o sixjndiqdlul panelings, including Natural cy;rress, pecky cylcress, Bleached . Natural Cypress, Bleached Pecky C14rress, Llnotfy Yellow Piie and Red Oat
o All panelings are a full s/+" inthicknes-s, ' I
o Packaged shrink-wrapped for the D.I.y. retail customer.
g1a{ bulkboxed for {ife contractor trade
o A full line of q?tg.fri+g solid wood mo.ldi{rgs is available for each paneling item.
o Attractive retail displiy racks are availablS.
AMERICAN LUMBER COMPANY INC.
25-45 Borden Avenue
long Island City, New York 11101
{718} 784-5151
BMNCHES: Holtsville, New York {516) 758-6900
Chelsea, New York 19r41 831'277O
ROBBINSLUMBER
Ghent Road
Searsmont, Maine 04973
1207l' 342-522r
KLUMBLUMBER
3406 Georgia Pacific Avenue
Mobile, Alabama 36617
t2051 476-4796
SOUTHERN WOOD SPECIALISTS
Old Highway East
Hickory Groves
Starkville, MississipPi 39759
{601 } 323-0333
RED MOUNTAIN FOREST PRODUCTS
108 North 28th Street
Birmingham, Alabama 35203
12051324-s222
EARLRAIFORD
91 Thompson Street
Ashville, North Carolina 28813
17o4lz53-5667
RAWLES.ADBN LUMBER CORP.
Anchor Industrial Park
Petersburg, Virginia 23804
t8001 552-4800
CAPITALLUMBER
1221 North Avenue "S"
Lubbock, Texas 79415
{800) 692-4288
SLAUGHTER BROTHERS
1 1050 Plano Road
Dallas, Texas 75238
(214) 341-9000
BRANCHES: Atlanta,Georgia
{4041 934-6800
Orlando, Florida (305) 851-0107
ALL COAST FOREST PRODUCTS
13880 Montevista Avenue
Chino, California 91708'1206
OREPAC BUILDING PRODUCTS
30160 SW OrePac Avenue
Wilsonville, Oreg on 9707 O
(503) 682-5053
BMNCHES: Tacoma,Washington {206) 582-9500
Sacramento, California 19161 381-8051
BOCASUPPLY INC.
200 SWznd Street
Pompano Beach, Florida 33060
t3051 785-7447
With an update on the latest transportation regulations . . . tips on cost effective management . . . suggestions for improving delivery service profileof atransportation professional ..a lookat how lumber movesfrom pointof origin todealer...
ADVERTISERS: Take advantage of this exceptional opportunity to get your message before our select group of readers. The Merchant's extensive circulation in the 13 Western states assures excellent coverage for your advertising dollar. This Transportation Special lssue offers a prime editorial environment for your advertising message.
DEADLINE: Call today and reserve space. Deadline is December 15.
Plus
Ahska & Hawaii
Editor-Publisher David Cutler
Senior Editor Juanita Lovret
Assistrnt Editor David Koenig
Contributing Editors Dwight Curran, Gage McKinney, Ken Thim
Art Director Martha Emery
Staff Artist Parie Petty
Circulation Alice Nielsen
The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite 480. 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 Itzhrchant Magazine, 4500 Campus Dr, Suite 480, Newport Beach, Ca. 92660.
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The Merchant Magazine is an independently owned publication for the retail, wholesale and distribution levels ofthe lumber and home center markets in 13 western states.
DAVID CUTLER editor- publisher
I T has been interesting to watch the recent inI crease in the use of hardwood in products like shelving, paneling, moulding, picture frames, parquet flooring and the like for the d-i-y market. From the initial, halting steps taken by manufacturers just a few years back to today's offerings that match the best in the business, the progress has been remarkable.
But neither manufacturer nor dealer is out of the woods yet. On both sides there are enough potential problems to raise caution flags.
Sometimes who makes the hardwood product is as important to a dealer as the product itself. As hardwood has grown in popularity with the public, suppliers of varying integrity and ability have surfaced. Dealers should take a close look at the manufacturer to see if the product is from a company that has a good industry reputation and a strong background in hardwood.
We've always felt more comfortable buying a hardwood based product from a manufacturer with the words lumber or forest products in its
name, or a firm known for its competence in the wood products business. To us that says something about their industry involvement and, perhaps more important, their understanding of what certain hardwoods can and can't do. Almost an implied assurance that the correct grades were used to make the product.
The product that should never be has also come along with hardwood's increasing popularity with the do-it-yourselfer. Some have been from off-shore firms that are mere packagers with little or no understanding of hardwood and its properties. These firms too often lack the commitment and capability to supply the dealer backup needed. Many excellent products come to us from overseas, but caution is still in order.
Manufacturers, too, must be certain they've done a complete and professional marketing job before selling the dealer. When both dealer and manufacturer do this, we can be assured that hardwood based products will increasingly move off dealer shelves.
Sunshine. And a cool breeze 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-heartgades.
Plus, we're members of the Califomia Redwood Association and the Redwood your assurance of quality Inspection Service. So our gade stamp is your quality from the peopk 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.
We ore proud of our yeors of hondling hundreds of millions of boord feet of lumber os if enters the world's biggest wood products morket lhrough fhe Port of Los Angeles Doily we hondle on overoge of one million boord feel of lumber in o fost ond efficienl monner. We lood between 65 ond 95 trucks per doy for our customers
Pocific Lumber Terminol is now bocked up in lhis tremendous job by o unique new computer system which pufs precise inventory control ond detoiled informotion obout your shipmenl of our finger tips lf you osK we'll know
Although corgo shipments ore our principol businesq we olso bring o lorge volume of wood products into our open storoge yord by roil ond fruck When protecfion is required, we con put your products info dry storoge.
Whatever your needs no matter how diversewe can handle them
A ALES of readY-to-finish and 9 ready-to-assemble solid hardwood furniture bY home centers are expected to be bolstered bY a consumer oriented marketing campaign called The Hardwood Solution.
Backed by over 100 solid hardwood furniture manufacturers and the Hardwood Manufacturers Association, the marketing communications effort centers on a hang tag attached to or included with a purchase of solid hardwood furniture. Two Publications, The Hardwood Solution and The Solid Guide to Hardwood Furniture, as well as newspaper articles and editorial coverage in home magazines are designed to bolster interest in solid hardwood furniture.
By providing marketing support for retailers of solid U.S. hardwood furniture, the Program aims to stimulate sales. A 1986 Quest Consumer SurveY showed that 900/o of
yourself, they can afford to purchase solid hardwood readY-to-finish or ready-to-assemble furniture instead of man-made materials or imPorts.
The Solid Guide to Hardwood Furniture can be purchased for distribution to customers. The HMA also has a sales education video and a consumer point of sale video available for retailers.
the American public already prefers furniture made of solid hardwoods' With more discretionarY income' many young families are able to afford the value and quality of hardwood. Others are realizing that bY applying the sweat equity of do-it-
How to penetrate readY-tofinish & ready-to-assemble solid hardwood furniture market use of hang tags, litera' ture, videos to boost home center sales. dealers can capitalize on consumer desire for solid hardwood value.
Companies that serve the home center market, such as Harris of Pendleton, Whittier Wood Products, Taylor Woodcraft, Athol Table Manufacturing, S&S Wood & Things, John Boos and Co., Union City Chair, Delta Design and APPalachian Chair are included among the manufacturers participating in The Hardwood Solution Program.
In addition to the hang tags, literature, videos and Print campaign, the Hardwood Manufacturers Association is sponsoring the Hardwood House as a showcase for hardwood furniture, flooring, paneling' cabinetry and other Products. Dan Driz, a nationally known furniture designer, is coordinating the project and acting as a sPokesman for the HMA.
Companies contributing to the Hardwood House inclu.de Coastal Lumber Co., Harris-Tarkett, Kentucky Wood Floors, Walter H. Weaber Sons, lnc., W. M. Cramer Lumber Co. and FitzPatrick & Weller, lnc.
Ll ARDWOODS. The chairmen of I I the boards. Expect some to be expensive. Expect quality. Expect commitment from the men who work with them. In general, hardwood people are backed by years of experience and usually take pride in their business. Here a panel of such experts speak out for this magazine on the current state ofthe hardwood industry and how dealers can best market the product.
Q: How are hardwoods currently selling?
G.T. Frost, Jr., president, Frost Hardwood Lumber Co., San Diego, Ca.: As the American dollar falls in the international marketplace, the bargain is in U.S. products. And right now we're seeing an unprecedented demand for domestic hardwoods. Oak, both red and white, and to some degree, as oak becomes higher and higher priced, birch and maple.
Doug Bolton, general rnanager, Redi-To-Use Hardwoods (a Weverhaeuser Co.). Titusville, Pa.: Hardwood usage is way up. There's currently a strong export market at the same time as a strong domestic market. The kitchen cabinet manufacturers, for example, are busy as heck. Usually there is an excess of supply during the summer. Not this year. Prices never went down. Now winter is coming, when the kilns turn slower and the logs are harder to get, but the demand will stay just as strong. Prices will continue to rise.
Pat Philen, sales representative, Linden Lumber Co., Linden, Al.: All markets are extremely strong, everywhere. Usua{ly it's just domestic or export, rarely both. It's nationwide, the Pacific Rim countries, and also into Europe.
Jack Butson, vice president, Brady International Hardwoods, Renton, Wa.: Export business is strong in the Pacific Rim countries, but continuing as in the past. There are no new customers springing up. We pick up ground by the competition dropping the ball. There's no loyalty in this business.
Bruce Hall, marketing manager, Cal Oak Lumber Co., Oroville, Ca.: Locally, the demand has been more intense in Southern California. which is more a Number I common and Number 2 common, lower grade market. Meanwhile, the Bay Area
(of California) traditionally prefers select grades.
Q: What products are these hardwoods being used for?
Walter M. Fields, Jr., current president, National Hardwood Lumber Association and Walter Fields Lumber Co., Inc., Memphis, Tn.: Hardwood flooring has picked up a lot. It's slowly getting back to where it was years and years ago, in the precarpeting days.
Pat PhilenRob Kincaid, vice president, American Hardwood Co., Los Angeles, Ca.: We are into the custom end of the business as well as harder to find items. Our philosophy has been to find out what the customer wants and make a dollar doing it.
Q: Are dealers doing a good job of selling hardwood?
Butson: I think the dealers are doing fine. I think if people have a little money in their pockets, theY're going to spend it and remodel the rec room. That's where the hardwoods are sneaking in.
Kincaid: No. They must understand hardwoods. They should have at least one person on their staff with some expertise in hardwoods. Typically what they're doing is sitting it out there for the customers to grab it. It's a high ticket item with high ticket margins, and they're counting on the customers to know its value. Try suggestive selling.
Frost: The enlightened retailer recognizes that hardwood lumber has a broad scope ofquality, depending on where it's grown, how well it's manufactured, and a number of other factors. Many times you can take red oak from one area and red oak from another and really you end up with apples and oranges.
Some retailers think the lowest priced product is what the customer wants and that's what they're going to sell him. The typical retailer may not understand the philosophy that quality will demand a fair price. He goes for the Home Depot, deep discount approach. If they would offer value at a fair price, they really would better help the customer.
Hardwood men discuss the current market.. who's buYing what, what sells and what doesn't. are dealers doing a good job with hardwood... how long will the good times last?
Q: Are dealers getting any helP?
Fields: The NHLA is starting an extensive promotional program, beginning at our October Washington, D.C., convention, geared toward designers and architects. This should really help the distribution yards and millwork houses.
Q: How long will the Present strong business last?
Q: What advice could you offer to help them to improve their sales?
Fields: It's so strong now, domestically and foreign, that I see it as continuing through the balance of this year and well into the next.
Q: But is there anything theY could change?
Bolton: The hardwood market is still too much for the superior craftsman. We're pushing to broaden hardwoods for the part-time expert. But the do-it-yourselfer who wants to make a cabinet in his garage needs a much higher quality board. The craftsman might have a planer; the d-i-yer might only have a skill saw in the garage. So he needs straight, flat boards more dimensionally to size.
Philen: Find out what the end use of the product is. Don't just sell the lumber by the grade, NHLA No. I or No. 2 grade or whatever. Find out what the customers are using it for and what type would give them the best yield. Oftentimes they would be better off using something else.
Bolton: Sell projects. Give consumers an idea what to do with hardwoods. When a customer walks by, he shouldn't see a bunch of boards but a bookshelf.
Frost: As long as the product's not priced out of the market. We're seeing many competitive productsmedium density fiberboard, melamine overlays and so onto solid hardwoods. They can take the Place of hardwood lumber if, say, red oak is priced to a point where the manufacturer feels he can'tjustify the use.
Kincaid: I see it continuing for the next six to eight months. But then I'm an optimist.
I young people - yuppiesare demanding the best in life and have the money to support their taste.
Solid hardwood plank or paneling in a home is becoming a sign of success to this group, like a Porsche or a wine cellar. Retailers who recognize this trend can target buy-it-yourself and do-it-yourself markets by developing a hardwood inventory aimed at shoppers with status symbol tastes and incomes to match.
Landmark Lumber Inc., Clearwater. Fl.. a manufacturer who believes in the potential of solid wood paneling, is catering to this market with pre-packaged, cleaned, sanded and finished, ready-to-install products. Using slogans such as "The real thing," "Enhance the beauty ofyour home," "Accent a wall this weekend," "Solid wood paneling will last a lifetime," "Nothing else can compare with solid wood paneling," they are aiming at those who
wood planking "ready to put on a cart and roll out," are another part of Allison's philosophy. To support his theory, he packages 3/4 inch tongue and groove paneling in shrink wrap with labels carrying complete d-i-y instructions. Stocking moulding finished to match the panelings is a "must," Allison emphasizes.
He recommends that dealers make installation service available for "the person who is all thumbs." For this customer as well as contractor customers, he packages paneling in cartons with enough material to cover 63 sq. ft.
seek instant social position and prestige.
Robert E. Allison III, president of Landmark, advises retailers that these customers want to see what the wall will look like. To achieve this, he recommends color brochures f,rlled with application pictures as point of purchase literature and advertisements showing the product in action.
Prominent displays with hard-
Suggestions for attracting Yup pies to the joys of owning solid hardwood plank or paneling tips from a trio of manufacturers for dealers on how to sell more hardwood paneling... slogans that have worked.
"There are plenty of benefits for the retailer who stocks solid hardwood panels," says La Verne Ard, general manager of Marsh Lumber Co., Pamplico, S.C. "Although he has to tie up a lot of money in inventory, the panels are high profit items."
He suggests cypress, which can be used inside or outside, as a good retail product. The company manufactures panels in a wide range of species, mainly for the architectural market.
"Hardwood panels sell themselves," says Debbie Koeser, a sales representative at Sheoga, Hardwood Flooring and Panefin! Inc., Burton, Oh. She backs her statement by emphasizing the importance of displays. Using hardwood panels of various species, unfinished or with different stains, in a vignette or on a wall adjacent to the hardwood paneling section can point up the beauty of the wood, she explains. Chain samples (small pieces of various wood species connected by a chain) also are good sales aids, helping to point out quality and insulation value, Koeser adds.
The same workmanship. The same energy efficiency. The same weathertightness you've come to exPect from everyAndersen product, is now available in the highly attractive circle top window.
But while most window makers grve you but one size and expect you to make do, Andersen produces circle tops in two styles (one compatible with the Andersen Narroline' double-hung window, the other a perfect match with ttre Perma-Shield' i:asement or awning window), eleven sizes (including a new quarter round), and four glazlig options (including Hieh-Performance, High-Performar Hish High-Performance
Sun, and a special glazing for high altitudes). No one else gives you so many options.
There's so much more to tell. But then, that's why we're here. Give us a call and we'll get you into the right circles.
By Gage McKinney Contibuting Editor
Ir O BETTER serve its West Coast I customers MacBeath Hardwood Co., San Francisco, Ca., operates a 20-acre concentration yard not in the Westbut in Indiana.
The Edinburgh, In., facility puts MacBeath in the heart of one of the major hardwood producing regions in the country. Situated about 35 miles south of Indianapolis, the location has enabled the company to expand its supplier base, especially among smaller sawmills.
According to the MacBeath staff the small production mills within a 200 mile radius of Edinburgh are among the finest in the country. Since many of these mills don't have dry kilns and sell only green lumber, few West Coast distributors can buy their quality hardwoods. (The weight of green lumber makes shipping it to the West prohibitive). But the Edinburgh facility puts the firm in a position to buy from these small producers and still ship their hardwoods West economically.
Truck loads of green lumber arrive daily at Edinburgh. The lumber is graded on the green chain, sorted and stuck for air drying, and eventually dried in one of the five conventional kilns. As a result of a recent addition, the kilns have a capacity of 300,000 feet. The dried lumber is stored in sheds that cover more than five acres.
Each month MacBeath ships about 500,000 board feet of hardwood from Edinburgh to its customers throughout the country and to its own distribution yards in the West. About half of it was purchased Breen from these small sawmills and
dried and processed at Edinburgh. The balance was purchased from large production sawmills in nearby states and routed through Edinburgh for processing.
At Edinburgh inventory includes red and white oak, cherry and soft maple in thicknesses from 4/4 through l2/4. Walnut, poplar, basswood and hard maple are stocked through 16/4. Other species include birch, hickory, sycamore, beech and sassafras. Most species are inventoried in grades from first and seconds (FAS) to No. 2 common.
The Midwest facility provides the firm other advantages. A complete milling operation, including a 36" Oliver Straitoplane, straight-line rip, resaw and moulder, allows the company to ship its lumber either partially or fully milled, which reduces freight costs. Lumber machined to dimension or into mouldings is also shipped from Edinburgh.
The new facility puts MacBeath in a position to select the highest grades of hardwood for the many distribution yard customers the firm serves from coast to coast, and for its own distribution yards. It is able to ship mixed carloads or containers of hardwoods from Edinburgh to yards as well as straight cars to furniture plants or other manufacturers.
As well as receiving shipments from Edinburgh, its yards receive shipments from Lake States, Appalachian and Southern suppliers, and from overseas, to make up their complete inventories of hardwood products. The firm has distribution yards in Salt Lake City, Ut., San Francisco, Montebello (Los Ange-
les) and Berkeley, Ca.
"Our Indiana facility has helfed our West Coast yards operate more efficiently, and it gives them a larger selection of stock," said company president Joe Cortese. He said that the San Francisco yard can receive containers by rail in as few as three working days. And because MacBeath controls the loading of the containers, he said, on arrival the unloading is quick and easy.
