Merchant Magazine - October 1986

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Curran. Gage McKinney. Ken Thim

Art Director Martha Emerv

Staff Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite t180, Newport Beach, Ca. 92660, phone (714) 852-1990, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca.. and additional offices. POSTMASTER: Send address changes to The Merchant Magazine. 4500 Campus Dr.. Suite 480, Newport Beach. Ca. 92660.

AD\tsRTISING OFFICES

FROM WASHINGTON STATE. ORE. GON, IDAHO, WYOMING, MONTANA, UTAH, COLORADO and CANADA: Contact Carole Holm. Phone (206) 340-0680. FROM NORTHERN CALIFORNIA & ARIZONA: contact David Cutler. Phone (714) 852- 1990.

FROM SOUTHERN CALIFORNIA: contact Carl Vann. Phone (213\ 472-3113. Advertising rale5 upon request.

SUBSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation Dept., The Merchant Malgazine. 4500 Campus Dr., Suite ,180, Newport Beach. Ca. 9266O. Include address label from recent issue ifpossible. new address and zip code.

Subscription Rates-U.S.: $9-one year; $l5two years: $2O-three years. Foreign: one year payable in advance in U.S. fundsCanada or Mexico: air-$351 surface-$301 South America: air-$55; surface-$30; Asia: air-$68; surface-$30; Europe: air-$981 surface-$3O. Single copies-$2; back copies-$3 when available plus shipping & handling. The Merchant Magazine is an independently owned publication for the retail, wholesale and distribution levels of the lumberand home center markets in 13 western states.

EDITORIAT

DAVID CUTLER editor-

M'am, have you seen our new hardwood department?

HEN WE ASK retailers why they don't sell more hardwoods in their store, the response is often a negative litany of low customer interest, costly and slow moving inventory and a staff that knows little of hardwood and cares less.

While these are certainly legitimate concerns, the idea nonetheless carries considerable merit for the retailer who is enlightened enough to realize that selling hardwood to the public is a natural extension of his business. Potentially it is a very profitable contribution to the bottom line.

Dealers who have established a concerted program to sell hardwoods in their store(s) have used a wide variety ofmethods to reach success. There is no one certain way, but many have used one or more of the following concepts: play to the d-i-yers natural urge to create by using displays, in-store advertising and exter-

nal advertising; by staging a series of seminars to interest and involve the public; holding woodworking fairs for the general public as well as specific publicsshop teachers, students, etc.on an annual or continuing basis; by making the inventory commitment to establish the store as the recognized source ofsupply for hardwoods. Present the firm as the community hardwood specialists and don't let them forget it.

All woods have a magic that does not attach to manmade materials. Hardwoods have even more of this marvelous mystery. While this area of their appeal may be an inangible, make no mistake about its effect upon people. While it is difficult to add romance to two-byfours, hardwoods have an aura and glamour that the alert merchant can and should utilize in his store.

It won't be easy and it won't be cheap, but how many worthwhile things are?

t l- H -- I J

Shape up your moulding business with a proven selection of profiles.

ln red oak, ash, birch, mahoganY, Pine and redwood. From Higgins.

lf you are a retail lumber merchant and weren't aware that Higgins distributes a top quality line of mouldings, you could be missing out on sales and profit opportunities.

For more information contact Your nearest Higgins distribution center and ask about our retail moulding package including free catalog, moulding selection poster, samples, and custom moulding services.

Also, for the retailer who wants to build his business on customer satisfaction, Higgins offers hardwood rounds and dowels, oak and maple chopping blocks, cedar closet lining,

Finnish birch plywood handy panels, Upson board. oliant wood veneers, prefinished parquet flooring. treads, risers and much, much more.

For just how much more, please write to J.E. Higgins Lumber Company, 1399 Ygnacio Valley Road, Walnut Creek, CA 94598 or contact one of our distribution centers listed: Bakersfield, (805) 834-0632 n Fresno, (209) 264-1771I Monterey Bay, (408) 722-71661)

Reno, Nevada, (702) 329-1653 ! Sacramento, $16\ 927-2727 A Santa Maria (805) 928-8325

n Santa Rosa, (707) 527-6333 I Union Citv (S.F. Bay Area), (415) 471-4900.

Since 1883

qffi.

ARDWOOD sales can be improved with quality merchandising and promotions as proven by the developing number of specialty hardwood retailers.

Home centers and lumber dealers who want to expand their hardwood sales can profit by adopting some of the methods used by these stores which deal exclusively in domestic and exotic hardwoods. Role models include Paxton Lumber Co.'s Beautiful Woods, found in several states; McFeely's Hardwoods and Lumber, Lynchburg, Va.; Charlotte Hardwood Center, Inc., Charlotte, N.C.; Greenville Hardwood Center. Greenvi-lle. S.C.; Atlanta Hardwood Center, Atlanta, Ga.; Woodcrafters, Fortland, Or., and the franchised Austin Hardwoods throughout the United States.

Managers and owners of these stores agree on one thing. Customers need and want lots ofhelp and expert advice when they shop for the often unfamiliar and costly hardwoods. "We're not a rack fype business," says Steve Penberthy, orvner of Woodcrafters. "Because we're a small specialty type business, we can take the time to ask people what they need the materials for."

Rule No. l: Provide knowledgeable people to help customers buying hardwood. Have an adequate number of employees so that service can be one on one. Encourage salespeople to spend time with customers.

Rule No. 2: Make it easy for the customer to find and identify the various species.

Beautiful Woods uses large, readable white name tags jutting out from the vertical stacks to identify each species. Charlotte Hardwood Center, Inc. labels each bin. Regardless ofhow it is done, each species must be identified, preferably with an explanation of its uses. Veneers should be stored flat in labeled drawers.

Rule No. 3: Inspire increased purchases of hardwoods by promoting their beauty and what can be done with them.

McFeely Hardwoods and Lumber, Lynchburg, Va., maintains a picture board where customers display photographs of furniture and other projecs they have completed using hardwood purchased from the store. Labeled hardwood samples can be hung on the walls like art to show offtheir beauty. Flooring can be presented on the wall as well as on the floor. Sample book ofwood squares can be assembled.

10 rules to help you sell morc hadwood

Rule No. 4: Promote interest and skill in cabinet and furniture making and woodworking projects with seminars, classes, demonstrations and fairs in addition to working with organizations such as the Woodcarvers and Woodworkers Guild.

Beautiful Woods has presented demonstrations by well known wood carvers. McFeely's offers seminars on specific skills such as dovetailing. Charlotte Hardwood Centers hosts meetinss of the local wbodworking association.

Rule No. 5: Provide all the materials necessary to complete a project including quality tools, finishes and hardware, housing them in the area where the hardwoods are located.

Most hardwood specialty stores display samples of the woods with various finishes along with shelves of finishing materials. High quality industrial or professional woodworking tools are sold by most stores. Small toy parts such as wheels are stocked by at least one store for customers who enjoy toy making.

Rule No. 6: Have woodworking instruction manuals, gift woodworking books, pamphlets and patterns available for sale as well as browsing for ideas. Again these should be part ofthe hardwood department.

Jim Ray, owner/manager at McFeely's, says that a large portion ofthe projects done with materials purchased at his store

Story at a Glance

Ways to develop hardwood sales...cu ltivate customers... display well identified, clearly priced woods...cross merchandise finishing materials and tools...use hardwood specialist image to attract business.

are given away as gifts. Thus people like to look for ideas as well as instructions.

Rule No. 7:Have all material clearly priced.

Beautiful Woods prices by the piece instead of board foot. Greenville Hardwood Center, which maintains a warehouse atmosphere for its cabinetmakers and serious woodworking customers, hands out printed price lists. However it is done, the message is that since hardwood is expensive, there should be no surprises for the customer at the cash register.

Rule No. 8: Merchandise to a variety ofskill levels including beginners and advanced woodworkers as well as professionals.

Odds and ends sold by the piece from a table or bins may be just fine for one customer, although hardwood to build a trestle table, panel a wall or do a floor may be needed by others. Keep in mind that as the beginner gains confidence, he will want more variety. Also professional customers will need large quantities of material for cabinets, floors and paneling.

Rule No. 9: Stock a wide variety of species and types ofhardwood including veneer, paneling, flooring and hardwood plywood that aren't.available elsewhere.

A store's reputation for having or being able to get good quality hardwoods which other don't have will bring in customers. David Mashburn, part owner and manager of the Charlotte, Greenville and Atlanta Hardwood Centers, stresses the aesthetics of the wood to justiff the price for his customers. Most hardwood specialty stores offer milling capabilities for special orders or dressing rough hardwood lumber.

Rule No. l0: Promote your image as a hardwood specialist with catalogs, advertisements in woodworking publications and promotions as well as with a well organized hardwood department staffed by knowing, caring people.

HERRINGBLOCK, a parquet style originated during the reign of French King Louis XlV, can be blended with contemporary or period designs. Dealers can use literature from the National Oak Flooring Manufacturers Association to shorrv their customers the variety of interior moods possible with the use of hardwood floorino.

Hadwood floor sales F climb the walls

By James H. ke Managing Director National Oak Flooring Manufacturers Association, Memphis, Tn.

ROBABLY no "commodity" item in the building products inventory is enjoying more renewed interest and demand today than oak flooring.

Long favored as the premier flooring for luxury residences, it's now seen regularly in retail stores, offices and other commercial environments. Architects. designers, homebuilders and, rhost of all, homebuyers are rediscovering the natural beauty of hardwood as the perfect complement to any interior style.

While the warmth and charm of wood are the major reasons for its return to popularity, a contributing factor is the development of new polyurethane and Swedish finishing materials which wear much better than varnish and shellac and greatly reduce the maintenance requirements.

The National Oak Flooring Manufacturers Association, of which most major producers are members, now approves the use ofhardwood flooring in kitchens when one ofthese finishes is applied after the flooring is installed. This is a practice it did not endorse only a few years ago because of the potential for water splash which would spot the older finishes. Now a home can have a real "country kitchen" with wood floors to complement the beauty of cabinets and other natural materials. It's a trend that building products suppliers can promote to increase their sales.

Still another avenue of increased sales lies in the use of wood flooring, particularly the popular strip style, on walls and ceilings. Applied vertically, horizontally or at an angle, it provides an interesting, decorative effect and an extremely durable, low-maintenance surface. For a horizonal application, the flooring can be nailed directly to the studs. Furring strips nailed to studs are used for vertical or diagonal application or, for masonry

walls, 2x4s are attached to the wall to provide a nailing surface.

Where required in commercial buildings, a Class '.A' flame-spread rating can be obtained by application of an intumescent coating, a transparent finish which thickens rapidly into a protective coating in the presence offire.

Story at a Glance

New f inishes make hardwood practical for any room...sales potential still increasing...use on walls and ceilings is a growing trcnd...literature available to help dealer promotions.

But most hardwood flooring, true to its name, ends up as floors - strip, plank, block or parquetry in a variefy ofdesigns. There is, in fact, a return to what is called the "linear look" in wood flooringlong, narrow strips, usually 2Vt " wideblind-nailed to a suitable subfloor to form a solid surface of long-wearing hardwood. Such a floor can be installed on concrete slab subfloors as well as those with wood joist construction.

Both unfinished and factory-finished hardwood flooring is manufactured by members of NOFMA, although not all members make the prefinished kind.

Established in 1909. NOFMA has as a primary function the establishment of standards for the production ofhardwood flooring and inspection of members'output to make sure it conforms with these

(Please turn to page 75)

STRIP oak flooring laid at an angle to the walls and given a natural light finish has a contemporary feeling. Dealers can recommend oak flooring for a variety of architectural styles ano uses.

E URI.flTURE made totally or in Pan F *,,n narowooo ls occunrlrlB a lasr growing new product line in home centers.

The types offurniture long associated with discounters are beginning to creep into the home center inventory. Knockdown, now with a more elegant label of ready-to-assemble (RIA), unfinished and assembled furniture including antique reproductions are being manufactured especially for the home center market. The number of producers exhibiting at the National Home Center Show is growing steadily with a full six pages of furniture displays listed in the latest sho'il directory.

Independent home centers have been slow to accept furniture in any depth. However, the majority of the chains, especially the warehouse stores, have understood the potential market and beeled up their inventory.

Hechinger's has long had a furniture department of consequence. Lowe's with its emphasis on home decorating also has stocked a considerable amount of furniture. Mr. Goodbuys is considered a pioneer in the field by some, having experimented with upholstered pieces as well as case goods. Home Depot, Cashways, Home Quarters Warehouse, Handyman, HomeClub and National Lumber are among others who have representative lines of furniture.

"Better living furniture" is the term one store applies to its lines representing four or five manufacturers. "Realwood" is the way another furniture buyer describes his merchandise.

"It's an area of our business that we expect to expand rapidly. The number of lines we carry has doubled in the last couple of years and we feel it will double again in the next two," explained the merchandising vice president at one store.

Hardwood is represented in both domestic and imported furniture. Many of the antique reproductions are made from solid hardwood, often oak. Much of the unfinished variety is alder which stains well to resemble a variety of more expensive woods. RTA furniture, usually entertainment centers, computer furniture, audio, tv/vcr cabinets or tv and microwave carts, often is fuced with hardwood while the unseen portions are particleboard.

Ready-to-assemble has many advantages for the retailer, including storage. After a sample has been assembled for the floor, the remaining stock can be stacked or shelved in the protective cartons. kss damage in delivery and storage and lower freight costs are additional advantages.

Tirday's upscale, mobile customer likes the idea of being able to carry home his choice without waiting weeks for delivery. The challenge of assembling RTA furniture or applying a stain to the unfinished seems to satisfr some creative instinct often thwarted by the professional's life style.

Manufacturers cater to the d-iy market with well written assembly instructions in many cases. Many manufacture furniture exclusively while others such as Belwood are cabinet manufacturers turned furniture makers.

Story at a Glance

Many more home centers now carry hardwood furniture... chains outpace independents in accepting new lines...most of the domestic and imported furniture make extensive use of hardwood...displays requ ire minimalfootage.

Houston Simard, president of Belwood, which has offices in Memphis, Tn., and plants in Ackerman and Tylertown, Ms., calls the future of ready to assemble furniture "very bright." His company has 88 models, all produced on its cabinet manufacturing lines.

Other domestic manufacturers of affordable, budget furniture include O'sullivan, Lamar, Mo., Whittier Wood Products, Eugene, Or., which uses only alder in unfinished pieces, and Sauder, Archbold, Oh. American Forest Products, Stockton, Ca., is the largest manufacturer of unfinished furniture in the U.S.

Furniture, like most items in the home center, benefits from being displayed well. Samples should be assembled from the RTA lines. Unfinished furniture should be cross merchandised with materials needed for staining including color samples of the various finishes possible. Vignette displays with decorative items help a customer to visualize hcxv the piece will fit into his home.

If furniture is not a line offered by your store, you should explore the growing concept that the home center customer is ready for it.

"Yourfuture rcsewood shipment maY be used to cook someone's dinner"

ARDWOOD from tropical countries is a commodity which most dealers and customers take for granted. But, according toOzzie Bender, a senior consultant to the forest industry with Ekono, Inc., Bellevue, Wa., this may not always be the case.

"We all know the old growth tropical hardwood supply is coming to an end," Bender says, "but when?" Before attempting to answer the question, he puts the world supply in perspective by pointing out that more than 507o of the total wood harvest each year is used for fuelwood.

Continuing with background material before tackling the question ofcontinuing supply, he points out that an estimated Z million acres or 42900 square miles of

tropical forest is destroyed annually. This is an area about the size of Indiana as compared to the total world tropical forest area of 3.2 billion acres or 5 million square miles, about half again as big as the U.S.A. which covers 3.6 million square miles.

Most of this forest destruction is caused by the rural population clearing the forest for pasture or to plant food crops or the cutting of wood for fuel . "Your future shipment of rosewood paneling may be used to cook somebody's dinner," Bender qurps.

In addition to the pressures the forest products industry faces with deforestation, it also faces pressures from environmental groups who want the forests left alone. As an example, Bender cites an ad which appeared in The New' York Ttmes in January of this year. Aimed at the fast food industry, it claimed that tropical rainforests were being destroyed to provide grazing land for beef caftle in Central America. As further evidence of the impact environmentalists may have on the hardwood industry, he tells ofreports of groups picketing furniture stores in Zurich, Switzerland, because the stores were selling furniture made from tropical hardwoods.

Transmigration plans are affecting tropical hardwood supplies. Indonesia proposes to move 1.3 million people from Java to less inhabited Kalimantan and other areas by 1989. Reseftlement ofthese farmers will take 890.000 acres of land annually with 80% of it coming from virgin and logged-over forests, Bender points out.

It has been estimated that the loss of timber from this first transmigration wave will be equivalent to loading out log ships containing 28 million board feet of lumber every day ofthe year.

Future plans call lor the transmigration of another 15 million people between 1989 and 1999 with each family receiving an average of 3.7 acres to farm. This will eliminate 7.2 million acres of forest.

To further emphasize the problem of continued supply, Bender points out that Indonesia has a little over 30 years left of cutting old growth or virgin forest. India, on the other hand, has 128 million acres of commercial forest of which 63% is managed. At the current rate of deforestation, they have a reserve of 3.7 million acres of industrial plantations. Malaysia has 15 years offorest left and the Philippines 17.

Story at a Glance

Tropical hardwood shortage called inevitable...farming and fuelwood use destroys 27 million acres annually...resettlement of people cuts into supply ...use of lesser known species and managed forests recommended.

Latin American countries appear bener off with Brazil estimated to have 98 years left; Peru 70 years, Columbia 23, Surinam, over 2,000 years. Africa also has a fairly long term supply.

Although the problems are severe. it is possible to slow the inevitable, according to Bender. The first positive step would be to use more secondary species or more of the lesser known species.

The second remedy would be to go to managed forests or growing a second crop after the first selective cut. Enrichment plantings or the planting of seedlings ofdesirable species in the forest after logging would help to replace the original stands.

This method has economic disadvantages since meranti or lauan takes a minimum of 40 to 60 years to grow to acceptable diameter. With timber concessions in South East Asia only given for 2O-25 years, there is no guarantee that the

TR0PICAI hardwoods such as these may someday not be available to provide hardwood lumber.

conccssion opcflt()f r"oulcl har c c()ntrol ol the conccssion ut hurvest tinrc uncl thus b.' .rltl. lr) fcL()\t'r' hts tnrL'\tl)lLnt. Rclirrcstation throLrsh thc plantinu ol'industrill plantations also is sub.jcct to in\ c\tor rcluctancc.

Scr cnrl ()r ganizatr()ns lrrc sccking solutions lo the problcnr. []cndcr sur s. Thc Internat ionul TropicaI'l'inrber ()rgartizatron (t'l'l'O) nlolrcs ll tinrhcr prorlue rnu nations ancl lJ conslrnrrng nations inclutling thc []nrtctl Statcs. In udclition trr gathcring stutistical tntlc untl prodr.rctron IrItr|c: irr)(l r)ritIkr't irrt.lIi..err.t'. it' IrLrr posc is thrce lold. (l) Erllultc nrarkcts Ii)r lropical harrlwoocls (sccontlarv or lcsscr krtoun spccics). (2) TrnnslL'r lirrcst intlLrs t ry protluction tcchnologr 1l-our trrrbcr consunting coLrntrrcs to tinrtrcl producinl eountrics. (3) F-ruluation ol'rlelirrcslation problcnrs antl lirrest rrurna!lenrcnt s\ stcnls.

A sccond or!lurtization intcrcstcd in tinrbcr supplr rs an rnternational task tirrcc nlrdc up lrorn UNDP. thc Wrrrlcl Bank und thc Wrrr-ltl Rcsourccs Instrtr-rtc. all cntitics 'ui'hich havc been attackins the dclirre stution problcnr tirr I curs. 'l'hct har c pr.cparcd a plln of action u'hich needs S-5.3 billion lirr l'inancing. Hall'of the nroncv urluld corrrc lionr intcrnutional hltnkr lttt,l ([\CIdPII)clll ir)\i\lJrlL(' il:]('r) cics antl hlrll lronr thc privatc scctor-untl go\ ernntcnts.

