Merchant Magazine - October 1988

HARD OD LUMB R

o Top Quality Hardwood Lumber Products and Programs

o Qualified Hardwood Sales Staff

o Prompt, Dependable Service

- Complete Inventories

o Fast, On Time Deliveries -

. Superior Value Backed Weyerhaeuser Customer Guarantee

. Weyerhaeuser's Strong Commitment to the Hardwood lumgg:llgustry

Available Throughout The West From & Weyerhaeuser's Customer Seruice Centers ,,ffi on

Alaska & Hawaii

Serving 13 Western States

Edltor-Publisher David Cutler

Senior Edltor Juanita Lovret

Assistant Edltor David Koenig

Contrlbutlng Edltors Dwight Curran, Gage McKinney. Ken Thim

Art Director Martha Emery

Staff Artist Carmen Wollerman

Circulrtion Lynnette A. Perkins

fhe Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone (714) E52-1990, by The Merchant Magazine, lnc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660.

ADVERTISING OFFICES

Advertising rates upon request.

I--rom all states east of the Rocky Mountains: Contact Jean Waggoner Gogerty, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

From Washington State, Oregon, Idaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole Hofm at (206) 774-37'73 or 21819 7?th Place West, Edmonds, Wa. 98020.

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

Dept., The Merchant Magazine,450O Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $1 l-one year; $17-two years; $22-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35; surface-$3O; South America: air-$55; surface$30; Asia: air-$68; surface-$30; Europe: air-$98; surface-$30. Single copies-$3; back copies-$4.50 when available plus shipping & handling.

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

1988, The Merchant Magazine, lnc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. The Merchant Magazine assumes no liability for materials furnished to it.

DAVID CUTLER editor-publisher

Gramps is in, iunior is out

A F-TER two decades of emphasis on the frl youth market, demographics are increasingly identifying older consumers as the hot new market for the 1990s. The so-called mature market is growing rapidly while many younger segments are actually decreasing. By the midnineties more than twenty percent of the population will be 55 or older.

With per capita income twenty-five percent above the national norm, older consumers account for twenty-five percent of new car purchases and thirty percent of food purchases. Three-fourths of those over 65 own their own homes and eight out of ten are mortgage free. We're talking serious money here.

All companies need to be aware of this important market segment and howthey can most effectively serve it. Just asselling the youth markets took a special sensitivity, so too

with the older group. Retailers, for example, need to ensure that suppliers are providing products, packaging and other services needed to compete for seniors' dollars. In packaging, sometimes it is as elementary as having larger type on the product, an acknowledgement that eyesight wanes as experience grows.

Clerks and cashiers need education so that they have the understanding to properly relate to older customers. Seniors often complain that younger clerks assume that everyone with gray hair must be deaf and probably senile. Like all customers, those over 55 expect to be treated with respect and to have their problems treated with consideration and dispatch.

It will be interesting to see how our industry copes with this major shift in the people part of our business.

When you want the handsome, long-lasting qual ity of redwood lumber, come to Georgia-Pacific. We offer everything from garden grades, rustic sidings and trim to architectural grades of Bee, Clear and Clear all-heart. Our dedication to a Dry Program means more choices for you!

Our Common Program is both S-Dry (19o/o or less) and green. We do it naturally on our ocean bluffs with cool breezes off the blue Pacific. And as a final assurance of quality, G-P is a member of the California Redwood Association and the Redwood Inspection Service. So look for the grade stamp on our lumber.

Get the powerful advantages that only the finest in redwood lumber can provide. Rely on Georgia-Pacific to deliver the Redwood or Douglas Fir you neetl. Both are available through our * work. To find out more, simply call the Fort Bragg mill at7071964-0281.

HARDWOODS of all types used by:

Furniturc Manufacturelri, Millwork Shops, Cabinet Shops

MAIN OFFICE

2150 Oakdale Ave. San Francisco, Ca. urs) 647-0182

FAX (415) 647-1766

Berkeley, Ca. 930 Ashby Ave. (415),843-4390

FAX (41s) 843-9378

Montebello. Ca. 7653 Telegraph Rd. Complete millwork facilities Qr, 723-330r

Ca. Wats 1- (800) -325-217 0

FAX (213) 888-1291

Salt Lake City, Utah

1576 South 300 West (801) 484-7616

Ut. Wats 1-(800)-225-37 43

FAX (801) 4E4-7633

Edinburgh, Indiana

2l I Ward St.

Concentration Yard & Dry Kilns and Millwork Facilities

$rD 526-9743 / FAX (8tD s26-6032

Domestic HardwoodsFeaturing Northern Red Oak, Indiana White Oak. Walnut

Imported Hardwoodswith special attention to . .

Genuine Mahogany o Teak r Rosewoods o Bocote r Apitong o Zebrawood Rare exotic hardwoods LTL, TL, Mixed TL, and Carload Shipments our Specialty

HAR&1'U0(}X' TEG*"XWmkffi&Wm sci fi or reality?

JJI NCREASED yield through a I combination of internal imaging with advanced technology including CAT scanning, computerized image analysis, lasers and robotic systems." Hardly the language of a lumberman, but this Buck Rogers type of conversation may be common among hardwood processors some day.

Research being done at several universities sponsored by the U.S. Department of Agriculture in cooperation with the U.S. Forest Service indicates that more advanced wood use technology could enhance U.S. competitiveness in world markets. This, of course, would eventually have a direct effect on those who sell hardwood, both wholesaler and retailer, and the consumer.

