Merchant Magazine - September 1991

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DAVID CUTLER editor- publisher

How good health can pay dividends

llt ELLNESS, as opposed to sickness, is a UU concept that has gained increased acceptance of late. Its basis is simply that an ounce of prevention is worth a pound of cure. Wellness also presents the business community with at least two opportunities to profit from involvement.

One is that retailers who stage Wellness Fairs can draw additional customers and concurrently present a caring image to the community. Fairs are easier to put on than you might think. Local hospitals, pharmacies, fitness centers, health clubs, AIDS organizations, the American Cancer Society and life insurance companies and agents can help organize a Wellness Fair and will likely participate in it. The theme of such fairs is to inform people on the basics of good health and physical well being and how some illnesses can be avoided. The roles of diet and exercise are central.

The other is a wellness program just for company employees. Almost inevitably, firms benefit from protecting the health of their workers, their most important asset. Similar in general concept, company wellness programs seek to educate and counsel employees so their health can be as good as possible. Productivity increases, absences decline.

Companies have found that their costs for medical and health programs are markedly reduced when the effects of a company sponsored wellness program begin to take effect. One large corporation found that a prenatal training and education course for its pregnant workers sharply cut birth defect claims, saving hundreds of thousands of dollars in insurance costs and immeasurably benefiting the life of its employees.

One nice thing about both these programs is that, seemingly, everybody wins.

knagine being able to offer your orstomers the enduring quality and distinguished look of redwood, for a price thafs 40 to 50 percent less than whatthey'd e4ectto pay.

Thafsthe realbeautyof LouisianaPacifi Cs Desert DrJP Redwood. It has the nahrral benefits and superior performance of all-heart redwood, in six very affordable grades: '8," Heart'B,"

Consbuction Hearl

Construction Common, Heart Merch and Merch.

Becauseifs&iedto 19 percent or less moisflrre, a load of Desert Dry Redwood is lighter, givingyou more boardfeeton everytruck

That, combinedwith its healthier markr.rp, makes it a very profitable alternative to cedar or pressure feated lumber.

So stock LPs Desert Dry Redwood. And go first class,

Formore information on Desert Dry Redwood, call our Redwood sales office at QO7) 443-75tr.

Builder: Glenn Blackmore, Portland, Oregon atcoachprices.

T AIIt)ll rour Prrncling tle |;1p1-

I me nt lo \ oLrr .Lr\t{ )ntcrs. "Stoe k what thcl *ant und makc thc purchasc comlortublc" is thc mcssagc lronr most store o$ ncrs with succcsslirl ancl profitable pancling sections.

[:irst. ther recomnrcncl. anall zc !our custonrcr base to learn thcir prcf'erenccs ancl spencling habits. Il )"our custoncrs spend liccli and bu-1, onll the bcst. rcal noocl panels arc probabll' thcir choice. l'hosc w'ho budgct will probabll bul l-rom thc nridcllc ol the pricc range. sclecting rict prints or llapcr or.'erla1 s. Landlorcls buving firr rcntals may warrt the low cncl wood flber substrllc panels. Traditionalists will r.rsuallv select wooclgrains or conscrvative 1'loral nlrttcrn\ u hile thc nrorC Pr0Frcssive ma) wan t brightcr colors und unusual prints.

Altcr le-arning r,'hat is selling ancl what is turrring o11-lour custonters. vou w'ill bc able to iclcntif ,v the pancls

How to make decorative paneling more profitable

in demancl uncl llne tunc vour Iinc. thc cxperts sLlggcst. eliminating thc icss profitablc and bringing in thc stl lcs and colors custonrcrs ure asking for. lll prese nting u hut cLrstonrers wlurt to bur rvith cnough SKI s to covcr il rurrge ol'ltricc points to llt their br,rrlgcts ancl kceping invenlorics lrbore lhc si\ lr \L'\en piecc uvcrage sulc. a dealcr can establish a reputation its a clorlinant soLlrcc firr paneling.

Mlking the purchase conrlirrtable f or thc shopper starts u ith clispla,r ing paneling r,, ith decorirting pr<tducts, lrot in thc luntbcr und bLrilcling nraterilrl scction. 'fhe procl r-rct bclongs with othcr intcrior dccor products likc paint. rrallpaper. irncl tilc. Savr r rctailers ntir their deconrtirc *all covcring displays in an iclca ccnlcr approuch.

The area nrust bc clsv to tlncl. cleln. well stocked ancl rtrganized. A tablc with cor.nf orlable chairs can put thc cr.rstomer lt casc ancl kcep hinr in thc section longcr to crunrine idca books. point ol' purchasc ntirterials ancl hou-to inforrlation. [)ho1os or \iglrcttcs showir.rg how pancling can be uscd in a vuriclv of' roonts and inttriot designs helI pr,)\1rrLti\c bul,crs visr.ralizc thc prodr.rct in their oun honre.

Salcs pcople also cun help to nrake the custonrer nrorc rellrccl lbout purchasing pancl proclucts. l'ht- stafl shoulcl bc cclr-rcatecl to ask questions like "what room itrc 1-ou deconrting?" or "whu1 sort ol'f'loor firrnishings arc in thc roorr'l" to hclp thc cLrstonrcr nrakc a choicc. Shoppers nrust be givcn a busis other thln lowest pricc lor selecting panels.

A discLrssion of ply woocl. harclboarcl and llood llber substrates. rcal lloocl venccr flrcc v'ersus sinrulatecl uooclgrain. virrl, l or papcr overlays. wct prinling. to1.r couting ancl nroisture resistant qualitics will help assurc a * isc ancl satisl"virrg clccision.

Story at a Glance

Sales tips from paneling pros analyzing inventory needs, displaying product, making customer comfortable... ideas that reflect on bottom line.

Ilcscarching vour cLlstonrcr s ncccls. dcr cioping a pancling dcpartnrcnt that lllls them ancl nraking thc salc a pleasunt expericncc with thc hclp of an crlucated. prrncl-ri isc salcspcrson r,rill help to nrukc vour dccurative pancl ciepartnrcnt one ol thc nrost succcssf-ul in lhc store. thc pancling pros strcss.

Ways To S

o llrig,htcn vor-rr plncling scction ri ith lots ol light uncl splcc.

o I)ispllr pancls uguinst paintccl backgrouncls lirr contrast. I sc l vibnrnt tloor color-. but ur oirl rcrl. r'cllo* ancl orungc toncs.

o S.t Lrp .r tablc lnrl chairs. il possiblc. to nrukc cuslonrcrs conr li rrtu blc.

l,sc incunclcscent lights or color corrcctctl lluorcsccnt bulbs to highlight thc ptncls. (( ool

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o l)ispla)' fclrtccl prodLrcts likc nroulding. nlils. adhcsircs und hund tools.

. ( itll itttclttion to thc puneling dcpartnrcnt with an orcrhcad sign. banncr or cciling hitngcrs.

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September 1991

tr USTOMERS shopping for \, decorative paneling are often confused by the wide selection of material available at various price points, but a salesperson who understands the product can guide them through a successful sale.

Asking questions is a good way to begin. Which look do you preferwoodgrain or wallpaper? Which room in the house are you planning to do? The answers will begin to narrow the selection process, with the price level that fits their budget becoming obvious as the salesman shows them the look they prefer at various price points.

If the customer indicates that the area to be paneled is a bathroom, laundry room or other area with high moisture levels, immediately guide them to a moisture resistant tile board. This type of panel has a surface such as Melamine applied to a plywood or hardboard substrate. The designs often mimic tile or marble.

If the area to be paneled has no moisture, you can show thenr their preference of woodgrain or decorator designs in high, medium and low price ranges. Prefinished natural hardwood or softwood veneers applied to a hardwood ply-

e Paneling

your stock accordingly.

o Present a good mix of patterns, colors, grades and species. Display contrasting woodtones side by side.

Replace slow movers with new styles and designs regularly. Put high end panels in prime traffic areas.

o Use modular, wing and caddy displays.

. Show prices clearly on each panel.

o Use videotapes to show customers how to install paneling with free weekend use for any paneling purchase.

o Boost sales with truckload sales, clinics, tent sales and other special events. Support promotions with advertising and point of purchase materials.

wood substrate are top of the line, but the price can vary depending upon the thickness of the panel. Standard panel size is 4' x 8'. Common thicknesses are 5/16" or l/4" with thicker panels costing more. Top grade for the pre-hung wallpaper look on a hardwood plywood substrate is 5/32" thick with 5.0 mm priced lower.

Woodgrains and decorator patterns also are available as simulated and paper overlay finishes. The simulated pattern is produced with a finishing technique called the wet system or print system. Using a method similar to that used to print newspapers, the woodgrain pattern is applied directly to a substrate panel that has been prepared by sanding and precoating.

The paper overlay is printed on a

Easy ways to close a paneling sale

thin film of paper which is then applied to the substrate. A vinyl may be used in place of the paper.

Both simulated and paper overlay panels can have v-grooves and are protected with a clear top coating. Hardwood plywood or hardboard is the commonly used substrate. Panels are 4' x 8' in a variety of thicknesses.

Both wet prints and paper overlay woodgrain and decorative finishes are used on wood fiber substrate panels at the low end of the price range. Although they have a reputation for breaking easily, some manufacturers claim to have developed a process which produces a strength near that of hardboard. Regardless, wood fiber substrate panels should never be used in areas subject to high heat or moisture or for below grade installations.

All decorative panelinghardwood plywood, hardboard or wood fiber substrateis intended only for interior use.

Some customers may have questions about possible formaldehyde emissions and flammability. Read the manufacturer's specifications to determine the answer for each product. Most paneling meets current domestic regulations regarding formaldehyde emissions. Virtually all hardwood paneling products con-

form to flame spread classification requirements for home installation. Salespeople should also know the individual manufacturer recommendations for application of the panels they are selling. Being able to provide the customer with accurate information on measuring and installation as well as products and tools necessary for installing is an important part of the sale.

An alternative to real wood or simulated wood panels should be mentioned. The hardwood or softwood solid plank comes both finished and unfinished, in a variety of patterns usually in a kit or package. Cut to an 8 ft. length for installing on a wall or 32" for wainscoting, they usually have matching moulding. Planks are high end products.

The salesperson who becomes an expert on all the types of paneling available in stock or on order will find his sales improving.

Story at a Glane

How to guide a paneling sale substrates, finishes, sizes... information a customer needs to make a selection.

BRlGllT, well-illuminated paneling sections attract attention and establish the store as a dominant source.

Ways to reach non-r€sidential markets

6 EARCHING out non-residenIt tial and industrial markets and developing special niches are recommendations for surviving in the lumber and building materials industry.

However, negative attitudes often make it hard for some managers and salesmen to do this. Too small to bother with. Too much paperwork. Too hard to locate. Too big to buy from us. These will kill a sale before it begins.

This magazine found an entirely different mind set in talking with dealers who appear to be rising to the top despite low housing starts. "Sure, some of our facilities maintenance accounts only spend a couple of thousand dollars a year," one sales manager said, "but if you keep enough of these on the books, it adds up."

Paperwork gets easier after you learn the jargon and rituals of dealing with the government and military, claims a lumber dealer specializing in these sales. The buyer for a large mobile home manufacturer said they buy locally and like to talk with salesmen.

There is demand for buitding products out there if you look for it.

Take structural panels for example. The American Plywood Association is targeting industrial, commercial and other non-residential markets with their promotions. They are distributing literature that illustrates the benefits of structural panels to various potential buyers.

The manufactured housing industury is a large user of structural panels. Since 1976, structural panel use per single unit has multiplied 18 times with multiwide units, which use more panels, doubling the volume per unit. Figures from the Wood Products Promotion Council show each single unit using 1,657 sq. ft., 3 /8" basis of structural panels and each multiwide unit using 3,252 sq. ft. This is for floors, walls, roofs and ridge beams plus a small amount of incidental use.

The material handling industry also consumes a lot of structural panels. APA is actively marketing them for pallets, pallet bins, liquid tanks, crating and shelving. In addition, the APA Big Bin design, which holds as much as 300 gallons, is tailored to the needs of the food, agriculture and chemical industries. Many pallet manufacturers buy mill

direct, but others use local suppliers. Purchasing agents for facilities maintenance at large companies, federal, state and local government buildings including schools are easily contacted through cold calls, said one sales manager who does a lot of this. He also recommended reading the F. W. Dodge "Greensheet" or networking to put salesmen in touch with contractors needing materials for industrial or commercial jobs.

Story at a Glane

Sales managers share ideas for reaching non-residential markets . . . developing special niches . . . sales techniques, publications and classesto help.

Roofing contractors, especially as maintenance increases on older commercial and industrial buildings as well as homes, are good prospects for panels. Some large companies buy mill direct, but even they will use a local supplier in an emergency. Smaller companies say they usually rely on lumberyards or wholesalers in the area for roof deck material. Military and government contracts require keeping up with changing markets and specifications as well as mastering the paperwork, our reporter was told. Companies can prequalify to be invited to bid. Most bids are written, but occasionally phone bids are used. Reading the "Commerce Business Daily" is a must.

Classes on government requirements such as those offered through George Washington University,

STnUCTUnft panels have penetrated the material handling market for use in pallets and crating.

F\ EALERS can minimize lJ plaints and callbacks builder, remodeler and customers by making sure know the basics of finishine

comfrom d-i-v they APA rated siding.

Proper finishing protects siding from the weather, reduces maintenance and enhances both performance and appearance. Providing customers with bulletins such as the APA Builders Tips on finishing techniques is a good way to guarantee that they'll be happy with the siding product.

Protecting the siding on the jobsite is number L Siding should be stored indoors, out of the weather, if possible, especially if the construction period is going to be extended as in the case of a weekend d-i-yer. If storing under roof is not possible, the bundles should be stored on stringers with the straps loosened. A plastic cover should be used with ample space allowed for circulation of air.

All panel edges should be sealed with a paintable water repellent preservative before installation. If

ing customers happy: ishing tips for siding

the siding is to be painted, a primer should be used for the sealing. All edges cut during installation also should be sealed. Sealing minimizes sudden changes in panel moisture content due to changes in the weather.

At least the first coat of finish should be applied to the siding within two weeks of installation. If this is neglected, weather can damage the surface of the wood panels in as little as two to four weeks. Preprimed products should be finished within 60 to 90 days of installation.

Finish should be applied only to a clean surface. All dirt, mildew and loose wood particles must be cleaned off the siding before finishing. Any residue on the wood will cause the finish to go on unevenly with poor adhesion.

Story at a Glane

Why certain steps are important to protect siding what to tell your customer and why. material available to backstop your salespeople.

Finishes should not be applied to surfaces that are extremely hot or cold. The time of day as well as the weather must be considered when applying any finish. Oil finishes require a dry surface. Latex finishes are tolerant of a slightly damp surface.

Only high quality stain or paint should be applied to siding. Allacrylic latex house paint is the best protection for wood panels. Solid color stain, either latex or oil based, gives good protection. Semitransparent stains give only minimum protection. Oil based house paints or latex semi-transparent stains are not recommended by APA.

The first coat of finish should be worked into the siding surface with a brush. Spraying is acceptable only if the finish is back brushed while the surface is still wet. Brushing the finish into the siding provides better protection to the surface and optimum finish adhesion. Brushing is a must for textured surfaces such as rough sawn.

Above all, advise the customer to read and follow any manufacturer's recommendations for finishine the siding product.

Washington, D.C., can be used to learn more about this market.

In addition to readily recognized industrial and non-residential markets, there are unique markets suitable for developing a specialized niche the movie industry for example. A company contacted by this magazine has been a lumber supplier to this industry for 40 years. A spokesman stressed that the relationship has endured because they offer superior, fast service, often same day delivery, and top quality material. These qualifications plus the ability to provide unusual prod-

ucts are more important to the studios than price, he maintains. While every dealer is not next door to Hollywood, he may be near a little theater or entertainment or tourist attraction that needs lumber and building products. Manufacturers of wood products such as play equipment, outdoor furniture, chopping blocks and custom furniture also are potential cutomers. Browsing through publications such as the Secondary Wood Products Monu./acturers Directory,the 1992 Directory q/' Forest Products Industry, due out in November (both published by Miller

Freeman Publications) or even the yellow pages can spark ideas.

