Merchant Magazine - September 1993

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

ffiOfUsAs IlourNaMResoure

the name that naturally comes to rnincl for (alifomia nrlwqxl and l)ouglas fir.

'l-hc l)acific l.un'rber Cornpany is thtworlcl's largest supplier of high gracle reclwocxl and l)ouglas fir prrxluc-ts ruith the trroadest line in all grades.

Whatever v'our ncecls, therc's a gcxxl tlr.rtttt'r\( (arn it. .\rrtl )')u \.r\('ilt rll'live n, costs lrcatrsc w,e' can satistt' votrr ftrll rulrrirt'rrtents in onr mixecl

Ioad from the mill. Sorne examples of or"rr line include...

- Kiln-dried bevel sidings, p.rtterns & surfaced stock Irull-salvn, rotrgh, IrOHC tirnbers r-rp to 8x8 in redwood and trp to 6x16 in l)ouglas fir

, A cornplete farnily of encl & erlge gluerJ I'}Al-C()-l-oc procltrcts

Iledw<xd rough and surfaccd green Iumber, 2r-1 thnrugh 2x 12, lroth ruppcr ancl (()mr)ion gradcs

'l'hc next timc you need to place an orcler for qualitl'lumber, call thc "one stop" supplier. (lall l'he Pacific Lumber Company.

We're your Natural Resource.

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Haaing risht a,nsu)erl beefs up ponel salae

Helpful tips and resources for teaching basics

ABC'I of performonce rated. ponels

Structural panel product terminology

Reeommcndotions to hold. ealee together

Helping custonters to select the correcdnail

Learning to play nutnbers garne payg

How to interpret panel trademark syrnbols

Driaing through is ,nore effi.cient Better ways to store building material Coter to custorner erpeeta,tions

pricing concept pays off

qtes Russian softu:ood

800,000 seedlings for reforestation

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ADDRESS Send address label lrom lecont issrrs il possble, new addfess ard zb cod€ to address bebw PoSTilASIER Sond addross drangos lo Tho Merchant Magazins, 4500 Ca[pus Dr., Ste 480, Nslrpon Beach, Ca:92660

THEtERcH^NTt^G^ut|E(UsPs79656000)bp6|bhedmonth|yat450oc!mpurDr.'Ste.480'NcUpottB.!ch,c..9266tl'ol4}852.|990.bvTheM9rchant]v|aoaz|ne.|nc.sm. c|assp08|ag6E|6paHatN$ponB€ach'ca.,andaddi||ona|p06to'|icgs.|t|9an|rd€pendenW{wnodpLbIbal|on|orthergtai|,who$b mafsb.|n.13wgstornslat$.c!pydgh|o19$rThoM9'chant|iag.azine,|nc.coverandent|recontonisarg|u|typrotec|€dandmrt slon. All Rlghts Ressnred. Tt|3 Merchant Magazlne assumes no llabllity for mat€rhb furnbhed to lt.

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

EDITIORIAL

The Gomeback Gontinues

It's encouraging to see industry moving away from a purely defensive posture of only responding to environmentalists' attacks. Two recent developments show our team can effectively go on the offensive, block preservationist initiatives and correct public misconceptions.

A number of associations within the National Lumber & Building Material Dealers Association are distributing "Lumber Grows On Trees," a booklet developed by Northwestern Lumber Association nurnager Gary Smith. Its 20 pages set out industry positions on clearcutting, the Endangered Species Act, the greenhouse effect" lobbying, log exports, old growth, recycling, reforestation, substitutes for wood and "beiow cost" timber sales.

Retailers don't manage the forest, but they're the players on the front line getting customers' questions on controversial subjects. Questions range from polite to harsh and hostile. Anyone connected with wood products should get this booklet to help in responding intelligently to these kinds of questions. Just contract your local lumber association.

Research about public attitudes on wood's environmental qualities has recently been done by

DAVID CUTLER editor- publisher

the producers group, the Western Wood Producfs Association, assisted by NLBMDA, the retail organization. It indicates users of wood products are increasingly concerned about their product selection decisions and the subsequent effects of those decisions on tle environment. Wisely, WWPA immediately set in motion a progran to counterattack misconceptions and tell of wood's envirorunental benefi ts.

"This program is unique," said Bob Petow, director of marketing for WWPA. "It represents the first time the industry has emphasized the environmentrIly positive benefits of wood products to persons in the marketplace. For the most puut, forest industry programs have focused on 'forest resource management' and have primarily targeted the legislative process. This program complements those efforts by targeting product users and those who influence material selection decisions." Included will be scientific studies showing wood's demonstrable superiority over steel, plastic and aluminum in specific applications.

We cheer the efforts of these fwo organizations and urge others to join the game. It looks like, finally, our tezxn is beginning to score.

Serving the lumber & home center markets in 13 Western stafes-since 1922

PR(l] NE

Youuc cRowrH

has the look most sought-after by builders, remodelers and home owners. That's why its appearance is so widely copied by the imitationwood people with theil "ce' dar-like" names and claims for metal,plastic and composite substitutes. Ancient clear cedar is diminishing in supply and rising in cost, but Skookum's young

CEDAR siding you get a product of maximum useability-reducingretums andcallbacks. Better packgrowth knotty cedar compares favorably in all performance categories when properly sawn, kiln-dried, applied and finished at about half the cost and with as much or more margin for you. . Here is how Skookum fulfills its longterm commihnent to supply you with profitable quality cedar sidings. New stateof-theart dry kilns, saws, sawing methods and manufacfuring processes make a superior product. You keep your profits because constant in-line quality confrol insures

aging insures you receive what you ordered, with a 99% on-time delivery record. . The ads we run to builders and architects, along with the support you get through our distributors with literature, training sessions and other sales tools will make real Skookum siding your customers' choice.

CIELLING wood panels is not an l-leasy job. Dozens of varieties, including plywood, oriented strand board and composite panels, plus many do-it-yourself customers who need help in making Oe right selection can baffle an inexperienced salesperson.

Proper training helps to avoid unhappy customers and returns. A salesperson should be able to identify the different panels and help his customer to buy the right one.

A training program customized for the products sold and the knowledge level of employees will help them to understand the unique characteristics of each panel. With proper instruction, they will master basics and understand panel selection, suitability for interior or exterior use, the need for sanded or unsanded surfaces, and appearanc€.

Because they recognize the value of knowledgeable employees, wood product manufacturers and trade associations offer a number of tools to help a retailer develop a training program including videos, training and product literatue and correspondence courses.

With these tools and the help of trade representatives, a re[ailer can hold seminars and classes or provide materials for self-paced study. Recognition of employee accomplishments with an achievement award can be an incentive for employees.

Balanced training includes products needed to complete a project using panels, such as nails and finishes, and proper installation techniques. By taking a few minutes to explain recommended spacing and nailing for various applications, the salesperson can eliminate the time and expense of complaints.

Any training tool is more effective if it is followed by discussion and practice. Training managers have found that they can hold the interest and attention of the trainees with a mix of video, self-paced study and live presentations.

Training doesn't end with a class. The alert employee studies manufacturers' literature and products and continues to ask questions and learn.

Story at a Glance

Ways to teach staff how to do a better job of selling panels resourcss for materials.

How to increase panel sales

Tx., Ok. Gregg W. Froman (817) 923-6900

Ga., S.C., Al., Tn. Bryan T. Readling (404) 45r-2126

Ky., Tn.

Robert S. Appenzeller (502\ 426-6804 Texas Bruce T. Cordova (713) 463-0742

SALES oeoole who have been tauoht the characteristics of wood panels and how to select the correct one'for'each cuslome/s proied feel more comforlable and do'a better job of selling.

Panel Glossary

A-A: sanded plywood panel witb A-grade face and back plies and D-grade inner plies, bonded with interior or exterior glue.

A.A Exterlor: exterior-type sanded plywood panel witb A-grade face and back plies, C-grade inner plies, bonded with exterior glue. Exterior or high moisture applications.

A-B: sanded plywood panel witb A-grade face, B-grade bach Dgrade inner plies, bonded with interior or exterior glue.

A-B Exterlor: sanded plywood panel with A-grade face, B-grade back, C-grade inner plies, bonded with exterior glue.

A-C Exterlor: sandedplywood panel, A-grade face, C-grade back and C-grade inner plies, bonded with exterior glue. High moisture applications where appearance of only one side is important.

A-D: sanded plywood panel, A-grade face, D-grade back, Dgrade inner plies, bonded with interior or exterior glues, interior or protected applications where appearance of only one side is important.

APA Performance Rated Panels: panel products (Rated Sheathing, Rated Sturd-I-Floor and Rated Siding) designed and manufactured to meet performance criteria for specific end-use applications. (see related story p. 13)

Backstamp: apprrcved agency mark on back of panel.

B-B: sanded plywood panel, B-grade face and back, D-grade inner plies, bonded with interior or exterior glue, Interior or protected utility uses.

B-B Exterlor: sanded plywood panel, B-grade face and back, Cgrade inner plies, bonded with exterior glue. Utility uses.

B-B Plyform: concrete fomr grade.

B-C Exterlor: plywood panel with sanded B-grade face, C-grade back, C-grade inner plies, bonded with exterior glue. Utility uses.

B-D: plywood panel with sanded B-grade face, D-grade back, Dgrade inner plies, interior or exterior glue. Utility uses.

Brushed: siding surface treatment.

Story at a Glance

Structural wood panel product terminology

... information about APA Performance Rated Panels, plywood siding, sanded grades, composite panels and grading.

C-D Plugged: touch sanded plywood panel with C-Plugged-gade face, D-grade back and inner plies, interior or exterior glue. Indoor. outdoor use.

Center: inner ply or plies of a plywood parallel with that of face and back plies.

Channel Groove: a siding texture.

Com-Ply@: APA composite panel tradename.

Compmlte Panel: veneerfaced panel, reconstituted wood core.

panel whose grain runs Composite Panel

4-Ply Panel

Core: in conventional plywood, inner plies with grain running perpendicular to that of the outer plies. In composite panels, aiayerof re"onititrt"a *oo4. @ Core

Core Gap: open veneer joint extending through or partially through a plywood panel.

Crossband: veneer layers with grain direction perpendicular to that of the face plies.

Decorative Panel: plywood panel grade with rough sawn, brushed, grooved or striated face,

Delaminatlon: separation between plies or within reconstituted wood due to adhesive failure.

Edge Vold: a gap in panel edge.

Embossed: textued panel surface teatment.

Exposure Durablllty Classlfication: indicates use and durability, Exterior (waterproof), Exposure I (waterproof, but not a substihrte for exterior), Exposure 2 (protected) or Interior.

Exterior Glue: a 1007o waterproof adhesive used to bond all Exterior, Exposure I and most Interior panels.

Exterlor Type: plywood manufactured for pemranent outdoor or marine use.

Face: highest-grade side of any veneer-faced panel with outer plies of different veneer grades or either side of a panel with outer plies of same grade.

Face Grain: direction of grain of outer ply of a veneer-faced panel in relation to its supports.

Flre-Retardant-Treated (FRT): chemical treatment of wood and plywood to retard combustion.

Glueline: adhesive joint formed between veneers in a plywood panel or between face veneers and core in a composite panel.

Groove: textured plywood surface treatment,

Group Number: a classification of I to 5 according to strength and stiffness of the species used !o manufacture plywood.

Hlgh Denslty Overlay (HDO): Exterior-type plywood with a resin-impregnated fi ber overlay.

lnner Plies: all plies of a plywood panel except face and back.

Interior Glue: moisture-resistant but not waterproof adhesive.

F F

Bundle; unit or stack of wood panels banded for shipment.

C-C Plugged Exterlor: touch-sanded plywood panel with CPlugged-grade face, C-grade back and inner plies, bonded with exterior glue. For severe moisture conditions.

Jolnted Core: core veneer has edges macbined square.

Knothole: void produced when a knot drops out of veneer.

Layer: one or more adjacent plies having wood grain in same direction.

Lay-Up: stacking of veneers or reconstituted wood layers in complete panel "press loads" after gluing and before pressing a structural wood panel.

Lumber Core: plywood manufactured with a core of lumber strips.

Marlne Grade: plywood panels meeting marine use criteria.

Medlum Denslty Overlay (MDO): Exterior plywood with an opaque resin-treated fiber overlay.

Noncertifled: not covered by product or perfomrance standards.

Open Defects: irregularities in veneer.

Orlented Strand Board (OSB): shuctural wood panels manufactured from reconstituted, mechanically oriented wood strands bonded with resins under beat and pressure.

Overlald Plywood: factory-applied, resin-treated fiber faces on one or both sides.

P & TS: plugged and toucb-sanded face of a plywood or composite panel.

Peeler Log: softwood log used to produce veneers.

Performance Standard: APA performance criteria.

Plastlc Overlay: see Medium Density Overlay and High Density Overlay.

Plug: see Repairs.

Plugged Core: inner ply construction of solid CPlugged-grade veneer pieces.

Plugged Crossbands Under Face (PCUF): a sanded panel for underlayment.

Ply: a single veneer in a panel.

Plyron: plywood panel manufactured with a hardboard face.

Preflnlshed: a ready-touse panel with factoryapplied finish.

Preprlmed: panel with factory-applied primer or undercoat.

Types of Repairs

Boat Patch

Product Standard: industry product manufacturing or performance specification.

Racklng Reslstancr: ability to resist forces in the panel's plane tending to distort its rectangular shape.

Repalrs: patcb, plug or shim in veneer.

Reverse Board and Batten: siding surface treatment.

Rough Sawn: decorative siding heatment.

Sanded Panels: factory-sanded Interior or Exterior plywood paneIs.

Sandwlch Panel: panel witb higb strength plywood faces (skins) attached to both sides of low density core materials such

Panel as plastic foam or honeycomb paper fillers.

ScarfJoint: angled or beveledjoint in plywood splicing pieces togetber.