Managed by Loren Cantrell, a veteran hardwood lumberman with 40 years experience, the Edinburgh facility employs 35 people. David Wilbur and Carter Rothrock assist Cantrell in the daily management and sales, while Jane Hirt handles local sales. Three certifred hardwood lumber inspectors work.in the yard.
The Edinburgh facility was formerly the Amos Thompson Co., manufacturers of hardwood lumber and veneer. "We concentrate lumber herewe're no longer producers," said Cantrell, who was sales manager for the old firm. He said the yard is currently operating near capacity.
MacBeath Hardwood was founded by the late K. E. MacBeath in Berkeley in 1955. In 196l the firm purchased David Hardwood, San Francisco, and in 1964 opened a third yard in Salt Lake City. The firm expanded to Los Angeles in 1976 when it purchased Brush Industrial Lumber Co. K. E. MacBeath, with more than 60 years in the hardwood industry, served as chairman of the board until his death on Sept. 8. (See Obituaries on p. 86) General offices are in San Francisco.
Western hardwood wholesaler uses a Midwest concentration yard for better buying and distribution...500,(Xn b.f. ship ped permonth green lumber is graded, air dried and eventually kiln dried.
The Merchant Magazlne
I\ESPITE horror stories in the 9national press about future shortages of hardwoods, a timber study of 12 southern states shows sufficient hardwood inventories there for years to come.
Projections arrived at by the U.S. Forest Service with the use of advance computer modeling techniques indicate that the southern forest products industry can maintain its economic position and expand both its domestic and international markets. Economic and biological considerations as well as other varying factors were weighed by the agency to reach a base-case timber inventory projection.
The industry's belief that southern forests are among the best in the world was confirmed. Hardwoods have increased 530/o since 1952 despite major increases in harvest levels.
Virginia, North and South Carolina, Georgia, Florida, Alabama, Mississippi, Louisiana, Arkansas, Texas, Tennessee and Oklahoma were included in the study which began in 1984. Hardwood growth per acre in these areas has increased substantially since 1952, although the study indicates a 190/o decrease by the year 2000 to be followed by a gradual recovery.
These decreases are not unexpected given projected declines in hardwood acreage due to urban expansion and the conversion of low quality hardwood sites to pine production. By the year 2030, hardwood acreage is anticipated to have decreased by 18.5 million acres including mixed stands.
However, an assessment of the southern timber situation study by the American Forest Council. Washington, D.C., concludes that with the continuation of current forest management trends, no region-wide timber supply problems for the south are seen. Supplies are expected to remain adequate although some localized shortages may occur, particularly for quality hardwood sawtimber. The hardwood dealer can expect the south to meet future wood demands at reasonable prices. The southern forest products industry is expected to remain strong and to increase its competitive position in world markets.
Ll AWAII. The land of lush tropi- I I cal beauty and color. Exotic, enchanting, elusive. The land of koa.
Koa is Hawaii's finest native hardwood, growing solely on the main island of Hawaii. Yet its lofty value has always been parallelled bY increasing scarcity. It grows best in areas that can beand have beenconverted into ideal grazing land. The koa forests which have not yet been cleared to develop pastures are primarily filled with old trees in the rather inaccessible areas above 4,000 feet elevation, on the slopes of Mauna Loa, Mauna Kea, and Hualaiai
As a result, the full potential of koa has often gone unrealized. Even before the days ofprotective conservationists, the Hawaiian kings of long ago would restrict the valuable wood for their own uses. And the current problems of age and scarcity have contributed to koa's shaky supply reputation.
But now at least one sawmill is operating around the difficulties in the koa forests. Sumwood. Inc.. a Palos Verdes Peninsula (Los Angeles), Ca., importer, has joined forces with this mill as a reliable source for koa, guaranteeing a steady, continuous supply for years. Sawing at its current pace of about 40,000 board feet per month, the source has secured enough standing koa to last about l5 years.
Seldom before has a company been able to offer a complete package of koa items from stock, and Sumwood is taking full advantage of the opportunity by providing a wide variety of products. Koa lumber, paneling. plywood, flooring (both strip and parquet), and even complementary mouldings, including baseboard, panel moulding, cove, casing, crown and quarter round profiles, are available.
Sumwood president J.R. "Jim" Summerlin, who is also the current president of the International Hardwood Products Association, has coordinated with the suppliers in Hawaii to make his offerings ready from inventory for immediate shipments.
One look at a slice of koa instantly delivers its greatest sales feature. The rich, beautiful heartwood ranges from a pale blonde to a reddish and even deep chocolate brown. It is commonly figured by light and dark banding of the growth rings and a
wavy, interlocking grain pattern. An attractive curly or "fiddleback" figure often results.
Its other features physically and mechanically rank similar to black walnut. Technically, it closely matches walnut's strength, hardness, density, stability, uniformity of shrinkage and easy seasoning; in fact, koa is much less prone to degrade in seasoning than black walnut. Straight-grained koa machines easily, although more figured wood 'may be somewhat diflicult to shape or plane.
As with walnut, koa has traditionally been devoted to uses such as furniture, cabinetry, boardroom and office interiors, architectural woodwork and wood specialty items.
Most koa trees have fluted, often crooked main stems which branch into massive, widely spreading limbs. Due to their age and state of decay, these trees commonly suffer from butt and crotch rot.
Since most of the standing koa is in old, decaying trees, experts estimate that at least half of this resource will die and rot away before it can be harvested. In light of a lack of programs to remove, regenerate and sustain the forests, heavy movements for preservation of the native forests, especially on public lands, have prevailed.
But now, with enterprising forces
Hawaii's finest native hardwood boasts strengths of walnut and unmatched beauty of its own... koa's potential ready for development
like Sumwood providing a dependable supply of koa, the market is wide open. This is one beauty you'll be seeing a lot more of. Like a piece of fine jewelry, koa grows in value with age.
HomeClub, Ilullerton, Ca,, will open two units in El Paso, Tx., before the end of the year. Allwoods Home Centers in Roswell and Hobbs, N.M., have been leased by Westlake Hard' ware, San Antonio, Tx., and will reopen this month
Fred Meyer Inc. wrll move its Clackamas, Or., Home Improvement Center to a new across-thestreet location in Dec. . HomeClub will open a 103,000 sq. ft. warehouse store in Tacoma, Wa., next spring . . . Builders Squore recently opened their first Wa, store in Tacoma.
The Paint Factory, a new San Marcos, Ca., based paint and home decorating firm has opened its {irst store in El Cajon, Ca.. Coast To Coast in Baker, Or.. has moved to a new 6,300 sq. ft. location . 84 Lumberhas relocated its Vallejo, Ca., store to a new facility in Martinez, Ca. . .
Ernst Home Centers. Seattle, Wa., expects to complete remodeling of all stores in the chain in '88 and open five new Washington State stores; their goal is to add l0 to 15 stores a year Pay 'n Pak will open a new store on Hogan Rd., in Gresham, Or., closing the Gilsan St. facility:.
Albeni Falts Buitding Suppty is the new name for the former Diamond Lumber /nc. facility purchased by Blackie Ockert in Newport, Wa. The new Yellow Front store in Blackfoot. Id.. will stock housewares and hardware...
O'Malley Lumber Co., Phoe- nix, Az., is testing Sunday closures at l2 of its 14 retail out-
lets. . . Larkin's Lumber & Building Supply, Waldport and Newport, Or,, is observing its l5th annlversary
Builders Emporium has closed its 15-year-old store in Visalia, Ca., because of structural problems in the bldg. . . . Vannausdle's Hardware, Port Angeles, Wa., has voluntarily closed Cooks' Lumber, Murray, Ut., has closed with plans to use the l3 acre site for something 'umore valuable" than a lumberyard
Mid Pac Lumber. Honolulu. Hi., is now a distributor for Frankc. lnc., Kitchen Systems Division
The Terry Co. has added new storage buildings at its Ventura, Ca., and Simi Valley, Ca.. loczitions. Roc'klin Lumber & Milln'ork, Inc., Sacramento, Ca., has relocated its offices to Roseville, Ca.. . Ganahl Lumber Co. will have its new 2,000 sq. ft. mini mill in Corona, Ca., in production by Nov.
Simpson Timber Co, plans a $ 1 5 million expansion at its Portland, Or., Oregon Overlay Div. including the additon of a 30,000 sq. ft. building Potlatch is replacing its 60-year-old Lewiston, Id., mill with a $35 million facility.
WTD Induslries, Portland, Or.. has acquired a North Powder, Or., sawmill .. . Newquist & Bergstrom has moved into posh new offices in Newport Center, Newport Beach, Ca. . Lumber Products, Portland, Or., is celebrating its 49th year in the hardwoodbusiness...
The Merchant Magazine
Baker Hardwood, National City (San Diego), Ca., recently completed an enclosure of its mifl building. . Sierra Paci.l'ic Irtdustries has started production at its new sawmill and dry kilns in Anderson. Ca.
Pctcrman Lumber has a new iacility in Hesperia, Ca.: (see p. 36 for story) Cascade Empire has moved from Hillsboro, Or,, to handsome new quarters in the Kruse Way area of Lake Oswego (Portland),Or....
Cal-Tex Lumber Co,, Eureka, Ca., a Schmidbauer Lumber C'o. operation, will build a new $10 million sawmill in Nacogdoches, Tx,; a Sept. '88 start up is anticipated
Spokesmen at Davidson PWP. Chino. Ca.. refused comment on an industry report that Goldome Slrategic Investments, a subsidiary of Goldome, Buffalo, N.Y., is acquiring all or part of the company; Goldome recently acquired a large portion of Plyw,ood Paneling Industries, New Orleans, La....
J.E. Higgins Luntber Co., Concord, Ca., has officially acquired the Sand Plywood inventory and vehicle fleet at their Los Angeles, San Bernardino and Escondido, Ca., yards for an undisclosed amount. Steve Oberholser is overseeing operations from the L.A. warehouse . .
Housing s/ai"/s were down 1.5%, in August (latest figs.) at an annual rate of 1,582,000 units. .. single-family starts dropped 4.5%r. multifamily starts climbed 6.1% .. building permits were off 0.10/o starts in the West were down 2.50h , .
Home-loan interest rates have been raised to a maximum 10.5% frorn l0olr by the Veterans Ad'
National Building Material Distributors AssociationOct. l0-13, annual meeting, Caesar's Palace, Las Vegas, Nv.
DIY '87Oct. 11-13, Novorel Exhibition Center. W. London, England
American Plywood AssociationOct. 12-13. annual meeting, Red Lion/Columbia River, Portland, Or.
Architectural Woodwork InstituteOct. 12-14, annual show & convention, Hyatt Grand Cypress Resort, Orlando, Fl.
Hardwood Plywood Manufacturers AssociationOct. 1316, meeting, The Anaheim Hilton & Towers. Anaheim. Ca.
National Lumber & Building Material Dealers AssociationOct. 15-18, annual convention, Marriott Copley Place, Boston, Ma.
Los Angeles Hoo-Hoo ClubOct. 16, golf, dinner & elections, Anaheim Hills Country Club, Anaheim, Ca.
Woodwork Institute of California - Oct. 16-17, general membership meeting, Hilton Inn, Lake Arrowhead, Ca.
National Kitchen & Bath AssociationOct. 16-18, conference & ,show, Anaheim Hilton/Anaheim Convention Center, Anaheim, Ca.
American Hardware Manufacturers AssociationOct. l821, national hardware convenlion, co-sponsored by National Wholesale Hardware Association, Sheraton Centre, Toronto, Ontario, Canada.
National Hardwood Lumber Association - Oct. 19-21, annual convention. Washington Hilton, Washington, D.C.
Internationaf Hardwood Products Association - Oct. 2l -23, board & mid-year members' meeting, Washington, D.C.
Ace Hardware Corp.Oct. 23-26, fall convention, Reno Convention Center, Reno, Nv.
North American Wholesale Lumber AssociationOct. 29-30, Ca. sector meeting, Red Lion Inn, Sacramento, Ca.
Lumber Association of Southern CaliforniaNov. 5-2, annual convention, Marquis Hotel, Palm Springs, Ca.
Mountain States Lumber & Building Material Dealers AssociationNov. 5-6, convention & management conference, Brown Palace Hotel. Denver. Co.
California Pacific Southwest Hardware AssociationNov. 8-11, annual convention & management institute, Omni Hotel, San Diego, Ca.
Woodworking ShowNov. 13-15, Portland Memorial Coliseum. Portland. Or.
Western Building Material AssociationNov. 14-17, annual convention, Red Lion Inn/Lloyd Center, Portland, Or.
North American Wholesale Lumber AssociationNov. 16, regional meeting, Eugene, Or.; Nov. 17 Portland. Or.: Nov. 18. Seattle. Wa.
When we create a building for our customers, no detail is too small to count. Our crews literally get on their hands and knees (above, foreground) to make absolutely certain every element of a San Antonio building is correct. We're willing to take that extra step to ensure that what you want is what you get.
The building shown is one we built for Gabbert Lumber Sales, Inc., of Sacramento, Ca. A 60' x
100' structure with a 10' overhang, the lumber storage shed is open on three sides for quick and easy lumber and product handling access. It has a galvanized metal roof and wall and
features a packed gravel floor.
Rugged practicality is typical of the nononsense yard buildings San Antonio builds. When you need one, let us know.
I f' VOU have never had the opporr tunity to shop at a Home Depot, you must try it. Don't settle for the copiers. the Home Clubs, Builders Squares, Grossmans, Builder's Emporiums or any of the other imitators. The others may have cookie cut the physical appearance of the originator of the building material warehouse, the stencil letter location signing, the computerized merchandising signing, the brand names painted on the interior wall, the steel racking almost to the ceiling, the mousetrapping store layout, the membership cards, the flexie catalogs, the long store hours, the lumber carts, the service desk, the aproned employees and, of course. the merchandise mix and shelf pricing, but they miss the boat by a mile and a quarter when it comes to attitude.
I've
purchaSe a variety of merchandise at home centers and lumberyards. At different times over a six-week period, I found myself buying closet organizers, circuit breakers, lawn watering supplies, furniture legs, door stops, picture hooks, drapery hardware, a staple gun, hummingbird feeders, light bulbs and a few other odds and ends for a total just short of six hundred dollars.
I also found myself talking to friends, neighbors, employees and contractors about where they shop. The consensus was pretty unanimous. Home Depot won hands down, and it wasn't for price alone.
Our local Ace Hardware store won the vote as the first stop, if you could get to the store before their early closing, the item needed was small, inexpensive and/or you could tolerate asking the advice of an uncaring clerk whose facial expression telegraphed that he hoped you would go away. Except for promotional items, we expected to pay full
"manufacturers recommended price" or more for our purchases.
The Builder's Emporium in Escondido, Ca., is one of the most physically pleasant places to shop for a variety of home needs. Much more competitive than the local hardware store, but not nearly as sharply priced as the Home Club, approximately two miles away. The selection of heavy-duty building materials is also limited by comparison. (They do not inventory 100 amp circuit breakers.) Help is visible and fairly knowledgeable.
Dixieline Lumber is undoubtedly a great place to shop for professionals, who require large orders of lumber but their selection of other materials and household needs is also limited. Help is usually available behind a counter only and customers are asked to "take a number."
Item for item, Home Club appears to have sharpest prices based upon my shopping experience and unofficial survey. My contractors tell me that the Home Club pricing was below their costs at their supply houses. Shopping Home Club, however, is a drag. Employees avoid customers. If an employee does inadvertently make eye contact with an answer-seeking customer, they refer the customer to an aisle number or informa-
(Pleare turn to page 48)
had the need most recently to
FRED CARUSO executive secretary
conference and convention to be held Thursday and Friday, Nov. 5 and 6.
The program will be held at the Brown Palace Hotel in Denver, Co. "Outlook for the Future: How to Get There" is the theme.
Keynote speaker Michael O'Malley, vice president and general manager of the l6-store retail division of O'Malley Building Materials, Phoenix, Az., kicks off the program with an account of the struggle for market share in the Arizona building materials market and how his company is meeting the challenge.
"Productivity and
for Building Material Dealers" is the name ofa session to be taught in two parts by wholesale distribution management consultant Bruce Merrifield. Part I focuses on achieving and selling service value. Part Il offers tactics for financial productivity.
Political economist Jim Riley will present "Profit Opportunities in a Shifting Economy" to show managers how to pursue opportunities in the face ofgyrations in the interdependent world economy.
Jim Pence, lumberman and business trainer, will lead a dealer-to-dealer, "good idea" workshop to give dealers a chance to trade ideas on new ways to profit. Pence also will conduct a twohour session, "Putting People to Work for Profits: Non-dollar Incentives." New information will be presented on rewarding for results.
Twelve leading lumber dealers from the Mountain States membership will be called upon to lead panel and roundtable discussions. A two-hoursession addressing credit management practices based on the experience and outlook ofdealers entitled "lt's Not Sold Until the Money is Collected" will be held.
New in the program format this year is a pre-conference seminar offered the evening before the convention starts. A four-hour session, "Time Management: The Secret of the Successful," will be taught by the Franklin lnstitute, a Salt Lake, Ut., based training company.
Ten representatives from leading building material supply companies met recently with MSLBMDA staff to plan the first Intermountain Buitding Materials Buying Show to be held in Salt Lake,April 14, 1988.
HARDWOODS of all tYPes used bY:
MAIN OFFICE
2150 Oakdale Ave.
San Francisco, Ca.
(Ars) 647-0782
FAX (415) 647-7766
Berkeley, Ca. 930 Ashby Ave.
(41s) €43-4390
FAX (415) 843-9378
Montebello. Ca.
7653 Telegraph Rd.
Complete millwork facilities
Qrl 723-330r
Ca. Wats 1-(800)-325'2170
FAX (213) 888-1291
Salt Lake CitY, Utah 1576 South 300 West (801) 484-7616
Ut. Wats 1-(800)-225-37 43
FAX (801) 484-7633
Edinburgh, Indiana 2l I Ward St.
Concentration Yard & Dry Kilns and Millwork Facilities
6rD s26-e743 / FAX (812) s26-6032
Domestic HardwoodsFeaturing Northern Red Oak' Indiana White Oak, Walnut
Imported Hardwoodswith special attention to. .
Genuine Mahogany o Teak . Rosewoods o Bocote o Apitong ' Zebrawood
Rare exotic hardwoods
LTL. TL. Mixed TL, and Carload Shipments our Specialty
Qfll CORP. says it is voluntarily tVrecalling nearly 68,000 circular saws sold after November 1986 under the Skil and the Sears Craftsman labels because of a possible defect that could cause dangerous cracked blades.
They say the aluminum lower blade guard was too thin on Skil Model 77 worm drive 7-l/4-inch Professional Circular Saw and certain models of Sears Craftsman Industry 7-ll4-inch saws. The company will replace the lower blade guard free ofcharge for consumers who find they have the affected models.