The key to selling in any market is prospecting and making an effort, a top salesman stressed. Establishing a person to person relationship and letting the buyer know the benefits of dealing with your company gets the order. Doing the job right and resolving any foul-up promptly leads to repeat business and often promotes a secondary supplier to primary position. There's business out there, he emphasized, you just have to work for it.

Ll OME REMODELING is pre- fI dicted to grow to a $47 billion market by 1995, yet some building material dealers are failing to recognize the value of remodeler trade.

The president of a nationally known remodeling company tells of going into a home center/lumberyard in his area, taking a number and standing around to be waited on like any d-i-yer. After spending more time than he could spare to make his purchase, he recalls, the delivery was not made at the designated time and when it arrived the driver dumped it in the wrong location.

"Service, " he snorts. " A remodeler needs it as much as a home builder."

Service as he defines it includes not having to waste a lot of time in the store, early opening and a special counter for prompt service, efficient delivery, special orders, one stop shopping and a professional discount plus credit for those who qualify.

In addition, dealers can make points with remodelers by helping them look good with their customers. One way to do this is to carry a full line of quality materials needed for remodeling projects. Besides shelving and bookcases, the top six remodeling projects are replacing doors and windows, remodeling kitchens/baths, re-roofing, specific room remodels, landscaping and deck/porch additions.

The American Plywood Association is inviting dealers to become part of their Code Plus program for remodelers by stocking APA trademarked structural panels and related

Remodeling=17olo

The remodeling market continues to be a beacon of light for the U.S. structural wood panel industry. contributing a large chunk to a domestic market which can no longer depend on new home construction.

The American Plywood Association expects remodeling to consume l7o/o of the total l99l domestic demand. A growing inventory of older homes and a large population of baby boom generation homeowners with substantial home equity will accelerate the need for expansion, modernization. alterations and repair. APA hopes to increase its

Remodeler market

is up for grabs

products. The program which was unveiled earlier to remodelers and consumers is based on building floor, wall and roof systems that are "one step" up from building code minimums. Dealers will benefit from the program since the quality emphasis will increase sales by about l0% and safeguard against complaints and callbacks, Kathy Nelson, an APA spokesperson, points out.

Remodelers who use the quality APA Rated Sheathing and Sturd-lFloor according to recommended premium construction guidelines are

Panel Demard

market share by extending the Code Plus program designed for new home builders to specify code-exceeding panel products and systems to the remodeling market.

Possible Code Plus remodelers are profiled as those who complete about 12 additions a year al an average size of 500 square feet. Converting these figures into the Code Plus program with thicker panel requirements, this results in a total volume or lootage gain of 100 sq. ft. of panel products per addition. The total benefit as figured by APA could reach 5 million sq. ft. each year.

Story at a Glane

What rcmodelers expect of a supplier. ways to encourage lucrative sales APAto involve dealers in Code Plus program using structural panels.

eligible to give the homeowner a certificate of completion that guarantees quality materials, quality building methods and quality workmanship.

To help the remodeler polish his professional image, APA offers various promotional sales tools including a video, logos, advertising helps and consumer brochures. A Code Plus remodeler is allowed to use the trademark on his letterheads and in his advertising. In addition, APA held representatives are available to him for help or consultation. National advertising of the Code Plus program will give participating remodelers additional status.

Information detailing how a dealer can be involved in the Code Plus program will be in the mail this month, Nelson said. A dealer can use it as an incentive for remodelers to buy from him, but he'll need to remember that a remodeler needs and deserves the same perks as a builder.

Build up roofing sales

b RODUCT knowledge is the key F to roofing material sales. Different markets demand different roofs.

Find out from your customers: What look do you prefer? How much do you want to spend? How steep is the pitch of your roof? Will it be installed by a skilled do-it-your- selfer, general contractor or specialized roofer? Will it be installed over existing roofing? How long do you want it to last? How much maintenance will you perform?

Then match their requirements and desires to the appropriate type of roofing.

Asphalt shinglesare the most common type of roofing used on pitched roofs. They are made by saturating an organic or fiberglass base with asphalt and then covering the asphalt surface with mineral granules. Organic-base asphalt shingles have a Class A, B or C fire rating. The more durable fiberglass shingles have a

Class A rating. Service l5 to 20 years. is about They are lightweight, comparatively inexpensive, easy to install and repair, and require minimal maintenance. They come in numerous shapes, sizes and colors. A disadvantage, though, is their tendency to become brittle when installed at temperatures of 50o or lower.

Asphalt roll roofing is recommended for flat or low pitched roofs. It's less expensive than asphalt shingles, but provides a less attractive roof with a shorter service life. Roll roofing is easy to install, repair and maintain, and features a Class A or C fire rating.

Wood shakes are machine or handsplit into 18" or 24" lengths so there is at least one natural-grained, highly textured face. Wood shingles, on the other hand, come in random widths with lengths of 16", 18" and 24" with a smoother surface because they are sawn instead of split.

ROOFING LINGO

COURSE a row of shingles running the entire length of the roof

EAVE lower edge of roof slope overhanging the face of the exterior wall

EXPOSURE amount of roofing material surface exposed to the weather

FASCIA long, broad board used to cover joints, such as along ends of roof rafters at eaves

FLASHING metal or roll roofing cut to size used to prevent water seepage at roof joints and improve drainage

GABLE triangular-shaped endwall formed at each end of a gable roof

GABLE ROOF two sloping roof surfaces joined along a horizontal ridge line

HIP RIDGE external angle formed by two sloping sides

HIP ROOF sloping roof surfaces on all four sides

PITCH incline of a roof expressed as a fraction of span over rise

RAKE the inclined edge of a gable roof at the endwalls

REROOFING application of new roofing materials over an existing roof

RIDGE peak of roof; where two roof slopes meet

ROOF DECK foundation for roofing materials

ROOFING application of roofing materials to a roof deck

SHEATHING wood boards or plywood panels nailed directly to rafters to serve as a roof deck

SLOPE incline of a roof expressed as a ratio of rise to run

SOFFIT cover for underside of rafters at eaves

UNDERLAYMENT overlapping courses of roofing felt which cover sheathing

VALLEY internal angle formed by junction of two sloping sides

Traditionally, shakes and shingles have been made of cedar, featuring a service life of about l5 years. They aren't fire resistant unless treated, and then they have a Class C fire rating.

Story at a Glane

Rooling ty/pes to stock and suggpst ior your customers differences in cost, durability, maintenance required, service lib, attractiveness, dfficulty of installation.

Now increasingly popular are pressure treated southern yellow pine shakes. They are more affordable than cedar and have a service life of 35 years and longer.

To reduce installation time, wood shingles are also available in the form of roof panels, with l6 shingles bonded to an 8 foot long plywood base. A 12" x 48" hardboard roof panel with the surface designed to resemble individual cedar shingles is also offered.

Kiln-dried red clay or concrete extruded tile roofs won't deteriorate, wear or require painting. They are fireproof with a service life of 50 years and up. Individual tiles may crack, split or become brittle, in which case they are easily replaced.

They are about twice as expensive as asphalt shingles, heavy, expensive to ship and difficult to install. They must be installed over a strong roof framework.

Slate roofs are even more expensive than tile roofs andjust as heavy, difficult to install and expensive to ship. Naturally, they also require an equally strong or reinforced framework and are almost always installed by professional contractors specializing in this type of roofing.

Slate roofing is durable, non-

(Please turn to page 54)

Are your employees a liability?

By Jean Seawright Vice President Seay Management Consultants, Inc. Orlando, Fl.

IIOST employers agree that the lUlkev to a successful business is hiring and retaining happy, satisfied and productive employees. If your employees are not productive, your business will ultimately fail. If your employees are not managed properly, they can become a huge liability.

Hiring, retaining and discharging employees properly is perhaps the biggest challenge employers face today. It is no longer acceptable or legal to ask questions in an interview about the applicant's age, renting or owning a home, or the number of children the applicant has. The result can be a charge of discrimination that costs thousands of dollars and leads to a government investigation or lawsuit.

Title vll of the civil Rights Act and various other state, county and city regulations prohibit discrimination in employment on the basis of race, color, sex, religion, physical or mental handicap, marital status, age, and others. We do not recommend that you ask any questions related to these categories in any way, during the application process. To do so can be considered potentially discriminatory and employers must be able to prove that all employment decisions including hires, discharges, transfers, layoffs and promotions are not discriminatory.

The government operates under an unusual enforcement policy which says that the burden of proof is on the employer. This means that ifyou cannot prove that your policies and procedures comply with state and federal employment regulations, the government will automatically assume that they do not. Just ask any employer who has been through an investigation.

To reduce your liability, w'e recommend that you document every employment decision. For example, if an employee's performance begins to deteriorate, document the facts so that if you discharge this person, you can prove it was not because ofhis or her sex, age or other protected class.

In your hiring process we recommend that you complete a "Job Candidate Comparison Sheet" which ranks candidates with regard to important qualifications for the position. This will provide you with objective and comparative information concerning your selection and will help to establish consistency in your hiring process. We also recommend that you conduct reference checks and document your attempts to do so.

Story at a Glane

Tips on complying with govemment rcgulations. ways to avoid litigation, invest(1ations, unfair claims. hidng and firing techniques.

Every company should develop and maintain a company policy handbook which establishes ground level performance expectations and non-discriminatory policies and procedures. A handbook helps to meet the burden of proof by ensuring that policies and practices are administered consistently among employees.

We live in a litigious society which is very concerned with the "rights" of individuals. Today's

employees are aware of the laws and regulations which protect them and they are not afraid to exercise this knowledge. Managers must be able to respond to these attitudes and challenges.

It has never been more necessary for employers to audit their internal policies and procedures and their hiring and discharge practices. Employers should ensure that their applications do not contain any potentially discriminatory information; they should ensure that managers who interview are aware of questions to avoid; and they should ensure that a progressive disciplinary process is utilized.

Employers can keep up with current labor regulations which affect employment and proper and effective steps toward compliance by reading personnel newsletters and articles, attending labor relations seminars or working closely with a human resource consultant. By acquiring this knowledge, they can avoid costly unfair employment claims, lawsuits and government investigations, and have peace of mind.

0SB panel siding offers advantages including easy application.

D LYWOOD still dominates the panel siding market, l- Uut dealers who have turned builder customers on to engineered OSB panels report happy results.

The OSB panel is engineered to provide all of plywood's strengths with none of its drawbacks, adherents claim. There's no veneer to peel or fall apart, no grain to split, no knots or voids to patch and no irregularities to discolor, those who have used the products say. Because it is made from real wood, it has the familiar feelof T1I l, yet it weighs less and is easier to work with. It's strong enough to be nailed directly to studs 24 inches o.c. And in these days ofecological concerns shaping buying decisions, it has the added advantage of being made from plentiful, noncontroversial timber sources.

A $400,000 home built in Mobile. Al.. last summer was an early OSB panel siding project. Louisiana-Pacific, one of the first major U.S. manufacturers of OSB and a

ng gives dealers ildersl an edge

leading producer of OSB panel siding as well as other OSB products, sponsored the showcase house. L-P Inner-Seal siding, one of the products introduced, received rave reviews from the builder and his crew. They found that the siding made from 7 /16 inch OSB with a tough, primed, resin-impregnated overlay outperformed traditional materials, going up straight and smooth. Despite heavy rain during the construction, moisture problems were eliminated by the Inner-Seal formula which blocks moisture from the inside out, on the surface and at the edges. OSB siding also is qualified by the American Plywood Association as a performance rated siding.

Story at a Glane

Advantage.s of engineercd sldlry... ese of installation and good lool<s badcd by APA rating and manufiactrrer's guaEnbes. marketing aids available.

In addition to being easy to work with and easy to look at, the OSB product is available with a smooth surface or an embossed texture that resembles cedar. Builders can choose from two channel groove patterns or a plain face and lengths of 7 ,8,9 ,12 or I 6 feet. A thicker panel of I 9/ 32" is also available.

Engineered siding products have other advantages which help a dealer to sell them. For example, L-P provides a 25 year guarantee on the substrate and a five year guarantee on the overlay. The manufacturer also offers a number of marketing aids including counter displays, bin markers, ad slicks and specification sheets and installation instructions to hand out to customers.

NEWS ERIEFS

Cedar /is a new Fernley, Nv., home center opened by Larry Simmons, Adrian Poe, gen. mgr. . . ('olusa Lurnber Cr;., Colusa, Ca., opened with owners Ed Jacobs, Mark and Tim Smith and Richard Mantle presiding at a ribbon cutting.

[-torne Depot, seeking to open in Rohnert Park, Ca., faces a final hurdle of city approval this month... IJonreC'ltrh, Int'. opened new locations in Salem and Eugene, Or., and signed a lease for a Redding, Ca., unit.

Lanoga Corp. is adding millwork displays to former .41 Meier's stores now operating as Luntbennenls in Fife, Gig Harbor, Bonney Lake, Puyallup, Ciraham and Federal Wav. Wa. . , Supply One opened in Meyers, Ca., using a former 1)iamond Lurnber location.

South Seattle, Bremerton and Yakima Wa., are sites for luture Eagle I'lardw,are & Gaxlcn units

Ace ltordware is expanding a distribution center under construction in Prescott. Az.. to 633,000 sq. ft., targeting a March 1992completion...

Ernst [Jone & Nwsery opene<t new stores in Spokane and Lynn- wood, Wa.,. . The Terrv Cr;.r.. Tarzana. C'a., opened a Santa Clarita, Ca.. location

Sea Star T'rading Co., New- port, Or., moved to a new facility Pro ltartlwore Int'. is building a new international hq. in Englewood, Co. . .

Builders Stluare, []akersfield, Ca., is preparing for an Oct. 13 closing... Riverside and Oxnard, Ca., units also will be shuttered . .

,4loha Lutrrbcr (ir., Lihue, t{i.. awarded $2,750 in scholarships to students in the communitv Tabet Luntber; Valencia, ru.H4., lost a lumber shed roof in a recent wind and rain storm

Yellowstone Woodu'orks. Livingston, Mt., added a radio frequency gluer for large panels . . hliclrigan-Cali/'ornia Lunber (i;., Camino, Ca., is now in limited production after their fiaster fire and anticipate full production in Nov.

11trt,.st Grrtv<, Lttntbt,r ( o. lrtt.^ bought a McMinnville, Or.. plant and acquired Fttn,s! Grovt' Rcntanularturing, tt div. of Tavlor Lunrher (b., to o.perate in it -/. D. Lutrrber Cir., Priest River. ld.. bought Jtttlitlt Gup l.tutrhar, Judith Gap, Mt., from WTD Industries

Utalt Redv'ooel ct .lnt,t'inltv, Lttnrher Curp.. Salt Lake ('ity. Ut., relocated to new facilities J.E. lliggirrs Lunther Co. signed a three year, $77.540 lease for 4,900 sq. ft. of industrial space in San Ysidro. Ca.

Itolinartn Assot'ictts. a full service wood products consulting firnt in Albuquerque. N.M., was opened by I'loward H. Hofmann. a lbrnter Weyerhaeuser manager and 2l year field services pro with Western Wood Products Association . . . .Sirrtpstttr Door Co.. l\zlg('l.ry. Wa.. will supply doors for Washington Village, Hyogo, Japan, a joint venture between that city and llvargrcen Partnersltip, a Washington State wood products group . .

Myrtle Point f:rtrest Produt,ts was opened by the limited partnership which owns Spring/iakl Forest Products, Springfield, Or.,

in a Myrtle Point, Or., veneer nrill lornrerly owned by lhe MurPlr-1;6-,,',.'