Shop Cuttlng Panel: panel not meeting Product Standard grade requirements.

Stitching: temporarily sewing thin strips of veneer into sheets before laminating into panels.

Stressed$kln Panel: engineered stuctural panel assembly. For roofdeck or floor applications.

Structural I: unsanded grade for use where shear and cross panel strength is of maximum importanc€.

Telegraphlng: grain or defects show through on a smooth overlaid plywood panel surface.

Rouler Patch

Texture 1-11: APA special rated siding panel tradename.

Textured Plywood: machined textured surface.

Touch-Sanded Panels: sbuctural wood panels sized to unifomr thickness by light surface sanding during manufacture.

Circular Plug

Underlayment Grade: PSl designated, touch-sanded Interior panels designed as a base for finish flooring.

Unsanded Panels: Interior or Exterior sheathing grade panels for utility applications.

Sled Patch

Dogbone Plug

Veneer Grade: a thin sheet of wood laminated with others under heat and pressure to form plywood or used for faces of composite panels. Also called ply.

Veneer Grade: standard grade designation of softwood veneer used in panel manufacture.

Vold: See Core Gap.

Waferboard: manufactured from reconstituted wood wafers.

Wood Foundation: a residential and light frame foundation system utilizing pressure heated plywood panels and wood fraadng. Commonly known as the Permanent Wood Foundation (PWF).

Source: APA Panel Handbook & Grade Glossam - Hitor.

Sandwici

BecomJnend ilt" tight -r , nailsTot all \Hi"t sales!

Ni"r"t, panel sales down with the correct fastener recomme n dations and you will have a happy customer.

In general, recommend 6d (3") and 8d (4") common and box nails for most subfloor, wall and roof sheathing applications. Panel thickness detemrines the size with 6d suggested for panel thicknesses ll2" or thinner and 8d for thicker.

APA Rated Sturd.I-Floor, however, uses 6d ring or screw-shank nails for glue-nailed fastening of panels 19132" and 23132" thick and 8d ring or screw-shank nails when panels arc 718" or 1-3132" thick. Common nails in 8d size may be substituted for the 6d ring or screw-shank or 10d for 8d ring or screw-shank with 1-1l8" panels. The same recommendations apply for Sturd-I-Floor that is nailed only, but common nails may not be substituted.

6d and 8d common nails should be sold for use with APA Panel Subflooring with the smaller size being used when panel thickness is ll2" or thinner.

APA Plywood Underlayment

1/4" thick applied over smooth subfloor or lll32" thick over a lumber

subfloor or uneven surface requires 3d x l-114" ring-shank nails with a minimum l2-ll2 gauge shank diameter. If underlayment panels are 19132" to 314" thiclq 4d x l-1l2" ringshank nails, minimum L2-ll2 gauge shank diameter are necessary.

APA Rated Siding, either panel or lap, applied directly to studs or over nonstructural sheathing needs nonstaining box, siding or casing nails. Hot dipped or hot-tumbled galvanized steel nails are recommended for most siding applications. Stainless steel nails or aluminum nails provide the best performance. APA tests also show that electrically or mechanically galvanized steel nails appear satisfactory when plating meets or exceeds thickness requirements of ASTM A641 Class 2 coatings and is further protected by yellow chromate coating.

Size should be 6d for siding l/2" or less and 8d for thicker siding.

Recommendations for APA Rated Siding over nailable sheathing including APA 303 Siding are the same.

Galvanized fasteners should be avoided since they may react under wet conditions with the natural extractives of some wood species and

cause staining. Staining is minimized when siding is finished or when a roof overhang protects it from direct exposure to moisture and weathering.

Common, smooth, annular, spiralthreaded or galvanized box nails in 8d size are recommended for all APA Panel Wall Sheathing. (This was recently changed from 6d or 8d.)

Recommended fastening for APA Panel Roof Sheathing specifies 8d common smooth or defonned shank nails for 5/16" and l" thiclness and 8d ring or screw-shank or 10d common smooth shank nails for 1-118" panels.

Plywood roof decks under special coatings use 6d common smooth or ring or screw-shank nails for lll32" and 15132" thicknesses with 6d ring or screw-shank for l9l32 and23l32" thicknesses. An 8d ring or screwshank is recommended for 7/8" thickness. Deformed shank nails may be used for curved surfaces.

APA Panels for a closed soffit or a nonstructural ceiling use require 6d nonstaining box or casing nails for lIl32" and 15/32" thiclness and 8d nonstaining box or casing type for 19132" thickness.

Interior paneling requires casing or finishing nails with 4d suitable for 714", 6d for 5/16" and lll32" -I12", and 8d for L9132"-314" and Texture l11.

Story at a Glance

Ways to improve panel sales by recommending the correct nails ... American Plywood Association specif ications for specific applications.

A salesperson's recorlmendations for nailing might include the caution that predrilling is occasionally necessary when nails must be very close to panel edges. Suggest selecting a drill bit of slightly smaller diameter than the nail to be used when doing the job. Remember to ask if the customer needs to add the correct size drill bit to his purchase.

Nails for most panel applications are normally spaced about 6 inches apart. Closer spacing is needed only when thin panels, which might otherwise buckle slightly between nails, are being used.

Panel ratings made simple

wl#$ffi;:r1?#i

The term confuses many. Some panel products developed by the American Plywood Association are designed and manufactured to meet performance criteria for specific end-use applications. These include APA Rated Sheathing, Sturd-I-Floor and Siding. Performance rated panels can be manufactured as conventional plywood, composites or nonveneer panels (OSB and waferboard).

The large numbers on the trademark's left side indicate span rating or mzximum recommended spacing of supports. Trademarks on sheathing carry two numbers separated by a slash, such as 32116 or 48124. The number on the left is the maximum recommended center-to-center spacing of supports in inches when the panel is used for roof sheathing with the long dimension across three or more supports. (Centerto-center and on center refer to the distance between the centers of framing members.)

The number on the rigltt gives recommended spacing when the panel is used for subflooring with the long dimension of the panel across three or more suppors. For exarnple, a panel marked 32116 may be used for roof sheathing over supports 32" on center or for subflooring over supports 16" on center. For the greatest strength and stiffness in most applications, the long dimension must

run perpendiculaf to or across suppons.

Although sheathing rated for roofs and floors can be used on walls, the rating has no spans for this application. Any sheathing panel with a roof span rating of 24 or more czul be used vertically or horizontally over studs up to 24" on center. Lower ratings can be used over studs up to 16" on cenrcr.

APA Rated Sturd-I-Floor panel trademarks have a single measurement - 16, 20,24,32 or 48 O.C.specifying residential or other light frame single floor (combined subfl oor- underlayment) applications. These span ratings indicate the spacing of supports needed when the panel is applied with the long panel dimension across three or more supports.

APA Rated Sidings have a 16" or 24" span rating indicating the maximum recommended center-to-center spacing of studs for vertical application over nonstructural wall sheathing (fiberboard, gypsum or rigid foam insulation) or direct to framing. Since walls don't support the same loads as floors and roofs, they are an exception to installing with long dimension perpendicular to supports. They may be applied horizontally to studs 16" or 24" O.C. regardless of span rating if joints are backed with lumber blocking. For rated siding applied over nailable structural panels or lumber sheathing, the span rating refers to spacing of vertical rows of nails.

Story at a Glance

How to read the numbers on panel trademarks ... significance of performance ratings"

Span ratings are based on stiffttess and strength and vary with thiclness, panel composition and configuration. The same span rating may appear on panels of different thicknesses or panels of the same thickness may have different span ratings. For instance, 2410 can appear on both 3/8" and 112". The ll2" may be plywood with face and back plies of a species with less stiffuess than the 3/8". Similarly 3/8" sheathing may be rated 16/0, 2010 or 2410 depending on its strength and stiffness.

This article is based on information in the American Plywood Association Panel Basics Coruespondence Course - Editor,

wills:,'ffi3'J;1,iffi:?

prices escalating, competition getting stiffer and customers demanding better seryice, building products retailers are being forced to carefully evaluate the efficiency of all aspects of their businesses.

Greater attention is being paid to operational and material handling inefficiencies caused by the way a yard and its storage facilities are designed and function. These inefficiencies can include poor raffic flow, inadequate storage space or a lack of weather protection for some materials. Illogically organized and difficutt to reach materials, storage which requires unnecessary or excessive material handling and a lack of self-service access for customers are not uncommon.

Addressing these problems, many innovative building product retailers are remodeling or constructing new facilities configured as drive-through yards. A drivethrough facility is one which allows customers to drive their trucks or cars down the aisle of a warehouse within close proximity of the products they need. They are able to quickly load the materials themselves or have them loaded for them. The "ease of use" of these facilities, coupled with the neat, organized manner in which they merchandise building products, helps increase business from d-i-y and retail customers, Travis Darnell, Sunbelt Material Handlins Co., Atlanta, Ga., maintains.

A typical drive-through building configuration is a rectangular warehouse, with aisles cutting through it along the long axis, he explains. The actual size can vary depending on the site and a yard's requirements. The building should have a clear ceiling height of at least 18 feet, wittr 20 feet or more preferable. The aisles can vary in width depending on the size of the materials being stored, but for dimensional lumber at least 20 feet must be allowed with 24 feet preferable. Doors should be as wide as the aisles. Overall, the structure should be easy to enter and exit.

A typical facility would have products well organized and accessible, with efficient utilization of space, continues Darnell, who is a storage system designer. To make the most of the cubic space in the warehouse, steel strorage racks are utilized. These

Driv€-through for efficiency

racks, along with a high ceiling, allow a lumber yard to store "up" instead of "out." This means that a smaller building can be built, and less real esArc utilized to store a given amount of material. Often, he maintains, racks can pay for themselves through construction and real estate savings. Mezzanines, either free-standing or supported by the racks, can add more

feet to support the rafters or trusses. These buildings can be engineered for virtually any loads or seismic requirements. As an added advantage, Darnell notes, racks can generally be depreciated as equipment, even though they forrn part of ttre structure.

If a building products dealer is considering remodeling or building a new facility utilizing the drivethrough concept, he can turn to several places for planning assistance. The obvious choice would be an architect in his area, however they often have lifle understanding of a lumber yard's requirements" The planning department in his buying group is a better place to staft. Another source is an independent planner or consultant specializing in yard design.

A dealer can also work directly with a storage system supplier specializing in serving the building products industry. Drive-tlrough lumber yards are often designed around the racks. A building's form follows its function, so a racking supplier with lnowledge of the industry can offer useful design suggestions for the structue. He can evaluate the advantages of a rack supported building as well as fumish and install the actual rack systems.

square footage of storage space.

Rack systems also minimize unnecessary labor and material handling, thus increasing labor efficiency and reducing man hours, Darnell adds. Since lift trucks can load most racks, hand storage of most bulky and heavy materials is eliminated. With materials more accessible and better organized, less time is spent straightening and cleaning up, orders can be pulled faster and more customers can help themselves.

In many building designs, steel racks can be used to economically support the roof and/or walls. In this type of construction, racks which would have been in the building anyway are merely extended up a few

For most building material retailers, the drive-through lumber yard concept is worth considering. Even though it requires a substantial investment, designed propedy, it can more than pay for itself through increased business and reduced operating costs.

Story at a Glance

How a drive-through lumber yard can improve efficiency, increase business, reducs operating costs, pay for itsetf design sources ... building options.

Variable pricing: the secret of profit

By Joe Samulin Retail Advisory Services, Inc.

TZARIABLE pricing, which I preY fer to call visual merchandising, is not new. For yean merchants have used it to increase profits.

I will lay claim to bringing the technique which can add up to more margin dollars to the attention of many large and small operations. It all began in the early '70s when I was part of the training team in the Handy Dan chain.

While we were on a routine tour of a store, some idiotic pricing jumped out at me. The 2" and 3" mending plates were priced the same. The 2" and 2-112" barrel bolts were priced the same. Zinc and brass in the same sizes were priced the same.

This kind of stupid pricing went on and on because we were mechanically applying a set departrnental margin to the manufacturer's cost. After I convinced management that large should cost more than small and that because customers prefer brass they will pay more for it, the pricing policy became "what is the value in the eye of the beholder - the customer."

Because we eyeballed items for increased margin, I gave the system the handle "visual merchandising." Some years later someone latched

onto it as their idea with the "variable pricing" tag. The rule of thumb was anything under $5 was fair game. Above that level we used extreme caution on any competitively shopped item.

I used this approach to great advantage when I took over a troubled division. We took markups of over $100,000, then for the next three months gave it all back in strong lead ad items. By the end of the year we were in the black in sales and profits with a strong, low price competitive image.

I didn't think any other chain could be as dumb uN we were. but I found lots of others following the same pricing policy. I went to K-Mart to buy a molly bolt and discovercd the Ll2" and 1" priced the same. I went to Sears. The same idiocy existed. Not only was Sears making the same mistake, they were the lowest price in town and neither tiey nor the public were aware of it.

I took some pictures with the Sears price tickets in full view and used them in an article published in 1979. Three weeks later Sears and K-Mart made price adjustments and never even thanked me. In my travels I

began to take pictures and slides of major chains using the same idiotic pricing and showed them in my seminars.

Now, more than 10 years later, I

Story at a Glance

How variable pricing can incrsase profits ways to apply examples of using plus margins to put more dollors on the bottom line.

find that most companies have forgotten this important avenue to more margins and profits. They have become too involved in putting out fires. Variable pricing has been relegated to "when we have time" and forgotten. Because it is a grueling process, it's easy to put on the back burner.

If you are in a non-competitive area, variable pricing will go right down to the bottom line. If you face tough competition, it can be used in a strong loss leader program to create a competitive image.

Another important point: all my business life the controller's office has come out with "at a2%o net profit you need 50 times that in sales." An additional $5,000 in sales will generate $100 in net profits.

