Merchant Magazine - September 1989

the lumber and nome centermarkets in 13 VYestern StatesSince 1922

WEYERHAEUSER HARDBOARD SIDING. OUR WIDEST RANGE YEI

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Choosing o compuler sysbm should nl be q risky Yentule.

When you're ready to install or upgfade a computer system for Your lumber business, you want a company that won't leave you walking the plank. That's why you shouldn't bust your business to anyone less than Laventhol & Horuath.

As the nation's ninthlargest accounting and business consulting firm, with more than 70 years' experience in serving mid-size companies, we gve you the peace of mind of knowing we'll be here when you need us. From planning to installation and implementation, to ongoing maintenance and support.

And we $ve you the confidence of knowing )'ou're getting a field-proven

system designed specifically to help lumber wholesale/retail businesses bep come morelefficient and profitable.

Based on your needs, we'll put together a system to handle your inventory purchasing, order process ing, POS, accounts receivable/payable, G/L, payroll, and more. All based on top-quality hardware and the portable LJNIX@ operating systrem. And all at a cost that makes sense for your business.

For full details, fill out and mail the coupon today, or call George Kugler at 1-8fi)-445-4334. You'll feel better having our experience on board.

Copyright@

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Associrte Editor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery St.ff Artist Eric Kruske

Circulation Lynnette A. Perkins

The Merchant l\{agazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite 480, Nervport Beach, Ca. 92.660, phone (714) 852-l9n, 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. From all states east of the Rocky Mountains: Contacl Jean Waggoner Gogerty, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

l-rom Washington State, Oregon. ldaho, Wyoming, Montana, Utah, Colorado. Northern California and Canada: Contacl Carole llolm at (206) 174-3773 or 21819 771h Place west. Edmonds, wa. 98020.

Change of Address-Send subscription orders and address changes to Circulation

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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-$301 South America: air-$55; surface$30; Asia: air-$68; surface-$3O; Europe: air-$98; surface-$30. Single copies-$3; back copies-$4.50 when available plus shipping & handling.

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

1989, The Merchanl Magazine, Inc. Coverand entire contentsare fully prolected and musr not be rep-roduced rn arlt lrlolrllor without written permission. Rll Rilhts Reserved. The Merchant Magazine assumes no liability for mateiials furnished to it.

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DAVID CUTLER editor-publisher EDITORIAL

To yorr keyboards, you revolutionaries!

rrt HEN THE talk turns to computers and UU electronics, too many people turn and run. Computer phobia and a fear of the entire world of electronics hobble many who try to compete in today's unforgiving business environment. If you falt into the phobia class, don't head for the nearest exit. Take a deep breath and stay with us in this issue. Because, if you don't, you'll inevitably slip behind.

The inroads made by electronics in this business have been nothing short of amazing. It is no exaggeration to describe it as a revolution in operations and management areas. As if computers weren't remarkable enough, we're seeing Point of Sale inventory control, Electronic Data Interchange, faxes, voice mail and bar coding to name but a few revolutionary devices.

Computer software tracks lost railcars and calculates rates and costs in split seconds. Electronics allows customers to communicate with

experts and other information sources by merely touching a computer screen. Most offices today, literally, couldn't function without computers. Accounts receivable, payable, pay checks, forms, the list goes on and on.

Like many of our everyday miracles that we so casually take for granted, computers and other electronic devices are fine as long as they work perfectly. But when they don't, watch out. They not only bring work to a halt, the crashes give the naysayers room to say "l told you so."

Forget them and their negative attitudes. The same types with the same jargon condemned cars as they replaced the horse and buggy. With electronics it isn't a maybe-someday-in-the-future thing. It's here now. lt's not going away and those who don't enthusiastically board the electronic bandwagon will be left so far behind they'll never catch up.

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a computer upgrade?

By Dean Evans The Lockwood Association. Inc. San Antonio. Tx.

^l VER three-quarters of the na!7 tion's building materials dealers have already installed some form of computerization. With so many computers in operation, industry executives are turning their attention from "should we computerize?" to "should we upgrade?"

The upgrade decision is usually "yes," if the system is four or five years old, but it may not be the right decision for every dealer. To help determine if an upgrade is right for you,let's examine some of the reasons other dealers have chosen to upgrade.

lmproved inventory management and increased personnel efficiency often justifythat first computer system. Capacity constraints and external requirements usually motivate system upgrades. However, strategic business plans, especially those to improve sales and market share, should drive the upgrade decision.

Lack of processing capacity furnishes the most obvious reason for upgrading a computer. Increasing utilization will eventually "bring a system to its knees." Capacity constraints not only limit addition of accounts, products, and peripheral devices, but can drag response time to unacceptable levels. Customers (and employees, too) balk as response times approach two seconds.

More frequent hardware failures and higher maintenance fees precipitate the replacement of many aging computers. In some cases, the savings on maintenance alone will pay for a new processor within two years. New remote diagnostic and repair

features often eliminate the need for on-site service calls, providing the added bonus of even greater processor availability.

Understandably, software deficiencies are the leading reason for complete system changes. These deficiencies range from "it just doesn't work right" to "the competition's computer is better than mine."

Changes in laws and regulations cause many systems to become deficient. Older systems often can't correctly apply variable sales tax rates based on product, customer, usage, and/or location. Current tax and payroll reporting regulations (including computer tape submission requirements) have forced upgrades.

Newer systems help dealers overcome growing employee pressures by permitting implementation of popular benefits such as "cafeteria plans" and direct payroll deposit. Moreover, applicant and personnel tracking systems aid selection of the best employees and facilitate compliance with government requirements.

Competitive pressures generate the most pervasive and strategically important reasons for an upgrade. Some of the most successful dealers have changed systems just to gain a competitive advantage.

Checkout lanes usually provide your customer's last and most enduring impression so service has to be good. Quick check-out and accurate pricing are an absolute must. Product name searches (when product SKU numbers are missing) and transaction suspend/resume (when wallets or purchases are forgotten)

speed check-out and keep customers coming back. An on-line price look up that returns each customer's correct product price (including promotions and "special deals") prevents loss of profits and customers.

Some businesses change systems because their point-of-sale is too complicated for less skilled employees to operate. POS devices must be simple to operate yet sophisticated enough to provide validation of credit, identification of authorized purchasers, multiple types of tender, changes in tender type, and more. They've got to be fast, too.

Customer service demands are another key factor affecting the upgrade decision. Customers like dealing with a "pro" who knows what's in stock. where it is, how to use it, and what else would be helpful. lt's tough to hire, train and retain employees with those skills, but an effective computer system can help a rookie sound like a pro.

You should be preparing to implement UPC bar code scanning. lt's coming. Full scale implementation of Electronic Data Interchange (EDl) is not far behind either.

Routinely review your computer capabilities just as you review other strategic elements of your company. It certainly doesn't make sense to consider a computer upgrade if your current system satisfies the projected capacity, capability, and competitive challenges of your business. However, investigate computing alternatives if you've identified potential shortcomings in your existing system. Talk first with your current computer vendor, then contact other vendors to learn what's available.

Even if you're just contemplating a hardware upgrade, take the time to evaluate both hardware and software options. Don't lock yourself into outdated software. Decide what's best for your company's long term strategy because computers are a long term investment that affects your ultimate success.

Story at a Glance

Questions to ask yourself if you're thinking about replacing or upgrading a computer system. ways to decide long term strategy. nuts & boltsof computer selection.

What the computer salesman didntt tell !ou,..

By C. J. "Dinny" Waters Dataline Corp. Mill Valley, Ca.

r

TEDIDN'Tsay:

fI It was going to be alot of work.

Your management abilities were going to be challenged.

If a computer system costs $50,000 initially, you can expect to increase that investment substantially over the next several years.

That unless you worked very hard, it would be difficult to see the cash flow improvement you were told about.

That upgrading the system would cost that much!

This will not be "another computer story." In fact, the thought of reading "another computer story" prompted me to write this article. After selling computers to lumber yards for over 13 years, I feel my qualifications warrant my writing this.

Not long ago there were real questions about whether or not a computer system would work. The phrase "horror story" haunted those of us in the business.

Today, all systems work, but we still have some "horror stories." Why is this? Management and its subsequent use of the computer system is the reason.

We have all heard someone bragging about his system and what he has accomplished, but do we recognize the common thread that runs between the "success stories" and the "horror stories."

Without exception, the most successful installations are those completed for companies which establish clear objectives and delegate the tasks needed to accomplish those objectives. I'm not referring to managers who drop the whole project

into the lap of the bookkeeper or controller. (That's another unsuccessful scenario.) Computer systems involve everyone in the company and the operation of the system should be delegated to everyone involved.

A common "horror" situation involves the manager who trusts Harry to check in thousands of dollars worth of inventory with a pencil and paper, but when you suggest that Harry check in that same load against a purchase order in the computerhe screams, "No way." We wonder why we don't get Harry's cooperation and this is just the first of many holes that will develop in this system.

Probably one of the most frequent problems begins with the company which is going to "try it out." There are several messages here. The employees hear "here comes a great whipping boy" or "management is not convinced that the computer will work." And they (the employees) can't wait to prove management is right!

Another problem is the longtime employee who manages to torpedo an entire computer system. This is the easiest of all problems to solve since the same employee, who can do all this damage, can become the system's greatest advocate if he isn't afraid of the computer or threatened

Story at a Glance

Attitudes that make or break a computer system ways to cut down negative barriers. . what works and what doesn't.

by it (also called the tail wagging the dog).

Additionally: do you realize that an inventory file takes just as much work as an accounts receivable file? Try this.

XYZ company has 2000 charge customers and an average A/R of $500,000. They also have 15,000 individual inventory items worth at least $500,000.

They have a credit manager, but would they think of adding an inventory manager? Usually not. The fact is each of those 15.000 items requires attention. Imagine your credit manager trying to control 15,000 charge customers. He would need three more employees. Don't panic. A great way to involve people in your company with the computer is to delegate responsibility for portions of the inventoryanother success story.

An important axiom to remember is there isn't anyone in your company who should not be involved in the computer system. EverYone can do something.

Your industry is dynamic and the computer industry is dynamic. There is more pressure on your management team than ever. Your comPetitors are tougher than ever. Computers and software are changing fast. lf either you or your vendor doesn't keep up, something will have to give. And the computer always gets blamed.

Another trademark of the success story is the company which recognizes the opportunity factor in installing a computer system before it is critical. When a project becomes crisis driven, it is far more difficult.

As for knowing what questions to

T HE OPERATING system of a I computer is the unseen element, the hidden engineer, the given. But with the emergence of AT&T's UNIX system into the lumber and building material industry, operating systems have been thrust into the spotlight.

A computer's hardware and software are like two people who speak a different language and require an interpreter. The operating system serves as interpreter.

UNIX has been around for years, now in about 230 different versions for every industry imaginable. lt is particularly well suited for the complex scientific and engineering worlds.

But it is currently coming into its own in the building products industry because of its versatility and growing popularity. "UNIX allows you to have one computer and a number of individuals using it for the same thing at the same time," says Michael Eckely, director of corporate communications at UniComp, Richardson, Tx., which ask the computer salesman, ask his honest advice on how you should install and use the system. Ask for two prices; one for what you think you need and one for a system twice as large as you think you need. Ask the vendor what he thinks his company will be like in three years. Will the product be different? Will they have different services? They are a business, just like you are, and they have to plan, just like you do.

Why install a computer system?

Enormous gains can be made if you work hard enough at integrating a computer system into your company. All of the "other computer stories" you have read are true. You can make a tremendous amount of extra money with your computer, but it will not do it by itself.

Finally, the most frustrating thing to a lumberman is that you "can't get your hands around a computer." It's not like buying a truck or a load of lumber. Try as you may, the purchase will still hinge on your judgment as to which system or method you prefer. But judgment is one thing that a lumberman has a lot of. After all, why else would he deliver $20,000 of material to a job site?

ls UNIX right for all lumber & building material dealers?

uses the AT&T system. "lnstead of multiple computers, they're all sharing access, using the same one. There are some other operating systems which allow multiple users, but UNIX is becoming the defacto standard for virtually every hardware manufacturer. It's the direction the industy's headed in."

The system is also portable, can be transported across systems, and also features a multitude of other technological advantages, he says.

But the enormous capabilities of UNIX may not benefit everyone. "lf you're just a mom and pop shop which uses a computer for its basic accounting, UNIX might be a little much," says Eckely.

Kole Kinkade, director of marketing for Dimensions, Salt Lake City, Ut., which uses the rival SuperDOS system, likens computer hardware to tool boxes and operating systems to the tools inside. "The UNIX toolbox can be potentially mammoth in size because the jobs it may need to handle are not specific, " he says. "lnside are tools for every job ever thought offrom calculating the probability of cold fusion to running a country's defense system. Therefore, looking for the right tool takes a lot of time, and buying a toolbox big enough to carry all ofthose tools can be very expensive." Kinkade suggests a more industry-specific system.

Training can also be a factor. Cary Miles, Dimensions programming director, says training on their software and operating system takes about 32 hours. On the other hand, he says, "l know of a competent individual who took a 32-hour class on the UNIX system alone and came away with very little confidence about using the operating system."

Others consider speed a problem for UNIX not just in training but also in operation. "They're now touting

UNIX as the be all and end all of operating systems," says Tom Dwyer, president of Spruce Computer Systems, Latham, N.Y. "There's more to it. First, it's not that quick or fast, and you can't have people standing in lines at point-ofsales for a long time."

Foremost, he thinks that when selecting a computer system, the operating system should be a low priority consideration. "The decision shouldn't depend on the operating system," Dwyer says. "As long as the system as a whole does what you need it to do, it's a suitable operating system."

The computer company, he stresses, should be most heavily evaluated. You should find a stable firm offering good service and support and specialized in your industry.

UNIX users seem to be investing more for added security. "l would issue a caution," warns Eckely. "Look at where you'll be in three to five years. You must protect your software investment in money and time. A lot of training goes into introducing software. And if in three to five years you've outgrown Your system, if you don't have a way of bringing that software with you, you'll have lost everything. You'll have to go through that entire process again."

Perhaps enough of a consideration for you to look at the unseen.

Story ata Glance

UNIX operating system advantages : multi-user, multi-tasking, portable, unlimited capabilities ... disadvantages: may be slower, too difficult, time consuming to learn, not industry specific.

p ORGET the post ofTice. Never I mind personal messengers or Federal Express. Even fax machines may seem out of date. Soon lumber and building material retailers may be communicating with their customers, brokers, mills, suppliers and each other over their computers.

Electronic Data Interchange (EDI) systems offer a standard link for computer-to-computer exchanges of business data. A large number of vendors and more and more dealers are discovering the paperwork-free benefits provided by EDI.

Tindell's Inc., Knoxville. Tn., is currently installing a state-of-the-art

program with a number of communication capabilities. Tindell's has dealt with its current computer company since 1982, periodically upgrading the system over the years to keep its three stores and truss shop at the leading edge of technology. The company has grown to sales last year of $14.2 million.