In a rcccnt briefing to thc Internationll Hardwood Products Association on thc tropical hardr,,txrd suppll. Bcnder rcc()n) nrcnded that thcr undcrtakc lrnancing ol'a sur\e\ to asscss the nunrbcr ofyears rtt' rcnraining cut ol'virsin tirrcst in thc coun tr.ics supph inu thc U.S. nlrlkct u ith tropical hardr',oocls. He also suggcstcrl sLrpporlint gcne tic inrprovcrlcnts of spccics such as Honduran mah()gan\'. lauan ancl nrcranti as wcll as the possibilities ot' glolving nrahogunv and othcr desirablc tropir':rl spet icr itt pllrntatiotts.

As scllcrs ol'tropical hardu<xxls. rctiiil or wholcsale. clcalcrs also should be au'arc that the supplv is not t-ntllcss and siYc support to an\ nrovcnrent ilhich will insurc a continucd supply lor cornnrcrcial use.

(Ektrto, lttt. i.s tnt irtlcnttilionul c()ntl)utr\'

For information on quick:.,8srvice call the tre,aling experts!

Yellow popl ar battles for market recognition

ATCH OUT, dealers, yellow poplar, the long neglected stepchild of the hardwood industry is ready to tackle the marketplace.

Propelled by the promotion committee of the Appalachian Hardwood Manufacturers, Inc., poplar has been introduced and increasingly accepted by the furniture producers as a major component in solid wood furniture. The committee is now working on acceptance by distribution yards.

" Their customers include important secondary producers in construction and home remodeling industries as well as millwork, door and sash producers and retail yards," according to Emmet Vaughn Jr., co-chairman of the promotion committee. "These wholesale yards share our intense interest in the successful promotion of the more complete utilization of the poplar product."

Vaughn, president of Emmet Vaughn Lumber Co., Knoxville, Tn., and promotion committee co-chairman, Jim C. Hamer of Kenova, WV., have been the driving force behind the well organized and hard hitting movement to find a strong, viable market for PoPlar.

Marketing presentations to furniture manufacturers, distributors, cabinet producers, pallet manufacturers and offshore markets in both Europe and the Pacific Rim nations are a follow up to earlier efforts to establish yellow poplar as a construction dimension material.

Research into poplar utilization was begun by the Appalachian Hardwood Manufacturers several years ago. Their work at that time resulted in the species being approved for construction use by the American Lumber Standards Committee.

Although the construction market was penetrated and poplar's use in studs, beams and other dimension was apprwed

by various code people. according to Vaughn, there is a home grown problem in that Appalachian mills are not set up to produce studs and many of the people are not equipped to make a commitment to that market. Although construction is a viable potential market for poplar, the production of material for such use is completely apart from the normal operations of the mills. Few manufacturers have been willing to submit their resources, human and economic, to a market that is even more volatile than the traditional hardwood markets, Vaughn points out.

Story at a Glance

Yellow poplar promotion taryets distribution yads...approved for construction use, but production lags...outstanding working characteristics, abundant resources...ripe for increased acceptance.

The furniture promotion phase of the overall yellow poplar promotion has been highly successful. In comparing it to the oak promotion two decades ago, Vaughn emphasizes that it is "more successful at this stage than we had been with oak."

There are many reasons for yellow poplar (Lirodendron tulipfe ra), also known as the tulip tree or tulip poplar, to be raised from a 'Junk tree" classification. A prolific grower, it accounts for as much as 28% of the toal hardu'ood sand. Foresters project that this figure will

reach 30% by the year 2000. Although it grows throughout the eastern hardwood forests, yellow poplar grown in the Appalachian mountain area is often considered to be superior due to ideal growing conditions of rainfall, drainage, seasonal change and rich soil.

Yellovr poplar is known for its outstanding working characteristics. The Appalachian Hardwood Manufacturers claim that in any application where white pine may be used, poplar has significant advantages in working properties, finishing, drying and cost. It dries with less problems, has no stain problems and less degrade. Knife life is longer with poplar which also takes all tints, stains and coatings as well as any species and better than most, according to the association. Fuzzing problems and color aberrations have been solved. Compared to white pine, yellow poplar is harder, stronger and heavier.

Historically, poplar was used as long as 500 years ago. Federal, Shaker and Early American fumiture still in existence today demonstrates its early use as a furniture wood. Poplar also has been used as core stock in furninrre manufacturing for years and often by millwork houses for mouldings, window casings, doors and decorative architectural woodwork. Ffowever, its use has never come close to equaling its availability.

Given the strong yellow poplar resources, its proven value for use in both construction and furniture and the push to make distribution yards, cabinet producers, pallet manufacturers and offshore markets aware of itsassets,it seems likely that poplar will become a popular commerical species. Vaughn predicts that "Poplar will indeed be a money tree and we will be as happy to have that species in our inventory as we have been with oak."

Andersen'windows are the most popular for one important rqnon: they're made the best way we know how. Only the best materials are used. Onlv the best windows get our label.

No compromises, no seconds. Just top-guality, stateof-theart windows from sash to glass.

known as one of the best in the country.

Right here in the West, there are 15 distributors and more than 100 salesmen. With

I 15 trucks and an inventory worth nearly $5 million. So when you call in, your order moves out. Fast and efficiently.

If you aren't an Andersen dealer, talk to your nearby

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San Antonio Pole Construction has built an unequaled reputation for excellence by building structures that follow a basic concept of beauty: form follows function. Our cus-

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tomers know that they can rely on San Antonio to provide exactly the pole building required for the job at hand. This direct approach to meeting our customers'needs is matched in the quality construction methods

we use. Coupled with our decades ofexperience, the result is a quality building produced to meet your specifications. And at a reasonable price. That's the beauty of it.

The hadwood store that tries harder

I T'S NO secret.

Ilt'sjust a logical key to success that Steve Penberthy says all too many hardwood dealers are ignoring.

"I'm a hardwood supplier with a difference," he explains. ''The difference is merchandising. A lot of people don't realize that there's an add-on business to hardwood that's not just hardwood."

Once the customer is in the shop, why have him go someplace else to get everything else he needs to complete his project? Penberthy's Woodcrafters Lumber Sales Inc. tries to stock every need in its 25,000 sq. ft. Portland, Or., warehouse.

"We're like a sewing store for woodworkers," he says. "We've got all the fabrics, the accessories, the books, the newest buttons, the latest fads, the traditionals, from Brooks Brothers to the Diane Von Frirstenbergs."

Woodcrafters' inventory boasts a large number of products and a wide range within those products, 4,000 items such as plywood lumber, exotic lumber, millwork, trim, cabinet hardware, scroll saws. drills and drill accessories. stairway

parts, sandpaper, router bits and over 500 book, magazine and videotape titles.

Penberthy deals in the best ofeverything, buying in carloads directly from

Story at a Glance

Portland, Or., dealercarries it all for add-on sales. idea honed from growing up in a family of lumbermen...wide selection strcssed...rarc lumber and exotic add-ons draw customers.

manufacturers for maximum discount. To get this quality and range ofproducts, he has to deal with between 300 and 400 manufacturers from Louisiana to Denmark.

The 38-year-old's passion for the hardwood business and idea for the company

grew from his work with the family business, a widely recognized lumber firm in operation for more than 55 years. "I was with Penberthy Lumber in Los Angeles all my life and got the experience of the active L.A. market," he says. "As an outside salesman, I was a little like a bee. I'd go from flower, (or customer) to flower, picking up and dropping off things wherever I went.

"I found many people having to gather lumber, plywood, tools, information, at different sources. My grandfather offered it from one source. The natural extension of this was to gather under one roof everything for the cabinet industry," he says.

In Portland on business, Penberthy came across Don Jenkins' Woodcrafters. ' A lot of the credit goes to Don, who showed that putting it all in one spot would work. But he didn't live in the area, kept it as a part time job, had other interests and no time to develop it."

When the business went up for sale four years ago, Penberthy stepped in. He pumped new life into Woodcrafters, adding to the product line and attracting a large loyal following.

He compares his business to Ray Johnson's Hardwood Center in Santa Ana, Ca. "They carry mouldings and mantelpieces, that's all, but everything on mouldings and mantelpieces," he says.

But Penberthy also realizes that any business is made up ofproducts and people. So he has extensively trained his seven employees and encourages them to take as much time as needed to talk with the customers. "We're not a rack-type of business," he explains. "Because we're a small specialty-type business, we can take the time to ask people what they need materials for."

Perhaps Woodcrafters' biggest drawing card is its stock of exotic lumber, numbering about 70 different species and including shedua from West Africa, satinwood from Sri Lanka and Louisiana tupelo, which he had to travel across the country to search for. Although exotics account

(Please turn to page 71)

SUPERMARKET for woodworkers owner Steve Penberthy makes sure his Woodcrafters Lumber

' ' I i (,.', u* ii)

At prcss tirne therc was no Inlernutirnul Trrula Associutiort dccision on thc pctition for a/7'/,. dLrty on luurber shippcd l'ronr Canacla to thc U.S. ...if thc vcrclict due Oct. 9 scts a softwood (lut)'. it will be eflectivc until the frnal ITA dctermination Dcc. 23...

National Lurtrbcr & Supplt Int'., Firuntain Valley. Ca.. with a S103.ffi0 ne-t loss tirr thc second quartcr, has closcd a lcss-than-a-year-old stclrc in San Bernardino. Ca.; 1987 openings are plannecl in Sunnymead and south Orangc County. Ca.

Hrnte Depot has opencd its largest storc. 139.500 sq. fi., in El Cajon. Ca. ...Ltrtttln'r Otre has a ncw sklrc in Rarnona. Ca. ..Fottr,Se,c.rrlns Gurden & Homa (le rtrers is ope ning in San Dinras. Ca.. this month...

Buildars Squure will open a third sk)rc in Poftland, Or., pnrbably on the Wcstside. ..Coast rc Coust, a hardware whole saler in Denvcr. Co., bought Budtli e s , Dal las, Tx as part of a nrove to add 65 fl-anchised units...

Wickes Co. , Santa Monica, Ca.. has acquired Homecrafters Wrelutu.sc, Birnringharn. Al.: the Wit'kcsHotrc crafi e tr subsidiary will operate under Wicke.s Lumber... Diumond Lunber store s have been closed in Riverton, Wy., Anderson. Ca., and Brighton and Gunnison, Co.

Big Juke 's, Loveland, Co., is celebrating its second year in business with tcntative plans ftrr expansion... HonrcClub Inc. has ope ned its first Washington State location in Kent... Ganuhl Lunrber Co., Anaheim, Ca., is closing its 59 year old Lake Arrowhead, Ca., store which was extensively damaged by fire in June. ..

The Home E.rpress, a new Fre monto Ca., retailer, will open a

store in Fresno. Ca., as part of 12 plannecl fbr thc Wcst.. .Fletnitry Lrurtber Co., Los Angelcs. Ca., has a new 1800 sq. ft. kitchen ancl bath center...

Handltrttur (Itrp. , Sirn Diego. Ca.. plans to sellor liquidate its 53 store chain before the cnd ofthe year (see story on p 5l)

Nntionctl Lunbe r, Fountain Valley, Ca., has sold the remaining 9 acres of its 12.9 acre s in Ontario. Ca. . for 52.75 million Lo United Ittct,rrre Properties /nc. of Beverly Hillst the store which occupies 3.9 acres was sold and leased back last spring...

Chundler Lumber Co., Van Nuys. Ca.. has purchased 9 acres in Fontana, Ca., lbr a mill ancl olfices; Mark Mycrs. exec. v.p., targets an early sunllner 1987 opening...

Drtt Blair Lturrber Co., Stockton, Ca. , has closed pe rntanently. retail lumber assets of Scrilo Cru7 Lumber Co., Santa Cruz, Ca., are being acquired by Bob Butcher Jr., San Loren:tt Lutnbar Ca. , San Lorcnzo. Ca,; Les Ley. Santa Cruz pres.. retains the Santa Cruz name...

Suntvvrtod,llc., has moved two blocks into larger new quarters in Palos Verdcs Peninsula, Ca.; their telex ancl telephone numbers are unchanged...Ensworth Foresl Product.s, Roseville, C:r., has a new office in Arcata. Ca.. Dave Winkle, mgr.

Davidson PW.P, Carson, Ca., will move corporate Hq. and manufrcturing plants to a ncw 395,000 sq. ft. building in Chino, Ca., early next year...Longtree hulustn n/ is a new trading co. in Bellevue. Wa. ..Ken McCaskey has firrmed Crystal Inke Lumber Co. , Albuquerque, N.M. ...

Tintbcrlinc Forvst Pnxltu'lr'is a ncu' wholesalc l'irnr tbunded b1'Je nnif'er Boden in Jackson. Ca. ...Sulnunt But Fot'e.s! Pntdutts is a ncll Kingston. Wa.. wholcsale operation cstahlishcd by Jay Stonc...

Rrtcklitr Frtrest Products, Int. Sacranrento, Ca.. is winding up its aftairs and is voluntarily dissolving... Sr.i:,llut,est Fore.st lrrclustnr,.s is raising money through an offcring of $140 nrillion in subor dinatecl debentures..

Santa Fe Frtrcst Proclucts, Ittt'., which has donc business fbr 40 years as Fir & Pine Lumber Co.,will drop the Fir & Pinc name and use the Santa Fe nante exclusively...

Lotri s irLrtu- PuciJic Co rp. plans t<r acquire Ki rhl, Rtrest Industries Inc. fronr Sanln Fe Southent Pacific'Corp. for $315 rnillion. ..Waltlron Forest Protlutts, Sacramento. Ca., has opened a Tulsa. Ok., sales office, Creg Sutton in charge...

Mutl'ille has sold its 20.000 sq. ft. Denver. Co., Hq. to Hughas Aircruf with plans to lease back about half the spacc.

Bri.ggs West Pl umbi ngtrare, Colton, Ca., is the new westem operating unit of Bngg.r Plwnhingv'ure, 1nc., Tiuttpa, Fl. .Cusnm Buildirtg Products , Bell , Ca., is building a new facility near Atlanta, Ga....

Victor Posner, Miami Beach. Fl., industrialist and chairman of DWC Holding Co. (Evans Products Co.), has been granted a new trial on his income tax evasion conviction (see p. 5l lirr story). .Building prttducts manutacturers sales in thc sccond quarter were up 5 %, profrts up 17 %...

Hutsing rtrIrfs rose 0.4% inAugust Lo a seasonally adjusted annual rate of 1.82 million units...single fumily homes starts were up 3%...multifarnily units dropped 4.3%

i.

(Please turn to page 7t)

Sunshine. And a coolbreeze off the Pacific. Those are two of the tools Georgia-Pacific uses to S-dry Common and Rustic gades of redwood at our Ft. Bragg mill in northem Califomia.

But sometimes Mother Nature needs a little help. So we also use pre-dryers, dry kilns and other modem facilities to assure consistent quality in our certified, kiln-dried Bee, Clear and Clear all-heart gades.

Plus, we're members of the Califomia Redwood Association and the Redwood Inspection Service. So our gade samp is your assurance of quality from the people who know redwood best.

Our Ft. Bragg facility is a full-service Douglas Fir mill, too. And that means one call can get you nvo of the best products Georgia-Pacific-and Mother Naturehave to offer. call today: 7071964-0281. For redwood quality you can build on.

Douglas

@lalDrea e@&EDAesl&88" &8tr@.

P.O. BOX 20174 .7050 SAN JOAQUIN STREET SACRAMENTO, CALI FORNIA 95820 PHONE (800) 521-11s5 . (916) 4s2-5671 Call

The Superior line of hqrdwood perneling I|ndmouldings

GALTNDAR

OCTOBER

National Lumber & Building Material Dealers AssociationOct. 9-12, convention, Westin Crown Center Hotel, Kansas City, Mo.

San Joaquin Valley Hoo-Hoo ClubOct. 10 Valley Frolic, golf at Fig Garden Golf Course; dinner at Specialties In Food, Fresno, Ca.

National Building Material Distributors AssociationOct. 16 regional meeting, Red Lion Inn, Portland, Or.

Dub's I-ld.Oct. lZ golf tournament, Rancho Canada Country Club, Carmel Vallev. Ca.

Western Pallet AssociationOct. 19, meeting, Sonoma, Ca.

American Architectural Manufacturers AssociationOct. 19-23, 50th annual meeting, Caesar's Palace, Las Vegas, Nv.

National Forest Products WeekOct. 19-25, sponsored by the National Forest Products Association.

National Hardwood Lumber Association&t. 20-22, annual convention, Queen Elizabeth Hotel, Montreal, Quebec, Canada.

International Hardwood Products AssociationOct. 2l-2t international timber processing & woodworking exhibition, Jakarta, Indonesia.

W.O.O.D., Inc.Oct. 24, architectural awards banquet, Pinehurst Country Club, Denver, Co.

Los Angeles Hoo-Hoo ClubOct. 24, golf , dinner & election of officers, Azusa Greens, Azusa, Ca.

National Hardware ConventionOct. 2G29' co-sponsored by National Wholesale Hardware Association & American Hardware Manufucturen Association, Hilton Hawaiian Village, Honolulu, Hi.

North American Wholesale Lumber AssociationOct.27' uood marketing seminar, Silverado Country Club, Napa, Ca.; Oct.29, Los Angeles, Ca.; Oct. 3l-Nov. 1, Portland, Or.

American Wood Preservers InstituteOct.27-29, annual meeting, Hyatt Regency, Washington, D.C.

Facific l-ogging ConferenceOct.29-31' Maniott Hotel, Fortland.

NOVEMBER

Mountain States Lumber & Building Material Dealers AssociationNov. 6-8, annual convention & building materials show, Broadmoor Hotel, Colorado Springs, Co.

American Lumber Standards Committee MeetingNov. 7' New Orleans, La.

National Building Material Distributors AssociationNov.8-11, national convention, Hyatt Regency Chicago, Chicago, Il.

Western Building Materials AssociationNov. &ll, annual convention & building products show, Red Lion Inn, Bellevue, Wa.

National Forest Products AssociationNov. 9-12, annual meeting, New Orleans. La.

National Housewares Manufacturers AssociationNov. F|3, international housewares exposition, McCormick Place, Chicago, Il.

Pacific Rim Housing ConferenceNov. 9-13, sponsored by the American Plywood Association, Red Lion Motor Inn, Fortland, Or.

Lumber Association of Southern CaliforniaNov. 12-16,36th annual Management Conference, Marquis Hotel, Palm Springs, Ca'

National Decorating Products AssociationNov. 21-21 annual convention & show. Cervantes Convention Center, St. Louis, Mo.

DECEMBER

Lumber Association of Southern CaliforniaDec. 3, Second Growth dinner meeting, Hyatt House, City of Commerce, Ca';Dec. 4, Second Growth dinner meeting, San Diego, Ca.

Fir - Hem Fir Redwood-Cedar Spruce

DIRECT MILL SHIPMENTS DISTRIBUTION YARD IN SACRAMENTO, CA

solid oak, cherry walnut and maple offerecl at competitive wholesale prices on toP qualitY millecl stock.

HOME GENTER MERGHANT

Bill Fishman & Affiliates '11650 lberia Place San Diego, Ca.92128

Y SON Rob was one of 6.000 students who filed into the Aztec football bowl to receive degrees this past May. It was a typical San Diego State University graduating class. Approximately half the graduates were business majon. (Rob received his MA in drama.) The total enrollment in the school each year is approximately 33,700 students.

SDSU's library is a five-story building. Rob tcxrk me on a tour of thc facility. It's an impressive structure. I leamed how to locate bcxrks by computer, accessing by title, author. or subject. The basement floor of SDSU's library is devoted to periodicals with an outstanding collection of both consumer and trade magazines. The periodicals also can be locatcd by a computer search...and that is what caused me to become disillusioned.

SDSU, with its large business school enrollment, houses not one issue of any of the trade

publications that you receive at your office or home. Neither this magazine nor any of the others. The words home center. home improvement, and d-i-y are non-existent in this library. I now wonder how many other colleges and universities fail to recognize the size and scope ofour industry.

It's predicted that by thc turn,ofthe century (only 13 years from now) the home center industry will reach the $100 billion mark. The industry today supports 9,619 retail companies with over 24.000 store units. The National Home Centcr Show brings almost 50O00 industry executives together with more than 1,400 manufacturers exhibiting in over 4,000 booth spaces. Big! You bet your boots it's big. Ask your local newspaper publisher. He'll tell you that home centers contribute a lion's share of his linage. The radio and tv media also send some pretty hcfty invoices to home centers every month.