Nonsense. If you are profitable, $5,000 in additional sales at a 30Vo margin will put $1,500 on the bottom line. If you are profitable, you have already covered all your expenses, rent, utilities, salaries and other costs. Adding sales by using plus margins will put more dollars on the bottom line and at a lot larger amount than 2Vo of t\e additional sales.

Variable pricing works for both large and small chains. Many stay alive because they practice it.

chonce

At losl, o for lumber deolers to shop qnd compore mqteriql hondling equipment in one convenient locution

Material handling, storage and delivery equipment represent a BIG investment for lumber and building material dealers.

More than $90 million worth of forklifts, tractors and other material handling equipment, for example, are insured by Indiana Lumbermens Mutual Insurance Company.

Big capital investments like these require lots of pre-purchase research to find the right equipment at the right price, research that, up until now, hasn't been easy for most dealers to do.

Now, for the first time, lumber and building material dealers from throughout the United States will have the chance to shop and compare the latest in store and yard equipment, all at the same time and all under one roof.

THE MATERIAL HANDLING. STORAGE AND DELIVERY SHOW, February 1,3-1,5, 1994 at the Dallas Convention Center, Dallas, Texas, is a new "Show-Within-A-Show" at the Home Center Shows' BUILDING, REMODELING & DECOR PRODUCTS EXPO. It's a great opportunity to see the latest products for the operations side of your business while also seeing the newest offerings by leading vendors

"Equipment and trucking expenses ale some of the highest we have. As we continue to service our cugtomersr needs, it will get bigger and bitter. I would definitely travel to Dallas to see a good equipment show."

MikeWebb President Colfax Building Center Nonnaf Illinoii

''Wheo traveling across the country I see material handling equipment that I haven't seen in my ar,ea, There'g go much out there that's different and no one is really showing us eveqrthing that's available. A show like thia could be tremendously imporlant to us."

Jerry Olrich President Oxford Lumbet Co. Oxford, Michigan

"Being able to see and compare equipment on the spot would be a great benefit. I receive brochuree all the time, but they don't compare to being able to see the acfual product. I'm always inlerested in finding sources for new and used equipment.',

Herb Wiechman President & GM North Platte Lumber &

of products for builders, remodelers and homeowners that you can offer your customers.

Product categories expected to be showcased at the 1994 MATERIAL IIANDLING, STORAGE & DELIVERY SHOW include forklifts, industrial saws and tools, wood waste recyclers, strapping and banding equipment, industrial truck booms and cranes, stretch film equipment, floor trucks and carts, yard/ warehouse racking and shelving, hand trucks, computer software, data collections systems, yard storage systems and more.

Join us February 73-1.5, 1994, at the Dallas Convention Center. To receive registration materials for THE MATERIAL HANDLING, STORAGE & DELMRY SHOW, and for the Home Center Show's BUILDING, REMODELING & DECOR PRODUCTS EXPO, call us toll-free.

To Attend:'1,-800-642-7 469

For information about exhibiting in this exciting new show, call TODAY!

Co. North Platte, Nebraska

Supply

To Exhibift 1-800-545-5859

A focus on the basic products for building, remodeling and decor projects, and the dealers and distributors who sell them.

More emphasis on products for professional end-users in addition to those for do-it-yourselfers.

An aggressive effort to insure exciting assortments, new products and alternative sources of supply in power product categories

The World Of Wood Pavilion featuring association and showsponsored exhibits offering the latest in new developments, designs, applications and technologies for wood and wood-based products.

The Decor Trends & Concepts Pavilion featuring a special focus on new products, designs and store presentation concepts for home decor including lighting, wall coverings and more.

The Material Handling, Storage & Delivery "Show-Within-AShow" a first-ever opportunity to shop and compare equipment for the operations side of your business in one convenient location.

The Pavilion of the Americas, bringing together exhibitors from Mexico, Central America and South America. Plus, an exciting new Conference of the Americas educational program.

NEWS BRIEFS

Builders Emporium is hdding a going-out-of business sale (sec story p. 38) ..,, Ernst opencd a South E,veretl, Wa., stclrc Sept. 2, workecl on a Spanish Fork, U1.., opening and planned building in Bend" Or., whilc a local union stepped up its battlc against the chain, displaying placards soliciting dissatisllcd custormers on the sides of nearly 100 Metrer Sealtlc, Wa." buses ...

Jim Mcrchant, a 30 yoar voteran witlt Mill Vallet' Lrunber Co., Irtc., Mill Valley, Ca., is now tlre sole owner', Doris Merchant. v.p., ancl Katherinc O'ltourkc. scc:. Copeland Ltunber Ytrds, Bishop, ca., plans to nrove to a larger localion

Eddie L.a Mar, owncr, Lrrka Che.lan Buildirtg Suppll', Mansott, Wa., opencd a branch in ncarby Chelan, Darreil Carpentcr, rngr,, Brett La Mar, asst. nlgr. Mrtttrt'.y Home Center, Paradise, Ca., is ciosing ... O. Duvis Luntlter Sules, San Pablo, Ca., is liquidating al'ter 40 ycars with owncrs rctiring

Spenard Ruilders Supplt', Anchorage, Ak., offered d-i-y clinics during the summcr ... Cotter & Co. (True Vtiue Hurdware) has put moving Hq. front Chicago, Il., on hold for two to fbur years ... Mead Ltunber Co. sontracted for Prcfitrtuster Contputer S1:ste.nl't, Irtc. to upgradc systerns at 16 stores inciuding C0. and Wy. units ...

HomeBase, whicir is moving into Indiana and expanding Chicago locations, opened Bakcrsfield, l,ong Beach and Kearny' Mesa (San Diego), Ca., locations Sept. 4 ... Home Depot opened Rancho Mirage, Ca., ancl Seattle, Wa.. stclrcs; startcd construction in l,enron Grove (San Dicgo) and Murrieta, Ca., and Albuquerclue.

N.M.; rcceivcd an oka.y to build in Encinitas, Ca., and sought pernrits 1o build on tile :;ite o1' a razed F rederir:k & Nelsott 's store in Seatlle, Wa.

Anniversaries: -/orre.r Lumber Co., I-ynwood, Ca., 70th; sistcr co. Jones Wlrolesule Lumber, 34tlt Hawnii Wood Preserving Co., Kahului, lli., 2l st ...

.1. E. Higgins Lumber Co. has acldcd a lunrbcr yard in San Dicgo, Ca., Bill Dyer, div. nlgr. l)ave I)uncan & Katherinc Watts Sairr have purcrhasc<I thc assets of lydltJ Luntber, North Hollyworld, Ca., Itont auction, renaming the yard and urill Ruilders Resourcc. ...

Goldirrg Strlli v-urt hunber Sule,s rnovcd to 3176 l)ullnran St., Suitc i03, l).O. Rox 1078.5, Costa Mesa, Ct. 92621 -078-5, tclepirone (7 1.1) ,s_57-.s55 I, FAX 7 t4-557 -6622. Scpt. 4 anil nrarked the opening of a Secluirn. Wu., olfice (P.O. Box 1.599. Sequinr, \\ra. 98382) staflccl hy Bili Sullivan...

Spokturc Ruilders Supplt,, Spr;krnc, Wa., and Coetr d'Alene Hurdwoods. Cocur d'Alcne, Id., arc jointly distributing Ranger Ml)F mouldings in the Inlan<J Northr.vcsl ... Voorlrces Wootl & Mttrtttfttclttt'r,tl Prodtu ti is a tt.'rv rvholesalcr in Eugcnc, 0r.

Itockl' M ourtttti rt ]; o re.s t Protllcls, Laralrie, Wy., is consoliclating its Plunms Moulding opcration, moving the Crescent Mills, Ca., oflice to I-ararnie; CliJ'ton Mouldirtg, Clil'ton, Tx., is not al'fectecl Fibreform Wood P rodrtct,:' Iiltcrililti0rtaL Pine l)ivisiott salcs olficc ntoved l1oui lJcllcvue. Wa., to llocklin. Ca. ...

IY(',\tent Luntber Co" hm closc<I ils lrst retril lucilit) (scc story p. 39) ... FotLrph, ftir:.. Grants Pass,

The Merchant Magazine

Or., will re-cvaluate production and emplol.rnent in mid-Oct, al1er curtailing production and laying olf 55 last niontlt .." Reliable Wltolesale has not recovered 15 units of 3" CI)X stolen from its F0n1ana, Ca., lacility although the truck taken with thc plywood was touncl

Louisiana-Pacific's Kirbl, Forest Industries will build l,-P's l8th OSB plant in Jasper, Tx., with a 19tlr to be located in Roxboro, N.C. ... Potlctcli Corp" wants to expand its Cook, Mn., OSB nrlg. facility ".. G-l Holdings Inc. and GAF Roofing Mau{actttrirtg Corp. clropped thcir purchrsc ol Georgia- Paci"fic'.s rooling rn1g. business

Mt:dford Corp., Wlrile City Or., and Metlite Coqp. consolidated as I{etlite Corp., Lurnber Division ... Crovt,rr Puci.l'ic:. Portland, Or." is acquiring asscts of DAW Foresl Prorlrrc:ts, L.P. l.ake Oswego, Or., inciucling a Bcnd, 0r., sawnrill, a Ilednrond, Or., plywood plant and ronran facility, l'orcst Scrvice sales undcr contract and private cutting contracts ... Seuttle-Snoltr;nislr Mill opencd a new snrall log sawmill at Snohomish. Wa....

Pro Hordtuure, In,c., Englervood, Co., purchast:d Ntttional Prtirtt Distributors. Irtc.. Des Plaines, I1. Geor"gia-Puci.fic Corp. donatrld gypsun] wallboard, lunrber. plywood" paneling and rooting nratcrials to hclp Midwest iloricl victims ".

Potlatc:lr Wtod Prodtrcts Group c:arncd $.10.6 rnillion in second (luartcr 1993 Pl1'Ganr s second quarter 1993 earnings were up I lVc ".. ktttisiana-Pncific dcclared a quarterly cash dividend ol i i0 a share

EPA is giving up elforts to tbrce registration o1' cedar wood as a pcsticide ^.. ltates for 30 year, fi.red-ruIe mortgages fcll bclow 1cI, far the llrst lime in 2-5 years

I{ou.sittg s/(rrr.r declir:ac| 2"7c/o in July (latesL iigs") to an annual adjustecl ralcr of i,212,000 singlc fanriiy starts slid 1.7%: multifariily 9.5q(, .. pernrits were up )vo starls leli I 1.970 in the West.

UMSTERIT RED CEDAR

Hoover Treated Wood Products announcos that a NATIONAL EVALUATION REPORT (NER-4571 has been issued by the National Evaluation Service of tho Gouncil of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood m€ets requirements of the BOCA, UBG, and SBCCI model building codes.

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I Code Compllance Report wilh evaluation of elevslad temperature strength testlng

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CALENDAR

SEPTEMBER

Yakima Hardware Co. - Sept. 11-12, market, Yakima, Wa.

Jensen-Byrd Co. - Sept. 1l-13, rnarket" Spokane, Wa.

Western Wood Products Associatlon - Sept. l1-14, fall meeting, Hotel del Coronado, San Diego, Ca.

Hoo-Hoo lnternatlonal - Sept. 12-15, international convention, Holiday Inn City Cenhe, Sioux Falls, S.D.

California Redwood Association - Sept. 14, annual meeting, Eureka Inn, Eureka. Ca.

North Cascade Hoo-Hoo Club - Sept. 14, golf outing & meeting, Skagit Valley Golf & Country CIub, Burlington, Wa.

Archltectural Woodwork Instltute - Sept. 16-18, annual meeting, St. louis, Mo.

lnland Emplre Hoo-Hoo Club - Sept. 17, election meeting, San Dimas Counky Club, San Dimas, Ca.

Lumber Merchants Association of Northern California - Sept. 17. mill tour. Collins Pine. Chester. Ca.

37189 (61s\ 876-7278

Phoenlx Hoo-Hoo Club - Sept. 17-18, golf & banquet, Rio Rico Resort & Country Club, Rio Rico, Az.

Quojem - Sept. 19-22, international hardware, tools & d-i-y show, Paris-Nord Exhibition Grounds, Paris, France.

Buildlng lndustry Credit Association - Sept. 23,lien law seminars, Radisson Hotel, City of Commerce, Ca.

Morse Hardware Co. - Sept. 26-27, annual buying show, Red Lion SeaTac Inn, Seattle, Wa.

American Plywood Associatlon - Sept. 26-28, annual meeting, Westin La Paloma Hotel, Tucson, Az.

North American Wholesale Lumber Association - Sept.26Oct.2, wood marketing seminar, Athens, Ga.

American Wood Preservers Institute - Sept. 29-Oct, 1, annual convention, Boca Raton Resort & Club, Boca Raton, Fl. Hardwood Plywood & Veneer Association - Sept. 29-Oct,2, fall conference. Benson Hotel. Portland, Or.

OCTOBER

Kltchen & Bath Buildlng/Remodeling Conference & ShowOct. 1-3, Sands Expo & Convention Center, Las Vegas, Nv.

National Wood Floorlng Assoclatlon - Oct. 5-6 hardwood flooring retail sales seminar, Seattle, Wa.

National Bullding Materlal Distributors Association - Oct. l012, annual convention, Anaheim Hilton & Towers, Anaheim, Ca.

Western Remodellng Conference & Exposition - Oct. 10-12, sponsored by National Association of Remodeling Industry, Riviera Hotel & Conference Center, Las Vegas, Nv.

Butlding Industry Credlt Association - Oct. 12, credit seminars, Anaheim Holiday Inn, Anaheim, Ca.

International D-t-Y Trade Show - Oct, 14-17, Madrid Trade Fair's Juan Carlos/Exhibition Centre, Madrid, Spain.

Ace Hardware - Oct. 16-19, fall convention & expo, Las Vegas Convention Center, Las Vegas, Nv.

Door & Hardware lnstitute - Oct. 16-19, annual meeting, Vancouver, British Columbia, Canada.

