Merchant Magazine - September 1988

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

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

meticulously crafted for a long, trouble-free life.

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

Formore information about Andersen roof

windows contact your nearbv Andersen distributor

Hus

Alaska & Hawaii

Serving 13 Western Stafes

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 Campus 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 additional 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, Wyoming, Montana, Utah, Colorado, Northern 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 Campus 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$30; Asia: air-$68; surface-$3O; Europe: air-$98; surface-$30. Single copies-$3; back copies-$4.5O when available plus shipping & 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.

DAVID CUTLER editor- publisher

Absolutely the lowest prices in town - GUARANTEED!!!

VOU see these kinds of screaming headlines f in retail advertising all the time. For years consumers took them with a grain of salt as 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 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."

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

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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

floorwontwarp orbuckle. And itcertainhwont delamindte, under anvconditions

Tongueandgroovesmadetomeetexactlq. OntOp Of that, Sturdi-Wood is 1000/o on grade, panel

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.

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 offering 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 explains.

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%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

sales gains at a time when inventories 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 business, 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."

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.

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-

ated windows, seasonal endcaps, festive 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 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.

Spotlight on TOOLS

I'OOLS are like automobiles, I basic model will do the job, most people want the one with extra features.

the but the

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 demonstrations 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.

This year he has a wide selection of power and hand tools plus accessories to promote. Tool designers and manufacturers have outdone themselves, making tools easier to use, more powerful and better 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.

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. A cordless screw driver with a three position, forward/ 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.

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.

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-

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 versatile.

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.

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.

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.

Drill With Level

Cordless Jig Saw

Cordless Screw Driver

Plunge Router

Electronic Jig Saw

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

through metal four times faster than 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 accurate.

Utilizing ultrasound, a range of sophisticated electronic measuring instruments are here for home and professional use. Useful for indoor and outdoor measuring, they feature a built-in calculator and multiple memories. Readings appear on a LCD display.

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

Story at a Glance

How to use showmanship in merchandising tools latest developments in cordless and electronic products. a sampling of National Hardware Show offerings.

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 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.

An aluminum magnetic level with a lifetime warranty holds fast to ferrous surfaces such as door jams, windows and steel studs.

Christmas Wrap

Christmas packaging, while not a technological development, is a fresh approach to promoting tools as gift items. With the holiday season just ahead, it is appropriate to make note of it.

Brad Nailer

Cordless Butane-gas-powered Tool

Wire Wrench

Self-igniting Torch

Sell more with questions

I EARN why your customer is considering buying a L 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. Selling 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 approach.

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.

Co-ops try to nailthe best price on tools

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, the independent dealer will most often find the hardware manufacturer'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 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 comprised of regional wholesalers. A spokesman for co-op Servistar, formerly American Hardware SuPPIY Co., explains: "Co-oPs make moneY

for their members, whereas buying groups make money for independent wholesalers."

Still, many co-op members achieve the best price on tools by shopping around. "ln some instances, there are local suppliers who can make a special deal," says John 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 Supplies Co. is one of the smaller co-ops, it successfully sells the most merchandise 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 advertising, computer systems, insurance programs, store designs, merchandising literature and displays, video training programs, etc.

A co-op also offers the recognition of a chain, providing a respected name and often exclusive products. And these house brands have an added appeal. "ln many cases, the 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 possible.

Part ll: Light jobs and SWEAT EQUITY:

By Wally Lynch Paid Associates

GWEAT 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 price, assortment, quality and guarantees 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 projects 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.

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); Installed 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):

Installed floor tile (3.5); Installed sheet vinyl flooring (3.5); Resurfaced a driveway (2.9). Total: 13 projects in 124.4 million homes.

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

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 existing lawn (9.9); created a new 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 requiring installation services, materials, how-to advice and tools.

In addition, there are five seasonal lawn and garden top jobs requiring installation services, materials, how-to advice and tools. The options and possibilities are almost endless and in total they reach 352.2 million homes all year round plus another 79.2 million homes seasonally through lawn and garden.

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

THINK ASSORTMENT: good, better, best. THINK TOOLS: starter, advanced amateur and professional sets. THINK HELPFUL ADVICE: manufacturer-furnished installation instructions, specially printed step by step instructions, an experienced staff to advise the customer every step of the way. THINK INSTALLATION: store craftsmen will install it, associated shoos will install. the store will

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

work with customer's installer.