Bankrupt W TD Indu.strics. Portland, Or., has settled four class action lawsuits charging it with failure to disclose infcrrmation that depressed the stock's price; terms were not disclosed

.4trterican ('entu.ood, Albany. Or.. is considering adding a rhiid plant in 1993 at an undetermined location . Wood Masters Munule(tttring^ Orofino, ld., plans to open a new 5,000 sq, ft. rnill with a two acre yard Nov. I

USG Cor1t. will sell the assets of its Dap Inc. to lAassall PLC. London, Hngland, for $90 million After July 1992, Culilbrlra will require all manufacturers selling windows in that state to participate in a full scale certification and labeling program

Distrihliort Attrt,rit'u is the new name adopted by Lihert.y DistribuItrrs and Sen/rv lJortluurt' following their rnerger

Creative Hardware Specialties, Inc., parent co. of VSI Hardware Industries, Los Angeles, Ca., has formed a new trading div., Jeff Castnerpres....

Anniversaries: Lumbermens QJedir Association, Chicago, Il., ll5th; Vent Vue Producrs, Los Angeles, Ca.,4lst. Keller Lumhar (b., Roseburg, Or., 40th; Purr Lutrrber C'o., Chino, Ca., l5th

M0rtgage ratas dropped to their lowest level in four years with littte effecr on the housine market because of lingerin! effects of the recession, housing economists said.

Housing starts climbed 3.7olt in July (latest figs.) to an onnuall.y adiusted rate o/' 1,07 tnillion^ the first time in I I years that starts increased for four consecutive months single family starts rose 3.7%r; multis fell I I06l bldg. permits edged up 0.3%r . . the West had an I l.Soi gain in starts.

HWI can help western lumber and home center retail6rs become more profitable.

Period.

o46,000 hardware and building material items in warehouse .95% of items available "one each"

o Industry-leading fill rate

o Corporateflexibility to listen to and meet your needs

HWI was founded in 1945 to help hardware and building material retailers compete and become more profitable. Today over 3000 HWI member/owners are reaping the benefits - and profits.

Call HWI today at 219/'749-8531 extension 251. Ask for Tom Barfell, HWI Member Services Manager - we'll show you many other HWI advantages.

c Separate, flexible advertising for hardware or building material retailers

o Competitive pricing Highest rebate - lowest overhead

o Innovative retail svstems and services

lirtlofic,

Hardware Wholesalers, Inc.

PO. Box 868 Nelson Road Fort Wayne, IN 46801

Distribution Centers:

Cape Girardeau, Missouri o Dixon, Illinois

Medina, Ohio o Waco, Texas

Columbia, South Carolina r Portland, Oregon

An Alternative ToDouglas Fir, But Gheaper & QuickDelivery

How can you get the strength you need at a lower cost and with rapid delivery? Simple. Try our White Fir dimension products and you'll get high quality lumber cut to the precision standards weVe met for over 40 years.

Recent WWPA "ln-Grade" strength tests show that the white Fir we produce can be substituted tor Douglas Fir in many instances. Couple this with rapid delivery from our Fresno. Ca., area location, and you

have a company that can meetyour lumber needs at significant cost savings.

Sequoia manufactures White Fi in 2x4,2x6, and 2xl0 in a variety of lengths. We also produce Ponderosa and Sugar Pine in 5/4 and 6/4 as well as Incense Cedar. We are the largest producer of pallets in the stateover 6.000 each day. We even make decorative bark and forest humus. A broad range of quality productsthat's today's Sequoia Forest Industries.

CALENDAR

SEPTEMBER

Western Wood Products Association - Sept. 11, new design values seminars, Los Angeles, Ca.; Sept. 16, San Jose, Ca.

Cedar Shake & Shingle Bureau - Sept. 12-14, annual meeting, Red Lion Inn, Bellevue, Wa.

Building Industry Credit Association - Sept. 13, credit management seminars, Holiday Inn, Irvine, Ca.

Western Hardwood Association - Sept. 14-17, annual meeting, Red Lion Inn, Sacramento, Ca.

Western Wood Products Associationmeeting, Westin Hotel, Seattle, Wa.

California Builders Supply - Sept. 17, night, Fremont, Ca.

Sept. l4-17, lall open house/casino

Weyerhaeuser Co. - Sept. 19, open house & buying show, Customer Service Center, Sacramento, Ca.

Wood Products Sales & Marketing Workshop - Sept. 1920, Oregon State University, Corvallis, Or

Inland Empire Hoo-Hoo Club - Sept. 20, election of ofTicers, Shandin Hills Golf Course, San Bernardino. Ca.

Bygg-Reis Deg - Sept. 20-29, Nordic building exhibition, Sjolyst Exhibition Center, Oslo, Norway.

Quojem - Sept. 22-25, international hardware, tools & d-i-y show, Paris-Nord Exhibition Grounds, paris. France.

Building Industry Credit Association - Sept. 25, lien law seminars, Holiday Inn, Torrance, Ca.

Weyerhaeuser Co. - Sept. 26, open house & buying show, Customer Service Center. Phoenix. Az.

Woodworking, Machinery & Supply Fair - Sept. 28-Oct. l, Anaheim Convention Center. Anaheim. Ca.

American Plywood Association - Sept. 29-Oct. l, annual meeting, Red Lion Jantzen Beach, Portland, Or.

National Hardwood Lumber Association - Sept. 30-Oct. 2, annual meeting, Fairmont Hotel, San Francisco, Ca.

Western Wood Products Association - Sept. 30, new design values seminars, San Francisco, Ca.; Oct. 1, Albuquerque, N.M.; Boise, Id.; Phoenix, Az.; Sacramento, Ca.; Oct. 3, Denver, Co.; San Diego, Ca.

OCTOBER

Dub's Ltd.Oct. 4, golf tournament, Poppy Hills Golf Course, Pebble Beach, Ca.

Particleboard/MDF InstituteOct. 6-9, annual meeting, Point Squaw Peak, Phoenix, Az.

Western Wood Products AssociationOct. 8, new design values seminars, Portland, Or.; Oct. 15, Salt Lake City, Ut.; Seattle, Wa.

Architectural Woodwork Institute - Oct.9-11, annual meeting, Nashville, Tn.

San Diego Hoo-Hoo ClubOct. 10, old timers night, Red Fox Steak House, San Diego, Ca.

National Sash & Door Jobbers Association - Oct. 12-16. annual meeting, Marriott, San Francisco, Ca.

Big Show - Oct. 16-lE, Pomona, Ca.

North American Wholesale Lumber Association - Oct. 16, regional meetings, Eugene, Or.; Oct. 17, Portland, Or.; Oct.22, Los Angeles, Ca.; Oct. 23, Seattle, Wa.

National Lumber & Building Material Dealers AssociationOct. l7-20, annual meeting, Louisville, Ky.

September 1991

Fibreboard Consolidation

Fibreboard Wood Products Co. is the new name for six formerly separate wood products businesses that have been consolidated by parent Fibreboard Corp., which has its corporate headquarters in Concord, Ca.

All operations and functions of the new unit willl be at Standard, Ca., a small community five miles east of Sonora in the Mother Lode country of the Sierra Nevada Mountains. The unit's new president is Jim Costello; Bob Shepard is general manager of all operations. Jim Murray is the lumber sales manager and Donn Massett is the plywood sales manager.

Included in the consolidation is a cut-up plant in Fresno, Ca., a Red Bluff, Ca., facility and Turlock, Ca.based Snider Lumber Products. All will now carry the Fibreboard name. Operations are expected to complete the move to Standard this year.

A number of layoffs have resulted from the downsizing and more are anticipated, according to a company spokesman.

Wood products make up about 700/o of Fibreboard sales. The other main units are an insulation products business and a ski resort. Fibreboard expects to substantially reduce costs by cutting overlapping expenses, according to John Roach, chairman and ceo.

The reorganization is the first step in Roach's plan to turn around the troubled firm. Other moves include cutting litigation expenses (mainly relating to asbestos lawsuits). seeking new financing and adding new directors.

1991 Housing Starts lmprove

Housing starts improved by l5o/o by mid year "and though l99l's housing unit total is smaller than hoped, one family housing will be the dynamic part of the construction sector for now as starts advance to an average rate of 900,000 units in the second half of 1991," said George A. Christie, F. W. Dodge.

This brought a smallbut welcome gain to total construction contracting which had been eroded nearly 250/o by six consecutive quarters of decline. "lt s importance was in the change of direction with the promise of further improvement ahead," Christie said.

PANI PACIFIC COUNIRY

WESlIERN ASSOE[ATI[ON NEWS

Lumber Merchants Association of Northern California is preparing members for enforcement of the Americans with Disabilities Act on July 26,1992, al businesses with 25 or more employees and July 26, 1994, ar those wirh 15 or more.

LMA suggests that next year employers consider implementing the following suggestions:

. Treat every mental or physical condition as a disability protected by the ADA.

Review all job descriptions and requirements to ensure they bear direct relationship to ability to perform essential job functions. Ascertain potential risks for disabled employee or co-employees.

. Limit pre-employment inquiries into disability status and physical examinations to those directly related to the Qpplicant's ability to perform job. Review job application forms 'and

interview procedures and eliminate questions relating to prior injuries, workers' compensation claims or disability status, unless related to ability to perform job. A job offer may be contingent upon a physical examination to determine whether applicant can perform the essential functions of the job, if all applicants are subject to the same examination requirements.

. Before rejecting a qualified applicant or terminating an employee on the basis of a disability, consider if the individual can perform the position without imminent and substantial risk of injury to self or others. If not, can the employer reasonably accommodate the disabilitv?

o If a disability is a factor in an employ- ment-related decision, document specific factual findings and medical evidence to reject or terminate, all accommodations considered. the individual's response to them or the reasons the employer rejected them.

The Merchant Magazine Institute a medical leave policy, keep- ing in mind that some disabled employees may be required to miss work. For all employees that take medical leave, including disabled employees, require a medical certificate from a physician certifying that the employee may safely perform job duties before he or she returns to work.

o ldentify job positions for which no disability may be a bona fide qualifica- tion, but consider accommodation options.

o Document adverse employment actions properly, preferably in writing. Focus on ability to do job effectively, rather than on employee's disability. Retail facilities and other businesses open to the public become subject to ADA requirements on July 26, 1992. Businesses will be required to accommodate disabled by physical modification of facilities or providing needed services. Tax credits for structural modifications are available as well as advice from social service agencies that specialize in rehabilitation services.

Future Dates

Check our Calendar on page 20 tor information on upcom. ing conventions, meetings and trade shows in your region.

September 1991

NHLA Annual In California

Environmental issues and sales and marketing seminars will share the focus of the 94th annual National Hardwood Lumber Association convention in San Francisco, Ca., Sept. 29-Oct. l.

An open meeting of the Forest Resource Committee on Saturday prior to the convention will allow early arrivals to learn how NHLA forest resource assessment funds are being used to promote industry's side of the environmental issue. On Sunday afternoon an Oregon Lands Coalition workshop will discuss its grass roots experiences with preservationist activities in the Pacific Northwest. Dr. G. Clotaire Rapaille, a French psychologist who has done extensive research in the area ofhow the public perceives the messages being communicated by the forest industry, will speak Tuesday afternoon. He has worked with both the American Forest Council and California Forestry Association.

Walt Clarke, a popular speaker at previous conventions, will present a lumber buyer's seminar Sunday afternoon and a hardwood marketing seminar Monday afternoon. Industry exhibits will be open all three days.

More than 1200 hardwood lumbermen are expected at the Fairmont Hotel.

WWPI Names Exec. Director

R. Dennis Hayward, 47, is the new executive director of the Western Wood Preservers Institute and has established a WWPI office in Vancouver, Wa.

Most recently executive vice president of the North West Timber Association, Eugene, Or., Hayward has a 20 year history in the western timber industry and has been involved in public land use and regulation, heading the industry effort to secure legislation banning the export of public logs.

"Hayward's record of leadership in the timber industry will be a great asset as the Institute implements a more pro-active strategy to assure the continued safe and environmentally sound production and use of preserved wood," said Sandra L. Lavino, J. H. Baxter & Co., president of WWPI.

Hayward was selected after a six month search involving 350 applicants.

ffiftB'r) $frlb']ffi^\i#,

'By Matt Moulder

Whatever happened to Amiel Medo?

Amiel had juit returned from the "Old Timers Picnic" held each year in Stirling City, Ca., when we spoke with him at his Chico, Ca., home. Stirling City, i-ocated in the mountains iust east of Chico, is Amiel's original home town. All of the Merlo family worked in the local sawmill, owned by Diamond N4atch Co. Three of Amiel's four brothers went into other lines of work, but Harry and Amiel stayed in the lumber business. Amiel chose the millwork end of the industry ind Harry stayed in the sawmill game, eventually becoming President and Chairman of the Board of Louisiana-Pacific Corp.

Amiel's career in the industry spans 54 years and includes work for Diamond International in Chico and Florida; Brown Moulding Co., Montevallo, Al.; Kimberly Clark Corp. in Anderson, Ca.; Rex Lumber Co., Corning, Ca., and finally Louisiana-Paiific Corp., Red Bluff, Ca. Amiel's reputation as an expert in moulding and millwork manufacture during his working days was second to none.

Owl Droppings

We recently had the pleasure of a trip to the Pacific Northwest. While in this fishing and hunting paradise we ran across a picture postcard that is a candidate-for the most clever ever. Two fishermen are pictured, both presumably stalking the wily steelhead in one of the many beautiful rivers in the area. One person is fishing from a boat, the other from the bank. The caption on the card reads, "Row vs. Wadethe Creat Western Fishing Controversy".

Dean Fox, Rough and Ready Lumber Co., has a story to top our one about the young lady whb said that the drought in California is caused by logging in the Sierras. Dean's wife works for the water department in Crescent City, Ca. The day following the tragic train derailment that resulted in thousands of gallons of pesticiile being spilled into the Sacramento River near Dunsmuir, ea.. Mrs. F6x received a clll irom a customer. She asked Mrs. Fox if the drinking water in Crescent City would be affected by the toxic spill in the Sacramento River.

Crescent City is on the ocean. Dunsmuir is 120 miles inland. There is a mountain range in between the two areas. The river flows in a southerly direction. Creicent City is north of Dunsmuir. The river flows into the ocean 370 miles from Crescent City. Thanks for this gem, Dean.

Then there is the guy who called into a radio talk show and asked why the Army Corps of Engineers hadn't been called in immediately to construct a dam on the river, thereby preventing the pesticide from flowing downstream.

Co back to school. Do not pass go. Do not collect $200.

Manufacturcrs: Ponderosa & Sugar Pine Mouldings and Cutstock

Pay 'N Pak To Sell 24 Stores

Pay 'N Pak Stores, Inc., Kent, Wa., expects to finalize in October the sale of 24 of its 26 California stores to Tri Equity Investments, San Ramon, Ca.. for $32.5 million.

Yuba City and Eureka, Ca., stores are exempt from the sale which will close the units. The Hawaiistore will be sold and leased back and I 16,000 square feet of excess space in the Kent distribution center will be subleased.

Reducing personnel of 2,800 by about 800, restructuring merchandising and department management and implementation in some stores of a new format also are planned. The format successful in the Puyallup, Wa., prototype Pay'N Pak unit will be adopted.

Pay 'N Pak will now concentrate its resources in two areas: the Interstate 5 corridor stretching from the California-Oregon border to Canada and the rural areas of Utah. Nevada. Idaho, Montana, Wyoming, Colorado, South Dakota, A laska, Nebraska and Kansas. The remaining 77 stores will be organized into two regions with offices at corporate

headquarters in Kent, John H. Markley, chairman and ceo since 1989, explained.

The redirection and streamlining seeks to improve the company's competitiveness and profitability, reduce operating expenses and redeploy resources. Between 1987 and 1989, the company experienced losses of more than $25 million, following a $265 million buyout led by previous management. Within the last l2 months, a California DC has been closed, the corporate jet sold, and jobs cut. In the same period, a new point-of-sale computer system for inventory control was installed and the Puyallup prototype store opened.