Wall Street, too, has its eye on the home center industry as it watches and forecasts the activities of Grace, Wickes, K mart, Zayre.

Green Douglas Fir

Grossman's, The Home Depot and all the others. But, we scemed to have missed recognition by our learning institutions.

"Whcrc will our future executives come from'}" is a question that has been raised at almost every trade conferencc l've attended. For years we've been pirating from the discount store industry (the library did retain discount industry trade magazines). It's time we started nurturing talent at the college level rather than continuing to hire the drop-outs of other industries.

Thc librarians at SDSU inform me that it is the head ofthe department that dictates publications the library will invcntory. Maybe a copy of this column with your letter attached addressedto thedean atthe collegein your community will be forwarded to the proper channels. Maybe one hundred billion dollars will imoress someone.

Call (714) 852-1990

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COMPLETE LINE OF THE FOLI-;OT#ING:

CONSTRUCTION HEART ROUGH

4x8, 4x10,4x12,4x14

ACA CHEMONITE lumberJoundation grade

&2x6

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ROUGH DF

PINE

EI-PCTRICITY is as common to us as E the air we breathe. and it is one ofthe most misused utilities! It is responsible for about l0% ofall industrial deaths and one of the leading causes ofall fires.

Defective light cords, especially the small residential type, place an employee in a very hazardous situation. Several injuries from 120-volt systems have resulted from exposed line filament wires. Extension cords may appear to be in good condition from the outside. but broken insulation on the inside can and does result in electrical shorts and subsequent employee injuries and fire.

Did you know that it is the current that kills? It would seem that 10,000 volts is more deadly than 120 volts, but electrocution has resulted from apparatus using as little as 42 volts. The real measure of shock intensity lies in the amount of current (amperes) forced through the bodynot voltage. Thus, there is enough current in a 5-watt light bulb to cause a fatality.

Some of the most common electrical

problems noted in retail lumber yards include:

(l) Open junction boxes.

(2) Wire exposed to physical damage: i.e.. equipment running over extension cords, walking on extension cords, extension cords traveling through door openings with the door closing on them, loaded pallets lowered on extension cords.

(3) Improper splicing.

(4)Ground prongs missing from hand tools and extension cords.

(5) No grounding of red-labeled flammable drums (paint, thinners, flammable glues) or ground wires not replaced.

(6) Overloaded circuits"spider webs,'' or multiple-receptacle use on one wall receptacle.

(7) Damaged outer insulation on cords to electrical motors, fans, at the plugs, etc.

(8) Loose conduit at electrical moton from vibration causing wear on electrical cords inside the conduit.

(9) Several extension cords joined together.

(10) Open circuit breakers, distribution panels, buss ducts, etc.

(ll) Employees not "physically locking out" electrical boxes before working on equlpment.

As you can see, the list can go on and on. Why not take a few minutes and walk around your store and properf in general and see horv many ofthese problems exist in your business. Remember, electricity is dangerous. It is the cause of approximately l0% of all industrial deaths, and one of the leading causes of fires. A few minutes of your time, specifically identifuing these exposures to your business, just might save your business and prevent an injury to one ofyour employees.

Maintenance of adequate cash flow is vital for the survival ofany business. However, leaks can occur almost anywhere in your operation that will diminish this vital life blood. Here are some ideas for cash-flow enhancement in everyday business activities:

o When dealing with suppliers, negotiate for additional services after the price has been set for the goods you are buying.

Require suppliers tojustifu price hikes, and switch to another supplier if there is not justification.

o Minimize inventory levels. This reduces capital requirements, warehousing needs, insurance costs and the likelihood of obsolescence, spoilage and theft.

o Monitor such expenditures as postage, freight out, travel cxpenses, insurance to be sure cost is minimized.

r Defer payment of bills to the due date rather than making the payment when it's most convenient for your staff.

Don't just look at the purchase price when acquiring equipment. Instead, consider repair and maintenance costs, vendor service, operating costs, and similar factors to determine the lifetime cost of alternatives.

Measure worker productiviry to keep payrolls trim.

Thlk to your CPA. He or she may not have all ofthe answers to business problems, but as a trained professional familiar with the symptoms that lead to business illness, your CPA provides an enlightened and independent view that often complements management's assessment of business conditions.

(Please turn to page 67)

Beadex all purpose drywall compound is specially formulated and expertly blended to accomplish a versatile range of drywall taping, finishing, and patching jobs. Beadex lends itself equally well to application with hand tools or by mechanical methods. lt's a simple, sure way to achieve professional results on any drywall project.

12.5!b. and 62lb. sizes

Beadex All Purpose DrywallCompound

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Do-lt-Yourself Appeal

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ldeal for Taping Joints, Finishing, and Patching

Step by Step Instructions

THE SI0UTHLANID

WAYNE GARDN ER eiecutive vice nrpcirlanl

l HE I)AI-Nl Springs nranrrscnle nr c()lr

I Iercncc is lcss lhlrn onc nronth au lir.

..\ll tlrc dc-tail: Iliit'b.'clr llLkcn culc ol und thc fc!i\lr.rtions e orrrirrg to tlrc [-AS('ol licc. u: ucll lr: to thc hote l. alc.jtrst lrhotrt rr ilrt ulrs rnl ic i I)rt!-d 'I his rcar: thcrrrc. Cr.linr: TltroLrglt'l-hc '80:. ticpicttrtl br thc oclisls firllou ing thc crratit path ol lurrrbcr plicrs :ince 197(1. rr'ulli tclls lltc slorr. 'l'he 80: hluc llrl thcir Lrps arrcl

!_l\4A

GARY L. SMITH executrve vice president

ECtiN l'l,Y I had occasion t() contlrct a largc h()tel to inqLrrrt- alrout spacc lirr our eonrcntion lltrcc tclrrs in thc lirtrrrc. Alicr tliseLr:sing oLrl teneral rrcctls u ilh lhc h()tcl salcs rnltnagcr al \()lr)c lcnrth I u lr: told tht hotcl coLrld n()t e\cn tentatirelr trrok spacc tirr ,'Lrl :'r\,tlf thi. l.rt tn :rJr,rtt. t'

Thc rcason ci\"cn. thotuh n()t statc(l in prc cisclr thc:c tcnn\. \\As that ()Llf qroLlp \\ir\ too :nrall:uc goultl harc u:ctl onlr l0 l-57r t 150 l(X)t ol thc arailablc slccpinu nronrs rlur-

tli,ri ns rtntl rttltt cilnlirrtre to ltltvc su ing:. Hope lirilv thcr' * ill not lrc lr: \ i(rlcnt ii\ \onrt. r.rcrc irr tl.rc pasl

..\ lt irrrrrsh tlrr ce orrorrrr ()n thc \\ holc hirs :orrrc r iolcnl sri inl:s. thc lunrbcl lintl builciing nratcrilrl busincr: ncc(l lr()t li)ll()\\ lllc \lnrc patlcln. ..\s intrllilcnt iilr(l e()r)\cr\lrti\c l)usi |rC\\ l)c()flc. \()u elul lekc s0nrc 0l tlre r iolcncc rlttt lhlorrlh vour'o\\ n ltcti()lr\

As lt rrlrt to lciiln nt(rrc olt s ]tcn lltc su rngs. clthcr Lrl) ()r d()\\ n. rrricht tltkc pllcc. conrc to thc Pul rr Springs Nlunagcnrcnt Conlrrcnec. Nor. ll l6 irt Palrtr Syrrinu'.

l)uanc [):rrrl. scrtior-ccortonrist * ith the l-llurk ol i\rrrcrica llntl rr nran rr ho knori: thc bLrrltlinS bLrsincrs. u ill bc tliscu::irr:l ccortorttic erclc: crpeetcti lor'1lrc bullncc ol this dcca(lc. \o onc is lO()i)l right. bLrt Par"rl s e \[)crll\c in plcdictinu I)u\1 \\\ inq\ ilr: indiealcil that hc i: bettcl than thc ll\ cfarc elr strl irall glrzcr.

l)rierng iirr protit is reallv thc nunre o1 thr gunrc. Somc prie c ut rr hat is telt to hc u prolitlr blc lercl. but lrrlns r)u1 ()tlrrr\\ isc. l.clrrrt nrorc Irbirrrl tlre'tr-rnr .'e rcati\e prie irrg basctl on pcr ccirc,l raluc." I)an Ninrcl u ill corcr thit rralcriul lnrl hc is gulllintet'r1 to gire rou rLll kintls Lrl iilca5 ()n lrLxr trr llliec rour corrtrnodi lir': blrscti ort lhc valuc perccivcrl br thc cu st()lilc f.

\\'ith thi: inerclrrc rn:ales. thcrc c()n)c\ thc I)r()blclrr ol eollcetiru thc nrorrcr. T*o scprrralc

ll'leuse tltrn ta page 75)

ing thc pcriorl ol Ihc crrnrention untl lhe hotcl prclirre-d to *liit fbl u bisgcr I'islr to e onrc alonp. I rvas rnilrllr surpliscti at thcir':Lrgec: tiort to cltll lrlrck ilr u \cur 1() \L-a il tho'd scttle lirl Lr: lLnri fc!i\t.rcd thc infilrrrration in thc baek ol rrtr nrintl.

Ii lt'upctl t() thc li()nt lt,r.r:rin lr couplc ol rrcr-Ls latcl lr hilc rcetlinu a tratic tuhloicl thirt fan an rniclc on the plutticc ot sorrrc Ncu \irr-k hurd \\'arc st( )rcs rc-c1rr ri nl nt n rrLrn r pttrelrlrscs crl thcir r'u\t()nrctr. I1 lrrought to nrind :rrrrrc ol thc :ult cntrrrc: I hrid u hrlc builtling a horttc lr lcs rcurs buck. /\ sh()rl (listancc lronr thc hLrikiing site . thcre lras a harduar.r \t()rc rr lrcrc I rlloppctl bir: buck: orcl that sir nlrnth pclird.

I I thct huri inrposctl u rrinintunr put chusc lun()unt. ltoucrcr. ther rioulti lllrc lost rttost ol il e lirlr Lrn r hcn I h:rtl to go blie k lirr onc or trrtr plunririnl litting: rrl a bag ol t ilc nuts thlt I hrul tbrgottcn rr hcn I huLrlctl oril th!- llrle f paekage. .l'hc rroltl: Lrscd br thc Ncu \''ork ow'nct-. ''l -ct s gct ritl ol the l ittlc linkr dinks.. ." sus re\ts thc:aDrc lrttilutlc thlll tl.tt- nras: nrcrchlilr rii:er: ltarc lrl)()Lrt scr\ iec: ifthc ctt:totlet is likelr t,' tr'qtlilr'.rt) \'llr,tl rrrl lhr'it |:rtl. thr'r Llon't \\'ant hinr or her. I hurc no problcnr \\ itll rttininrrrnrs on erctlit clrrtl ptrrcha:c: lrnd dis c()unt: li)r VOlunrc: thcl rcllcct a cost ol doing busincss. But il thcv rrake nlc (artl olhcrs. I'nr surc) lae l likc ::rull p()tnl(r\ u hcn I tion't rtccd nruch. thcr gon'1 hurc kr bc hotherctl * rth nrc u hcn I rlo.

Lct's hcur it lirr thc big tickct sr ndnrnrc. It': jLrst anrrthcr rr-a\()n li)r eonlltlcnec in tltc lirturc Lrl thc inrlcpcncicnl rcluil turil. rr busincss built ()n it c()nlnritlrent ol eYcn hantletl scrr icc to a Ioral clicutclc.

Call South Bay Forest Producls 2200 No. Glassell, Orange, Ca. 92887 (714) 637.5350 (213) E60-7791

manulacturcr specializing in western specialty sofluroods

FINISH PATTERNS SIDINGS BOARDS DIMENSION TIMBERS

CUT STOCK SPECIAL MOULDINGS SPRUCE & PINE PATTERNS

INDUSTRIAL MOULDINGS & MILLWORK

Wholesale only

DECKING

South Bay Forest Products, a very special manufacturer of specialty lumber products, has a winning combination lor you.

Furman ls30 \Garc Old

All across the country, Furman Lumber, Inc. employees have been involved in celebrating the 30th anniversary of the company.

The seven sales offices, one manufacturing plant, seven warehouses, five reload distribution centers and seven coastal distribution centers including Boston, Ma., Hq., Denver and Commerce City, Co., and Fortland, Or. facili ties participated in special birthday celebrations.

Furman Lumber has become an institution in the lumber industry since John Furman, now chairman of the board and chief executive officer, started the company with eight other men on Aug. 23, 1956. His son Hawk Furman is now president and chiefoperating officer. Another son, Rocky Furman is senior vice president and director.

Having started with nine employees who sold M million worth of lumber the

first year to customers in two states, the firm has grown to 190 employees who sold $212 million worth of lumber last year to 3,000 customers in 43 states.

"Throughout our history," John Furman said, "the company has been committed to its people, and the people, in turn, have developed the company."

For 20 years after Furman began, the company concentrated on distribution of dimension lumber. After 1978, in response to changes in transportation and the consolidation of mills and retailers, Furman initiated a dual strategy for growthdiversification and renewed commitment to customer service.

Furman developed proprietary items for the do-it-yourself market catered to by home center chains. These products include Easy-Up wood products from fencing to workbench and other Lumberkits, Redi-Flor oak parquet flooring and Top-Shelv decorator shelving. All these

products are supported with marketing programs created especially to increase retail sales.

For the builder and industrial dealer market, Furman opened a remanufacturing plant to make such items as custom decking, expanded its efforts in plywoods and other panel products and was the first to bring dealers lower cost lumber by using the then innovative concept of reload centers.

The company has developed a number of customer service programs, including a customer advisory board to stay in-tune with customers' needs, a customer service team headed by Rocky Furman to monitor all the firm's efforts with an eye toward customer service and shuttle deliveries from its warehouses.

Furman has not lost sight of the company's basedimension lumber. Dimension remains the overwhelming percentage of the company's business,

which benefits from new communications and computer technologies and Furman's market and transportation expertise.

To maintain its growth, the firm now is concentrating on warehouse expansion (two new warehouses were opened in the past year), marketing arrangements with suppliers, expanded panel and do-ityourself products lines and continued commitment to customer service.

NHLA Convention In Canada

The National Hardwood Lumber Association will hold its 1986 convention Oct.20-22 at the Queen Elizabeth Hotel. Montreal, Quebec, Canada.

Speakers include a cabinet minister from Quebec, the chiefexecutive officer from one ofCanada's largest industrial concerns. and the chairman and chief executive partner of one of the U.S.'s most prominent accounting fi rms.

More than 1,500 people are expected to register this year for the first NHLA convention held in Montreal since 194.

Hardwood Promotion Council

Hardwood Industry Promotion Council (HIPC) is a newly formed group whose purpose is to combine and strengthen domestic promotion of hardwood products.

Seven trade association are involved. They include the National Dimension Manufacturers Association, Appalachian Hardwood Manufacturers Association, Fine Hardwoods/American Walnut Association, Hardwood Manufacturers Association, Hardwood Plywood Manufacturers Association, National Hardwood Lumber Association and the Southeastern Lumber Manufacturers Association.

Hardwood lmport Update

The availability of hardwoods worldwide appears to be good at this time if one is willing to pay the price.

This is the opinion of Bruce Frost, Frost Hardwood Lumber Co., San Diego, Ca., the International Hardwood Products Association's lumber committee chairman.

"Lumber in general is on the rise," he says. ''With the weakening of the dollar, Indonesia and Malaysia seem to have ample supplies to meet the demand. The

Philippines, which has been a little tough the last year, seems to be getting some of its problems worked out and now should be able to ship promptly."

Frost reports that South America is very competitive with shipping being the major factor in competitive pricing. The viability of African hardwoods to the west coast of the U.S. has yet to be established, he says, making the European market better situated forAfrica.Despite high ocean freight and container costs, Frost expects that architectural specifications will probably continue to demand some volume of African hardwood.

Alder Survey Underway

A study to show the recovery of lumber and veneer from alder is being conducted by the U.S. Forest Service, the Bureau of Land Management, Morton Alder Mill, Pacific Coast Hardwoods, Inc. and H. R. Jones Veneer.

The alder study aims to obtain product recovery information to be used in making federal land forest management decisions, general product recovery information and evalutions of the relationship of tree/log characteristics and the value ofthe products.

Portland House Remodeling

Western Wood Products Association is managing a forest products industry remodeling project which will culminate as a featured story in the May, 1987, issue of Better Homes & Gardens magazine.

The American Plywood Association and Southern Forest Products Association are cooperating on the project which will involve a "rundown but retrievable house in a nice neighborhood," according to Mike O'Brien, WWPA manager of product publicity. A Portland architect and builder have been hired and preliminary plans have been completed. Construction is scheduled to take about three months.

The project will reflect three of WWPA's current marketing programs: real wood interiors, storage and outdoor living. "The whole point of the project," according to O'Brien, "is to bring our programs into consumers' homes through massive national, regional and local publicity. And because our budget isn't as big as our plans, a lot of that publicity will extend to the companies that help us out with products and services for the project."

In addition to the publicity, the project will be featured in a series of d-i-y plans. The project will conclude with open

houses for VIPS, media members and the public.

Wickes Drops Takeover

Wickes Cos. may have lost its battle to acquire Owens-Corning Fiberglas Corp., but it won a profit of over $30 million after expenses in selling stock which it had bought.

At the time they terminated their fi4 per share offer for Owens-Corning, Wickes sold shares acquired during the take-over fight for $9 million profit. Later they exercised an option tobuy 2.2 million shares at $61.05 per share. These also were sold at a profit.

Wickes' decision to withdraw their offer came after Owens-Corning instituted a recapitalization plan that involves borrowing $1.5 billion from banks and selling $300 million of subordinated debt. Wickes also dropped litigation challenging Owens-Coming's defenses against the takeover.

Not defeated, Wickes said that it later ' 'may determine to purchase shares of Owens-Corning's stock in the open market or otherwise." Some analysts speculate that their next effort at acquisition might be directed at USG Corp. or Jim Walter Corp.

HEAD of the class Lucy Noreen Bedard, The Pacific Lumber Company, San Francisco, Ca.,, was the first t0 c0mDlete California Redwood Association's corres0ondence course Redwood Basics...for Sales & Marketing. Ms. Bedard, a general sales assistant, received a certificate of achievement mounted on a handsome redwood frame.

WesternSoftwoods, Mouldings & Millwork Agri$ltural Wood ProduGts,

Pl5rwood, Particleboard

Lumber Shift: Rail To Truck

Lumber traffic is shifting from the nation's railroads to trucks because of competition,changing corporate distribution patterns and new methods of inventory management.

Total traffic for lumber and wood products, food and kindred products has fallen2o% since 1980 according to the Association of American Railroads.

Customers in weak markets traditionally like shorter lead time in their order patterns with many companies implementing justin-time inventory, explains Phil J. Barr, director-transportation and materials management, Weyerhaeuser Co. Truck transportation is generally more responsive to quick service and small lot orders.

Simpson Timber Co. reports that it has increased piggy-back shipments although its rail traffic has decreased in the last few years.

Help'em Find The Money

LUMBER:

MILLWORK:

Paul Anderson, Robert Glatt, division mgr., JimHaas.

Richard H. Mills (sacramenro, G.W. "Thck" Baker (ErPaso)

Rosie Lopez

We are also pleased to be a West Coast area distributor for CF&I steel products as well.

BERGER

&

coMPANY ag"

{a Conagra comPan!'l tAgfa ISAI\IINTERNATIONAL f(J COMMODITIES TRADING ORGANIZATION WITH OFFICES IN: San Francisco, Ca. (headquarters): Chicago, Il.: Colfax, Wa.: Fargo. N.D.: Filer, Id.; Grand Cayman, British West lndies: Santiago. Chile: London, England: Geneva. Switzerland; Nicosia, Cyprus: Buenos Aires, Argentina: Moose Jaw. Canada: and Taipei. Taiwan.

A dealer who wants to stimulate his do-it-yourself remodeling business might consider a seminar, not on how to do it, but on how to finance it.