Consumers can determine if their saw is involved in the recall by checking the date code on the saw's label. The Skil model saws will have the date codes HNY, HNZ, HPN, HPP, HPQ, HPR, HPS and HPT. The toll-free number for owners of alfected saws is l-800-2378279.
A couple of helpful ideas to use when accepting checks:
(1) If a customer gives you a check for a cash purchase and makes the check out for more than the purchase, write or stamp on the check ,.Received $- in cash on cash purchase of $_." Have the customer initial it. This may prevent customer from trying to get more back on returned merchandise, or from later stating that he was paying on an outstanding account.
(2) lf possible, try to get the license number of the vehicle the customer is driving when he cashes a check. It may help in locating a bad check writer.
The following workers' compensation claims checklist should be helpful to management in handing such claims.
(1) Tell employees what to do in case of an injury.
(2) Keep records about accidents.
(3) Involve your supervisors.
(4) Support rhe injured employee.
(5) Consult the physician about the employee's capabilities.
(6) Help employees return to work.
(7) Provide light duty or a modilied job if needed.
(8) Investigate accidents (fact-finding, not fault-finding).
(9) Challenge questionable benefit payments.
Young Westerners Club is planning a 1988 conference in Eugene, Or., Jan. 2l24, according to Dennis Parry, immediate past president. They recently met with the directors and board of WBMA in Sun Valley, Id., to firm up plans for the weekend of speakers, industry educational programs and round table discussions.
Check our Calendar on page 20 tor information on upcoming conventions, meetings and trade shows in your region.
r r AVE YOU ever had to wait for Fl anything? Amend that. Has anYone ever put you on hold, said they'd get right back to you; ordered something for you and given you a deliverY date?
The list could go on and on. The common thread in a multitude of situations like those listed above is a time limit. Even with the infamous hold button, there is an implication that someone will pick up in a "reasonable" period of time. In the other situations the time frame may be more exact.
Assuming you sometimes must accept a delay in delivery or service, or even expect it, what then becomes the potentially most aggravating thing that can happen? The goods or services are not provided when promised! Since service is the independent's forte, your customer's perception of the quality of yours must be closely guarded.
My perception of service includes a number of elements, and one of the most important is time. But it's not always a matter of how much time it takes to satisfy me as it is a function of what my expectation is of the delay. If I have to wait, I'm less likely to think it took too much time if it takes a little bit less than what I'm told than if it takes even a minute more.
For example, take contractors "A" and "B. "Contractor "A" is told that his delivery will be there before noon and it arrives at l:30. Contractor "B" is promised a delivery at 2:00, but receives it at 1:30. Who is most likely to be fuming at 12:15? Both suppliers wanted to please their customer, but one promised something he thought he could deliver and hoped it would happen, while the other promised what he knew he could deliver and never had to give it another thought.
In an industry as replete with conservatives as ours, it's amazing how often we alienate our customers bY making promises we can't deliver. Although I'm not always successful, I try to live by the philosophy that if I say it, I will do it. I hate to be late because I've failed, at least in my own mind, to live up to an implicit promise to be on time.
I believe your customer would rather be given a later commitment
that he can count on every time than an earlier one you miss even one out of ten times. They'll remember one unkept promise to your detriment a lot
longer than a hundred that You've made good on.
Assuming both suppliers mentioned earlier provided the best service they possibly could, isn't it a shame that one will actually suffer from trying too hard because his customer's perception will be that he doesn't deliver on his promises? If optimism can ever be a negative, the sincerely given but narrowly missed time commitment has to be near the top of the list. There are enough opportunities for your reputation for good service to suffer without building in your own time bomb.
The armed forces give troops survival training and as the recent scourge of fire hit Northern California we read how troops from Fort Ord and other militarv installations were given five hours of training in fire fighting. The most emphasized point in the training was how to survive ifa fire sweeps over you. Each fire fighter is given a heat resistant envelope to wrap up in so that they can quite possibly survive a fire if it moves back unexpectedly.
How to be a survivor. That's what we all want to know. But just as some of the troops had trouble learning how to use the fire shield, many in the industry seem to have trouble learning how to use techniques available to them.
What can we do to survive? We can look back. Somewhere in the past we
may have encountered a similar situation. Some elements of it may have been parallel to what we are now facing. What did we do then that worked? Can we try it once more with perhaps minor modifications to help us gain control
There is always the possibility that some of our acquaintances have had a similar problem in the past. By looking at their experiences and examining their recovery, and applying their techniques to our situation, we can perhaps achieve the balance in business that we desire.
Maybe we have not had any prior experiences that were BAD nor have we known anyone who has. Look around. There is bound to be someone who is worse off than you. Examine that situation and determine how the failing business, if that's what it is, arrived at where it is. Then make certain you don't go down on the same set of ways, like a ship being launched into a turbulent sea.
There are businesses that can't ask anyone because they really don't know
anyone. They have remained isolated from the business community and perhaps don't have anywhere to turn. They grope at quick fix schemes that turn out to be like placing a "band aid" on an area that needs suturing.
In November, the Lumber Association of Southern California will hold its annual Management Conference in Palm Springs. The speakers will all be experts from the building material industry and other management fields. There will be at least 150 members of the Southern California industry plus their wives, listening to the assembled experts. When the sessions are not going on, they will be talking among themselves.
The topic is alwaysHow To Be A Survivor. These management people are there to learn from their associates about how to survive. Maybe it's a comment that brings out some thoughts from the past. Maybe it's talking and finding out that a guy from San Diego County is experiencing a problem just like a guy from Santa Barbara County or maybe it's finding out that someone in San Bernardino County is following footsteps like yours from Los Angeles County and the future doesn't look too rosy.
Yes, a gathering of lumbermen in Southern California is the only place to be Nov. 5, 6 & 7. Because that's where you learn "How To Be A Survivor." See you at the Marquis Hotel, Palm Springs.
!f,fUefHrR we think of marker I t downturn or life, we all want to be "a survivor."
A LTHOUGH the Sept. I dead- Fl line is long past, some California retailers are still unclear on how the new Environmental protection Agency limitations on hydrocarbon effluent emissions of oil-based architectural coatings, and the accompanying restrictions of the sale of wood and concrete sealers, and exterior stains and wood preservatives will be enforced. No other western states are currently affected by the regulations. (&e The Merchant, Aug., p. 20.
Referring to the volatile organic compounds (VOC) contained as solvents in these products, the new limitations restrict the sale of any stain and wood preservatives or sealers which produce emissions of more than 350 grams of volatile
organic hydrocarbon effluents per fluid ounce. The 4l Air Quality Management Districts in the state have the responsibility of enforcing the restrictions.
"Confusion among retailers
EPA restricts sales of oilbased architectural coatings in some California areas. Bay Area,_South Coast, San Diego and Shasta County aftecteA manufacturers assist retailers in compliance.
stems from the fact that enforcement of the new restrictions may vary according to the dictates of local Air Quality Management Districts,', said Craig Glenn, northern California sales representative for the Darworth Co., manufacturer of a stain and wood preservative.
Affected regions in California include the Bay Area, South Coast (Los Angeles and Orange counties). San Diego and parts of Shasta County. The regulation allows the continuing sale and use of all existing stock regardless ofcontainer size. provided that such stock was manufacturer prior to Sept. I, 1987.
Manufacturers have been given the responsibility of seeing that products manufactured after this date for use in California meet the require-
Fremont specializes in a large inventory of high quality Douglas fir boards, dimension, long lengths and timbers shipped from select mills in British Columbia, Oregon and California. We &r€ coDstantly adding to our selection of western red cedar, pine, hemlock and white fir. Other soecies and specialty items are inventoried and included in our weekly flyer sent to all Fremont customers.
October 1987
ments ol' the rcgulati<)n. Quilrls or smallcr size containcrs mal bc sold without restrictior.t.
\\ \1. Barr & C'o.. NIemphis. Tn.. ancl ( )ntario. ('a.. nranu{hcturcrs of' Klcan-Strip products. l.tas placed a nranr-rtucturirrg coclc on thc bottonr o1-cuns contitining its proclLrcts. "\\'c havc adr,isccl ull o1' tlte .\ir Qualitr ('ontrol \llt.ritgentcnt l)istricts rlrr ho\\ to reacl the coilc *l.ticlr uill show thc cxlrcl clate O1' tl.titnLrlltcturc." I{onald P. liilev. Sr.. vicc presidcnt. c r plaincrl.
'l'he [rl'}A has inclicatecl tirat it lrill flle cir il suits anrl pursuc substilltial pcnaltics w herc non-contplving coatings continue to be producecl lrnd sold or oll'crerl f or salc in the regions of C'alilirrnra indrcatccl. Thev rccomntencl ils alternutiVe proclucts \\itterbornc coatings which gcneralll contpl1 riith thg l-i0 granr pcr litcr limit or solvent-borne coatittgs ntitt.tuflrcturccl uith no morc thirn 250 grams of solr ent pcr liter.
.lov Calonico, exccLttl\ e ilsststitnt. Pcrlirrmancc ('oatings lnc.. L lkiah. ('a.. pointcrl out tltat hcr companv l'urs been lctir"e in inlbrntirtg custonrers ol'thc nced lirr compliance uitlt thc ncri rcgulations. Thcv Itav'e establishecl l hot linc r'rith an 8(X) nuntbcr ancl prcparcd it map sltou'ing the .\Q\1t) clistricts in thc state. Thcy also hai. c conrpilcd a contpliancc guideline which lists itll uir basin clistricts in the stilte u'ith compliance rcquirenrcnts ancl local C alilornia .,\ir Rcsourcc lloard contacls.
\cw \ ork encl Floricllr currcntll' are clcvcloping rules sinrrlar to the Califirrnia rcgulations. Tl-rey lre the flrst states to lbllori Calilirrnia's irttcnlIt Irr rcdutc cntissi,'t]: in ozonc non-attainnrcnt areas. It is eslinllrted thirl conrpliilncc ililh the regulation lbr non-tlat coatings \\ill result in a llvc ton/clttl rcciuction o1' \ OC s in thc South ('oast rcgion and a l-l ton/dlr redLrction tlrroughout ( alifbrnia.
..\ sccor.tcl sectiolt of thc rcgulaticln recluircs labeling or l'urrtishing rtn inl'ornrution shcct with products (other thtn arclritectural coatings) containing orglnic solvents i1 tltcv arc sold in containers ol onc cluart capacitl or large r. Thcsc proclucts include paint rentover. sonte tl pes of cleancrs. polishcs. bleaches. oils and l'uels.
o Landscape Timbers
r Railroad Ties
o Poles
o PostS
. Dricon Fire Retardant Treated Wood
r All Weather Wood Foundations-
r AWPB-FDN Stamped For information on quick ssrvics call tho treating experts!
Central Builders SuPPlies Co., the 520 member building material buYing group, recentlY completed its second all "electronic" A-Line Network buying show.
C.B.S., the pioneer of electronic/ instant communication in the building materials industry, converted its "physical" fall show to the communication network format two years ago when its membership indicated it was becoming "showed-todeath." The A-Line Show follows the same guidelines as an attended show in that it operates during a specific two day period and all orders must be placed through the C'B.S. A-Line computer. At the close of each show day orders are Federal Expressed to the aPProPriate vendors to insure a prompt handling and timely shipping.
C.B.S. realized a 300/o increase in the number of orders Placed over last year's performance with the most significant gains coming in the commodity products area. Because of the broad based support of the show, 82.50/o of the C.B.S. member-
Major changes in decor are expected to bring an increasing demand for replacement kitchen cabinet doors that are relatively simple to install.
Arnold Curtis, President of Northwest Hardwoods Division of the Weyerhaeuser Co., Portland, Or., also predicts that homeowners may turn to paint, only to realize that maintenance is more time consuming and return to a natural or stained wood tone.
Summer markets showed superperformance hnishes falling short of expected goals with more attention being given to oPtional lighter hnishes. The wide price difference between standard finishes and superperformance finishes has been narrowing, according to Curtis. Kitchen cabinet firms, as an industry incentive, have been offering high performance, but not finger nail Polish resistance, for manY Years.
Kitchen cabinets in a PreliminarY study a year ago ranked EuroPean plain color treatments at 32.30/0. A comparable study this year reduced
ship placed multiple orders during the two day program, the dollar volume has exceeded all Previous C.B.S. fall shows.
C.B.S., recognizing the need for better communication with its membership, began positioning itself to develop an internal communication system, the A-Line Network, in 1980. C.B.S. had to wait until 1984 to implement the program because the basic technology for an economical network was not available.
The A-Line Network (the name derived from the Allied Building Center trademark available for use by the membership) has been on the fast track since. Via the A-Line Network members can converse with the C.B.S. office as well as other ALine users. In addition to the conversation aspect, members can dial up the C.B.S. A-Line computer to access the C.B.S. catalog, dailY specials and monthly specials. The A-Line is popular with C.B.S. vendors as well, with several having purchased compatible equipment in an effort to be on-line with C.B'S.
this preference to l5.l%.
The predominance of oak in kitchen cabinets, 500/o-600/0, accounts for some of the variation in the tabulation of color trends. This is reflected in the very minor percentage of cabinets in the warm or fruitwood brown category. However, it is noted that twice as manY cabinet firms now include cherrY or alder among their woods, comPared to l8 months ago, Curtis said.
Other color trends listed light brown cabinets at 33.10/0. warm brown (fruitwood) at 4.40/o; dark or burnished oak and pine, 60/o; painted or plastic, 15.10/0. Antique mahogany did not appear in the cabinet survey.
Dave Sweitzer, secretary-manager, Western Hardwood Association Portland, Or., will rePresent the hardwood industry at the Oregon governor's mission and all-Oregon trade show in Taipei, Taiwan, Oct. 19-22, and in Tokyo, JaPan, Oct.2627. 1987.
Encouraged by the reception of their recent customer education program, Weber Plywood & Lumber Co., Tustin, Ca., plans to make the session an annual event.
Over 100 members of the Woodwork Institute of California gathered at the Weber yard for a demonstration designed to enlighten them on what the Weber people described as the controversial and undesirable practice of selling hardwoods in "blended" loads such as No. I Common being mixed with FAS, the top grade.
Weber points out that this Practice can only be stopped bY having distributors deliver the grade specified by the customer and educating the customer to recognize the grade he has received. "lt's not the job of the mill to police the problem," asserts Butch Pope, general manager at Weber.
Those attending the August l8 seminar were given packets of informative literature to augment the demonstration conducted by Jesse Villapando and David Dentino, certified National Hardwood Lumber
Association inspectors employed at Weber.
Weber Plywood and Lumber Co., Inc. goes "to great pains to see that the customer receives the grade and quality that he expects," Pope points out. "We personally insPect the mills that we are planning to do business with to help ensure that we get the quality that we demand. We have two NHLA certified lumber inspectors that grade and tally all lumber that comes into our yard. Even after material has been milled, this material is reinspected for its quality. We want our customers to receive the best that we can deliver. "
The problem, which some feel threatens the age old industry practice of doing business on a handshake, disturbs many distributors on the West Coast. The Pacific Ccast Wholesale Hardwood Distributors Association has discussed horv to address the problem at its annual meetings for several years and has passed resolutions condemning the practice.
Response to the two Point Piogram presented at the Weber meeting has been "very, very positive," Pope says.
There's a lot to learn from Bill Gregory and his Gregory Forest Products in Glendale, Or. And even NBC considers it newsworthy.
Gregory is now offering adult basic education classes entirely free for employees who want to improve their reading, writing and math skills.
All thirteen workers who participated in the initial May-to-September semester are continuing in the fall semester, along with a growing number of others.
The classes have also been documented by network television, as an NBC Nightly News crew visited the company in August. Their story centered on Gregory locomotive engineer and student Pepe Gallego, who quit high school years ago to work for the mill.
NBC also interviewed owner Bill Gregory, the sponsor of the classes and many other local education incentives, including $500 scholarships for each graduating senior at the local high school (see The Merchant Magazine, August 1986, p.45).
Just as so many Americans hang flags outside their homes on the Fourth of July, so should lumber dealers show their support for National Forest Products Week. Participation in the Oct. 19-24, 1987. event will not only attract media attention but can also draw potential customers into your store.
The forestry community annually reserves one week to actively help consumers make the link between the products they use every day and our nation's vast forest resources. It is also a time to show both national and local leaders that a healthy forestry sector is crucial to the country's economy.
Last year, National Forest Products Week focused on Project Learning Tree, an environmental education program in schools throughout the country. This year the emphasis is on the building products side of the forest industry, showcasing
Louisiana-Pacific Corp. has agreed to purchase seven Midwest distribution centers from Rounds & Porter Lumber Co., Inc.
Inventories and receivables will be included in the sale. Purchase price and other details of the transaction were not disclosed.
Rounds & Porter, a long-established building material distributor with operations in Kansas, Oklahoma and Texas, recently filed for reorganization under Chapter I I of the Bankruptcy Act. L-P projects annual sales at the seven distribution centers of more than $50 million.
"The Rounds & Porter name is well respected among manufacturers and building material dealers throughout the Midwest," according to Harry A. Merlo, L-P's chairman
man's role in interacting with the environment.
How dealers can tie in with the National Forest Products Week promotion October 1924... why building good witl can build good business.
So everyone can play their part, the sponsoring American Forest Council has assembled a package of ideas to tie local dealers in with the nationwide celebration. A number of suggestions, ranging from a "Building With Wood" contest to copies of the official National Forest Products Week logo, are offered.
To start off, dealers might include the logo in their advertising before and during the special week. The occasion can also be used to generate media coverage for the store, by issuing a press release or inviting a reporter to the store to interview the manager.
If dealers have adequate time to prepare, a "Building With Wood" contest, in which customers compete for prizes by designing and constructing a wood patio, fence or deck, can provide ample attention. Organizers need to complete entry forms, rules, prize and judge selection and initial promotion. and can use National Forest Products Week as the platform on which to kick off their contest.
The American Forest Council also suggests other methods for support, such as organizing tours of local mills or writing public oflicials or editors.
and president. "We expect these fine distribution centers and their seasoned employees to play a major part in the marketing of a variety of L-P's products to customers in that area."
Two new executives and the opening of a new facility have been announced by Peterman Lumber chairman of the board and ceo "Pete" Peterman.
Darryl R. Paul is the new president and coo. A certified public accountant, Paul worked for l5 years as a CPA , including one of the Big 8 accounting firms that serviced serveral Fortune 500 companies.
Clients included furniture manufacturers and pulp companies with standing timber. Paul also had his
own accounting practice for more than a year and included Peterman among his clients.