Its latest software package, WGS from Dataline, has a wide variety of functions: word processing; document production; window capabilities, permitting multiple images on the screen simultaneously; time management, scheduling appointments and providing a desktop

Electronic Trade Show

Long before most building material retailers ever heard the term "EDI," co-op Central Builders Supplies Co. installed its A-Line communication system, the medium for its annual electronic buying show.

Most of the more than 500 members of the Sturgis, Mi., based buying group are hooked up to A-Line, receiving instant access to CBS headquarters, other dealers and other A-Line computers within their own companies.

And each year the system carries a late summer trade show in which dealers can sign up for new products and take advantage of special bargains.

This year's August 9-10 fourth annual show received the best response yet, up to 26010 more orders placed than last year.

A special feature this year was a further refining of the ordering process. The A-Line system is such that it can be continually upgraded without expensive additions. "lf you just keep adding components, it gets more and more cumbersome," explains CBS director of communications Cheryl Bolles. "And this way, dealers have the same access they had before to our mainframe."

Although A-Line offers a 24-hour hotline of communication, retailers can only order products over the computer once a year, during the electronic show. CBS is analyzing this show's results to see if it is yet feasible to incorporate electronic ordering on a daily basis.

CBS is constantly innovating to keep it one step ahead.

spread sheet generation; inventory budgeting, and electronic mail.

Electronic mail allows stores to send personal messages to each other over the computer lines. A signal alerts the receiving computer that mail has arrived. Spread sheets and other information can also be sent via the system.

Yet it will be some time before Tindell's is able to utilize all of the technology now at its fingertips. "We're up to our elbows in alligators with everything else," says vice president of purchasing & sales Gene McKinney. "ln the course of doing business, you can get into something like this only so fast." It takes time not only to train the staff, but also to integrate the new capabilities.

In its first month with the new software, Tindell's explored calendar, spread sheet and some communication functions. The Oak Ridge, Tn., store is already relying on the system to handle a huge new contract, furnishing building materials to a manufacturer of top secret government projects. The three-year contract with two one-year options will bring in about $2 million a year.

Story at a Glance

Electronic Data Interchange pro vides computer-to-computer communication between suppliers, retailers and customers

Tennessee retailer uses new system to exchange daily business data with accounts.

"Any heavy industry that uses a lot of materials, hardware, tools or whatever needs to be working on a just-in-time delivery system," explains McKinney. "They can't keep all that inventory on hand. They must be in league with someone who can guarantee they'll have exactly what they need when they need it."

The constant stream of quote requests, price lists, orders, invoices and billings requires the high degree of organization supplied by the new software. Tindell's and. in turn. their customers are instantly updated with news of new products and indexed catalogs.

The result: quicker, more accurate, less expensive communication.

What's your

p AX machines are becoming almost as common as f the telephone for a variety of communication purposes.

From 1984 to 1986, 433,000 fax machines were sold. fn 1987, 424,000 machines sold. In 1988 that figure doubled to 864,000. Industry predictions call for it to double again this year to about 1.6 million.

Today, the fax for many people is a substitute for a stamp or a telephone call. Once the initial cost, which ranges from under $1000 for the most basic to $5000 for the model with all the options, is made, operation expense is nominal.

Story at a Glance

Fascination with faxes will double this year . ways to help you get the most for the least out of your equipment. a collection of practical suggestions and tips.

Fax fanatics claim sending a document by fax costs only pennies as opposed to dollars for overnight delivery. They also recommend laxing as a way to avoid the telephone tag syndrome.

The following is a collection of ideas to help you get the most use out of your fax for the least cost.

o While many companies have incoming and outgoing fax machines, it is more economical to have two or more machines connected with lines that rotate or hunt. This will make both (or all) machines available for either incoming or outgoing documents and allow incoming calls to be switched to a machine that is not occupied.

o Many fax owners are concerned about junk faxes or unsolicited faxes clogging their fax line and wasting fax paper. While there is legislation proposed in some states to stop this practice, it will probably continue much like unsolicited telephone calls. About the only solution, other than warning maverick senders by return fax that you don't want their material, is to pull the plug on your machine. Since most unsolicited faxes come after business hours, this may not be as drastic as it sounds. Of course, this won't work if you are receiving legitimate faxes 24 hours a day.

o Although the fax provides a fast, efficient way of placing orders, receiving confirmation order, shipping manifests, copies of credit invoices and checks, it can be used by unscrupulous persons to bill you for unprovided services. The most common scam is sending a bill requesting payment for a fax directory listing. All invoices arriving by fax should be carefully checked before payment.

. Another hazard of faxing is the number of eyes to which material is exposed before reaching the recipient. Confidential or personal information should never be sent via fax.

o Documents sent by fax are perishable. Copies start fading in as little as a week and may become illegible after a time. Light accelerates the fading. Decomposition of the chemical coating used on the paper to create the facsimile image causes the fading. Faxes should be photocopied if the information is to be kept in permanent storage.

o When you can't reach a person by phone and your messages are being ignored, fill out a standard phone message slip with a detailed note, enlarge it on a photo copier and fax it to the hard-to-reach person. Communication experts say it brings results.

Retailer increases productivity with bar coding

I T has been l0 years since univerI sal product codes and scanning equipment revolutionized the grocery industry's inventory and pointof-sale checkout. Today, more and morelumber and home center retailers are learning that bar code scanning can create the same increases in their productivity levels.

Story at a Glance

Customers, countermen and management approve bar coding .western retailer finds scanning improves productivity: faster checkout, more accuratepricing, better inventory management.

One of these retailers is Mike Cole of H&H Home Center, Seaside, Ca. A True Value member, he had bar code scanning equipment from Triad Systems installed last February. Since then, he has found that UPC bar coding improves productivity at poinrof-sale and provides him with the reliable stock information he needs to manage his inventory.

'ol've seen improved productivity in all areasfrom the stockroom floor to the checkout stands," said Cole. With bar code scanning he can check out customers two to three times faster than before. More important, though, the bar codes provide more accurate pricing by reducing the number of unmarked or mismarked items. "Maintaining accuracy is the most important aspect of scanning," said Cole.

Because the bar coding equipment is linked to his Triad business management system. his inventory records are automatically updated with each transaction. "Because I know my inventory records are ac-

curate and up-to-date, I know exactly what I need to order to ensure I don't find myself out of stock," explained Cole.

Currently four registers are equipped with bar code scanning devices. The two terminals in the store use table top plate scanners, while those in the nursery and lumber yard are equipped with hand held scanners. "The advantage of plate scanners is that your hands are left free to do other things," explained Cole. "But for large, awkward items, like those

in the nursery and lumber yard, you need a hand held device."

Cole has also found that manufacturers' bar codes save him hours of labor by eliminating the need to price sticker products. "With over 37,000 items in my store," said Cole. "l save $8.000 a year in price tags alone!"

His employees save time receiving merchandise and getting it to the sales floor. "Now, if it's bar coded, we just count it and put it on the shelves," explained merchandise

8AB C00lllG can be done with built-in or hand held scanner at register with the barcoding system installed at H&H Home Center (lower

photo). Mike Cole, owner, reports increased productivity in all areas.

manager Paul James. "Merchandise that used to take several employees a week to get on the sales floor now takes one employee one day."

With about 60% of H&H's inventory labeled with manufacturers' bar codes, Cole can only imagine how productivity levels will increase when more merchandise is labeled. "The real benefits will be realized when more of my items are coded," he said.

Anxious to make the best use of his bar coding equipment, Cole has sent letters to all his vendors requesting that they bar code more of their merchandise. Now, he has manufacturers calling him to find out how to get UPCs on their products.

Cole predicts that within the next few years, 80% of all home center products will be bar coded. However, as he points out, some products will never bear UPC labels, either because the manufacturer chooses not to label them or because the item does not lend itself to labeling, as with plants and lumber items. For this reason, Cole is hoping to add a bar code label printer to his system so he'll have the ability to label these items with his own bar codes.

After realizing some of the benefits bar coding can deliver, Cole is eager to use it in other areas of his business. Eventually, for example, he plans to use a hand-held bar coding device to cycle count his inventory.

He has found that with bar coding equipment, training employees is "easy as pie." According to James, employees are so eager to use the system that they practically argue over who gets to use the checkout stands equipped with scanning devices. "Employees love it," he said. "l haven't seen a better attitude in a long time."

Cole has also found that employees are more comfortable checking out customers with the bar coding equipment because they can provide faster service, and they're confident the pricing is accurate. "Psychologically, employees are more relaxed and friendlier to the customers." explained Cole.

According to Cole, today's retailer is facing problems revolving around inventory control, accurate pricing, employee training and employee attitudes. "Bar coding," he said, "helps alleviate problems in all these areas."

puter viruses eed more than 2 aspirins

OW SECURE is a home center computer system against hackviruses, vandalism and break-

As virus epidemics, illegal transactions and hacker sabotage make the headlines, home center managers worry about special security practices they should be following. The following recommendations from the National LAN Laboratory in Reston, Va., aim at avoiding infection. Following them will help to prevent and control virus contamination.

r All software should be purchased from known, reputable sources.

o All purchased software should be in its original shrink wrap or sealed diskette containers when received.

o Backup copies of all original software should be made as soon as the software package is opened. Backup copies should be stored offsite.

a Once purchased, all software should be reviewed carefully by a system manager before it is installed on a distributed system, or computer network.

o New software should be quarantined on an isolated computer. This testing will reduce greatly the risk of virus contamination.

o A backup copy of all system software and data should be made at least once a month, with the backup copy stored forat least one year before reuse. This will allow restoration of a system that has been contaminated by a "time-released" virus.

o System administrators should restrict access to programs and data. This isolates problems, protects critical applications and facilitates the diagnosis of problems.

o All programs on a system should be checked regularly for changes in program length. Any size deviations could be evidence of tampering or virus infiltration.

r Many "shareware" or "freeware" programs are invaluable. However, these programs are the prime entry point for system viruses. Skepticalreview of such programs is prudent.

j Any software that exhibits symptoms of possible virus contamination should be removed from general use immediately. System managers should develop plans for quick removal from service of all copies of a suspect program and immediate backup of all related data.

Additional security measures recommeded in the industry include careful control of passwords including terminating passwords promptly when an employee leaves the company. Experts suggest avoiding common passwords such as names. Some companies develop two level codes using symbols, numbers and letters on the keyboard to construct a password.

Turning off the modem when data is not being received can prevent access by unauthorized persons. Although it involves manual input, there are companies downloading outside data onto personal computers and rekeying it into the mainframe. Keeping backups of all information in a safe location can prevent loss in a fire or disaster.

Story at a Glance

Ways to keep your computer system healthy. precautions to cut contamination... security practices that work.

Bar code update

Fr

AR CODING for

lumber and ED tto*" center dealers appears ro be a sure thing as the associations ready guidelines and chains begin to experiment with point of sale scanning devices.

National Forest Products Association's bar coding committee headed by Dave Brewster of Georgia Pacific, Atlanta, Ga., has targeted the first week in October for issuing recommendations to the industry. Little is being said about their findings, except Brewster confirms that ink jet UPC stamps will not be used. Adhesive tags for plywood and studs and plastic tags stapled to pressure treated products have been deemed recommendable.

The American Hardware Manufacturers Association issued guidelines at the National Hardware Show with an emphasis on bar coding cartons with UPC stickers.

Large chains such as Home Depot and Builders Square have launched

First Bar Coded Lumber Meets lndustry Challenge

After listening to gripes by home centers that wood producers keep up with the times by bar coding lumber, Boise Cascade is now waiting for retailers to play catch up.

The Boise. ld.. manufacturer recently became the first to offer UPC-labeled lumber, on 2x4 and 2x6 studs. but so far onlythe Fullerton, Ca.based HomeClub chain is carrying the products.

"There had been a tremendous amount of pressure on producers to begin to label lumber," explains Boise Cascade's Bob Edwards. "We took the challenge and came up with a way to do it. The irony is that very few chains have the equipment to scan."

HomeClub expected to stock bar coded lumber in all its stores by the end of August. And Home Depot is on its

heels. Says Mike Modansky, Home Depot wood products merchandiser: "We are right now fitting our stores across the country with UPC scanning guns. lt will be complete in a couple of months."

Still, Boise Cascade is thoroughly happy with its introduction. "Most important, it's working," says Edwards. "When we were first starting, we were hopeful of a 900/o success rate; meaning if 10% of the labels were knocked off, peeled off or otherwise came off, we would be pleased. Frankly, it's actually been about 980/0. Of the l6 units we counted this morning at the Boise HomeClub, 338 pieces to a unit, there were only I I studs without labels." A 99.80/o success rate.

Other manufacturers may also be scrambling to follow

Boise Cascade's lead. "l was talking with the lumber department manager (of the Boise HomeClub) and he's so excited about it. He says there's incredible interest in it from other wood producers: virtually everyone and his brother has been in the store. "

Initially, Boise Cascade is bar coding five premium and contractor grade studs at its Elgin, Or., mill. Strong demand could lead to other UPCtagged products.

Plum Creek Timber Co., Seattle, Wa., has started manually applying labels to premium studs and should have equipment by year's end.

"We're really groping our way along, " says John Elwell, director of national sales and marketing. "We're being very cautious because when we do it, we want to do it right."

pilot programs using point of sale scanning of bar codes. They report efficiency has increased and that both customers and cashiers like the system.

Story at a Glance

Associations issue bar code recommendations. lumber manufacturers experiment with labels. dealers cautious about cost.

Quality Control Starts at a Very Early Stage at Pacific Southeast Forcst Prcducts

However, few independent stores have adopted point ofsale scanning. Although they admit that it can improve accuracy and efficiency, most are reluctant to spend the dollars necessary. Some also express fears that the cost of bar coding will be passed on to them by the manufacturers, especially for lumber since only a small percentage of the lumber oroduced is sold at retail.

Whatever h*nnl"d to. . .?

Bob West, Placerville Lumber Co.? Bob is alive and well and divides his time between Placerville and Lake Tahoe, Ca., in the summer months and El Mirage, Az., in the winter. Two of Bob's sons are still active in the lumbeibiz: Robert is sales manager for Sierra Mt. Mills in North San luan, Ca., and David works for the wholesale division of Lausmann Lumber Co. in Loomis, Ca. Bob and his brother Harvey own and ooerate the oooular mountain resort town of Craeagle, Ca., locatel a few mil'es'east of Quincy. Harvey West, Sr. bought the town and surrounding timberlands from the California Fruit Exchange in 1958 and built a line 18 hole golf course on the property. The course is highly regarded in NorthErn California golf circles and the town is a delight to visit.

Space Management

Several home centers are following the lead of the grocery stores in using bar code data to determine placement of merchandise on shelves.

Using special software and sales information gleaned from bar code scanners at the checkout counters, the stores are able to respond to buying trends by reallocating shelf space to provide more room for fast selling items and eliminate dogs. "For the first time, this provides a method for truly tailoring stores to customers' needs," said Willard Bishop, a Chicago, Il., retail consultant.

Home Depot, Handy Andy, Lowe's and Builders Square are among home centers now using or considering space management programs such as these, according to Dan Raftery, a vice president at Willard Bishop Consulting, Ltd.