Hardware Wholesalers Inc. - Oct. 16.19. market. Indiana Convention/Exposition Center, Indianapolis, In.

National Hardwood Lumber Association - Oct. 16-19, annual convention, Loews Anatole, Dallas, Tx.

North American Wholesale Lumber Association - Oct. 19, regional meeting, Orange, Ca.; Oct.20, Portland, Or.

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L-P Adds To Mexican Plants

Louisiana-Pacific plans to build a cement fiber roof shakes manufacturing plant near Ensenad4 Mexico.

Made of a combination of cement, fly ash, sawdust and shavings, the cement fiber shakes are popular in California and the Southwest because of their long life and fire resistance. When the plant is completed by mid1994,it will employ about 60 people.

The new plant will be part of the El Sauzal, Mexico, complex which currently includes a lumber drying yard, a planing mill, a millwork plant and a plant that makes decorative and paving bricks. Louisiana-Pacific Mexican subsidiaries operate all tlese plants.

The roofing plant will have the capacity to make 180,000 squares of shakes per year. A square is the number of shakes needed to cover 100 square feet of finished roof area. A typical home uses about 10 squares of shakes.

PWT Files Chapter 11

Pacific Wood Treating Corp., Ridgefield, Wa., and its subsidiary Niedenneyer-Martin Co. have filed for Chapter 11 bankruptcy protection.

The companies have made large reductions in personnel and temporarily suspended treating operations, but continue remanufacturing operations.

"We hope to restructure and be back on track as quickly as possible," said newly named president Dan Clare. He succeeds Edward Niedermeyer, who has retired after 45 years in the business.

Look Down On Advertising

A clever new in-store advertising system has just been introduced to keep your message in front - or at least underneath - your shoppers.

Indoor Media Group has devised 2'x2' "In-Floor" panels that can be placed in the flooring of store aisles. Ads are easily changed and require ordinary floor cleaning and polishing.

Southwest Old Growth High

Claims that Southwest forests arc overlogged are untrue according to a U.S. Forest Service report.

Surveys have found as many old growth trees in New Mexico and Arizona national forests as 30 years ago with forestland inoeasing 57o, or rrror€ than 500,000 acres, between L962 nd 1986. Fire protection has altered tie forest composition with more fir and fewer aspen and ponderosa pines.

AND GO TO WASTE. PUT THEM IN A HOME. (AS 2X4 STUDS, WOOD W|NDOWS, WOOD MOULDINGS, WOOD DOORS, ETC.)

$

Matt Moulder

About a month ago, a letter to the editor was printed in the Lake Tahoe Tribune that we would like lo pass on. Tlp editorlitled it "An Excellent Plan lor Bodent Homes and Fungi.'

"Dear Editor: The Forest Seruice is phnning to cut down dead and dying trees in ttn vicinity of Angora Ririge. Environmenlal radicals trel lhat a few large trees may be cul down during thb process. As an environmentally concerned taxpayer, I demand lhat these old traes be cut dorn. They are worth from several hundred dollars to over a thousand dollars eadt and the lederal lteasury is in dire need ol the lunds. Radicals argue thal il the large lrees are left lo rot and die they will becorne home to rodents and create fungilor plants and various uganisms to thrive on.

Why not aI the hrge trees doivn and tum them inlo lumber that will be used lor homebuiHing in lieu d metal prodrrcts lhat cause ah pllntion in the manufacturing process? Then we can use governmenl lunds to hire oul-otwork loggers lo make lungi and artilicial rodenl habitat. The rats will never know the diflerence from the real thing and the public will be belter served. Also, the spotted owls living in the secondgrowth forests where scienlists say they aren't supposed lo be living can come over to Angora Ridge lo feast on the rodents.

Everyone wirs in thb phn, except perhaps the logger who would nther be making $15 per hour setling choker than $5 per hor making rodenl habital and lungi.'

Another interesting tidbil concerning our industry was recenlly spdled in a major Noilhem Calilornia newspaper. An editorial pointed out that the liltle (spotted) owl appears lo b€ thriving now in second growth trees. Better to move away lrom this kind of emolional symbolbm and locus on overall habilal." At hst the publ'rc is being told that the spotted orl 'crisis" was a con job.

It was reported the other day that George Frampton, U.S, Assistant Secrelary ol the Interior lor Fish, Wildlife & Parks, supporls the idea that the marbeled munelel should be chssilied as an endangered species in the U.S. This in spite of there being lhousands ol them in neighbuing Bdtislr Columbia. Prior to being appoinled to this post by President Clinton, George Frampton was president of the Wilderness Society.

Several importanl government posls in Washingon, D.C., are held by persons who were lormer otlicers or prominenl members ol green organizatiors such as lhe Wildemess Society. I may be wrong, but I think lumbermen and their associales were passed over when appointments to governmenl positions were made. Perhaps they were excluded because theh ophbm might b€ viewed as being biased.

Even in Arkansas, where farming and logging is all they have going lor them, lhe lumber industry is under siege by the enviro radicals. Federal governmenl spokesmen lhere say thal tirn ber programs in the Ouachita and Ozark-St. Francis National Foresls lost $2 million in 1992. The Siena Club says this ligure is $13 million. The supervisor of the Ouachila National Forest coun tered, "ll we losl that kind ol money, I ought to be in jail.' Meanwhile, a person representing indus lry responded with a criticism that we dont hear often enough: "ln 1992 wildlile and recreation costs for the Ouachita and Ozark-Sl. Francis forests lotaled $9 million with no return to the treasury." By contrasl, the logging adivities yielded income to the treasury and sevenal times that amount to the local communilies in lhe way of wages, with indirect benelits to shopkeepers, sup pliers of logging and sawmill equipmenl, parls, luel, elc., and many others.

Another thing we dont hear enough about with regad lo the prolit or loss on timber sales is the lact that 25% ol the revenue kom the sale of government limber goes lo local s$ools and roads. Most businesses would be hard pressed to show a profit if they gavs away 25% otl

top.

WESlIERN ASS0CIA1r[0N NEWS

Mountaln States Lumber & Buildlng Materlal Dealers Assoclatlon's 1993 fall management conference is scbeduled Nov. 4-6 at the Hyatt Regency Tech Center, Englewood, Co.

Programs targeting timely issues crucial to running a successful and prosperous business are being planned for Friday and Saturday. The annual banquet and presentation of new officers is scheduled Friday nigbt.

MSLBMDA members and industry friends participated in the Westem Slope Golf Tournament chaired by Gordon Harbert, Harbert Lumber Co., Grand Junction, Sept. 10 at Rifle Creek Golf Course, Rifle, Co.

Western Butlding Material Association member Lloyd Lumber, Nampa, Id., bas been honored by Connecticut Mutual Life Insurance Co., the U.S. Chamber of Commerce and Nation's Business mae.a-

zine as a Blue Chip Enterprise.

In the award biography, the company was identified as a business that 'divers! fied for recession."

"We didn't really have a blueprint tbat we followed," Lloyd's general manager and past WBMA president Bob Jacobsen said. "But we have always been active in trade associations and paid a lot of attention to what other lumber yards did to meet demand."

Although the company was operating profitabJy with 90Vo contractor sales, owner George Jacobsen and his son, Bob, concemed about recession, starled a retail expansion in 1979. Converting the exisG ing store to an office, they added 9,000 sq. ft. to another building for a new store and built an I 1,000 sq. ft. warehouse.

A prehung door and modular cabinet millwork operation was added in the mid1980s. Sales of $10 million were posted last year, 30Vo from millwork manufac-

The Merchant Magazine ture. Negotiations are underway to acquire a building across the street to use as a cabinet, door and millwork showroom,

"The big question now is what material will be used for future home construction," Jacobsen said. "We're looking at new products on a daily basis. If the national economy has any kind ofrebound it will be preceded by a surge in housing construction. The industry is providing just enough lumber now to keep up, not enough to deal with increased volume."

WBMA's Western Round Up was Alg. 20-22 in Anaconda, Mt. Speakers included Jim Newell, Boise Cascade, Billings, Mt.; Bill McCauley, Cut Bank Building Supply, Cut Bank, Mt.; Cecil Cleveland, Valley Best-Way, Spokane, Wa.; Bob Jacobsen, Lloyd Lumber, Nampa, and Teresa Swick, Teresa Swick & Associates, Seattle, Wa. A roundtable of dealers also discussed changes and directions businesses are taking.

Lumber Merchants Assoclation of Northern California members, spouses, guests and children will tour Collins Pine, Chester, Ca., Sept. 17.

Participants will visit all phases of the operation which has 92,00O acres of timberlands and sawmills manufacturing over 75 MM board feet of ponderosa pine, sugar pine, white fir and Douglas fir annually. Lunch is included.

Registration is being handled by the LMA office in Sacramento.

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September 1993

Doug Fir's 200th Anniversary

North America's most plentiful tree species, Douglas fir, celebrates its 200th anniversary this year.

Surgeon and naturalist Archibald Menzie first studied Douglas fir in 1793. Ten years later the species was first classified a pine and then as part of the fir genus and finally into its own genus, P seudotsuga (false hemlock), in 1889. Thesurname Menziesiihonoring its discoverer was added in 1950.

Over one-fifth of the continent's total softwood reserves, more than 120 billion cubic feet, is Douglas fr.

Juniper Tests Find Potential

As some cedar species become less available, western juniper, a cedar species long regarded as a rangeland nuisance, is being considered as a raw material option for secondary wood manufacturers.

Bulldozed into piles and burned or used for firewood and fence posts for decades, the tough, gnarly tree was considered useless as lumber. However, testing coordinated by the Oregon Economic Development Depart-

menL U.S. Forest Service and Pacific Power and Light has proven these assumptions false. Juniper logs sawn by Sycan Forest Products, Dairy, Or., proved less troublesome than expected with the quantity and quality of usable lumber exceeding expectations.

Reports from Oregon and Califor-

nia secondary wood products manufacturers who tested air and kiln dried juniper samples are positive. A manufacturers forum sponsored by the agencies mentioned and the Wood Products Competitiveness Corp. was held in Bend, Or., Sept. l.

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Fur Flies Over Fir On Al Gore's Porch

Wood used to rebuild the front porch of Vice President Al Gore's home in Washington, D.C., came ftom old growth treeS found almost exclusively in spotted owl habitat, revealed The Spokesman Review, Spokane, Wa., in a copyrighted report.

Project specifications indicate that old growth Douglas fir and redwood were used to replace the wraparound veranda at the home, known as Quarters A, at the U.S. Naval Observatory in Northwest Washingon D.C., J. Todd Foster wrote.

"Coming from our friend Al Gore, this is truly a hoot, excuse the pun," said Ken Kohli, a spokesman for the Inland Northwest timber industry.

Industry representatives across the country refer to tle veep as "Owl" Gore because of his role in restricting logging in the Pacific Northwesr. Using old growth to renovate. the vice presidential home is hypocritical, they said, and proves the industry's basic point: even environmentalists can't survive without wood.

"I sure hope Gore's not going to grill salmon on that porch," wisecracked Mark Rey, American Forest and Paper Association vice president of forest resources, Washington, D.C.

Building specifications called for 3,000 board feet of "vertical grain Douglas fir" to be used in building the porch's deck and "clear, all-heart redwood" for lattice, The Spokesman Review revealed. Vertical grain boards are usually produced from Douglas fus of the size that exist only in Northern California and the coastal regions of Oregon and Washington, domain of the "threatened" northem spotted owl. About 25 million board feet of this type of forest has been set aside for each nesting pair of owls.

"Vice President Gore is a well-intentioned urban dweller who doesn't understand that milk comes from the cow, not the grocery store," said Elizabeth Pease, spokeswoman for the National Hardwood Lumber Association, in Memphis, Tn., Gore's home state.

Gore officials referred inquiries to the Navy, owner of the home, and blamed the project on the BushQuayle adminisration, saying specifications were drafted last year although construction didn't start until February and finished in June. The Gore familv moved in July.

"There's every chance that wood came from the Pacific Northwest. There's just no excuseTor a vice president as environmentrlly sensitive as he claims to be to not know this," Pease said. "If he can't control renovations of his own home, he shouldn't be attempting to renovate the united States' environmental policy. "

Skila Harris, Gore's special assistant and Tipper Gore's chief of staff, denied industry's contention that a Navy officer (the renovation was done under the direction of the Chesapeake Division of Navy Facilities Engineering Command) sat down with Gore and offered to explain the renovation. Gore reportedly declined the offer. Bids on the project were not let until after Jan. 19 of this year. Navy spokeswonan Kathy Sampson said the Naval Observatory house is eligible for the National Historic Register, which requires certain construction standards, including the grades of wood.

Wood recycled ftom old historical sites is available for renovating existing historical sites, Pease explained. The U.S. Departrnent of Housing and Urban Development puts out a catalog of such materials, she said, adding if she could find that out, then so should Gore.

"I certainly don't begrudge the vice president his 3,000 board feet of a renewable resouce. I'm glad he enjoys and appreciates the quality of our products," Rey said.

WWPA Group To Visit Mexico

Westem Wood Products Association will hold its fall meeting Sept. 11-14 at the Hotel del Coronado in San Diego, Ca.

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'HEDLUND LUMBER Norlh Highland, CA (916) 33r-661r

'GREAT AMERICAN FINISHING

Los Angeles, CA (213) 221-8080

.BUILDERS PRESTAIN Loomis, CA (800)2ffi130

.ROCKY i/OUNTAIN PRESTAIN Denver, CO (sool as&7rrt

.NORTHEBN

PRIMING & PRESTAIN, INC. Kersey, CO (303) 3s2-3605

.MACMILLAN BLOEDEL BLDG. MATRLS Denver, CO (nqn2-fl43

PRE.COTE INDUSTRIES

Boise, lD (208) 336-4660

MONTANAWEST Missoula MT (406) 273€290

.MACMILLAN BLOEDEL BLDG. MATRLS Tacoma, WA (206) 627-88ee (M)n2#n

.CHAUSSEE SIDING Bolhell, WA (206) 454-2337

'SPOKANE CEDAR Spokane, WA (509) s35-3698

.OUALtIY MACHINE STAINING Woodinville, WA (M)487.31?2

SAN DIEGO

foll M..tlhg Scptmbcr lf.la, 19! 3 Xofcl del Cotomdo

A halfday tour sponsored by the InternationaI Marketing Department will visit lumber remanufacturing and distribution facilities in the Tijuana, Mexico, area on the last day of the meeting.