Brian Murphy has been named the v.p. of sales and marketing. For more than two decades he worked in sales and marketing for The Caterpillar Co. In addition he was the president of an industrial hand tool firm that also sold hardwood to the cabinet trade.
Peterman Lumber has opened a new facility in Hesperia, Ca., their fourth location. Others are in Las Vegas, Nv., and San Diego, Ca., with headquarters in Fontana, Ca.
The new wholesale branch sells primarily to the cabinet trade and sub contractors. Situated on 1-ll3 acres, it has a 10,000 sq. ft. building housing oflices and a showroom. The balance is devoted to the lumber yard. The manager is Doug Tong.
grade - in ground
foundation gtade
DF lagging LP-22
Rough
D.BLAZE FIRE TREATIIENT
1t2,5/8, 3/4, 1" AC PlYwood
FIRE RETARDANT PARTICLEBOARD #1 DF MUDSILL. CZC
*Coppernate
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Use of siding in the repair and remodeling market has been on the increase for the last several years.
"Total demand for siding for R&R has risen 15.6% since 1984 and the number of households purchasing siding has increased 21.50/o during that period," said Donald Spear, president of LSI, Inc., which special- izes in building material market research.
Vinyl siding has been eroding the sales of aluminum and hardboard and now accounts for a dominant 380/o of siding used for remodeling. Aluminum siding has a l5olo share: hardboard, a l5o/o share, and other wood sidings, l4%.
Vinyl siding, which came on the market in the early '60s, had its major growth in the late '70s and again after the building recession in 1982. Andrew Panelli, Mastic Corp., said "Although the rate of sales growth has tapered off, vinyl will still make some inroads in the sales of other siding materials.
In new home construction, hardboard and natural wood sidings each account for about 250/o; brick, 170/0..
aluminum, 9o/o, and vinyl, 5%. Use of natural wood sidings includes g0/o bevel siding and boards, l4o/o plywood and 3% cedar shingles and shakes. Gary Marshall, cedar marketing manager for MacMillan Bloedel, said, "There has been a strons demand for bevel cedar siding."
Two recently introduced wood siding products reflect an increasing demand for horizontal line sidine. Oriented strand board is expected io compete successfully with hardboard. Plywood panel producers are looking at the market for 6" and 9" wide, 16" long lengths of plywood applied with a lap as a siding.
After four years of increasine sales growth in most major produci areas, lawn, garden and outdoor power equipment industry sales are starting to slow.
. More stagnant consumer spend_ ing, especially for durables. com_ bined with sluggish growth in income, relatively high interest rates
The Merchant ilagazlne
and a weaker housing environment. indicate that industry sales wili increase only about 2o/o this year, according to Lawrence Chimerine. chairman and ceo of Wharton Econometrics.
His outlook for 1988 includes declines of 30/o to 50/0. He sees consumer spending for remodeling begin- ning to show signs of significant strength as a bright spot for the industry.
Three California Grossman's warehouses just celebrated their grand reopenings as part of the firm's major renovation program in the West.
The Hayward, Livermore and Woodland, Ca., remodelings bring the number of completed stores on the agenda to six. The next to be renovated are Fairfield, Lodi. Novato and Vallejo, Ca.
While the stores stayed open during the process, "each was completely remodeled from head to toe," said Pat Young, vice president of marketing.
October 1987
The Building Products Showcase will be the focus of attention at the Western Building Material Association's 1987 convention at the Lloyd Center Red Lion, Portland, Or., Nov. 14-17.
"spotlight on Profit," theme of the program Planned bY Carl Van Well, 1987 convention chairman, and Clayton R. Smith, WBMA President, will center on exhibitors' quick pitch selling talks moderated by Dick Wegner, TriMac Panel Products, Portland. at 9 a.m. on SundaY, Nov. 15. This will be followed bY the opening of the building Products showcase and buying show.
Activities on MondaY, Nov. 16, will open with a keynote breakfast featuring Earl T. Carpenter, president, Street Lumber CorP., South Hadley, Ma., president of the National Lumber and Building Material Dealers Association. D. Bruce Merrifield, Jr., President, Merrifield Consulting GrouP, will conduct a seminar on service excellence sponsored by OrePac Building Products, Wilsonville, Or', from 9 a.m. to noon.
"Around Lumber Yards and Home Centers Everybody Sells" will be emphasized by Bill SharP, President, The Percon GrouP, at 9 a.m. on Tuesday, Nov. 17. Young Westerners Club members Jim Kress, Dennis Orem and Teresa Swick will conclude the morning session with a workshop on "How To Get Your Share of the Market."
The presidents' banquet, an awards luncheon, a luncheon honoring the ladies and various programs for spouses will round out the activities which will be prefaced by a western all industrY reception on Saturday evening.
International Hardwood Products Association members headed bY President Jim Summerlin will gather in Washington, D.C., Oct. 2l-23 for the mid-year meeting at the Hotel Washington.
Monte J. Gordon, director of research. The Dreyfus CorP., and a Wall Street Week tv Panelist, will speak on the fluctuating dollar and its impact on U.S. imports. Con-
gressman Sam Gibbons (D-Fl.) will discuss trade legislation over luncheon. Dr. Robert R. Maeglin, research coordinator of the Tropical Forestry Group of the Forest Products Laboratory, will discuss services provided by the laboratorY.
Various committees and the board of directors have scheduled sessions during the meeting.
Bohemia Inc., the forest Products industry's largest manufacturer of glue-laminated timbers has appointed seven new distributors in the United States.
Three are California firms: Snavely Forest Products, Ontario; Rolando Lumber, San Leandro, and Georgia-Pacific, Salinas, according to Keith M. Wright, Bohemia vice president of marketing. Others in the West are Able Fabricators, Spokane, Wa.; A. C. Houston Lumber Co., Las Vegas, Nv.; and Cheshire Sales, Albuquerque, N.M.
There are now 28 distributors of Bohemia glue-laminated beams, headers and purlins in 23 states.
/ealing with the professionals at the Hampton Lumber Sales Company means you'll save yourself time, money and aggravation when making your lumber purchases.
We offer a comPlete selection of forest products, plus expert advice on availability, price and shipping to make orderin€ fast and convenient.
Quality framinpi lumber from controlled production is available in most lengths and in volume. We're happy to reload/ redistribute your ordet and we can take care of your special cutting needs at our own plant.
Our dimension lumber service features a complete range of sofh^tood stock in all grades to meet even your most specialized requirements.
: you get the benefit of --our professional traders' inside knowledge. We can give you firm
delivered price and shipping commitments, including transportation at our favorable contract rates.
And with Hampton you're dealint with an established company that sells over
500 million board feet of quality forest products every year. Call us and discover a new dimension in customer satisfaction.
Hampton Lumber Sales ComPanY Portland, OR, RAX #5031297-3188
503t297-769r A )tr
-.:.'=""#-|#swqlst$s1l'{
LP Dawson Creek Gold" sheathing is here.
It carries the same APA performance rating as plywood. But costs less and works better.
Because it combines the best features of strand and wafer panels, Dziwson Creek Gold delivers strength and workability in one panel. Every sheet is solid, uni-
form, and good lookir-rg. It cuts easier and cleaner. It nails like a dream. It goes down flat and stal's that way. In short, Dawson Creek Gold is the
While no retailer would intentionally put up barriers to prevent shoppers from experiencing satisfaction in his store, many retailers inadvertently impede the shopping process and lose their competitve advantage in the marketplace.
Customers react to unsatisfactory experiences during the shopping process in several ways. Common actions include privately complain- ing, partially boycotting a store, product or service and total boycotting as well as seeking redress from the retailer.
Dissatisfaction usually occurs when the store fails to meet expectations the consumer has as he enters the shopping process. The consumer evaluates the store, product and service against these expectations with their confirmation or disconfirmation determining the level of his satisfaction.
Mandy Putnam and Sharyn Brooks, senior consultants with Management Horizons, point out that "Generally, if consumers are just annoyed, they make no complaint. They simply tend to avoid the
store, service or product, and no one knows why customers are being lost unless the store seriously begins investigating the problem."
Barriers can be classified in five areas: personnel, policies, atmosphere, advertising and services.
Personnel that are too few in number, inattentive, overly aggressive, snobbish, rude, uninformed or dishonest are considered barriers. Stringent return policies or refusal to accept returns are barriers as are crowded or messy displays, bad lighting and crowded parking lots.
Being out-of-stock on advertised specials, misrepresenting merchandise, practicing bait and switch and promoting false sales are additional barriers. Lack of restrooms, no store charge, late delivery or billing errors are examples of service barriers.
Barriers can produce a variety of psychological reactions ranging from mild annoyance to extreme anger with a variety of accompanying responses. Few consumers make their dissatisfaction known to stores, but the majority of them do not hesitate to boycott a store. Dissatisfaction appears to be cumulative although
The ilerchant Magazlne most consumers have a high tolerance for temporary or isolated unsatisfactory events.
A retailer who suspects that barriers exist in his store can conduct a barrier audit to identify and analyze their impact upon store performance. This can be accomplished by conducting indepth qualitative research with core customers to identify their expectations and performance barriers which exist.
After barriers are identified an action plan can be put into effect to remove barriers discovered. This audit should become an integral part of examining how well a retailer meets consumers needs, according to Putnam and Brooks.
Greater utilization of the perimeter-insulated raised floor svstem (PIRF) is expected this year in California where the energy code requires raised floor crawlspace homes to be insulated.
It can be tough moving lumber and plywood profitably, especially in today's business world.
That's why, while others may
work direcfly with your dealers, we atWillamette continue to devote our efforts to you, our wholesaler.
For over 80 years now, we've helped
get you competitively to market with the best in lurnber and plywood products, backed by non-stop service. Real servtce.
You get personal, immediate attention from your Willamette sales professional who works right from our mills. Using our computer network and warehouse resources, we take Your ordet track it through our system and get you the products You need, on time. Everv time.
To put Wilamette teamwork to workior you, give us a call-in the
West at (503) 926-777I, in the South at (318) 255-6258.
Together, we'll steer a steady course to market. Profitably.
Jack Kleindienst is new to industrial sales at Gregory Forest products. Fontana, Ca. Plywood sales mgr. Bob Reyneke has assumed the duties of r€-cently retired Ray Lizotte (see p. 69 ).
Max Clark, senior v.p. of store opera- tions, Builders Emporium, Irvine. Ca., has resigned, according to pres. Jack Edwards. David S. Cullen succeeds him, Ted Kazleman is now v.p. of marketing, and Phyllis Friedman, v.p. of imports and consolidated purchasing.
Michael R. O'Halloran has been promoted to asst. director of the technical services div. of the American plywood Association, Tacoma, Wa.
Alan Guinn is now mgr. of Colville Indian Precision Pine Co.. Omak. Wa.
Debra Lilly has joined Alaska Pacific Building Materials, Vancouver, Wa., as v.p., marketing.
Bruce Hallvik is a new lumber national account sales mgr. for Plum Creek Timber Co., Inc., Columbia Falls, Mt.
Dick Johnson, sales mgr., MichiganCalifornia Lumber Co., Camino, Ca., has retired after l9 years with the co. and more than 40 years in the industry, according to John Ferguson, who succeeds him.
Kurt Froelich, driver, Lumbermen's, Redmond, Wa., has been elected September Employee of the month by his co-workers.
Roy D. Wemyss is the new v.p./gen. mgr. for James Hardie Gypsum, Seattle, Wa.
Michael Flannery has been appointed group v.p. of the wood products div. of Pope & Talbot, Inc., Portland. Or.. according to pres. R. Steven Mason.
Michael Kirkelie is a new Glulam salesman at Bohemia Inc., Saginaw, Or., reporting to Jim Walsh, sales mgr.
Tandy Bowen, formerly with Bowen Lumber Sales, Arlington, Tx., has joined the sales staff of Colonial Cedar Co., Kent, Wa
Herb Hast Sr. has been selectedW.O.O.D., Inc.'s Lumberman of the Year for 50 years of outstanding service to the industry.
Peter J. HalI has been elected pres. of Lumber Products Inc., Klamath Falls, Or.
Sterling Wolfe, Marquart-Wolfe Lumber Co., Tustin, Ca., and his wife, Loraine, have been vacationing in Hawaii.
Walter Kuder, architectural mill foreman, Ganahl Lumber Co., Anaheim, Ca., has retired. after recentlv celebrating his 30th anniversary witir the co.
Tony Gallagher is now sales mgr. of Warm Springs Forest products Industries, Warm Springs, Or.
Evan Lewis has been promoted to outside contractor salesperson at Ganahl Lumber Co., Corona, Ca. Mendi La Buda is now credit asst. and paul Larson, receiving clerk. Promoted at Anaheim, Ca., are Jim Burns, now retail counter salesman, and Andy Kresch, counter contractor sales.
Steve Hammans is new to the tradins staff at Whitewater Lumber CoI Eugene, Or.
Richard A. Peery, pres. and founder, Peery Bros. Lumber Co. Inc., City of Industry, Ca., will semi-retire at the end of the year, continuing as consultant and chairman of the board. Michael Peery has been elected pres.
Ed Reiman is new to Guitteau-Newland Lumber Co., Eugene, Or.
Denis Smith has joined Manville Corp., Denver, Co., as retail marketing mgr., building insulations div., according to Don Steinle, gen. marketing mgr.
Joe Schwalbe has joined inside sales at Product Sales Co., Orange, Ca., according to Ted Gilbert, pres.
Paul Conley has been named gen. mgr. of Ray Lumber Co.. Phoenix, Az.
Lee Muth has joincd Thunderbolt Wood Treating, Inc., Modesto, Ca., reports Ro"v Liles.
Werner Richen. Lumber Products. Portland. Or.. is back to work alter a brief vacation.
Paul Cochran is now gen. mgr. of Concannon Lumber's Portland, Or.. remanulacturing plant.
Jack McCleskef is a new plywood trader at Simon. Crabtree & Ryan, Lake Oswego, Or.
Michael Kirkelie is now selling laminated beams at Bohemia, lnc.. Eugene, Or.
Rita Marie Bricher, granddaughter of Joe Bricher. Lumber Association of Southern California. has been selected as one ol Good Housekeeping's "100 Women of Promise. Class of '87. " His other granddaughter, Connie Coxon. just graduated from high school with straight A's and is lining up with Nina Blanchard modeling agency in Los Angeles, Ca.
Shawn Kelley, M&N{ Builders Supply, Tracy. Ca.. plans on attending the playoff games of the San lrrancisco Giants and "probably' the World Series." along with Dick McClure. Llnion Planing Mill. Stockton, Ca.' Ted Mathews and Bill Barr. Pacific Forest Products, Fresno, Ca., and Tom Fogerty, Osborne Lumber Co.. Newark. Ca.
Paul Studer is the new So. Ca. regional sales mgr. for California Sentrv llardware. City of Industry, Ca. Clint Bower, Mariners [:orest Products. Santa Ana. Ca.. spent a week in IIrrwaii. ir trip he r.ron in ir cvstic fibrosis charity auction.
Steve Bufe' has rejoined Mesa Forest Products, Costa Mesa. Ca. Mark Broyles. Hulbert Lumber Co.. Newark. Ca.. and his wife. Cheryl. are the proud parents of 7 lb.. 14 oz. Alicia Katherine, born Sept. -5. 1987. Annie Hung. Hulbert Lumber Co.. and her husband, Chris, are now the parents of 7 Ib..9 oz. Stephen William, born Sept. l'{, I 987.
Ralph D. Dillon has resigned as pres. and c.o.o. of CoastAmerica Corp., parent firm of Coast to Coast Stores, Denver. Co. Richard H. Bard, chairman and c.e.o.. also assumes Dillon's titles.
Roger Braniger has joined the sales team at Product Sales Co., Orange, Ca., according to Ted Gilbert. Richard N. "Dick" Moffitt is the new v.p. of human resources at Pope & Talbot, Portland, Or., according to pres. R. Steven Mason. Dennis Richardson. Oregon-Canadian I;orest Products. Orange, Ca., completed a round-trip motorcycle ride on his l200cc IIonda Gold Wing between Orange and Denver, Co., with his son. Brian.
Don Justice is new to Weslern lndustrial Wood Products. Porlland, Or.
Dave Warren will manage the new Pay 'N Pak Store in Gresham, Or.
John Allen has joined the A. L. Hoover Co., El Toro, Ca., in sales, according to Dick Hoover, who has returned from a N'tidwest vacation.
Abbie Hanlon, redwood trader at Rolando Lumber Co., San Leandro. ('a recenllv retrrrned tiom a vlcittion in l:ngland where she especially enjoyed London and Oxford.
Ed Fountain, Jr.. Ed l-'ountain Lumber Co., Los Angeles. Ca.. will celebrate his 50th birthday on Nov. 12, 1987.
Dick Voelzke has joined Consolidated Lumber. Eugene. Or.. working out of Huntington Beach, Ca.
G. Ra1'mond Lopp. senior v.p., Babbitt Brothers Trading Co.. Flagstaff. Az., resigned October 1-5. finishing a 39 year career with the company. ['le plans to remain in }rlagstaff consulting in the building material industry.
Perry Steinhoff has resigned as advertising mgr. lbr O'Malley Lumber Co., Phoenix. Az.
(Continued front page 47)
Nils Lau, pres., Oregon Overseas Timber Co., Bandon, Or., is back from a N.Y. vacation.
Jack Beverage has been named gen. mgr. of Idaho Timber Corp., North Powder, Or. Dan Rupe, Boise, Id., has been promoted to sales rep.
Robert T. Sorenson and J. T. "Tom" Seely are new field reps for the Red Cedar Shingle & Handsplit Shake Bureau, Bellevue, Wa., according to Michael M. Westfall, pres. Dan Darnell has been relocated to Ca. Ken Thim, a Merchant Magazine contributing editor, and his wife, Jan, have been vacationing in Canada.
If you're having trouble getting through by telephone to a debtor, try calling before 9 a.m., during lunch or after 5 p.m., times when he may answer the phone himself.
A buddy approach may get you through a secretary or receptionist. "Hi, Joe here, is Paul there, it's been ages since I talked to him and I just got into
Ralph Kinross, Whonnock Shake & Shingle, Whonnock, B.C., has been re-elected chairman of the board of the Red Cedar Shingle & Handsplit Shake Bureau. Other olficers include vice-chairman/treas. John Coker, pres. Michael M. Westfall, and sec. Patty Wood.
Ron Brady has joined the T&H trading staff in Boise, Id.
Mike Jameson has resigned from ABC Lumber and Tool & Nail Lumber Co., Costa Mesa, Ca., to pursue other goals.