Forestry professor Henry A. Huber, Ph.d., at Michigan State University, EastLansing, Mi., is supervising a project with the ultimate goal of creating an automated lumber processing system (ALPS). The system which is made up of many parts is expected to make a major impact on the wood processing industry.

ALPS could significantly increase wood yield through a combination of internal imaging of logs with advanced technology such as CAT scanning, computerized image analysis of boards, lasers and other robotic systems. The technology development is presently being applied to eastern hardwoods. Demand for hardwoods, according to the U.S. Forest Service, will triple by 2030. "ALPS could increase the yield of useful wood parts at least 15.90/0," Huber says.

With ALPS, sawmill logs are scanned by computerized axial tomography scans (CAT scan) to locate internal defects. The com-

puter figures out how to maximize yield by positioning the logs as they are processed into boards.

After the boards are dried, a camera scans each board and an image analyzer determines its outside dimensions and locates defects. The computer uses the data to calculate the best cutting pattern for each board and directs a high powered laser to make the cuts.

A computer graphics program provides a technician with a cutting bill for each board, showing where the cuts will be made onthe board and the use rate for that particular board. The technician can decide to allow certain defects in pieces that won't reduce their quality.

ALPS can fine tune the cutting process and eliminate sawdust, a plus under current OSHA demands. Other advantages of lasers over conventional saws are elimination of saw wearing and the ability to make "cookie cuts" that normally would require slow moving jig saws.

Laser is an acronym for light amplification stimulated emission of radiation. Industrial applications have developed rapidly in the past eight years, although the cost of $200,000 and up for high powered laser equipment makes it a major investment.

ALPS, being considered for the furniture industry at present, may require several more years of development before it will be economical for large quantity processing of high grade lumber. Scientists working on

Story at a Glane

Ways advanced technology can increase hardwood yield.. space age devices major impact on hardwood processing...

it are providing information to produce a turnkey system which can be plugged into industry.

Microwave or radio frequency (RF) drying of hardwood, however, is a technique of today. The technology has been in use for redrying in the plywood industry for several years.

RF drying uses an alternating electric field which agitates or vibrates the water molecules in the wood causing them to turn into steam that rises out of the wood. Only the moisture is affected by the process. There are no splits, warping or discoloration.

Pacific Power, Portland, Or., cooperated with the oregon state University Forest Research Laboratory in initiating RF drying. Weyerhaeuser, Boise Cascade and Willamette Industries are using it at present. According to David Rogoway, vice president of marketing, American Plywood Association, RF drying offers the industry an opportunity to improve quality and reduce production costs.

The principle, which is similar to a household microwave oven, will be used to dry green, pre-cut dimension red oak in the first commercial drying of hardwood by RF. While it normally takes 100-140 days to dry a load of red oak in a conventional kiln, the RF oven will do the job in 72 to 100 hours. The cost of the RF oven is approximately $500,000 compared to a commercial-size conventional kiln's $50.000-$70.000 price tag.

The tests which will be made in an RF oven manufactured by Dimension Drying Inc., Bluefield, Va., will be under the supervision of the Niagara Mohawk Power Corp. and Syracuse University's Institute for Energy Research.

Finding new ways to sell hardwood mouldin

stress superior qualities including beauty, resistance to dents and an unexcelled ability to accept stain. They explain that they have both solid oakandpoplar mouldings available with pre-cut corners to make installation easier.

In addition to profile displays, they showcase various mouldings which have been built up to achieve a custom woodwork look. By studying these sample boards, a do-ityourself shopper can see how he can combine crown with other moulding to create a dramatic ceiling trim or use a selection of patterns to create variations in chair rail or base.

IJARDWOOD moulding has the I lpotential to be a strong do-ityourself product.

Inspired by the ongoing renaissance in high quality custom woodwork, many d-i-y craftsmen are looking to hardwood moulding for its beauty, durability, fine grain and ability to accept stain. Oak and mahogany products are the most widely known and accepted, but other species includingbirch, walnut, koa and teak are in demand.

Story at a Glance

How dealers encourage d-i-yers to buy hardwood mouldings... possible approaches . . methods that work for both chains and independents.

A dealer who has the space to stock a selection of profiles and the inclination to work with the do-ityourself customer can find hardwood moulding a real money maker. The d-i-yer will need more guidance and service than a contractor customer, but many dealers find that this extra attention pays offin related sales and devoted customers.

Different dealers take different approaches. Some cross the product off as too specialized and costly for their trade. Othershandle only a token inventory ofoak because they don't have the space for the extensive stock needed to heavily promote hardwood moulding. A few rely on distributors who can fill orders within a few days and take special orders.

Then there are those who decide to be perceived as excellent hardwood moulding sources. The dealer who makes the decision to specialize in mouldings has limitless possibilities. Industry veterans often make an example of a lumber company just outside Washington, D.C. which inventories nearly 400 different profiles and sizes in hardwood and softwood species.

This company complements its inventory with take-home literature showing all the available profiles and catalogs for contractors and specifiers. They also maintain full displays which shoppers are encouraged to examine, handle and touch. Their staff works with the do-it-yourselfer as well as the professional. The goal is to ease any fears a customer might have about working with a high price, luxury item.

They point out that hardwood moulding is no more difficult to install than softwood moulding. They

If the shopper wants to have the mouldings installed by a professional, the displays and information available from the staff help to convince him that hardwood is the best choice. Whether the sale is to the consumer Or a Contraotor, they find that the service approach works.