'HORTZ0N PRESTAIN Eugene, OR (s03) 689€080

LAKESIDE LUMBER Lake Oswego, OR (503) 63s-3693

,BUTTERFIELD

LUMBER Midvale, UT (80r)2s$4201

ImNNTOnUOTRHEAD, 0n lABoR.

When you add Olympic Sunrass Prefinished Wood Products to your line, your margins canskyrocket! By selling Prefinished Products, you tum low-margin commodity lumber into highmargin, value-added products with each sale!

Better vet, we do all the work. An authorizedOlympic Sunpess Applicator applies your customer's choice of hundreds of colors choosing from Olympic Solid or Semi-Transparent Stains or Olympic Machinecoat Premium Acrylic Finish to pre-selected wood siding right at their factory. High-speed revolving brushes and rollers force the coating deep into the wood. It's then dried and cured in controlled conditions, wrapped and delivered to your customer's site ready to nail.

The Olympic Sunress Process line includes siding, fencing, decking, soffit, f.acia, trim -

even color coated nails.

Customer's love it!And youwill, too. It's easy to sell, doesn't require additional inventory or space plus it's a

huge market that's taking off! Find out what all the excitement is about. For information on how to get your hard-working Dealer Kit with display, in-store video, color selectors, ad slicks and more, call today at1.-800-Ml-9695 or the nearest Authorized Olympic Sunpass Applicator listed on the ,lJ sidebar' '^

Q.'k^p-.n!&"rli

The Merchant Magazine To GoSponsor Material Handling Show

The Merchant Magazine and its sister publication Building Products Digest arc co-sponsors for the Material Handling, Storage & Delivery Show which will share space in the Dallas Convention Center with the Home Center Show's Building, Remodeling & Decor Products ExpoFeb. 13-15.

This show-witlina-show will address the equipment selection needs of lumber and building product dealers attending the show. "Dealer members on the show advisory board argued very penuasively for the addition of this new material handling, storage and delivery equipment show," said John Berry, vice president and director of the Trade Show Division of show producer Vance Publishing. "For the past 18 years, the Home Center Show has been limited to the exhibition only of products and services suitable for resale 0o retail customers."

The addition of the equipment event is in keeping with the new focus and name for the show. More emphasis will

be placed on retail dealers' increased interest in serving the needs of professional builder and remodeler customers in addition to do-it-yourself customers.

The Material Handling, Storage & Delivery Show will include exhibits of forklifts, industrial saws and tools, wood waste recycling systems, strapping and banding equipment, delivery truck boom and crane systems, floor trucks, yard/warehouse racking and shelving and computer software relating o yard and store operation.

Information on attending the show is available from (800) &2-7469 or for exhibiting, (800) 545-5859.

Georgia-Pacific Buys Arrowood Plant

Georgia-Pacific Corp., Atlanta Ga., has purchased for an undisclosed amount Fibreboard Technologies Corp.'s engineered lumber manufacturing facility in Roxboro, N.C.

Closed since July 1991, the plant should be fully operational by late spring or early surruner 1994, following several million dollars in plant modifications and upgrades to equipment. The plant will resume production of Anowood engineered composite structural lumber, though likely will drop the Arrowood name, according to Georgia-Pacific.

Currently, G-P's limited engineered wood product involvement is a residential beam and floor joist plant in Ocala, Fl. The Roxboro facility's annual manufacturing capacity of 25 million linear ft. is five times that of the Ocala plant.

After the sale, parent Fibreboard Corp., Standard, Ca., dissolved Fibreboard Technologies, the subsidiary it created when it acquired the Arrowood plant in 1989.

MATERIAL Handlino, Storaoe & Deliverv Show logo. The Mri'rchant lilagazine is ir c&sponsor of lhe show.

InrnoDUcrNGTHe Ben DoUBLE HuNG Ou Ti{r lvlnnrnr GunnnnTEED.

Peachtree's New Tilt Double Hung Wndow

Our new Peachtree double hung window opens and closes easierbecause it has a block and tackle balance, not a compression jamb.ltalso tilts easier -dramatically easier Ttvo frngers are allyou need, top or bottom.lt even cleans easier The wood sash liner with integrated grille comes off in one piece, leaving one unintenupted pane of glass.

GEORGTA.PACIFIC CORPORATION

Fontana, CA

(714t 756-9600

SAVAGEWHOLESALE BLDG MATI-S Tacoma,WA

t206t383-1727

TRIMCOMOULDING Aurora, CO

(303) 371-8888

GEORGTA-PACIFIC CORPORI{TION Glendale, AZ (602t939l4lB

TRIMCOMOULDING Spark, NV l7o2l3rr:l7oo

WESTERN FOREST Boise, ID (208) 336-9000

But before our Peachtree windows even get dirry for the frrst time, your clients will appreciate a few other features. Like remarkable energq efficiencq.Argon-frffed, lowE glass to fuep outnoise and weather And the Peachtree Non-Stop Wananty that guarantees all our windows, doors and patio doors for as long as your customers own them.

SAVAGEWHOLESALE BLDG MITTLS Spokane, WA t5o9t 575-76t6

TRIMCOMOULDING Salt Lake city ur {80t\467-OU7

THUNDERBIRD STEEL CORP Albuquerque, NM t o,t744:1428

Wh*n i( cornaes 6o 6h"rr

"Jl /o/

s olme lrlndus trI es te lnc

The truth is, only the forest products industry relies on a wholly renewable resource ., wood -. to make products

Of course, that renewability depends on responsible forest management. For decades, Willamette Industries has led th industry in caring for its forests. Reforesting or replanting every harvested acre and never harvesting more th"r, i grows' Willamettets sustained yield will continue to produce wood at or above current levels. Willamette takes grea

sfrefch 6h" frorfh.

ains to meet or exceed all environmental requirements, balancing wildlife concerns while assuring renewability.

)onservation is further enhanced with Willamette's advanced manufacturing methods which eliminates waste by using every crap of wood and wood fiber. With Willamette's sound forestry practices, wood will remain a viable resource. So, before 'ou consider the pointedly exaggerated claims of alternative building materials, consider the renewable resource--'wood.

Home lmprovement Sales Climbing

Home improvement product sales climbed 4.7Vo last year to $105.8 billion, according to revised Home Improvement Research Institute estimates. Consumer sales rose 5.4Vo to $73.1 billion, while sales to professionals rebounded from a steep decline in 1991 to reach $32.7 billion.

Home improvement product sales are expected to total $116.5 billion for 1993 and increase 6.5Vo anntally over the next five years to reach $145.1 billion in 1997. The projections reflect the improved long-run outlook for interest rates, housing market activity and consumer spending.

Led by a rebound in lawn and garden and continued strength in lumber and building materials, consumer sales should grow by more than 87o annually in 1993 and 1994, outpacing total retail sales growth. Growing an average 6.3Vo each year, the consumer market is forecast at $99.3 billion by 1997.

The recovery of the professional remodeler market that began in 1992 should accelerate in 1993 and 1994 due to lower interest rates stimulating housing market activity and associated fix-up work. Sales through professionals in 1993 are projected to reach $37.4 billion and grow an averageTVo yearly to $45.8 billion in 1997

Oak ls Favorite At Furniture Show

Although dropping to 3l.4%a in showroom tallies from last year's 43.3Vo, oak with an emphasis on white oak was the favorite wood at the July furniture market in San Francisco, Ca.

Cheny was tallied at l3.9Vo, pine 8.97o and mahogany 7.4Vo. Alder, birch, maple, soft-tone ash, walnut and pecan-hickory all gained, reported Arnold B. Curtis, pres., Northwest Hardwoods, Portland, Or. More burl-figured woods including olive ash, mappa, Carpathian elm, walnut" bird's eye maple and mahogany crotch were shown.

Treqied Lumber looks to The Fufirrc

Treated lumber has a new quality testing program for uniform standards in the marketplace. In the past, the American Wood Preservers Bureau (AWPB) and its agencies, together with the Southeri Pine Inspec-tion Bureau, were resp-onsible for all independent inspections. This has been replaced by a single, uniform quality control effort under the American Lumber Standard Committee (AiSC) accieditation program. The AWPB "clover leaf" is no longer used to indicate accredited agencies. Inspection agencies a..r"ditEd by ALSC will use a quality mark containing the traditional treating

subscri6es to rigorous quality control s?andards. For more informa-

tion, contact us.

CIIDINGS have fashion cycles, LJjust like clothes and furniture. What's hot one season can look tired and dated the next. For example, dark brown reminds most people of the '60s while light, bright finishes appear contemporary.

When your customers buy western red cedar siding, they can be on the fashion mark, regardless of whether they stick to a classic white that transcends trendiness or go for the latest combination of designer colors.

Cedar not only takes a perfect finish, it can easily be refreshed and updated with a new coat. of paint or stain, explains Ken McClelland, Western Red Cedar Lumber Association executive director.

Cedar's ability to take a fine finish is a good selling point for retail dealers, he adds. They can emphasize cedar as a long term investment in quality. With a new color scheme, a house with cedar siding can look brand new, an important factor for resale

Gedar's always in style

value. McClelland reminds dealers cedar siding is well positioned for repair and remodeling sales because it adapts to different architectural styles. Depending on the siding pattem and finish, cedar can fit into a sophisticated urban neighborhood or a rural or suburban landscape. Manufactured from a natural wood species, pitch free and noted for high performance and long term durability, cedar offers many years of service.

A new WRCLA reference guide should be useful for retailers selling cedar siding. Filled with both line drawings and colorful photos of homes finished with cedar siding, it dramatizes the four major cedar siding patterns - bevel, tongue and groove, channel and board-and-batten. Separate sections cover each pattern including grading rule nomenclature, coverage cables" grade descriptions and a listing of the commonly available sizes. Pattems are shown in close-up

Iooking for hard-to-find timbers

and long

dimension lumber PROII]PTLY DELMnEfr?

Look to the Northwest's leading distributor of quality forest products-Forest Grove Iumber

Introducing W*'tt,

o The most consistently uniform rough-sawn lumber awilable today. Anything in our vast surfaced inventory can be promptly custom-run through our patented process from lx2 to l2xl8

o Fits standard hardware the first time, every time.

o Custom made assuring you of bright, fresh stock on every order.

. ACCURUFF lumber can be made from virtually any soft lumber species on one or more faces inciuding, dry lumber and gluiam beams.

. Non-standard sizes welcome.

Douglas fir timberc and long dimension

2x4 through 2xl4

3x4 through 3xt4

4x4 through 4xt6

6x6 through 6xt8

8xE through 8xt8

lOxl0 through l2xt4

Ivlost sizes available in lengths up to 30 feet with longer lengths and larger sizes arailable on special order.

o Broken units and highly specified tallies welcome. To your requirements for grade, appearance and FOHC.

detail in color pholos as well as in a variety of attractive applications. Line drawings illustrate profiles and connection details. Its 20 pages are packed with information.

"This is a user-friendly reference for retail dealers. They can show customers all the major WRCLA siding patterns and how they look in place," McClelland said. "The infonnation is presented clearly and the photos are outstanding."

Story at a Glance

Ways retailers can increase cedar sales product information & technical support sources model homes and magazines promote cedar use.

Specifying Cedar Siding is one of several new publications the l8-member WRCLA trade association is producing on specifying, selling, installing and finishing cedar products. "We're definitely filling a need for product information and technical support"" McClelland told mernbers at the 39th annual meeting July 17 at Blaine, Wa.

A major component in the WRCLA program is its Super Cedar Service, an infonnation hot line for rehilers, specifiers and users to access technical support and product literature. More than 1,500 cedar retail dealers are usiug a dealer sales promotion kit containing an outdoor banner and other sales and advertising suppoft materials. Dealers also will benefit from WRCLA plans to expand sponsorship of model homes in partnership with Country Living magazine in 1994.

mr@o'EsrERoDUcrs

P.O. Box 727, Healdsburg, Ca. 95448

(7O7) 433-3313FA){707-431-2913

Nu Forest Products ls a full llne lumber distrlbutlon yard that, un[ke many, has a wlde range of mllltng equlpment that enables us to handle all your speclalized needs. We take parflcular prlde ln the fact that our hlghly skilled rnillmen can grind the knlves and run any pattem your customer requires. O

Environmental House In Portland

Wood will be used for framing, exterior siding, interior paneling, the floor system, windows and doors, cabinets, moulding, roofing and decking in a Portland, Or., environmental house.

Sponsored by the Western Wood Products Association and Home magazine, the ecologically sound house is nicknamed "Harmony House," short for "Man in Harmony with Nature." Part of the Wood Works progftrm, it will demonstxate the vital role wood plays in providing shelter and protecting the environment and be included in Portland's 1994 Street of Dreams exhibit. This display of contemporary home designs attracts as many as 100,000 visitors. Home will featue the house in its SepL 1994 issue and host a special open house for the magazine's 150,000 Northwest readers.

800-371-0637

Big Creek Adds RetailYard

Big Creek Lumber Co., Davenport, Ca., has expanded to Santa Cruz, Ca., taking over small retailer Pleasure Point Lumber Co.

Seventeen-year Big Creek veteran Dean Ruonaver will manage the new branch, seen as a "convenience station" where contractors or weekend carpenters can pick up fencing, decking, insulation, roofing and other basic building materials.