The 44,000 sq. ft. store, which opened June 26, is a one-stop design and remodeling center for homeowners with professional design services within a showroom environment. Using computers, automated paint color scanners and other high tech devices, design professionals help homeowners to visualize and plan projects both in the store and with housecalls.

The Merchant Magazine

Wood Panels Beat Quake

Panelized wood systems performed well under the severe seismic load conditions of the Loma Peieta (San Francisco), Ca., earthquake in October 1989.

American Plywood Association field representatives Ernst Bauer analyzed five wood-frame multistory structures in the damage zone and discovered virtually no damage. APA performance rated panels for floors, walls and roofs had been used extensively in all projects. A group of potential buyers touring a San Mateo project at the time of the quake were so impressed with the building's performance that they bought the complex.

Mills Paying Attention?

Even though he closed Stephen G. Freeman & Co. more than two years ago, owner Steve Freeman reports a number of sawmills still faithfully send their offering list each month.

"They make great scrap paper," noted Freeman, who closed his Newport Beach, Ca., lumber brokerage after 42 years to pursue his avocation of freelance writine.

ffiOfUsAs IIourNaMResorurc % F

iijriiiii',','r

e're the trarne that natur.rllv conl6 trl rnind firr ( alif<rntia mlwrxxl and l)ouglas fir.

'l he l)acific l.trrnlx'r (iornpartv'is the r'rorlcl's largest supplier of higlt gracie rcchvtxxl alrcl I)otrglas fir prtxlucls rvith the broarlest linc irt all gratles.

Whatever r''or-rr neecls, there's a gocxl tlt;tttte \\u Ltrn it. .\lt(l vrrg "316' 1t' clelil'crv costs because lve can satisfi' vour full requirements in one rnlred

Ioacl fronr tlrc rttill. Sonre cxuttiltlcs ol ortr lilre irtclurlc...

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|ull-sawrt, rough, Ir()l I(. tirtttters ttp to fJxS in reclwoocl anci up to (rx l6 irt

I)ouglas fir

A completc fanrill' of ertcl & cclge glLu:d I'AL( )()-l.oc proclucts

ll.edwood rough and surfaced green lumbcr, 2x4 through 2r12, both upper and corrrrlon grades

'l'lic ne xt tirrre r,ou neccl to ltlace att orclcr for clr,ralitv lurnlrer, call the "one stop" strpplier. (.all 'l he l)acitic [.Lrrttltr (.ornllany.

We're your Natural llcsource.

End Of Era At Weyerhaeuser

When George H. Weyerhaeuser, chairman of the board and ceo at Weyerhaeuser Co., oflicially turned management of the company over to John W. Creighton Jr. Aug. 7, it became the first time in 91 years without a founding family member in charge.

decade should be around 5.50/0. Overall the industry should expand at about the same rate as spending in general.

The d-i-y market will lead the recovery in 1992 with a 60lo growth rate. Lumber and building materials will see the highest growth rate from their depressed 1990-1991 levels. Lawn and garden products should also move ahead at a slightly faster pace than the total market. However, over the next five years, lawn and garden products should outpace the d-i-y segment growth rate.

The professional home improve-

ment market will recover slower as existing home sales will remain constrained into 1992. In 1993 to 1995, the professional R & R market should grow significantly to over $47 billion.

"Consumers seem willing to spend on their homes," said Home lmprovement Institute executive director Judith Riggs. "So it looks like our industry should do fairly well in the earlier stages of the recovery and as the rebound picks up steam, people will continue investing in their homes as a way of boosting their home's value."

"The Quiet Grant"

0 Giant in LongevityA major West Coast forest products wholesaler since 1926.

Weyerhaeuser, who turned 65 July 8, released the title of president to Creighton, a20 year Big W executive, in 1988. At his request, his retirement was quiet with no public announcement.

George H. Weyerhaeuser Jr., vice president of manufacturing in the pulp, paper and paperboard division, is considered to be in line for a senior oflicer position.

Home lmprovement Products Market To Rebound In 1992

While l99l will yield only an 8o/o increase to $104.5 billion, 1992 should see home improvement products spending rise to $110.6 billion, a 5.80/o increase, estimates DRI/McGraw-Hill.

Growth should continue to accelerate to an average of 6.70/o for the 1992 to 1995 period. Anticipated growth rate for the first half of the

0 0 0

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Giant in ServiceCargo, rail, truck artd L.A. Harbor inventorv to fit vour needs.

Burns Lwnber ComPany

C.";

Incense Cedar Siding and Decking look terrific and perform beautifully no matter what the season.

Precision milled from kiln-dried, decay-resistant Incense Cedar, CedarPro Siding and Decking adapt naturally to changes in temperature and humidity without cracking or becoming brittle. CedarPro is available nationwide in a choice

of seven siding and four decking patterns. For more information, or for the name of your nearest CedarPro dealer, call today.

P&M Cedar Products, Inc. P.O. Box 7349 Stockton, Ca95267 209 /957-6360

t00KS like cedar shake shingles, they claim, but these roof panels are really recycled plastic computer housings. Manulactured by Nailite Corp., Miami, Fl., from a recycled grade of Noryl resin, they are being tested 0n McDonald's restaurants. Nailite makes a variety of injection molded specialty rooling and siding products imitating stone, brick and red cedar shakes and shinoles.

G01{E FlSllll{G: Winners of a fishing trip to Cabo San Lucas, Mexico, in Weyerhaeuser's glulam header promotion included Marvin Moore (left), sales rep at Woodinville Lumber Co., Woodinville, Wa., and Robert Solberg (center), project manager for Solberg & Associates, Bothell, Wa., presented by Jim Dodd, sales and markeiing manager of Weyerhaeuser's laminated products business.

SH0lflll{G olf windows is easy at the new Weathervane Window Co. facilities in Tigard, 0r. With triple the previous space for sales and customer service, the new showroom features free standing, fully operational window displays. The facility in Nelson Business Centei includes warehouse soace.

PERSONALS

(;.l'. I rosl. I rost IIrLltl*oorl. Srrn

I)icgo. ( 1.. hus hccn clcctcrl to thc \ltionril IIlrrrlgoorl I Lrrlbcr \ssoci.llir,rl Ililll]ilt.rtint .,'n'ntill!!.

Ste re ( ollt.rrgirr ii n,,\\ \\,\1,'ln IL'ri{rlt sirlcs nrgr. lor I)11 rioocl I)uncls. Inc.. ('hino. Ca.. repliicing Harrv Daridson,

Russ Stoddard. l rus .loist C orp.. [3oise. lcl.. ancl his *ifc.,Jane. hrrcl thc-ir-sc-concl chilrl. Henrr Russell. .lLrlr ll. le9l

Scott IJottorf. \loorc ILrnrbcr-. ( rrstlc ILock. ( (). sc()fL'(i in thc toI l(l ol l1).{)00 North \ntcrierrn l)iLltie il)iltlts in thc l lrrrtlrrrrrc I{ctrriling \dr rrrrcctl ( oLrrsc Irrirtttittlrlior.t.

\l ikt' .larrrt'sorr. I rclrlr'tl I Lrntbcr l'roil Llel\. \iutlir \nlr. ( lr.. i: blrek lioll lr lirrnilr r rrtlLlion ()lr lhc \of th \h()rf OlltLt. lli

llarbarrr ('r:trte ts lrc\\ l() \itlc\ lLt ( )ntitk \\ ootl I)rociucls. l)ortllrnrl ( )r'.

I)an l)allas is ncu to thc inclustrial sales cliv. lt I{clilblc \\'holcsalc I r:ntbcr. T'cnrplc(it1.(ii.

Scott Sell is nc* 1o I&ll Inrcstrlcnts. Iloisc. Icl.

I)oug 1\'lcNeill is thc n*i ciirccror of rhc ,'\nrerican I)lr'rloocl .\ssocirition lleld services div.

K. l.inn Nl acdonald hu: oee n nirntc.o cco a1 Noranda l:orcst Inc.. sLrcccccling Adarn /- ilrrrne rrnln. n ho rc.lnlrins chlrirnlrr.t.

Sterlirrg Wolfc. rctircd firrntcr hcacl o1' \lurcluurt-Wollc I untbcr ( o.. ( ostu \lcsl. ('a.. itnd his rril'c. Lorainr:. rcccnlll, r'lrcltionctj in IJcrntudl.

.lohrr Kcnrrt'rl1 hus joinc.cl thc salcs tL'enl lt Siskir,olr Iorcsl I'rotlucls. \\'oorllur.ttl. ( lr.

\\'llt I le ise . r.p.-nre rchilrrlising. I)rriclinc Lunrbcr. Stn l)iego. ( lr hits rctirccl. llil Shaddcrr. corl)ofrrtc ntcrchirncliscr. rssunrc\ his rir.rties.

IJob (iordon hls lirrntcd rvholcsulcr \ \gcnt I Lrnrbcr Sllcs, Ortig. \\'1.

l)rcn Sasser hus bccn prontotcd to conlrliclof sillcs ntgr. ut lJuena Park l-untbcr. llucnlr l)urk. ( u. ,lohrr [). l'oucricr. scnior v.p.-adnrinistriltion itnd lrunlrrt resourccs. I,a_v''N I)rrk. Kcnt. \\ u.. will assuntc responsibilitv ol' or crlll storc opcrations. Roger (irahanr will rnanagc stores llong thc I--i curriclor. uncl l)ouglas \\. t{askinr thc chain's rural slores. \ ictor "Tinr" Lucia, senior v.p.nrk1g.. \\ ill handle ntcrchlndising nrrurlgcnre nl * ith clircctor of merchanclising Dan Aulwurnr. Senior nrcrchanclise olilcer Richard'lakata letl the firm.

\. l). "[)ete" ( orrell has been clccted nre s. .rnd c.o.o. of ( ieorgia-Plcit'ic to rcplrrcc Ronald P. IIogan. * ho bacontas r icc chuirntun u'hcn l{arold [.. \iringtorr rr-tircs itl 1'clrr's cnd. l-. \l:rrshlll llahn .lr. ."rill continuc us t hrrit-tt.rrLn trttrl c.c.o. througl'r |)cccnrhtr l()t).1

Ker irr Quick is rr ncu San l)icgo. ('a.. slrlcs rcp lirr- [)lrncl-Tcx, Inclustrl ( ri.. rcports.fon I)ickcy.

Ke n 'l'e nnt'lirss hus.joincrl thc sule s lirrcc rrl I nir e rsll I orcst l)roclucts. ('olunrhirL ( itr'. Or.

\l att l'endall rs nou lunttrer sllcs ntgr. ri1 Kiul)L'ngcr l-untbcr ('o.. [)ortlancl. ( )t.

September 1991

Bill Whalen has been named pres. and ceo of Roseburg Forest Products Co., Roseburg, Or., reports chairman Kenneth W. Ford. He succeeds John J. Stephens, who has retired after nine years with the co.

Dale Wulbrecht has been promoted to gen. mgr. of operations for Universal's Far West mfg./industrial sales group, Huntington Beach, Ca. Dale Cantrell has been transferred to Stockton, Ca., as plant mgr., and Mark Berger is now sales mgr. in Stockton.

Dennis Johnston, Johnston Hardwood, Long Beach, Ca., vacationed recently on a Caribbean cruise.

John W. Holleran has been named v.p. and general counsel for Boise Cascade Corp., Boise, Id., succeeding John E. Clute, who has retired.

Bob Bretz is the new sales & mktg. mgr. at Colville Indian Precision Pine, Omak, Wa.

Ed Gavotto, American Mill & Lumber, Chula Vista, Ca., and his wife, Norma, Mullin Lumber Co., Los Angeles, are attending the 99th annual international Hoo-Hoo convention this month in Leura. Australia.

Steve Killgore, Bohemia, Inc., Eugene, Or., his wife, Sally, and their five children recently vacationed on the Oregon coast.

Linda Mosier-Vaudt has been promoted to store supervisor at Lumbermen's, Newport Or.

Bill Fetherson has been promoted to v.p.-mktg. and Pete Mclaughlin is the new buyer at West Coast Lumber, Wilmington, Ca., reports Bob Schneider.

Guy Laverty, Sunol Forest Products, Pleasanton. Ca.. took a month's vacation visiting four European countries, according to traffic mgr. B. "Keychain" Giessman.

Stu Heath, California Cascade Industries, Sacramento, Ca., married Rhonda See Aug. 24,1991.

John Branstetter, Vaagen Bros. Lumber Inc., Colville, Wa., was recently in So. Ca. on a business tour.

Les Sanders, exec. v.p., Lumber Merchants Association of Northern California, Sacramento, Ca., vacationed in lreland.

Gordon King, recently retired pres. of Hampton Lumber Sales, Portland, Or., was honored by Central Builders Supplies Co. for his 40 years of dedication and contributions to the industry.

Ed Fountain Sr., Ed Fountain Lumber Co., Los Angeles, Ca., won in a contest a family Hawaiian vacation, which he recently enjoyed with wife Barbara and daughters Michel, Mindy and Melanie.

Jack Gray, sales mgr.-consumer goods, States Industries, Eugene, Or., has retired after 25 years with the co., according to Bill Powell. Charles Eden, sales mgr.-industrial goods, now covers both divs. Rick Montoya is asst. sales mgr.-consumer goods.

Fred Holmes and son, Steve, Fred C. Holmes Lumber Co., Fort Bragg, Ca., have been in Argentina, touring and bird hunting.

Bob DiMeco, Western Woods, Inc., lrvine, Ca., got in a McCall, Id., vacation.

Mike Rhoades, Heritage Hardwood Co., Chino, Ca., has been elected pres. of the Los Angeles Hardwood Lumberman's Club, succeeding Tom Powell, Liberty Hardwoods, Santa Ana, Ca. Alan Bohnhoff is now v.p.; Bill Fitzgerald, sec.-treas. Directors include Kevin King, social chairman; Randy Lambert, membership chairman; Don and Fred Jones, sgts.-atarms: Ken Tinckler. scribe: Powell: Walter Ralston, and Gale Daugherty.

Dyer Nead is now handling charitable cases at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

(Please turn to page 62)

Itmayt*eml5 shipthis orderrl

,butd tontirc

You're looking at ttre future. Seedlings, which 60 years from now, will become part of an order shipped by Willamette.

An orderwe'll ship right on time. This isn't an idle boast. Because ifyouVe ever ordered from Willamette, you knowwe ship exacf ly what you want, when you want it.

Partly due to the fact that our salespeople knowyour market, and visit ttre mill at least once a week to ensure the quality and timeliness of your order.

And parfly because we have a source of consistent supply - more than one million acres of our own forestland.

To ensure that supply, we practice the most advanced forest management in America. Which includes replanting some 16.7 million trees every year.

So ttrat when your grandkids place an order with Willamette, they'll get it right on time.

Give or take a few minutes.

l,r.rmber & Plywood Division

Western Sales Office Albany, OR (503) 926777L

Southern Sales Office Ruston, l,A, (318) 25*6258

Atlantic Sales Office Rock Hill, SC (803) 32&3U4

LET|TIERS

STOPPING STAIN

Many years ago I had the sale of the first studs ever made and shipped as such. Before that. the carpenters cut them out of longer lengths with a hand saw.

For this new idea, the mill was using second growth trees. Probably one ofthe first uses of second growth, as old growth was still plentiful. Before it reached Southern California on the old boats the sap part started turning black. I knew that the pine mills dipped their fresh cut lumber in a solution to stop stain. I suggested they put a spray behind the planer. They did and it worked.

Through the years, nearly all the sawmills sprayed green lumber to keep it bright.

It is my understanding that the practice has been abandoned in recent years because of possible trouble from the environmentalists. Anyway, green lumber is arriving here in large quantities and starting the first stage of rot. Right

now the Los Angeles harbor is tull of it and it is beginning to turn black and will rot in a very short time, if not exposed to the air.

lf this is called to the attention of both the buyers and purchasers before it is too late, it may put some lawyers on hold.