Solid support from a manufacturer or distributor of hardwood mouldings can be an asset to a dealer. Many make available clinics or presentations at the store. These show application techniques, uses and finishes. Many provide display boards or charts to demonstrate the profiles and effects possible by buitding up or combining several. They also offer literature which the dealer can distribute to his customers. (See New Literature, p. 60 , for several of these.)

Distributors also can be counted on to fill special orders promptly. This relieves the dealer of the need to maintain a biginventory. Using samples and a special order system, he can take care of his customers quickly without investing a lot of space and money on inventory.

Hardwoodmoulding is not an impulse item, but its profit margin makes it worth a dealer's effort to build the reputation of being a hardwood moulding specialist.

t t N

Let your distributor help you sell more hardwood

;n"J,^h"'?Lio'il'"frill

woods. D-i-yers are afraid of them. We can't waste space on anything that doesn't move."

If this sounds like you or your lumber buyer talking, it's time that you take another look at the hardwood programs and products now available. You may find some changes.

First, do-it-yourselfers are beginning to feel comfortable with hardwood. They've learned that although it may cost more than softwood, it provides the quality, luxurious appearance they want in their home as well as years of service. From furniture to moulding, kitchen cabinets to flooring, hardwood is becoming a prestige product.

With a little guidance, a do-ityourselfer feels confident in selecting hardwood for bookshelves, storage units, panels, or trim which he is adding to his home. Many d-iyers are becoming hobby craftsmen, building toy boxes, storage chests, magazine racks, bars and tables. Anticipating these to be heirlooms of tomorrow, they want to use fine woodhardwood.

Story at a Glance

How a dealer can sell hardwood without a large inventory... ways to special order. .promotion tips.

cept special orders for small quantities of hardwood. Some hardwood distributors will process special orders.

A typical distributor catering to the needs of a dealer stocks or has readily available a selection of popular species. He is able to provide two day service and accommodate what the dealer needs. He'll pick and ship small orders or prepare a large unit order. He may offer pick-up service to a dealer with a small order.

The dealer interested in emphasizing hardwoods can take a cue from the specialty stores that sell nothing but hardwoods, woodworking tools, supplies and instruction books. Prominent displays of hardwood samples, cross merchandising of tools and supplies and a well stocked literature section will let customers know the store is into hardwoods. Distributors usually can provide samples for displays and current price lists for ordering.

Take home literature is available and important. Weyerhaeuser, for example, has an elegant brochure for its ChoiceWood. Quality oozes from the handsome pamphlet which stresses the value of hardwood while making it more familiar to the reader.

Pictures. sketches. advice and a glossary are blended with the final page offering free working drawings of hardwood projects. Prepared by IanKirby, an internationally recognized designer, the designs are simple enough for a beginner to follow. Most people who see the brochure find it hard to resist the lure of hardwood.

woodshop teacher or experienced woodworker, can strengthen interest and hone ability. One store climaxes a series of classes with a fair to display items made. Another has a Christmas bazaar with his customers selling and taking orders for hardwood craft items which they make.

Most hardwood manufacturers and distributors are aware of the changes evolving in consumer interest in hardwood. Many building material distribution centers or customer service centers are willing to ac-

Literature such as this will help a dealer to interest his customers in hardwoods. Special in-store programs also will nudge a customer's interest in hardwood. Classes taught by a skilled instructor, usually a

One dealer contacts the shopclasses in the local high school and special orders materials the students need. He posts flyers about the adult education classes and sponsors a competition for the best item made in the classes. He gives gift certificates as prizes and displays the winning projects. This always brings him newspaper publicity.

Finishing techniques go hand in hand with using hardwood. Many dealers have finishing clinics and cross merchandise stains with hardwood. Hardware and tools also are natural partners for hardwood projects.

Ifyou aren't encouraging your di-y customers to use hardwood, you're missing out on some sales.

THE PROBTEM

CAUTION: Dealers can be burned by some fire retardant lumber.

Dricon@FRTW has stayed above all the recent problems.

You may have heard about the trouble that started back east. Fire retardant lumber installed on many jobs was literally breaking down structurallybecause of a chemical reaction under humidity and high ambient temperature. Dricon wood has a superior formulation that didn't degenerate, and most important, that didn't have the problems with

law suits, lost customers, lost money, and lost reputations.

The leader across

Sure, the others have been trying to correct their formulas, and some are saying they're now as good as Dricon FRTW. But that's what they said

the boardl"

HE SOTUTION

These producers can deliver Join the hardwood

The safe choice. promotion parade Dricon@ FRTW.

Pacific Northwest EXTERIOR WOOD

ALASKA

206-83s-8s51

WASHINGTON

800-562-8044

OREGON

so3-224-8330

IDAHO

800-543-8462

Northern California

EXTERIOR WOOD

800-543-8462

KOPPERS CO.

9r6-533-7814

Southern California

EXTERIOR WOOD

800-543-8462

KOPPERS CO.

714-391-r57r

PACIFIC WOOD PRESERVING

805-833-0429

Arizona/Nevada ARIZONA PACIFIC wooD

502-466-7801

EXTERIOR WOOD

800-543-8452

utah

UTAH WOOD PRESERVING

800-22r-2467

Colorado KOPPERS CO., INC.

303-295-2823

f HERE'S a lot of hardwood for I sale in a home center from tool handles. salad bowls, butcher blocks, towel racks, furniture and cabinets to flooring and paneling.