Big Creek says it has no plans to further expand for now or to replace the old Pleasure Point sign with one of its own. It expects to maintrin its current sales mix of 60Vo retail, 40Vo wholesale.

Pleasure Point Lumber Co. founder Carl Van Valkenburgh opened his doors in 1948. A colorful figure, he shunned advertising and didn't even install a telephone until 1979. He retired in 1980, tuming the business over to Ken DeFrees, who began leasing the property o Big Creek July l.

Big Creek was founded in Davenport in 1946, later adding branches in Watsonville, Paso Robles and Santa Maria. It now employs 175, annually selling $30-40 million in lumber and building supplies through wholesale and retail operations. It produces about20-30%o of what it sells.

Warmer Tones In Furniture

Buyers are looking to warmer wood tones in wall units and occasional furniture, according to a Northwest Hardwoods furniture market survey.

Warm or fruitwood browns were found at 25.5Vo of the exhibits, uP from 1991's l9.2%o and 1989's 18.87o. Cool browns, or oiled oak and walnut, have slipped from237o toLt%o and the light browns fron 16%o to 13.7 Vo.

THE SANDIEGO WHOLESALE ADVANTAGE

San Diego Wholesale is one of the largest and most diversified stocking wholesalers of lumber, plywood and building materials in Southem Califomia. Established

. Quality Coastal Douglas Fir and Hem-FirDimension

. 2x4 thru 2xl2KrlnDried Dimension

. 2",4",6" # L I Select Structural Surfaced

. 2x6 thru 2xl4n 32 ft. lengths

. P.E.T. Studs

. Timber up to 18" x 20" x 40 ft. lengths

. Western S.P.F. S4S / Resawn / any pattern

. Pine Boards - any pattern

. Redwood and Western Red Cedar - any pattern

.

SI{EATHING - D.F. and Pine

. SANDED -D.F. and Pine

. SIDING - D.F. and Pine

. OSB S}IEATHING

. PARTICLEBOARD

TJI & MICROLAMS

. HARDBOARDSIDINGS

. GYPSUMBOARD

. SOFTBOARD&HARDBOARD

. zuGID INSULANON

Cal Coast Wholesale Lumber, Inc.

PERSONALS

Robert "Bob" Welgleln, formerly of Berdex Inlemational, Sacramento, Ca.. has been named exec. v.p. of the Wood Moulding & Millwork Producers Association, Portland, Or., replacing Bernard J. Tomasko. wbo has resigned after 15 years with WMMPA.

Al Wtrth is new to sales at Eugene Pacific Forest Products, Eugene, Or., specializing in westem plywood.

Randy Schaal, formerly of Stone Forest Industries, has joined PineSource, Inc., Pomona. Ca.

L. Pendleton Slegel was named exec. v.p.-pulp-based operations & planning of Potlatch Corp., San Francisco, Ca. Charles R. Pottenger replaces him as group v.p.-pulp & paperboard.

Jay Adelstone is now western sales director for VSI Fasteners, Inc., Stanton, Ca., reports ceo Clark Higglns. Brian Budrow is mktg. product mgr.

John Johansen, Meyer Moulding & Millwork, Modesto, Ca., has retired after 43 years in the indushy. Sam Penegar succeeds him as operations mgr., reports pres. Jeff Meyer.

Bob Shook is now in sales at Plateau Forest Products, Albuquerque, N.M. Mike Bugbee, Simpson Strong-Tie Co., San Leandro, Ca., and Bill Eber, Dolan Building Materials, Sacramento, Ca., are on the Building Component Manufacturers Conference '93 committee.

John Sweet, Sause Bros. Ocean Towing, fJr::""r, or., was in So. Ca. on busi-

Gene Pietlla has joined J.H. Baxter & Co., [,ong Beach, Ca., as asst. dishict sales mgr., reports Henry Voorhees. Gary Williams has been promoted to store supervisor at Lumbermen's Building Center, Newport, Or.

Randy Roedl has been promoted to v.p.mktg. & sales for Woodfold-Marco Manufacturing, Inc., Forest Grove, Or., replacing Roger Pellow, who semiretired Sept. l.

Murray P. Ftsh has been named ceo and pres. at RealWorld Corp., replacing Larry Brennan, who has left the co.

Jerry Barr is plant mgr. of Georgia-Pacific's sawmill under construction in Coos Bay, Or. M. Douglas lvester, Coca-Cola, was elected a director of G-P, replacing retiring F. James McDonald. Louls W. Sulllvan fills a new seat on the board.

Paul Hatton has joined Omega Corrugated, Anaheim, Ca., as v.p.-sales & mktg.

Laddle F. Hutar, pres., Hutar Growth Management Institute, was elected to the board of dtectors of the Institute of Management Consultants.

Steven J. Porter, former Payless Cashways v.p.-hardware, has joined Cotter & Co. as exec. v.p. and c.o.o., replacing Paul Fee. Dave Feuerhelm has been promoted to mgr.-market (show) dept. His staff includes Randy Srnith, Lucy Stec and Rlch Butterworth.

Jim Lavender has resigned as v.p.-merchandising at Wickes Lumber.

Castle Sktp Newell tII, v.p.-mktg., Penofin-Performance Coatings, Inc., Ukiah, Ca., was named for inclusion in Wo's Who.

September 1993

Darrell Leitzke has been transferred to Lumber Products' Tualatin, Or., Hq. as administrative operations mgr. Blll Plummer succeeds him as branch mgr., Renton, Wa. Doug Montgomery replaces Plummer as branch mgr,, Eugene, Or, and is succeeded as branch mgr., Boise, Id., by Callan Emerson. Jodi Herbert replaces Debbie Oughton as Renton administrative asst. and Coeta Montgomery replaces Herbert as Eugene administrative asst., according to Peter Hall.

Randy Christrnsen has been named mgr. of Ernst Home & Nursery's new Spanish Fork. Ut., store. Jeff Mills is store mgr. in Grand Junction, Co., and Michael Cralg in Casper, Wy.

James P. Masterson, Sherwin-Williams, was elected pres. of the Home Implovement Research Institute. Brenda Bryan, Payless Cashways, is v.p.l Ted Tarsa, sec., and Tlm Mlller, Vermont American, heas.

Jerry Olrich, Nadonal Lumber & Building Material Dealers Association pres., was one of 13 small business owners invited to lunch at tbe White House.

Weldon B. Hunter, pres., Hunter Lumber Corp., Albuquerque, N.M., was narned tbe regional Small Business Contlactor of the Year at tbe annual Joint Industry/Small Business Procurement Conference & Awards Banquet in Washington, D.C.

Sean K. Ryan, Sunnyvale, Ca., is new to James Hardie Building hoducts, Fontana, Ca., as No. Ca. sales rep-interior products. Mel Karlson, Renton, Wa., is representing Hardishake roofing in Wa. and Or.

Jerry Harke, former mgr.-public affairs for the American Wood Preservers Institute, is now pres. of newly formed industry consultant Colporate Communications Counsel, Annandale, Va.

Pat Doyle is new to sales at Coeur d'Alene Hardwoods, Coeur d'Alene, Id., according to Clint Bower.

Gordon Harbert, pres., Harbert Lumber Co., Grand Junction, Co., was honored with the local Chamber of Commerce's People's Choice Award.

Elzya Jordan, Dellen Wood Products, Spokane, Wa., was elected pres. of the Spokane Hoo-Hoo Club, succeeding Shawn Sinclair. Michael Scheehan is lst v.p.; Ellsworth Wrlght, 2nd v.p.; Ernie Wales, sec./treas., and Blll Lentes. Hoo-Hoo of the Year.

Ed Gavotto, American Mill & Manufacturing, Chula Vista, Ca., and his wife, Norma, vacationed recently in Hawaii.

Steven L. Jalovec is the new v.p.-sales & mktg. at Morgan Manufacturing.

Mark Jebo is now No. Ca. regional sales mgr. at Bruce Hardwood Floors. Lee Ann Focer is district sales mgr., Wy., Co. and N.M.

Connle Tolleson has been Dromoted to

v.p.-human resources for HomeBase, Fullerton, Ca. Sherl Samson is a new interior design specialist in San Bernardino, Ca.

Mark Conan is now tax director & asst. treas. at Crown Pacific, Portland, Or.

Wayne Gardner, Lumber Association of Southern California, recently spent a week vacationing in Del Mar, Ca.

Ray A. Griffith has been named pres./ceo of Servistar/Coast to Coast Corp., Denver, Co., succeeding Ken Hoffman, who retired after 33 years with Coast.

Thomas Smith is now v.p.-operations for the West Coast at Home Depot. Don McKenna, v.p.-human resources, has retired

John Beuter is a new principal with Duck Creek Associates, Corvallis, Or.

Linda Ackerman, v.p., Hawaii Wood Preserving Co., Kahului, Hi., is now also in charge of operations.

Marta Evans, Weber Plywood & Lumber, Tustin, Ca.. recently vacationed in Coeur d'Alene, Id.

Tom Rlce is the new panel products sales mgr. for Fibreboard Corp., Standard, Ca.

Foster Holmes is now in charge of charitable projects for Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

(Cortinued on page 54)

Builders Emporium gives upr quits

Builders Emporium is closing its 15 Nevada, Arizona, New Mexico and Texas stores and 82 California retail ouflets with a going-out-of-business sale expected to continue into October.

The chain reportedly has been in the red for over two years. A net loss of $17.1 million on sales of $562.4 million was posted for fiscal second quarter ending July 15, 1992. Collins & Ailqnan Group, BE owner, has said it will take a charge against earnings in its fiscal second quarter, which ended July 31, in connection with the sale or disposition of Builders Emporium's inventory and other assets. Individual stores or groups of stores may be sold, but no definite details were released by David J. McKittrick, vice chairman and chief operating officer of Collins & Aikman.

Michael Hecht, currently in charge at corporate headquafiers in lrvine, Ca., is the third president in the last three years. Hired last yea.r to tum the company around, the former depart-

ment store executive said that he had proposed cutting back the chain significantly and reinvesting about $40 million in updated stores similar to the company's Fountain Valley, Ca., prototype.

"Builders Emporium didn't have a niche," he said. "When warehouse competition came into play, there wasn't any way we could respond quickly with the mix (of stores) and merchandise we had."

Home Depot, which has 6l California stores, is expected to gain big benefits from BE's demise. Although the state generates an estimated $2 billion a year in sales, more than a quarter of the company's total, Califomia has been its weakest market.

The closure ends the 15 year history of a company which began as Vornado Homecenters, a 59 unit chain with 47 Southern California stores. Acquired by Wickes Corp. in 1978, the home center business had grown to 60 stores by 1982 when the conglomerate entered bankruptcy, at

that time the largest filing in U.S. history. After Wickes returned to profitability in 1985 under the leadership of chairrnan Sanford Sigoloff, BE expanded into Nevada and acquired 38 Ole's stores from W. R. Grace. Sigoloff, now a consultant, attracted attention in Southern California as a spokesman in television commercials for Builders Emporium.

In 1988, Blackstone Group and Wasserstein, Perella & Co., a partnership, acquired Builders Emporium as part of its $539 million acquisition of Wickes. Many Wickes retailing and manufacturing operations were sold off with the parent company renamed Collins & Aikman. That company is now a unit of Collins & Aikman Holdings Corp., Charlotte, N.C., with Blackstone and Wasserstein, Perella the parent company.

The chain prospered throughout the 1980s, characterized by the personal service of a small store with the lower prices of a large chain. Hit by the housing market failure and faltering economy in Califomia plus com-

petition from the proliferation of Home Depot and Home Base stores in its market. BE fell into a downward spiral. Customer counts dropped despite substantial investments in updating selected stores, entering new smaller markets and closing weak units.

Most of the 4,332 people being laid off will get no severance pay, Hecht said, although the company will provide help in finding other employment. Approximately 180 employees at corporate headquarters will receive sevefance packages including cash payments and other benefits.

Western Lumber Closes

The 9l-year-old chain Western Lumber, National City (San Diego), Ca., has closed the last of its retail locations.

Parent company Georgetown Industries, Inc., Chadotte, N.C., began paring down the chain from 12 units in 1989. The last location closed in July in Oceanside. Ca.

"Georgetown has been gradually closing the retail stores because it no longer wishes to be in the lumber

business," said Gary Bowen of Western Lumber's wholesale division, San Diego Wholesale Building Materials, National City, Ca. "While there wasn't much interest in Western Lumber, there are several paflies interested in the wholesale business."

San Diego Wholesale remains open, anticipating a possible sale and name change, he said.

Incorporated in 1902, Western Lumber grew to eight locations bY 1962, when it renamed its stores "Westy's." Boise Cascade bought the company in 1969 and opened the wholesale division a year later. The company was sold to a re-incorporated Western Lumber Co.. Inc. in 1985.

In 1987, they acquired four stores from Lumber One and renamed the stores Western Lumber Building Material Centers. Georgetown took over in 1987 and announced a major restructuring in 1989. They wanted to sell the real estate and remain in or move into leased facilities. None of the properties were sold to lumber businesses.

o Hemn"F[r o SPF

o W@st@rm Woods

o D@rurg[as Ff,r - ["areh aIs@

o F0mgerJo[mt B[amks

- @0e4tr amd km@W

o Edge G[uod Famels

- c0ear amd km@tty

o Box Shook

o lPa00ets

o Fa[let @alt Stoek

Weyerhaeuser's Gift To Russia

Eyeing Russia's vast softwood timberlands, Weyerhaeuser has taken the first step in what it hopes will be a long, fruitful relationship with the country.

Weyerhaeuser began its formal courtship with a sizable bouquet: 800,000 year-old pine, spruce and larch seedlings.

The company hopes the project will lead to additional forest management opportunities including nursery technology, environmentally sensitive harvesting, milling, manufacturin g, exporting and marketing.

Half the world's supply of softwood timber is now growing in Russia, but the country knows nothing of reforestation and modern technology.