A banker or representative of a lending institution could be asked to give a rundown with a printed hand-out on the various types of remodeling financing available in your area.

Briefly, some of the financing options available, according to the National Association of the Remodeling Industry Arlington, Va., are a FHA Title I home improvement personal loan, refinancing, a second mortgage (equity loan), a home equity credit line and a government insured loan.

Swimmerc Are Good Customerc

Home centers which carry swimming pool and spa supplies are attracting affluent consumers with a wide variety of interests, many of them on the upscale side.

Fool owners live in houses with median values of $119,725 and have median annual incomesof $47677, according to a survey conducted by Poolife magazine. They also purchase barbecue equipment, outdoor furniture and power lawn mowers among other products.

Remodeling Hits Recod Heights

Residential remodeling rose 15% in 1985 to a record $80.3 billion, according to the National Association of Home Builders.

Remodeling activity has soared 78% in the past four years from $45 billion to $80.3 billion, in part because ofstrong sales of new and existing homes, said David C. Smith, NAHB president. "Typically when a family buys a home, they make a number of improvements or alterations,' ' he said.

An increase in remodeling expenditures is also expected in 1986, having reached the highest quarterly figure ever ($90.6 billion on an annual basis) in the last quarter of 1985, said Smith. Maintenance and repairs wereup22%, major replacements up 23.5%, and additions dclotn 34%

Although multifamily remodeling jumpedZT% from $23.2 billion in 1984 to $29.5 billion in 1985, remodeling in singlefamily homes grew only 9% from$46.6 billion to $50.8 billion.

TRAVEIING DISPLAY lor roof windows and skylights, this Velux-America Inc. showmobile is said to be one of a kind in the United States. The Greenwood, S.C., company brought the design from Europe to display products at malls, consumer and trade shows and building supply centers.

Eva Gabor To Promote Remodeling

Actress Eva Gabor has been selected as official spokesperson for the Remodelcare Program, a joint effort sponsored by the National Association of the Remodeling Industry and the Council of Better Business Bureaus.

Two 30-second television public service announcements and several radio public service announcements will feature the actress. The program is a tool to enhance the overall image of the home remodeling industry, according to the National Association of the Remodeling Industry.

Ceramic Tile Sales To Increase

As a result of an increase in new-home construction, sales of American-made ceramic tile used in building are expected to rise this year.

Ceramic tile shipments, says the Tile Council of America, will increase to approximately 378.5 million square feet, up more than two percent from 1985.

Aluminum lndustry's Centennial

Building and construction materials are a major market (2OVo) for the aluminum industry which is celebrating its l00th anniversary this year.

Aluminum siding, in use since 1945, was a pioneer aluminum building product. Since that time aluminum windows, doors, roofing, gutters, downspouts, soffit, fascia and trim have been introduced. Thermal windows, insulated siding and solar hot water systems are other users for the light metal.

Buildings To Double By 2040

The number of buildings in the U.S. will double by the year 2(X0 if current growth trends continue, according to McGrawHill Information Service

Hordwood Lumber

-The woy you like it

-Rough or surfoced or SLRIE

-Ookg Birch, Ash, Teok, Mohogonys, etc.

-Alder, Wolnut, Pine

Holrlwood Plpvood

-00k, Ash, Louon, Birch, Teok, Mohogony, etc.

Red Ook & Pine Mouldings

-Bose, Cosing, Crown, Jomb, Poneling, etc.

Red ook S;toirpons

-For outhorized deolers only

Fosf, Courteous Service

-PreTollied Ook & Alder Bundles

-Fost Delivery

-Streomlined Will Coll Service

Morine Products

-Glue

-Morine Plywood: teok, Fir, Mohogony, Cobin Sole

Plus Much Mote

-Quortersown Ook, Honduros

Mohogony

-Aromolic Cedor Shelving & Plywood

-10" + wide 4/4 Wolnut, os long os stock losts

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OPERATING OPPORTUNITIES

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

HE ESTIMATES run from 20 to37 million functional illiterates in this country. The huge difference in the guesstimates is generally attributed to the foreign speaking people who have yet to learn English. While there are several classilications of illiteracy, there is general agreement that most native English speaking illiterates have completed the lOth grade or reached 16 as required by law in most states.

Illiteracy in the work force is often identified as20%. Some ofthese people are now working within this industry. Sadly, the majority have completed their formal education.

Compare this, if you will, with the "job literacy" at your company. You attend conventions consistently, sign up for seminars and workshops. read trade magazines, maybe this column and others like it. You also make sure that some of your middle management people do the same in part or totally.

But, man, you say, it's expensive! But it's worth it. The speakers are really entertaining and at the same time they give you a lesson.

Now, think back on your own formal education. Some college educators allow class par-

'ation where a student only sits in class and ns to lectures. It's called auditing a class. A basic course in economics, advertising, marketing, retailing might meet 4 hourc weekly for 16 weeks. Students take no examinations. not unlike workshops and seminars.

Educaton think so little ofthis that they give no credit toward a degree or diploma for 64 hours ofjust listening. Since there has been no test ofthe student's proficiency, comprehension and understanding ofthe lecture material is unknown. The listener's functional ability with the subject outsidc of academia is another unknown.

Ifyou think the educators are wrong in this posture, ask yourself a few questions. What was the subject of the last seminar and/or workshop you attended? What did you learn? What did you do with the information that you could take to the bank? Why did you attend?

You won't like the answers, but are you doing the same thing to the hourly paid people in your organization? You have monthly sales clinics put on by supplien. Evcryone also goes through indoctrination training as well as O.J.T. (on the job training).

Fine, but let's examine this "job literacy program." Let's see what sort of bread you're casting on the wateni. Indoctrination certainly is a necessity and proficiency can be quickly determined through various mcans. A monthly

supplier's sales clinic is probably 80% product knowledge and20% customized sales technique. If you have 100 suppliers, it will take almost eight years to generate total product knowledge. They probably will never learn anything but specialized selling.

Your main number one business is "sales.'' Everything spent, every activity undertaken is for one purpose onlyto generate sales.

How many of your hourly paid people have been seriously and effectively trained and tested in just plain old sales? On the job training is only as good as the trainer and the trainee is a product of his training. How do you like "Job Literacy U" at your company?

When it's all said and done, the bricks. mortar and merchandise are the same - people make the difference. More serious yet is lack of growth opportunity the job illiterate must endure. Those worth their salt will move on.

How costly is this'? Plenty! Look at any 12 month period in your company's operation. Count the number of people no longer with the organi;zation. Add the monthly salary of each. This is what it generally costs to hire replacements.

Now make your best estimate on how long it should take peoplc to become "job Iiterate."

'Ihat numbe r of months times the monthly salary equals the cost to train a new employee, usually the time it takes for his contribution to exceed compensation. Add these figures and divide by two (half of the people were fired and the other halfquit for lack ofgrowth opportunity). These training and recruiting costs arc lost when employees leave.

Automobile dealen figure it costs $20,000 to adequately train a car salesman. Is a car more complicated than building materials? Can you afford to lose people because you do not provide growth opportunity through training'?

Questions? Write or call for more information.

New Hardwood Export Council

The Hardwood Export Trade Council is a new group composed of various hardwood trade associations which have joined resources and efforts to promote American hardwood products to overseas markets.

Activities are coordinated by the International Trade Division of the National Forest Products Association. Distribution of the 3l page pictorial catalog "Hardwoods of the USA," listing over 30 commercially available American hardwood species, is one ofthe council's projects. The publication has been translated into several foreign languages including Italian, German, Spanish, Korean, Mandarin Chinese and Japanese.

David Anderson. Anderson Wood Products Co., Inc., Louisville, Ky. ; Steven Losser, executive director, National Dimension Manufacturers Association, Atlanta, Ga.; Larry Frye, president, Fine Hardwood/American Walnut Association, Indianapolis, In.; Jack Koss, Capital Machine Co., Indianapolis, In., and Heini Rutz, director, European Operations, Hardwood Export Trade Council, Hamburg, West Germany, represented the council at the lOth Interbimall/Sasmil

Woodworking Fair in Milan. Italy, last spring. More than 42,000 people from l&[ countries attended the show HETC representatives manned a booth where they distributed nearly 2000 copies of ' 'Hardwoods of the USA ' and conducted an educational seminar for hardwood buyers and users.

The council plans to exhibit at other major international woodworking and furniture supply fairs to be held in Birmingham, England; Seoul, South Korea, and Cologne, West Germany.

Alder Economic Study Set

The Western Hardwood Association has contracted with Oregon State University's Department of Forestry to study the economic viability of the growing hardwood industry. Preliminary audits show that the production ofwestern alder, the primary hardwood produced in the Northwest, has continually increased despite economic slumps in other forest products industries.

"Softwood producers and lawmakers will be surprised when they see this report" stated David Sweitzer, secretary/ manager of the Western Hardwood

Association. 'A 1980 study showed the alder industry employs roughly 9,000 workers with a payroll of approximately $lll million."

The hnal report, an update to the 1980 study, will be presented at the association's annual convention, Oct. 8-10 in Reno, Nv., by Robert O. McMahon, Oregon State University Forestry Research Lab.

Panel Market Growth Seen

Growth with modest pauses and changes in the U.S structural panel industry over the next five years are projected by a new American Plywood Association demand forecast.

A downturn from mid-1987 through 1988 is predicted due to a drag on residential construction caused by interest rates rising into double digis, forced by mounting pressures on a more restricted money supply.

The economy "appears to be traveling a somewhat bumpy road to a peak in 1987, coasting downward for a brief year and a halfand then accelerating to new heights by 199O" forecasts Bob Anderson, APA marketins and economic services director.

WBMA To Focus On Service

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Moderate '87 Growth Forecast

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Distributos: a vital link in the hadwood chain

HE MIDDLEMAN or link between the lumber vard. the home center and the hardwood industry mill is a simplified description of the job performed by the members of the Hardwood Distributor's Association.

The 70 members of the HDA in the United States and Canada take possession of hardwood from the sawmills, store it in a distribution warehouse or yard, establish its quality and then distribute it to their customers in quantities as large or small as buyers need. Distributors' ability to respond promptly to any size order, taking responsibility for the quality of the hardwood. benefits the customer who is

sometimes unfamiliar with the intricacies of tally and grade. By utilizing a distributor, a lumber yard, home center or other

Story at a Glance

HDA comprised of hardwood distributors...problems such as f inancial issues, operational problems arc addressed...newsletter, annual convention link members throughout U.S. and Canada.

hardwood user can maintain less inventory and have less money tied up in wood.

The mill owner, too, benefis from sales to a distributor. By selling large amounts of wood to one person who is a "good pay," he can cut his billing and collections.

Members of the Hardwood Distributor's Association deal primarily in hardwood although some handle plywood, MDF. particlewood and softwoods. Some also operate dry kilns and offer hardwood related services.

Most distributors deal with a variety of hardwoods, both domestic and imported. Some specialize in the exotic woods. In

addition to stocking a number of species, they inventory a variety of thicknesses to meet the specialized needs of customers such as cabinet makers, custom furniture companies and manufacturers of musical lnstruments.

Orn Gudmundson, president of Northland Corp., LaGrange, Ky., association president, estimates that members of the association sell in excess of 400 million board feet of hardwood each year. Another source familiar with hardwood distribution estimates that distribution yards sell well over a billion feet of hardwood lumber a year, accounting for about 20% of all hardwood lumber produced, about $500 million.

The association is based on the common interest of hardwood and represents its members in problems unique to the product. The group is diversified in interests with members representing small companies doing less than $l million a year in business as well as the chains with numerous warehouses.

Membership in the group is open to any distributor. Applications for joining are available from the secretary/treasurer who also acts as membership chairman, Arthur Poletz, Schaller Hardwoods, Poplar Bluff. Mo. There is no association office or executive director. Members handle the operation of the organization.

Dealing with problems is a major function. Research into the use of net tally as opposed to green mill tally is an ongoing project. The organization also deals with legislation as necessary although it no longer retains a lobbyist. Financial issues are a function as are operational problems. The resources of the association are used each year to have a CPA compile a privileged financial report of the industry.

The association produces a newsletter sent out to members. An annual convention is held each year in conjunction with the National Hardwood Lumber Association. The Hardwood Distributor's Association meeting is held the weekend prior to the NHLA meeting in the same location to facilitate cost and travel for those attending both meetings. Most members belong to both associations as well as one or several wholesale hardwood groups.

Northwest Bu i ldi ng Showcase

New products and sales ideas will be featured at the annual Building Products Showcase of the Western Building Material Association. Nov. 8ll at the Red Lion Inn, Bellevue, Wa.

Practical and immediately usable information, inspirational speakers and enjoyable social events are the goals ofthose planning the convention which will be held in conjunction with the building products show. "Building Our Name Through Service" has been chosen as the theme of the annual meeting.

Exhibit spaces are still available. Reservations may be made through the association office in Olympia, Wa.

Both exhibitors and dealers from throughout the Northwest are expected to be on hand for the show which is considered the best in the area.

Housewares Exposition Refund

The Board of Directors of the National Housewares Manufacturers Association voted a 7 % refund of exhibit fees to all exhibitors in the April, 1986, NHMA International Housewares Exposition. This action was taken at the recent annual meeting and continues the long estabI ished practice of the association.

To date, more than $7.8 million has been refunded. The housewares industry remains the only industry worldwide which operates its own trade show on a not-for-orofit basis.

Hardwood Industry Changes

Demand for more specialization is one ofthe biggest changes in the hardwood industry in the past 50 years, according to a veteran hardwood man.

Robert S. Cockroft, owner ofSouthern Star in McKenzie. Tn.. has been in the hardwood business since the end of World War II. His firm, originated by Clyde, Roscoe and Robert H. Smith in 1915, is the oldest continuously operating industrial firm in its area.

Customers now want "a separation of grades, packaging, kiln drying and surfacing," Cockroft says. "Today users seem to want more of one grade of lumber. And the demand is sreater than in the

lmpulse Buying ls Increasing

While d-i-y purchases in the home center and purchases in the supermarket may seem to be worlds apart, they are in reality similar. Shoppers often enter both stores with specific lists of items to be bought and leave with carts full of unplanned purchases.

Findings of the Point of Purchase

Advertising Instirute on supermarket consumer buying habits apply equally well to both supermarket and home center

past fbr separation of lengths. Many customers ask for only one or two lengths in a shipment, rather than five or six lengths, as in earlier years."

Other changes noted by Cockroft include the increasing importance of computers in hardwood lumber manufacturing as well as for sales and inventories. Utilization of the entire hardwood tree is another new development.

"The whole tree is now used by the mill or merchandised. Chips go to cardboard and paper manufacturers. Bark goes into mulch for nurseries and architectural landscaping. Sawdust and other refuse is used as fuel by some mills. Most mills use sawdust or sell it." Cockroft explains.

L-P To Buy Kirby In South

Louisiana-Pacific Corp. and Santa Fe Southern Pacific Corp. have signed a nonbinding letter of intent for L-P to buy SFSP's wholly-owned subsidiary, Kirby Forest Industries, Inc., for $315 million. The agreement is subject to the approval of both companies' boards of directors and appropriate governmental agencies. The two parties must also reach accord on a definitive purchase agreement.

Kirby Forest Industries owns about 650,000 acres of timberland in East Texas and Louisiana, plus three complexes that manufacture plywood, lumber and particleboard. Not included in the contemplated sale are 520,000 acres of timberland owned by SFSP in Northern California.

merchants. The study found 8l% of all purchases are a result of an in-store decision. The study also showed that only 19.3% of purchases were specifically planned, indicating that less than a fifth of all shoppers stick to their lists. Impulse purchases are on the rise with specifically planned purchases down nearly 50% from the l%7 study. Unplanned purchases accounted for 60.4% of all purchases in the latest study. Substitute purchases jumped from3% in 197 to 5% in the recent pilot study.

Top 10 Building Permit Cities

Los Angeles, Ca., led the country in building permit valuations last year, rising 13.7 % to $3.54 billion. New York City, N.Y., ranked second with $2.37 billion, followed by Dallas, Tx., $2.O7 billion; San Diego, Ca., $1.9 billion; Phoenix, Az., $1.27 billion. Rounding out the list: Houston, Tx.; Austin, Tx.; San Francisco, Ca.;Chicago, Il., and Nashville, Tn.

3

What can you do about drug abuse?

By Roger Myers Corp. Security/Safety Director Dixieline Lumber San Diego, Ca.

.

l{:i"?ff5;?:'ffi:::x

"T, a well known home center read i'hese words in his morning paper, he realized why he had been having problems with a young clerk in the paint department. Why other workers complained of the man's abrasive personality. Why he had worked so energetically one day and failed to show up the next. His mood swings, uneven temperament and unpredictable w,crk habits were now clear.

Chemical substance abuse is America's Number One health problem. The deaths, disabilities and diseases stemming from alcohol, heroin, cocaine, marijuana, tranquilizers, sedatives and barbituates far exceed the mortality and

morbidity rate of any other disease in the United Statesand it is a disease.

How does chemical substance abuse affect the workplace? The National Institute on drug abuse estimates that in 1982, six million workers abused, not just used, drugs on a regular basis. This represents an estimated cost to the American economy of $80 billion in losses including lost productivity, absenteeism, poor quality control, injuries, ineffective supervision, destruction ofproperty and theft.

The characteristics to identifu alcohol abusers have been known for some time. The Monday-morning hangovers and associated absences, the blood-shot watery eyes, fatigue, and the identifiable alcohol odor are relatively easy to spot. With the

advent of the newer substances norv being abused, the identifiable characteristics are varied, often times being a total mystery. Users of certain substances may be extremely energetic, alert, talkative and restless one minute, and very depressed and silent another. There may be daily or hourly mood changes, or unexplainable belligerent behavior at erratic times. Many of the abused chemicals will give such a feeling ofwell-being, energy and omnipotence that users will forego sleep as they take the drug throughout the weekend. They will try to continue to take the drug on the job, but when they come crashing down, they are so exhausted and depressed they often are unable to show up for work or perform their jobs safely

and properly.

The typical abuser is between the ages of 18 and 40. He comes from any socio economic background, and may be found at any level within a given company, whether a small business or large corporation. The follorving conditions are usually found as a result of chemical abuse:

(l) Three times more likely to be involved in an accident.

(2) Two times as many absences, frequently lasting eight days or longer.

Story at a Glance

Undiagnosed employee drug abuse costs this industry millions of dollars each year...what signs to look for...how you can help prcvent drug abuse at your place of work...gloups that trcat identified usens.

(5) Will be seven times as likely to be the target of garnishment proceedings.

(6) Functions at about 65% ofhis or her work potential.

In a recent 140 page report, the Bureau of National Affairs, Inc. reported that chemical abuse on the job is receiving unprecedented attention from all sectors of the business community, but solutions to the multibillion-dollar problem are proving to be elusive and loaded with controversy. Surveys show that the percentage of Fornrne 500 Companies screening employees or job applicants for chemical use rose from 3% in 1982 to almost 30% in 1985.

(3) Receives three times the level of sick benefits.

(4) Is five times more likely to file a worker's compensation claim.

The effects of chemical substances abuse in the workplace are substantial. The source oflosses to be sustained have already been discussed. How to prevent those losses and to provide a safe and healthy company is no easy task. It should be noted that there are those who stopped reading this article in the first paragraph, and there are those who are saying "I don't have a problem in my business." These will be the statistics of tomorrow because there are few businesses ofany size that do not have a potential chemical

(Please turn to page 441

WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS. QOATING ALL 4 SIDES OF EXTEROR SIDING AND DIMENSIONALTRIM. PLUS 4 COAT APPLICATION ON ALL SIZES OF PLYWOOD. ENCLOSED WAREHOUSE FAOLW.

DRUG ABUSE COSTS

(Continued from previous page) abuse problem. Companies realizing the problem and wanting to take an aggressive stance need to take several initial steps.

The most important action will be the development of a written company poliry on chemical abuse. It need not be lengthy or intricate, but it must be clear and definitive. There are numerous sources available for assistance in preparing this document.

If drug testing is to be used, this must be stated in the policy, with punishment defined for refusal or positive results of the testing. Employees must read the policy and sign an acknowledgement of the company's position.