There's also a lot of hardwood promotion being done by the Hardwood Manufacturers Association. A $600,000 consumer awareness program is promoting the value of solid hardwood products from the U.S.A.

"The potential for HMA's sales tools in home centers is tremendous," says Susan Regan, HMA marketing communications director. "By making these materials available, we're supporting the sales staff with credible, third party product information.

Hang tags, brochures and video programs designed to help consumers recognize quality solid hardwood have been extended from hardwood furniture to cabinets with solid hardwood doors, drawer fronts and face frames. Two booklets, "The Solid Guide to Hardwood Furniture" and "The Heart of The Home: A Guide to Solid Hardwoods In Kitchen Cabinets," educate the public in the selection and use of solid hardwoods.

"lf people have the knowledge found in the guides, it makes selling quality hardwood products easier," is the comment of a home center salesperson who read both pieces of literature.

Solid hardwoods are a strategic part of the current Better Homes and Gardens National Touring Mall Show. "Come Home to Hardwoods" themes the HMA display emphasizing the benefits of solid hardwood with colorful graphics in free standing displays built of solid cherry, oak, maple and poplar panels.

Those visiting the exhibit can view a solid hardwood video which runs continuously, pick up copies of the two consumer brochures. watch

an informative hardwood presentation and have an opportunity to participate in a "Solid Hardwood Crossword" contest which offers prizes made of solid oak. Because entrants must provide their name and mailing address, the contest is the source for developing a mailing list of consumers for future promotions.

HMA is coordinating flooring, millwork, furniture, cabinets and other applications of solid hardwood in a $750,000 home being built in Boca Raton, Fl., as part of the cable tv series "State of the Architect." Solid hardwood products are to be featured in at least six of the show's thirteen segments. At present, these are scheduled for late fall showing.

The completed Hardwood House in Pittsburgh, Pa., a showplace of design ideas utilizing hardwoods, has attracted favorable press. It is estimated that one article which appeared in 142 different newspapers reached 6.4 million readers.

Home centers can build on the "hardwood isbetter" perception of this promotion to sell more solid hardwood products from the U.S.A. They can emphasize the theme in their advertising, using the trademarks, brochures, videos and hang tags as sales aids.

"The campaign is funded by the U.S. lumber industry," Regan emphasizes. " we can offer these sales tools to home centers at minimal cost."

Story at a Glance

Both dealers and wholesalers should be aware ofthe promotional possibilities in the Hardwood Manufacturers Association's new consumer awareness program.

Hardwood importer maps out business around the world

I IM Summerlin of Sumwood Inc.

U may sell imported hardwood from his Palos Verdes Peninsula, Ca., ofTices, but his is anything but a desk job.

Summerlin's travels have taken him around the globe, searching for new sources of rare, exotic hardwoods and refining relationships with faraway mills and suppliers.

Last year alone, as president of the International Hardwood Products Association, he logged more than 100.000 travel miles.

And Summerlin is just back from Italy, in time to finish preparations for his company's l0th anniversary party. The Oct. 17 Cajun-themed event in New Orleans, La., co-sponsored by business associate Robinson Lumber Co., is being held in conjunction with the National Hardwood Lumber Association's annual

Story at a Glance

lmporter Jim Summerlin travels thousands of miles each year in search of new sources. 10th anniversary of his firm business built on personal attention.

convention.

The importer's many journeys are reflected not only in the artifacts that adorn Sumwood's offices. but in the offices themselves. Each room is lushly decorated with furnishings, flooring, paneling and mouldings of fine hardwoods imported from a different area of the world. One office is of Hawaiian koa, others of woods from South America, Southeast Asia and West Africa.

Jim is joined in the business by his wife. Dawn, who serves as vice president, handling the books and running the offices. A common denominator, in their strong personal and professional relationship is their mutual love of travel. Together, there are few points on the map they have not visited. The exceptions are Russia and the Middle East, sources of much political unrest but little hardwood.

As company president, Jim is the buyer and the seller, and he considers the jobs done best when they are done by the same person. He knows what they have, what they need, and what the customer wants. "A lot of people will end up with the wrong wood for their needs and they become sour on hardwoods," he explains.

Sumwood has been successful for ten years by meeting those special needs. "lf we don't have something, I try to find out how people can get it. The sale's not the primary thing. If we have helped them, they will call back," Jim says.

Dawn adds: "Jim gives a great

lllTERNAIl0l{Al- Hardwood Products Association presidency was handed to Jim Summerlin, with his wife Dawn, last year at Tucson, Az., convention.

deal of personal attention. If somebody hears about a new wood, Jim will find out everything he canabout it, send out all the information, samples, etc. It's not just a sale with him."

Summerlin's background includes overseeing wood projects in the Philippines for ten years, two years in Hawaii, andmanagerial positions with venerable hardwood importer Robert S. Osgood, Inc., Los Angeles, Ca. After five years with Osgood, he decided to go out on his own.

Sumwood carries 88 different species and grades of rare hardwoods. Two special softwoods are also stocked, a pine from Malaysia and one from South America, only because they are unusually clear and available in wide widths and long lengths.

The company has five employees, including John Buchanan, who runs the yard in Long Beach, Ca. It houses about 600,000 board feet of wood, and a detailed computer system provides a print out of the day's entire inventory each morning.

About 80% of Sumwood's business is sold from inventory, 200/o direct. Ten years ago, the figures were reversed. Into the early 1980s, as interest rates were peaking, companies tried to keep their own inventories as low as possible. Sumwood's inventory grew.