We recenti-v attended church services at St. Theresa's Church in South Lake Tahoe, Ca., and were somewhat taken aback to see a plaque prominently displayed thanking Harvey West Sr. for donating the lumber ,r"d to build the churchlThis pr6mpted further investigation. We subsequently learned that West's benevolence also includes the building of two other churches, a17 acre Boy Scout camp, two libraries, a irunicipal park in Santa Cruz, Ca., a park in Placerville, and the donation of TOOO feet of Lake Tahoe frontage on Emerald Bay, including Emerald lsland and the famed Vikingsholm castle to the State of talifornia. Numerous other charitable contributions are to the credit of this very generous man.

Who savs lumb6rmen are onlv interested in making a buck and could care fess about humanity, sfotted owls and the li[e? Actually, I for one am very fond of spotted owls. They taste like a cross between pheasant and trumpeter swan.

'

We were in Oregon recently and couldn't help but notice the preponderance of bumper stickers supporting the lumber industry. vs..the spotted owl-preservationist side. This was very refreshing, indeed. In California we don't see much of this sort of thing. About all we hear about around here is exorbitant housing prices and how the Japanese are buying up our real estate. lust the other day, Japanese interests bought a golf course that I am a member of - Stoneridge Country Clud. tt now has a new name. lt is called Stonelidge. Just prior to this a Japanese investment group bought Riviera Country Club in L.A. lt is now called Liviela.

PACIFIC SOUTHEAST FOREST PRODUCTS

P.O. Box 81 9, Diamond Springs, Ca. 9561 9

Larry White

Curt Crane $10 626-4221

Manufacturcrs: Ponderosa & Sugar Pine Mouldings and Cuts$ock

IUEW

Grossman's Inc. plans to close 9 California stores in Stockton, San Jose, Saratoga, Newark, Santa Maria, Lancaster, Chico and Fresno (2) in the next 30 to 60 days Diamond Lumber has closed yards in Yuba City, Visalia and Rancho Cordova

HomeClub, /nc. opened new stores in Hawaiian (iardens and Inglewood (Los Angeles), Ca., and announced four stores planned for Oregon: Clackamas Town Centerarea, Beaverton and Salem next spring, and Eugene by l99l ...

Horne Depot opened a new Tustin, Ca., store Aug. 16... Diannnd Lumber has reopened its Redding, Co., store, Lowell Shirley, Dunsmuir and Red Bluff mgr.. in charge .

Tualorin Vatley Buitders Supply, Lake Oswego and Aloha, Or., has opened a third retailcenter in Gresham, Or.. Doug Kelly. mgr. Northwest Lumber Cash and Can'y Division has moved to a larger 1.5 acre location in Lebanon.Or....

Yardbirds, which will open a 50,000 sq. ft. store in Vacaville, Ca., next year, is seeking cily permission to build a 50,000 sq. ft. home improvement center in Fair,field,C", ...

Snyder Lumber Ca., Enterprise, Or., has been acquired by Billy Sherritt Jr. who is expanding the inventory . Grass Valley,Ca,, has denied ,a request from Connolly Development to include a home improvement center with outside yard and retail lumber sales in the Pine Creek Center development.

The City of Garden Grove, Ca,o will buy Ganahl Lumber

Btij ll E

Cb. 's yard for $3.4 million as part of a redevelopment; the business will relocate to KnottAve. and Garden Grove Blvd. . .

Anniversaries: Sl/vera Lumber & Hardware Co., Antioch, Ca., 50 years; Tualatin Valley Builders Supply, Lake Oswego, Aloha and Gresham, ar., 42 years: fVorthwesl Lumber Inc.. Lebanon, Or., six years Home Lunrber Co., Lewiston, Id., is closing after 69 years

Kaibab Indusrrics, Phoenix. Az., will move [{q. for Kaibab Distributian Co. qf Colorado (formerly Kaibab Distribution Co.) from Phoenix to Englewood. Co., Joe Kerschen, pres.

Fibraboarri Corp.. C'oncord, Ca., has completed the sale of its Round Prairie. Or.. studmill lor $5.4 million to a group of Roseburg, Or., investors including Bill R. Woods..

Willamerrc Inriusrries, Inc.. Albany, Or.. plans to sell its lndustriol Wood Products Div. at Woodburn, Or. . ITT Rayonier is opening a building products marketing div. in Seattle, Wa., Richard Lyons, mgr....

Weyerhaeuser Co. isnow the exclusive sales agent for Oregon Cedar Products,Springfield, Or. . Universal Forest Products has acquired Arcata Planing and Dry Kiln, Inc., A.rcata, Ca., (see p. 30 for slory) . .

WTD lndustries, Inc.. Portland,:Or., is building a high-speed, high-recovery stud mill at Tillamook, Or., for May 1990 start-up WTD's Silverton Forest Products Ca. mill will resume operation Oct. I after extensive improvements.

The Merchant Magazine

The Kelteher Ctrp. is relocating its Chino. Ca.. DC on Oct. I to an 80,000 sq. ft. plant at 10205 San Sevaine Way, Mira Loma, Ca. 91152 . . Cal Stare Forest Products, Anaheim, Ca., plans to open a branch office in Grass Valley, Ca., the second quarter of 1990.

Anterican West Tintbar has been opened in Boise, ld., by David Jones with David Soule andJudy Sterrett on staff. . Humbaldt Lumber Co. has opened in Elko, Nv., Mike Rinard, mgr., Steve Teeter, asst. sales mgr.

Goldcn Statc Hardwood has moved to 6700 S. Alameda St., P.O. Box 263"1 , Huntington Park, Ca. 90255: telephone and fax number stay the same Perry H. Koplik & Sor.s, irc. has moved to new offices at 200 S.W. Market. Suite I870, Portland. Or. 97201 ...Finland Color Plywoad Co. is a new marketing firm in Los Angeles, Ca. . .

C on t i nen ra I Ha rrltrood,seattle. Wa., has opened a 30,000 sq. fi. distribution yard in Sacramento, Ca... Lumber Marketing Services has been opened in Hope. ld., by Jamie Emmer

Bonnington Lumber Co. has moved from Orinda, Ca., to Walnut Creek, Ca. . Santa Fe Forest Produc.ts has moved from Montebello, Ca., to Riverside. Ca....

Wood shingle manufacturers have gone to court to overturn a new City of Los Angeles, Ca., law banning shakes and shingles; the industry loss: $50 million ro $100 million.

Fked mortgage rales arc on their way up to l lolo, some economists say, although they expect them to drop to about 9.75olt later in the year . .

Housingstarts were up 0.80/o in July (latest figs.) to a seasonally adjusted annual rate of 1.43 million . . . single family starts climbed 6.3%; multi family starts fell 14.1s/0... building permits were down 3o/n

How To Quote All Construction Lumber. From Mills ln 5 Western States. Delivered To Any Of 13 Rail or 23 Truck Destinations. In One Minute.

Now you can quote delivered prrces tor construction lumber of any size. length. grade, specie or finrsh, from mills in five weslern states. Delivered anywhere in California, Nevada or Arizona by rail or truck. While you're stril on the phone to your customer. Or, generate daily or weekly offering reports on 100 cars or more.

You can search {or a particular, hard-totind customer rnquiry. Compare delivered prices on alternale onginating and delivering carriers, rail or lruck. Find a trucker thal will orck-uo and delrver to those oul-of'the' way locations. To make the system even more cost-effecttve, there s a servtce to keep both truck and rail rates uplo-date. OJ course, you can also update the system yourself.

The system rs LIMS, the Lumber Informatron Management System. lt was developed taking advantage not only of proven microcomputer and sottware technology. but of Art Penberthy's thrrty years experence as a wholesale lumber trader And t works.

Recently In a lwo month t nar test. a LIMS system drrectly generated an addrtronal gross pro'rt ot $10.650 lor a srngle trader. Let us show you how LIMS drd t by provrdrng more rntormatron or a demonstration

Pre-prepared rarl and truck rate, trucker, mill, mrll product and customer data-bases are avarlable Complete systEt ils dtE dvdildurg

Mok lurn, (pronounced Mo.call.um.me) is one of several riven that flow westerly from the Siena Nevada mountain range t0 form the Delta region in Central Califomia. I-odi, once called Mokelumne Station, is locatedon thebanla of the MokelumneRiver and is home to Mokelumne River Forest Products.

Mokelumne is derived from the Miwok lndians, a nomadic tribe of the area. "Mokel" was a tenitory 0f one particular $oup and "umni" means people in Miwok. Thus Mokelumne-people of Miwok.

Mokelumne River Forest Products, rich in traditions, providing green Douglas fir and hem.fir, pine commons and industrials, Masonite sidings and plyrvood.

John Diederich or G ordon Roby

(209) 367.t265

SEPTEMBER

Woodwork Institute of California - Sept. 14, meeting, J.E. Higgins Lumber Co., Union City, Ca.

Black Bart Hoo-Hoo Club - Sept. 15, meeting, Fetzers Valley Oaks, Hopland, Ca.

Dub's Ltd. - Sept. 15, golf tournament, Chardonnay Country Club, Napa, Ca.

Inland Empire Hoo-Hoo Club - Sept. 15, dinner & elections, Shandin Hills Golf Course. San Bernardino. Ca.

Shasta Cascade Lumbermens Golf Tournament - Sept. 15, 26th annual invitational competition, Riverview Country Club, Redding, Ca.

Humboldt Hoo-Hoo Club - Sept. 16, Australian Hoo-Hoo tour of Ingomar Club & dinner, Eureka, Ca.

DIY '89 - Sept. 17-19, Britain's Home lmprovement Trade Show, Earls Court, London, England.

W.O.O.D., Inc. - Sept. 20, meeting, Holiday Inn North, Denver, Co.

Cedar Shake & Shingle Bureau - Sept. 2l-23, annual meeting, SeaTac Red Lion Inn, Seattle, Wa.

Bygg Reis Deg - Sept. 22 - Oct. 1, Nordic Builders Exposition, Sjolyst Exhibition Center, Oslo, Norway.

W.O.O.D., Inc. - Sept. 27, seminar, Denver, Co.

Sales Fitness Seminar - Sept. 28-29, sponsored by The Westmark Group, Balboa Bay Club, Newport Beach, Ca.

National Building Material Distributors AssociationSept. 29-30, selling skills workshop, Irvine Marriott, Irvine, Ca.

OCTOBER

American Plywood AssociationOct. 2-3, annual meeting, Red Lion Inn - Jantzen Beach. Portland. Or.

Hardwood Plywood Manufacturers AssociationOct. 3-6, fall conference, Washington, D.C.

Dub's Ltd.Oct. 6, golf tournament & dinner, Poppy Hills Golf Course, Carmel, Ca.

Ukiah Hoo-Hoo-Ettes - Oct. 7, Logger's Cookhouse Style Dinner & speaker, Ukiah Fairgrounds, Ukiah, Ca.

Building Industry Credit Association - Oct. 10, collections seminar; Oct. 12, credit management seminaf, Radisson Hotel, City of Commerce, Ca.

San Diego Hoo-Hoo ClubOct. 12, bowling night, Lemon Grove, Ca.

Los Angeles Hoo-Hoo ClubOct. 13, Jrd annual Coleman Cup golf tournament, Costa Mesa Golf & Country Club, Costa Mesa, Ca.

Sales Fitness SeminarOct. 19-20, sponsored by The Westmark Group, Balboa Bay Club, Newport Beach, Ca.

W.O.O.D., Inc.Oct. 20, architectural awards banquet, Denver Athletic Club. Denver. Co.

Woodwork Institute of California - Oct. 20-21. mini-convention, Lake Arrowhead Hilton, Lake Arrowhead, Ca.

Western Hardwood Association - Oct. 25-27, fall meeting, Newport Beach Marriott Hotel, Newport Beach, Ca.

National Lumber & Building Material Dealers Association

- Oct. 25-28, convention, Opryland Hotel, Nashville, Tn.

Ace HardwareOct. 27-30, convention, Atlanta, Ga.

P&M Buys Mid-America Co.

P&M Cedar Products. Inc.. Stockton, Ca., has acquired MidAmerica Products and formed a subsidiary, P&M Consumer Products, Inc., to market its products.

Mid-America Products, formerly a division of Smith Whetstone. Inc.. is located in Hot Springs, Ar. The company produces a variety of aromatic cedar products including closet and drawer lining, sweater boxes, aroma blocks and other specialty items.

P&M Cedar Products. Inc." will market these products as well as CedarPro, OakPro and PinePro Plank Paneling and CedarPro box moulding.

Larry Hood will be president of the newly formed subsidiary while remaining president of P&M Lumber Products, Inc. and Technicut, Inc., both subsidiaries of P&M Cedar Products. Gary Clarkson, former president of Mid-America, will be marketing manager for the new subsidiary. Charles Berolzheimer will be vice president/general manager; Mark Fish, national account sales manager for do-it-yourself products; Mario Marchi, manufacturing manager, overseeing operations at the McCloud, Ca., and Arkansas facilities. Richard Smith, former owner and president of Smith Whetstone, will continue as a consultant.

According to Berolzheimer, the creation of the new subsidiary is a milestone in P&M's continued growth. "Over the last few years, we've seen the retail-products side of P&M business expand phenomenally with a wealth of new products and increased sales," he said. "With the acquisition of MidAmerica, we're entering new segments of the do-it-yourself market and specialty wood-product markets. P&M Consumer Products will provide a unified foundation and concentrated marketing strength for all our retail ventures."

Oct. Forestry Speech Set

"The Timber IndustryUnited Today for Tomorrow's Forest" will be addressed by Bruce Vincent, executive director of Communities for a Great Northwest, as special guest speaker at the Ukiah Hoo-Hoo-Ette Club's Oct. 7 Logger's Dinner & Dance at the Ukiah Fairgrounds.

HOME GENTER MERGHANT

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca. 92128 bined volume exceeded $ l6 billion withn 2.299 store units.

HE phone doesn'r ring ar 35.000

TI feet so I use my flying time to catch up on reading trade publications and mail. Here are some notes I scratched en route to and from the National Hardware Show.

AUTOMATED MISTAKES

The letter came first class mail. The envelope was correctly addressed to me. The inside address on the letter was also correct. The salutation, however, read: "[)ear Mr. Philips."

I wonder how many thousands of computer generated letters greeting the reader with someone else's name were mailed?

TOP I5 HOME CENTER CHAINS

Chain Store l,qe listed the rop 15 Home Centers for this year. Their com-

Seven ofthese chains again made the list of the 100 top U.S. retailers: Lowe's, Home Depot, Payless Cashways, Builders Square, Wickes, (irossman and Hechinger.

COMPUTER PROCRAM UPGRADES

I'm a Lotus freak! During the past five years I have become fairly proficient creating spreadsheets and graphs on my original Lotus 1a program. Often I think of purchasing updates and add-ins but the vision of 400* pages of instruction manuals keeps me from mailing the order form. (But I continue to save all the catalogs.)

BAR CODED LUMBER

Hancock Lumber of Casco, Me., is now supplying (through their wholesaler) Pergament Home Centers, the 40 store eastern chain, with bar coded pine

shelving. The UPC stickers are applied at the mills after their high speed cuts. The problem of being too sticky or not sticky enough appears to have been solved.