Once this is accomplished, there should be education and training for all employees in identification of symptoms and long term effects of abuse. Additional steps are needed to hnalize the company's plans to protect itself, but they are far too involved to cover in this writing.

A retailer may get help and additional information on drug abuse from a number of community sources including legal counselors. Many health care facilities

operate drug related rehabilitation programs as do professional organizations. Local federal drug enforcement offices and industry associations also can be contacted for help. Numerous asset protection and contract security companies also deal with drug abuse problems.

Chemical abuse is a reality in today's society and a problem for businesses nationwide. As a result of this trend, many programs have been developed to assist business owners in alleviating this evergrowing drain of their assets.

Mountain States Convention

Mountain States Lumber and Building Material Dealers Association will hold its 95th anniversary convention at the Broadmoor Hotel, Colorado Springs, Co., Nov. 6:7.

Frank Denny, president of Builders Square, will speak on "Grorvth: Is Effect On Systems Management." Jerry Attridge, a retired executive from Manville Corp., will discuss "Selling Against Price Competition." Jim Pence, Pence & Associates, will explain "Rewarding for Results;" Morton Marcus, economist, Indiana University, "Meeting the Challenge of a Changing Economy," and

Kent McSparran, president, Denver Management Group, "Sales and Inventory: How To Maximize Profits."

A management tool and new product panorama will feature demonstrations by dealers of management tools and displays by suppliers of new products and services.

Hardwood Plywood Mfrs. Tour

A hardwood plywood and veneer mill study tour including the third Forestry and Woodworking Indonesia '86 is planned by the Hardwood Plywood Manufacturers Association for Oct. 19 to Nov. 13, following their annual fall meeting at the Marriott Biltmore in Santa Barbara, Ca., Oct. 14-17.

Hardwood Delegates Dialogue

World of Wood'87"Dialogue," an event which claims to allow participants to see the largest number of customers in the shortest period of time and in one location, will be a feature of the 1987 International Hardwood Products Association annual convention, March 3-8, 1987, in Tucson, Az.

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

Pacific Wood Preserving of Bakersf ield produces vi rtual ly all pressure treated wood products. And, with computerized inventory control, Pacific Wood Preserving of Bakersfield offers accurate and complete service. A single phone call can putthis complete capability to work for you. Call today:

Steve Ryan, General Manager

In California (800) 582-3950

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m'Pressu re-Treated Lu m ber

Model kitchen lets customens See-it-themselves

USTOMERS to New Lumber and Hardware Co.. Federal Way, Wa., can now envision their entire, completed kitchen even before buying their cabinets.

Upstairs, the store showcases a fullsize model kitchen display, including a full range of appliances.

"People have a hard time realizing what their kitchen would look like," observes Ray Cooper. construction manager. "They get a much better feel for their kitchen this way."

The model kitchen is of oak from Diamond, although a second display features 17 other cabinet styles ofother woods from five other manufacturers, each a 12 " base cabinet with a 12 " upper cabinet.

The price for the model kitchen in each style ranges from approximately $1.500 to $3.900 and is listed in each base drawer. Cabinet Makers, Design Mates, Getz-Wood, Hertco and Westwood are the manufacturers.

Prices do not include appliances (Tappan and Kelvinator are displayed), but the store will provide them if desired. New Lumber offers free design service and delivery. Installation is available for additional cost.

Story at a Glance

Dealer's full kitchen display even includes appliances...full size models show customers exactly what they're buying... each unit is price tagged.

Dorft gst caught in between

Handling your own lumber purchases can be a comolicated. time-consuming business, with all the logistics, planning and scheduling involved. But when you call in the professionals from Hampton, you get exactly what you need, when you need it. Without hassle.

At Hampton we make it our business to know the market. We keeo tabs on

what's available throughout the industry. We understand your needs and can give you firm delivered price and shipping commitments, including freight at our favorable contract rates. And we provide remanufacturing and custom milling at our Woodburn, Oregon, plant.

With Hampton, you're dealing with a financially sound company that every vear distributes over 500 million board

Rol doan

feet of quality forest products, including 200 MBF from our own mill and contract suppliers. Call us today and find out how comoetitive we can be

U L5 U U e, t9 UU Lnll5ry,illiili{,$ifJl$iiilliill:fl:,ll:l:itilllll:itiitlllill.i:ii.:ilittlllfi:nl::i:tii:i::i:iyii*i:

Steve Noren is mgr. of the new Home Depot in El Cajon, Ca.

Tim Farrell hasjoined the sales team at Deschutes Pine Sales, Bend, Or.

Werner Richen, v.p., Lumber Producs, Fortland, Or., has completed 34 years with the co.

Harvey G. Knell, formerchairman of Grace Home Centen West, Diamond Bar, Ca., is opening the first of a proposed chain of specialty retail stores in Los Angeles, Ca.

Alan Steinhardt, founder and c.e.o., Hydro Systems, North Hollywood, Ca., has resumed his original post as pres. Randall Denos is now v.p. of marketing.

Robert B. Senn has been elected pres. and c.e.o. of McCulloch Corp., Los Angeles, Ca., succeeding the late Donald V. Marchese, according to Walter G. Probst, chairman ofthe board.

Kevin Johnson is new to the trading staff at Cascade Forest Corp., Shelton, Wa., according to Allard R, Johnson, pres.

Alex Silva has been named mgr. of the Imperial Hardware Store, Holtville, Ca.

Charles Wahnon is now mgr. of residential insulation for the San Bernardino, Ca., territory CertainTeed Corp., Fullerton, Ca.

Michael Norman has been appointed N.M. and Az. regional sales mgr. for lpso, Inc., Dallas. Tx.

George E. Mangarelli, treas. and corporate controller, Morgan Products Ltd., Oshkosh, Wi., has been elected a v.p. of the co.

Sally Edwards is new to sales at Pleasant Valley Plywood Co., Sweet Home, Or.

Hank Aldrich, DMK-Pacific, Fremont, Ca., and his wife, Dorothy, are back after a month-long bus and boat tour of Yugoslavia.

Stuart B. Kirschner is now West Coast sales mgr. for G.T. Water Products, Inc., Northridge, Ca.

Ed Sackman has been named mgr. of Able Building Supply, Moses Lake, Wa. Ron Ehr. sales. has returned to the store from the Royal City, Wa., outlet.

Judy Broverman has been appointed product mgr. for the Easy-Up wood products line at Furman Lumber. Inc., Boston. Ma.

Renee J. Hornbaker is now asst. controller of Southwest Forest Industries. Phoenix. Az.. according to Raymond P. Elder, c.f.o. and exec. v.p.

Phillip Sawyer has been named director of manufacturing for Windsor Door, Marysville, Ca. Dennis Owens is now division sales mgr.

Ron Alvey is nov Ca., Nv., Az. and N.M. rep for Weldu,ood of Canada Limited, Vancouver, B.C. Carl Dobbins continues as rep for the northwestern states.

Kevin Johnson is a new trader at Cascade Forest Corp., Shelton, Wa.

Mel Miller is the new corporate director of marketing for Meguiar's, Inc., Newport Beach, Ca., according to larry E. Kerin, pres. and c.e.o.

John Levy has been appointed corporate exec. v.p. for Zayre Stores wholesale div., which includes HomeClub, Fullerton, Ca.

David R. [,ucy is now western reg. sales mgr. for Eternit, Inc. (Ultra-Board), Reading, Pa., according to Fons Reters, pres.

Hal Butler has retired from Fort Apache Timber Co., Whiteriver, Az., but will continue to serve as wholesale lumber agent. David M. Hommel is the new gen. mgr.

Dean Moore has been named co-mgr. of 84 Lumber Co., Las Vegas, Nv.

Bill Barr has been elected pres. ofthe San Joaquin Valley Hoo-Hoo Club. Other new officers: Don Oldenkamp, lst v.p.;Mike Riley,2nd v.p.; Bernie Barber, Jr., sec./treas. ; Mike Bakula, vicegerent snark; Wally Kennedy, sgt.-at-arms. Board members are Don Johnson, Gary Long, Greg Gomon and Ed Myers Jr.

l-aurence Rich is the new director of marketing at Acorn Building Components, Inc., Detroit, Mi., according to Ruth Rich, board chairperson. Matt Riley is now marketing analyst.

Linda Bridges, sales, Lumbermen's, Redmond, Wa., was elected as Sept. Employee of the Month for the second consecutive month.

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Bob Nichols, dry kiln operator, has retired from Michigan-California Lumber Co., Camino, Ca., after 16 years with the firm.

Ken Rainey recently joined Straightline, a Sacramento, Ca., moulding and millwork firm, as an operating partner with Joe Bambino.

Linda Schaeffer is now western regional sales mgr. , wholesale products div., for United McGill, Westerville, Oh.

Tom Gustafson is new to the international div. of Tumac Lumber Co. , Inc., Fortland, Or.

Brian Casey is the new show mgr. of the National Housewares Manufacturers Association's International Housewares Exposition, according to Thomas K. Manning NHMA pres.

Duane Hayes has been promoted to national sales mgr. for DG Mouldings. John Briggs is now national marketing mgr.; David Martin, national marketing services mgr., and William P. Wallace and Timothy Vollentine are now representing the co.

Brett Roberts, MacMillan Bloedel Building Materials. Portland, Or., and his new bride, Suzanne, are back from a honeymoon on Maui, Hi.

Dwight Curran and Randy Walton, DMKhcific. Fremont. Ca.. are back after a No. Ca. mill trip.

Denis Stack has joined the industrial div. at Fremont Forest Products, Whittier, Ca.

William E. "Bill" Harris has joined The Home Depot, Inc., Atlanta, Ga., as senior v.p., corp. development, according to Arthur M. Blank, pres. and c.o.o.

l,arry Hoff is new to sales at West Shore Industries, Inc., Lake Oswego, Or.

Mike Starling, Tirmac Lumber Co., Fortland, Or., is now chairman of the nominating committee for the Western Hardwood Association. Others are: Marvin Noble, Noble & Bitner Plug Co., Hebo, Or.; Dick Lambert, Lane Stanton Vance Lumber Co., City of Industry, Ca., and Juel Sheldon. Ross-Simmons Hardu,ood Lumber Co., Longview, Wa.

kdro Mata is now retail chief of W.R. Grace Co., which includes Handy Dan, Handy City and Home Quarters Warehouse. He succeeds Edward Ttrtun, who has retired.

Eric Peterson has joined Diamond International as v.p. ofwestern operations, overseeing Ca., Id. and Wa. Earl Christenson is now So. Ca. district mgr., based in Bakersfield, Ca. , and Doug Berard is director of store systems.

Lowell Ambrosini is now gen. mgr. of Georgia-Pacific Corp.'s Fort Bragg, Ca., operation.

Dennis Dixon has formed Longtree Industrial, Bellevue, Wa., along with Mike Fellows, Owen McKannay, Mike Mclaughlin, John Reger, Art Reid, Bob Simpson, Terry Simpson and Renny Vowell.

Dave Winkle, formerly with Humboldt Redwood, is manager of the new Ensworth Forest Products office in Arcata,Ca.

Al E. Gator is the new asst. security chief at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

Whether it's kiln-dried or including our new distribution vard in Marion. North Carolina. "Georgia-Pacific can give you the consistent quality and dependable delivery your business needs.

, make Georgia-Pacific your source for quality hardwoods. Everything from red oak to poplar. Hard maple to cherry. Even cypress.

With a dozen production facilities ttroughout the hardwood belt.

To find out more about Georgia-Pacific hardwood lumber, or to place an order, call:

Fion TIARDWOODS, ANTWHERE, At.ly I[AY, TITE NAI,IE TO KT.IOW IS GEORGIA-PACIFTC.

Wyoming Man Finishes 50

Bob Fancher, president ofBloedorn Lumber Co., Torrington, Wy., was recognized in a ceremony in Denver, Co.,

recently for his 50 years with the company.

Tony Tiemann, representing the Mountain States Lumber and Building Materials Dealer Association roasted Fancher, then presented him with a plaque acknowledging his ' '50 years of loyal and dedicated service to the building materials industry."

Fancher. 66. said. "I don't consider myself to be in the twilight. It doesn't

SteelStuds In Wood Market

On the outside, the new five-unit Palmdale, Ca., apartment complex looks like thousands of othen with stucco and wood trim. But on the inside it's quite different, constructed of studs and joists of loadbearing galvanized steel instead ofwood.

Gordon Mollet, a metal framing specialist at GRM Construction, Thousand Oaks, Ca., used framing members from Angeles Metal Systems, Los Angeles, Ca., to construct the two-building project.

seem like 50 years."

Fancher started at Bloedorn's Wheatland,Wy., location in 1936 at the age of 16, working part-time after school. After serving in World War II, he became the first manager of InterCity Lumber in Gering, Nb. He moved up the ladder to superintendent and in 1962, Charles Bloedorn appointed him president, the position he continues to hold.

"The straight steel studs mean straighter walls when the drywall panels are fastened ,' ' he said. ' 'The work goes faster, and the cost is competitive with wood. We use various gauges of steel, from 16 gauge for joiststo24 gauge for the second-floor studs."

He says he has found that drywall workers can be trained in metal framing techniques quicker than carpenters since they are used to working with the metal screws. His workers are specially trained in the craft of steel framing.

BIG 50 in business is celebrated bv Bob and his wife Mary. He began-work Bloedorn Lumber in Wyoming in 1936.

Although wood is slightly less expensive than steel, Mollet prefers what he calls the uniformity of steel, especially in the long lengths used in buildings with cathedral ceilings.

Although steel framing systems remain relatively uncommon in residential construction in the West, they are widely used for in commercial buildings for both load-bearing and non-load-bearing walls.

"We're so proud ... we put

name on Every Piece!"

Handyman To Sell By End Of Year

Handyman Corp., a 53 unit home irnprovement chain based in San Diego, Ca., is seeking a buyer before Dec. 31.

"How it will be sold or who will buy it hasn't been determined," Alan Miller, v.p. of finance, said in announcing the decision. "We're exploring various avenues."

The company, which went public 15 months ago, showed only a3% return on invested capital in after-tax profits last year, according to Miller. He said that based on the current stock price of $30.625 per share for the company, the liquidation value would significantly exceed both the $81 million book value and the fi8.7 million market value.

The company will close and liquidate if a buyer is not found before Dec. 31 in order to take advantage of tax benefits that may end under the proposed tax reform legislation, he added.

The Handyman units which employ 2,500 are located in California and Arizona.

Mistrial Earns Posner New Hearing

Victor Posner, head of Evans Products Co., was awarded a new trial after his income tax evasion conviction was thrown out because jurors were exposed to prejudicial information during the trial. He faced 40 years in prison for his July 18 conviction.

Reportedly the highest paid executive in the country, Posner expressed doubts that he would ever receive a fair hearing because of "the publicity that has occurred not only here, but on a national basis."

He was convicted of overvaluing by $1.2 million the22 acres of land he donated to Miami Christian College in the late 190s. Posner says he gave a $3 million piece of land which the college later sold to a developer for $3.3 million. Notes Posner, "They sold it for more than the value we placed on it. That's in the court record."

The trial was dismissed because against court orders a juror had traveled to the property and thejury foreman had read prejudicial newspaper articles linked to the case and shared the information with another juror.

"The jury didn't understand what the case was all about," Fosner said. "These people on the jury are making $150 a week. They're poor people. They just didn't understand," the rnillionaire industrialist observed.

S0ME 17 million seedlings hare been planted on more than 43,000 acres to replant the destruction caused by the volcanic explosion of Mt. St. Helens on May 18, 198Q in 0regon. Wqrerhaeuser's reforestation prqect at its St. Helens Tree Farm is the only program of its kind eyer canied out in a lolcanic blast zone. Under its 20 year high yield forestry program, the company has planted 2 billion seedling trees.

RED CROWN BRAND

OUAI,ITY

25,OOO,OOO bd. ft. Production

13 Modern Dry Ifilns-GOO,OOO bd. ft. capacity

Five Million Feet in Dry Storage

Inventory of 8-9 Milton Feet at All Times, Automatically Stacked

9 Company-Owned Tbucks

Rail Detivery

Sales: Jack l(elly, Vt4a5rne Fendley & Pat Philen

Amber Colorcd Hadwood Floos

An amber colored finish has been added to the Chickasaw prehnished wood floor line by Memphis Hardwood Flooring Co.

NEW PRODUGTS and

selected sales aids

Outdoorsy Doors

A new exterior sash door of pine or fir which helps beautiff backyard retreats is now available from Morgan Products Ltd. With the simulated appearance of

French doors. it is available with insulated glass for greater energy efficiency.

Also available is an entrance trim package, which consists of transom, with true divided lites, and fluted pilasters.

Like its companion finishes, the reddish brcnvn consists of a penetrating seal that is baked into the wood and protecEd ry a hot melt wax top coating.

Microwave Oven Carts

Two new microwave oven carts have been designed as complete microwave cooking centers by Bush Industries.

Fircsafe Office Files

Wood-covered fireproof files in both traditional and contemporary styles are new from FireKine International. Inc.

Both regular and lateral files are available, along with an executive lateral credenza.

Standard wood coverings include oak, mahogany, walnut and other woods. The files, which meet or exceed industry standards, undergo rigorous fire and impact tests.

Brass Bath

A new solid brass pressure balance tub and shower unit has been introduced by Sepco Industries, Inc.

Yesteryears Series units feature /4-turn washerless ceramic disc valves.

Porcelain trim is available in seven decorative colors. The set is available in 12 hnishes.

The compact carts feature a vertical shape that takes up a minimum of kitchen space. They accommodate any standardsized microwave on the top shelf, at eye level and out of the reach of young children.

Directly underneath is an adjustableheight condiment shelf. Below, a waistlevel counter provides a work area for food preparation, while the lower parts of the cabinet are for storage.

The ready-to-assemble carts come with rounded edges, softly-shaped tops, oak finish. wood door handles with brass plate accents and matching hooded casters.

Wiring Display Boad

A new electrical products display board to educate counter people and to help promote d-i-y sales has been introduced by General Switch Corp.

The modular steel panels are corrosion protected with a zinclaluminum coating. offering strength, durability, light weight and minimal reflected glare.

The heavily ribbed doors are 68 " high, mounted on sliding track with non-jump, non-jam glides. Sheds have full wraparound corner panels, plastic roofwashers, and an interlocking door and doorjamb system. Those with double doors have a double width entry ramp. Wall panels are 70 " high, with gable roof styling.

Eighteen models in up to 9 different sizes from 6 ft. x 5 ft. to l0 ft. x 13 ft. are available.

Riveting Innovation

Depicting in deail horv a residential wiring system is put together, the display features a line of electrical equipment required for a service entrance installation, circuit breaker panel, wall outlets, receptacles, etc., all wired together.

The framed, full-color board measures 23" x23".

Oak Hardware Mounts

Natural oak wood mounts for displaying door hardware products have been offered by Schlage Lock Co. for their Designers' Express line.

The six most popular sizes of steel and aluminum rivets have been organized into a single convenient, compact unit by Farker Manufacturing Co.

Framing Connector Sampler

A steel connector display constructed with the connectors themselves is new liom Simpson Strong:Iie Co.

In addition, a camera ready merchandising ad slick booklet is available.

Shed Panels

Kits to assemble garden sheds, carports and shelving made from rust-proof color bonded steel are new from Treco Storase Svstems Ptv. of Australia.

With its self-hinged top, the Rivet Pak also provides d-i-yers with a container for keeping rivets separated and organized by size and type of metal.

The package contains 50 rivets l/8 " x ll8',40 rivets l/8 " x 114", and 30 rivets U8" x318". Half are aluminum. half steel.

Finger Framer, for framing up sheds, greenhouses, carports and other structures with 2 x 4s, features six finger-like tabs which are easily bent by hand and nailing slots and nail-guiding tabs to direct correct placement of 8d or 10d nails.

The point of purchase display contains a four-color backcard, pop card, display basket. brochures. and room for two product cases belorv the basket.

Pocket Door Kit

A completre flarne kit for insalling pocket doors is new from L.E. Johnson Products. Inc.

The kit contains all hardware including an adjustable header, pre-measured for standard door sizes, a jump-proof box design track and tricycle design hangers. Self-adjusting anchors allow floor settling without affecting header and track alisnment.