"People are now buying in smaller quantities," Summerlin says. "They're more cautious. Before, it was very common to buy a truck load. Now that's rare. Our business has developed in line with this. Others don't want to take a risk and expect to get their wood right away. Direct imports can take six months. (ln ordering,) sometimes I guess right, some times I guess wrong, but over the years I've come out on top."

Still, there are more wholesalers around now than there were in 1978. Sumwood's customer list numbers 175. The company also does a small amount of foreign exporting, shipping woods to Pacific Rim countries such as Hong Kong, Japan and Taiwan.

He usually communicates with faraway suppliers by telex or fax machines. He explains, "The phone presents troubles with time zone differences and inevitably, the person who answers on the other side will not speak English. Besides, I like to have things in writing."

Yet a majority of Sumwood's sales are made on a phone call. "Everything's verbal, often nothing is written," he says. "But we rarely have problems. You can trust people in the lumber business."

In fact, one of Sumwood's recognized keys to success is keeping the company small and personal. He sells only to wholesalers - no manufacturers - realizing he can't be everything to everybody.

And he is always on the look out

for new woods. His term as 19871988 president of the IHPA afforded perfect opportunities. Summerlin led delegations to South America, Southeast Asia and West Africa. Therehe would meet government olTicials (such as the King of Ghana) and native mill owners and suppliers.

Most others would label the recent jaunt to South America as the most successful of the trips, since it resulted in many new sales with eager locals. But Summerlin considers the trip to Africa more productive, in the long run. "ln its 33 years, IHPA to my knowledge had never sent a delegation to West Africa before. Hopefully, we broke some new ground. We met some new suppliers and at least got people thinking about trading with Africa," he says.

Sumwood's next ten years may hold some surprises. Summerlin foresees two factors possibly changing the hardwood business. "Overall rapid modernization of all countries in the world will produce more customers and more competition to reach those new markets. Especially in China, as its standard of living rises, more competition will vie to reach this one billion people," he predicts.

Restrictions may also play a role. He says, "A lot of the harvested hardwood forests are being replaced with fast growing softwoods. In addition, there will be more pressure against harvesting the remaining tropical hardwoods. This will restrict cutting ofcertain trees and in certain areas and cause the price to climb higher and higher."

But the hardwood globetrotter will still be around. Somewhere.

FflE1{Cll wood association official Denis Spire welcomes Summerlin t0 the group's headquarters in Paris.

AFRICAl{ delegation visits Sumwood's offices: (l-r) Dr. 0. Firempong, Summerlin, Dr. OseiTutu Poku (son ol the King ol Ghana), Tony Nurumah Brobbey.

|I{001{ESIAI{ Ambassador to the U.S. Soedarman, and (l-il his wife, Summerlin, oast IHPA president Harry Buckley, IHPA executive v.p. Wendy Baer.

Script for a hardwood flooring sale

Ll ARDWOOD FLOORING sales

I lcontinue to multiply faster than those of sheet vinyl, vinyl tile, ceramic tile, carpet and area rugs, offering home centers and lumber dealers a growth market.

The $600 million wood flooring market in the United States is projected to double by 1 995. The majority of the growth is predicted in laminated floating floors. Prefinished, laminated products for floating installation are primarily manufactured for the do-it-yourself market.

Although new product developments have made hardwood floors a do-it-yourself product, many homeowners hesitate to tacklethe job. They like the luxurious, natural appearance of hardwood flooring, but they perceive the product to be expensive, diflicult to install and tedious to maintain. In short, a luxury for the well-to-do.

Dealers frequently hear the following doubts from customers, but by countering the objections with the benefits of hardwood flooring, they usually can make the sale. The dialogue below illustrates many of the benefits hardwood flooring has for the do-it-yourselfer.

Customer: We want to do the work ourselves, not hire a professional.

Salesman: With the new developments in hardwood flooring, installation has been simplified for a do-it-yourselfer. We have a brochure that gives the easy-to-do steps required. You can look it over and see just how the project is done. We also have video tape instructions that you can borrow.

Customer: I don't have the

special tools needed for laying a hardwood floor.

Salesman: You don't need any special tools with the hardwood flooring manufactured especially for do-it-yourselfers. A chalk line, a square, a crowbar, a hammer and a hand or power saw plus a couple of wood blocks and wedges are all that you'll be using. You don't even have to use nails, just some adhesive.

Story at a Glance

Answers to customer's doubts about hardwood flooring. .. what you should say to stress benefits. howvideos and literature apply to presentations.

Customer: The floor will get lots of hard use. The kids spill stuff.

Salesman: Laminated hardwood is extremely durable. The polyurethane that coats these pre-finished flooring products has been proven in abrasion tests to wear twice as long as other finishes. In the Taber Abrasion test, an industry standard, hardwood flooring with a polyurethane surface withstood testing equaling 20 years of normal household use without showing wear. The polyurethane finish also resists spills.

Customer: I don't have a lot of time to keep hardwood looking nice.

Salesman: Laminated, prefinished hardwood floors are easy to maintain with dustmopping or vacuuming. Spills wipe up with a damp cloth. If the floor gets extremely dirty, you can clean it with a damp cloth and a little mild detergent.

Customer: Hardwood flooring won't work. The room is in the basement.

Salesman: Laminated hardwood flooring can be installed below level with a few precautions. For below level use manufactuers recommend a six mil polyethylene film barrier be put down first. If you follow the manufacturer's instructions for below level installation, there should be no problems.