(.LEAR YOUR DESK:

Reg. $1,000/Sale $395

When we discussed the curriculum lor our upcoming two-day seminars, Joe Samulin included a segment on orderly work environment. Joe has produced a video tape showing how to maintain a clear desk. This week he mailed me two articles about Jeffery Mayer. the consultant who commands $1,000 a day for showing executives how to keep their desk clear.

Our $395 two-day session will include work organization and desk clearing. Attendees will receive a copy of Joe's tape.

BRUTALITY

Heard often at the show were tales of the cold brutality of the investment bankers in ending the tenure of home center executives who lall out of lavor with the investors.

PENSIONS ANI) PROFIT STJARIN(;

Tax law changes require that a//pension and profit sharing plans have to be

(Please turn to Ttage 27)

Posts, poles, pilings, timber, crossarms, grapestakes, dimension lumber.

Pacific Wood Preserving of Bakersfield produces virtuallY all pressure treated wood products. And, with comPuterized inventory control, Pacific Wood Preserving of Bakersfield offers accurate and complete service. A single phone call can put this complete caPabilitY to work for you. Call todaY:

Steve Ryan, General Manager

Jn California (800) 582-3950

Outside California (805) 833-0429

UOYOU HNEA GOOD REASON TO PAY MORE?

CREOSOTE AWPB-FDN STAMPED for Quality Control

As an independent building materials dealer, you must remain competitive. You can't afford to pay too much. Nor do you have a good reason to.

Central Builders Supplies Company is a dealer-owned, non-profit buying corporation that has helped independents remain competitive for over 50 years.

Central Builders Supplies offers buying power to its 500-plus dealer membership to insure the best possible price. And all discounts, rebates, datings and advertising funds are passed back to members.

Call Central Builders Supplies. Learn more about our unique system that helps you t0 remain competitive. And profitable.

Pressu re-Treated Lu mber All treated wood is not alike. Get Wolmanizedo wood

CHUCK LINK director

AX MACHINES are being used in l- many ways. Retail dealers reported using facsimile machines to send and receive purchase orders, ad slicks, bids, basic information to customers and suppliers, engineered drawings of trusses, credit checks and quotes.

Users of fax machines voiced the following reactions to their use in the retail lumber industry: faster than maill more

accurate than verbal; would be very hard to do withoutl cost is reasonably low; easy to use, excellent communication tool; everyone should have one; guarantees proper communication; time and money saver; greatest thing since computers; an absolute necessity; fantastic; greatest thing since sliced bread.

lf you are interested, we now have Panafax machines available to all members of the association at special member prices. Call us for information.

Did you know your fax machine can

improve cash flow? A fax can speed up the time it takes to process credit applications and approve new orders. In many jurisdictions, faxed signatures are legally binding. Credit reference information can also be faxed.

Fax also can speed up the settlement of credit disputes. For example, when customers claim their accounts do not reflect their payments, request that they fax a copy of their cancelled check. l-'inally, you can fax delinquent account information to collection agencies for immediate handling. (Source: Credll Management Resources, Minneapolis, Mn.)

A caution: buy the right paper for your machine and buy your fax paper from a reputable source. The "Have-lGotta-Deal-For-You" boys have quickly picked up on the fax paper market.

FRED CARUSO executive secretary

Il OME center consultant Joe SamullI in will speak at the MSLBMDA Management Conference in Denver, Co., this November, according to conference program ctrairman George Gotto, BMS, Lamar, Co. His topic is "How to Grow Your Business in a NoGrowth Area."

Samulin will discuss strategies for independent building material centers to capture their share of the $ I 0l .3 billion

home improvement market. Specific topics include: visual merchandising, advertising, sales and inventory planning and keeping and increasing contractor sales.

The topics of two additional sessions come under the theme "The Big Picture." The first one is a look at how international marketing is transforming the American economy, by business specialist M. Gene Aldridge of Denver. Practical examples will be given for the future of American business. New opportunities and important indicators of

economic change in the next decade will be discussed.

Second, "Where Are We Going and How Do We Get There? " is a big picture look at managing financial and human resources by retail consultant Richard Outcalt, Seattle, Wa. Dealers are encouraged to bring their latest financial statement to this session, for their eyes only, to look at new ways of measuring their financial strength and projecting what it will look like a year from now.

Gotto said that roundtable discussions among dealers on specific topics and panel presentations will be a major part of the program. "We have plenty of tafent to tap among our own organization," he said.

The Management Conference will be held Nov. 9-10 at the Hyatt Regency Denver Tech Center Hotel.

WAYNE GARDN ER executive vice

I F SOMEONE has an idea about I tomo,ro* or next year that sounds somewhat off track, they could be called a dreamer.

Our connotation of dreamer is that person who walks around with his head in the clouds. Talk to them. They respond to your questions with what most consider to be incomplete sentences. The entire thought isn't expressed. Part of it is missing, usually the middle portion.

It's frustrating to most mortals to be around that type of person. Our response, when someone asks about them, is "Oh, they are ok, but kind of a dreamer. Probably won't ever amount to much."

You always hope they will kind of stay away, not ask for a job or, worst of all, be around long enough for a daugh-

ter or son to fall in love with and want to marry.

Then we have that same type person, but who speaks in complete sentences and seems more positive, or at least talks in terms that you and I can almost understand. That person, in our minds, becomes a futurist or a visionary and generally really impresses people.

Interesting, isn't it, that two people can have similar ideas, but because of background, age, education or whatever, we label one a dreamer and the other a visionary?

Three cheers for the dreamer. Dreamers don't talk about how bad things are or how bad they are going to get. Dreamers can be in a situation that is less than satislying and dream or have hope for the future. And that hope or dream becomes a goal, a sell fulfilling prophesy. But it's always good. Better for them and better for the world and mankind.

The visionary, on the other hand, can

be the one whose prophecy is that there will be a down turn in business, a drought will hit in 1994, the great earthquake will strike in l0 years and on and on. Some of the predictions, some of the visions, some of the forward thinking is absolutely on lrack and gives us an opportunity to prepare for something which is highly possible.

The dreamer also can give us some insight into the future. By listening, looking, analyzing, sorting, sifting and using our own inherent decision making processes in a logical, orderly fashion, we can gain immensely lrom the dreamer.

Just think where we might be were it not for the dreamers like Franklin, Edison, Einstein and Salk, to name only a few.

Maybe we really need to encourage more dreaming. So I say three cheers for the dreamers. They are a lot more f,un than the visionaries. Let's have more dreamers in the lumber industry and fewer "that's the way we have always done it and that's the way it's going to be tomorrow."

Heaven help us. Let's give three cheers for the dreamers.

lf yoLr bclicve in your busincss and want to build it ADVERTISE.

Home CenterMerchant

(Continued from Page 22)

updated or amended in 1989. Shearson Lehman Hutton is promoting a service for review and update plans without "professional costs."

SOME INNOVATIVE SHOW ITEMS

Cinchy - Rope tie down, one-size-fitsall bungie cord replacement.

Hampton LockerCombination lock with compartment. in designer colors.

Grip and StripWire stripper from Ideal.

Paint StickFrom Power-Flo Products.

Bulb ChangerExtension pole bulb changer from Mr. Longarm Inc.

TorpedoLED torpedo level from Zircon International.

Exacut Knife System - Heavy duty trimming knife from Fisco.

Systems Lok - Security for portable items from Patrick Manufacturing.

When sending in a change ol address please include zip code on both old and nev' addresses and either the old label or the inlbrmation .from it. Thanks !

OFLUMBERAYEAR.

It's our production capacity and flexibility, product diversification and technical innovation that make the difference . . . you can count on RSG.

For Douglas Fi[ Hem Fir and Western Red Cedar give us a call.

We are ready to be of hefp.

OPERANNG OPPORTUNITIES

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

The following is a continuation of a discussion of price cutting practices intoduced in this column last month. See page 26 in the August issue for points one through ten -ed.

CHECK THE JOB.

Find out if any of the 38 waYs to chisel on a job are being used.

DISCUSS THE PRODUCT.

Make the customer understand that someone can always build an inferior product to a price. Inferior merchandise is never a bargain.

CITE EXAMPLES.

Give the buyer a healthY fear of the lower price by citing examples and case histories of sad experiences of people who bought on price alone.

REFIGURE ACTUAL COSTS.

Determine if changing source of sup-

ply will lower the cost you previously figured.

FEATURE MONTHLY PAYMENTS.

Reduce the price to monthly installments and emphasize ease of payment and how small the difference is when spread over a period of use!

SELL YOUR COMPANY.

Emphasize all the good points about your company, its history, its personnel, its reputation. Build a buyer's yardstick and check off your sales points, one by one. Remember superior salesmanship can win over price.

CAN THE COMPETITION BE RIGHT?

Ascertain whether a mistake has been made in your competitor's estimates. By taking corrective action you may make a friend.

BE REASONABLE.

Demonstrate the difference between price and value. Always avoid an argumentative attitude. Talk customer benefits instead.

THINK OF THE FUTURE.

Consider the ethics and future implications of cutting or not cutting your price.

OFFSET A CONCESSION.

Plan a sale at a compensatory price to offset any concession. Always remember that any concessions from price' every penny of it, come right out of net profit!

Art Hood believed that the fundamental pricing problem in retailing was establishing a mark-up which would compensate for the cost of goods sold and for the services rendered in the process without handicapping sales results' You can read the very beginnings of matrix pricing into his philosophies. He, like the rest ofus, thought one ought to be paid for what one did.

FREE OFFER

Art Hood's list of comPetitive services and ways competitors can chisel and skimp on them is available to those who send a stamped, self-addressed enveloPe to WallY Lvnch. Paid Associates, P.O. Box 141623. Dallas. Tx. 75243

Sacramento Market Heating Up

Competition between home centers in the Sacramento, Ca., area continues hot and heavy as the independents, chains and warehouse operations battle for a $743 million annual market.

Lumberjack's strategy has been to lean toward the commercial trade market, courting contractor business. Although the stores, which are part of Payless Cashways, have added special rooms for contractors, top management contends that they are not concentrating on that market.

"We have no intention to leave the do-it-yourself market," John Fischer, Payless western regional vice president, said. "We see more growth in the professional trades. There are more working couples in today's households and families have less time to devote to do-ityourself projects. The contractor market is growing faster than d-i-y."

Despite the shift in market focus, Lumberjack's customer base is 700/o do-it-yourselfers. Industry analysts say that because ofthe Payless leveraged buyout last year, the stores have heavy debt loads and are trying to generate quick high profits.

Scott Eastman, general manager of Eastman Building Products, calls the Sacramento market "healthy for everyone right now." He adds, "We're in somewhat of a boom era for home building. Lots of people are buying new homes and you have people moving in from the Bay Arga."

Home Depot opened its first store in the area last year in Carmichael. The 103,000 sq. ft. operation follows company policy of being the lowprice leader in the area. Focus is on the do-it-yourselfer with over 30.000

different merchandise items. A second store is planned for the area in the near future with a total of 10 in the long range outlook.

"The Sacramento market is very good for us," explains Lonnie Vogel, director of public relations at Atlanta, Ga., Hq. "California is an excellent market for Home Depot. We see opportunity for more growth, but we don't like to tip our hand on expansion for competitive purposes."

Building Supply and Lumber, Cal Era Lumber, Dolan Building Material and Meeks Building Centers continue as strong players in the competition which sidelined Builders Emporium and 84 Lumber early this decade.

Lumber Siblings In Sign Wars

Two neighboring Tarzana, Ca., lumber companies are into a war of words, using their streetside marquees to trade daily jabs.

When Terry Lumber Co. manager Sherm Olmstead returned from a two-week vacation, "Welcome Back Sherm" was posted on the firm's signboard.

Across the street, Tarzana Lumber Co.'s sign greeted him with: "Welcome Back Sherml We Enjoyed Your Vacation!"

The companies have been poking fun at each other on the marquees for months. But it's all in fun. Although operated separately, both firms are owned by TheTerry Companies. Tarzana serves do-it-yourselfers and remodelers, while Terry primarily sells to larger contractors.

"People think there's a feud going on," said a nearby business owner. "Everybody takes a look to see what they're saying about each other."

Competitive employees at both companies fuel the repartee by dreaming up the daily poke. And sometimes they'll change the billboards two or three times a day trying to get in the last word.

Terry Companies president Tom Mullin doesn't mind the signboard rivalry. "We just don't like them to get into price wars," he said.

Universal Buys Arcata Planing

Universal Forest Products. lnc.. has acquired Arcata Planing and Dry Kiln, Inc., a redwood processor in Arcata, Ca.

Mike Allen, who has been in charge of Universal Far West's sales office in Fortuna, C-'a., has been named general manager of the plant which includes a planer and two kilns with a capacity of 100,000 b.f. each on an l8 acre site. Larry Roth stays on as plant manager. The Fortuna office will be relocated to Arcata.

"lt has the capability to kiln dry, plane and grade redwood for Arcata's customers, as in the past, and will also provide for Universal operations." said Gary Adamson, president of Universal F-ar West in Huntington Beach, Ca. Redwood produced in Arcata will be distributed through Universal Far West's Stockton and Huntington Beach distribution yards.

Shorter Home Center Show

The March 1990 National Home Center Show will be a half-day shorter, dropping the usual exhibition-ending Wednesday due to a new categorization of exhibitors that allows visitors to see who they want to see more quickly.

THE TREATED ANSWER

Lumber, plywood, round stock stokes, poles, & pilings

Agency stomped, ground contocl fire retordont pressure-treoted wood products

If youneed strength andbeauty

PALCO makes the grade . . .

Redwood structural grades.

PAICO makes the gades with the strength of the NGR grades and the beauty of redwood. PAICO makes 2x8,2xL0 and 2xL2 No. 2Heart

Structural and No. 2 Structural using the high-quality appearance standards of redwood and the strength standards set by the American llmber Standards Committee. For deck joists, ledgers and stringers, PAICO makes the grades demanded by architects and engineers.

REDWOOD STRUCTURAL GRADES.

THE PACIFIC LUMBER COMPANY

Wegrow what wesell.

100 Shoreline Highway Suite 1258

Mill Valley, CA 94941 (415) 331-8888

Te$burffiA

\reoft

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Can you identify the Ponderosa Pine? Or tell the Doug Firfromthe Hernlock?

Evenif you'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 &Talbothas a laluable difference: we're a singlecall source for a broad mix of wood products and species.

Ponderosa Pine from South Dakota. l,odgepole Pine, Spruce and I-arch from British Columbia. Our Port Gamble mill supplies Doug Fir. Hemlock and additional Doug Fir come from stands near Oakridge, Oregon. These, andmanyother Pope &Talbotwoods, are milled nto products sold in all50 states and as frr away as Arsbzlia, the Mediterranean and Japan. HereintheU.S., modern reload fucilities in San Frzncisco and Los Angeles serve our regional buyers.

So now that youVe tested your own skill as a woods man, put us to the test.

CallPope &Talbot, at (F,03) 220-2750.