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

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

Storage Gear For Footwear

A family of vinyl coated steel rod shoe organizen has been introduced I Clainon International.

pain of shoes. The lorver three rorvs of shoe loops can accommodate larger, wider men's shoes, while the upper four rc ,vs are designed to hold women's smaller shoes.

The free-standing organizen have a 3-ft. long rack that clips onto sturdy curved legs without hardware.

Everything Under The Bed

The Closet Loft. a solid kiln dried oak bed with a closet and desk combination, is new from Tlaps Loft Co.

The 55 " x 30 " closet/armoire and 41" x 23V2" desk fit under a unique design loft bed so the only space needed for all three pieces is 79 " x 42" of floor space.

Cabinet Combos

Tall, multi-stonage cabinets with a unique combination of design options are new from Quaker Maid.

A wall-supported ventilated 12" deep rack can model as a magazine rack. Molded high impact styrene rack supports require no hardware for installation.

A second model has a door or wallmounted looped wire design that holds 2l

The wardrobe closet includes a clothes bar and a lower shelf for shoes. The desk comes with an oversized pencil drawer and three larse drawers on rollers.

Options include a conveniently positioned pantry with fold-out shelves, an overhead wine rack and spacious drawers below: a traditional shelf-slorage above the pantry section; a combination of shelf, pantry and drawer storage, and a pantry with a choice of wine rack or drawers.

Numerous door styles, laminates, woods, custom hardware and hand-wiped stains are available.

Facts At Fingertips

A household information orsanizer to safegurd important ffirmation inO keep it readily avarlable for convenient reference is new from Cornwall Products Co.

The organizer includes six section dividers plus 35 rugged clear-poly ltling pockets. It is designed to hold 70 items up to 8t/2" x 11" in size without hole punching.

Other features include heavy-duty Dstyle rings with handy ring openers. horizonal pocket on inside ftont ccver, seethrough card pocket with name and address card, special daa page and large sheet lifter.

The suede finish binderc are available in blue. red and metallic charcoal.

The Better Mousetrap

A completely safe mousetrap which works with no poisons or springs is new from Trao-Ease Inc.

motor, 14 " fan blade, low-profile dome of molded ABS polymeric, template for roof cut-out, one-piece 25 sq. in. self-flashing flange, and aluminum birdguard.

Clip Your Nails

Mice are lured into the trao bv bait. When mice get to the end of thd trip with the bait, their weight tilts the trap, slamming the door shut.

The trap uses no glue, makes bait stealing impossible, and is reusable or disposable, with live capture possible.

The traps are packed two per unit.

Blow Your Top

A roof fan with built-in heat sensor and thermostat for completely automatic fan control is new from NuTone.

If attic temperature reaches 180"F for any reason including fire, the sensor immediately shuls down the fan. The prewired adjustable thermostat turns the fan on at any pre-selected temperature from 60'F to 120"F.

The unit features a thermally protected

A new clip which directs nails on an angle through thejoist and into the header to make them work twice as hard has been introduced by Panel Clip.

For more information on New Products write The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Please mention issue date and page number so we can process your request faster! Many thanks!

Private Entrance For Pets

A new, lower cost version of its deluxe energy conserving pet door for wood doors and walls has been introduced by Pet-Eze.

The joist hanger clip features a unique tube which holds the nail ansle consistent, permitting the use of a lig:hter gauge steel while achieving higher load values. The hangers are said to make nails stronger, more efficient and do double duty.

Features include a clear, self-sealing flap; heavy duty anodized aluminum interior and exterior frame, and locking aluminum security cover.

How To Quote All Construction Lumber. From Mills ln 5 Western States. Delivered To Any

Of 13 Rail or 23 Truck Destinations.

ln One Minute.

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

You can search for a particulal hard-tofind customer inqurry. Compare delivered prices on alternate originating and delivering carriers, rail or truck. Find a trucker that will pick-uo and deliver to those out-of-theway locations. To make the syslem even more cost-effective, there's a servrce to keep both truck and rail rates up-to-date. Of course, you can also update the system yourself.

The system is LIMS, the Lumber Information li/anagement System. lt was developed taking advantage not only of proven microcompuler and sotlware tech nology. but ol Art Penberthy's thrrly years expenence as a wholesale lumber trader. And it works.

Recently In a two-month trnal test. a LIMS system directly generated an addrtional gross profit ol $10,650 for a single trader. Let us show you how LIMS did rt by provrdrng more rnformatton or a demonstration.

Pre-prepared rarl and truck rate, trucker, mill, mill producl and customer data-bases are available. Comolete svs^.,^it^at^ tgt t5 dtE dvdildurg

or flat shelves. The third component is a basket/shelf with a lip.

SuperNetwork panels attach to each other with simple two, three and four-way connectors. Baskes/shelves use brackets.

Units are reportedly assembled quickly and easily in such displays as etageres, gondolas, end caps and dump baskets.

Short Cut Saw

A compact, 18 " long saw that conveniently fits into a tool box and is easier to use when cutting overhead or in tight areas is new from Stanley Tools.

As part ofan aggressive new tooth design of nine points per inch, each tooth is precision sharpened to three distinct cutting angles and specially designed to maintain constant blade contact on both forward and reverse strokes.

Dozens Of Displays In One

Three basic wire grid components which can be combined to make hundreds of different merchandise displays have been introduced by Uni Corp.

Two sizes of panels work together to form sides. backs. boftoms. tops. headers

The saw's comfortable wood handle provides a special square and mitre feature for marking 45 " and 90 " angles. Its heavy duty, tell/sell sleeve protects the blade and prevents the teeth from damaging other tools.

What Goes Up...

A bathroom seat that automatically lorvers itself when left in the upright position is new from Jandex, Inc.

When the seat's ring is lifted, is hydraulic positive lock and time delay is automatically activated. If left up more than two minutes, the ring automatically lowers to the down position.

Constructed of durable, molded plastic components, the seats are available in antique vinyl and leatherlike coverings, h six colors.

New Heights With Hemlock

Two new henrlock stepladders are available from Bauer Corp. The ladden feature a gentle incline angle, splinter resistance and a high strengthto-weight ratio, allorving thicker cross sections for strength without increasing overall weight.

ll|0 ilil|0 can$ ttli|]| |]|e

810Pn0flffi!

FAMOWOOD

the PR0FESSl0tlA['S ALt PURP0SE PtASTIC

The fint model features 3-point step braces, full l-V16' x3-518" rails iurd treads, a massive 11 gauge hinge and hardu'{ood horizontal back cross pieces.

The second model has those features plus a molded co-polymer top, new U-style hinge and strap, wide meal angle braces on each tread end, protective wood treatment, slip resistant treads and rubber-shod safety shoes.

For

Noise Deadening Fencing

An attractive, durable fence system offering noise reduction capabilities is new from Rep/Air Co.

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass! 1(''bs

Readv to use risht out of the can, Famowood appliis like putly-sticks like glue; dries ouickly; won't shrink, a'nd will not gum u0 sander. Waterproo{ and will gum up Waterproof weatherproof when properly aoolied.

Ayailable in 15 matching wood colors and white.

Vacuum-formed fiom ari extnrded sheet of weatherable polymer, Accent Rigisol hnels prwide full screen priracy, sound dispenion, climb resistance, low maintenance, high impact strength, light weight, extended life span and easy installation with standard hardware and tools.

Each 48 " x72" panel weighs 13.5 lbs.

Window Film CutsGlare

An add-on windcnv film that offers twoway vision while rejecting heat and glare is new from Gila River Products.

Highlight window film rejects up to 55% of the solar energy in the summer and retains upto38% radiant heat during the winter, while reducing by more than 90% ultraviolet rays which contribute to the discoloring of upholstery, furniture, etc.

Because it is applied from the inside, it can be applied to existing windows including double and triple pane. The thin material has a water activated adhesive backing. Only a trim blade and squeegee are required for an optically clear, bubble-free installation.

It is available in bronze or smoke decorator tints.

For more information on New Products write The Merchant Magozine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanksr

Extra tong Reach Tongs

Lighnveight, 2l" long tongs for reaching objects on the top shelves of kitchen cabinets are new from G.T. Water Products.

Reachlt, a simple device that has nonslip rubber "Sure-Grip" tongs on one end and cushioned handle grips on the other, features chrome plated steel construction. Said to be designed so that it can pick up a dime from a linoleum floor, it weighs 12 oz.

MiniFridge

A combo ice maker/refriserator that is less than 29 " in height yet [as 20 lbs. of ice storage capacity with plenty of room left over for refrigerating food and beverages is new from Dayton Walther.

South Carolina, Arkansas, Georgia. Florida, Alabama, California,

Canada: British Columbia, Alberta, Ontario, Quebec.

P O. BOX 2190

BRANDON. FL 3351I USA

(813) 684-6502 TLX: ITT 4-971861

Manufactured under license from Stihl, W Germany. by:

D-5374 Hellenthal. Blumenthal

Postfach 26 West Germanv

Fan-cooled operation permits built-in or free-standing operation. Insulation is foamed-in-place polyurethane, and an adjustable thermostat allows selection of desired temperature level. The appliance requires no drain.

Magnetic door latches can be easily switched for right or left-hand opening. Door frames will accept decor matching panels up to 7+ " thick. Rust-proof shelving may be adjusted or removed for easy cleaning.

Colors available include white, coffee, almond. black and special colors.

HF.12I PORTABLE cRoSscUT sAw

ES.I?I PRECISION CROSSCUT STATION

It's A Snip

An all purpose snip for hobby, workshop, house or garden use is new from Fiskars Manufacturing Corp.

A light 4 oz. and compact 7Vz" long, the snip features durable stainless steel blades, rust and corrosion resistance, black "comfort grip'' handles, and positive safety latch.

It is packaged on a bright blue card with hanging hole for product display and blister front panel for full product viewing, with open handles for consumer testing of the comfortable grip before purcnase.

For More New Products

See Page 62

Has Bin

Jumbo Bin, alarge 14" x 16 " propylene storage bin, is new from Koller-Craft Plastic Products.

Weatherstri ppi ng Add itions

An entry door sweep and bolder new packaging have been added to the Jambseal weatherstrip line by Gossen Corp.

The new point-of-purchase packaging design features a d-i-y oriented look with bold, informative graphics on the colorful shrink-wrapped kits with zip-front display cartons.

The line which features a unique coextrusion of cellular PVC with flexible PVC also includes pre-cut kits for exterior passage doors and single and double garage doors.

The entire line is available in prefinished white or brown and can be painted.

Each bin holds 50lbs. They can be stacked five or six high with one interlockins into the other.

A hadwood flooring success story

PROGRAM to revisc and updatc existing litcrature and create new tradc and consumer brochures has becn put into opcration by thc National Oak Flooring Manulacturcrs Association o1' Menrphis. Tn.

In udtlition. the progrum protrotitrn launchcd undcr the dircction ofthe pronrotions conrrnittee headed by Claudc Taylor. salcs nranager of Mcmphis Hardwood Flooring Co.. has generatcd over Sl7 nrillion wrrth of consunrer and tradc r.nagazine and ncwspapcr spacc for a budgct of less than $350.000.

Initill thrust trl'the prrrSrarn wus irrrage inrprovcnrent. Thc NOFMA is prinrarily interestccl in pronroting unfinishcd strip fkxrrin-s. thc principal product of association mcnrbers. However. Taylor pointed out. ils litcrature has been dif'flcult to rcad and often rcclundant although technically correct. Thc neu' litcraturc crnphasizcs thc inragc ofa quality product appropriatc

to contemporary homcs and cornmercial establishments.

Itcms included in the overhaul were an installation nranual, finishing and refinishing manual. update catalog for Swect's Files using full color for the frrst time. a wood tloor care guide and an 8 pagc full colur brochure with room scencs and consumer-oriented infirrmation on thc typcs of oak lloors. grades

Story at a Glance

$17 million hardwood flooring campaign...new literature... emphasis on image...innovative applications on walls...sales materials available.

available. finishes and rclated infbrmation. Suggestions fbr the use of oak flooring on walls and in commercial establishments also are included in this literature.

While not in itself a strictly promotional activity. another major program of the NOFMA has re sulted in extensive and continuing trade magazine publicity. In 1979 NOFMA establishcd the Hardwood Flooring Installation School. Held semiannually in Memphis, Tn.. it has attracted capacity cnrollmcnt at every session and is helping to alleviatc the scvere shortage of skilled hardwood flooring installers that existed before its inception. The American Parquet Association and Maple Flooring Manufacturers Association are co-sponsors.

Another project of the NOFMA pronrotion conrmittee is a slide film program based on the installation school for clistributor. dealcr and other uses.

Storage On The Side

A new compact. economical storage space designed to fit snugly against an existing structure has been introduced by Arrow.

Its horizontal wood-erain embossed paneling may be left aJis or painted to match the main structure.

The structure is suggested for bikes, lawn mowers, lawn furniture, barbecue and pool equipment, firewood, sports equipment and garden tools.

For more information on New Products write The Merchant Mogaiine,4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!

MiniHeatwave

A wall-mountable electric heater. which is said to efficiently heat rooms for pennies an hour, is new from Intermatic.

Designed for portable or permanent applications, the heater can also be used as a fan or equipped with an optional snap-on charcoal mircon ltlter to keep rooms clean of smoke, dust, odors and pollen.

It provides up to 5,120 BTU s of heat wi*r a quiet axial frn that reportedly distributes the warmth to all corners of a room in seconds. A four-function comfort selector allcnvs heat adjustmcnt.

Measuring 8Vz'highxlVz" deePbY 8" wide, it weighs about 3 lbs. and features built-in cord storage, carrying handle and an automatic safety shut-off switch to prevent overheating.

Paul does not test on his fame as the lumberman's symbol of accomplishment. New requirements and changing conditions keep him alert to progress.

"LOOKING AROUND" says Paul Bunyan

Shower ln Hand

A new line ofhand-held shcnryers, heads, spouts and accessories has been introduced by Peerless Faucet Co.

marble/onyx, shell, stone, ivory, plastic, leather and paper.

On a wood surface, the wax gently lifts off grime and previous wax build-up leaving a lustrous finish. hlished surftces such as marble are protected against spillage, and the hardness ofthe coating also guards against heat and finger mark.

Flame In Hand

A portable hand-held refillable butane torch is new from Blazer Products.

The torch produces a flame with a temperature of 2500'F, which reportedly is hot enough to solder silver and pipes, remove old paint, soften window putty, thaw pipes, etc.

The Showerburst collection features economy, good, befter, best and designer models.

The line is accompanied by accessories and replacement parts including hoses, tub spout, shower arm diverters, brackets, showerheads and vacuum breakers.

British Butfer

A versatile wax polish from England is ncnv available in the U.S. liom Cereus, lnc. Renaissance wax reportedly can be applied to any surhce, including u,rcod, metal,

The wax is said to have virtually no odor to detract from the natural aroma of the wood or leather to which it is applied.

Drywall Repair Kit

A kit for repairing drywall damage and other hollow wall situations is new from Cascade Development.

No backing is required to hold spackle or other wall filling compounds due to a unique toggle action coupled with an adhesive coated flexible backine board. Each Holpatch Kit contains iraterials to fill a 4 " x 4 " hole, ready for spackling, in all thicknesses of drywall up to 1", plus instructions and sandpaper.

milH CONCERN

FOR YOUR SATISFACTION !

We maintain quality production standards every step of the way - to assure you the finished product you expect from Duke City Lumber Company.

PTEASE CALL C0LtECT: (5051 848-3642 if you have any complaints about our products - or suggestions how we can improve our service to you !

A piezo electronic unit lights the tool instantly without the need of a match or lighter. Also featured are a rubber cushioned grip for firm, safe handling and a removable base stand for hands-off operation.

Models include all brass with a chrome plated body in olive green color, an all black matte finish body, or a gold-plated version.

User friendly merchandising pays off

ANT to hype lour sclling of over the counter merchandise? Want to expand the total dollar volume of each sales transaction you ring up'/ Consider hitchhiking on the user friendly strategy employed by astute merchandisers of the computer world.

There are equal and profitable merits and opportunities to apply the same strategies in employing consumer friendly packaging and merchandising to help in making thc initial sale while at the same time wrapping up extra profits from rclated-itern sale s of building materials and hardware.

A typical case in point was the recent container labcling and rrerchandising overhaul accomplished by Beadex Manufacturing Co. on their line of drywall compounds and related finishing tools. "We finally realizcd." concedes Bcadex general manager Don King in reflecting on the change. "that wc wcre perhaps too close to the trees to see the fbrest.

''For instance, the wording on our plastic compound containers identified our product as All Purposc Joint Conrpound.' While this was well understood

Story at a Glance

Displaying tools with materials helps customers...self service merchandiser promotes one stop shopping...easy-to-read d i rections, product literature guide d-i-yer.

by ourselves and cverybody else in thc trade, what thc labeling copy rcally mcant to thc consumer in the aislc about to tacklc his very first drywall projcct is anybodv's suess."

In attacking thc comnrunications barricr. Bcadex first comn.rissioned thc redesign of graphics and copy on the compound containers. The new title on the front of the buckets rcads: "All Purpose Drywall Compound" and then conspicuously associated with descriptive line drawings appears the wording. "for Taping. Finishing and Patching." Now a customer pondering his next drywall project move can see unmistakably what the product is and what it is mcant to do.

Next itcm in priority on the redesign agcnda was to wipc out all of the tightly packed. Iargcly ignored. hard to read copy on the back ol'thc containcr and rcplacc it with a scrics of clear linc drawings with bricf captions idcntilying the tools nccdcd. tbllowcd by illustratittns dctailing thc how-t<rdo-it stcps in achicving the bcst rcsults in clrywall taping. f rnishing and patching.

Oncc container graphics and copy had becn rcworked, Beadex management clinrbed back intcl thc shoes of thc

USER FRIENDLY merchandising includes grouping tools recommended for use with materials and displaying with products.

hypothetical consumer and asked themselves: "Now that I, as a typical customer, have located the proper drywall compound for my job, what is the next thing I am going to need?" The answer, of course, was spelled out right there in panel No. I on the back side of the compound container: the right size knives, the right shaped mud pan, the right type of hand sander and sandpaper ofthe right grit would all be needed to complete rhejob.

The approach then was to develop a compact, self service merchandiser containing all the recommended Beadex labeled finishing tools. The original contents of the merchandiser contained knives in 4!'6i'and 8 " sizes, mud pans with conveniently tapered sides for easy access plus a handy metal edge for cleaning extra compound offknives, and hand sanders with raised curved handle grips for getting into tight corners without scraping knuckles. Beadex is now in the process of adding inside corner knives and pole sander heads to round out the tool assortment of the merchandiser.

The versatile drywall finishing tool merchandiser is designed to fit into any shelfspace right in the drywall accessories section where it can suggestively

MERCHANDISER is part of product display in the paneling section, making it possible for the customer to collect all needed materials and tools in one location.

take advantage ofthe related-item sales opportunity that exists while the customer is selecting drywall compound and tape. With the elements all logically together in one place, there is no chance that the customer will have to serpentine half way around the store looking for drywall tools only to discover to his dismay that he can't find one ofthe knife sizes or that there are none of the recommended mud pans or hand sanders in stock.

To round out the "consumer friendly"

communication cycle Beadex provides customer literature at the point of sale repeating advice on all the recommended tools and techniques leading to success in drywall taping, finishing and patching. For the retailer the consumer oriented strategy is an effective combination for nailing down the original sale plus tyingin the added profits from related items at the same time.

Loss Prevention Conference

The fifth annual Loss Prevention Conference will be held in Orlando. Fl. March l8-2Q 1987, at the Embassy Suites Hotel.

Among those developing the program are Bert B. Rogers, Wckes Cos.; Ralph P. Huston, Sutherland Lumber Co.; John D. Phillips, Wickes Cos.; Theron V. Wasson, The Home Depot; Richard Wright, Forest City Enterprises, Inc.; Ron Simmons, Handyman; Anthony Simone, Wolohan Lumber Co.; Frederic W. Hirchert, Payless Cashway, Inc.; Robert C. Vereen. Home Center Institute.

'lbilor Ads To Your Customeru;

"Long term retail survivors will need to offer more than just great sales, and they will need to convey their offers in ways other than through continuous reduced-price item advertising," says a new Management Horizons' report titled ,4dvertising to Core Segments.