Helen Waite is the new credit mgr. at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus. Notes Hugh, if you need credit, go to Helen Waite.
(Contirtued
tion on packaging. Home Club people consider customers a necessary interruption of their non-selling chores.
town, put me through, will you?" will often work. If you're a woman, try a sexy "ls Jack there?" approach. Asking the debtor what he can tell you about the account will often bring results. It's also the start for telling him in firm, but friendly terms what he should be doing about paying up. Selling him on the benefits of settling up the overdue amount often works.
Home Depot's pricing appears a shade higher than Home Club, but is by far everyone's favorite shopping experience. When their people ask if they can help, they really mean it. They dppear pleasant, knowledgeable and anxious to be ofservice. I have yet to meet anybody associated with Home Depot who is not extremely happy and vocal about being a part of the organization. Why not. They're young, aggressive, confrdent in their knowledge of the products, merchandise location within the store, policies and procedures and, evidently, well compensated. Some of their store management personnel are quick to tell you that they are financially secure for the rest of their life because of their bonuses and stock options.
Attitude is the big difference at Home Depot. Home Depot people want their company to grow and prosper. They feel a part of it. They feel they're contributing to it. Ifyou have not yet experienced this radically different store attitude, seek out a Home Depot and play the role of a customer. It may forever change the way you face your company's customers.
If you have ever asked yourself - Ant Building Materials ond Hardware right? Company.
I Competitive? or Am I absolutely sure I buy my Then you need C.B.S.-Central Builders Supplies
C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping independent building material dealers remain competitive with mammoth corporation chains. Because C.B.S. is a dealer owned non-profit corporation, all discounts, rebates, datings and advertising funds are all passed directly to the participating members.
*C.B.S. has been nationally recognized as "The Place To Go To Buy Low"*
* As you buy more the cost to belong goes down-not up
* C.B.S. has an in-house Lumber Department
* C.B.S. has a General Building Materials Dept.
* C.B.S. has a program with the Blue Crass Tool Company
Central Builders Supplies Company
* C.B.S. is dealer owned
* C.B.S. has a state-of-the-art internal communication system with participating members
* C.B.S. Rebates are paid to the members in cash
* C.B.S. has an in-house Building Specialties Dept.
* C.B.S. operates as a non-profit company
* C.B.S. members share in the cost to operate
Heodquarters for the Allied Building Centers 215 Broadus Street Sturgis, Michigan 49091 Phone: (616) 651-1455
*c.B.s. was featured in the December, 1986 edition of rhe Merchant Magazine
October 1987
Wood llnish pref'erences in lurniture olten predate trends in cabinet finishes by a 1'ear to l8 months, but the results of surveys conductcd at the San Iirancisco, C'a., and Dallas.
Tx.. llrniture ntarts are important.
Although the lar west prel-ers burnished oak and pine, both San [:rancisco and Dallas showed an increase in l-roney and lan tones as well as blond (bleached) and grey tones refleeting a busic consunter preference in the lighter wood tones. Wood tones conlinue to be popular in kitchens despite the recent popularity of the painted European look.
Discussions with builders in I)allas at the NAHB show indicated that they are being asked to add variety to their homcs. using wclods other than oak. now the big leader. and also showing at least two flnishes on each style. Lighter tones are growing constantly as thel'appear to be in olher home furnishings. All agree that the next two years will be banner y'ears with an upswing in quality and size in cabincts. modulrrr entertlinntent units and tables.
The demographic action in 1987 to 19U9, according to most cxperts. will be concentrated on the l-5 to 50 tear age group. 60t1, of whom have sizable equities in hon.res. Seventy Iive percent of the new homes will be built or sold to this group who will trade up to higher quality and more luxurious interior areas. A prlmary consideration will be to blend kitchen and living areas with a balance of' contemporary and traditional sti'lings. Wood tones or flnishes will be compatible. but not necessarily match, as the eclectic mix will express the individuality of the color consclous owners.
Balancing the high new home prediction will be an equal or. for cabinet firms, a ntore imporlitnt segment who will opt fbr renovating and remodeling. They will be looking for variety' and visual impact 1o make their homes sparkle. Adding a unit with one of the close grain woods such as alder. cherry, maple, or birch with a higher sheen will be one pref-erence.
With industry promotions. industry leaders expect that consumers will increase their expenditure from lllr to 2tl, of inconte. concluded
Arnold Curtis, president ol'theNorthwest llardwoods Division ol Weverhaeuser.
The flnest tn quali$ hemlock arr{d,r0ou$le* flr from the forests of the Northwest coupled wlth the flneet in manufacturlng skllls have already establlshed a wellrecognlzed rcputatlon for the Commencement Bay Stud. Now, In response to popular rgquost, we have added a dlstlnctlve new end brand to provlde an ovon more easlly recognlzed identiry In the marketplace. Now it's your turn to proflt from recognlzed quallty, value, and performance by includlng Commencement Bay Stud's brand of perfectlon on your next order.
Marketed by Simpson Timber Company Third and Franklln, Shelton, WA 98584 (206) 426.3381
I papers commissioned by the North American Wholesale Lumber Association, "The Cost of Distribution and Value Added ServicesReasons for.the Wholesale Distributor," emphasizes the importance in understanding the true cost of distributing forest products.
Prepared by Wayne Quasha of the Merrifield Consulting Group, the NAWLA papers aim to identify opportunities for improving the economic value and performance of wholesale-distributors, and to persuade wholesaler suppliers and customers to calculate the true cost of distributionthe value added services a lumber wholesaler-distributor provides to manufacturers and retailers.
Today's economy is characterized
by severe pressures on market demand and distribution. These are tempting mills and retailers alike to believe that the wholesale function in lumber distribution can be bypassed to save money and gain additional market shares. However, the costs of distribution cannot be avoided, and the NAWLA "white papers" ask suppliers and customers to measure channel economics to determine the direct selling and direct buying boundary line. Channel bypassing can be inefficient and more costly, according to NAWLA.
For example, manufacturers with many small order accounts for which selling, service, and transactional costs exceed incremental contribution may be losing some "market liquidity" and long-term production stability. Retailers or industrial users
sometimes get a better price, but lose on total procurement cost and/ or turn/earn economics. The swing between excess-stock and stock-out problems can resutlt in inferior fillrates for their customers. More importantly, channel by-passing frequently spawns intermittent selling and intermittent buying, neither contributing to a company's growth.
The report shows that lumber wholesale-distributors provide an important accounts receivable financing role involving risks that mills may be reluctant to assume. Wholesalers generally have more knowledge of their customers than mills do, and the wholesaler's credit manager performs one set of activities for the retailer on behalf of the potential mill suppliers. Direct selling mills must do the same set of
October 1987
activities for a fractional piece of the retailer's business.
In addition, many lumber whglesaler-distributors invest in marketplace inventory and serve as a shock absorber between mill production and retailer demand. The wholesaler-distributor is the low-cost warehouser-of-goods. The movement of
Losses often offset gains for retai lers bypassing wholesaler distribution in buying chain direct selling and buying can be inefficient and costly less market liquidity, fewer financial and inventory services cited in NAWLA "white paper."
NAWLA says, that the expense of handling small claims is larger for them and the procedure is much slower than at the lumber wholesaler level. Retailers usually receive faster settlements and personal service to their claims from wholesale-distributors.
North American Wholesale Lumber Association's first position paper is being distributed to lumber wholesalers and their suppliers. Shortly, a similar, but different, position paper will be introduced to retailer customers,
Louisiana-Pacific Corp. and its Fibreboard Corp. subsidiary are developing plans to spin off Fibreboard from L-P ownership early in 1988.
Fine Textured/ Kiln Dried
NAVA-PINE
Premium Quality
Lumber
large quantities to the wholesaler usually results in the mill receiving quicker payment, thus permitting better cash flow. Likewise. the slightly higher prices paid to a "bestservice" wholesaler by retailers are offset by the turns and fill-rates available from quick delivery.
Many wholesalers provide a buying price and a selling price in the cash market, making a market in the forest products they purchase. Neither the mills nor retailers provide this function. During the frequent times of excessive mill inventory of certain items, the lumber wholesaler. not the retailer, is in an ideal position to help the mill liquidate the inventory using "win/win/win economics. " The mill wins by virtue of its quick inventory turn and bringing remaining inventory into balance. The wholesaler wins by handling the business and by buying inventory at a cheaper price which can be a "special" to his customers, resulting in a win for the retailer, according to NAWLA.
Additionally, retailers often file claims for shortages and damages on their shipments. Most of these claims are handled and absorbed by the wholesaler-distributor and never need to be dealt with by the mill. Producers should recognize,
Under the plan, all of Fibreboard's outstanding shares will be distributed to Louisiana-Pacific stockholders on a pro rata basis. Further details of the spin-off will be announced later. Fibreboard Corp. has been a wholly-owned subsidiary since L-P acquired it in 1978.
The potential liability of "asbestos lawsuits is the underlying reason" for the move, according to a spokesman.
Harry A. Merlo, Louisiana-Pacific's chairman and president, said that the spin-offwill allow L-P to focus its energies on its core forest products business.
"Although we've both benefitted from our association over the past nine years, we're at the stage now where we believe separating the two companies is in the best long-term interests of our stockholders," Merlo said.
Fibreboard Corp. - headquartered in Concord, Californiamanufactures linerboard, corrugated containers, insulation products, hardwood and softwood plywood and lumber. lts 16 plants are located in California, Oregon, Colorado, Louisiana, Texas, Washington and Arizona. Its Trimont Land Co. subsidiary owns Northstar-at-Tahoe, a ski resort and year-round vacation and conference center in California. Fibreboard had sales in 1986 of $231.8 million. lt was incorporated in 1917.
"We're looking forward to the (Please turn to page 75)
Half Pak PIL.
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Handi-cut/ Home Ctr. Brds. Half Pak Hf.L. and PlV.
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Our quality products start right here with the log. P&M's Resource Department takes pride in supplying our manufacturing facilities with the raw material they need to produce a premium CedarPro product.
Quality Control is important right from the start. By developing a specializedgrading system for Incense Cedar logs, we deliver our sawmills the right Iog for the right product, so our customers receive consistent quality products everylime.
After all, we're the CedarPros.
Dtstftbutors
NORT}IEAST
GEORGE MCQT'ESTEN CO.
lnn Horse Fark
North Billerica, MA 01862
(617) 663-3435
MD.STATE LI.JMBER CO.
2OO In*$rrial Pa*q,av Branchbu€, Nl 08876 (zot)7?549oO
SOUIHENST
FURMAN LI.'MBER CO.
8l9l Anrapolis Junction Rd.
Annapolis Junction, MD 2O7Ol
pol't 792-2234
EARLRAIFORD LUMBER CO.
PO. Bo:( 5498
Asheville, NC 28813 (704)2s3-567
EPPERSON LTJMBER SALES, INC.
PO. Box 1559
Statesville, NC 28677
Q04JA73432r
[&L LUI,IBER CO.
PO. Box 3267
Hunlsville. AL 35810 (205) 533-9220
WOODFORD PLYWOOD
PO. Box l73l
Albany, GA 31703
(912) 883-49@
Bmnches in Alabama Geogia & Florida
I-AXE STAIIS EMPIRE WHOLESALE PO. Box 249
Akron. OH 443O9 (216) 434454s
NORTHWEST HUMPHREY LUMBER CO.
PO. Box 99943
Tacoma, WA 98499 (206) s84€263
UPFEN MID WEST
CANTON LUMBERCO.
PO. Box 9328
Minoeapolis, MN 5544G9328
(612) 425-lrAO
IIEST
ALL.COAST FOREST PRODUCIS. INC
PO. Box M
Chii{r, CA 917@
(7r4) 627€5sl
HEDL1JND LUMBER & MACHINE STAIMNG
PO. Box 60O38
Sacrammto, CA 95860
(916) 33166ll
IMPERAL WHOTESALE
P.O. Box 256O5
salt Lake citY, uT s5125
(8Ol) 972-s6s6
CEDAR WEST CORP
RO. Box 5224
Dmwr. CA8o2fi
(3O3) 294.OO77
n NE of the hottest new growth V categories in the home center building products department is finished hardwood lumber.
First to recognize this trend three years ago was American Hardwood Industries, Titusville, Pa. (a division of Hammermill Paper Co. until this May when acquired by Weyerhaeuser Co.).
American's program consists Primarily of hardwood boards available in six species: oak, poplar, maPle, cherry, walnut and ash. Boards come cut to size in six widths (2" 3", 4", 6", 8" and 12") and four lengths (3', 4', 5'and 6'), are surfaced four sides (S4S) and free of most common defects, namely, knots, mineral stain, end checking, splits and wane.
Under the brand name "Redi-ToUse," American began marketing its program in 1984 to the top 100 home center segment. Since then, American's customer list has grown to include Home Depot, Builders Square, Lowe's, Payless Cashway and Grossman's, to name a few.
Key to American's success has been a flexible ordering program which allows customers to buY anY combination of species without any minimum order requirement. Plus, stocking customers are given display racks which hold up to 160 boards in the aforementioned sizes.
Now a Weyerhaeuser ComPanY, American Hardwood Industries is hoping to solidify its leadership position in the dimensional hardwood board market.
"Prior to the Redi-To-Use concept being available in home centers, the average home woodworker wanting to buy hnished hardwood boards would be sent to the specialty hardwood store," explained Bill Simmonds, vice president of Weyerhaeuser's Repair and Remodel Group.
"Hardwood boards found in most specialty hardwood outlets are typically surfaced two sides instead of four. They also contain more defects
and are generally more expensive than our Redi-To-Use boards."
"What we see in the Redi-To-Use concept is an opportunity for home centers to earn higher than average margins from an elite class of d-iyer," Simmonds explained. "The cross merchandising sales potential these customers represent with products like stain, hand tools, power tools and sandpaper is enormous. Just as important, our research shows they're less sensitive to price than most d-i-yers."
Arnold Curtis, president of Weyerhaeuser's Northwest Hardwoods Group (who, together with Simmonds' Repair and Remodel Group, shares the management responsibility of American) talked about their planned expansion:
"We plan to increase our present production capacity by several times over the next 12 months to support an aggressive national marketing program to be introduced this fall. Additionally, we intend to regionalize our distribution to maintain our reputation for shipping orders complete and to the customer within l0 working days."
"Our many years of experience producing hardwoods can only enhance the Redi-To-Use program," added Curtis, "especially when combined with the high caliber of employees we inherited with the American acquisition. Our future in this business is indeed promising."
Home center d-i-y customers buying lots of finished hard' wood boards. higher than average margins...tremendous potential for add on sales...aggressive marketing programs available.
Folding wood patio table, bench and stool kits are new from Zircon International.
Made of durable treated pine, the furniture can be unfolded by one person and set up in seconds and refolded for storage just as quickly. Other natural woods are also available.
Wood tops, legs and supports are attractively integrated for safety and sturdiness. The pieces can be stained or painted.
Tables come in 4 ft. and 6 ft. sizes packaged in KD kit form. Each kit contains a table and two benches, with stools offered separately as an accessory.
Sturdi-l-Floor plywood flooring now comes in a tongue-and-groove
A special auto-feed fuel hopper feeds the fuel to the burn ring at a pre-set rate. The clean-burning unit also has a built-in ash pan for easy cleaning.
A wide, one-piece etched glass door allows viewing of the flames, with door trim ring and stove top available in gloss black or 1l other colors. Hopper extensions are offered so a three-day fuel supply can be loaded in the hopper at one time.
Possible fuel sources include almond hulls, sugar beet pulp, cotton gin residue, wheat straw, etc. A different burn ring accommodates 1000/o shelled corn or stoker coal. ar-rd a special grate permits burning of lump coal or regular logs. design for rapid installation from Temple-Eastex Inc.
Available in 4 ft. x 8 ft. sheets in thicknesses of 19/32" and 23/32", it provides a flat, strong floor in compliance with APA performance standards.
Fire At HomeA multi-fuel stove designed to burn either standard wood pellets or pelletized plant forage products is now available from Nordic Stove.
An all natural, dark walnut colored hardwood featuring a beautiful grain pattern and considered one of the most dense and rot-resistant of woods is now being imported from South America by Greenheart Associates.
The extreme density and weight of Brazilian Pau Lope, from the family Tabebuia, is said to prevent splitting, splintering and warping, making it ideal for outdoor uses. such as decking or outdoor furniture. It is also said to be highly fire and vandal resistant.
The chemical-free wood supposedly derives its unique qualities from the hardships it endures in hot Brazilian forests, infested with fungus and destructive insects.
A new siding is available in a variety of groove widths and depths from Coastal Lumber Co.
Manufactured of southern vellow pine, the quality rough-sawn or scratch sanded Magnolia Siding is designed for exterior or interior applications. All grades are said to meet or exceed industry standards.
For- more information on New Products write The Merchant Magazine.4500 Campus Dr.. Suite 480. Newport Beach. Ca.92660.
Please mention issue date and page number so we can process your request faster! Many thanks!
The first sheetmetal connector to incorporate the toe nailing technique with a joist hanger support to drive a number of the nails in double, instead of single, shear is new from Simpson Strong-Tie.
The connector directs common l0d or l6d nails through diestamped slots at an angle so that penetration is not only through the joist but through the header as well. The load is now transferred to two shear points on each nail.
Double-shear nailing reportedlY speeds up installation time, increases
The wallcoverings are untrimmed and come in widths of 36". The average roll is 55 yards.
A predecorated hardboard Panel with a moisture and stain resistant melamine finish, Stylebord is now offered by Georgia-Pacific Corp.
A musical Christmas candle is now offered by MultiNational Marketing Associates.
the connectors' load values, requires fewer nails, provides more holding power, doubles the overuplift resisiance and overturn stiffness. and, at the angle at which the nails are driven, allows framers to get a good swing.
Vinyl, expanded vinyl and fabric wallcoverings with odor-neutralizing and anti-static properties are among the innovations from Sincol of America.
The odor-neutralizing coverings are made from reprocessed natural raw materials that are mixed with vinyl. They are said to be ideal for areas where clean-smelling air is of the essence. Four other styles are said to have very little static electricity, so dust has diffrculty adhering to the material.
Patterns include deeply dimensional geometrics, metallics, wood prints and stone designs, which include a number of ceramics designs with actual chips adhered to the wallcovering.
Available in flat or scored 4 ft. x 8 ft. panels, it comes in popular swirls, marbles, flecks or floral patterns. The scored paneling offers a ceramic tile look with easier installation, maintenance and cost.
Commencement Bay Studs from Simpson Timber Co. will now carry end branding on each stud for easier recognition.