POPE & TALETOT

Thz

Ted "The lceman" Gilbert, Product Sales Co., Orange, Ca., is back from a recent trip to the Eureka/Arcata, Ca. area.

Phil Larios has been promoted to v.p. and c.o.o. of Hayward Lumber Co., Salinas, Ca. Vito Mule is now v.p. and c.f.o., according to Homer Hayward, pres.

Rick Greenhow, Beadex Manufacturing Co., Stockton, Ca., has been promoted to national retail sales mgr.

John Ganahl, Ganahl Lumber Co., Anaheim, Ca., and his wife Marilyn recently competed in the U.S. Triathlon Series event in San Clemente. Ca. She heads for Hawaii in October for the annual lronman Triathlon.

Tom Starr is handling sales for Laminated Technologies of Oregon's plant in Winston. Or.

Joe Kerschen is now pres. of Kaibab Distribution Co., Englewood, Co.

Jim Pack is new to sales at l"ibreboard Corp., Turlock, Ca.

George Harad and Peter Danis Jr., Boise Cascade, Boise, ld., have been elected exec. v.p.s. New senior v.p.s:

E. Thomas Edquist, Stephen Larson. Richard Parrish. John Wasserlein, Terry Lock and John Haase.

Douglas T. Grover has been named director of mktg. of Lanoga's western div., Olympia, Wa., overseeing Spenard Builders Supply and Lumber

Dave Lentes, Dellen Wood Products, Spokane, Wa., has been elected pres. of the Spokane Hoo-Hoo Club, succeeding Rich Copeland, CA Co., Spokane. Copeland won the club's recent golf tournament, with other awards going to Al Stadtmueller, Arlen Looney, Bill Brommeling, Dale Harter, Gene Young, Bill Keevy, Charles Howard, Perrin Zanck and Paul Taylor.

Cliff Johnson and Steve Propst, Kennedy-Johnsen Lumber Sales, Mountlake Terrace, Wa., and Meryl Phillips and Tom Parks, Buse Timber & Sales, Marysville, Wa., were guests of Fletcher Challenge Canada, Ltd. at its Jervis Inlet Fishing Lodge on Vancouver Bay.

Tim Lissner has joined the cargo sales staff at Perry H. Koplik Inc., Portland, Or.

John R. Chase has been named pres. of HomeClub, Fullerton, Ca.

Don Perry has joined Coe Manufacturing Co. as sawmill machinery sales rep for Ca., Az. and N.M.

Claudia Jennings, Redwood Forest Products, Ukiah, Ca., spent a recent week in the San Diego, Ca., area on busiNCSS.

Charlie Jennings, CJ Redwood, Escondido, Ca., enjoyed a week's vacation in San Quintin, Baja California, Mexico.

Kandy Bollinger, 12, daughter of Larry Bollinger, Jones Wholesale Lumber Co., Lynwood, Ca., was left fielder for the Glendale (Ca.) Liberty League AII Stars, a runner up in the western regional playoffs, Salem, Or., and one of the top eight teams in the U.S. Gene Pietila and Mike Logsdon, Fontana Wholesale Lumber, Inc., Fontana, Ca., got in a recent B.C., Canada, fishing trip.

George R. Swartz, pres., Mar Vista Lumber Co., Mar Vista, Ca., has been elected to the board of directors of the Marina State Bank.

Rick Beilfuss, Compass Lumber Co., Danville and Petaluma. Ca.. has been on a fishing and hunting trip, stalking caribou and moose in Canada's Northwest territories. 100 miles above the Arctic Circle.

Richard Youmans has been named gen. mgr., wood products sales - West, for Georgia-Pacific, Portland, Or.

Richard A. Bokamper, Domtar Cypsum, Oakland, Ca., has been promoted to gen. mgr. of the western U.S. region, succeeding Robert C. Katz, who replaces retiring George R. Simpson as v.p. and gen. mgr. of the gypsum div.

Glenys Simmons, Louisiana-Pacific Corp., Ukiah, Ca., has retired alter nearly 20 years with L-P.

John H. Markley has been elected chairman of the board and c.e.o. of Pay 'N Pak Stores, Kent, Wa., succeeding David J. Heerensperger.

Jerry L. Marlow has resigned as pres. after 28 years with the firm due to health reasons, according to Tim Lucia, v.p./mktg.

Dave Maxwell, sales mgr., Modoc Lumber Co., Klamath Falls, Or., was recently re-elected to the Klamath Falls city council and voted president of the council by his colleagues.

Barney Wagner, Al Meier's Building Centers, Tacoma, Wa., has been promoted to v.p. of operations.

Mark Rey is now exec. director of the American Forest Resource Alliance.

Bill Williams has formed Williams Forest Products, Lacey, Wa.

Dan Bohrer has joined the sales team at Wood International Corp., Portland, Or.

Patrick Olson is new to BMC West. Beaverton. Or.

Tom Jones, director ofsafety, The Terry Cos., Burbank, Ca., is celebrating his 50th anniversary with the firm.

Gary Kawahara and James Kawamura have joined the Maui Hoo-Hoo Club.

Lew MacDonald is the new v.p. of mktg. at Maple Bros., Brea, Ca.

Frank Bader, gen. mgr., Ed Fountain Lumber Co., Los Angeles, Ca., is back after a Canadian mill trip, plus a few days of salmon fishing. Javier Gonzalez, traffic mgr., led his Little League team to lst place in its division, according to Ed Fountain, Jr.

Donald J. Phipps has been named So. Ca. district mgr. for Rain Bird, Glendora, Ca.

Sam Martin, gen. mgr., Cooley Wholesale Lumber Co., Phoenix, Az., got in a week's vacation at Lake Powell, Ut./ Az.

Mary Lee Fox is new to sales at Cornett Lumber Co., Placerville, Ca.

Lyle Thompson is now v.p., sales, Roseburg F-orest Products, Roseburg, Or.

Dyer Nead is the new charity coordinator at Mungus-Fungus F-orest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

Lumber

Wholesale Lumber Report

The North American Wholesale Lumber Association Benchmark of Lumber Business lndices for the second quarter struggled to keep pace with 1988 sales volumes. The NAWLA Business Index for Mill Direct Shipments through office wholesalers stood at 144.7. down 4.20h from the last reporting period. The Index for lumber shipments out of distribution yards was also off 2.101t for the same period. However,

NAWLA BUSINESS INDEX

DIRECT SHIPMENTS

Average 1983 Monthly Sales = 100

both indices remained sliehtlv ahead of last vear's total.

Gustonr \lillinQ Spccialists

The NAWLA Benchmark of Lumber Business Indices is derived from a quarterly survey of over 100 leading lumber wholesalers throughout the United States and Canada. It compares indices for direct lumber shipments and distribution yard lumber shipments to the base year of 1983.

Lumber wholesalers' accounts receivable declined marginally to 31.2 days aging during July. Receivables remain slightly higher than a year ago due to an easing of credit along the East Coast. The percentage of receivables past net terms increased from 15.106 to 11.30h, while the percentage past 60 days rose from 5.8% to 6.90/0. Inventories in lumber distribution yards declined seasonally to 43.9 days sales.

Nationally, NAWLA wholesalers agree business will increase during the second half of 1989 as interest rates decline. However. forecasts of total sales volume for the year compared to 1988 varied by region.

The timber supply issue remains a serious topic. Legislation to

release 10 billion board feet of timber in Washington and Oregon goes to the Congress this month. However. NAWLA wholesalers in the West question whether it will be in time to save smaller sawmills dependent upon Forest Service and Bureau of Land Management timber. Besides preparing, auctioning and awarding timber sales, both federal branches must consult with the Fish & Wildlife Service over Northern Spotted Owl habitats.

Preservationists have reacted to the proposed legislation by targeting roadbuilding as a new area of attack. They plan to restrict funding for such roads through legislative efforts. Reports out of New Mexico say timber harvesting restrictions are in place until a survey is complete assessing Mexican Spotted Owl habitats.

Thetimber supply crisis has pushed stumpage bids above the record levels of 1979. These record costs will eventually make their way down the distribution channel from manufacturer to consumer.

While the legislation before Congress may provide relief through the Fall, wholesalers are concerned about next spring. Mills normally purchase timber two to three years out. But today's backlog stands at less than one year, representing its lowest level in history. Many wonder whether lumber can be manufactured at a profit under these conditions. or if more mills will be forced to close compounding an already troubled situation.

For its natural beautY and enduring qualitieg therds never been a better decking lumber than redwood And until now therds never been a redwood decking so affordable to so many. Louisiana-Pacific presents LP Desert Dry Redwood, in construction heart and construction common grades

With tight knots and natural variations of color and patterr! Desert Dry Redwood is easily distinguished from cedar and pressure treated lumber. It's a irestigious look And you can supply it so economically.

LP Desert Dry Redwood is kiln-dried so you can offer economy and performance every step of the way. By taking the moisture content downto 19 percent or less, the load is lightened and you get more board feet on every truck Desert Dry Redwood loses nothing but water in the process On thejob, joints stay tight and shrinkage is controlled" [t also main tains a superior resistance to decay and insects Dried" trimmed, and surhced so sizes are true, ifs paPer wrapped for protection in?" x 4" , 2" x6",2" x8" - 12" dimensions

and lengths up to 20 feet. For more information about Desert Drv Redwood or any of our other grades of redwood, call Bob Mosbv. Redwood Sales Manager, at 7 07 -443-7 lIL.

- L-P Desert Drv Redwood. Go ftrst class. But pay boach.

*TREATED

Preston New Name For G&S

The new name for G&S Lumber Co., Inc. in Sebastopol, Ca., is Preston Lumber Corp., according to Preston president Jim Blevins. Preston also owns and operates the former Richardson Lumber mill in Cloverdale, Ca. It purchased the mill in February.

Preston Lumber is cutting 2x4, 2x6 and 4x4 redwood green commons. Sales are handled by Dave Snodgrass from the Cloverdale facility.

Sequoia Adds Truss Products

Sequoia Supply, Fairfield, Ca.. has been selected as a wholesaler of Trus Joist residential structural prod-

ucts in the Northern California market.

"We've set up Sequoia to serve the ever-growing Northern California market of lumber yards and truss plants," said Trus Joist technical representative Tom Devlin.

Sequoia Supply will stock Trus Joist's Micro:Lam laminated veneer lumber and The Silent Floor joist system, a structural floor system. Trus Joist's products are engineered wood components for structural application in residential construction.

"Our business is 98% retail lumber yards throughout Northern California. We see great opportunities for the product category," said Bob Riggs, Sequoia's general manager.

Biggest U.S. Population Gainers

Los Angeles, Ca., will add the most people in the next l0 years, an additional 800,000, while the fastest growth in the next 20 years will be Naples, Fl., which will add 700/0, according to NPA Data estimates.

Metropolitan areas adding the most people in the next l0 years are:

Within the next 20 years, the fastest growth in the West will be in Wa.: Olympia (up 5l %) and Bremerton (41%): Ca.: Santa Cruz (4506), Santa Rosa (4301r), Riverside/San Bernardino @2%) and Vallejo/Fairfield/Napa (400/o)', Co.: Fort Collins @20D, Nv.: Las Yegas (420/o) and Reno (40%), and Az.: Phoenix (38%) and Tucson (36%).

Within the next 20 years, the fastest growth in the South will be in Tx.: Bryan/College Station (up 4601,), and Fl.: Naples (70%), Fort Pierce (61%), Fort Myers $'70/o\. Ocala (51%) and West Palm Beach (480/o).

Trade Data Goes Metric

The Harmonized System, a uniform set of worldwide customs classification codes, took effect in the U.S. on Jan. l. The most noticeable impact on the forest industry will be the requirement that export volumes be expressed in metric units on customs declarations.

The Bureau of the Census, which compiles trade data, uses a statistical screening model based on value and volume to detect errors in data. However, some errors may be undetectable by this method. Any errors will result in either faulty data or delays in getting data published. This happened when Canada switched to the Harmonized Systent this year. Due to incorrect information on customs declarations earlier in the year, Canada still does not have any forest products trade statistics for 1988. Normally data for nine months would be available at this time.

To get a list of Harmonized System product codes corresponding to the current Schedule B codes, write to the Superintendent of Documents, Government Printing Office, Washington, DC 20402 and request "Schedule B, 1988 Edition: Statistical Classification of Domestic and Foreign Exports" (cost is $46).

o

o

o

Lud McCrary

(4OB) 423-4A9a &OB) 423-4756

FAX: 4O&423-2AOO

Big Creek Lumber Co., 3564 IIwg. 7, Dauenport, Ca.95077

SPECTALTZING IN A COMPLETE LINE OF THE FOLLOWING:

TREATED LUIIIBER & PLYWOOD

M€ats soecif ications: AWPA C- 27 -84 & C20-84, ASTM E-84, MIL-L-1 91 40 Type 1,

REDWOOD

CONSTRUCTION HEART ROUGH

1x4,1x6,1x8,1x12

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

3x6,3x8,3x.| 2

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

6x6,6x8,6xl 2,8x8

CONSTRUCTION COMMON ROUGH

1x4,1x6,1x8,1xl2

2x4,2x6,2x8,2x12

1 xO Dog Ear Fencing

4x4 - 8' Post Grade

CONSTRUCTION HEART S4S

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

4x4

DECKINO S4S

2x4 BEE KD S4S

2x6 BEE KD S4S

CLEAR DOUGLAS FIR

CLEAR VO DOUG FIR S4S KD

1x6, 1x8, 1xl0, 1xl 2

ROUGH DOUGLAS FIR #1 DOUG FIR ROUGH

#2 & #3 rough Douglas flr timbers also available

t3 Shlplap: 1x6, 1x8

#2 Com S4S: 1 x4 thru 1 x1 2. 2x1 2

#3 Com Sugar Pln6 S4S 1 x4 thru 1 xl 2

#4 Com S4S 1 xl 2

HARIIWARE Industry Week and the National Hardware Show attracted 70,000 to McCormick Place Complex in Chicago, ll., Aug. 1316, including: lll John Cashmore, Mark Pembrooke. 12l Steve Wolfe, Joseph Benetka. l3l Neil Maglous, William Farrell,. AHMA exec. directbr,0onald Adams. l4l Pat

Simpson. l5l our columnist Bill Fishman. l6f Dick Passaglia, Rick Kost. l7l Bill Donovan, Carmen Fraser. l8l Thomas McKelvey, Julian Scruggs. (91 Sylvia Puffelis, Jerry Sporich. ll0l Jim Henderson, Randy Konkel, John Pond. ll ll Sara Bills, Cheryl Wald. ll2l Dave & Shirlev Norcross. Il3l William Younger Jr.

ll4l Don Johnson. Il5l Charles McFarland, Jell Gavin, Jack Martin. ll6l Ron Beal, Joe witdman. Jim Tioton. llTl Richard Bohl. llSl our sales mgr. Jean Gogerty, Kermit Tucker, Nelson Russell.

Personals

(Continued front page 31)

John Campbell is the new sales mgr. at Setzer Forest Products, Sacramento, Ca., according to Mark Setzer.

Debbie Lathrop has joined Fontana Wholesale Lumber Inc., Ijontana, Ca., according to Gene Pietila. She had been with Koppers ('o., Ontario. (la.