According to the authors, "the retailer's primary advertising responsibility is to decide what superiority statement the advertising will make and where the advertising is to be placed, commensurate with corporate goals and anticipated budgets. Ideally, the advertising will be attention-getting, and will emphasize differentiated benefits that will make consumers want to sample the stores on a regular and long-term basis."

But which advertising medium is most appropriate for theretailer's needs?That depends on the store's core customer base and the products being advertised.

In order to select appropriate media, the advertiser needs to determine which media correlate most highly with usage among their target segment. Usage must be evaluated within the context of:

. How much attention does a medium commandl

r What medium best delivers the type of message the advertiser strives to convey; and

o What media mix delivers the largest concentrations of core customers at the most efficient cost?

Although the newspaper medium remains the retailer's favorite advertising vehicle and commands about 70% of the average retailer's media budget, major trends away from run-of-press (ROP) advertising include:

o Increased commitment to pre-printed inserts within local newspapers;

o Increased commitment to direct mail and utilization of "marriage mail" services to target geographically or demographically;

r Increased commitment to broadcast television and radio; and

o Increased experimentation with various newly available advertising technologies.

In general, newspapers reach a broad consumer base, although readership is higher among up market segments and among older life stages. However, a greatly diminished number of consumers are exposed to newspaper advertising, depending upon placement. While

readership of "general news" sections remains consistently high among consumers, other sections are only read thoroughly on a frequent basis by relatively small percentages of the population.

o "Business" section readership is highest among up market segments.

o "Living" section readership is highest among middle and up market segments.

. "Sports" section readership is highest among older households.

o Ad inserts are used most by down market segments, mid{ife families and older households in the middle market. and younger parents in all markets.

From the consumers' viewpoint, television represents the preferred source for new product information and for general surveillance of products and services. Certain types of programs are viewed more often by certain population segments. For example:

r TV news reaches 4 out of 5 consumers daily and especially reaches older consumers.

o Soap operas are viewed especially by down market segments and consumers who are not employed.

o TV movies are popular especially among younger segments.

o TV sports are viewed especially by mid-life families and older households in the middle market.

o Comedies and dramas enjoy broadbased appeal.

Although consumers listen to a great deal of radio, the vast number of station choices in major markets often creates difficulties in determining which combi nation of radio formats optimally reach core customer bases. Most popular formats include:

r News radio (mid-life families and older households)

r Adult contemporary (younger middle and up market segments)

o Top 40 (younger segments in all markets)

o Country/Western (younger parents and mid-life families in the down market)

o Golden Oldies (younger parents and mid-life families in down and middle markets)

The report explains that advertising should be researched, budgeted and implemented as any other business investment. It should have goals which justify expenditures and a time-frame beyond, but not ignoring, day-to-day considerations. It is part of a retailer's strategic marketing arsenal, and should be coordinated with other financial, operational and merchandising activities for maximum impact.

Northwest News

(Continued from page 2 4)

The FTC ''30-day rule" states that a customer must be notified when a company cannot deliver merchandise @ the advertised date or within 30 days of receiving a prepaid order. The customer must be given two optionsaccept a refund or agree to a later delivery date.

According to a recent Frc study, most small businesses believe that the 30-day rule is a sound business practice, and consider the rule's impact minimal. The survey revealed that'15% of the small firms spend less than $500 a year to comply with the rule; 42% did not send a delay notice during the previous 12 months; and337o of firmsthatsentdelay notices did not have any orders canceled.

Plans are progressing for the program at convention. Nov. 8-ll at the Red Lion Inn in Bellevue, Wa. In addition, the building prrcducs showcase will offer new products and sales ideas.

Faucet Co. Plugs Counterfeiters

Masco Corp., Indianapolis, In., has filed court actions against three companies to begin an aggressive new campaign to protect its federally registered trademarks Delta. Delex, Peerless and its patents.

The lawsuits, alleging trademark infringement, false description and representation, unfair competition and deceptive practices, were filed against Keystone Franklin, Philadelphia, Pa. ; Radiator Specialty Co., Charlotte, N.C., and Waxman Industries, Shaker Heights, oh.

Delta Faucet Co. has obtained an exclusion order from the International Trade Commission prohibiting entry into the U.S. of products imitating Delta's trade-

mark ball ha-ndle or bearing the company name.

Masco Corp. has also begun to alert plumbers and wholesalers "that some faucet repair/replacement parts that are presented as Delta parts and even some that say genuine Delta parts may not, in fact, be the 'real thing,"' warned group president Raymond F. Kennedy.

Wood

Preservers' Annual EPA assistant administrator Milton Russell will be a speaker at the American Wood Preservers Institute's annual meeting, Oct. 27-29 at the Hyatt Regency, Washington, D.C. An evaluation of the Consumer Awareness Program will be part of the meeting.

DOMESTIC HARDWOOD LUMBER IMPORTED HARDWOOD LUMBER SUGAR PINE, HARDWOOD AND SOFTWOOD PLYWOOD PARTICLEBOARD, FIBREBOARD MILLWORK

Too Many Stores In U.S.?

The nation is over-stored and overinventoried with 50% more stores than the market needs, according to Dick Outcalt, Seattle, Wa., retail consultant.

'And that is certainly too many stores chasing too few customers," says the man who produces software manuals, tape cassettes and other educational materials for retailers as well as acting as a combination financial adviser and counselor to small and large retailers needing help.

"Customers no longer want the bargain life," he said. "They want a better life. They want a better shopping experience. In the '70s, retailers sold a lot of merchandise because it was at the right price. In the '80s. shoppers expect variety. price and service." He attributes failure to lack of leadership, vision, objectivity and positive aftitude.

Successful retailers should make plans based on careful analysis oftrends, he advises. He recommends that retailers set

out of their stores and see what their competition is doing. Objectivity about what consumers want and maintaining good attitudes are essential, he stresses, although he admits that it is not always easy, considering the long hours and the cyclical nature of retailing.

Ways To Cut Forklift Danger

If not used properly a forklift can be a dangerous piece of equipment.

Stability can be a problem because the center ofgravity is affected by the size and shape ofthe load carried by a forklift. The improper placement of the load on the fork assembly and the height to which the load is elevated can cause the vehicle to become unstable.

Steering also can be confusing because most forklifts steer from the rear wheels. Inexperienced operators must be careful-

FRED C. HOLMES

ly briefed and trained to avoid problems with this feature. Because forklifts do not have suspension systems comparable to those in automobiles, they should carry only one personthe driver. No one should ever be allowed to ride on a forklift.

Driver training, maintaining the vehicle in proper condition, establishing traffic patterns and keeping forklift paths free of congestion are other key elements in maintaining forklift safety.

Proper training of forklift operators can avoid the possiblity of serious employee injuries. Most forklift dealers have a training department to provide those who operate forklifts with the proper training necessary to satisfy current OSHA requirements for forklift drivers as well as maintain safety.

Wickes Acqu ires Homecrafters

Homecrafters Warehouse, Inc., Birmingham, Al., has been acquired by Wickes-Homecrafters, Inc., a newly formed subsidiary of Wickes Cos., Santa Monica. Ca.

The Wickes Lumber division under the direction of general manager Les Hagen will oversee the operations of WickesHomecrafters. The operation consists of 28 lumber and building materials retailers operating in six southeastern states.

Repair Spending Climbs

Fred Holmes 347O lowa City Rd., Marysville, Ca. 959Ot (916) 743-3269

P.O. Box 8OO, Fort Bragg, Ca.95437 (7O7) 964-6377

American homeowners spent a record $80.3 billion on repair and remodeling last yeaq up 15% from 1984's $69.8 billion and up more than15% from 1982's $45.3 billion, according to the U.S. Commerce Dept.

Multifamily remodeling ju mped Z7 % last year, while single family home improvement rose9%.

Steve Holmes, Steve Hautala, Tod Holmes, Phyllis Hautala, Toni Matilla

Glc:ss Liumber Hceulers

Summit House: Just The Start

The opening ofthe Tokyo wood demo building Summit House mark the start of a three year promotion program of U.S. wood products in Japan.

The $1.95 million program approved by the U.S. Agriculture Department is intended to counter unfair trade practices such as high tariffs for processed wood products and restrictive product standards.

Summit House, a three story showcase of modern materials and techniques completed in 83 days, was viewed by 250 guests including Japanese cabinet ministers and senior U.S. government officials at its May l0 opening.

William T. Robison, president of the American Plywood Association, which is coordinating the drive on behalfofthe industry, said, "The Summit House in Tokyo will be the focal point ofthe new promotion. We look forward to working with the Western Wood Products Association and others in a three year concentrated program aimed at basic Japanese construction markets."

The expanded assistance program permits the APA to retain U.S.-trained architect Richard R. Skorick, project

director of Summit House, to represent the U.S. industry in Japan during the three year period.

The building itself will serve as a site for seminars, workhops and training on U.S. wood systems and materials over the next three years, after which it will be donated to the people ofJapan for use as a cultural and children's recreation center.

The updated, complete list of U.S donors to Summit House includes Big Valley Lumber Co.; Boise Cascade Corp.; Bruce Hardwood Floors; Chickasaw Williamsburg Strip; DAW Forest Products Co.; Diamond Cabinets; Eljer Plumbing Ware; Evans Products Co.; Georgia-Pacific Corp.; Giles & Kendall Inc.; Hanel Lumber Co., Inc.; Howard Manufacturing Co.; Idaho Forest Industries; Louisiana-Pacific Corp. ; Marvin Windows; Maywood Inc.; McFarland Cascade; Michigan-California Lumber Co.; Ostermann & Scheiwe, USA, Inc.; Plum Creek Timber Co., Inc.; Pope & Talbot, Inc.; Fotlatch Corp.; Preway, Inc.; Simpson Door Co.; Sunland Homebuilt Pool Systems; Trus Joist Corp.; Vaagen Brothers Lumber, Inc. ; Weyerhaeuser Co.; Whirlpool Corp., and Willamette Industries, Inc., in addition to many Japanese contributors.

Alder Production Still Growing

"By 1990 annual production ofalder will reach 1.5 billion feet, including lumber, pallet and chips," Dave Sweitzer, secretary/manager of the Western Hardwood Association, predicts. "The littleknown alder hardwood industry is about to startle the world by reaching gigantic heights."

Current alder production is about l. I billion feet annually. This represents a growth of about 900 million feet in annual production since 1960, he told the Forest Products Research Society members meeting in Spokane, Wa.

Alder, which grows only in a narrow strip from Northern California to British Columbia, is the most workable hardwood available, according to several studies. But harvesting restrictions have put tight ceilings on the amount of alder available for production, according to Sweitzer.

"The supply restrictions we've faced for the last 100 years, however, are finally starting to weaken," he stated. ''Governments, private land owners, and the large softwood producers are finally beginning to see the value in alder."

Morc Daffy Definitions

BOW:

Taking whimsical aim at standard industn' jargon, contributing editor Ken Thim hprewith provides some diferent defnitions.-ed.

POPI-AR:

Well-liked; the opposite of un-poplar.

HICKORY:

Usually followed by Dickory and Dock.

HEADERS:

What you take when your acrobatic skills are minimal.

AMERICAN BEECH:

Where the surf meets the sand; a bikini showplace.

CAR STRIPPING:

AMERICAN BUTTERNUT:

A direct Danish descendent who can't

Late night activity performed by hood- stand margarine. lums.

SWAY BRACING:

A steady hand for unsteady legs.

WANE:

Shower, drizzle or downpour.

CUP:

Something to put wane in.

FASCIA:

The opposite of turning my back to ya.

FI-ASHING:

Usually preceded by someone showing off a raincoat.

EXPOSED BEAM: Nudist colony terminology.

(a) Last name of actress named Clara.

(b) Hunting instrument used by Wlliam Tell.

(c) Type of necktie.

PITCH POCKET:

A guy who steals your wallet.

KNCIS NOT FIRMLY FIXED:

One of the primary reasons for the invention ofVelcro to secure children's shoes.

HONEYCOMB:

A darn good way to make unruly hair stay in place.

SMALL CHECKS:

Those you can cover.

MEDIUM CHECKS:

Those that you write on Friday to cover by Monday.

ROLLER CHECK:

One that's not even able to bounce.

SEASON CHECK:

Written at Christmas in spite of the consequences, in the spirit of the holidays.

WATERTIGHT KNOT:

One that a parent is asked to untie after an errant child has waded into water with shoes on.

Bv Ken Thim

HARDWOOD RETAILER

(Continued from page 17)

for less than 25% of sales, ' 'it does bring people in here."

His rarest wood is Makassar ebony, which comes from very small trees, and is imported through Penberthy Lumber in Los Angeles. It runs $35,000 per thousand board feet.

The most exotic add-on Penberthy carries is a line oftraditional Japanese handworking tools, finely handcrafted by a craftsman in Japan to do specific tasks for Penberthy's most serious professionals. Giving customers something extra, so they leave with everything they need, is what Woodcrafters is all about. "Two-byfours are like milk; everybody stock it," says Penberthy. "Nobody's going to drive down here from Hillsboro iust to buy a couple of two-by-fours."

New D-l-Y Show On Tube

Do-it-yourself sales will undoubtedly be influenced by the latest television home repair program due on PBS channels Nov. l.

The 13 part series with hosts Dean Johnson and Peggy Knapp will offer step

by step home repair instruction from planning to completion with tips on how to avoid commonly made mistakes.

"We only tackle projects that the averase homeowner can do himself or her-

self," Johnson said. "lfPeggy and I can't do it ourselves, we don't do it."

Entitled "Hometime." the series will fbature topics ranging from electricity and plumbing to painting and wallpapering, from installing drywall to installing new kitchen cabinets. New tools and materials as well as time honored techniques will be demonstrated.

Chevrolet will underwrite the program. Power tools and accessories will be provided by Black & Decker.

The programs will be available on home video tape for sale in home centers and hardware stores. Video rental stores also are expected to handle the tapes which come with project guides.

News Briefs

(Continued from page 18)

With Southent Pacific abandoning the Placerville to Folsom Line, Michigan-Califurnia has shut down the Camino, Placerville & Lake Thhoe Railroad after 82 years...

KH Industries, Inc., from Australia, is introducing Speedboard (compressed rice straw) into the U.S., establishing a Hq. in Roseville, Ca., and a mfg. plant in Yuba City, Ca.

Covers the market. Gets Results.

R00FlNG techniques are demonstrated by Peggy Knapp and Dean Johnson, hosts for a new do-it-yourself show on public television.

Shopper Prof ile Changes

Changes in society are changing the consumer market and prospective consumers.

"The traditional all-American familya working dad and a housewife mom (who have only been married to each other), two and a halfchildren and three quartersofadogrepresents only 4% of

today's population," notes Albert S. Saia, president of the Foint-of-Purchase Advertising Institute.

Additional economic and demographic trends which have an impact upon sales include 4O% of today 's families having two income workers as compared to 25 years ago when only 12% of the families had two wage earners. Women continue to enter the workforce in record numbers. By 1990 they are expected to account for 4O% of the family income, as opposed to 257o in 1980.

Other facts of significance to retailers include the single non-family household increasing 99% duringthe last 15 years. Fastest growing shopper group is the 50* group which is now larger than the teenage segment. It also controls over 80% of U.S. savings. Non-whites, who accounted for2l% ofthe population six years ago, are expected to grow to more than42% in the next 100 years.

Saia also noted that there has been a 70% increase in shopping centers in the past decade and an 80% increase in square footage while the United States population expanded by only 12%. There now exist more stores and more retail space per capita. which encourages instore sales.

TIMBER SIZER PRE.FABRICATION

D.F. GRAPE STAKES REDWOOD & D.F. LATH

TIMBERS

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

Bracrrt International

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

CELEBRATING 10 years in business for Parr Lumber Co., Pete Parrella (riqht) with (1) his father Luigi Parrella, (2) Diana Marsh and (3) other cruise guests Jim Hand, Pete Rqtneke. Pan took more than 200 guests on a very deluxe harbor cruise of Newport Beach, Ca., that included dinnef drinla and top deck dancing to live music. The went was held August 16. (4) Curt lGrscrom, Francis Rich. (5) Mel & Jeannie Lauritsen. (6) Mike Johnson, Mike Panella. (7) Miles Butterfield, Pete Peterson. (8) Lee & Marie Marlatt. (9) Paul & JacquiWhitney. (10) Shirley & Bryan Coker (11) Harriet & Ralph Whitehead. (12) Bert Lopez, Phil Robbins, Wendy Shannon. (13) Greg Ford, Bob Millsap, Tom 0wens. (14) Kathy Tietz, Kathy Riley. (15) Joe & Laura Kayda. (16) Tony & Pam Winters. (17) Deborah Stone, Charles "Skip" Wells. (18) Ralph & Lynne Weintraub, Tom & Carmel Castro. (19) Tina Pettersen, Kenny Howery. (20)Tony & Cheryl Fredrickson.

FISHING exoedition for salmon on the Klamath River is an annual event hosted for customers by the Somoa Div. of Louisiana Pacific. (left to right) Russ 0wsley, L-P; Jon Wolfe, MarquartWolfe Lumber Co., Tustin, Ca. ; Mark Herms, Industrial Forest Products. Inc.. Diamond Bar, Ca. : Bernie Anton, Manufacturers Reserve Supply Co., lrvington, N.J.; Bryon 0'Hagan, Lattice Works of 0regon, Portland, 0r., and Mike Hull, Empire Forest, Bozeman, Mt.

H0N0RING Bi-Mart Home Centers, Eugene, 0r, with a WD-40 sales aruard for exceeding $100,000 in sales in a single year is Mike Hammack (left), with Bi-Mart buyer Greg Marsh and merchandising mgr. Dennis Lynch. Bi-Mart has 33 stores throughout 0regon and Washington.

Hardwood Plywood

"Where to Buy Hardwood Plywood and Veneer," a 4l-p. directory is $5 from the Hardwood Plywood Manufacturers Association, PO. Box 2789, Reston, Ya.22O9O.

Wood Stain Selection

A color card for 12 exterior wood stains is free from Finnaren & Haley, Inc., 2320 Haverford Ave., Ardmore. Fa. 19003.

Redwood ldeas

A l2-p. redwood home idea book is free from the California Redworxl Asscrciation. 591 Redwood Highway. Suite 3100, Mill Valley. Ca.94941.

Lattice Help

"How To Work With Lanice" is 75c from Wood Moulding & Millwork Producers Association. P.O. Box 25278, Fortland. Or. 10163.

Stop The Leak

A d-i-y guide to finding and repairing rcnf leaks is free from Tuff-Kote Co.. Inc.. 210 Seminary Ave.. Woodstock. Il. 60098.

Boiler Maker

A 4-p. residential heating boiler guide is free from Columbia Boiler Co. of Pottstown. Box G, Pottstown, Pa. 19464.

Color Matching

A 4-p. computer color matching system brochure is free from Colorgen, Inc., 43 Manning Rd., Billerica, Ma.0l82l.

Topless Kitchen

Kitchen skylight information is free from Wasco Products Inc.. P.O. Box 351, Sanford, Me. MO/3.

Japanese Steel Products

An l8-p. catalog of new Japanese steel products is free from NKK America, lnc., 414 S. Flower St., Suite 2430, Los Angeles, Ca. 900r7.

Insulation lllustrated

"Save on Home Heating and Cooling Costs: Insulate Your Aftic Now" is 45C plus a stamped, seltaddressed business size envelope from Mineral Insulation Manufacturers Association. 382 Springfield Ave.. Summit, N.J. Crpol.

Hardwood Video

An informative and educational video on hardwood including milling is available free fiom Audrey Osborn. Rry O. Martin Lumber Co. Inc.. P.O. Box lll0, Alexandria, La. 71309. (800) 342:7217 or (318) 445-1973.

Hardwood Plywood Paneling

"Hardwood and Decorative Plywood Paneling," a 4-p. booklet, is free from the Hardwood Plywood Manufacturers Association. P.O. Box 789, Reston, Va. 22090.

Glue Uses

"Eighty Ways to Use Elmer's Stix-All" is 55 for 100 copics fiom Borden, Inc.. PO. Box 16700. Columbus. Oh.,13215.