Customer: We can't use hardwood flooring. Our existing floor is a concrete slab or vinyl flooring or wood.

Salesman: Laminated, prefinished flooring can be applied over almost any dry, sound, level surface including existing wood, vinyl or concrete floors. Manufacturers recommend using a poly film barrier or a foam padding in some installations.

Customer: Our budget is limited. Won't hardwood flooring cost a lot?

Salesman: Because hardwood flooringlastssolong and can be easily installed by the homeowner, it is really a good buy. Now that the need for a professional installer has been eliminated with products designed for do-it-yourself installation, hardwood fits into most budgets.

Customer: Will hardwood flooring go with our decor? We like modern or casual or country or antiques.

Salesman: There is a type of hardwood flooring for every decor. Parquet and strip, alternate or random plank products allow you to select the look that blends with your furnishings. You have a choice of woods including dark, medium and light oak and light tone beech and ash. There's also a choice of smooth or textured surface.

Customer: With the kids using the floor for play, won't it be cold and noisy?

Salesman: On the contrary, you'll find that prefinished, laminated hardwood provides a floor with improved resiliency, sound insulation and improved moisture protection.

Handing the customer product literature detailing the installation process and a catalog showing colored room settings with various types of hardwood flooring is a convincing conclusion to this sales presentation for prefinished, laminated hardwood flooring.

HORSING AROUND?

ln addition to our buildings for lumber and building products storage, San Antonio constructs a widevariety of other structures.

This handsome horse barn, typical of the hobbytype buildings we've erected, shows the remarkable versatility San Antonio achieves in pole construction.Boat sheds and vacation retreats are other examples of the "Can Do" attitude we bring to any customer

request.

Whether your needs run to sheltering two-byfours or Tennessee walking horses, San Antonio has the experience and ability to provide the building best suited to

your requlrements.

Keep San Antonio in mind whether your building requirements are for business, recreation or hobbies.

We won't horse you around.

Mike Esposito, rngp.

1280 Unit F-1 West Lurnbert Rd. Illea, Ca. 92627

(2r3) 654-8s67.

(714) 529-779,0

P.O. Box 136

Gr-imes, Ca. 95950

(976) 437-230s

its name to T.l lnternational with two div., Trus .loist and Desisn Masler.

Grossnrun is has opened a new t4tisda Lnnbcr, Santa Paula, (|a.. store in Yuba City. Ca., Larry {brmerly Rothcrmel Lumber, held Moore, nlgr. Pa.y 'tt Pak is a ribbon cutting cerentony to building a44,000 sq. ft. store in celebrate new owners. Charlotte Marysville, Wa.. . . lluilders Dis- and John Wisda, and a new count plans a newstore in Valen- name cia. C'a.. in '89

Entst H.me & lturserv.sea*re.

rJl#Ji::tr1:';; "?1l"fr"lfio;:

Wa., has reopened rhiee storei lgth anniversary.at the National shuttered three years ago, two in Hardwood Lumber lssot'iatittn Tacoma. Wa.. ind onl in Salt rneeting in New Orleans, La., I-ake ('it1', 1J1.... Lori and Alan Oct. l7-19... IJttit.t' Forcst Prod' As<looridn have opened lslanrl irt'l.s has moved from Roseville, LL.rntbcr Erprcss in }-lanforcl. ('a., ('a." to a ncw l0 acre flcility in Raf:rel Alonso. mgr. . . . Yr"rba City, Ca. '

ftorue('ltth, lnt'. will oDen a 103.q09 si1. li. storc vrith u 9,88{) sq. fl. nursery Oct. 27 in lrvine, Ca., onc of'six they,' will open in the west befbre the end o[ '88.. f-ostct' Ltnnbar ('o. is opening anew location on Maggio ('ircle rn Lodi. ( a.

lt'oothill Builders Hone Improvemenl Co, has moved to nerv 4000 sq. f1. quarters in Pasadena. Ca., with a shou roonr due to open in Jan. . . . Tlte TarrJ' Companies have redecorated their ('hatsworth, (1a.. unit . .

Dull l.nnh(,/' was one clf two busincsses clestroy'ed in a $l million firc in Sacranrcntcl. ('a., recently

Lttttc .9tuttlon L'(tttt't, Lutnber (ir., City ol- Industry. ('a., has operrecl il new -5iX)0 sq. ft. warehouse in San N'larcos, ('a. Georgiu-Pot'#ir'ls Stockton. Ca., sales olfices have relocated to Martell,Ca....

Gottaltl Lumber (ir.. is adding a door and windorv nrezzanine at the Anaheim, Ca., store . .

What'sNew With You?

We'd like to tell the industry what's new at your company. Just drop us a line: The Merchunt Magazine. 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Or call us at (714) 852-1990. Best of all. it's fiee!

Iiura- Pa c i /'i t I n te rn at io no I ('urp,, Portland, Or., has nroved to new olflccs in the Johns l-anding arca in the southwest part ol' theci1y...

ll L D I'rttdi trg ('o., 0akley, ('a,. has been opened by Ron I)ybas who also acquired a contractual interest in R- t' Wltolesale, Ilyron. Cla.: fbunder of (i'r,stx'ood Forasl Protlut'ls in '84, he has sold his interesl in that co. which Cly'de Ng will continue to operate

Bolrcmia, Int'., Eugene, Or., has added a second glulam mfg. facility.rt its Saginaw, Or.. plant . Trus ./olst has changed

The llenr.y (1o., Huntington Park, Ca.. has acquired Resin Tec'ltnologr- C'orp., Ontario, Ca., from 7,t Industries. 1nc,.... .\uncralt Moulding, Inc., Bend, Or., has been acquired by Ralph Wilsotr Plastics Co., Temple, Tx....