Sterling Wolfe, Marquart-Wolfe Lumber (1o.. Costa Mesa, ('a.. and his wife, Loraine, are currently relaxing in Hawaii.

James Quinn has been named pres. and c.e.o. of Collins Pine (-o., Portland, Or., succeeding Robert Lastofka, who has retired.

Martin Schaeffer has left llome( lub, ljullerton, (la., to join lluilders t:mrrorium, lrvine. ('a.. as senior v.D.

The Merchant Magazine

Steve Putney, Gary Reynolds and Brett Spellman have been added to the ('hino, Ca., sales div. olThe Kelleher ('orp., Sacramento, Ca. Pete Fleming and Chris Shively are new to sales in San Ralael. Ca.

Steve Thurgood, Jones Wholesale Lumber Co.. Lynwood, (ia., enjoyed a recent Baja (lalilornia vacation.

Hal Smith and Neal DeWitt have joined the sales force at Product Sales (io., Orange, Ca. Smith had been with Weyerhaeuser. (-erritos, (-a.. l)eWitt with Marquart-Wolfe Lumber Co., Costa Mesa, ('a.

Jana McCullough is now asst. sales mgr. for Pacific ('rown Timber Products. Plummer. Id.

Al Beasley and Frank Fleisig are new to the trading staff at lllue Sky liorest Products, Bend. Or.

Jeff James and Mac l,ewman are new to sales at Hearin l'orest lndustries, Porlland. Or.

Glen Weible has been appointed operations mgr. for the Idaho div. of ('anfor USA. Meridian. Id.

Joseph Heitz has been added to the editorial staff at Random Lengths, ['-ugene, Or.

Bill Perkins, pres., Burns Lumber Co., Van Nuys, Ca., and his wife Cris were at Sea World last month and witnessed the collision of killer whales that left 4,600-lb. Kandu dead.

Patric Taylor, Cal State Forest Products, Anaheim. Ca.. is a new papa. his wile Denise gave birth to a boy, Ryan Nicholas, Aug. 30, 1989.

Owl Hearings A Bag Draw

More than 3,500 logging industry supporters attended a recent public hearing in Redding, (1a., aimed at ilIustrating the hunran side of the spotted owl controversy.

Over a dozen local mills closed for the day, freeing thousands of workers to bring their families to the August 17 hearing. Dozens of fullyloaded logging trucks also joined the parade of sympathizers, many of whom wore yellow shirts, caps and ribbons and carried banners and mock headstones to commemorate

IBM Honors Computer Co.

Dimensions, a Salt Lake City, Ut., provider of hardware and software solutions to the lumber. building materials and hardware industries, has been selected as an IBM Industry Remarketer (business partner).

"Dimensions was approved by IBM due to its excellent customer support, financial stability and its software solution that meets the unique needs of the lumber and building material industry," said Joseph Savino,

closed mills.

Most of the speakers supported the timber industry, citing recent studies of spotted owl habitats in second growth forests. In addition to a reported 1,500 owl pairs in old growth forests in California, Oregon and Washington, as many as 2,300 uncounted pairs may be living in younger stands, an industry-sponsored researcher said.

Other hearings on the spotted owl were held August 14 in Portland, Or.; August 2l in Olympia, Wa., and August 22 in Eugene, Or.

an IBM marketing representative, in announcing the award to the 20 year old company.

Starts Hit 6-Year Low

Home construction plummeted to its lowest level in six years, falling 80/o in the second quarter of 1989, reports F.W. Dodge Group.

Dodge attributes thedrop in house, apartment and condominium building to rising mortgage rates.

Reel Splits& Expands

Reel Lumber Service, Anaheim, Ca., has moved its retail store about five miles away, to a new 18,000 sq. ft. facility. The mill at the previous site has been expanded into the vacated 8,000 sq. ft. space.

The new location. at l32l N. Kraemer, Anaheim, offers mouldings, plywood and lumber to cabinet shops and the retail trade.

Contractor Referral Service

Property Doctors, a network of building and home service contractors, is expanding its customer referral service through home centers.

With over 160 contractor members in the San Diego, Ca., area, the company plans on entering several other states. Currently Western Lumber's seven Southern California stores refer buy-it-yourself customers to the contractor network.

Property Doctors also acts as a liaison between home center and customer, using its computer system to offer one stop shopping to the homeowner.

NEW PRODUGTS

and selected sales aids

Lumber Software

A computer system providing the specialized trading information and financial controls previously available only to major trading companies has been developed by Lumbermens Software, Inc.

Created by and for those within the lumber industry, the integrated system addresses trading activities such as office wholesale, reload/distribution, mill sales and export sales. lts scope includes order entry, sales/cost oI sales-invoicing.

TeleTerminal

A teleterminal providing access to one's computer system from a remote location using dial-up phone lines has been developed by Triad Systems Corp.

The teleterminal performs all the functions of a local video display terminal, allowing retailers to create orders, update inventory and handle bookkeeping from different locations.

Available are two configurations: a backoffice VDT workstation with two auto-dial, auto-answer modems and a point-of-sale VDT workstation

Do AJig

A new portable jig from Gauge & Guide is said to cut studs exactlv the

receipts/receivables, disbursements/payables, general ledgerlfinancial reporting and physical inventory.

The system is written in a relational database language that runs under the multi-user UNIX operating system. Entry level and larger systems are available.

It is offered on a turnkey basis, including installation, on-site training, custom programming and ongoing support.

Electronic Oven

Grill ranges with electronic controls and membrane touch control panels are new from Jenn-Air.

with two modems, which can sup- port barcoding equipment and an invoice or cash register printer.

Controls include clearly labeled function pads, time and temperature setting dial, display window with illuminated numbers and flashing directions, and a sound signal to announce when the oven has been oreheated to a selected temperature.

Weight With Style

A variety of high fashion bathroom scales is new from Counselor.

The first incorporates the new AccuCycle weighing system, which uses a three lens electronic circuitry to search, lock and display the weight in rapid sequence, first registering the 100's place, then the l0's and then the single pounds. lt also features a sturdy steel platform, easyclean mat, 300 lb. capacity, touch toe start, auto zeroing, automatic shutoff and strong steel housing with wrap-around bumper.

A mechanical scale has a rotating dial which always displays the weight at the top of the lens.

And the Big Ben features oversized, easy-to-read digits and a bold pointer mounted under scratch-resistant acrylic.

same length and square every time without excessive handling.

The two-piece jig attaches to l " x 3" strapping and positions the saw blade to cut studs in the proper place. Eliminating repetitive measuring, the gauge end grips the top of a stud while the sole plate of a power saw slides along the guide's edge.

Suitable for studs up to 2" x 6", the device is made of a rugged plastic composite and is easily set up using thumb screws.

Gheck Mate

A new electronic payment system from Celerex Corp. allows retailers to quickly process and verify credit card and personal check transactions.

To operate the system, a clerk passes the check or credit card through a reader and then enters the

For more information on New Products write The Merchant 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!

No Strain, No Gain

purchase amount. The system quickly verifies the check or card, processes the sale, issues a receipt and stores the transaction. The information is electronically captured by the system and the funds automatically deposited into the merchant's bank.

At any point during the day, itemized management reports listing the day's transactions can be printed out.

D-l-Y Burglar Alarms

Two new easy-to-install wireless burglar alarms are available from Nalcor, Inc.

Offered in window-mounted or door-mounted models, the alarms are activated when the window or door is opened a quarter of an inch, triggering an 85-decibel horn.

Decorative sink strainers designed to fit all standard kitchen sinks are new from Jameco Industries. Featuring a durable epoxy finish, the stainless steel and brass strainers are available in seven bright colors.

Blade Of Glass

A cutting tool for contractors, designed to handle such heavy duty cutting tasks as roofing, tile, insulation and sheetrock, is now available from Buck Work-Man.

Its 3-in. hawkbill blade, made of high carbon, high chrome modified stainless stedl, locks open for safety. When closed, the knife's overall length is 4-1/2".

Rugged thermoplastic handles are textured for a sure grip.

Security Sensors

Security sensors which can be attached to high ticket merchandise to guard against shoplifting are new from Se-Kure Controls.

A reprogrammable shut-off, operated through a nine-button keY Pad, features three settings: off, instant and delay (allowing 15 seconds to deactivate the alarm by punching in the code).

:l

Gomputer Combo

The Lumber Solution, a combination software and hardware package for the lumber industry, has been developed by Future Solutions.

The software offers quoting and estimating (industry standard lumber file, product description options, quotation lists), accounting (general ledger, accounts receivable/payable, order/invoice processing, inventory control, purchase orders), and sales analysis (by product group, custo-

The device is said to guard against pilferage and shoplifting.

Ticketing Software

A ticketing software package that allows home center retailers to create, edit and print custom tickets has been introduced by Monarch Marking Systems.

Since all files are stored on diskettes, there is no limit to the number of ticket formats. Data can be

merged together into a bar code or placed in a different location on the ticket using the software's merge field capability.

The program accepts downloaded ticketing information from an existing database, eliminating the need for re-keying data such as style, department, class and price.

mer, salespe.rson, distribution code and territorv).

packed with 20 squares and 20 "Blue Books" for roof and stairwav lavout.

Gutter Govers

Snap-on gutter covers to prevent clogging are new from Novelty Manulacturing Co.

Easy-Clip rigid gutter covers come in 3 ft. sections, attached to standard K gutters by a pair of snapon clips. The covers are made entirely of rust-free aluminum, the mesh edged with protective strips.

Square Off

Theoriginal Swanson Speed square is now available in a spacesaving counter display, each carton

The self-shipping display's top is folded back, becoming an eye-catch- ing header. A 60-p., pocket-sized framing instruction manual accompanies each square purchase.

Rust Buster Clip Strip

A versatile new display for Rust Avenger rust converter has been devised by 3M.

A clip strip can be mounted on a

shelf price channel, on the side of a gondola or hanging from a wire rack. It shows off l2 packages of the rust touch.up product in less than I sq. ft. of selling space.

Deck Helpers

Two new Deck-Tie connectors from Simpson Strong-Tie fasten wood boards together securely, without nails visible on the deck surface. When used together, the connectors reportedly offer quick and easy installation in tying deck boards to joists and provide greater uplift protection than toenailing. Nail popping, rusting and the need for countersinkins are said to be eliminated.

gwMI W talpanle Lurtrb sr

Paint Pusher

The surface painter from ShurLine is now available with new packaging and two new merchandisers. The two wire rack displays each hold l0 or more painters. One merchandiser can be used free standine

from Measure Mark.

The kit includes mount, adhesive, pencil and instructions.

Hot Sounds

An alarm that attaches magnetically to woodstoves to alert homeowners if the stove pipe gets too hot is new from Consumer Products International.

Operating on a 9 volt battery, the [{ot Button, when fastened to the stove pipe, warns against a potential fire caused by creosote buildup.

Corner more drywall sales and profits.

or displayed on a pegboard, while the other features a paint can topper design.

Mark & Measure

A pencil holder that attaches to a tape measure to transform it into a compass and straight edge is new

o Quick and easy to apply.

o Provides flexibility of tape with strength of steel reinforcement.

o Tape affords excellent adhesion of joint compound and paint.

o Cuts with heavy duty scissors.

o Do-it-yourself appeal.

o Step-by-step instructions included.

Cornering allihe angles in drywall.

Rebuilt to ZERO TIME TOW TRACTORS

No more headaches with broken forklift rear ends. The answer is simple. USE A TOWING TRACTOR TO TOW LOADS. With more than 15 years of experience, VICTORY GROUND SUPPORT EQUIPMENT COMPANY combines a sales, administration and service back-up for their reconditioned and rebuilt tractors that will make

gqne but this time wlrH

Tape Up Your House

A durable, water resistant and virtually invisible tape that conforms to almost any surface is new from 3M.

Scotch brand Tough Tape was designed as an all purpose tape flor a wide range of demanding aroundthe-house projects.

Available in a unique dispenser, the tape is l-in. wide by 150 in. long.

Precise Paint Pouring

Paint can spouts to allow clean, accurate pouring are now available from Pourboy Products.

44.|8 N€ Heller Rd. Roseburg, Oregon 97470

ffix 503t672-5676 503t672-6s28

Available in quart and gallon sizes, the PourMaster system includes a reusable locking ring and inexpensive, disposable paper liners. The spouts are said to help alleviate spilled and wasted paint and solvents, messy can labels, uncontrolled pouring, and pour lid resealing due to dried paint in the groove.

Measure For Miles

Measuring tape that's as tough as steel and as durable as nylonbecause it's made from bothis now available from Lufkin.

The l/2"-wide tape features a strong, flexible steel core coated with nylon, resulting in a virtually unbreakable tape which is reportedly rust, corrosion and wear resistant.

yellow base. They are marked in feet and inches in eighth of an inch increments; the engineer's versions down to tenths of an inch with a blank space before zero. Stay Sharp

Whetstones, providing a fast, easy way to keep woodworking tools sharp, are now available from Diamond Machining Technology.

The 6" whetstone comes in a redwood case with non-skid rubber feet, with a choice of fine, coarse or extracoarse surface.

An 8" model includes mounting tabs to secure it to a workbench.

The Little Stripper

A wall stripper tool has been designed by Plasplugs to remove wallpaper or vinyl from plaster and plasterboard surfaces without damage to walls. The v-shaped handle alleviates gouging, while a lubricated back roller helps glide the stripper along

Available in 100' and 200' lengths, the tapes have easy-to-read black and red markings on a bright

the wall. An extra-wide, 3" carbon steel, self-sharpening blade provides maximum coverage with each stroke.

View Of The Virgins

A huge photo mural wallcovering from Environmental Graphics provides a breathtaking, room-expanding view of the Virgin lslands.

The white balustrade depicted in the foreground appears to transform one's home into a balcony overlooking turquoise Caribbean waters.

Now You See, Now You Don't

A revolutionary new electronic window that switches instantaneously from clear to translucent has been developed by Taliq Corp.

Varilite Vision Panels are made by laminating liquid crystal film between two sheets of glass.

A flip of a switch offers privacy without darkness, eliminating the need for blinds and curtains.

Quick, Clean, Mean Paint

The washable, peelable mural comes in eight easy-toinstall pieces, with a finished size of 8'3" by l3'8". lt can also be trimmed to fit smaller walls.

Tuffn Easy spray paint from DAP Inc. combines the durability of enamel paint with the easy clean up of latex paint.

The tough, scratch-resistant paint can be used for

TUMBER CO'UPUTING SOTUTIONS

Providingprocticol solutions to complex lumber problems

GIUOTING AND ESTITIATING

o Industry slondord lumber file

o Product description options

Add/reploce codes

o Quolotion: recosting,/repricing

o Quofolion: detoil list, requirements recoP ono summory reporrs

o Quolotion: reloin copy ond convert to order by detoil or recop

. Order: Moster list/multiple pocking lists

o Invoice: Tolly entry,/substitutions/deletions

o Gross profit reporling by line items ond

ACCOUNTING

Generol Ledger

o Accounts Receivoble

o Accounts Poyoble

. Order/lnvoice Proocessing

r Inventory Control

. Purchose Orders

o Retoil - Point of Purchose

SALES ANATYSIS

. Anolysis by Producl Group

o Anolysis by Customer

. Anolysis by Solesperson

Anolysis by Dishibution Code

o Anolysis by Territory

o Commissions

both interior or exterior projects. Clean up is easy with water within application. lsopropyl alcohol should be time, or paint remover after an hour.

l0 minutes of used after that

Wood Filler-Upper

A colorful, compact merchandiser showcasing 48 quarter-pint cans of Famowood wood filler has been developed by Beverly Manufacturing Co.