The brand end identity is being added to the precision end trimmed
The snowman-shaped wax candle contains a built-in Nicad batterypowered musical device that Plays i'Jingle Bells" and three other Christmas carols whenever the candle is lit. When the candle is blown out, the music stoPs until it is lit again.
A Santa version is also available.
A primer that "breathes" to let water vapor escape through wood without blistering, cracking and peeling the covering is new from Zinsser.
studs in response to requests from wholesalers and retail dealers.
The studs are milled from the frnest hemlock and Douglas fir harvested from the forests of the Northwest.
A water-based (latex) acrylic formula, Bulls Eye l-2-3 also performs all the functions of a primer-sealer: sealing the pores of the wood, blocking out stains and adhering frrmly to the surface.
A water-based top coat that also forms a vapor-permeable hlmnot an oil-based paintis suggested for use over the primer.
A new line of caulking gun loaders specially designed for plastic pails has been introduced by Force-Flo, Inc.
general roof maintenance sealer to recondition and extend the life of older roofs.
Available in one-gallon plastic bottles and 5-gallon pails, it can be poured, mopped or sprayed on the surface.
A new line of easy-to-assemble bathroom vanities, modular wall cabinets and work benches from Bass Cabinets employs unique interlocking dovetail joinery that eliminates the need for tools, fasteners. screws or finishing.
All pieces in the compact kits are said to fit together in minutes with pre-cut dovetail joints. In addition, the cabinets are completely finished
The loader can pump one pound of material into a caulking gun in about four strokes, eliminating waste by preventing spillage, contamination and skimming over.
A roof repair product that hnds and seals leaks is new from Zircon International.
A water-based asphalt emulsion formulation about the consistencv of thin syrup, Seek & Seal follows-the water course under sheathing and fills it from entry point to drip point.
It can be used on pinpoint holes and surface cracks in most weather, including when water is standing on the roof. It can also be used as a
inside and out to eliminate the need for painting or staining.
The core material of the SlideLok cabinets is l/2-in. and 3/4 in. pressboard.
A variety of cabinet styles is available, in natural oak, dark oak. white oak, almond and other designer colors.
Three new motion detectors which automatically turn lights on and offwithout the light switch being touched have been introduced bv Honeywell.
The devices use passive infrared technology to sense when there is movement in the room. The movement generates heat, which activates the lights.
The first switch is activated bv the wave of a hand through a sensor beam. An adjustable nozzle can change the direction or sensitivity of the beam.
The other two models use wideangle sensor beams to detect any movement in a room. When the movement stops, a timer begins counting and the light will automatically go off after a preset interval of time between three and 30 minutes. One control is designed for wall and overhead lights, the other model for tabletop and floor lamps.
October 1987
A high pressure power washer that reportedly accomplishes extra tough jobs in a fraction of the time required with an ordinary hose or brush, while using considerably less water. is new from K.E.W. Inc.
Featured are an automatic built-in chemical injector and adjustable spray nozzle. The tool may also be used with sand to provide sandblasting of old paint or rust from most surfaces.
Accessories include rotary brushes, a drain nozzle for cleaning clogged pipes and a suction probe for using sand or abrasive grit in place of water.
A five-piece outdoor dining set constructed from pressure-treated select grade pine is new from Calder Manufacturing Co.
Shipped partially assembled in KD form, the set includes a 58" oval umbrella table and four slat arm chairs.
The Wolmanized lumber carries a lifetime guarantee against rot and attack by insects. Also available are chair pads, umbrellas and benches.
A ceramic tile cutter and a complete, convenient tile cutting center have been added to Allway Tools' line of carbide tools.
The cutter features a carbide cutting wheel similar to those used in glass cutters, which reportedly scores the tiles perfectly every time, The jaws are placed over the scored line and the pliers sqeezed.
The compact merchandiser includes five each ofthe cutters and l0 each of three different types of saw blades.
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!
A new call-in control from Honeywell allows lights and appliances to be turned on and off through a phone call.
Reportedly able to operate any light or appliance up to 1500 watts, the device is plugged into any outlet and then the appliance and touch tone phone are plugged into the device. After the telephone rings a predetermined number of times, the device will beep twice if the appliance is on or once if it's off. By touching the phone buttons, one can start up, shut offor monitor the appliance.
A manual override permits operation of the light or appliance at home without unplugging it from the callin control.
A series of versatile strip merchandisers is available in durable metal or flexible plastic from Clairson International.
Semco Cricket Clips allow products to be hung by the clip and/or over the clip.
Clips come 6 or 12 to a merchan-
A new garden window has been introduced by Metal Industries, Inc. Features include a single or double glazed window, an adjustable shelf, and easy inside venting operation. The window comes in three sizing applications: standard new construction sizes. custom sizes (made every l/2"). or blindstop sizing, which is sized to fit and install on the blindstop of a double hung wood window, just like a storm window.
diser; the 6-clip model hangs almost l7 in. and the l2-clip hangs 3l in. Standard color is cream in an attractive powder-coated epoxy finish.
A Scanlok tag holder to display product pricing and inventory identification is also available.
An electronic level for determining or duplicating level surfaces or angles is new from Zircon International.
Anglesensor's durable yet sensitive electronic components are built into a sturdy anodized aluminum carpenter's rail level. These components signal with visual and audio cues when the surface is level or when the slant or tilt match the angle preset on the angle dial.
For more information on New Products write The Merchont 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 thanks!
A two-part epoxy admixture for use with sanded joint filler which reportedly prevents attack by some dilute acids, alkalies and chemicals that break down unmodified cement-based grouts is new from Summitville Tiles.
The dial gives a full 180' spectrum and permits presetting of the angle to be referenced from level (0") to perpendicular (90") up or down from level in 5" increments.
The tool also facilitates testing or setting angles by one person. overhead or in other diflicult to reach situations.
The first product to prepare vinyl surfaces for wood flooring installation has been introduced by Franklin International.
Vinyl Blocker eliminates migration of plasticizers (common to vinyl floors) that can cause wood adhesives to lose their strength, allowing. the wood to shift and come loose.
Available in gallon and 5-gallon pails, it can be brushed or rolled on.
Part A (resin portion) and part B (hardener portion) are pre-proportioned for mixing with a 25 lb. bag of grout. The combination has been formulated for grouting quarry tile, ceramic mosaics, decorative tile, pavers and brick.
The admixture is sag resistant, suitable for floors or walls, and can be used as an epoxy topping to remodel and improve existing cement-based grout installations when existing joint is l/4" below the tile surface.
of Redwood & Doug Fir Lumber
Posts, poles, pilings, timber, crossarms, grapestakes, dimension lumber.
Pacific Wood Preserving of Bakersfield produces virtually all pressure treated wood products. And, with computerized inventory control, Pacific Wood Preserving of Bakersfield offers accurate and complete service. A single phone call can put this complete capabil ity to work for you. Call today:
Steve Ryan, General Manager
In California (800) 582-3950
Outside California (805) 833-0429
Melamine panel, partlcleboard, hardboards, ced.ar closet lining, Tbumsend bqrdwood planking, C-SeIect Douglas Fir
A sturdy, comfortable window seat for cats up to 25 lbs. has been introduced by Kitty Purr-ch.
reportedly remain secure, yet allow for easy removal and remounting when it is necessary to paint the house.
Manufactured from heavy polystyrene using an injection molding process, the shutters are both lightweight and durable. Backed with a five-year full replacement warranty, they will not warp, split, peel, rot or mildew.
Featuring a soft, removable, washable cover, the 12" x 20" perch is said to slip onto windows in seconds, in most cases without the use of tools.
It comes in light grey, natural or butter colors.
Louvered or raised panel shutters from Cellwood feature an exclusive "Clip-Mount" system for quick, easy installation on masonry, wood or vinyl siding.
The weather-resistant clip mounts
Seven decorator colors are offered. The shutters can also be painted with most latex paints.
A new, custom-designed floral frieze has been added to Summitville's line of decorative tile. Featuring a multi-color, leaf and floral pattern on 6" x 6" xl/2" quarry tile, it is available on White or offwhite backgrounds. The frieze can be used as a con-
tinuous running border below ceiling or crown mouldings, as a chair rail border, or as a finishing touch for counters, backsplashes and walls.
It is sold six tiles to a section, with a finished end also offered to allow for a short or long conclusion.
A new country white stain for use as a pickled finish on open-grain woods is now available from UGL.
The product can be tinted with most universal tinting colors. It seals and stains when wiped on all varieties of wood. Its controlled penetration assures uniform color tone without streaks or lap marks.
The stain comes in half-pints, pints, quarts and gallons.
Bath and shower enclosures which provide the look of sand etched designs at half the cost are new from NoviAmerican.
Breakable tempered glass has been replaced by Saf-T-Glaze styrene panels that are puncture and shatter resistant. The plastic panels are bronze-tinted, with one of four contemporary patterns silk-screened and bonded onto them.
turn ordinary rooms into showpieces.
The Merchant Magazine fixtures frosted with pastels; "Pic Wicker," rectangular shapes creating movement through repetition, and "Serpentine," an interplay of light and shadow cascading down a carved surface.
Constructed of fine-grained Ponderosa pine, the windows are carefully weatherstripped, many doubleweatherstripped, and available with a number of options, including authentic divided lites, exterior prefinishing, special jamb sizes and more.
Shapes include round tops, circles, ovals, triangles, pentoids and trapezoids.
To ensure smooth and quiet gliding, the panels run on nylon ball bearing rollers. The self-draining bottom sills are trackless for easier cleaning.
Adaptable to any standard tub or shower area, Sensations enclosures are reportedly easily installed since wall jambs are pre-applied with highbond tape to eliminate the need for drilling through tiles or walls.
Windows from Marvin Windows can update remodeled rooms or
Distinctive sets of bath and powder room fixtures handcrafted by modern artists have been unveiled by Kohler Co.
A total of nine Artist Edition sets are available, all with surface designs applied in the same quality glazes using the same frring methods used on vitreous china fixtures. This is said to result in designs that won't wear off.
The four new additions to the collection include "Sentimenti," blush fixtures touched with a striking design in aqua, yellow and lavendar, "Northern Lights," thunder grey
For more information on New Prod ucts write The Merchant Mogozine,4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!
Cheval mirrors that can be easily moved from room to room have been introduced by Monarch Mirror Door Co.
moisture and heat for seed germina- an information tion. storage space.
Used as a cost effective and aesthetic alternative to rip-rap and concrete or asphalt linings, the grass green-colored mat comes in 6 ft. widths to reduce installation costs and seam overlaps.
A skylight display built to resemble a household roof demonstrating how the window fits into place is new from Pacific Skylights Manufacturing.
Built of durable wood, the easily assembled case measures 3 ft. by 4 ft. wide and stands 6 ft. high. It includes
The distortion-free mirrors come in an oval shape in a poplar wood frame with walnut hnish and a rectangular conftguration with poplar frame and oak finish.
Each cheval mirror weighs 20 lbs. and tilts to give a full view.
Constructed of quality float plate glass, the mirror size is 50-l/4" x l9l/2". The full unit stands 6l-l/2" high x 23-1/4" wide x l9-l/2" deep.
A mat designed to control erosion where simple mulching techniques do not work is new from Greenstreak.
Sure Mat, a flexible, three-dimensional web of bonded vinyl monofilaments, protects freshly graded slopes and channels from water and wind erosion until a protective cover of natural vegetation can be grown. When the vegetation starts growing, the soil and root system becomes entwined with the web for permanent erosion control.
The product conforms to irregular ground surfaces, reduces run-off flow velocities and concentrations, reinforces and anchors new vegetation to prevent washout, and retains
A new. lon'-cosl ar-rtomatic door closcr is no* urlilablc liom Pet-[:ze.
Feuturing adjr-rstable tcnsion. the cloor ckrscr can bc easilr installed on lcli or right hancl opening doors. It cen evcn acconrnrodate a hall'hour lrrc door.
dut) casters. ancl an enamel coated, l " tubular stccl lianrc.
lnd liligrce patterns. and four-light spollight kits in snou' white as well as lntiqr-rc ancl bright brass tlnishes.
Sliding cloor lalches are norv availrublc fionr Schlagc Lock Co. 'fhe lockscts can be adjusted for a l-l/8" to a l-3/-1" door thickness. lQueq'
..\ credenzu bed fiom 1\{Sl f'eaturcs a twin bcd which tblds out fronr a vani11' cabinct.
The conrpact 3l-I /)' x 34" x 1 7" bed ofi'ers snrooth, quick ertension. strong lateral steel sul.lports: heavl
'I he credenza conrcs in lbur turniturc stl les: cane. classic. traditional and prorincirrl. \'in1 I nroulding protects thc ur-rit's edgcs fiom chipping.
C'eiling firn accessories including bevelccl glass lncl brass llxtures in a varietl of' anticlr.re candelabra and ronlemporary styles have been introducc(l by llunter [:an ('o.
m w il ru
,.\ turn button is positioned on the insidc ol'the door and an emergency rclerrse t'n tlre out:ide.
k f
..\rrong the new styles are three nrr-rlti-pnnclccl bevelccl irntique glass ancl brass kits in scrcral three-light shapcs: lbur sicle glass shades f'eaturing 2.1'fi, hancl-cut leacled c11'stal plus an opll shaclc rr'ith gold trinr bands: a f'our-light Victorian gaslight and lluslr rrrourtt kit il ith irtlricltc t. ur\ es
The latchcs come in brass, antiquc brass or chronre.
Garden Hose Hanger
.,\licr thc luwn has been watered, garrlcn hclsc nozzlcs can now be hung r-rp on thc ncw Nozzle Niche fionr the KRSS Co.
\llcle ot'tougl-r. clcar acrylic plastic. thc devicc casily attaches with its own scre\\' to thc sidc ol the house near tirc hosc.
South Bay Foresl Products, a very special manufacturer of specialty lumber products, has a winning combination for you.
A new line of Halon fire extinsuishers from BRK Electronics is designed to douse fires quickly with no messy residue to clean uP afterwards.
Ifi\ v (t
Garage organizers from Webber Marketing Co. are simply hung down from exposed rafters to Provide more than 200 lbs. of storage strength.
The organizers can hold long items such as garden tools, lumber' oipe. skis. boaisails, paddles or fishins poles, or a sturdY board maY be plicbo on the bottom of the two ors,anizers to make a shelf.
\o tools are required for installation.
Each unit is triggered bY a thumb activated lever, while a molded hand grip offers safe, easy, one-handed operation.
Both a compact and larger model are available.
An improved surfacing comoound from Muralo is said to feature iuperb knifing allowing for fast and easv application.
Soa'ckte reportedly offers minimal shrinkaee foi maximum results with a sinelJapplication. Ready to use, il OrieJsmoottr and feathers to a fine edge.
A unique picture hanger from Johnson Enterprises takes the hammer and nail out of the Picture.
The Pixie Picture Hanger drills its own hole in drywall, plaster' panelins or plywood, neatly slipping int-o ttrE wafi and "locking" into place. It is also said to remove easily without wall damage.
A single hook reportedly willttold heavv mirrors. wall clocks or large paintings uP to 50 lbs.
Order now from Higgins Lumber inventory, We deliver in days, not weeks.
Get your share of the high-profit holiday renovating/remodeling business with our newly inventoried 3/+" x 2Y+" Walnut flooring'
Onlv solid, steamed, Black Walnut lJuglans nigra) Iumber is used for this beautiful flooring' Available from stock. No more 6-8 week delivery schedules.
[Meets or exceeds same standards as set by N at ional Oak Flooring Manufacturing Associationl'
A LIBERAL mix of business and frl pleasure marked the Wood Moulding & Millwork Producers Association's recent summer meeting at the Rancho Bernardo Inn, San Diego, Ca.
Among the highlights was a round table discussion, in which all attending exchanged ideas, philosophies and methods on a variety of topics, such as health insurance, employee training, production scheduling, yield, offshore insurance and leasing vs. owning trucks.
Speaker Richard L. Sabby, a
Wood Moulding & Miilwork Producers Association's summer meet in San Diego, Ca. strong attendance marks weekend of business and pleasure. . . 1988: San Diego, Feb. 10-13.
WMMPA associate member, addressed "Your Company & Personal Investment Strategies," covering stock market cycles, mutual funds and his company, Investment Strategies, Inc.
The Educational Entertainer, Richard Flint, spoke on "How Do You Spell Sell?" He explained successful management strategies, stressing "the need to let people know that they matter."
Association president Johnny
(Please turn to page 86)
National Hoo-Hoo-Ette Club board members voted for the organization to become an associate sponsor for Project Learning Tree at the fall board meeting in Eugene, Or.
(Hoo-Hoo-Ette Club members were included among volunteers Jighting forest Jires in southern Oregon and northern California from mid-August to mid-September. Linda Reed, Hoo-Hoo-Ette publicity chairman, Maks Wood Products. Eugene, Or., describes their work in the following article-ed).
The past few weeks have found many of our members in southern Oregon and nothern California involved in putting out some 1250 fires started by lightning. Many of
Meeting at the Hult Center for the Performing Arts, Aug. 2l-22, the group heard a presentation of PLT given by Janell Renoud of the American Forest Council. The immediate goal of the Hoo-Hoo-
our members were involved in dispatching 24 hours a day.
When it became apparent that many of the firefighters were not being fed, members quickly got on CB radios and with the help of the Red Cross and local residents prepared dinners for 200 plus in school cafeterias. Members on the home front also prepared box lunches and sent packages to husbands whose no. I priority was clean underwear.
One of our members stated that the area looked like a war zone. Jeeps were traveling
Ettes is to attend regional workshops sponsored by the U.S. Forest Service as preparation for working in the environmental education program for educators and other adult leaders working with young people.
towards the fires with uniformed firefighters while residents were evacuating in their pickups filled with furniture and personal possessions.
R ural fire departments from miles around, Civil Air Patrol, National Guardsmen, firefighters from Boston and North Carolina, as well as local millworkers, loggers and private contractors put forth a I 100/o coordinated effort to combat this natural disaster.
It will be 100 years before some of these forests will reach their pre-fire state.
WlilEnY T0UR was popular part 0f the National Hoo-Hoo-Ette Club fall meeting. (front row, left to right) Syma Gapski, Kathy Belisle, Cathy Miller, Ramona Miller, Marj Reffstrup, Ken Rellstrup, Rose Miller, Bob Miller, Yolanda Waters, Barbara Hickey. (second row) Genee Heinz, Connie Miller, Carlene Pratt, Carlene Belisle, Norma Delagardelle, Rita Jedrzynski, Becky Solomon, Carol Gray. (third row) Virginia Brown, Carla Robertson, Doris Hassman, Peggy Cope, Lillian Lee, Betty Jones. (back row) Zella Akers, Dennis Koffler, Brenda Sidwell, Norma Morris, Cle Frederick, lva May Van Noy, Gina Rosecrans, Ray Morrissey, Loretta Morrissey, Nancy Jodoin, Mike Jodoin, Lissa Voorhees, Dirk Voorhees, Teresa Williams, Bruce Carrol, Dean Williams, Jerry Solomon.