Long Beach Plywood. Long Beach, Ca., is celebrating its 50th anniversary this year . -

A federal bankruptcy judge approved $82.7 million in senlements between Manvillc Corp., I)enver, Co., and its insurance cos., raising the amount to be collected to about $850 million: $61-s million will goto a $2..s billion personal injury trust for those with asbestos-related illnesses; the rest will go to an asbestos property damage trust.

Poc'ilit' l;orcst Produt'ts Inc., Fresno, Ca., has acquired an acre ofproperty adjacent totheir present location; it includes a bldg. which they will remodel for new offices as well as a 50'x250' enclosed bldg. for dry redwood slorage

1987 western lumber praduction broke all records with 23.942 billion board feet produced at a wholesale volume of,$6.7 billion; Ca. and Nv. set an all time record with 5,408 million board feet.

Resalcs of'single family homes rose I I(Zr in Aug. in a rush to closc srles before aninterest rate hike . . . bearish economists foresee mlrtglge rltes topping llolr early next year .

Single lamily home construction was up 2.lVr in Aug. (latest figs.) multi-unit construction fell 16.901, depressing total starts by 3.3'/, to a seasonally adjusted annual rate o[ 1.44 million units... building permits were up 1.9%,.

I \[ rllf. l-G) ' l' \/ \//[\ lD]lDllllqlq( ,\l- \I ,)) ll)trllll-1"- )) ll*L-r \' -J |_-]tlt__l L:L ]\:/ ffiw,i*.a Ti;i-\rRrql1]tnlH'9:h'-

NHLA Exec. To Take Office

The National Hardwood Lumber Association's new executive manager, Ernest J. Stebbins, will succeed S. Carroll "Bill" White on Nov. l, l 988.

Ernest J. Stebbins

NH LA assistant manager since January 1984, Stebbins previouslY worked for Koppers Co., forest products division, and U.S. Gypsum Co., wood fiber division. His background is in timber buying, sawmill management and hardwood lumber sales.

He received a bachelor of science degree in forestry from Purdue University and a masters of science in forest economics from Virginia Tech.

Also on Nov. l, Robert E. Garst will replace Stebbins as assistant manager. He has a bachelor of science degree in forestrY from Virginia Polytechnic Institute and State University, and an M.B.A. from the University of Alabama, Tuscaloosa. He also had a long career with the U.S. Army in a number of responsible positions.

Lumber Gompanies ln ToP 1OO

Three Orange CountY, Ca., lumber companies are included on the annual list of the top 100 Orange County companies compiled bY the Orange County Business Journal.

Basing their selection on information taken from Dun and Bradstreet, the publication ranked Far West Fir Sales Co., Huntington Beach, 41st; James Lumber Co., Huntington Beach, 73rd, and Ganahl Lumber Co., Anaheim, 96th.

Quality Contrcl Starts at a Very Early Forcst Products Whatever happened to . . .?

ffr:Mrb

By Matt Moulder

Lver since the U.S. Forest Service's top priority changed [rom. intelligent multiple use of our forests to that of providing a secure habitat for spotted owls and three toed woodpeckers, we have seen the price of Piie shop and better lumber push moulding and cutstock.prices into the upper stratosphere. As a result of this, many of us in the remanufacturing end of the industry don't spend a! much time as we used to sorting out inquiries for our products..The phone d6esn't ririg as often anymore. To fill the void thit the environmentalists created for us we have decided to write this article for The Merchant Magazine.

Each month we will feature a person of high esteem who has dropped out of the lumber biz t9 ,,smell the roses." The subieit for our firs-t article is Bert Dennis, former sales manager for Seouoia Forest Industries. Bert ahd his wife, Ellie, have continued to live in Visalia, Calif. since Beri's retirement in 1982. Dennis divides his time between studying the stock m_arket, golfing, traveling, and golfing. The former t handicapper is now up to a 22 and enloys a fair amount of tax free income as a result of the higher handicap.

Eert was born in Spokane, Wa. His father was a distance runner on the Swedish Olympic team in 1912 Drior to emigrating to Vancouver, BC. He grew up in the Baker, Or. area and after saving, ,p St.OOO frori wofing in lumber mills as a ybungster he set off for Washington State U, s,r;dJatinein1942. He servFd in various mana8ement and sales positions with a number 0f siwmills in"the ldaho area. His first big break came when family friend and godfather, Frnie Devoe introduced him to c. C. Lorenz and Bill spangler, which resulted in a salesaccountinq Dosition at their mill in Spalding, ldaho. He later worked for Ohio Match Co. in Crrcur D,Aiene and when Ohio was 6oughiout by Diamond Match, Bert headed for Dinuba, calif. kr take a iob with a brand new mil[called lvory Pine. In June, 1960 the name of the firm was changed t6 Sequoia Forest Industries and Bert remained with SFI until his retirement in 1 982.

We asked Bert who the best boss he ever had was. His answer was Crant Potter, former general manager of Sequoia. The most generous person that Bert ever encountered though iias to be thejormer owner of Sequoia, e us Luellewitz, as Bert was given a sizeable block of Sequoia stock by cus that came in very handy when Wickes purchased sequoia a few years later.