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!

The opportunities to exploit 55 issues are magnified by good, better, 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 promoting these issues on endcaps.

The options are almost endless, but their worth is in telling the customer about them. This requires some planning, some digging and coordination. The benefits of Sweat Equity will come out of the closet and hole up in your bank account and on the bottom line of your P & L.

Benefits will no longer be implied while the'price wars go on, but will be directed into Jane's eyes, ears and purse.

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 will soon show up on your gross 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 will lose the extra profit and a customer when the cheap nails fail.

"To overlook the sale of specialty

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 shank with an octagon shape factory 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 desirable.

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

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.

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.

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

The Merchant Magazine

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. .

NEWSS BLn1 IEFS

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. 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 Hillsboro Street of l)reams home buildingproject,..

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

lJelens, 0r.. is completing a 5,000 sq. ft. addition . . Tha O'Malley C'o.s.. plans to close units on Bell Rd.. Phoenix, Az., and one in Tempe, A2....

Builders Dist'ount will be the anchor tenant in a home improvement shopping center due to open in Valencia, Ca., next year Ace Hardware ismoving its Benicia, Ca., warehouse to Rocklin, 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.

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 buyer 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 . .

.lames Hardie Building Products, 1nc. is building a $40 million fiber cement products plant in I-ontana, Ca. . Gang lVail Structural Framing Products and Panel Clip have formed Lumberlok Co., Hayward,Ca....

ldeiser Lot'kwtll close its Huntington 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 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....

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)' )

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....

A QUATITY

]ATTICE

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

IAIIICE PROGRATh

We Also Moke WOODWAY

Solid Wood Poneling ond

rAllclEs

Portlond, Oregon

Cedor Shingles

'Our Distributors: Conosougo River Lumber Co.; Dollos Wholesole; Duke Foresf Products; Hollet Building.Moteriols; f ni"inotionol Foper Co.; Logo"n Lumber Co.; Mid-Atlontic Cedor; Noshville Wholesole Moulding; Plunkett-Webster; sequoio supply iNew orleJns); Texos Distributors; Willco Building Moteriols.

We have a large inventory of treated and untreated forest products Ask about our

Paul Carrol

MARQUART-WOLFE BER CO.

-fr.ot.oot. fozert Pro/tett

the biggest, but one the uery best! of

We are proud to represent:

GALENDAR

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, 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 Francisco, Ca.

Lumber Merchants Association of Northern CaliforniaSept. 14, regional meeting, Fresno, Ca.; Sept. 22, Santa Rosa, Ca.

Dubs Ltd. - Sept. 16, golf tournament, Oakmont Country Club. Santa Rosa. Ca.

Inland Empire Hoo-Hoo Club - Sept. 16, dinner/elections, Shandin Hill Golf Course, San Bernardino, Ca.

...and we will be glad to assist you with

plywood

plywood siding

oriented strand board

mdo concrete form

paneling-hardwoods

roofing-louverboard

cladwood products decorative overlays

o Douglas fir

o hem-fir

o spruce

o pine

o stress-rated

o treated lumber

o timbers

Marquart-Wolfe Lumber Co.

COSTA MESA

P.O. Box 11150

Costa Mesa, Ct.92626

Q13l 625-1494

0r4l 966-0287

F1\X(714) 966-21.64

CORONA 1450 W. 6th St. Suite 1 12 Corona, Ca.91720 014) 272-0440

FAX(714) 272-01.36

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

9th Annual Past & Present Nor/Pac Golf TournamentSept. 17-18, Aloha Greens, Aloha, Or.

Hoo-Hoo-Ettes - Sept. 17, national board meeting/initiation & installation of Tacoma club. Tacoma. Wa.

American Wood Preservers Association - Sept. 18-23, fall 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 CaliforniaSept. 26-2E, sales seminars, Sacramento, Ca.; Sept. 29, San Jose, Ca.

OCTOBER

Western Hardwood AssociationOct. 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 DistributorsOct. 7-8, market, Seattle, Wa,

National Kitchen & Bath WeekOct. 7-16, sponsored by National Kitchen & Bath Association.

American Hardware Manufacturers AssociationOct. 912, national hardware convention, Seattle Sheraton and Westin Hotels, Seattle, Wa.