FillYourself In

A 4-p. "Perlite Loose Fill Insulation" brochure is free from Perlite Institute, Inc.. 6268 Jericho Turnpike. Commack, N.Y. 11725.

Valve Talk

A 4-p. guide on low maintenance washerless valves is free from Speakman Co., P.O. Box l9l. Wilmington. De. 19899.

Hardwood Floor Finishes

The revised 8-p. "Hardwood Flooring Finishing/Refinishing Manual" is 50c from the Oak Flooring Instirute, 804 Sterick Building, Memphis, Tn. 38103.

Ink On Zinc

"Directory of Zinc hins," a 40-p. guide, is free from Zinc Institute Inc.,292 Madison Ave.. New York, N.Y. 10017.

AlderAid

'Alder Makes It," a l2-p. book on western alder, is $1.50 plus postage from Wcstern Hardwood Association. 1099 S.W. Columbia. Suite 300, Portland, Or.9[201.

Pipe Works Workbook

An 8-p. steel pipe and related services booklct is free from L.B. Foster Co.. 415 Holiday Dr.. Pittsbureh Pa. 15220.

Shelf Bracket Sheet

A 2-p. walnut grain shelfbracket data sheet is free from Stanley Hardware, P.O. Box 7000. Ncw Britain. Ct. 06050.

Tile Tales

An 8-p. terra cotta tile catalog is free from Ludowici Celadon Co..4757 Tile Plant Rd.. New Lcxington Oh. 43'l&.

Outdoors Electrically

A l6-p. outdoor weatherproof electrical products catalog is free from Midland-Ross Corp., PO. Box 1548. Pittsburgh, Pa. 15230.

Paint Primer

A l6-p. booklet of painting tips is 50c from Fuller-O'Brien Paints. 450 E. Grand Ave.. South San Francisco, Ca. 94080.

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

Framing Yourself

"How To Make Picture Frames" is 60C from Wood Moulding & Millwork Producers Association. P.O. Box 25278, Portland, Or. r0r63.

HARDWOOD FLOORING

(Conrinued front poge I0)

established grades and regulations. The NOFMA trademark on the back of each flooring strip is an assurance to the retailer, contractor or builder, and building owner that quality flooring has been used in its construction.

To aid retailers in their promotion of hardwood floors the NOFMA has several publications of interest to consumers, including the do-it-yourself customer, and builders and other professionals. They include: "Hardwood Floors are for Real and for a Lifetime" and a condensed version of this 8-page color brochure

PanelSeminar ln China

Uses of structural panels were explained to more than 300 government officials and building industry professionals from The People's Republic of China during three days of seminars held in Beijing.

The American Plywood Association and the Foreign Agricultural Service (U.S. Department of Agriculture) were sponsors for the Aug. 27-29 one-day program.

designed as an envelope enclosure, "Hardwood Floors for Tirday and Tomorrow;" "The Wood Floor Care Guide," which has been extremely popular with homeowners ; " The Hardwood Flooring Installation Manual" and the "Hardwood Flooring Finishing/Refinishing Manual," both eight pages with detailed instructions; "Hardwood Floors, Walls and Ceilings," a 4-page color folder with grade descriptions and photographs, installation and finishing specifications and other technical data.

Sample copies and a price list with quantity discounts are available by writing the National Oak Flooring Manufacturers Association, 804 Sterick Bldg., 8 N. Third St., Memphis, Tn. 38103.

Asian Market Review Set

Four study teams of Northwest forestry professors researching housing markets in India, South Korea, the Philippines and Sri lanka will present their findings at the Pacific Basin Housing Conference and Exhibition Nov. 9-l2 in Fortland, Or., and Vancouver, Wa.

The teams are analyzing real and anticipated housing shortages in Pacific Basin countries to guide market development for exportation of wood products.

LASC

(Continued from page 27)

panels are established, one for the retailer and one for the wholesaler, that will be discussing collections"How To Get More By Working Less."

Any of the above situations can create some stress so the Second Growth panel will address common problem of stress, explaining how it affects you and what you can do to alleviate the situation. This is not a group of psychiatrists or psychologists talking in generalities, but four people from the retail and wholesale trade who are facing stressful situations on a daily basis and relating how they have coped with it.

Some social activitiescocktail parties, golf, tennis will be offered plus a great opportunity to visit with old friends and learn some new techniques on economics, pricing, stress, credit and collections, and how to handle the swings so that they benefit your firm.

All LASC members have received the first announcement and a second one. Anyone who is not a member and would like to have an application, please call LASC at (818) 965-4344.

|Uhen sending in a chonge ofaddress please include zip code on both old ond new addrbsses and either the old label or the inl'ormation from it. Thanks!

GTASSIFIED ADVERTilSEMENTIS

ARCHITECTI.]RAL REPRESENTATIVE

Experienced architectural woodworker for position of Architectural Representative in California. Must have complete knowledge ofblueprint reading, detailing and methods offabrication ofall types of Architectural Woodwork. Duties to include inspection of woodwork products to determine compliance with Institute's standards, contacting architectural profession, planning and presenting programs for architects, spec writers and designers relative to Architectural Woodwork. Contact Bernard B. Barber. Jr.. PO. Box 11428. Fresno, Ca.93773,k|. No. (209) 233-9035.

WELL ESTABLISHED S.F. Bay Area wholesaler seeking experienced lumber and/or plywood salesperson. Customer follorving a must. Salary/commission negotiable. Relocation not a requirement. Reply to Charlie. PO. Box 646,,Westwood-lngram Co.. Orinda. Ca.94563.

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $40 camera ready, M5 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 4500 Campus Dr., Suite 480, l.rlewport Beadr, Ca. 92660. Make checks payable to The Merdrant Magazine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

SALES: Wholesale lumber distributor is expanding existing sales staff and needs experienced self-motivator, aggressive and with following in So. Ca., to sell import and domestic hardwood plywoods, hardwood lumber and softwoods, plus cut-to-size. Excellent commission and benefits. Please call Jim Skay at Skibba Lumber, Inc., Orange, Ca. (714) 997-l'104.

ESTABLISHED SACRAMENTO area lumber wholesaler needs 2 traden to sell retail and industrial accounts. Salary or draw and commission open with health and profit sharing. Reply in confidence to Box 556 c/o The Merchant Magazine.

LUMBER TRADER. Established Califomia wholesale company has an oppofirnity for the right person experienced in softwoods. Send resume to Box 546 c/o The Merchant Masazine.

LUMBER SPECIAUTY REMANUFACTURING PLANT

Rt-tAIL LLJMBER and building materials yard icr sale. Profitable business with large contractor, homeowner and commercial following. Wellestablished for 40 yeam in the same central location. San Francisco East Bay area. Reply Box 557 cio The Merchant Magazine.

ORECON COASTAL lumber and building supply yard for sale. Well established, profitable business in grcnving communiry. Excellent grorvth opportunity. P.O. Box 3833. Vancouver. Wa. 98662.

SCHNEEBERGER proftle grinder. Hardly used Reasonably priced. (818) 330-0649.

LUMBER SORTING CHAIN 12' x 451 All steel construction. Currently in use. Carts included. Lakewood Forest Producls Inc. Ql3\ 926-6357.

If you bclieve in your business and want to build it ADVERTISE.

Highly profitable and rapidly growing pre-finish and lumber specialty remanufaituring plant & production equipmenL The 13,000 sq. ft. metal building is heated, insulated, equipped with 440-3 phase power and sits on 5 acres on main truck rouie 12 miles from Canadian border.

Company services commercial and industrial contractors n the 22 westem states. Business being sold with 40Vo of annual production capacity pre-sold for next 3 years, if wanted.

Price: $485,(n0 with $200,0fi) down.

Contacl Bill Henshaw, Broker - Equity Investrnents

4200 Guide Meridian - Bellingha4 Wa.98225 2M-671-06ffi

NORFIELDGENIE DOOR & jamb machine with strike routing machine. Three years old, great condition! $9000. Roy Wallingford (8O5) 925-8e4.

2 YATES-AMERICAN double surfacers. 30 " wide. Model 177. Good operating condition. Priced to move. Will deliver in So. Ca. Contact Clint Bower, Mariners Forest Producs (714) 751-0800.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods. $D: Southeast Asian Hardwoods, V; South American Hardwoods, $6; all three, $19. Send your check today including name and address to Hardu,ood Reprints c/o The Merchant Magazine,4500 Campus Dr., suite 48O Newport Beach, Ca. 92660.

TWISTED AND WEATHERED

Douglas Fir 54S and rough, 2x4 and wider, 3x4 and wider, 4x4 and wider. Call Bill Hunter, Hunter Woodworks, (2r3) 7 7s -2s4; (213) 83s-s671.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422-U26.

Jiytttrq, Ji uttrern 6?a l1bnn

Dick Phelps, Broker (former lumberman) available to assist you.

JAMES R. GARY E Co. Ltd.

Realtors & Estate Agents

21747 Erwin St., Woodland Hills, Ca.91367 (8r8) 703-8144

Ca. Nat. (800) 431-0sss (800) 421-0sss

llhen sending in o chonge of address please include zip code on both old ond new oddresses and either the old lobel or the inlbrmotion from it. Thanks!

Placc your ad now!

IET'S TATK FACIS

REPRINTS of articles from The Merchant Magazine to use as promotion pieces to increase your narketing results are available from The Merchant Illagazine, 4500 Campus Dr., Suite 480 Newport Beach, Ca. 9260. Call (714\ 852-1990.

Gets Results

nct #t

Cascade Empire is looking for a few special people who already successfully trade Forest Products as office wholesalers and have the facts to back up previous experience.

JACT #2:

We have a few facts of our own. lf you hade $150,000 Gross Trading llqgil _a! Cascade, your income would be $55,000. lf that gross was$250,000, your income would be $100,000. In addition, wehave benefits which include life, health and dental insurance, disabilitv insurance. 401-k savings program, business expenses paid and incentive travel trips for our top producers.

FICT #3:

. We try to keep it simple. You trade-you earn. You must be experienced in order to respond to this ad, you must have a proven record of top production, integrity and b€ ateam player. We're looking for a perfect match-your skills and our needs.

Our main office is in Portland, Oregon, with branch offices in Scottsdale, Arizona, Newport Beach, California and Columbus, Ohio.

FACT #I:

We're serious and we hope you are. Reply to me personally and let's talk facts-including the possibility of adding you to the Cascade team.

Ray B. Haroldson President

- SOUTIIERN CALIFORNIA tOSAilGEIESAREA

American Hardwood Co

Bel Air Door Co

Berkot Mfg. Co.

EeverlyManulacturingCo..

Eurns Lumber Co.

Carroll Moulding Co.

Chaparal 0istributors

Chozen Truckino Co.

Coastal LumbeiCo

Coos Head Lumber E Plywood

3C Trucking

Dooley Forest Co lnc.

El&El Wood Products Corp.

FarWestFirSales (213)629-5206

Fir & Pine Lumber Co.

FounlainLumberoo.,Ed ..

FremonlForestProducls

Galleher Hardwood Co.

Gemini For€st Products

Georgia-Pacific Corp. (213) 968-5551

Hads Truckrng

Heppner Hardwoods

HuffLumberco. ...(800)223-HUFF

Inland Timber Co

JohnslonHardwoodlnc. .. ......

JonesWholesaleLumberCo.

Kirby Foresl Industries, Inc.

Lan€ Stanton Vance

LumberAssn. ol So. Calif

iracBeath Hardwood

Maple Bros., Inc. Mouldings

lrarquart.Wolte Lumber Co.

Mulual Mouldrno and Lumber Co.

North American?lywood in Ca. (800) 421.1373

osqood Inc.. Robert S.

Pacific Lumber Terminal

Pacilic l\,f adison Lumber C0. 1213). 773-2292

Patr Lumber Co.

BUVEA]S'GUIDE

SAN FRANCISCO BAY AREA

oRANGE, R|VERSIDE & SAl{ BERNABDIIIO COUl{TIES

NORTIIERil AND CENTRAT CALIFORNIA

ARCATA'EUBEKA/FORTUIIA Bracullnlernational Brittlumberco.. . CombsLumberCo. CoslaTruckino.Jo€ EurekaSoutheln RaikoadCo. .. Humboldl Redwood Co

Louisiana-PacificCorp. PVMRsdwoodoo... Schmidbauer Lumber, Inc.

AUBURI{/GRASS VATLEY

All'Coast Forest Products, Inc.

EAKEBSFIELO

Hiooins Lumber Co.

Pa;citic wood Preserving of Bakersfield, Corp. (805) 582-3950

CLOVEBOALE

BowmanLumberSales

Louisiana-Pacific Corp

Rolando Lumber (Kinton Div.)

FORT ERAGG

Georoia-PacilicCorp. (Redwood).

Holmes Lumber Co., Fred C.

FRESIIO

Geor0ia-Pacilic Warehouse

Higgins Lumber Co.

Lewis Co., Inc., Palmer G. Pacific Forest Products

Weyerhaeuseroo. (800)742-1939

Woodwork Institute of Calitornia

tos 8Al{0s

DMK.Pacilic

HOI.LISTEB DMK-Pacific

t$0DEslo

Snider Lumber Products

Sward Trucking

RE0Dll,l0 ABtA

DMK-Pacrlc

LewisCo., lnc., PalmerG.

Louisiana-Pacif ic C0rp. (Red Bluff)

Paul Bunvan Lumber Co.

P & l\4 Csiiar Products

Trinity River Lumber Co

Wisconsin-Calilornia Forest Products

1707r.822-36/,8

SACRAMEI{TO'STOCXTOI{ ABEA

Beadex Manulacturing Co.

Beroer & Co.

Cali-f ornia Cascade Indusf ies

CanforU.S.A. Corp.

Capitol Plywood

Floor Seruice Supply

GabbertLumberSales .. ...... (800)521-1155

Georgia-PacificWarehouse

l'tedlund Lumber & Machine Staining

l'irggins Lumber Co

Koppers Co.

Lamrnated Timber Services, Inc.

Lewis Co., Inc., PalmerG

Louisiana.Pacrlic Corp

Mrchigan-California Lumber Co

M&MBuildersSupply

Nikkel Corp.. The P&MCedarProducls

Rocklin Forest Producls

Simmen Lumber

Stanline, Inc.

Stockton Wholesale UnionForestProducts

Union Planing l\4ill

Waldron Forest Producls

Western Wood Treatinq Co.

WeyerhaeuserC0..-. (800)952-5616

SANTA MARIA Higgins Lumber Co.

SAI{TA ROSAAREA

J.H. Blevins Co., Inc

HigginsLumberCo.. MartinForestlnduslries

Noyo Timber Products. Inc.

Nu-Forest Products

Rich Doss, Inc.

Windsor irill, Inc.

UKtAH/CAtPEu-A/Wlu.|lS

All Hearl LumberCo., Inc.

Coast Wood Preserying, Inc

ForestProductsTransporlation

Linle Lake Industries

Louisiana-Pacrlic Corp

Penofin irarketino Performance Coairngs, Inc (Ca.)

Redwood Coast Lumber Co.

wrLLtAils sanAntonroPoleconst co.

BUVE A]S' wast{tNGTol{

Fountain

Baxter&Co.,J.H. (503)089-3020 Boiseoascade (800)547-8016 15031227-W44 CatlallBrothers. ....... (800)547-201'l CascadeEmpireCorp. (800)547-8371 (503)629-2070 Cole&Associates,JohnT.. (503)044-51S1 oisderoLumberoo. ..... (503)239-8888

OMK-Pacific

GUIBE ROCKY ltOUNTAtitS_ COLOBADO c0tvtLLE Vaagen Bros. Lumber, Inc. (509) 684-5242 KENMORE LewisCo.,lnc.,Palmerc. (206)486-2764 GREATER SEAITTETTAC(lMA ABEA AmericanPlywoodAssociation (206)565-6600 BeadexManulacturinoco.. (206)228-6000 Brady lnternational .- (206) 251-0900 (206) 572-7501 BurnaLumberco. (206)581-1414 Colonial Cedar QCf)872'7273 Ge0roia-PacificCorp.(Tacoma) .(206)383-4578 Georiia-Pacific Corb. iseattle) (206) 486-0741 HubeitvseattleTeimihals... .. i206)251-0488 LewisCb.,lnc.,PalmerG.(Auburn) (206)941-2600 LewisCo..lnc..PalmerG.(Bremerton). (206)373-1475 LewisCo., lnc., PalmerG. (Everett) (2m].252-2'114 Lewis Co., Inc., PalmerG. (Alaska oiv.) (206) 922-8333 LothLumber........ (206)793-1135 McFarlandcascade inwa (800)s2t1131 lt$lf?8.3633 NorthwestForestProducts....... i2(f\272-6ffi2 SimpsonTimber0o.. (206)292-5000 ouinaulrshinsle&Lumberco fBffi-!313 TumacLumberco..... (800)982-8202 (206)285-3515 Wasatch Mountain Mantel Co. (206) 754-7696 WesternTurnings&Stair....... ....(800)426-3650

weyerhaeuserco. (seatile) (800) 562,0908 (206) 854-3550

Weyerhaeuserco.(Tacoma).. ..126)924-2345

SPOKATIE Berqer&to.. (500)397-461u

Georgia-Pacificcorp. (500)535-2947

Lewis Co., Inc., Palmerc. . . (500) 534-2676

Weyerhaeuser0o. ..... (509)922-4949 (lnor.,ld.,Mt.) (800)541-0597

SOUTHWEST

@tsITqARNtrS

Dick Walsh, retired plant manager of Koppers Co., Ontario, Ca., died Aug. 31, 1986, when the Aeromexico jet he was on collided with a small plane and crashed in Cerritos, Ca., killing 82 people. He was 55.

A native of Alabama, he had retired last year after 28 years with the firm.

Mr. Walsh is survived by his widow, Betty, one son, and two daughters.

James Collins Lloyd, retired head of Lloyd Plywood Co., Aberdeen Plywood & Veneer and Lloyd International, Seattle, Wa., died Aug. 12, 1986, in Seattle. He was 82.

A member of the Plywood Pioneers Association, he founded Lloyd Plywood Co. in 1952 and later became president of Aberdeen and Lloyd International, a wood products importing firm.

Ivan t'Jacktt Utz, founder and president of Trym Tex , Inc. , Portland, Or. , died on August 3, 1986, in Fortland after a lengthy illness. He was 68.

Born in Troy, Or., he began Trym Tex with his brother Vernon in January 1967 after having worked for about 16 years for another building material wholesaler, Pacific Yard Service, Portland, Or., which is now owned by Falmer G. kwis Co.

Mr. Utz is survived by his widow, Arminda, one son, one daughter, two brothers, one sister, five grandchildren, and one great-grandchild.

Lighting Sales Stay Bright

Following a period of restrictive grorvth in the early 1980s, the lighting frxture industry has bounced back, buoyed by revitalized construction activ ity.

Manufacturers' sales rose 14.2% in 1984 and gained approximately another 10.2% in 1985, up to $7 billion, according to Business Trend Analysts, Inc.

Residential lighting fixture sales have benefited from the turnaround in construction. Falling interest rates should continue to promote more residential building throughout this year. Tempering this boost to residential lighting sales, however, is a deluge of imported residential lighting products. Imports rose a staggering460% from 1983 to 1984.

Despite import pressure, residential lighting sales are expected to remain strong as U.S. manufacturers introduce more stylish and energy-efficient products. Other sectors of the lighting market are also expected to perform favorably as lighting technology is continually reflected in innovative new lighting products. Overall, sales growth is projected at8.3% annually for the next decade.

Selllng tothc scurH2

lf you sell into the South, or any part of it, we can help you get across your message.

Building Products Digest covers all 13 Southern states. Each month we send 12,750 copies to 100% of allthe retailers, wholesalers, distributors and jobbers. That's all the home centers, home im. provement centers and retail dealers as well as those at the wholesale level that back them up. This saturation coverage means you now have a way to reach your

customers and prospects. Building Products Digest, the highly acclaimed monthly for the Southern trade can help you get across your message. The Digest, incidentally, is the sister publication of The Merchant Magazine and is based on The Merchant's proven format . . doing the job for advertisers for 63 years.

You can count on reaching the market in the South through Building Products Digest. Call today, you'll be glad you did.

Serving