Ed Fountain, Sr.

Ed Fountain Lumber Co.

6218 So. Hooper Ave.

Los Angeles, Ca. 90001

Anyone interested in discussing the problem is invited to contact Fountain at (2 l3) 583-l3lll or (714) 972-9107for his proposed solutioneditor.

DOUG FIR PLANTATIONS

Like you, I have always been puzzled by the general public's apparent lailure to perceive the concept of tree farming and their acceptance of the environmental ayatollahs'allegations that it is an evil plot to conceal the lumber industry's foul conspiracy to cut down every tree in America and turn it into a scrofulous wasteland. That by doing so they would destroy their own livelihoods and those of their descendants evidently does not occur to the ecological true believers.

However, in seeking an alternative (see Tlrc Merclnnt Maga:ine, Junc p. 6) to the now pejorative "Tree Farm," I

don't feel that substituting "A productive and healthy forest where trees are grown to produce lumber and paper products for millions of people" is going to catch on. lt lacks a certain snap. lt doesn't exactly roll offthe tongue.

A recent Smith & Hawken catalog piously contended that all their redwood trellis was salvaged from old wine vats, so they could not be accused ofdespoiling our once-mighty heritage. In the same issue they proudly pointed out that their garden furniture was made, not from teak from despoiled Asian forests, but from "Plantation Teak." In other words, teak from a teak tree farm! One of your advertisers promotes "Plantation Pine." from New Tealand radiata pine tree larms.

Apparently a tree plantation is classy, while a tree farm is a blight on the face of the earth. "Planting" is a positive, nurturing act; "farming" is cutting down, a negative act. n Planter is a nicer person than a Farmer, particularly if he has a Dutch or British accent.

So why can't we have redwood, pine, l)ouglas fir, spruce, hemlock, cedar plantations? I prefer the euphemism to your suggestions. I hope you're not oflended.

Stuart Williamson Winmark, Inc.

3213 W. Wheeler St. Seattle. Wa. 98199

September 1991

Oregon Strand Board Siding Saves Builder Time, Money

Oregon Strand Board lap siding has been chosen for the Evergreen Terrace Rowhomes under construction in Lake Oswego, Or.

Metropolitan Homes, the builder, also selected Oregon Strand Board's trim and vents for the upscale $1.4 million project.

/}fISSION FENCE SUPPLV INC.

THANK

the good people, individuals and business entities of the redwood industry and the lumber industry at large.

You have provided us with our main education, our livelihood, our social life and entertainment in so many ways. Along with the International Fence Industry Association, you have opened doors, given us the opportunity to travel and do business across our country and in foreign lands.

The purpose of this letter isto reach allof you. The number of individuals we want to receive this message is too large to contact individually.

Some 35 plus years ago, I was a steamfitter and Leona was a housewife and mother. One day through an incident we found ourselves the proprietors of Charley's Fence Co., a fence contracting business that was broke. I had never bought a board or built a fence. Leona had never looked at a set of books. Neither of us had attended high school.

We did not seek out courses in business management. We went to work. The experts in the redwood industry gave us our education. We abandoned the contracting field in as short a time as feasibly possible.

Another incident involved us in Mission Fence Supply in Arcata, Ca., and we soon took control of it. This opened still more doors and generated additional business friends.

In 1978 we purchased T & R Lumber in Downey, Ca. This produced an additional redwood line and more business friends thus rounding out our redwood experience,

During this period we lost ourtwo sons, but being the nature we are, we doubled our efforts to make it all work.

We then began to plan caref ully to retire from the industry in an orderly fashion to pursue other interests. And we did accomplish much in this direction.

We set out in April, 1991, by auto to put in place the plans we had worked on all our lives. Leona became ill in Arkansas. When this became known tothe lumber industry, the response and support by what we referred to as our redwood family was far beyond our imagination.

According to Oregon Strand Board general manager Ken Kiest, "Saving time and labor costs is another reason for selecting Oregon Strand Board products. Lap siding offers a unique, easy to use tongue and groove milling which means panel ends do not have to meet on a stud and end joints do not require spacing."

"The architectural features of the rowhomes are attractive but complicated to build. This siding does go up faster so we're moving right along," said David Mullens, construction superintendent for the builder.

By the grace of God, Leona came home for a brief time to the house and the treasures that were her pride and joy. We allare aware of the uncertainty of events and our lives, but are never fully prepared.

During our 45 years of marriage and planning we were thankful for our good health and varied interests. Our family provided us with 200 years of accomplishments.

This letter was part of our plan for the day when we were relieved of our redwood business interests. While I must write this alone, I feel confident that it is in keeping with Leona's intent and wishes.

Sincerely yours,

K. C. "Abe" and Leona Willis*

FAST APPI-lCATl0il of 0regon Strand Board lap siding is keeping homes under construction in Lake Oswego, 0r., on schedule in addition to saving labor costs for the builder.

*Leona Willis passed away August 3, 1991

Sandwich Panels Ready To Take Bite Out of Structural Market

Use of structural insulated panels is spreading fast with the increasing awareness of these energy saving building components. Some even forecast they will eliminate framing crews.

Also called foam core, stress skin or sandwich panels, structural insulated panels have an expanded polystyrene core pressure bonded between skins of plywood or oriented strand board.

They provide incredible strength, cost saving installation and, best of all, excellent insulation, reducing heating and cooling costs. The foam core acts like an ice chest, virtually eliminating air and moisture infiltration. Panels range from 4' x 8' up to 8' x 28'.

While sandwich panels were first introduced in the 1920s, they weren't used in quantity until about World War II, when they were especially useful in the aircraft industry. Mobile homes became a primary user and, by the 1980s, they were being used for walls, floors, roofs

and ceilings in residential and commercial buildings.

While the push is on to get retailers to stock 4 x 8's, panels are currently sold direct from the distributors.

The Merchant Magazine

Manufacturers admit public acceptance will be gradual. "The old ways die hard," explains Stan Dimmick, president of Korwall Industries. "The building industry has used 2 x 4's and 2 x 6's for many years. The building officials also are very wary of anything new or different. Trade unions are very skeptical of anything they don't control. The sandwich type construction does away with a framing crew altogether."

Company Promotes Wellness

In an effort to promote good health awareness and physical well being, Western Lumber Co., National City, Ca., recently held a half day health and wellness fair for employees and members of the community.

Service providers presented information relating to nutrition, physical fitness and medical health with blood pressure and cholesterol testing available. Displays included lectures, promotional material, prizes and give-aways.

(See editorial, p. 6 for some comments on wellness fairs.)

STIUGTURAT insulated panels can withstand literally tons of weight, as demonstrated by Fred Fischer, president of Fischer Corp., and lriend.

Rrfuod lur urlvrbd nriln| ptwcth that endow it with adunbges oor other wood specles. Now we haw improwd on the selectbn, soasoning, manufacturing and protectiw packaging of this spcies to deliwr Prcmhn l$ptty-the elil6 among tight knot redwood sillings.

>Eadr @ d Pnmhrm l(nfi is inrlMdually machins monitorcd b a$suro a moisturc mnlenl of €% or bss.

well as relieving drying strcses contribute to checking and lo knots.

>Tlgfrbr sbndrds of selection and gnding have also eliminated all cutouts formerly allowed.

>lnpmd pnbciln ond cap assures that all the values added at the mill are delhored to the pbsite. The end cap carries storago, application and finishing instructlons to enable those values to be properly utilized.

A handromoly rrw-toxturod nngo of available patterns includes Thick Butt Rabbot€d Bevel, V-Joint Tongue and Gpove, 1" Channel Shlplap, V-Shlplap, and trlm. Vlrtually all pattems haw undergone perfornance enhancflients including among others, increasing to %" the lap of the rabbet on the Thick Butt Bwel siding pattern.

ftopody llnlshd, Premlum Knot$ will provide attractive, affwdabb, longlasting perfonnancs. So rHexdthtln bostPromftrm Knony Sil kno[ rodxmd rldlry. Tlp obrhn duh. lltilnlly.

For information on avallabllfi and the name of your nearest source ol supply call:

Toll tno Pnmtum l(ndty Hofi Unr 1-800-63 7 -7 477

FAx707-822-7A89

The Redwood People

Simpson Timber Company Redwood Division P.O. Box 1169

Arcata, CA 95521-1169

CREDITS FROM TOP PIIOTO: ABCHITECT PAUL FELIERS; ABCHITECT FICHAFD KOTTLER; DESIGNER KNUT HOFNELAND; EUILDER RICHARD SIMELE: BUILD€R PETER PFLAUM.

Home lmprovement Changes

If home imfovement were a seesaw, the professional contractor would be on the downside with the do-it-yourselfer up.

Census Bureau data from last year shows a6.20/o decline to $37.3 billion in additions and remodels done by professionals, a 1.90/o drop to $18.1 billion in professional replacements like kitchens anda20.20/o increase to $51.3 billion in maintenance and repairs done by homeowners.

The $106.7 billion home improV'ement industry is undergoing renovations, repdrts The New York Times. Retail stores across the country are courting do-it-yourselfers, building 100,000 sq. ft. megastores with user-friendly tools and materials, all to help fledgling hobbyists become fearless builders.

"People used to believe only a professional could do tiling or install track lighting," Bernie Marcus, Home Depot chief executive, says. "That's utter nonsense."

Home improvement store strategies differ. Home Depot concentrates on items for which it can be

the dominant supplier. It walked away from a profitable $80 million unfinished furniture business because it could not be the leader, according to The Times. Although half of its customers are women, it refuses to stock non-repair items that might appeal to them. "We could be the biggest pantyhose seller in America, but we don't want to weaken the link in shoppers' minds between Home Depot and do-ityourself projects," Marcus explains.

Some stores, in contrast, display housewares, mirrors and houseplants prominently, hoping to attract women. Some chase buy-it-yourselfers who hire installers but select products themselves. Others copy Home Depot in holding clinics and retraining salespeople in hopes of making do-it-yourself home improvement less intimidating, the newspaper says.

Manufacturers also are courting the do-it-yourselfer, making products(easier to use. Shrink-wrapped packages of presized paneling or wainscotting with matching mould-

ing, cartons that fit into the family car for transport, elaborate installation instructions and how-to videos all aim at selling the homeowner on doing his own work.

Heated Competition ln Roofing

U.S. demand for roofing products is forecast to climb 2.60/o over the next five years to 221 million squares. In value, the market will expand less than 5% per year to $9.7 billion, as price competition within roofing product categories and between different materials continues to restrain dollar gains, predicted a Freedonia Group study.

Single-ply membrane-based elastomeric and modified bitumen roofing products will rise steadily, at the expense of built-up roofing, which is being disproportionately affected by the decline in new office building.

Though the largest category, asphalt shingles, and asphalt roll roofing will hold their own, they will experience competition from roof tile, with the advent of less expensive tiles. Cedar shingle and shake use will decline.

Metal roofing will record above

Experienced qccountqnts who know lheir businessqnd youts!

For 35 yeors we've provided fhe lorest products ond building motedols industry with ocgounting tox ond consulting services emphosizing procticol solutions We understond the inlricocies of the retoiler, wholesoler, mill, moulding plont treoting plont ond llus monufoctuter.

We offer oudlfing; reviewed ond compiled finonciol slotementq lox plonning ond ond pleporotion; monogement ond computer consultlng

osistonce In obtoinlng

average gains despite increasing competition from corrugated plastic roofing.

Home Genter Show Draws Top Execs

Home center/home improvement center and lumber & building material dealers comprised 630/o of the retailer attendees at the l99l National Home Center Show, according to a recently released audience survey.

Nearly a third of all retailers attending were from firms with more than five stores. Firms with annual sales of more than $l million were represented by 660h ofthe attendees, with 38% coming from firms topping the $10 million sales mark.

Despite an attendance decrease of nearly 140/o due to economic factors and international events, the show continued its l6 year tradition of

drawing the home improvement industry's top executives, buyers and important decision makers. Nearly a fourth of them reportedly attend no other show. Other show attendance reported included National Hardware Show (a8%); International Housewares Show (250lo); National Kitchen and Bath Show (l7olo)l National Association of Home Builders Show (7%); buying group shows 0o/il; regional association shows (80/o); wholesaler shows (80/o).

Of all the retailer and wholesaler attendees, 950/o identified themselves as owners, executives, managers, buyers or merchandisers. Nine out of l0 were involved in the purchasing decision for their firms and 60/o ordered or planned to order products as a direct result of seeing them at the show.

The show was ranked by 780/o of all attendees as valuable in identifying new products. In addition, 760lo rated the show valuable in finding

new vendors. When asked to rank the three trade shows that best met their business needs, 620lo named the Home Center Show and 4lolo named the Hardware Show.

In ranking potential locations of future shows, 850/o listed Chicago as first or second choice, far outdistancing Atlanta and Las Vegas. Sunday, Monday and Tuesday were preferred by a wide margin as convenient days to attend. February and March were rated as the most convenient times of the year to attend.

The l99l audience survey was mailed to 1,494 retailers and wholesalers randomly selected from registration records. The survey response rate was 460/0, a rate comparable with that for similar research after the 1990 show.

The 1992 National Home Center Show will be held March 8-10 at McCormick Place, Chicago, Il. Attendance information is available by calfine (800D 642-7469.

Time To Talk About Managing Change

In Search o/ Excellence author Tom Peters believes "our commercial affairs are undergoing a sea of change. Only those ready to confront and master change each day will thrive in the '90s and beyond. This is true for a company chiei a small business owner and a receptionist."

"The old ideas of loyalty, security and lifelong employment - as practiced by the Japanese (though far less than advertised). IBM and othersare nonsense today. Those who prepare themselves for change and growth will have the highest probability ofsuccess," he says,

By Les Sanders, CAE Executive Vice President Lumber Merchants Association of Northern California

If we agree with Peters, and I do, the way we think and communicate will also need changing. There usually is a sharp distinction between form and substance. Sometimes, however, form itself can affect substance. Vocabulary, for example, affects the discussion of substance: are they "freedom fighters" or "terrorists? "

Recognizing the importance of vocabulary, perhaps we should begin to use the phrase "change management" instead of "growth management." It is indisputable that the state of California, like many other states, is changing. California's ethnic composition is changing, the demographics of our population are changing, our cities are changing -

-

-

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September 1991

all regardless of whether we have growth. Growth is one element of change, but it is not the only element. Furthermore, growth often is itself a result of change.

At this year's meeting of the Western Regional Lumbermen's Council, l2 retail dealers and six association managers spent a half day talking about changes we see facing our industry. It was probably the most thought provoking session in my two year association with this industry. It is interesting how many good ideas can surface when people have round table discussions in a relaxed atmosphere with no phones ringing or other stress related interruptions. Many of the "kudos" go to Fred Caruso, our Mountain States colleague, who acted as monitor of the workshop.

At a recent Building Material Association Executives (BMRE) meeting, we also spent a good deal of time on how to posture our respective association federates to provide the programs and services to meet the members' changing needs. lt will be interesting to see how we respond, especially if we have to deep-six some long standing sacred cow programs.

Change, like death and taxes, is inevitable.

Salespeople In Short Supply

Retailers face a labor shortage in this decade. As critical as the labor shortage will be in other industries, retailing, especially in the position of sales associate, will be the hardest hit, says The Retailing Issues Letter.

Currently, inexperienced high school and college students and women fill sales positions. The interested, engaged and experienced professional salesperson is a vanishing breed, reports the newsletter. Salespeople need to relate to the most lucrative patron, the 35-55 year old customer, yet most employees in this age group are buyers or managers, if they're in retailing at all. Retail selling is not considered a serious career choice for many.