International Hardwood Products AssociationOct. 12-14, members&directors meeting, Hyatt Regency on Capitol Hill, Washington, D.C.

National Lumber & Building Material Dealers AssociationOct. 13-16, annual convention, Wyndham Hotel, Palm Springs, Ca.

Nof

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 increasingly 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 retailers 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 appliance 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 president 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 president. 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.

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

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-

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.

"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," I quipped. "They have got to get the message to residents about their transformation to win back some of the customers now sharing 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!

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 office, 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 require 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 bottlesstored and waiting to be refilledcost 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

meeting in Sacramento might be useful.

Bob Joyce oIOSHA

says:

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

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

Call (714) 852-1990

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

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.

WAYN E GARDNER executive vice president

f O UOST of us, the closest we wanr I to come to camping out is 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

"marching to the beat of a different 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 Sheraton, and a Management Conference, Nov. 10-12 at the Marquis, palm Springs. Pick up your "tent" and try our new campsites.

NORTHWEST-ffi}

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 Association, 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

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.

OPERATING OPPORTUNITIES

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

!f,fUOeveR said advertising doesn't 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 compete. 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 gross margin that would have been generated.

Almost without exception, people chose to look at a 24 to 28 page tabloid. After two days to agree on what would have been sold and learning the pages

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 involved 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 customers. (No one needs a 28 page tabloid to accomplish this. )

Second, do you know what to advertise, when? Answers come from many areas. Suppliers, newspaper morgues, past sales history and anticipated seasonal and basic demand patterns are a few examples. Some retailers check weather reports from a distant city because they

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:

(1) Develop an instantly recognizable 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 one item. Once in the fray, you can crawl, creep and walk your way in a controlled manner into a meaningful communication with your customers.

inventories and prompt delivery of the finest quality timber.

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 increase profits because our employees and customers are our first priority," he explains.

A dealer should look for safety benefits such as lock switches to prevent accidental starts, covers to protect users from sharp blades, double insulation on electric cords and designs that direct sparks and wood chips away from the operator. All can be used to advantage by a salesperson.

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 than half of their 1,700 employees.

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

1,100 local employees and move production elsewhere, according to James Connors, president.

Mansion's New Mansion

Mansion Industries, City of Industry, Ca., has moved its customer service, administrative and distribution activities into a new 75,000 sq. ft. building. The new facility is one block from the company's current 63,000 sq. ft. building, now entirely devoted to manufacturing.

"As part of Mansion's rapid shipping service to customers, it must maintain adequate inventories of over 700 SKUs. The additional space

TIMBERS

D.F. CLEAR

PINE PATTERN

PINE COMMONS CEDAR

became necessary to handle the 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."

HomeClub Arrives In Arizona

HomeClub has set foot in Arizona, celebrating a Sept. 1 opening of a 103,909 sq. ft. warehouse and 9,880 sq. ft. nursery in Glendale. 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.

REDWOOD COMMONS

REDWOOD PLYWOOD

REDWOOD PATTERN

REDWOOD UPPERS

LONG DIMENSION

Resawing:

r 54" Bandmill

r Sorting Chain - 150 ft

Drying:

r Drv Storaoe

Planing:

r Patterns - Splitterhead - Rougherhead

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 is dissimilar. rvhat is 100(h similar is our customers: home centers. lumber yards and makers of mobile homes and kitchen cabinets."

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.

The primary issue confronting [.1.S. manufacturers ol power-driven 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' sales have declined 101r. Industrywide import penetration will continue to seriously threaten U.S. manufacturers, according to Busi-

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 roofing matcrials, and cmploys 7-50 workcrs.

(irip-llite has l0 distribution centers 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, Guardian Purchasing. Pan American Building Materials and Grip-Rite, Ltd.

Terms of closed. the deal were not dis-

performance in the industry, conversely, other factors have had an invigorating effect on the power-driven hund tool markel. Increases in construction 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 boon being largely 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.

3-C Truckers Hat The Road

ness Trend Analysts, lnc.

Various factors which had previously been responsible f'or stimulating sales of 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 performance 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 result, chainsaw sales have been sharply curtailed since the end of the energy crisis.

While these factors have hindered

Representatives from 3-C Trucking, Long Beach, Ca., recently embarked on a three-week multistate 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.

At Britt Lumber we specialize inproducing quality fence posts, boards and rails directly from the tog in our modern sawmill.