Also available in half-pint cans, the wood filler reportedly offers smooth, even application, fast adhesion, no noticeable shrinkage and easy sanding. lt is waterproof, weatherproof, sticks to any clear surface, and is ready to use - right out of the can.

It is available in white, tupelo, birch, oak, ash, teak, cedar, alder, red oak, walnut, pine, cypress, redwood, white pine, fir, maple, mahogany and cherry shades.

The paint comes in 12 oz. cans in I 4 high-gloss colors, plus a flat white, primer gray and clear acrylic.

SHIP CRAiIES and the Long Beach Harbor provided the background at a recent open house sponsored by Fremont Forest Products at their Long Beach, Ca., dockside facility. Firm's Hq. is Whittier, Ca., branch office Eugene, 0r. Lunch and refreshments were served at the Aug. 11 gathering. lll Pete Speek, Charlie Barnes, (21 Mike Logsdon, Gene Pietila. l3l Jack Berutich, Rick Ponce, Dave Ramos. [4] George Swartz, Bill Young. l5l Barry Schneider, Rodger Morris, 16l Carolyn Harer, Joann Encinas. [7] Dale McCormick, Henry Vega. l8l Jeff Gould, Darrell Williams. l9l Tim Gaftney, Richard Miller, Tim Lissner. ll0l Randy Jackson, Randy Ratajczak. llll Bill Sullivan, Pete Rogers, Rick 0rlando, Paul Haacke, Blaine Smith. ll2l Tim Stevens, Ron Pepping. (l3l Ron & Kathleen 0akley. ll4l Mike Henry, Brian Mallard. llSl Stan Zitser, Robert Therrien. More than 120 attended the lst annual open house. Drawing winners: Ron Pepping, Arcadia Lumber, and Mike Henry, Taylor Lumber, 5100 each, Jo Ann Encinas, Sandlin Lumber. S50.

SETTII{G UP shop at the 1989 Woodworking, Machinery & Furniture Supply Fair: lll Jim Jones. Bud Brooks, Theresa Fritzler. l2l Skip Hall, Mike Heinly. l3l Pete McLaughlin, Bill Featherston, Audrey 0sborne. [4] Steve Gilbert. Joseoh Gotkowitz. l5l Russ Anderson, Jon Dickey, Skip Motta. (61 Paul Hellweoe. Mike Edlin. Dick Miller. l7l Garv Sw-aner. l8l Larry Frye. lgl Jack Kirby, Dean Huber. (l0l Dennis Setzer, Glen Hall. ll ll Bob Weiglein, Jaime Fernandez. ll2l Bernie Barber. Il3l Gerald Fitzpatrick, Steve Losser. More than 25,000 attended the Aug. 5-8 gathering o1 727 exhibitors at the Anaheim Convention Center and Marriott Hotel, Anaheim, Ca.

0PEl{ ll0USE lor the Hardwood Manufacturers Association and the So. Ca. Association of Cabinet Mfrs. was held bv Lane-stantonVance Lumber C0.. at their City of Industry (Los Angeles), Ca. plant. HMA's Susan Regan

spoke 0n the group's national campaign to Increase consumer awareness of hardwood. Nearly 1 50 attended the July 1 1 gathering. (ll Randy Lambert, Joe Demaico, Sue Regan, Jerry Lapin. l2l Stuart McDiarmid, Pat Verd.

OId Growth Douglas Fir Green, Rough or Surfaced

SPECIFIED #2,#1, Set. Struct., Ctears 1" x 2" thru 8" x 14"8' thru 24'

Sales - Bob Norton

Phone: (503) 874-2236

FAX (503) 874-2123

P.O. Box 7 Riddle, Oregon 97469

[3] Jim Caldero, Fred Jones. (41 Jack Grada, Al Grada, Greg Straley. (51 Robin Wood. 16l Jeff Niedermeyer, Lynn Monthaven, Michelle Bailon. [7] Don Moreland, Pete Petersen.

UTAII Golf Tournament co-winners: lll Dan Buttars, Lyle Partridge, chairman/presenter Randy Moon, Terry Hatch, Dave Empey. l2l Willi Gurski, Doug Gordon, Steve Miles, Dave Stringham. l3l Clark Jenkins, Fred Hale, Gary Anderson, Richard Tingey. [4lLawrence Wright, Wil Moyer, Moon, LaMonte Pugmire, Guy Nickerson. l5l Todd Monson, Dan Driggs, Bob Spencer, Tom Brooks. 16l Co-winners Kurt Micek, Doug 0hlson, Dave Walker, Gale Coskey. l7l Hudson England, Gib Jones, James Beardall, Darwin Christensen. {81 Dave De St. Jeor, Robert Jacobsen, Scott Alvey, Trace Cunningham. l9l Gordon Watts, Dan Burton. The June 21 Mountain States Lumber & Building Material Dealers Association-sponsored lournament attracted 62 golfers to Park City, Ut.

AHL FOREST PRODUCTS

ln the Heart of the Redwoods

REDWOOD AND INCENSE CEDAR!!

250,000 bf ot 514 RWD KD uppers lN STOCK for prompt delivery. Custom milling ovoiloble,

We speciolize in Redwood ond Cedor shipments to HAWAII ond the moinlond.

50 YEARS OF SERVICE

BONNINGTON

TUMBEK CO.

wholesale lumber SINCE 1955 direct shipments

Steve Ahl Heod Honcho

Bonnington Lumber Co. roas born the Uear Plgmouth introduced their stglish 7935 conuertible coupe.

NEW LITERATURE

Gomputer Literate

Beginners Help Book on Personal Computers is $9.95 plus $1.80 shipping from Countryside Publishing, Box 800603, Houston, Tx.77280.

Deck Pack

A pressure treated deck builder's take-home sample packet, including a materials list for future reference, maintenance suggestions, and a copy of Wolmanized wood's liletime guarantee, is available from Hickson Corp., I100 Johnson Ferry Rd., NE, Atlanta, Ga. 30342.

Cedar Shakes & Shingles

A l2-p. manual on sidewall applications ofcedar shakes and shingles is free from the Cedar Shake & Shingle Bureau, Ste. 275, 515 | l6th Ave. NE. Bellevue. Wa. 98004.

Faucet Flyer

A bath & kitchen laucet catalog featuring the new Renaissance Collection is free from Chicago F'aucet Co., 2100 S. Nuclear Dr., Des Plaines, ll. 60018.

Door Pounding

A door weights chart and an architectural finish listing are free from Stanley Hardware, by calling (800) 622-4393.

VentTo Own

A new whole-house ventilation system brochure is free from Des Champs Laboratories, Box 440, E. Hanover, N.J. 07936.

LooseFill Insulation

"F'acts About Installed R-value with Mineral Fiber Loose F-ill Insulation" is 250 f,rom the Mineral Insulation Manufacturers Association, King St., Alexandria, Ya.22314.

Roof Lines

"Quality Roof Construction: Tips on the Installation of Structural Wood Panels." a 15-min. video and American Plywood Association tip sheet, is $25 from APA Videos, Box 11700, Tacoma, Wa. 9841 l.

For all New Literature offerings write directly to the name and address shown in each item. Please mentron that you saw it in The Merchant Mogozine. Many thanksl

Wood Dust Testing

"lndustrial Hygiene Technical Manual," a booklet on wood dust testing & monitoring procedures, is available from OSHA, by calling (301) 251-9250.

Tile Tales

The 6-p. "Ceramic Tile & Marble Installation Product Guide" is free from TEC Inc., 315 S. Hicks Rd.. Palatine. Il. 60067.

PalletJackSafety

A l6-p. manual of hand pallet truck safety guidelines is free from BT Lift Inc., Box 637, Wood Dale, Il. 60191.

OSB Poll

Results ol an OSB and waferboard survey are free with a self-addressed, stamped envelope from Random Lengths, Box 867, Eugene, Or.97405.

Paint Dump

A booklet on how to dispose of latex and solvent-based paint products is free from Wood-Kote Products Co.. bv calline (800) 843-7666.

Vanity Press

A marble vanity top brochure is free from Jensen, 1946 E. 46th St., Los Angeles, Ca. 90058.

New Garage Doors

Information on a new line of insulated steel residential garage doors is available from Clopay, by calling (800) 225-6129.

Great Outdoors

"Outdoor Spaces," a 20-p. booklet of 60 outdoor projects, is free for the I st copy, $l ea. thereafter from the Western Wood Products Association. 522 SW 5th Ave., Portland, Or. 97204.

Insulation Determinations

"How Much lnsulation Does Your Home Really Need?," a brochure and full color poster helping consumers determine the recommended levels of insulation in their area of the country, is free from CertainTeed, Box 860, Valley t"orge, Pa. 19482.

Producing Panels

A fold-out booklet detailing how Sturdi-Wood rool decking panels are made is free from Weyerhaeuser, 2000 F'rontis Plaza Blvd., Ste. 101, WinstonSalem. N.C. 27103.

On The Wall

A Quik & Easy Ready-To-Use Wall and Ceiling Texture brochure is free from United States Gypsum Co., l0l S. Wacker Dr., Chicago, Il. 60606.

Fire Sale

An in-store videotape to merchandise fire extinguishers is available from Cease Fire Corp., by calling (800) 338-9010.

Window Set

Brochures on a pair of new vinyl replacement window systems are free from Chelsea Building Products, 565 Cedar Way, Oakmont, Pa. 15139.

Metalwork Manual

Metalworking in the Home Shop, a 310-p. paperback on metal working tools, techniques and projects, is $14.95 from Sterling Publishing Co., 2 Park Ave., New York, N.Y. 10016.

Water Watch

A l6-p. dealer training/customer take-home video and a 7-min., continuous loop merchandising video on the Acu-Drip watering system are available from Wade'Rain, by calling (800) 547831l.

The musical hardwoods

IRDS do it. Bees do it. Even excavated trees do it.

They all can make music. For centuries, certain hardwoods have been reserved for use in the manufacture of musical instruments. Some are selected for the wood's distinct sounding qualities, others for their beauty, strength or resistance to wear.

For woodwind instruments, the best wood is usually African blackwood, replacing the traditional, no longer accessible cocuswood' The straight-grained, dark purple-brownalmost blackwood is ideal for oboes, flutes and clarinets and for the chanters of bagpipes.

In addition to giving a good tone' blackwood has perfectly suited working properties: it can be turned and bored to provide a smooth finish, it is hard enough to be taPPed for the screw-threads of the metal pillars of the keys, and its movement is verY slight.

Another wood seeminglY created for musical uses is brazilwood. It is specially prized for but one use: as violin and cello bows. The hardwood is remarkably resilient, featuring just theright combination of weight, flexibility and strength. Snakewood has also been used, but is said to produce inferior bows.

Wavy-grained sycamore is the traditional wood for the violins themselves. Other string instruments are

often built of black cherry or maple, which displays high resistance to abrasion.

Hickory and the closelY related species pecan are commonly used for drum sticks. Their high bending and crushing strength, high shock resistance and rating among the strongest of U.S. hardwoods make them suitable for such striking Purposes. Drum sticks have also been manufactured from exotic snakewood, lancewood (one of the world's heaviest woods). and hornbeam (which is extremely resistant to splitting).

A most musically versatile wood is ebony. Traditionally the standard for the black kevs ofkeyboard instruments, the hardwood is also used for the fittings, fingerboards and pegs of violins, for organ stops, castanets, parts of bagpipes and other musical instruments. Ebony is exceptionally dense, heavy, hard, strong, stiff, shock resistant and takes an excellent finish.

Yet the high cost of ebony has

Story at a Glance

Hardwoods are used for a wide range of musical instruments note-able woods maY feature high strength, durabilitY or resonance.

necessitated manufacturers dying other woods black as substitutes for piano and organ keys and violin, guitar, piano and mandolin fingerboards. Common stand-ins include maracaibo boxwood, hollY and Pear.

Piano keys are also made from basswood and European lime; Piano actions from Japanese, rock and soft maple, organ sounding boards from obeche and South American cedar, and cases, legs and other Parts from calantas, sen, mahogany, mansonia. taun and Brazilian and Honduras rosewoods.

Proximity to local hardwoods is often a consideration for instrument builders. In Hawaii, the stunning native hardwood koa is used for the state's world famous ukuleles, while in Africa, the resonant properties of West African cordia make it the natural choice for traditional drums. ln Central and South America and parts of Africa, the keys of marimbas (primitive xylophones) are made from Honduras rosewood or the more accessible Brazilian tulipwood or macacauba.

Other hardwoods used for various instrument parts include amboyna' Australian cedar. beech, Yellow birch, boxwood, coachwood, red ivorywood, lndian laurel, kiri' jacaranda pardo, mutenYe, meranti, merbau, Andaman Padauk, Paldao, Indian rosewood, saPele, sePetir, silver ash, utile and walnut.

GTASSIFiED ADUERTISEMENTS

WELL ESTABLISHED Arizona contractor oriented lumber yard has expanded its operation into the Southern California marketplace. We need experienced professional contractor sales people with customer following. Salary plus commission and benefits. Come on board with uswe are a lactor in the marketplace now! Contact Glenn Miller, president of Pueblo Lumber Company, 15555 Valencia Ave., P.O. Box 2019. Fontana. Ca. 92334-2019. (7lq 357-1177 and FAX 714-357035

OVERSEAS SALESPERSON: Be your own person. I need high profit, free thinking person with overseas following. Need not relocate. Contact Dennis Dooley, Dooley Lumber Co., 30 N. Raymond Ave., Suite 7ll. Pasadena, Ca. 9l 103. (818) 795-7996.

Twenty-five (25) words for $21. 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, $55 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of rhe Merchant Magrzine, 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (7 I 4) 852- I 990. Deadhne for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COpy unless vou have established credit with us.

OPPORTUNITY to join growing, well established wholesale lumber/remanufacturins lacility with l0-acre yard and complere millin! operation. Inside order desk sales. Call Phil Butterfield Q14) 627-7301. or send resume to International Forest Producls. Inc., P.O. Box 787, Chino. Ca.9l7l0.

LUMBER/PLYWOOD BUYER

Rapidly growing contractor-oriented retail and wholesale company located in Southern California area looking for an experienced lumber and plywood buyer. Must be lamiliar with rail transit and re-load operations and have wholesale experience. Relocation to the Santa Barbara/Ventura area required. Contacl Michael Carlevaro (805-658-8015) or mail resume to 6655 Crescent Street, Ventura, Ca. 9300-3. All inouiries confi dential.

Place your classified ad now!

NEED A MULTI-USER ACCOUNTING SYSTEM?