The lack of a respectable career track for sales associates compounds this dilemma. If sales associates want to make more money or be promoted, their only option is to go into management. Unfortunately, many of the best salespeople, the ones with

(Please turn to Page 53)

NEW PRODUCTIS

and selected sales aids

Fire Safe Hardboard

Super dense wood-based panels which protect against fire and heavy day-to-day wear and tear have been introduced by Masonite Corp.

Flame Test Industrial Panels are the only interior hardboard panels with a UL flame spread rating of 25 and a low smoke developed index of 10 or less.

Step Back Ups

Heavy duty step supports from Teco/Lumberlok provide added support for wood steps.

Made of 16 gauge, rust resistant galvanized steel, the supports fasten directly to stair stringers and are used in place of conventional pre-cut

Upscale Lattice

Estate Lattice and Grillwork from LWO Corp. use premium woods and superior construction to attract developers, builders and owners of fine homes.

The line features standard 4' x 8' size lattice and 3' x 6' grillwork panels. The lattice includes a widelath version in both diagonal and square patterns in an open English Garden style.

The grillwork combines narrow and wide wood strips in three variations to evoke an attractive oriental or California feel.

All items come in either redwood or western red cedar in clear and No. I grades only. They are glued and pinned rather than stapled.

Fire Retardancy Guarantee

Hickson Corp.'s 40 year warranty now covers Dricon fire retardant treated lumber. Previously the warranty involved only plywood roof sheathing.

Typical applications for Dricon FRT lumber are trusses. rafters. joists, framing and subflooring. Should they suffer damage caused by heat degradation within 40 years of installation, the warranty provides for full repair or replacement costs, including labor.

Their fire retardant properties are built in during manufacturing, not added later, so fire protection is said not to diminish due to age, humidity or wear. The fire retardant chemical treatment reportedly is non-leaching and noncorrosive and will not damage fasteners or other metal surfaces.

The paneling's smooth face readily accepts paint.

Garden Guardian

ScentFence from Home Specialties builds an invisible fence to keep rabbits and squirrels out of flowers, vegetables and shrubs.

Hung from a plant or stake, the plastic wafer emits the scent of a fox which activates a predator avoidance behavior in small animals.

It is made from all natural ingredients and lasts 30 to 45 davs.

stringers or wood cleats. Their unique design allows steps to be constructed from three 2 x 4's, two 2 x 6'sorasingle2x12.

The angle of the stringers can be adjusted according to deck height, and there is no need for notching of stringers. The supports are fastened to stringers and treads using 1/4" diameter by l/2" long galvanized lag screws.

Low Maintenance Swingers

Classique swinging patio doors from Kolbe & Kolbe now feature low maintenance clad exteriors.

The roll formed aluminum sheathing with clean overlapped corners comes in white, rustic and

beige. Matching extruded aluminum sliding screens are also available with charcoal fiberglass cloth or aluminum mesh screening.

The door also features automatic three-point locking, securing the door against weather and intruders at top, bottom and middle.

September 1991

Quick Wall Shelves

Wall-mounted storage various styles and shapes available from Plaskolite.

panels in are now

WallMates are molded in a high impact co-polymer material and install in minutes. They feature a high gloss finish and come in white, bone and dark gray.

Compact Material Handler

The powerful, maneuverable Pigmy Mini-Lift material handler from Teledyne Princeton is designed to ride to and from jobsites suspended from its forks, eliminating the need for a trailer or loss of valuable load space.

Tile Repair Plate

Klever Kover, a resilient plexiglass plate that hides and seals cracked tile around bathtub and shower fixtures, is new from Treadco Enterprises.

Made of lightweight, break resistant acrylic, the cover reportedly creates a waterproof seal that eliminates mildew build up and seepage behind damaged tile.

It comes in a variety of high gloss decorator colors.

Gift Certificates

Custom gift certificates to be used as big ticket sales incentives, components of a direct mail campaign, tokens of good will or seasonal promotions are available from Dismar Corp.

High Powered l-Joists

A new generation of wood I-joists said to make more efficient use of wood than solid sawn joists or other I-joists while spanning longer distances and carrying heavier loads than its predecessors has been introduced by Trus Joist Corp.

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

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

Slim Roof Vent

Shinglevent II-9, the newest shingle-over-ridge vent, now with a 9" wide design to fit the latest styles of enhanced hip and ridge caps, has been introduced by Air Vent.

Features include 7/8" height, making it virtually invisible from the ground; external wind-baflle system,

Design rated to lift and load up to 2,500 lbs., the lift reportedly allows one man to load virtually any palletized cargo, transport it and unload it, all in a fraction of the normal time.

Standard features include unique, double action lift cylinders, electronic-over-hydraulic control system, flotation-mounted operator control handle, two-stage mast with lift chain assembly, adjustable forks (8" to 49"), load cushioning pneumatic tires and choice of gasoline or propane engine.

Currently awaiting code acceptance, the Performance Plus Series joists feature an improved web. The new webs ieportedly have greater durability and moisture resistance

which helps deflect snow, rain and insects, and unique weather filter.

It is designed for use on all roof pitches from 3/12 to 16/12.

than commodity oriented strand board webs and greater shear strength and stiffness than plywood webs.

Additionally, advances in TJI's Micro:Lam laminated veneer lumber process have allowed the company to create smaller yet stronger flanges.

Messless Caulk

Tub & Tile Caulk has been added to W.J. Dennis & Co.'s Home Care Helpers line.

Designed to offer an instant waterproof barrier to bathtub seams and kitchen tiles, the caulk is simply peeled and pressed into place without tools. lt reportedly dries fast without splitting or cracking. The unused portion remains fresh and flexible when replaced in the plastic lnner wrap.

Two size rolls in either white or almond are available.

MItt DIRECT

Seruing

The Entire West

Dovid Billingsley

George Hommonn

Fox 916-624-9175

1916l Cr24-8222

lsooltzr-1706

INTERMOUNTAIN FUtt SERVTCE DISTRIBUTION CENTER

Serving Utah. Nevada, Arizona, Colorado.

Korl Gore

Chuck Story

Kevin Prott

Todd Dovis

Motthew Thomos

Fox 801-782-9652

l8or | 7a2-8OeO

lsool e62-878O

Ornamental lron Fencing

Ornamental iron fencing in three styles and five heights is now available from Leslie-Locke.

The Columbia style features clean, simple lines that accentuate a broad range of architectural styles. The Classic has spearpoint tips on vertical members offering an elegant picket look. The Classic Deluxe has triple horizontal rails with alternating long and short spearpointed pickets.

For hills and stairs, adjustable pitch ornamental iron fencing comes in 8' sections in the Columbia design.

I PINE finger joint & solid moldings

I PINE shop lumber, commons, finger joint jambs & frames

I OAK picture frame moldings, selected furniture details

I

products T

September 1991

Stix Pack

Macco Liquid Nails panel and construction adhesive is now offered in a handy carrier.

justable transom kit and divided light rectangular transom head. Dentil moulding is offered as a trim option.

Bag Hoop

The Handy-l loop, a two-piece polyethylene hoop designed to keep plastic bags open for easier clean up, has been introduced by Petro Extrusion Technologies.

Entrance trim and decorative heads can accommodate single doors, single doors with one or two sidelights or double doors.

A snap on ring ensures the hoop stays attached and the bag remains open. The hoop also acts as a handle so the bag can be hung and used for laundry or recyclable cans or bottles.

Stocked on the shelf, the Stix Pak acts as a billboard to merchandise the fl exible waterproof adhesive.

Entry Trim

Entrance trim for Nicolai wood entrance doors can be combined into l9 different designs.

The entrance trim consists of adjustable, primed pilasters, mullions and top shelf. The basic trim is combined with any of eight different head options.

The line includes a sunburst head, ellipitical transom head, two elliptical interior casing styles, adjustable ram's head, adjustable frieze board head, adjustable pediment head, ad-

The Insulator ll

The Versi-Foam System I portable polyurethane foam insulation dispensing kit has been redesigned by RHH Foam Systems.

The kit dispenses a full cu. ft. of foam with an R-value of 7 per inch. It features a positive activation system which eliminates valve torquing, preventing off-ratio foam, and a slim-tip mixing/dispensing nozzle which permits operation in narrow and limited access areas. A carrying strap allows the user to operate the kit with one hand.

The System I is for small applications, with refillable kits and systems for larger jobs also offered.

QUATTTY REDIIOOD PRODUCTS

DECKINC F'ENCINC KILN DRIED UPPERS & TIMBDRS

UNSEASONED SURNACED & ROUCH UPPERS & COMMONS

BALUSTER STOCK PKEMIUM AIR DKIED SELECT RABBETTED BEVEL SIDINC

Redwood Empire Sau;mills at Clouerdale (llwg 7O7lSonoma Cnuntg) and Soledad (Ilwg 7O7lMontereg County), Ca., ship bU flat car, pig van and truck & trailer in full or partial loads.

TO.OOO.OOO BF OF

Gustom Curves

Made-To-Fit-Mouldings from Outwater Plastic/lndustries provide a curved millwork look and onepiece construction without lamination defects or section splicing connections.

tions in lengths up to l2 ft., they can achieve perfect radiuses, column covers, arches and window headers. The durable polymer material is flexible to ensure an exact fit.

They come in virtually every standard wood moulding pattern, can be quickly fastened with naits and glue, painted, stained, and cut. sanded and shaped with typical woodworking equipment.

The Merchant Magazine accommodates up to 3 gallons of paint. Covers are epoxy glued to a high quality industrial core with plastic end caps.

Manufactured to exact specifica-

Oversized Roller Kit

An extra large 18" refillable paint roller frame, cover and 18" roller tray have been packaged into one kit by Kiefer Brushes.

All items in the 18" Bis Bov Kit are rust proof and may be-used-with latex water-based paints, finishes and sealers.

Styles include casings, brick moulds, bases, quarter rounds, base caps, back bands, crowns, drip caps, rosettes, flat stocks, 90" base moulding, round corner blocks, plant ons, jamb stocks, coves, chair rails and styles to match Orac Decor polyurethane cornice and panel mouldings.

Drywall Pouches

The industrial roller frame of hieh impact plastic and plated steel w-ill accept a standard or jumbo size cover. The durable plastic tray

Where to turn for the right computer solution.

As an IBM Business Partner. Dimensions can help. We know IBM products. And because we have in-depth experience in your industry, we know your needs. Let us show you how today's computer solutions can work for your business.

Dimensions - your business partner with over 25 years experience in the building materials industry.

Ask your Dimensions representative how IBM and Dimensions can work for you.

A new line of drywall pouches made from soft, durable and resilient Dupont Cordura nylon has been introduced by Goldblatt Tool Co. Pouches feature a large belt loop and two nylon-stitched pockets for tools, nails or drywall screws. All stitching is rivet reinforced. Pouches come in navy blue and oranee/black.

September 1991

Handy Measurements

The new l/4" Powerlock tape rule from Stanley Tools is slim, trim and small enough to fit inside a pocket and even around a large pipe.

The tape rule is ideal for measuring the circumference and diameter of a cylinder, since it has a diameter scale in 64ths of an inch increments up to 3 ft. on the back side of a protected blade that withstands abrasion and resists rust.

contoured, foam-cushioned, adjustable seat.

Versatile Cleaner

Urban Solution, a hard surface water base cleaner, is new from Loveapple Products.

The biodegradable, non-phosphate cleaner/degreaser comes in quart, gallon and five gallon containers.

Other features include choice of gasoline, LPG or diesel engine; wide Vista masts for excellent forward visibility; hydrostatic steering axle, and one-piece hood for quick, easy access to the engine compartment.

For more information on New Products write The Merchant Magazine,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!

The strong, lightweight case adds durability and carrying ease.

The Latest In Lifts

Heavy duty lift trucks with high operator comfort and ease of control have been introduced by Hyster Co.

With capacities of 13,500 to 15,500 lbs., the SpaceSaver 135l55XL trucks offer easy on/off access, convenient location of controls, easy-to-read instruments and a

44.|8 N( Heller Rd. Roseburg, Orogon 97470

tqx 5031672-5676 so3t672-6528

Ouolitu lUcstein Cedor

PostsoRoilsoPickets

Rainbow Shutters

The new Town & Country plastic louvered shutter from Reynolds Metals Co. offers low maintenance in a wide variety of colors. Because of their one-piece molded plastic construction, shutters reportedly won't absorb moisture, swell or warp like wood.

Wallpaper Tower

A free standing tower from Howard Fixtures displays 64 patterns of wallpaper in only 42 sq. in. of floor space.

The94" high merchandiser stores 1,536 single rolls of20-1/2" stock. It comes in 32 or 48 pattern units.

Sturdy construction allows the tower to be moved with a pallet jack while filled with wallpaper to facilitate rearranging store layouts.

They are available rn and 35" to 80" lengths.

Fire Blocks

A new glass block frame from Glashaus, Inc. has been UL approved for 45-minute protected openings in one hour-rated gypsumboard walls.

Reportedly, all glass blocks previously tested achieved this fire rating only when installed in masonry walls.

Using the new hollow metal frame, fire-rated installations may 14" widths incorporate the standard Weck block or the 3" Thinline block.

FNNE GRAIN DOUGLAS FNR

Sales . Bob J{orton Mark Smith

Phone: (503) 874-2236

FAX (503) 874-2123

P.O. Box 7 Riddle, Oregon 97469

September 1991

Fast Selling Flooring

New 6' x 9' and 9' x 12 precut remnant roll collections from Colmar Industries allow consumers to quickly and easily select pre-cut, individually wrapped vinyl flooring for laster turns.

Made of virtually unbreakable plastic. the device fits over exterior hose bibs and can be keyed to any number of combinations.

Water Lock

A low cost locking device which allows multi-housing managers to control use of exterior faucets is new from Waterguard.

Safe Strippers

Two new environmentally safe, no mess paint stripping products have been introduced by Innovative Solvents.

Maxi-Strip, a convenient, impregnated cloth, is uncurled from the can, cut into strips and smoothed on painted surfaces. lt is said to remove most coatings within 15 minutes.

Inno-Strip comes in half gallon

and quart cans to provide a third more surface coverage than traditional strippers.

Skid-Free Surface

A new decking and flooring panel with a unique skid-resistant surface has been developed by Medalist/ M&S.

The Polytexture LS panel has a slightly textured polyethylene overlay bonded to an exterior plywood substrate. The panel is ideal for mezzanine decks, portable stage floors, patio decks, swimming pool decks. marina docks and other areas requiring skid resistance.

Picture Framing Kit

A complete five piece picture framing set from Swanson Tool Co. includes everything needed to produce sturdy, professional looking frames.

Four 90'corner clamps hold frames steady so all corners can be glued, stapled or nailed when assembling framing or screening. A miter saw guide ensures frames, moulding and trim are cut at accurate 45'angles. The guide adjusts to fit a crosscut saw blade or backsaw.

Prehistoric Hangings

"Fossil Fuel," l6 feet of authentically depicted dinosaur species, is the newest theme in Environmental Graphics' "Border Posters" series.

The colorful, educational wallcoverings borders are 93/4" wide and pre-cut into 4' sections f6r easy hanging. They are pre-pasted, washable and strippable. Four color combinations are available.

For more information on New Products write The Merchont Magazine, 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!

Die cast of high strength aluminum alloy, the set is available in the five piece set or individually packaged preces.

Tough Handled Tools

Six new tools have been added to Structron's line of professional grade, extra-strong fiberglasshandled digging and cutting tools.

accurate enough for construction use can be printed out.

Containing pre-drawn architectural symbols for furniture, fixtures, appliances, electrical outlets and even phone jacks, uone lets d-i-yers explore various floorplans by moving or rotating any of the elements, including walls, doors and windows.

Faucet Wrench

A new plumbing tool from Perfecto Products reportedly makes it easy to quickly remove faucet hold down nuts to facilitate changing and repairing faucets.

The tool solves the problem of dealing with nuts which frequently become corroded.

Introducing a New Product?

Please send details to New Products Editor, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

Now offered are a spading fork, grain scoop, posthole digger and three shears and loppers.