"There has been logging in the Russian Far East by local operators for several decades without regeneration," said Weyerhaeuser timberlands v.p. Scott Marshall. "In addition, the area has been losing millions of acres of trees annually due to forest fres and disease. There is a crying need for modern forest management practices."

Many U.S. companies are interested in joint ventures in Russia, but have been restrained by the Russians' shifting political structure, antiquated legal system and neglected infrastructure.

For more than 20 years Weyerhaeuser executives have been visiting Russia. About five years ago, when the Soviet system began to break apafi, the company started to seriously pursue a business parcnership.

Weyerhaeuser made smaller research plantings in 1991 and 1992. More than 95Vo of the 120,000 seedlings survived the prolonged cold winters, convincing the company that a larger planting was warranted.

The seeds were collected in the Russian Far East and grown at Weyerhaeuser's Forest Regeneration Center, Rochester, Wa. In December they were placed in freezer storage at 28" to 30" and in May shipped in refrigerated containers from the Port of Tacoma to Russia's Port of Vanino.

The seedlings remained in the containers until the soil thawed in early

the wood products industry slnce 1949

June to open the Russian Far East's brief but productive growing season"

Overseen by Weyerhaeuser international reforestation manager Robert Lowery, the 8-inch seedlings were planted over six weeks to reforest 1,200 acres recently harvested by local organization Koppensky Kombinant. The growth cycle for trees in the region is 80 to 100 years. But in Russia, Weyerhaeuser knows well of patience.

What Gustomers Want Most

Customers want retailers to expedite the checkout process, maintaining an adequate number of open checkout stations, quick and efficient cashiers and short lines.

These "wants" head a list based on a study by Willard Bishop Consulting, Ltd. The nearly 1,200 shoppers questioned also categorized as critically irryortanu clean, neat stores with safe and secure parking lots; large, readable price signs offering product information; employee knowledge and friendliness; products merchandised so they are easy to examine, handle and load into carts, and an agreeable return policy.

The research yielded several recommendations for improving service, including providing an adequate stock of advertised items, improving the handling of customer telephone inquiries and using more information technology. This includes in-aisle scanners !o assist customers in verifying a price; electronic item locators either standing alone or attached to shopping carts, and stock status databases that customers can query via personal computer in advance of a store visit or telephone call.

Store managers interviewed in the shrdy suggested ways suppliers could help retailers offer better customer service. These included toll-free customer service numbers; improved assembly and op,erating insfucdons and package labels; more product information and fraining for store employees, and helping retailers assemble products for floor displays.

Expense Control Profitable

Managing expenses effectively is the key to high return on assets, a National Building Material Distributors Association profit survey revealed.

While the average firm realized a return on assets of SVo,higher than last year's 4Vo but well below today's cost of capital, high profit finns realized a l6.2qo retrm on assets. Gross margins were roughly the same for both.

The profit difference, according to the survey, is in operating expenses with higher profit firms having much lower expenses. Employee costs were lower because of high motivation to be productive. More inventory turns a year and fast collection of accounts receivable resulted in effective cash management utilization.

PARTS

SPECIATIST

At Precision Redwood, we custom manufacture redwood pieces into a variety oI quality productsfrom cement floats to ice cream bucket staves. We have the expertise and equipment to do your job in our sophisticated plant to precise tolerances with strict quality control. Send us .,,our drawinqs. We can chof, mold, teno'n, drill, stain, or CNC router to to redwood parts, Precision

COLVITI..E INTIIAN PRDSXSION PINE CO.

t:o:' Boi'3ze3;ofi ek;'WA 9664i f FAx' #50e-826:325e*'

NEW PRODUCTIS

services and sares aids

Landscaping Software

LandDesigner, a full-featured computer-aided design software package for creating landscapes, gardens, walkways and sprinkler systems covering up to 170 acres, has been inroduced by Green Thumb Software.

Side With Thickness

Select premium vinyl siding from Ashland-Davis features a full .044 thick panel in either a double 4" or 5" profile, reportedly producing the thickest retnil vinyl siding available.

Offering low maintenance, high

durability and a lifetime limited warranty, the siding includes a premium cedar-grain finish in nine colors. The color goes clear through the panel so it doesn't show scratches. Coordinating soffit and accessories are available.

lnstant Raised Gardens

The E-Z Border Garden and Landscape System, an ever-expandable system for d-i-yers to create raised bed gardens, pattern gardens and neat borders, is new from Packer Plastics. Components are made of recycled polyresins. Installation requires no nails, rebar stakes, railroad ties or landscape timbers.

Helpful Lock Pack

The new clear packaging and color coding system of Weiser Lock knobsets enable consumers to be confident they're purchasing an attractive, quality product tlat is appropriate for their particular needs.

Packaging features clear descriptions to help identify the type of product enclosed and are coded red for front and back doors; blue for bed and bath; green for hall and closet, and puple for WeiserBolt products.

Starter sets contain four stakes, eight brackets and four stake caps to create basic four-sided raised bed gardens. Single packs are also available to construct larger, more elaborate beds or borders.

Designed for an IBM or compatible PC, the system provides custom landscape and irrigation designs, automatic materials calculation and cost estimation, high resolution printouts, and a graphical user interface to aid computer novices. A complete set of drawing and drafting tools allows users to create circles. lines. rechngles, curves, freeform objects, etc. Graphics are organized into four libraries: trees and shrubs, garden and ground cover, hardscape (benches, decks, etc.) and sprinkler pafis. It includes neady 300 plant and gardening symbols, and additional plant libraries customized to particular regions of the country are available.

Sprinkler layouts are checked and even simulated by showing which areas of the yard and garden are covered when the sprinklers are on. The flow rates for each circuit are calculated and recommendations made for valves and piping.

Dust-Free Sander

The Sand-A-Way dustless hand sander has been infoduced by Genie. The combination sanding block and vacuum accessory is designed for use on drywall, wood and other horizontal or vertical flat surfaces.

Users load the desired grade of sandpaper, then attach its flexible hose to any l-1.14" vacuum system for immediate removal of airborne dust during sanding.

Quick-Change accessories include a sanding block to pre-load different grades of sandpaper and switch between them in seconds, a sandscreen block for drywall sandscreen, and a vacuum pad to remove lingering dust from the sanded surface.

Enqineered Floor Panels

lVow produced in 7/8" panels, Comply Sturd-I-Floor from Oregon Strand Board is engineered to provide extra strength and stiffness to the

surpasses traditional plywood underlayment in retaining dimensional stability and resisting indentations. Linear variation is reduced and thickness swell is virtually eliminated. Its high gypsum content adds an extra element of fire protection to floor assemblies.

The underlayment has a smooth, durable surface that provides an excellent base for thin. resilient floor coverings, caryet, ceramic tile, quarry tile, vinyl tile, parquet and wood flooring. Panels come 3/8" thick and in 4x4 and 4x8 dimensions, with special sizes available on request.

19132" panel, ideal where stiffness and durability are needed (such as exterior siding; planter boxes and garden shed siding), and an 1ll32" thickness for interior applications (breezeways, attic walls and ceilings).

wider spans and lighter weight of Ijoist floor systems.

Made from two lavers of wood fiber sandwiched between three layers of Douglas fir veneer, it reportedly is a stiffer, stronger flooring than plywood, waferboard or oriented srand board. Manufactured under intense heat and pressue using exterior grade resin, it is moisture resistant, durable and guaranteed not to delaminate.

Its panel strength is said to offer lower deflection and greater fastener holding performance, resulting in less panel movement and fewer squeaks.

Fiber-Rei nforced Panels

FiberB ond wallboard, sheathing and undedayment panels from Louisiana-Pacific are composed of gypsum and waste paper for added strength, nail holding ability and ease of installation.

The fiber-reinforced wallboard is said to perform better than conventional drywall, but has an environmental plus since it's made with recycled newspaper. It reportedly resists surface abrasion and impact damage, and provides excellent thermal and sound insulation and superior nail holding ability. It's ideal for ceilings, walls and partitions in residential and commercial buildings because panels are available up to 8 ft. wide and V1 ft. long.

Sheathing features a special Eeatment on the front and back that makes the panels exceptionally water resistant. It has no paper or fiberglass faces or backing, virtually eliminating the possibility of delamination. Equally strong in all directions, it reportedly is 300Vo stronger in the parallel direction than standard gypsum sheathing, allowing for either vertical or horizontal installation without sacrificing wall strength between framing members.

When subjected to high moisture conditions, FiberBond underlayment

Seemingly Seamless

Ply-Bead decorative bead groove paneling and siding from Georgia-Pacific have been especially machined to provide a seam-free appearance.

The easy-to-handle 4'x8' sheets of unfinished southern yellow pine feature a scratch-sanded surfacp that accepts paint" opaque stains and custom colors.

Available are two thicknesses: a

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (714) 852-1990 or FAX 7 74-852-0231 Requests will be foru.rarded to the manufacturer. Please list product(s), issue and page number:

Fence Shield

Fence Coat, a beautifying protective coating specifically for fences, both old and new. has been intro-

said to penetrate deeply and actually become a part of the wood, creating a water repellent shield to stop wood graying, fight deterioration and keep wood looking good.

It contains powerful fungicides to fight moss and mildew, as well as SB7, a potent UV inhibitor. Its unique fonnula lets wood breathe to eliminate blistering and peeling.

It Makes The Cut

The Rock Saw, a new drywall tool said to cut more efficientlv and last longer than traditional dryriall saws, has been introduced by DesigniT Corp.

The tool features a unique tooth design that cuts in both directions, large cleanouts, a beveled blade that prevents binding in the material and no offset teeth, so the saw can be sharpened on the job.

Locked Tiqht

High quaTity padtocks featuring ABUS-Plus Diskus disc cylinder technology to provide maximum security for both indoor and outdoor applications are now available from ABUS Lock Co.

duced by Burke's Protective Coatings. The easy-to-use, one-step finish is

It also cuts other materials. including 2x4s, PVC pipe and acoustic tiles.

Selma Treating Co.

A unique concealed shackle design and hardened steel anti-drill cover protect the cylinder against picking. Over 30,000-key chari"ges ar'e posdible.

Otler features: 1.8mm thick stainless steel body walls, stainless steel interior to ensure smooth operation under adverse conditions, laser welded seams to provide over 6,000 lbs. tensile strength, and a lifetime warranty.

Six models are offered in a ranse of sizes with pin tumbler and dilc cylinder precision mechanisms.

Adjustable Water Fall

Selma, CA 93662

(20s) 89G1234

FAX (209) 896-4323

NEVADA WOOD PRESER\IINI

"We Treat Your Wood Rightl" Silver Springs, Nevada

Moen's Unique Riser kitchen faucet, featuring a convenient spout that can be lifted up ro 10" above the sink for filling large pots or containers, is now available in several colors and with a hose spray.

Also available with liquid soap or lotion dispensers in matching or complementary colors, the faucets feature all-brass construction and Moen's patented washerless cartridge.

They are backed by a lifetime limited warranty against leaks and drips.

SOUTTIERN CALIFORNIA (e09) 36$8010

FAX (909) 369.3946

2929 Kansas Avenue, Riverside, CA 92507

P.0. Box 20092, Riverside 92516

Mondo BarU Jim Frank

. Marc Mike George Lu

INTERNATIONAL SALES (So. Calif, Office)

Lupo Tumer. Annando Ghavez Hablanns Espafiol

NORTTIERN CALIFORNIA

(e16) 92s.6838

FAX (916) 485-e4e5

Dick Hanison

September 1993

Tape Bv The Ton icteenEidge Easy Release Painter's Tape is now available in convenient, accordion-style packs from Daubert Coated Products.

fires or explosions caused by a major earthquake.

Th-e Sismo Earthquake Actuated Automatic Gas Shut-Off Valve uses a sneciallv designed sensor lhat reacts to a major quake by quickly shutting off the flow of gas.

Desisned for residential use, the affordab'ie 3/4" model is installed with ordinary hand tools, replacing a sqndard elbow fitting at the gas meter location. An intemal leveling mechanism eliminates the need to cut or bend pipe.

The bulk packs provide contractors with cost savings and a handY way to stock up on supplies without the hassle of st-oring numerous loose rolls.

The 3/4" x 60 yd. roll comes in a l2-roll accordion Pack, the 1" x 60 vd. roll in a nine-roll pack, and the litZ" anO 2" x 60 yd. sizes in six-roll packs.

Quick Quake Fix

A new safety device from EQ Products helps provide automatic protection from gas leaks and resulting

lf you enioy tolking lumber with people who know how il's produced, where il's produced, ond who Ploduces it, coll We hove ovel l0 | yeols' expelience qt your disposol.

Pine-Like Moutding

A new line of unfinis-hed, paintable and stainable non-wood moirlding is now offered by ABTco.

paint or stain finish.

Offered in 19 profiles and a varietv of lengths, ir is worked and finishei much like [aditional pine mouldine and comes ready to finish, without rel quiring sanding, priming or sealing.

Th_e Big Drop

* Larger sizes of pre-Taped plastic Dropcloths from Daubdrt Coated Products unroll and unfold to provide painlers with greater coverage to protect large areas.

The 72" x 100'size opens up to protect doors, entryways, walls'and other especially tall or wide areas. The 48" x 100' unrolls and unfolds to

cover cabinets, countertops, wainscot!ng, windows and many other surfaces. Both sizes are ideal for covering staircases and railings.

..The producr com5ines a highadhesive painting tape and a duribte plaslig &opcloth into one easy-rGuse masking solution. Its built-iir, static cling feature automatically grabs onto, surrounds and confomn to anv shape.

Hot Water Heater Conversion

A new gas hot water conversion system allowing an economical conversion from electric to gas water lgating has been introduced by GasFired Products.