"Making Waves" is the theme of the Lumber Association of Southern California's 37th annual management conference, Nov. 5-7,1987, at the Marquis Hotel, Palm Springs, Ca.
"Wave makers" on the program
include Dr. Iben Browning, climatologist, speaking on "Climate and the Affairs of Man;" Wayne Quasha on "How To Increase Profits Through the Traditional System," and attorney Bruce Givner, on "The Tax and Legal Aspects of Passing the F-amily Business to the New Generation."
Hall of Famers for the annual meet will be Clint Rygel, Irrank Purcell, Ed Fountain, Sr., and William Cowling, II.
Also featured will be the Second Growth Panel on "Making Waves," in addition to special lunches, cocktail parties, dinner dance, golf and tennis.
Ray Lizotte, a 37 year veteran of the forest products industry, has retired from Gregory Forest Products, Glendale, Or.
"The best green Douglas fir man on the West Coast" is the way John Cole, marketing director for Gregory, summed up Lizotte's career.
After leaving Yakima, Wa., with his wife. Minnie, in the early 1950s, he started in the lumber business at the bottom - sorting lumber and grading for Baugh Bros., Los Angeles. Ca. In 1955. he went to Tarter Webster and Johnson, Los Angeles, as a lift truck driver. His first opportunity in sales came when he went to Rialto. Ca., to work for Frank Hasey at Tarter Webster and Johnson.
ln 1962 he moved to Inland Lumber Co. as a lumber trader, later becoming vice president in charge of purchasing. In 1975, Lizotte started his own wholesale company, R & L Wood Products, in Rialto. He later moved this operation to Grass Valley, Ca. In 1984 Lizotte joined Gregory Forest Products, Glendale, Or., as lumber sales manager, working there until his recent retirement.
"Ray's understanding of values, lumber and the market place will be missed by the mill and his many customersn" said Cole in extending the company's best wishes for the couple's retirement in Grants Pass, Oregon.
iluttll{0 0llEfi industry news are lll John Hampton, Ken Patrick, Strayer Pittman. l2l Larry Gagne, Tom Lapinski. l3l Bob Hunt, John Steohens. [4] Bill Hill, John Crane. l5l Victor Acevedo, Mark Aurelio. 16l Janice &
Leroy Smith. l7l Casey Dean, Lon Sibert. lEl lvan Hanson, Charles Glackin. 19l Dick & Judie Flugel. tl0l Bill & Madeline Christensen, Dorothy Patrick. ll ll Ann & John Sirois.
ll2l Ardyce & Roy Savage. ll3l Mark Pinto, Vic Hadley. ll4l Larry Wood. llSl Jeff Alden, Donna Drummond. ll6l Dyer Vann, Apelicia Pinto.
f SSOCIATION investments rn frl the do-it-vourself and remodeling markets in the past few years are paying off, Western Wood Products Association chairman Dick Parrish told members at their recent fall meeting.
The Boise Cascade executive said, "Our marketing drive has Placed strong emphasis on do-it-yourself and remodeling contractor Promotions. all encouraging more wood use. And what are we seeing? A continued and vigorous upward trend in our woods used in rePair and remodeling. We justifiably can accept credit for pushing some of that demand along. This in turn indicates we have here a program which is paying for itself."
In other business. WWPA President H. A. "Bob" Roberts forecast that the U.S. will use a record volume of softwood lumber in 1987, the fourth consecutive year lumber consumption records have been broken.
More than 50 billion feet of lumber should be used in the country, 5.3Vr more than in 1986the Previous record vear. Roberts added.
"lt has become clear that western lumber producers have been able to take the most advantage of the changes in events," Roberts said "We in the West have benefitted because overall demand maY have taxed other regions' ability to supply."
Lumber producers in the Coast and Inland regions of the West are expected to produce a record 21.8 billion feet of lumber this year, up 9.5'l' from last year and an increase of nearly l0 billion board feet from the depth ofthe recession in 1982. "Western mills have increased their productivity an amazing 600[ since 1979," Roberts said. "Capacity for our industry exceeds 24 billion board feet a year and it appears thal
the industry is now operatlng at slightly over 90oh capacitY."
Repair and remodeling use of lumber has provided the stimulus for the all-time high demand, according to Roberts. Repair and remodeling is expected to use a record 15.3 billion board feet, representing 3l% oftotal lumber consumption. That volume has increased by more than 7 billion feet in just five years.
International markets for U'S. lumber have also improved. Lumber exports should reach 2.2 billion board feet this year, up 14% from 1 986.
Roberts also predicted lumber demand to remain strong into 1988, though not at record levels. Total ll'least IItnt tu Pagc 76)
The new North American Wholesale Lumber Association 1987-88 Membership Directory provides retailers of forest products a valuable source of wholesaler-distributors whose value-added services to lumber distribution can lower total costs and improve profits for both suppliers and customers.
Retailers will find the publication a source of dependable wholesalerdistributors who are specialists at delivering products at the lowest total procurement cost.
The 95-page directory features NAWLA member firms throughout North America who are directly and indirectly involved in forest products distribution. The 346 wholesaler members are listed in alphabetical order by state/province and city. Each listing features the name, address, telephone, telex, and fax numbers, personnel, species and
products distributed, and market regions served. The listings also note firms operating distribution yards and reload centers.
New to this year's directory is a special section devoted to the association's newly created wholesalerprocessor membership category. This section features 17 secondary lumber manufacturers listed alphabetically by state/province, and includes information on their facilities, species, products, market areas, and modes of transportation.
Associate listings cover 194 primary manufacturers of lumber, plywood and related wood products, while service affiliate listings carry a roster of 61 members who provide goods and services to forest products distributors. Both categories are listed alphabetically by company name.
The directory also features a quick reference index to help users easily
DOMESTIC HARDWOOD TUMBER IMPORTED HANDWOOD LUMBER SUGAR PINE, HARIIWOOD AND SOFTWOOD PLYWOOD PARTICLEBOARD, FIBREBOARI)
The Merchant Magazine
locate individual companies. The front pages are devoted to the many services North American has to offer its membership which can improve their value to their customers and suppliers. Dates and locations of future NAWLA annual, sector, and regional meetings are included. Association officers, directors, committee chairmen. and staff are listed to acquaint users with the NAWLA leadership.
Copies of the directory may be obtained from NAWLA, 2340 South Arlington Heights Road, Suite 680, Arlington Heights, Il. 60005. The cost of the directory is $10 postpaid.
IRUCK 0RIUER Louis Rodriguez Jr., Fremont Forest Products, Whittier, Ca., placed third in a field of 182 flat beds at the 7th Annual World's Greatest Working Truck Show in Anaheim, Ca., recently. In addition to preparing the Fremont truck for showing, he demonstrated his driving skill with its trailer attached. All trucks were required to have been driven a minimum of 1000 workino miles per year. Judging was on a point basii in six categories: technical inspection, attractiveness, engineering, judges' personal opinion, mileage and age. The show is held each year for the benefit of the Crippled Children's Society.
Hardwoods of the Pacific Northwest (19 sPecies)
An upto-date look at Northwest hardwoods (two Parts)
A background on alder's PoPularitY (two Parts)
The Cinderella tree of the Northwest (West Coast red alder)
Western MaPle
Oregon Myrtle, smooth & tough
Developing California hardwoods black oak)
Northeastern Hardwoods (four parts) (yellow birch, hard maPle, black "h""ry, beech, red oak, soft maPle, basswood, ash, white birch, yellow poplar)
A background on walnut
Black walnut
General physical ProPerties of Southern hardwoods (16 sPecies)
Working with hardwoods (16 sPecies)
Hickory's looking good (two parts)
Koa: the Royal Hawaiian hardwood
Malayan Hardwoods (chart) (48 sPecies)
Some Malayan Hardwoods (two parts) (10 sPeciesr
A quartet of related Asian Hardwoods (aPitong, gurjun, keruing, yang)
The five species of meranti
Ramin: a commercial light hardwood
Commercial satinwood
The romance of teak (two Parts)
Tropical woods from Mexico (cocobolo, goncalo alves, primavera, canalete)
More on tropical woods from Mexico (guanacaste, lingnum vitae, capomo, ebony)
Banak: a mahoganY substitute
Cedro: the volatile Latin
The hearyweight and the lightweight 0ignum vitae, balsa)
Two prominent Brazilian hardwoods (rosewood, jacaranda, goncalo alves)
Two varieties of brosimum
We recently received the notice of your 65th year of publication. Congratulations! That's a long and enviable record, one to be recognized and heralded.
In a time when publications come and go with regularity, it's a pleasure to see one that services this primary industry well, providing useful and needed information, as well as being the voice, the historian and the archivist.
Congratulations to you and to your staff - may the Merchant Magazine continue at least another 65 years.
As we get ready to celebrate The Capener Company's lOth anniversary, it's nice to get your notice.
The Capener Co.
5830 Oberlin Dr., Suite 300
San Diego, Ca.92l2l
Congratulations on the 65th anniversary of the founding of The Merchant Magazine, et al. I am sure you take great pride in celebrating this event.
Certainly, there are very few companies that survive, grow, and prosper for those many years. You give credit to your advertisers and your readers; however, you and your staffshould also take a bow for keeping the publication in the forefront of our industry.
Best wishes for another 65!
John Bates
Westmark & Associates
3186-El Airway Avenue
Costa Mesa, Ca.92626
65 YEARS AGO
We truly enjoyed your editorial about the65thanniversary of The Merchanr .l am sure Daddy would be pleased.
Katherine Wray (Mrs. Newton)
4718 Hallmark
Houston, Tx.77056
(Mrs. Wray is the daughter of the late Jack Dionne, who founded The Merchant Magazine in 1922-ed.)
From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle
to customer specification.
Drawer 4779, Arcata,, Ca.955Zt 707-822-3648
The Merchant Magazlne
There was an error in the September issue of The Merchant Magazine. There are 128 cu. ft. ofwood in a cord, not 80 cu. ft. as was printed on page 64.
Ed Fedinew
H&M Wholesale Lumber
P.O. Box 326
Etiwanda, Ca.
Although we didn't acplain, the source of our information, John Kaufmon, National Forest Products Week rep, does: "One cord equals a stack of wood, 4'x 4'x 8' or I 28 cu. ft., which includes bark and air. A cord of solid wood when compressed equals 80 cu. ft."ed.
Since my subscription expired recently, not having The Merchant Magazine to read each month, is leaving a real empty space in my days of retirement.
I have been retired 5 years. The wife and I have enjoyed every day of it traveling, working in our yard and just taking it easy. I do miss the Hoo-Hoo meetings and working with a sales crew and the many building supply accounts we served.
Please accept my new subscription for 3 years starting as soon as possible. Frank Stanger
22ll W. Coronet Ave. Anaheim, Ca.
If you are involved in a dispute with a supplier over a bill, identify any checks sent to him with the invoice number or date ofdelivery ofthe goods covered by the payment.
This will prevent him from applying the payment to the disputed transaction.
With a four acre drying yard, dry kitn and complete milling fagility, we look forward to serving your requirements.
Frosf Hordwood Lumber Compony-the source for quoliV imporled ond domeslic hordwood lumber ronded on lhe wesf coost.
October 1987
(Continued from pagc 5I ) challenge and opportunity of being on our own and serving our new stockholders," according to Lawrence C. Hart, Fibreboard's chief executive officer.
Hart joined Louisiana-Pacific in 1978 and served as L-P's corporate controller and as general manager of one of its large California-based wood products divisions before being named ceo of Fibreboard. A graduate of Portland State University, Hart is a member of the Financial Executives Institute and serves on the board of both the Western Wood Products Association and the Western Timber Association.
Louisiana-Pacific is intimatelY familiar with spin-offs; it was formed in 1973 as a spin-off from GeorgiaPacific Corp. L-P's consolidated annual sales are in excess of $1.5 billion.
The parent firm of Dixieline Lumber Co., San Diego, Ca., has proposed the sale of 2'10/o of the common stock of Dixieline Products, which includes Dixieline Lumber' Nortek Inc., Rhode Island-based building materials and equiPment conglomerate, registered with the securities and exchange commission the proposed sale of 1.6 million shares worth as much as $23 million to reduce its short term debt.
Dixieline Products, including the lumber company, two door companies and a stair Parts manufacturer, almost triPled net earnings during the first half of 1987 over the same period last year to about $4.08
million on net sales of $106.05 million.
Since Nortek acquired Dixieline Lumber in 1985. the chain has expanded from five stores to eight by moving into former Handyman locations. Four new stores are set to be opened in the next six months, in Lomas Santa Fe, Vista, Carlsbad, and Rancho California, Ca.
Home building, especiallY remodeling, is expected to continue as the second largest market for plastics through the year 2000, consuming almost l5 billion pounds annually by the turn of the century.
Currently the building industrY accounts for some 200/o of the volume of all plastic resin Produced. Commodity plastic, Particularly polyvinyl chloride (PVC), is used in
pipe and nonstructural applications such as siding and window frames. Use of engineering plastics is expected to increase in small functional parts such as casters, pulleys, latches and in applications such as pipe fittings, fixtures and protective glazing.
Expected demographic shifts with more single households and couples without children will result in smaller multi-family dwellings where plastics will contribute to design functionality at reduced costs, according to a report prepared for the 50th anniversary of The Society of the Plastics Industry. Multicolored bathroom and kitchen ftxtures, rolling shutters, whirlpool baths, windows, built-in furniture and energy conservation features will utilize various plastics. Plastics are expected to continue to be among preferred materials for replacement windows, bathroom fixtures and siding for remodeling single family homes.
(Continued front page 7l)
consumption for next year is forecast at 48.8 billion feet, down 2.50/o from this year, but the second highest consumption year ever.
Most of the dip will be caused by a slightly lower level of home building along with softening in other new construction and materials handling, he said.
In committee action, the executive committee ok'd a recommendation to participate in an industrywide wood dust study at a cost of $24,840. It also approved a request to reinstate WWPA's funding of the United Kingdom representative that it shares with the Southern Forest Products Association. Funding continues until March 31. 1988.
A request by the WWPA staffwas approved by the export committee to begin work on a long term WWPA international marketing plan. The marketing services committee, already at work on the 1988-89 marketing program, noted that its plans will focus primarily on those markets with the greatest oppor-
tunities to add demand to current lumber production levels.
The resources and environment committee commended the U.S. Forest Service and Bureau of Land Management for prompt sales of fire damaged timber before deterioration causes accelerated value and volume losses.
The fall meeting of the WWPA was held at the Sheraton Harbor Island East Hotel in San Diego, Ca., September l2-15.
Trademark infringement suits aimed to protect their federally registered trademarks of Delta. Delex and Peerless have concluded in Radiator Specialty Co., Charlotte, N.C., and Waxman Industries. Inc.. Cleveland. Oh., being prohibited from any further use of these trademarks in the marketing and sale of replacemant parts and accessories, according to Masco Corp.
Those selling and using the products must be "acutely aware that some faucet repair and replacement parts which are presented as genuine
The Merchant Magazine
Delta, Delex and Peerless parts, may not, in fact, be the real thing," says Raymond Kennedy, group president, Masco Corp., and president, Delta F-aucet Co. "The Radiator and Waxman rulings are just the beginning. We consider our trademarks to be valuable assets and will do what is necessary to protect them."
(Continued from page 18)
ministration. fixed-term home m^o_r!gqgg. rates hit a weekly high of l0.9lolo in mid-Sept.
The Denver & Rio Grande
Western has indicated its intent to purchase the Southern Pacific RR from Santa Fe Southern"Pacific Corp., Chicago; no price disclosed as of presstime . .
Ochoco Lumber Co. has a sawmill with a 20 million bf capacity under construction in Prineville. Or.. . . . T&H Investments, Boise, Id., is now exclusive sales agent for Park County Lumber, Livingston, Mt.
Given the nature of human beings, no company can run for any length of time without some form of conflict developing among employees. What can be prevented, though, are the problems that arise when conflicts and disputes between employees are mishandled.
Here's some advice from the Western Building Materials Association on how to handle yourself in these often ticklish situations.
(1) Don't Jump in Too Soon. As much as possible and as long as the situation isn't overly disruptive, try to let employees in conflict work things out for themselves. The danger of jumping in too soon is that your involvement could intensify rather than alleviate the problem. Then, too, if you get personally involved whenever employees are having a problem, you won't have time to deal with major problems when theY arise.
(2) Keep an Open Mind. When the need eventually arises to step in and mediate a dispute, make sure you have all the facts before you begin. And beware of the tendency to jump to conclusions based on previous assumPtions.
(3) Don't Play Both Ends Against the Middle. When talking privately to one employee involved in a dispute with another employee, be careful about saying anything to one that you wouldn't want the other one to heat. Assume that whatever you say will eventually get back to the other employee.
(4) Don't Assume the Role of Psychiatrist' It's not always possible, of course, but as much as you can, try to keep all discussions on specific work-related factors, and not on the personalities of the individuals'
(5) Maintain Objectivity. Keep in mind that even simple thingsa nod of the headcan send the wrong message and suggest that your're siding with one person over the other.
(6) Stay Focused. Make sure all discussions stay focused on the immediate situation and not on other aspects of the work environment. Exception: when general conditions in the work environment are a major factor in the problem.
Kiln Dried Squares
One of the strongest of the light weight woods, Engelmanh Spruce's st-raight grain and reiistancie to splitting make it extremely suitable for light'framing. Light toned, it surface sands io a silken sheen, and takes enamels. stain, varnish or natural finishes. Well suited for gluing. Relatively few knots.
Try our SPRUCE boards and Di,
The growing popularity of air-powered tools has made home-sized air compressors a valuable accessory for dozens of cleaning, painting, spraying and inflating tasks.
Downsized, portable and affordable, air compressors are fast becoming a do-it-yourself necessity, along with an increasing number of attachable tools: sandblaster, paint sprayer, blower, caulking gun, stapler, wrench, nailer, drill, and other air-powered devices.
Home compressors are powered by l/2 to 2 Hp motors and usually cost between $100 to $400, about 1/10 the price of heavy duty models. A Home Air Compressor Association has been formed by the four top companies to promote the product.
(4) Treat her like a thoroughbred and she won't be a nag.
(5) Never teach a pig to sing. It wastes your time and annoYs the Pig'
(6) The road to success has manY tempting parking places.
(7) Lead me not into temptation. .l can find it myself.