Have you tried_a PC and found there is no adequate software for it? DON'T THROW IT AWAY! Add our coprocessor card to.your XT or AT compatible, and you give it tne power ot a mrnl-computer.

We-offer^ a co_mplete software accounting system with modules^for GL, AR, AP, EOM, MRP, Inven"tofri, Purchase Orders, Sales Orders, etc. This software has beeii in use for years on mini-computers, and with the additionofour coprocessor card, is now available for PC's. Custom svstems are installedin ReirleN plants, wholesale building m"aterial suppliers and sawmills. -

We can sell you the computer and software you need, install it and.trlT. your people- to use it. If yoir already have multiple PC's, we offer-software to turn them into teiminals for the accounting system.

For more information, call 415/284-5507 or write to

@ntsaMre

3706Mt. DiabloBlvd. #200, l-afayette, CA 94549

1968 FORD Nl00 gas -l axle. l8-fr. solid bed end roll off for lumber. All new Dower train. Runs good. Excellent condition. (2t,1) ;ZS3002. Evenings: (818) 287-1395.

MEREEN JOHNSON 54" resaw with motor, $8,000. 4" by 8" moulder with motor, belt-driven. $5,000. Call (505) 898-8513.

USED sawdust collection equipment. including fans, cyclones, ducting, etc. Make offer. Available for inspection. Excellent condition. Contact Jim Gaither, Mariners Forest Products (714) 546-9661.

LUMBERYARD RADIOS INOTOF'OLA

FOR MEN QN.THE.GO

Lar/ Cost Call Jim Martin (800) s23-062s

l'r'

INTERESTED IN WEST COAST CEDAR & REDWOOD ITEMS?

For sidings call Doug Willis. For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. (714) 9988680. Please see our ad on page 4.

COPELAND LUII{BER WISHES TO BUY Lumber Yards ir, the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Pcrrtland, Or.97232, Attention John Mat:;chiner, Real Estate Manager. (503) 212-7181 All inquiries kept confidential.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider, 4x4 and wider. 6x6 and wider, and 8x8 and wider. Call Bill Hunter, Hunter Woodworks, (213) 775-2544;(213) 835-5671.

COMPUTER 5OLUTION5

Comouter solutions for the lumber industry. Wholesale, retail, manufacturing and freight management. Call or write Penberthy Micro Systems, 39 Willowgrove, lrvine, Ca. 92714. Phone: 014\857-2207.

COMPANIES FOR SALE

We represent acquisition candidates in your geographic area valued from $l100 million. Buyers pay no feesfinancing sources available. If you are qualified financially and professionally and have a minimum of $250,000 to invest. call for free information. Principals only. MICHELLE COLEMAN 800-854-4643 (9-5 pst)

WHOLESALERS-BUILDING MATERIAIS

Concrete block, stucco & drywall. Sales $4.7M. No. 15891.

Plywood & particle board. Sales $2.2M. No. I 4900.

Framing lumber. doors & windows. R.E. available. Sales $4.0M. No. 231L

Clients in/near L.A. Reply with Client No.(s) to R.C. Querry, Box 19599, lrvine, Ca. 92713 or FAX 714-156-0573.

LUMBER CARRIERS from Berkot

z Especially adaptable to customer needs

z Scientifically designed for all types

z

LOCAL LUMBER hauling Souti:ern

California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (21 3) 422-M26.

When sending in a chonge ef address please include zip code on borh old ond new addrisses and eilher the old label or the inlbrmation from it. Thanks!

"We're so proud .. we put our name on Every Piece!"

_SOUTHERN CALIFORNIABUVE ' GUIDE

LOSANGELESAREA

,.-,. izrii6iz.issi

Hts

SAN FRANCISCO BAY AREA

Inspection Seryice

Eedwmd Lumb€r & Supply

RLD Trading, Inc. (oakley)

Rolando Lumber Co., Inc.

Sequoia Supply (Farrlield)

Sequoia Supply (San Francisco)

Silvan, Inc..

Simpson TrmberCo.

Southern Pacilic Triangle Lumber Co.

Wendling-Nathan

Western Amedcan Forest Products (Eenicia)

Western American Foresl Pmducts (San Ralael)

Weyerhaeuser Co.

White Erothers

NORTHERN AND CENTRAL CALIFORNIA

Lumber C0.. (213) 625-1494 Eracut Intemational

Mutual Moulding and Lumber Co........ (2131 321-Og7t Eritt Lumb€r Co. osgoodhc.,RobertS... (BtO)4497400 CostaTrucking,Joe...........

Pacific Lumb€r Terminal (213) 775-1170 Ensworth Forest Products

Pacific Madison LumberCo. ....{'213l,773-2292 (213) O6t-6701 Louisiana-Pacific Corp.

Patr Lumb€r Co. (2t3) 624-1891 Schmidbauer Lumber, Inc

PenbenhyLumberCo. (213)835-6222 UniversalForestProducls......

Philips Lumber Sates {905) 495-1083

Precision Mill & Lumb€r co. iiiSi eisliis

Pr0ducl Sal€s Co.

AUBURI{/GIASS tll.l.EY

$O0l 228-1647 Agate Sales, lnc.

Reliable Wholesale Lumber C0. .... (E18) 442-6932 All-Coast Forest Prcducts. Inc. ..

Boane Co. .. (213) "3'403'?[3l3ll!i.||f| mrEnsFrtlo

SanAntonioConstruction tZtsiegl-af6i HigoinsLumberCo............

Sause Bros. ftean Towing tZt a) gSr -ofOS Pacilic wod Pleseryrng ol South Bay Forest Producti tztgi aso-zzsi Bakersfreld corp.

38iliw::i liiffit

?ti,[.'ico,p

1313i3i3.333i cuvEBDr.E itiii Ail-ano; All-Coasl Foresr Products

Beadex Manulacturjng C0.

Bowman Lumber Sales

Canlor U.S.A. Corp.

Capilol Plywmd

Ensworth Forest Products

Georgia'Pacific Warehouse

Hedlund Lumber & Machine Slaining

Hickson Corp.

Kelleher Corp.

Laco Lumb€r Co. ruoodland)

Laminated Timber Seruices, Inc.

Louisiana-Pacitic Corp. . .

Michigan-California Lumber C0.

Mokelumne River Forest Products

M & M Builde6 Supply

Nikk€l Corp., The

Pacilic Southeast Forest Producls

P E M Cedar Products

PGL Euilding Products........

Riv€r City Moulding C0.

Stanline, Inc.

Toal Lumber Co. . tirii ilS-ieifs Louisiana-Pacilic-Corp

Sumu/ood, lnc. iiili ili.gi;g Bowman Lumber sales

Tradewest Hadwood C0. .............. i2rii Oii-m6s Preston Lumber Corp . il,'ji1.',1'^t^lf^'lli'iaip,ooucts .. .[313]333:?39? tonTBRAcG

Stmkton Wholesale

Sun Forest Products

Union Forest Producls

Union Planing Mi||

Universal Forest Products

Waldron Forest Products

l3,Hf,htTli,, rixc

Westem Internarionat ro,esr iroOucts ... i;o;i il5.i;;i Georgia pacitic Corp. (Redwood) fr$:?ilJ;',TJ"n"d,:itlo,.,*lii*,:uo,-,i., iSiiiiji:lili

FRESlI{l

oRAt{GE, R|VERSIDE & SAN BEBNARDI]IO COUNTIES

Aclion Saw & Abrasive Products

All Cmsl Forest Products

American Hardw@d

Calilornia Sugar & Western Pine Agency Snider Lumber Products Sward Trucking Thunderbolt Wmd Treating, Inc. {No. Ca.) (800) 692-5744 (So

NEOI|IIG ANEA

Loursrana-Pacilic Corp. (Red Blutl)

P & M Cedar Products Trinity River Lumber Co.

Berdex Internalional

AnEt

Weslern Wood Treating Co.

Weyerhaeuser Co.

White Brothers Wolfe Lumber Co.

sttlr n0sA rn€r

Blue 0x Manulacturing

Capital Lumber Co.

GmrOia-Pacilic C0rp.

Kelleher Lumber Co.

Martan Forest Industries

Noyo Timber Products, Inc.

Nu-Forest Products

Windsor [,lill, Inc.

|Jrm[/ulrutTs

Ahl Forest Products

All Heart Lumber Co., Inc.

Cal Coasl Wholesale Lumber, Inc

Little Lake lndustries

Louisiana-Pacific Corp.

Performance Coatings, Inc. (Ca.)

Redwood Coast Lumber Co.

willits Redwood Co.

lllil.uAlNS

San Antonio Pole Const. Co.

Georgia-Pacific Corp. (Anaheim)

Georgia Pacific (Mira Loma)

Gmrgia Pacific (Fiverside)

Golding Sullivan Lumber Sales

Hesp€ria Wholesale Lumber

Hickson Corp.

Industrial Forest Products

lnland Timber Co.

lnternational Foresl Producls

Johnstm Hardwmd Inc.

Jon6 Wholesale Lumber Co.

Kelleher Corp.

L-P Distribulion Cenler

L-P Waferuood/lnnerseal .....

Laminated Timb€r Services Inc.

MacBeath Hardwood

Mariner's Forest Products

Marquart-Wolfe Lumber Co.

Mesa Foresl Products

cHElltus

Cascade Hardwood

PACIFIC NORTHWEST STATES-ROCKY MOUNTAINS tsUVE A]S'

wasl{11{Gl1oN

Columbia Harbor Lumber C0.

c0uil.tE

Vaaoen 816. Lumber, Inc.

tilulil

F.S.G. Forest Products

KEilTONE

PGL Euilding Products....

SNEIIEN SEITITE/IICOIIII AREA

American Plywood Associalion

Beadex Manutacturing C0.

Eurlinoton Norlhern Railroad

Burns Lumber Co.

Gmrgia-Pacitic Corp. (Tacoma)

Georgia-Pacitic Corp. (Seattle)

Hub City Seanle Terminals ...

Kennedy-Johnsen Lumb€r Sales

PGL Suilding Products (Aubum)

PGL Building Products (Marysviile)

PGL Euilding Products (Alaska Div.)

Loth Lumber

McFarland Cascade .... {ln Wa.) (800) 521-2131

Northcoasl Redwood & Cedar Co

Simpson Timber Co.

Tricon Forest Products

Western Turninqs & Stair

Weyerhaeuser Co. (Seattle)

PO8II.II{[

Calilornia Lumber Insp€ction Seryice

cascade Emoire Coro. (gOo) Slz-gSzr

E Assmiales, John T

Lumber Co.

Internalional (The oalles)

Lumber Sales Co. .

Building Products.......

Corp.

Software, Inc.

Producls

& Talbot

Bros. ocean Towing

Incorporated

ALASKA

SOUTHWEST aRtzol{A

Allan S. Bufkin, 66, a lumber trader at Universal Forest Products, Huntington Beach, Ca., died Aug. 18, 1989, in Laguna Hills, Ca., after a lengthy bout with cancer.

Born in l'ullerton, Ca., he served as a bomber pilot in World War ll and the Korean War. In the early

1950s, he began his lumber career with Dant & Russell, Los Angeles, Ca. He also worked for Oregon Pacific Forest Products, Montebello and Fullerton. Ca.. and Sunrise Forest Products, San Clemente, Fallbrook and San Juan Capistrano, Ca. In 1985, he joined Far West Fir Sales, which became part of Universal a year later.

Mr. Bufkin is survived by his widow, Meredith, two sons and a granddaughter.

Homeclub Fingerprint Program

HomeClub's two Salt Lake City, Ut., locations recently held a day for free fingerprinting of children as part of a protective identification and safety program.

The Aug. 26-27 community service program included obtaining, coding and filing fingerprints and other identification data to help locate children in the event of kidnapping.

Computer Custom Designs

Computer designed custom building plans are being offered by 33 Payless Cashways Inc. stores including l5 Lumberjack stores in Northern California.

Using a system developed by Cadraft, a Sacramento, Ca., firm, the stores can tailor plans for houses or other structures. Original drawings, modified stock plans and customer designs are all possible with the system which uses computer technology.

Stores have about 50 plans in stock, but customers can use a special grid to sketch any changes they want. The store faxes this to the design company where they are checked for feasibility. A cost estimate is phoned back and the revised plans are delivered to the store in about a week after they receive an okay to go ahead.

A set of plans costs approximately $400 with modifications running from $200 to $700. Each plan details mechanical, electrical and planning schedules plus various elevations,

TIMBER SIZER

foundations, floors, cabinetry, ceiling and roof framing systems. Computer produced measurements are said to be more accurate than those on hand drawn plans.

Chris Rhodes, manager of one of the Lumberjack stores participating in the plan, expects to generate sales with the home plans. Noting that most of the people buying the plans have also purchased materials, he said, "We can stock or special order everything in them, except the heating and cooling systems."

Plastic Lumber?

A new line of "lllmber" products manufactured from plastic materials is being offered by the Plastic Lumber Co., Akron, Oh.

Materials in standard lumber sizes and wood-type products such as fence posts, decking, pallets, park benches, playground equipment, picnic tables and landscape materials are available. All are produced from recycled plastics. Some carry a five year warranty.

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

SUPffiECK contains traruoxide piEmffi {tinely grrourxC strategic nEEb orqinatfye/€|oped fu use in automobse finishesl f91ex9dfen1 ultra-videt ray sfrielding and tinwin, a por,rerful UVO*persant *JFEROECX ato contains a nonmercurial biocide to inhibit fie qron4fi of funqi, motct, aruC mildew on wood surfaces. A[ lcs than !5O orerns oer lltrc the gron4fi slnfaces. lrcr than grerm pcr lttrc

SUPERDECK mccts all Callfiomle VIOC regulrtloffi for oil base stain and contains no Xylene, I I t Trichlorodrane or Toluene. SUPERDECK is a ONE COAT SYSTEM saving time and money over other sealing or staining products.

SUPERDECK ls avellable lr clsar rnd elght bcautlfully subtle transpenFnt suod

tols,

The Duckback Famlly of Flne Wood Finishes OneS Just Right Fbr You!

#I9OO Wer; SUFEtrDECK

#llOO Serlesr OII Base

{Our original formula}

#tSO Serlesl Watcrbonre

# l{o[ Serlesr Dedr Dodrtor

#tl0o sertcsr sIfPERDEG*

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A one-coat, high-soticts, oit-base ;;#;;-;;;ffi;;;; sy$em for use on exterior wood sur- dirt, tarnin stains, \^,ater spoa. ad other faces. Gives extra protection frorn foreign rnater on \i,ood dJe b'd€afierstJn, wate[ and foot traffic damaEe. ng and agirE. Dlute concerffie I pan May be bfushed, rolled, or sprayed. Dect Docktor to 3 parf water,.lt{ay Oe Coverage: 275 -375 sq. ft per gal- spratreA, brushed, or rolled Po cr vvasll lon. Clean up iMth paint thinner rinse rrcessary after surface b ctsm and VOC 344. Contains no lll bere dry Corcrage: 100 sq. t b 200 tichloroethane,Xylene, orToluene. eq ft. lvater ckan rS. ,; ,