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

And now Britt Lumber products are available in cedar, too. ,,'

Meets

WHOTESALE LUMBDRCO.

SPECIALIZING IN A

COMPLETE LINE OF THE FOLLOWING:

REDWOOD

CONSTRUCTION HEART ROUGH

CLEAR

3t8, 1 /2, 5/8, 3/ 4, 1 " AC plywood #1 DF MUDSILL - CZC school

ROUGH

OR

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

Dennis Richardson. Oregon ('anadian lrorest Products, Orange. Cla.. his wile, Susan. and the fanrily recently enjoyed a Ilawaiian viication.

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

Sterling Wolfe Jr.. \\'olle Lumber Co.. Newport Beach. Ca.. is a candidate lor a seat on the city council in the Nov. elections.

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 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 1rres. of' Ileverly Manulacturing. Portland, Or., a subsidiarv of Willamette Valley (io.

Jack Fletcher. Prrcifle regional mgr.. 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 Nu-West Irence Clo., Newport Beach. Cla., is at home recuperating fiom 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.

The Merchant Magazine

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 the Merit Award by the California Park & Recreation Society lbr his con tribu tions.

Dwight Curran. I)MK-Pacific, is back in his l:remont. Ca., office after a week's vacation at Shaver Lake. Ca.

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,mployee 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.

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 specialist.

Mohinder Sull has left Kanata Mills. North Vancouver, B.C., joining Westar Timber. Vancouver. B.C.

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.

(Please turn to page 36)

WE SELL BYTHE PIECE...OR THE LOAD

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

*TREATED FOR GROUND CONTACT WITH CHROMATED COPPER ARSENATE.

News Briefs

(Continued lrotn poge 18)

Sequoia Supply, Irvine, Ca., and Grip-Rite Group plan to merge (see p. 32 for story) . . Sutherland Lumber, Colorado Springs, Co., is closing

Dorf Industries Pty. Ltd., Melbourne, Australia, will begin distributing plumbing fixtures through Dorf (North American) Inc.. Tacoma. Wa.

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

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 to Suite 290,2755 Bristol, Costa Mesa, Ca. 92626 California Redwood Association has moved to Suite 200, 405 Enfrente Dr., Novato, Ca. 94949

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

Personals

(Continued from page 45)

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

Charles Mercy will open a Canadian SPF div. for P.H. Koplik & Sons, Portland, Or. Ramsey Fendall is now coordinating sales of cargo shipments. 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 honors.

Frank Robertson has been promoted to v.p. of marketing at Osmose Wood Preserving, according to Paul A.

CTION AW& BRASIVE RODUCTS

Weinig profile grinding wheels

Weinig soft pattern stones

Precision blued template stock

Weinig hydro cutter heads

Waner grease guns/cartridges

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

Greg Christie and Gary Silva are cowinners of the Salesman of the Quarter Award at Sequoia Supply, 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

Corrugated HSS knife steel

Diamond dressing tools

Borazon/diamond wheels

Precision hand tools

Soft feed rollers

Old Growth Douglas Fir

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 Sunday night. Grassroots political involvement will be the topic of the traditional YWC panel.Betsi Powers, president, has asked Ken Marson, Marson & Marson, Leavenworth, Mack Hogans, Weyerhaeuser, Tacoma. Wa.. and Mark Gallant, NLBMDA, Washington, D.C., to

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 sessions, 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 scheduled for the Red Lion InnRiverside, Boise, Id., Jan. 18-21.

The Merchant Magazlne

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 primary 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 Hardwoods Division of Weyerhaeuser, oak accounted for 37.5% of the showroom spaces; pine, 9.20lo; cherry, 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 traditional, 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, Arcata, 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

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 product presentation, and combined category.

lil0DERtl equipment installed as part of a two year pr0gram handles logs from yard to finished Droduct at Blue Lake Forest Products. 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 managed 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 framing lumber are mill specialties.

Shipments of products are made by truck, barging through Eureka and the rail reload on the Eureka Southern in Arcata. Exports are handled through both Eureka and Coos Bay.

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 scissorlike armatures into a tight gripping 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 control 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 request faster! Many thanks!

Lean Gut Panel

Thin 5.2mm plywood panels are 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 shapes easily.

The thin panels are used primarily for cabinet door inserts.

