired in 1983, working part-time through 1986.

Mr. Dunn is survived by his

widow. Carol. and two sons.

Del W. McNutt, founder ot Timberland Forest Products. Seattle.

Wa., died June 1, 1988, in Seattle after a long bout with cancer. He was 65.

Born in Malta, Mt., Mr. McNutt

HE was 68.

entered the wholesale lumber business in the 1940s, opening his own company in 1976 with Bill Sullivan.

master's degree in business administration from Harvard University.

In the early 1950s, he joined

Arthur. Later he received his

Mr. Golding is survived by his widow, Frances, two sisters, two sons, a daughter, and three grand-

Mauk Seattle Lumber Co., Seattle,

children.

mid-I960s and opened Timberland

TIMBER SIZER PRE,FABRICATION

Wholesale Lumber Association, Timberland Industries and Makah Forest Enterprises, Neah Bay, Wa.

Mr. McNutt is survived by his widow, Cappy, his mother, three sons, one daughter and one sister.

Structural Panel Decline Following 1987 production of 27 billion sq. ft., structural panels will dip slightly in demand in 1989-90, then rise to a record 29 billion sq. ft. for 7992, forecasts the American Plywood Association.

The APA reports a 10.5 billion sq.

ft. structural panel growth since Lowell "Shorty" Dunn, a retired salesman for Champion Lumber Co., Riverside, Ca., died July 14,

served in the Pacific during World War II under Gen. Douglas Mac-

Born in Kansas City, Mo., he

Forest Products. He had also served as a director for the North American

where he worked his way up to president. He left the company in the

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

TIMBERS From cutting a wedge to pre-fab'd crane pads or mine shafts.

Angle cut, cross cut, drilling, dapping-Ve'll do them all to customer specification.

Bracrrt International Drawer 4779, Arcata, Ca. 95521

707-822-3648

1980, 370/o being nonveneer panels and 670/0, plywood.

AID ]]NDtrX Action Saw & Abrasive Producrs ....... 3?

All Coast Forest Products....,.......... 5

American Mill & Manufacturing, Inc. .. 34 . . ........ 3 Andersen Corp.. A.W. Anfinson Luniber Sales ......... Cover III ..... 50 Berkot Manufacturins Co. Beverlv Manufacturine Co. ............ 45 Blue Lake Forest Products........ . . . ., , 6 Bonninqton Lumber Co. ............... 49

Brecutfnternational.. ......... 54 . . ...,... 32 Britt Lumber .......... 53 3C Truckins Central Builders Supplies Co... . . . . .... 17 Columbia Harbor Lumber Co........... 3l .,,,,..2l Cornett Lumber Co..... ......... 45 DMK-Pacific ......... 46 Doolev LumberCo....

Duke Ciw Lumber Co. ................ 15 ..... 38 Ensworth Forest Products.

Fontana Wholesale Lumber, Inc. . . ..... 14 .......46 Friesen Lumber Co.....

Cal Coast Wholesale Lumber Inc. ...... 26

Gemini f'orest Products................ 49 Hedlund Lumber & Machine Staining .. 43

HerbertLumberCo..,..,...... 37 ......... 17 Hirt & Wood. ......... 39 Huff Lumber Co. .... ........ 30 Inland Timber Co, .... ..... . . ....51 Johnston Hardwood. ...... 3f Jones W-holesale Lumber . ...... . 35 Keller Lumber Co. ..,. , ..,..,,. 41 Laco Lumber. Inc. .,.

Laminated Timber Senices, Inc. ...,... 36 ..,,,,,, 49 Lassen Forest Products ......... 43 Little Lake Industries .,,...

24-25 Louisiana-Pacific..... ..........19 LWOCorp..

Mallcn Lrimber & Building Materials... 23 MarquarhWolfe Lumber Co.......,.... 20 Mutual Mouldins & Lumber Co. ....... 30 Navqio Forest Prbducts Industries ...... ?7 Nova L Oregon Pacific

!hilip,s

..... 28-29 Talbot ...... 4 Co. RavenIndustries..,., ..........7 Redwood Coast Lumber Co............. 15 Reliable Wholesale Lumber............ 38 Snider Lumber Products Co. .. . . ,...... 41 Southwest Plywood & Lumber Corp..... 44 Stockton Wholesale Lumber .....:. . ... 45 Thunderbolt Wood Treating Co. .. . . . ... 19 Tool & Nail Lumber Co................ 35 ,.......26 Union Forest Products.

Vaaqen Bros, Lumber Inc. ...... Cover III Walfuon Forest Products....... ..,..... 22 Weyerhaeuser Co,.... .. Cover I, E Pooe-& Pr6duct Sales

I,AAGE}I BRllS. IU}-|BER, IilC. Sarnrmills Producing quality products from the Inland Northwest

PonderosaPineoFir&LarchoHem-FiroLodgepolePineoSpmceoCedaroldahoWhitePine Industrials. MSR Products o Dimension o Boards. PanelinSo Products for Treating

SALES OFFICE:

Truckload and Carload duantities onlv

565 W. 5th

Colville, WA 99714 (509) 684-5242 FAX (509) 684-2168

$ coMMoNS,

.O.NLY

L.C.L. CEDAR GH CLEARS E FENCING

1 3041

COi|PLY is available in standard sizes.