Home Maker

HoME, a fun, easy-to-use home design program for IBM and compatible personal computers, is new from Generic Software.

The product's easy-to-understand tutorial, on-line help, simple mousedriven menus and single-page starter sheet reportedly allow users to be up and running in less than 20 minutes.

It is said to provide realistic detail including precision room measurements, square footage calculations and room labels/plan notes produced in architectural script. Finished plans

National Forest Products Week

"Forests Forever: Our Green Cuarantee" is the theme of this year's National Forest Products Week, a special salute to America's most renewable natural resource and to the many products it provides, to be celebrated Oct. 20-26.

iCREEN

Nqilonol Forest Products Week

October 2V26,1991

Created each year by Act of Congress to remind all Americans of the importance of our forests and the products they provide in our everyday lives, the celebration also calls attention to the need for productive

and healthy forests to meet the nation's and the world's demand for forest products.

ln 1990, each American used an average of68l pounds ofpaper products and 43 cubic feet of lumber and plywood. America also exported forest products valued at about $15 billion. The United States was a net exporter of lumber and wood products and of several paper commodities, including industrial packaging, paper and paperboard, and waste paper.

"Fortunately, America's forests are healthier today than ever," said J. Carter Fox, president and ceo of Chesapeake Corp., and chairman of the American Forest Council. "The United States actually grows more wood each year than it harvests or loses to insects and diseases combined, thanks to the ambitious replanting efforts of our timberland owners."

"ln fact," said Fox, "today we

have 731 million acres of forestland in the United States, more trees than we had 70 years ago, and about twothirds of the forest cover that existed in the 1600s. That's pretty remarkable, given that the population of the United States has increased more than 5,000%. Through its emphasis on replanting and natural regeneration, America's forest products industry is guaranteeing that we'll keep this country green."

Currently, the United States is the world's leading producer and consumer of forest products. According to the Bureau of Commerce, the nation's forest products industry ranks among the top l0 employers in 40 of the 50 states, directly employing some 1.6 million people with an annual payroll of around $43.5 billion. This figure doesn't count the many thousands more who indirectly make their living from forest management and forest products man ufacturing.

you enioy talking lumber with people who know how it's produced, where it's produced, and who produces it, call us. We have over 100 years'experience at disposal.

Douglas fir, pine, green & dry hemlock, white fir, plywood

September 1991

Short Supply

lContinuetl l'rorn page 41) an inner drive who love to sell. are going against their strengths as managers, the report points out.

The cure recommended is ongoing employee education training for both sales associates and managers with emphasis on personal gain. Innovation, communication, bonding with customers as well as listening, being flexible and practicing new skills must be part of any sales training, the newsletter concludes.

Fire Destroys Oregon Mill

Fire decimated Bohemia, Inc.'s shuttered Culp Creek, Or., sawmill and plywood plant.

The 4:00 p.m. July 29 blaze was believed to have started from a smoldering spark from a subcontractor's dismantling torch, said Bohemia's Bud Stewart.

The plant was closed permanently last year and sold at auction in May to various buyers. Only one of the buildings still belonged to Bohemia. "lnvestigators are still trying to determine which buyers had

retrieved their stuff and which hadn't since so much was burned beyond recognition," Stewart said.

Enviro Groups Suffering

Revenues have fallen by as much as 500/o for many of the country's leading environmental groups, including Conservation Interna-

TIMBERS

tional, Greenpeace U.S.A., the Sierra Club, the Wildlife Federation and the Wilderness Society, reports Outside Magazine.

The National Wildlife Federation blames declining donations on the recession. The magazine predicts an increase in "consumer/corporate marketing," such as the Sprint and MCI promotions.

REDWOOD

Build roofing sales

(Continued from page l4)

porous and resists deterioration, so requires little maintenance. Slate can be easily replaced when cracked or broken. Roofs last 50* years.

Metal roo./ing is used on main roof decks, primarily of commercial and industrial buildings, or on the flat decks ofdormers, porches and entryways. lt comes in shakes, shingles, tiles, panels or sheets in various styles, including flat, corrugated or ribbed, and standing seam. Aluminum is most common, but also used are galvanized steel, copper, copper-coated galvanized steel or aluminum, terne metal, tin and lead.

With a service life of 20 or more years, metal roofs are fireproof and offer good weather resistance, though they are susceptible to denting and scratching. They weigh less than most nonmetal roofing materials per roof square. Metal roofing is noisy when it rains and subject to some expansion and contraction as temperatures change,

which may cause fasteners to pull loose from the nailing base.

Fiber cement shingles are thicker and heavier than asphalt shingles, fireproof, very rigid, strong and durable, with a service life of 50 years or more. They aren't as heavy as slate or tile, but still require a strong roof framework.

They need minimal maintenance and installation, while not difficult, is usually performed by a contractor.

Built up roofing has a roof membrane consisting of three to five layers of roofing felt, each coated with hot or cold-mopped asphalt, or with a cap sheet. They are classified as 10, 15 or 20 year roofs, depending on the number of membrane layers and the method of application.

Membranes are subject to alligatoring, splitting, ridging and other forms of deterioration caused by exposure to weather conditions.

Built up roofing is usually installed on flat roofs on commercial type structures by a roofing contractor who specializes in this type of work.

Commercial roofs are increasingly being constructed with modiJied bitu-

SWANEZE

L l tt NAIIS

. No Staining

o No Streaking

Highest qualily nails for cedar, redwood and other fine wood materials.

o Slender shank and blunt diamond ooint

r Diamond oattern

head blends with wood texture o Small

head diameter Dermits

face nailing and blind

nailing r Annular ring threads oreclude nail head popping and cupping of siding boards AlSl Grade 304 nickel/chromium alloy.

For additional data

ttlbod Screws

Self-counter sinking bugle and trim heads

o Souare drive recess eliminates driver bit cam-out . Sharp point for quick penetration with minimal pressure r Self-tapping coarse threads . Coated with non-stick, dry lubricating film r Solid nickel/ chrome stainless steel for suoerior corrosion resistance r 6 lengths: 1" through 3"

swcrnsecure Products, lnc.

The Merchant Magazine

men systems, which combine modified asphalt with a glass fiber and/or polyester mat. Modifying the asphalt improves the membrane's thermoplastic characteristics. Modified asphalt retains its oils longer, increasing the cold climate flexibility and UV resistance of the membrane and resulting in a more durable, longer lasting membrane with superior waterproofing. Rolls are readily installed by contractors. Popular in reroofing are elastomeric coatings, which are applied over existing roofing to repair, protect and preserve it. The energy eflicient products are affordable and easily applied by homeowners. Average effectiveness is about five vears.

IS THIS your own copy of The Merchant Magazine? If not, see page 4 of this issue to learn how to get your own subscription. Don't be left out on what's going on. What you know can save you money and make vou monev.

DET $100.00M/080

DET $100.00M/080

September 1991

A Manager's Secret Weapon

Good sales people aren't hired, they are developed by managers who hire good people and help them develop selling skills and knowledge.

Although sales managers should identify what motivates individual employees, they cannot motivate them. Salespeople must motivate themselves. Managers can only provide training, skills and knowledge. One sales trainer says, "You can light a fire under a snail, but you won't get a motivated snail. You'll get escargot."

Good training can have a positive effect on confidence levels. lt contributes to higher self-esteem, creating more job satisfaction and improved job performance. Knowledge is empowering.

Effective training can reduce turnover among employees. lt also improves communication among sales associates, sales managers and store management and increases teamwork.

Before training, employees should be asked specific questions to focus their attention and help the sales manager to tailor training to the

needs of the group. They should be asked if they want to learn, what they specifically want help in, why they want it and how they'll use it. They also need to tell the manager how he will be able to measure their improvement (more sales, higher dollar sales, etc.) and how they absorb information best (hearing, seeing or doing).

Give Customers The Shakes

Sociologists have long talked about bonding, but now sales

trainers are recommending it to retail salespeople.

Greeting a customer with a handshake, introducing yourself and learning the customer's name immediately is being taught in some sales training classes. Feedback from those practicing the technique is favorable.

Customers reportedly respond well, treat salespeople with a different attitude, are less likely to say they are just looking and remember salespeople on return visits.

AHL FOREST PRODUCIS

the Heart of the Redwoods

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

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

NEW LITIERAIIURE

Millwork Surveys

"1991 Employee Wage & F'ringe Benefit Survey" and "Moulding Mill Job (Occupation) Descriptions" are $350 ea. from Wood Moulding & Millwork Producers Association. Box 25278. Portland, Or.91225.

Shingle File

A Fancy Cuts decorative red cedar shingles brochure is free from Shakertown, (800) 426-8970.

Shipping By Rail

The Roilroad Shipper's Guide, a 48-p. booklet of how-to's and tips for railroad shippers and receivers, is $19.95 from DGC Inc., 6900 Warwick, Shawnee Mission. Ks. 66218. (913) 962-9211.

Exterior Siding

Information on lightweight composite board siding is free from Cladwood, 427 Main St., Oregon City, Or. 97045.

Software Extras

The Version 6.0 RealWorld Enlnncemenl Directory, a reference of hundreds ofsoftware add-on products and ports, is $50 from RealWorld, (800) 678-6336.

Hardwood Plywood Testing

A brochure on the Hardwood Plywood Association's testing laboratory is free from HPMA, Box 2789, Reston, Ya.22090.

Cutting Callbacks

"Builder Tips: Cut Callbacks Statement Stuffer," a flier that fits inside a standard billing envelope, is $5 per 100 from American Plywood Association, Box 11700. Tacoma. Wa.984ll.

Quake Proof Connectors

"Connectors lor Earthquake-Resistant Construction" is free lrom Simpson Strong-Tie, llox 1568, San Leandro, Ca. 94577.

Latino

Forest Products

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

Millwork Encyclopedia

A 68-p. catalog of moulding profiles, door and window components is available from Smith Millwork, (800) 6542124. or in N.C.. (800) 222-8498.

Side Show

"A Perfect Fit," a 6-min. Colorlok siding video, is $5.95 lrom Masonite Corp., I S. Wacker Dr., Chicago, Il. 60606.

Lift Trucks & OSHA

The 28-p. "OSHA, What It Means to the Owners of Powered Industrial Trucks" is free from Hyster, (800) 221lt9t.

Platform Trucks

A 4-p. platlorm truck brochure is free from Dura Products, (800) 765-3872.

Recycling Report

"Recycling: lt's Everyone's Business" is free from Homasote. (800) 2579491.

Particleboard Production

"1990 U.S. Industry Annual Shipments & Production: Particleboard & Medium Density Fiberboard" is free from National Particleboard Association. 18928 Premiere Ct., Gaithersburg, Md. 20879.

Forest Products ./iom Latin America: An Almanac o/ the State o/ the Knowledge & the State ol the Art is available from Forest Products Laboratory, I Gifford Pinchot Dr.. Madison. Wi. 53708.

Cabinet Handiwork

The 192-p. paperback Making Kitchen Cabinct Accessories is $12.95 from Sterling Publishing Co., 387 Park Ave. S., New York, N.Y. 10016.

All

Purpose Insulation

A l99l products and specifications catalog on Styrofoam brand insulation for roofs, walls and foundations is free from Dow, (800) 441-4369.

? HOUGH a hardwood botanI ically. basswood is baby soft in texture, even more so than many of the commercial pines and other true softwoods.

Because of its extra soft texture plus its lack of warping tendencies and lightness in weight and color, basswood is a f,avorite with pattern makers. lt has the added advantage over some pines and other competing softwoods in that it contains no resin, so it never becomes sticky in handling.

Most of the basswood cut in the United States comes from the species Tilia americana,bul there are l6 other closely related species of basswood which also contribute to

Story at a Glance

Hardwood softie is smooth,lightweight and light colored often substituted in traditional softwood applications weak but it works well.

Basswoodl a soft hardwood

Trees grow rapidly, occasionally reaching diameters of 4 feet and heights of 130 feet. Trademarks include large heart-shaped leaves, blossoms containing a very sweet smelling nectar from which bees make choice honey, and hardshelled seeds which appear in clusters of about five or six, suspended on a thin-branched stem.

stained and polished without difficulty.

The timber is not durable. Logs are liable to attack by the longhorn beetle and the sapwood by the common furniture beetle. The wood is permeable for preservation treatment.

the supply. lt grows along the east coast of Canada and in every state east of the Rocky Mountains, with more than half the total yield coming from the Great Lakes states. lt thrives in rich. welldrained soil such as is found along the banks of rivers and streams.

It is also known as American whitewood, lime tree, American linden, whitewood and. in the United Kingdom, American lime.

Wood is creamy white to pale pinkish-brown, straight grained and often streaked with short "pencil lines" of dark brown. lts fine, even texture results from the tree's uniform growth and lack of contrast between early and latewood zones. Basswood weighs only 26 lbs. per cubic foot at 120/o moisture content. similar to southern willow.

The wood is weak, with very low strength properties and a poor steam bending classification. lt does dry rather quickly with little distortion or degrade and minimal movement in service.

Basswood works very easily with both hand and power tools. lt nails, screws and glues nicely and can be

Its long list of uses is mostly comprised of those which demand a light, soft wood. Included are drawing boards, picture frames, moulding, honeycomb frames, beehives, venetian blinds, trunks and luggage, constructional veneer and plywood, core stock in veneer panels, hand carving, turnery, piano keys, louvers, mallet heads, match splints, wood wool, cooperage, high class joinery, toys, chip baskets, small laminated articles, boxes, crates, and laundry and dairy appliances. Since it is odorless, it's also used for food containers and pulpwood in certain specialized branches of the paper industry.

Basswood lumber is available in all regular lengths, thicknesses and grades.

CLASSIFIEE ADVERlIISEMEN1IS

WHOLESAT,E l,UM liER company looking ior experienced self-motivated sales person with own following in hardwood and/or softwood sales. Commission plan up to 5001r. Friendly atmosphere to work in. Call Sierra Madre Lumber Sales lor an interview. (714) 68 I -895s.

SEEKING outside salesperson experienced in retail lumber & building materials for Orange County/Los Angeles, Ca., County area. Send resume and salary history to Box 625, c/o The Merchant Magazine.

l,OS ANGELES wholesale moulding and flooring company has an immediate opening for experienced outside sales person with product knowledge. Excellent salary/commissions. Please contact Omer Katzir. (818) 9889663.

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 The Merchant Msgrzine,4500 Crnpus Dr., Suite 480, Newport Beach, Ca.92660. Make checks payable to The Merchent Magazine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

NORTHIIRN CAI,IFORNIA lumber company seeks self-motivated experienced sales person. [:xcellent working conditions, benefits. Build a future. Call Tom Jensen lor interview. (916)666-1991.

PROFESSIONAI, TRADERS

with expertise and a good reputation in specialty lumber products are needed at Cascade Empire Corporation. Our growing company, with current annual sales of $145 million, wishes to double its size within the next five years. lf you're interested in a future with a forward thinking company, please respond to Ray B. Haroldson, president, (800) 767-8371. All responses will be held in strictest confidence.

DYNAMIC FULL MANAGER position for small retail lumber yard/hardware store in Sacramento. Ca.. area. MUST HAVE: Full working knowledge of lumber/building materials industries, knowledge of bidding (retail & contractor) and lumber take-offs. Prior management experience necessary. Salary and benelits commensurate with experience and capabilities. Send resume and salary history/expectations to: P.O. Box 591, Rancho Cordova, Ca. 95741.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Twisted and weathered 2x4 and wider, 4x6 and wider, economy green or dry, mixed species. Call Bill Hunter or Bruce Benton. Hunter Woodworks, Ql3) 775-2544; (213) 835-5671.

for all types of work

z Balanced for ease of handling

COPELAND L[.IMBER WISHESTO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland,Or.97212, Attention John Matschiner, Real Estate Managcr. (503) 232-7181 All inquiries kept confidential.

FOR SAt,E: Model H-1801-H 18,000 lb. 1986 Hyster forklift. Good condition. (213) 583t381.