Designed for use on R3 series battery-powered tools, it uses red and green LED lights to indicate "currently charging" and "fully charged," respectively.

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

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 common 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.

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.

The device fits flush to the wall. so no hooks or nails are left protruding.

Each hook reportedly holds up to 300 lbs.

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 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; cedar shakes and shingles, and unfinished outdoor furniture.

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 frequent resharpening.

A hardwood handle is featured.

Cabin Fever

Log cabin siding is new from Weyerhaeser Sales Center, Hot Springs, Ar.

Get The Lead Out

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

Grand Sanding By Hand

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

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 devices 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.

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

Mildew Remover

A cleaner said to remove algae 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.

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 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

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.

Weighing only four lbs., the display features 3" x 12" Master Plank samples in all five colors: natural, antique, pecan brown, white and dove gray.

Beauty In The Bath

Six new styles of designer bathtub doors have been introduced by Kinkead.

A brush-on wood preservative specially formulated to protect end 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 mailing 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.

Mark On Wood

An industrial quality carpenter's pencil from the Markal Co. comes in a flat lead design in soft, medium and hard lead grades.

prevent rust

Although Green Endcoat was designed for use on CCA pressure treated 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.

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

Litterly Bagged

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

Gommunicating At Home

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 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 between two and 16 stations. Each unit may be flush mounted or surface mounted.

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

Waferwood At Heart

Fibre-Lam, a high quality hardwood 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 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.

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Flat Top Drapery Rod

A heavy duty, flat top drapery rod is new from Clopay Corp.

ate method to locate two corresponding points.

Pin Point's transmitter and receiver are in precise alignment when the 20 segment liquid crystal bar scale shows maximum deflection.

out-of-the-way positionwith fi ngertip pressure.

The wall bed may be built into a drywall recess or is available with a companion modular cabinet and shelfsystem to provide extra storage space.

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

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

The authentic siding is said to provide improved energy efficiency, noise level reduction, and the look of a real log cabin.

Backyard Plaything

The OriginalJungle Gym, an easy-to-assemble collection 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 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.

Extra-Clear Caulk

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

The sealant is said to be stronger, tougher and clearer than silicones and adhere to almost any surface, including 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 permits 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.

The High & Dry extension is constructed of solid brass in three finisheschrome plated, polished 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.

The Merchant Magazine For The Birds

Unique bird houses and bird feeders have been designed by Gull Lake Products Co.

""*" " ;

Constructed of 3/8" outdoor plywood, each house is cut in the shape of a native American bird and painted in the appropriate colors of the species. Two easily removed 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.

September 1988

The Chase ls On

An innovative horizontal wiring 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 point in the base without partition removal.

Landscaping Staff

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 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 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

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.

An economical beam compass for scribing circles up to l0 ft. in diameter is new from Dasco Pro Inc. Constructed of durable molded 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

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

n\tltit\f^\[ |l i]rERA:-ill l[RiF ruL: Lru LIU 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.

Pest Defense

A pair of 96-p. books, Controlling Household Pesrs and Controlling Lawn & Garden Insects, cost $6.95 ea. from Ortho Information Services, by calling (415) 842-5537.

Moulding: Finishing Manual

"How to Finish Wood Mouldings," a booklet on selecting and applying various paints and stains, is 400 from the Wood Moulding & Millwork Producers Association, Box 25278, Portland, Or. 91225.

Making Acquisitions

"How to Buy a BusinessAnd Win" (report 508) is $l from the Independent Business Institute, Box 159, Akron, Oh. 44309.

Roofs In Review

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

Solid Connections

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

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.

Gonstruction Galendar

Construction Manager 1989, a deluxe hardcover appointment book/daily planner for contractors and other construction professionals, featuring contract checklist, field report forms, sample form letters, time reports, calendars and a daily diary, is $32.50 from Prentice Hall, 200 Old Tappan Rd., Old Tappan, N.J. 07675.

Power Tool Techniques

The Complete Book oJ'Stationary Power Tool Techniques is $14.95 from Sterling Publishing Co., 2 Park Ave., New York, N.Y. 10016.

Willamette Industrial Div.

A booklet introducing the industrial wood products division of Willamette Industries is free from Box 296, Woodburn, Or. 97071.