PinePlus features a unifonn grain pattern printed over a polystyiene substrate that gives the users th6 look of top grade pine but reportedly is easler and more economical to install tban traditional pine mouldings. It is sard not to warp, have less tendencv to split, be unaffected by moisture ani free.of un-sightly knots and gouges, srgnillcanuy reduce waste and deliver a consistent appearance in either a

. Th€ system converts an exisitng electric waler heater to gas while orol viding triple the availaSle amount of hot water, substantial fuel savings, qulgk-payback and an option to cdntrally heat the home.

The Seahorse Gas Hot Water Conversion System uses a self-contained gas burner located outside the home to heat and circulate hot water to an existing electric water heater. .tsecause the electric heating element in the tank is removed, thd existing electric water heater becomes a hoi water stofage tank.

FINE GRAIN DOUGLAS FIR

SPECIFIED:

Sales.

lnsulate The windows

The 3M Window Insulator Kit reportedly stops cold drafts and prevents frost buildup that could damage woodwork.

It is said to reduce air infiltrationby 97Vo while increasing R-value by 90Vo over an average single pane window. The indoor kit has a cleal, easy-to-install insulating film that shrinks tight for a tough weather seal. Kits also are available for outdoor and patio door applications.

Manufacturers of Quality

Hem-Fir Hemlock Douglas Fir

urethane product that drys to a bringing out the natural beauty

o Clear Crystal Clear is just that, clear and non-yellowing.

Convenienl Crystal Clear is easy to apply over a multitude of suriaces, finishes and is available in satin. semi-gloss

Introducing Crystal Clear Wood Finish lrom Wood-Tex. A quality, high-perlormance orolessional clear f inish in your woods.

r Safe Crystal Clear is VOC comoliant. non-llammable and cleans up easily with water.

r Durable Crystal Clear is chemical, moistu re resistant and very resilient.

Specialists from our own Distribution

Quick Delivery by Truck & Trailer

Raif & Direct Mill shipments :

Better Spreader

Power Gardener, the first multipurpose, rechargeable, battery-operated spreader specially designed for the home gardener, has been introduced by Natural Earth Technologies.

Load the hopper, select the desired particle setting and press the nigger. wirh rhe larle paiticte settin-g] it quickly and evenly spreads everything from grass seed and fertilizer to ice melters and otler dry materials. Powdered insecticides can be dispersed with the fine setting.

Sleek and lightweight, it features a long lasting nickel cadmium battery, durable plastic housing and strong

motor. The top riding hopper is removable for compact storage, and the unit comes with a UL approved battery recharger.

Side By Side

CertainTeed has redesigned its Monogram vertical siding panel, adding a unique post-fonned locking system which permits the closest alignment possible between two panels to create the authentic look of beveled edge wood.

Now known as Monosram Chamfer Board, the panel has-a double 5" panel exposure with a smoothbrushed finish appearance and a wall thickness of .044" for strength and rigidity.

Virtually maintenance-free, it can be used as a vertical siding panel or soffit.

Sweed Cbopers sei you lree lr@ tbe basslo @d cut tbe cost ol scrqp disposcl! a Dnmoticclly cut the mon-houE reqwed to dtspce oi ltrce wnted moteiols.

coble, extrusions, ploslics dndst€lbor-into compod, monog4ble chunks

shitt qfter shifl. yeqr ofter yer. with l@ mdintenonce becquF lhey lecture o minimum number ol moving ports, highesl quolrty mqteriqls qnd on eflicient opercting design thqt hos been dfleloped through over 25 yeqs of dispml engineering ond monulqcturing.

Ask u to stw tor hod Sweed ChoppeE ond Scrop CoreKion Sysileru con pqy tor therclm by gdung you more oper- oting spoce. incmsing produdivity qnd producirg premium-priced Fcyct- @lercrop.

NEW LITIERATIU

Read Up On Roofing

A 6-p. booklet ofspecifications and installation instructions for Hardishake fiber cement roofing is free from Jarnes Hardie Building Products, 10901 Elm Ave., Fontana, Ca. 92335; (80O) 426-4051.

Energy-Wise Appl iances

"Energy Saving Tips," a l6-p. guide to smart buying and operation of major appliances, is free from Maytag, I Dependability Square, Newton, Ia. 50208; (515) 791-8518.

GETYOUR COPY

of any New Literah.rre items by cohtacting each company directly. Please mention you ' saw it here! Get

Wood Design Sourcebook

"The Guide to Wood Design Infonnation," a revised 28-p. bibliography of technical material available from wood industry orgariizations, is free from Southern Forest Products Association, Box 641700, Kenner, La.70064; (504) 443-4464.

Thermoset Decorative Panels

An 8-p. thermoset decorative panel brochure, "Permalam Panels: Performance, Versatility, Economy," is free from American Laminators Association, Box 2209, Seattle, Wa. 98111; (209) 382t67t.

Home Shop Shortcuts

The 224-p. softbound'Tngenious Shop Aids & Jigs: Professional Sbortcuts for the Home Workshop" is $14.95 from Sterling Publishing Co., 387 Park Ave. S., New York, N.Y. 10016; (212) 532-7160.

Environmental Lawn Care

The 28-p. "Consumer Guide to Environmentally Helpful Outdoor Power Equipment" is free from Outdoor Power Equipment Institute, 341 S. Patrick St., Old Town Alexandria, Ya.22314: (703) 549-7600.

Wolnaniztd@ pressure-treated wood

Dricon@ fire retardant treated wood

We have a large inventory of these proven products. Call us.

ELASSIF[ED

NORTHWEST company looking for Particleboard & MDF salesperson. High commission rate and excellent benefits package. This is a great opportunity with a growing company. Please send resume to Box 640. c/o The Merchant Magazine.

SAN DIEGO - Home center/wholesale distribution company seeking human resource personnel for employment compensation, labor relations, EEO, and training responsibilities. Inquire to Dixieline Lumber Company, 3250 Sports Arena, San Diego, Ca. 921 10.

LUMBER SPECIALTY TRADER. 15 year old wholesale lumber compa.ny is interested in a specialty lumber trader with proven track record. We offer excellent commission & benefits in a growing company. Send resume to P.O. Box 190, Wilsonville, Or. 97070. All responses held in strictest confidence.

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 Merchrnt Mrgezine, 4500 Cempus

Suite 4t0, Newport

Ca. 92660. Make checks payabletoTheMerchentMr8ezine. Mail copytoaboveaddressorcall (714)

Deadline for copy is the 22nd of lhe month. PAYMf,NT MUST ACCOMPANY COPY unless you have established credit with us.

TIMBERS

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

COPELAND LI,JMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland,Or.97232, Attention John Matschiner, Real Estate Manager. (503) 212-718 I All inquiries kept confidential.

New Deck Design Software Offered

Osmose Wood Preserving, Black & Decker, Flood Co., Vermont American and the California Redwood Association are sponsoring a consumer deck building software program, "Design and Build Your Deck."

Marketed by Sunset Books and created by Books That Work, Palo AI$o, Ca., the program runs on IBM compatible computers using Microsoft Windows.

"It is the most sophisticated system we've seen for consumers," said Al Heberer, Osmose national account manager. "Retailers can confidently recommend it to their customers to help promote the purchase of a deck. It is simple to use, offers great features and is a bargain at $70 or less."

A simple deck can be laid out by manipulating screen images with a mouse. As changes are made to the size, shape, stairs and rails, the program automatically inserts accommodating struchral underpinnings and updates materials and price lists. Designs can be viewed in 3-D from all angles. Decking can be hidden to show framing, corners can be notched or angled and outer house walls drawn. Plain English definitions, building tips, color animation complete with sound, and use of national building code practices make the progmm user friendly.

Because the program is limited to simple designs, it lacks capacity to include hot tub or tree openings or provide elaborate railing options.

SINCE 1876YOUR COMPLETE GUIDE... lumbermens red b00k serulce

Tho Lumbormens Red Book listsall producers, wholesalers, retailers ol lumber and wood products of any kind, and. all manulacturers otwood turniture, cabinels and millworkmobile homes, prefab houses and modular unitswood recreataonal products, sportsware and toys - boxes, crates, pallets and industrial productsand all other products using wood in any torm.

A Red Book listlng showsthe exact business name - complete address, including SUPPLEMENT BINDER

Rod Book rorwlco glvca ttou -

o LUMBERIIENS RED EOOK

o WEEKLY CHANGE SHEETS

o CUiIULATIVE SUPPLEMENTS

o SUPPLEIIENT BINDER

o TRAVELERS EDITIONS

o SPECIAL REPORTS

o COLLECTIOT{ SERVICE

. COMPUTERIZED MAILING LISTS

P.O. Box and ZIP CODE! - conqse description of what the business does - special data such as location of purchasing deparlmontthe financial strength rating (not alone the net worth, but what is available to crodltors)the exact payment rating (how il pays: prompt, slow, very slow).

A Red Book credit rating is accuralo, because the man who assigned it is a specialisl in the field we cover. His rating allows you to make an immodiate decision!

Please enter our subscriotion for Lumbermens RED B00K service for one year. Bill us: $391.25 quarterly !; $782.50 semi-annually n; $1565.00 annually n. Please send more information. without oblioation n. BUSINESS NAME

SOUTHERN CALIFORNIA

LOS ANGELES AREA

BINNDRS'GUNDB

GREATER SAN FRANCISCO BAY AREA

oRANGE, R|VERS|DE & SAN BERNARIXNO COUNT]ES

ARCATA' EUBEH / fORTU}IA

Bervc Lumbr Co. ...... ...-.-.fi0n9n.16f{J

Btuc Llkc Fcrd ftodlcb................................,.. ,.,,,..,.,i707\ 8n 2CSS

&eotfnrdmudd.... .,..........11071e22.W &lll lmbc

16+3t41 Redwod Faest Pr0ducb,,,.....,,.......,.......,..........,.........{70t 11}4ott Redwood Inpertn SeNice..........................................(707) 4443@1 Sdm}sal6 l$bs, lnq...-.--..-..---.......................0n $!7A.1

Siinpm Tlnbcr Co..... ..'.......,i-79n9?-CB'll

Fq6t Producb..........,... prdL rmb.| co..:..--.......:.-."...........:...:::..::::::.::.::. Prr tlrnb., Co......,.... Co......,................... Prh|csou6. hc.,......................

B.d lumbc R6l Lumb.f

6608680 67$7335

AUBURN ' OnASS VALLEY / OBOVil,IE

Cd Sale Fq€sl Prcducls..--,.............(800) 350il@ (916) 27+3301

Fd€st Products Mdkeling, |rc..............................,....,...(916) 53$8816

YOe Rivs Spodalty t\4{lns,.,,..................,,...................(9.|6) 22.2920

LOg BANOS 01rK.Padfa...............,,, ..,.........(2tr) 82e65{

TODESTO

K€llcr Lmbd Sd6 (Msced)........................................(8IIl42+Sm

Treatns........,........(800) eS8709 (20) 86S1561

Lmbs Sds..................-.--.....(80q 233.7888 (916) 24il105

(R€d ElulD ...-.-.-..,..-.-.-.................{916) 527.1343

tiloktng............-.--.-.............(800) 245{531 (9.|6)

-PACIFIC

Baxt€r & Co., J.H.......... Frmmt Fa6t Producb G6mhiFor6l ftodrcls

MEDFORO/GRANTS PASS Alwcaha Wood Tratgs...................,,,.......................

GREATEB PORTLAND AREA cd. & Assodat6. Jdln T. ..........................................,

Pe. & Tdb01...............

Pqtand Pdic Fcc6t Products....,.............................. SCR Inc...............................,,.....,.........(80q 7355560 W.ydhror Co,..............................,.,.,......,.,.(ln Or) (oubld! O.) (80q $7-1111

I

Csp. (Hayd€n LC(c)...,....................,.(ru)

(t.ridd|)......,................................,.................(208)

g5O ALASKA

Personals

( Co ntinue d from page 3 7)

Bill Dyer is division mgr. of J.E. Higgins Lumber Co.'s new San Diego, Ca., yard. Nlck Spano, John McCree, Scott Hoyt and Ted Peach are handling sales.

Robert Hunt. Western Wood Products Association, and Brad Shelley, West Coast Lumber Inspection Bureau, bave been appointed to the committee to nominate 1994 American Lumber Standard Committee officers.

Frank DeMott, Best Moulding Corp., Albuquerque, N.M., and Bob Palencar, Virginia Moulding, Portsmouth, Va., took 2nd place in the annual member-guest golf tournament at the Tanoan Country Club, Albuquerque.

Sam Humphrey is new to sales at WAC Lighting Co., covering Az. and N.M. Mlchael Jung is a new business analyst with Henry Co., Los Angeles, Ca.

Tom Gulse is now mktg. mgr.-new business development for Genie.

WWPA Book On Environment

Environmental issues and the role building products selection plays in those issues are cladfied in a new 12page booklet produced as part of the Western Wood Products Association's Wood Works environmental communications program.

Concluding that ttre impact of using wood is less than that of other building materials because trees are a renewable resource, Choices is available from WWPA, Dept. WW-l, Yeon Building, 522 SW Fifth Ave., Portland, Or.97204-2122, for $1.4O.

Smaller Homes Invade Market

Smaller houses are becoming a building trend in Orange County, Ca., an area that is often an indicator of the direction the nation is taking.

Condos condensed into 520 sq. ft.,

OB[lIUARIES

George P. Loos, 77, fonnerly of Suverkrup Lumber Co., San Bemardino, Ca., died July 20, L993, in Redlands, Ca.

Born in Friend, Ne., he started his career in a Washington lumber cimp in the late 1930s. After college, he worked for Gibson Lumber Co., San Bernardino, and Patten-Blinn Lumber Co., Redlands and San Diego, Ca., before joining Suverkrup in outside sales in 1966. He retired in 1987.

slightly larger than a two-car garage, are already on the market. Most planners believe 1,200 to 2,000 sq. ft. of floor space and 10 to 15 homes per acre will be optimum for affordable family dwellings.

In 1989 the average detached home built in Orange County had 2,700 sq. ft. of space.

Brt,gYwr Horc Catq Busfrrcss ImoIIre