OPPORTUNITY in. South Central ldahoProgressive lumberyard, established in the 1940s. Family owned. Good potential. Surrounding area has excellent building market. $80,000 plus inventory. Call Three M Realty at (208) 733-5336 or Colleen Brown at (208) 733-5446.

FIVE ACRES for lease in "lumber friendly" Inland Empire, Ca. We'll develop to your requirements. Call Don Day, (714) 337-2659. See our ad on page 53 for details.

RETAIL LUMBER yard, 93,000 sq. ft. yard, 2,400 sq. ft. store, plentiful storage sheds. Eastern Los Angeles, Ca., county. Call Bob Halbert, \213) 513-6662.

Order Blank

Company Name (if any)

Address StateZip -

Phone ( Your Name COPY

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking (213) 422-0426.

AT A LOSS for words? Can't find the right card? "Dial a Poem" customized rhymes. Call Timmy the Poet, (213) 928-7808, or send personalized info to Ken Thim, 7507 Finevale Dr., Downey, Ca.90240. Allow two weeks for completion. $20 payable on performance.

Gets Results

GHARGES: $21.00 (25 word minimum)

.7O each additional word

.7O phone number'

4.2O address'

6.00 centered copy, Per line ...

6.00 headline.

6.00 box number

6.00 special border.

$21.00

PRINT YOUR TOTAL HERE $

'Phon€ number and address can be part of 25 word minimum. (phone number: 1 word, addr€$: 6 words)

A $45 per column inch rate applies to camera ready copy; $55 if we set th.e type.

tr Assign a box number and mail my replies daily.

TO RUN:

BUVERS'GUIDE

_SOUTHERN CALIFORNIA- SAN FRANCISCO BAY AREA LOSANGELESAREA

Accurate Planing lvlill Co

Ameacan Hardwood Co

Baxler & Co, JH

Berkol Mlg. Co.

Beverly l\.lanufacluring Co.

Buchanan Hardwmd Q13l 774-2A46

Burns Lumber Co

Caprtal Lumber Co

Catroll Moulding Co

Cascade Impire

Chozen Truckinq Co Cms Head I umber & Plywmd

3C Truckrnq

nooley Lumber Co

Iclectic Products

tl&El Wmd Products Corp

l-ounlarn Lumber Co [d

Fremonl Foresl Producls

Gemini Foresl Producls

Georgia-Pacilic C0rp. (213) 968-5551

Georqra-Pacific C0rp lSan Fernando)

Graltan & Sons, Dave (800) 468-9513

Hull Lumber Co. (800) 347-HUFF

Inland limber Co

Johnston Hardwmd (800) 247-9486

Jones Wholesale I umber Co

keep 0n Trucking

Lane Stanton Vance I umber Assn of So. Calif.

i,lacBealh Hardwood

Maple Bros.. Inc l\4ouldings

Marquail Wolfe I umber Co..

Mutual lvouldrnqand LumberC0.

North Amencan Plywmd Corp

Pacifrc Lumber Terminal

Pacrfic Mrll & Lumber

Panel Tex, Inc (714) 529-9008 (B1B) S68-9322

Parr I umber Co.

GREATERSAI{ DIEGOABEA

American Mill & Manulacturino

Baker Hardwood

Burns lumberC0.

Fountain Lumber Co., Ed

Fremont Forest Products (800) 445-4923

Frosl Hardwood Lumber Co

Georgia-Pacrlic Corp.

Lane Stanlon Vance

Maple 8ros., Inc. Moulding

Western Wood Preservers Inslitute Weyerhaeuser co.

oRANGE, R|VERSIDE & sal{ BEBl{ARDtl{O COUl{TIES

All Coasl foresl Producls

Allgeier Compuler Corp.

Amencan Hardwmd Co

Anfinson I umber Sales

Beadex Manulacluring

Bear foresl Products

Bohannon Lumber Co

Burns Lumber Co

Cal Plus forest Producls

Cal Slate Forest Products . (800)

Calilornia Hardwmds $001

Calrlornia Lumber Insptrtron Servrce

C8L Lumber Co.

Canlor USA. Corp

I umber Co

Mouldinq Co Coastal Lumber Co

tlEFl Wood Producls Corp

t vergreen Lunber 8 Moldrng

fontana Wholesale Lumber

Founlain lumb€r Co, t d

Fremonl Forest

BaxlerECo.,JH.

8€aver Lumber Co Eerdex Int€rnational Big Creek Lumber Co.

NORTHERN AND CENTRAL CALIFORNIA

ARCAIA/EURE KA/FORTUtII

Beaver Lumber Co.

Blue Lake Foresl Products

Bracul Inlernational

8(ll t umber Co

Costa Tfucking. Jm

I ouisiana.Pacrlic Corp.

Miller Redwood Co

Bedwood hspeclron Service

schmidbauer Lumber, Inc

Srmpson Trmber Co.

lhrversl Forest ProduCtS

AU8URil/GRtSS UAU.EY/0Rt)Vtu.E

All.Cmsl Forest Products, Inc.

Cal State Forest Products (800) 350-3002

rorest Products Marketing. hc.

Marble Mountarn Sluds

Yuba ffrv€r Specralty Milhng

8t(ERSFtEt 0

Pacilic Wmd Preserving ol Bakerslield Corp. (800) 582'3950

ct 0IERllil.E

All-Cmsl Forest Products

Eowman Lumber Sales

Loursiana-Pacific Corp

Redwmd Empire 1707) 894-4241

F|lRT ERAGG

Georgia-Pacrlic Corp. (Redwmdl

Harwood Products

Holmes I umber Co., l-red C.

FRtSt{0

Georgia-PacrlicWarehouse ..

InternationalForestProducls

Pacific ForeslProducts

Sequoia Forest Induskies

SieraForeslProducts..

Weslern Woods

Weyerhaeuser C0. (800) 742'193S

White Brothers

Wmdwork Inslitute 0l Calil0rnia ...

t|}s Btt0s

OMK-Pacilic .

n00EsT0

Calitornia Sugar & Western Pine Agency

Keller Lumber Sales (Merced) .........

Meyer Moulding & Millwork.

Snider Lumber Products

Thunderbolt wmd Treating, Inc. (No. ca.)

Nikkel Corp., The

Pacific Millwork Inc.......

Pacific Southeasl Foresl Producls

P & M Cedar Products

PGL Building Products.........

Rossmann, lilacDonald & Benetti, Siskiyou Forest Products

Stmkton Wholesale

Thomas Forest Products, J.t4.

Timberline Products, Inc.

Union Foresl Products

Union Planing iilill

Unity Forest Products

Universal Foresl Producls

Waldron Forest Products

Weslern wood Treating Co. .

Weyerhaeuser Co.

White Brothers

srilTr R0st tREl

Andel Forest Products

Capital Lumber Co.

Gmrgia-Pacific Corp.

Kelleher Lumber Co.

Marlin Foresl Industries

uKilll/tltuTs

Ahl For6t Products

All Heart Lumber Co., Inc.

Cal C@st Wholesale Lumber, lnc.

Louisiana-PacilicCorp.

Performance Coatings, Inc.

Redwmd Cmst Lumbsr Co.

Western Woods, Inc.

Willits Bedwood Co.

PACIFIC NORTHWEST STA ROCKY MOUNTAINS-

COLORADO

c Corp. (Tacoma)

Georgia-Pacilic Corp. (Seattle) Pacific Western Lumber PGL Eurlding Products (Auburn)

Burlding Products (Kenmore)

Burlding Products (Marysville)

Timber Co.

Lumber Co.

Wmd Preserving Co.

Co. (Seattle)

Co. (Tacoma)

OFEGOl{

ALASKA

SOUTHWEST

aRtzol{A

Anexotbone-of-a-Ei'ndwood. Beautiful. D$abb. Resistantta detuy m[water. Uniformn cofar. Smootfr.Aromatic.Andnow steadynsupptyforavaneE of wu:Boatp(anI<mgmtr lunberc, Tanfr"stoc6", FhmestocA, Patio derfuinq, Ffoomq, Stadntmqradu, Pane[inq, D'mensun, C[zars anf Slwp

DELTA CEDAR PRODUCTS. LTD. Vancouver. B.C. T-\, Phone (604) 583-381s Fax (60a) 583-3813

OB[TUARIES

Gerald Fidgar "Jerry" [,ssley, 76, president of the former D.C. Essley & Son, Montebello, (1a., died of cancer Aug. 10, 1991, in Newport Beach. Ca.

Born in Whittier, Ca., Mr. [:ssley closed the 50-year-old redwood company when he retired in 1986. He was a past president of the Los Aneeles Hoo-Hoo Club.

Personals

l('tttttirttttil trrttrt Jtuyt' -| ) )

.f

inr & John Clarneron. l-( l'rucking. Long Beach, Ca., have returned from an antique motorcycle run starting at Winnipeg, ('anada, and going around Lake Winnipeg and Cedar Lakc where they won lst place. Jim has been riding for 42 years and John. 62 years.

Robert H. Nassau is the new pres. and ceo of Ply Gem Industries' subsidiary Allied Plywood Corp., succeeding Robert A. Prezzano, now vice chairman of Russian Wood Express, partially owned by Allied and A/O Exportles. a Soviet trading firm.

[,eona Willis. co-owner of Mission F-ence Supply. Arcata. ( a.. died Aug. 3, 1991.

With her husband, Abe, Mrs. Willis operated R. W. Redwood, Mission f'ence Supply and T & R Lumber, I)owney, Ca., until her recent retlrement.

Edward Ross Stoner, Jr., longtime manager of the old Sawtelle Lumber Co., West Los Angeles, Ca., died of cancer July 26, 1991, in Idaho Falls. Id. He was 69.

Robert Steffano has joined the sales team at Marquart-Wolfe Lumbcr ('o., Costa Mesa, ('a. Stuart Colthard-King is handling export salcs for the new exporl dcpt.. according to Jon Wolfe.

.lohn Hall is the ncw executive fbr the American Wood Preservers Association, Woodstock. Md.. replacing Charles L. Stoddard. who has relurncd to his Seattle. Wu.. consulting business.

C. Frank Stewart. So. Ca. ficld services district mgr. for Western Wood Products Association. has been named assistant field services director. according to Vic Riolo. rcplacing (iunnar llrinck who has resisned.

Clarence Koennecke, pres.. Aldercreek Lumber Co., Portland, Or., has been elected pres. of the West Coast Lumber Inspection Bureau. Harlan Friesen. Friesen Lumber Co.. St. Helens. Or., is v.p., and Mark Denner. Swanson-Superior lrorest Products, Noti, Or.. sec.-treas.

AD ilNDTX

\hl l'orest Products ...........-t5

,\llgeier ('onrputer ('orp. .. .....1.1

Anterican Mill & \{anuflcturing, Inc.. {{l

Anfinson l,unrber Sales .. ......22

llearForest Products. .......... 6

llerkot \,lanufacturing('o.. .....5t1

llracutlnternational.. .........51t

llritt Lumber

l]rrrnsl.urrrber(o.....,,.......27

( al Coast Wholcsale [.unrher. Inc. ...52

(alifornia Hardwrxrds ..........51

('al State l'orest Products .......1.1

('apital Lunrber ( o.... .l

-l-C Truckins. ..........19

I)elson Lunrber ('o.

(Skuokuln l.rrnrher (o.) ... ( orer I\

I)elta ['r:dar Products Ltd...............61

Dimensions. Inc..... ..........{6

[)on Dat ......5.1

Fast&E Sales.

Vhen we designed our new cans, we made "The Fast & Easy\food Filler" our slogan.That's because Woodv Putw will not shrink, crack or crumble. It's extremely fast drying, with small amounts dryng in virtually minutes.You apply it like a putty, and it adheres iust like a glue.

\7e believe Woodv Putw has other fast and easy froperties. For example, its eye-catching can makes it absolutely impossible to ignore on the shelf The can almost sells itself But we didn't stop there. Using our brilliant yellow coloq we designed an easy to assemble display case to go with it. Nl you do is take the cans from the shipping case and arraruge them in our display and you nou/ have a hard working sales tool.

On the header card. vou'll find that \foody Putty ii the choice of fine wood craftsmen all over the country Ethan Allen, Broyhill Furniture Industries, Thomasville Furniture, Riviera Cabinets, York Town, and Hagerstosm Kitchens, to narne just a ferq have all used \foody Putty (under its industrial narne, Famowood) with great success.

Arailable in t/a pint and pint cans.

Our double display holds 48 Yq pint cans.

Our Woody Putty display was specially designed to feature our 8 leading

Also on our header card, you'll find a helpful color chart, so consumers can easily choose the color they need. Now when they are firirg nail, screw and knot holes, nicks, scratches, gouges, dents or mistakes in their wood-working projects, they'll know which wood filler to choose.

No one can ignore \foody Puttywhen you put it in your store. For additional

colors: Natural, Birch, Red Oak, Oak, Ash,Walnut, Mahogaryl and Pine.

Other colors include: White, Tirpelo, Cypress, Teak, Redwood, Fir, Cedar, Alder, Maple and Cherry

sales help, however, just askyour $7oody Putty Sales Representative for copies of our informative consumer brochure. Obviously,Woody Putty is the fast and easy wood filler for more reasons than one!

1f \ enewable youns -l- growth knotty

Western Red Cedar from the coastal regions of the Pacific Northwest graded and manufactured to the highest industry standards. Skookum Knotty WRC sidings have developed a reputation for quality not only because of this superior raw material but also for the important manufacturing details. Precision patterning and bandsawing combined with computer controlled kiln drying result in a cedar siding that will remain looking beautiful for decades. Skookum sidings come in a variety of plain and rabbeted bevels, channel and tongue & groove patterns. Grading and packaging are available in a wide and flexible range of options designed to meet the customers' needs. And most important of all, Skookum teams up with its distributors to provide the technical and marketing assistance needed to make Western Red Cedar profitable and trouble free.

,knkrffl

AUTHORIZED DISTRIBUTORS

NORTHEAST

Gooqo Mc0rmbn Co.

Norft esstern Industrial Park

Guilderhnd Center, NY 12085

(518) 861-5131

{8m} 677.6557

LAKE STATES

tqft Santhm |rlmber of 0lio

P.0. Bor {4llll9

Columbus, 0H $204

610 272{11r 0m) 282.5S95

Schlt, Snydor, & Stede th. Co. 5836 Clay Ave. SW Grand Rapids, Ml 495r{8

{610} 531.7650 {800 752-9733

Schltz, Snyder, & Stooh Lbr. Co. 805 Hull Rd.

Mason, Ml 48854

{517} 67S3017

{800 942-3017

Schlt, Snydor, & Slooh Lb.. Co. 5763 South Bates Rd.

Wlliamsburg, Ml 49690

610 267-5253

{800 458-5253

Schlt, Snydor, S Stoolo tlr. Go. 340 S. Kidey Ave.

Indianapolis, lN 46219 {317} 357{0il {800 652{247

UPPER MID-WEST

BaOgo? Whdosrh

P.0. Bor 30 Conage Grove, Wl 53527 (m8)8394565

000 2224698

Jom lumber Crpratim

722 Kasota Circle

Minneapolis, MN 53f14

{6r2} 379{733 {800) 75$3757

Westwood Sps*rhir$

P.0. Bor 366

Thiensville. Wl 53092 (410 242-3605

6m) 657{733

Weyorhramr Co.

2960 N. llzth Sr

Wauwatosa. Wl 53222

010 7714650

000 552-3327

WEST

Colcado Frest lndusties

P.0. Bor 164i14

Denver, C0 80216

F0$ 288-2600

Hunphey lumbe

P.0. Bor 99943

Tacoma, WA 98t199 {206} 58+6263 0001 552-332i

OREPAC

P.0. Box 4ili

Wilsonville. 0R 97070 6{t$ E82-5050

OBEPAC 8185 Signal Ct

sacramento. cA 95824 010 38r{051