Insulation Ads

A fiberglass insulation ad-planner, a 68-p. booklet of camera-ready art and advertising tips, is free from CertainTeed Corp., insulation group, Box 860, Valley Forge, Pa. 19482.

lnterface Your Problems

"The Executive Guide to Successful Retailing," a 20-p. booklet illustrating how software systems can answer common retailing problems, is free from CompuAmerica, 3250 Ocean Park Blvd., Suite 200, Santa Monica, Ca. 90405.

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

Closet Door Hardware

A 24-p. closet door hardware catalog 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 available from Caddylak Systems, 60 Shames Dr., Westbury, N.Y. 11590.

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

Machinery Maker Manual

The 1988 Wood Machinery Manufacturers of America Buyer's Guide & Directory is free from WMMA, 1900 Arch St., Philadelphia, Pa. 19103.

Preserved Samples

A fact sheet on the American Wood Preservers Bureau's market place sampling program is free from AWPB, by calling (800) 445-3068.

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 inventory are free from the National Association 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.

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 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 Always 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

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.

Every effort is made to make shopping fun for its customers. The store is designed to be a shopping ex-

perience. Employees dressed in animal costumes roam the store. 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, Canada, last year

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

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.

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.

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.

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.

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland,Or.97232, Attention 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

LOOKING FOR PONDEROSA PINE WIDE BOABDS?

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: (619) 944-0891.

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

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 77 5-2544; (2 1 3) 83 5-56

WELL ESTABLISHED lumber and hardware business in Verde Valley of Arizona. Upward growth area. Prime highway frontage. Owner will carry terms. Holt & Associates.

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) 7444700.

FOR SALE: Z-32PFM - SCMI Panel Saw with table complete with LS4-48 Lifting platform, blades, and computerized control. Less than one year old. Inquire (209) 268-9333.

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

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 California rollcr bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422{A26.

COMPUTER SYSTEMS AND PROGRAMS

MUtTI.US ER/PCD(TiATlM IN I Accounting Financial Disribution , [ranufacn/ring HMS svsrEus coRPoRATroN ino reTl 3706 Ml. Olablo Blvd., Sulla 200. Laleye[r, Cdltorria 9,1549 (4r 5) 283.3000

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

-SOUTHERN CALIFORNIA_

LOSANGELESAREA

(800)247-s486

rnctlt/EUnEKA/F0nTu[t

Elue Lake Forest

SAN FRANCISCO BAY

oBANGE, RIVERSIDE & SAN BERilARDINO COUNTIES

ORTHERN AND CENTRAL CAIIFORNIA_

& M Cedar Products

River Lumbor Co.

Weyerhaeuser Cn. (ln 0r., ld., Mt.)

il.8tltY

Canlor USA. Corp

G00s 8^Y

BUYE H]S' GUIDTE

PACIFIC NORTHWEST STATES

MOUNTAI WASHINGTON

-ROCKY

Western Red Cedar Lumber Assn.

Western Wmd Products Ass$iation

OREGON

562-0908

Weyerhaeuser Co.

Wmdfold-Marco lvllg., Inc............

Conrad Wood Preserying Co. (503) 756-2595

Coos Head Lumber & Plywood

Sause Bros ocean Towrng

c0nllrils

Erand S (800) 547-3401

oiamond-B Lumber Co. {Philomath)

@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 California 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. HE was 68.

Born in Kansas City, Mo., he entered the wholesale lumber business in the 1940s, opening his own company in 1976 with Bill Sullivan.

sisters, two three grandtwo and

TIMBER

Mary Grant Clough died of cancer Aug. l, 1988, in Duarte, Ca. 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 California 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.

Lowell "Shorty" Dunn, a retired salesman for Champion Lumber Co., Riverside, Ca., died July 14, 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 served in the Pacific during World War II under Gen. Douglas MacArthur. Later he received his master's degree in business administration from Harvard University.

In the early 1950s, he joined Mauk Seattle Lumber Co., Seattle, where he worked his way up to president. He left the company in the mid-I960s and opened Timberland

Forest Products. He had also served as a director for the North American 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 1980, 370/o being nonveneer panels and 670/0, plywood.

Bracrrt International Drawer 4779, Arcata, Ca. 95521 707-822-3648

D.F.

TIMBERS

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

Truckload and Carload duantities onlv

SALES OFFICE: 565 W. 5th Colville, WA 99714

(509) 684-5242

FAX (509) 684-2168

.O.NLY L.C.L. CEDAR GH CLEARS