(8) Frustration is not having anyone to blame but yourself.
(9) Infamy and notoriety are far easier to attain than success, but probably far less gratifying.
(10) Hard work may not kill me' But why take chances.
(11) When someone is usuallY right, there is usually something wrong.
By Ken ThimFollowing are some of the Words of Wisdom that we have collected in our calls on retail lumber and home center dealers:
(l) I have a very responsible job Every time something goes wrongI'm responsible.
(2) It is easier to go down hill than up - but, the view is from the top'
(3) Money won't buy Happiness' or Health, or what it bought a Year ago.
(12) As a man grows wiser, he talks less and says more.
(13) Taking a course in economics may not keep you out of the breadline but, at least, You know whY You're there.
(14) Don't wait for your ship to come in. Swim out to it.
(15) No one really wants to get into a battle of wits with an unarmed Person.
( l6) Success comes in cans Failure in can'ts.
(17) When your work speaks for itself, don't interruPt.
(18) People who snore tend to fall asleep first.
(19) The probability of someone watching you is directly proportionate to the stupidity of Your actions.
(20) t{appiness is Good Health and a Bad Memory.
"The Solid Guide to Hardwood Furniture," a l6-p. booklet, is available from the Hardwood Manufacturers Association, Box 17136, Pittsburgh, pa. l 523s.
A modular wood deck plan sheet (No. 27) is free for the first 25 copies, 150 each thereafter, from the Western Wood Products Association, Yeon Building, 522 SW 5th Ave.. Portland. Or.92704.
"What You Should Know About Blown-ln Insulation" is free from CertainTeed Corp., by calling (800) 5237844.
A water-based epoxy coatings brochure is free from Rust-Oleum Corp., I I Hawthorn Pkwy., Vernon Hilts, Il. 60061.
Southeastern Lumber
A 4-p. "Facts About Southeastern Lumber" is free from the Southeastern Lumber Manufacturers' Association, Box 1788, Forest Park, Ga. 30051.
A decorative window and louver brochure is free from Webb Mfg., Inc., P.O. Box 707, Conneaut, Oh. 44030.
A l6-p. wheelgoods booklet is free from Ames Lawn & Garden Tools, Box 1774, Parkersburg, W.V. 26101.
A 4-p. particleboard shelfsystem bulletin is free from the National Particleboard Association, 18928 Premiere Court, Gaithersburg, Md. 20879.
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!
A Plaster In A Roll wallcovering booklet is free from Flexi-Wall Systems, Box 88, Liberty, S.C. 29657.
An 8-p. industrial truck guide (No. 2l0lC) is free from Yale Inquiry Center, Dept. 216, Box 12936, Philadelphia, Pa. 1 9l 08.
"How to Build Up Wood Mouldings to Create Larger Profiles" is 400 from Wood Moulding & Millwork Producers Association, Box 25218, Portland. Or. 97225.
A 20-p. catalog of new lawn and garden tools is free from Ames, by calline (800) 624-2654.
How To Create A Winning Business Plan, a step-by-step guide to increased growth and profits, is $39.95 from caddylak Systems, Box 1817, Westbury, N.Y. I1590.
A plan sheet detailing seven garage storage projects is free for the first 25 copies,150 ea. thereafter, from the Western Wood Products Association, Dept. P-155T, Yeon Building, 522 SW 5th Ave.. Portland. Or.97204
An adhesive, paint and treatment product selection guide is free from Durabond Div., USG Industries, Dept. No.122-ZZ,l0l S. Wacker Dr.. Chicago, ll. 60606.
Agriculture Handbook No. 72, a new edition of the popular Wood Handbook, is $27 from Superintendent of Documents, U.S. Government Printing Office, 710 N. Capitol St., Washington, D.C.20402.
An insulation sales training video is available from Owens-Corning Fiberglas Corp., Fiberglas Tower, Toledo. Oh. 43659.
"What You Should Know About Pressure Treated Wood" is free from Western Wood Preservers Institute. 5830 Oberlin Dr., San Diego, Ca. 92121.
A cultured marble kitchen & bath product brochure is free from the Cuttured Marble Institute, 435 N. Michigan Ave., Chicago, ll. 6061 l.
OSHA Powered Truck Regs
"OSHA: What It Means To Users of Powered Industrial Trucks" is free from Hyster Co., Box 847, Danville, Il. 61834.
Safe & Security
A 20-p. padlock and security device catalog is free from American Lock Co., 3400 W. Exchange Rd., Crere, 11.60417.
Lights Out
A 20-p. outdoor lighting how-to brochure is free from Hubbell Lighting, 2000 Electric Way, Christiansburg, Va. 24073.
Negative answers to the following questions are good, despite the belief that positive thinking is the only way to go.
(1) Do your employees follow your orders mechanically without enthusiasm or interest?
(2) Do your employees from giving you suggestions?
(3) Do your employees you to tell them what to do?
(4) Do your employees routine operations when You around?
refrain
wait for do only are not
(5) Do you always comPlain that work does not go as You Planned?
(6) Do you find your daily work occupying all your time with no time to plan ?
(7) ls the daily routine frequently upset by emergencies?
(E) Are you always swamped with details?
(9) Do small jobs take too long?
(10) Do small groups cause unresl among your workers?
We're adding 10'000 square feet of warehouse ernd milling space. Plus a glass-fionted, trvostory office of 5,000 square feet. When construction is completed in mid-1988 our state of the art
plant will total 37,500 square feet.
This enhanced milling caPability in conjunction with more on-hand stock will translate to even better, even fas(er service for our customers.
Mariners Forest Products is firmly committed to excellence in both products and service. And you'll like our pricesr too.
Our new computerized Weinig moulder's state-oGthe-art memory ensures gleater accuracy for each ofyour repeat orders. And two shifts a day means promPt processing of your orders. We serve all of Southern California fi'om our convenient, central Orange County location. Drive
2600 S. Susan St..' Santa
through access' multi-car rail spur, secured, fenced storage area. We grind our own custom knives and have a large library of moulding details on hand. Price list available. Ask us about our quick furn around service. Out of area and out of state business welcome, too.
To senrc our custo.mers completelu we haae the full capabilitg of ripping, surfacing, resauri''lg and moulding. Plus cut-tolength'.
Can be handled with existing lumber sales on allied items - opportunity for additional growth and income with established So. ca. firm. Please send resume to Box 569, c/o The Merchant Magazine.
INDUSTRIAL and specialty trader. Great opportunity in So. Ca. for motivated and aggressive self starter. Come grow with us. We are a mfg.-based wholesaler, offer wide open markets and are backed with sound financing and credit. Generous commission with benefits. We want to be flexible enough to hustle, not to hassle. Oregon Canadian Forest Products of Calif. Call Dennis Richardson. (d141 637 -2121.
WHOLESALE LUMBER Specialist looking lor you - the experienced, motivated sales person! Growing wholesale lumber operation has a position for you, the self-starting sales person. Excellent benefits and commission salary. Send resume to P.O. Box 2437, Fontana, Ca. 92334-2437. All inquiries strictly confidential.
LUMBf,,R BUYER: HomeClub, America's do-it-yourself warehouse, is expanding its buying staffin step with the company's expansion. We're looking for an experienced buyer with mill-direct and/or wholesale buyer experience. Must be high energy with sense of urgency and have a commitment to excellence. Excellent salary, bonus plan and fringe package for the right person. Position located in Fullerton, Ca.; travel required. E.O.M./F. Send resume to : Lumber Buyer Search, HomeClub, 140 Orangefair Mall, Suite 100. Fullerton, Ca. 92632. No phone calls please.
SALES OPPORTUNITY at No. Catif. wholesale and remanufacturing co. for motivated individual. Excellent commission and benefits. Inquiries held stricrly confidential. Please call Mark Sparso at Agwood Mill & Lumber, Ukiah. Ca. (707) 468-5486
HARDWOOD lumber sales. Excellent growth potential. Yard centrally located in developing area. Applicant must have verifiable past sales success. Send resume to Lumber Sales, P.O. box 2637, Capistrano Beach, Ca.92624.
Twenty-five (25) words for $19. Each additional worrd 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: 940 camera ready, $45 if we set the rype. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merdrant Magazine, 4500 Campus Dr:, Suite 2180, Itlcrvport Beach, Ca. 9260. Make checks payable to The Merrlrant Magazine. Mail copy to above address or call (714) 952.|Dm. Deadline for copy is the 22nd of the month. PAYMENT MUsr AccoMpANy copy unress you have established credit with us.
SURPLUS MACHINERY for sale: SCMI Model M-3 gang rip saw, 60 HP 12" arbor, carbide blades, new track, good condition. Hermance Model 50 moulder, 12" sq. heads, reconditioned. Challonder Model 820 S double end trim saw, 10 HP motors, 16" blades, good door sizer or pet machine. Contact AllWoods Laminating, (213) 269-7555.
36" ROBINSON RESAW for sale. Excellenr condition. Includes l0 blades. Excellent saw for moulding products. Will deliver within Southern California area. Contact Clint Bower, Mariners Forest Products. 014) 7510800.
FOR SALE or lease: Dataline Comouter Systemall programmed for retail lumber yards. Primo condition, partially still in boxes. Incredible price for state of the art turnkey system. We would cash out for $40,000.00 plus tax or if credit approved, customer can assume balance of rentals. Give us a check for two payments of $2,475.00 each totalling $4,950.00 and then 16 remaining payments of $2,475.00. Chuck Thorn or Marie Q13) 947-8742 or (213) 94't-9436.
Founding owner retiring. Revenue/Profits up! Cash Flow is positive. $2.9 miltion in sales. F.P. $1.1 million w/terms. $295.000 down. Valuation Consultants (213)3774299.
OREGON COASTAL lumber and building supply yard for sale. Well established, profirable business in grcnving community. Excellent growth opporrunity. P.O. Box 3833, Vancouver, Wa. 98662.
French manufacturers ofvarnished or pastel colored wall paneling made of French sea-pine are seeking an importer/distributor. Possibility of exclusiveness. A package of samples is available. Societe Industrielle F-orestiere, Saint Martin d'ARY, 17270 Montguyon, France. Telephone: 46 04 l9 19. Telex: SIF 79n2A b.
COMPUTER SYSTEMS AND PROGRAMS
MULTI.USER/PCAT/AT/MINI
COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Chsan, Portland, Or. 97232, Attention John Matschiner, Real Estate Manager. (503) 232-7181 AH inouiries kept confidential.
FOR SALE: 1963 Hyster forklift, model TC200. 20,000 lbs. Completely overhauled. Good running condition. Halbert's Lumber, 1750 w. 220th St., Torrance, Ca. 90501 (213) 320-5340.
HYSTER FORKLIFT No.165. Good running condition. Hunter Woodworks, 21038 S. Wilmington Ave., Carson, Ca. 90749 Q13) 7'15-2544
Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter. Hunter Woodworks. Ql3) 77 5-2s44; (2 I 3) 83 5_567
LOCAL LUMBER hauling Southcrn
California roller bcd truck and trailcrs and bobtails radio dispatchcd. Rail car unloading at our spur in Long Bcach. 3C Trucking (213) 4224/,6.
California Lumber Inspection Service
Certified Agency
L.A. (714) 962-9994
s.J. (408) 241-2960
Sacramento (916) 965-741 3 P.O. Box 6989, San Jose, Ca. 95150
Company Name (if anY)
Address State
Phone (
WHY IS IT - a man wakes up in the morning after sleeping under an advertised blanket on an advertised mattress and pulls off advertised pajamas. Takes a bath in an advertised tub, shaves with an advertised razor, washes with an advertised soap, puts on advertised clothes, sits down to breakfast of advertised coffee, puts on an advertised hat, rides to his office in an advertised car, writes with an advertised pencil Then, he refuses to advertise, saying advertising doesn't pay, and then, if a business isn't good enough to advertise he advcrtises it for sale.
If you believe in your business and want to build it . ADVERTISE.
CHARGES: $19.00 (25 word minimum) " " ' $19'00 .65 each additional word 65 phonenumber*....
3.90
ISCITA/EUNE|(A/FllRIUl{A
Lake Forest Products
International
Lumber Co.
Trucking, Joe
Southern Railroad Co.
Louisiana-Pacilic Corp. PVM Redwood Co. Schmidbauer Lumber, Inc
AUEUnr/0RtSS VAU.EY All-Coast Forest Producls. Inc
CI.(lTER|lAIE Bowman Lumber Sales
Louisiana-Pacilic Coro. Rolando Lumber (Kinion Oiv.).
F(IRT SRITG
Georgia Pacilic Corp. (Bedwood) Holmes Lumber Co., Fred C.
FRESl{(l
Georgia-PacificWarehouse
(209)25j-8471
Higgins Lumber Co. (800) 742-1945 (209) 2641771
Pacilic Forest Products (209) 269_6221
Western American Forest Products (209) 25j-5031
Weyerhaeuser C0. (800) 742-1939 (209) 486-6221 Woodwork Institute 0l Catitornia (ZOSI ZSS-SOSS
tlls BAt{(ls
DMK-Pacific
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Snider Lumber Products Sward Trucking Thunderbolt Wood Treating, Inc. (No. Ca.) {800) 692-5744
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Louisiana-Pacilic Corp. (Red Elult) P & M Cedar Products Trinity River Lumber Co.
Wisconsin-Calilornia Forest Products
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Eeadex Manutacturing C0.
Eerger & Co.
California Cascade lndustries
Canlor U.S.A. Coro.
(209) 826-6544 (209) 667-1000 \2091 847-4218 (209) 869-4561 (So. Ca.) (800) 826-8709
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Cascade Hardwood
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Vaagen BIos. Lumber. Inc.
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R.S.G. Forest Products
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PGL Building Products
GREITEN SEATTTE/TACOITA ISEI
American Plywood Associalion
Beadex lvanulactuling Co.
Brady International (206) 251-0900
Burns Lumber Co.
Georgia-Pacrlic CoIp. (lacoma)
Georgia-Pacilic CoIp. (Seatlle)
Hub City Seattle Terminals
PGL Euilding Producls (Auburn)
PGL Building Products (Elemertonl
PGL Euilding Products (Marysvrlle)
PGL Building Products (Alaska Div.)
Loth Lumber
McFarland Cascade (ln Wa.) (800) 521-2131
Martin Forest Industries
Northcoast Redwood & Cedar Co.
Sequoia Supply
SimDson Timber C0.
Tumac Lumber Co. (800) 982-8202
Western Turnings & Stair
weyerhaeuser Co. (Seattle) (800) 562-0908
weverhaeuser Co. (Tacoma)
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Berger & Co.
Georgia-Pacific Corp.
PGL Building Products
Weyerhaeuser Co. (ln 0r., ld., Mt.)
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PGL Building Products
John Day Lumber Co.
Dale L. Yates, owner of Southwest Lumber & Plywood Corp., Rancho Dominguez, Ca., died Sept. 13, 1987, in Palos Verdes Estates. Ca., after a lengthy bout with lung cancer. He was 55.
A native of Seattle. Wa.. he was graduated from the University of Washington in 1954, two years later joining Southwest, the company his father founded in 1948. He was a member of the Los Angeles Hardwood Lumberman's Club, University Club of Seattle and University of Washington Alumni Association.
Mr. Yates is survived bv his widow, Nancy, two sons, one daughter and two grandchildren.
William W. "Bill" Weigle, coowner of Jerome Lumber. Jerome. Id., died July 18, 1987, in Jerome. He was 74.
A native of Kansas, Mr. Weigle joined Northside Lumber. Jerome. in 1937 and remained manager until 1971. In 1975 he and his son. Weldon, bought Jerome Lumber.
A 40 year member of the Western Building Materials Association. he also served as president of the old Intermountain Lumber Association.
Mr. Weigle is survived by his widow, Loys, one son, one brother, and three grandchildren.
K. E. MacBeath, founder and chairman of MacBeath Hardwood Co., San Francisco, Ca., died in Oakland September 13 after suffering a cerebral hemorhage. He was 83.
Bofn in Pomona, Ca., he was raised and attended high school in Yuma, Az. He then attended the University of California, Berkeley. He began his hardwood career in 1923 with the J. E. Higgins Lumber Co., San Francisco. One of his earlv assignments was managing a Higgins subsidiary in the East Bay.
During the closing months of World War II, Mr. MacBeath organ- ized the Gordon-MacBeath Hardwood Co. of Oakland in partnership with Alec Gordon, another Higgins employee.
After the partnership was sold in 1955, Mr. MacBeath founded the current MacBeath Hardwood Co. in Berkeley, Ca. Since then the firm has grown to include four distribution yards in California and Utah. and a concentration facility in Indiana. He
was active in the firm until his death.
Mr. MacBeath was a member of many lumber associations and the Rotary Club. He was a past president of the Pacific Coast Wholesile Hardwood Distributors Association and was a Scottish Rite Mason.
_ He is survived by his widow, Genevieve, two sisters. two sons and eight grandchildren.
(Continued from page 66)
Kirkpatrick, American Forest Products Co., Stockton, Ca., presided over the general business sessions.
Bernard J. Tomasko, WMMPA executive vice president, reported on association promotional activities, noting the discontinuation of the booklet "From Tree to Trim," and announcing the selection of Timber Products Inspection for the standards board.
The Aug, 19-23 meeting was attended by representatives from more than 45 member companies, along with about 25 associate members.
The Wood Moulding & Millwork Producers Association annual meeting will be held Feb. 10-13, 1988, at the Hotel Del Coronado, San Diego. The next summer meeting is Aug. l0-13. 1988. at the North Shore Resort Hotel, Coeur D'Alene. ld.
For the iirst time, you con count on o full ronge of Koo products ovoiloble in stock on o continuous bosis from our West Coost inventory, ReodY for immediote shipment.
Koo Pqneling: 25 sq, ft. Per box 3'-5' long including some 18 -24". Disploy pockoges
ovoiloble - Koq PlYtttood:114"
ond 314" x 4' x 8' both lumber
core ond veneer core
ovoiloble, Koo Flooring: both
strip ond porquet, Koo Mouldings: boseboord, ponel mouldings, cove, cosing, crownoll the bosic trim mouldings, the perfect complement to our other Koo products, Koo Lumber 41 4 ond 8/4 in stock lorge custom orders welcomed,..
Dozzling Koo isos procticolos
it is distinctive, lts technicol properties ond chorocieristics ore similor to wolnut, but for
more rore.
The Royol Hordwood of Howoii will continue in dependoble supply, Our sources hove enough stonding Koo to lost 15 yeors,
With Koo's ovoilobility now ossured, you con offer this high profit hordwood to your customers knowing thot you con eosily supply their future needs for this unusuol ond beoutiful Howoiion wood.