Dennis' advice to people starting out in the lumber industry:- learn. accounting. When asked what is the biggest change thaihe sees in the industry today from the "old'n days" Bert savs "pettinc. a*av ltbm personal contact." Dennis used to be on the road J to 4 months a y."r.'illing'.rn his customers and people back Last would more commonly make mill trips. This makes for more meaning,ful relationships, according to Bert tor those of you unfamiliir wtth our operation, we. make Ponderosa Pine moulding,s and 6/4 Pine cutsk)ck. Our factory is located in the heart of the California Cold Country, adiacent to one of the best timber growing areas in the world. Next time you come o-ut this way on a mill trip be sure t() visit ui in Diamond Springs, situated at the foot of the Sierra's between sacramenkr and take Tahoe, ca. And the next time you need a quote on Pine solid lineal mouldings or 6/4 Pine cutstock, please give us a call at 916-626-4221

Manv oeoole find it convenient to call on us enroute to Lake Tahoe, an ideal spot for a weekend i"roit" t., a hectic mill trip. We frequently hear that it is refreshing to visit Diamond Sorines after'checkinq out our p,ood competiiors in Yuba City, rated by Rand McNally as the ubru inrrt place to l"ive in theintire United States. Stockton is also a nice place to have iust left. One retent visitor told us that they had to stop putting the numbers 91 1 on police cars in Stockton. Wino's were stealing the cars thinking they were Porsche 911's.

Ite

Manufacturers:

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

Moulding Sales: Larry White €16) 626-4221

Cutstock Sales: Curt Crane {o16) 626-4221

Ponderosa & Sugar Pine Mouldings and Cutstock

Located in the Heart o.f the Bis Timber Country

EXPANSION!

OCTOBER

International Hardwood Products AssociationOct. 12-14, members &directors meeting, Hyatt Regency on Capitol Hill, Washington, D.C.

National Lumber & Building Material Dealers AssociationOct. 13-16, annual convention, Wyndham Hotel, Palm Springs, Ca.

National Hardwood Lumber AssociationOct. 17-19. annual meeting, New Orleans, La.

Oakland Hoo-Hoo ClubOct. 18, retailers and phone sales meeting, Francesco's Restaurant, Oakland, Ca.

Woodwork Institute of CaliforniaOct. 18, plant tour, La Mirada. Ca.; Oct. 19, meeting, El Torito Restaurant, San Diego, Ca.; Oct.22, mini-convention, Radisson Hotel, San Jose, Ca.

W.O.O.D., Inc. - Oct.22, annual banquet, Denver Athletic Club, Denver, Co.

North American Wholesale Lumber AssociationOct. 25' regional meeting, International City Club, Long Beach, Ca.; Oct. 26, Red Lion Inn at Sea Tac, Seattle, Wa'

Forest Industries Tour of ChinaOct. 25-Nov. 10' organized by Roman Associates.

Lumber Merchants Association of Northern CaliforniaOct.24-25, estimating seminar, San Jose, Ca", Oct,26'27, Sacramento, Ca.

National Building Material Distributors AssociationOct. 29-Nov. 1, annual meeting, Hyatt Regency, New Orleans' La.

Better, faster service for our customers . more milling space, more warehouse space and an enlarged office, all aimed at taking even better care of you. The largest expansion in

ourl2year history, it enables our two companies to consolidate all our activities under one roof for enhanced quality control and even quicker turnaround.

NOVEMBER

National Decorating Products AssociationNov. 4-6, annual show, McCormick Place No., Chicago, Il.

Lumber Merchants Association of Northern CaliforniaNov. 9, insurance trust meeting, San Jose, Ca.

North American Wholesale Lumber AssociationNov. 9, regional meeting, Eugene, Or.; Nov. 10, Portland, Or.

Lumber Association of Southern CaliforniaNov. 9-13, annual management conference, Marquis Hotel, Palm Springs, Ca.

Mountain States Lumber & Building Material Dealers AssociationNov. 10-11, management conference, Hyatt Regency Tech Center Hotel, Denver, Co.

Western Building Materials AssociationNov. 12-15, annual convention & exhibition, Sheraton Tacoma Hotel, Tacoma, Wa.

Woodwork Institute of CaliforniaNov. 15, meeting, Michael's Restaurant, City of Commerce, Ca.

Lumber Merchants Association of Northern CaliforniaNov. 15, product knowledge seminar, San Luis Obispo; Nov. 16, San Jose; Nov. 17, Santa Rosa; Nov. 18, Sacramento, Ca.

W.O.O.D., Inc.Nov. 16, membership breakfast, Denver, Co.

Dubs Ltd.Nov. 18, golf tournament, Crystal Springs Country Club, Burlingame, Ca.

Lumber Association of Southern CaliforniaNov. 25-27, "Skins" game, PGA West, La Quinta, Ca.

wewontlequeyou outon3|limlt.

We know what y ou reaily wanlf rom your softwood lUtBER,ltc.

lumber and panel products supplier: a consistent supply of products, up-to-the-minute market information, and competitive pricing. At Furman Lumber and Slaughter Brothers, accurate, reliable service has been the number-one priority for over 30 years. We now meet the diverse needs of more than 6000

satistied customers, and we'll supply them with ,-,a more than one billion board teet of lumber this year.

, Our national network of 14 sales otfices, 12 distribu-

\ \ tion cenlers, 7 coastal distribution centers, 1 reman,,{.^t' 'ri6^ {anilirrr aad a talaaA .{ictrifrlti^h ^ahtare ufacturing facility, and 7 reload distribution centers s, guarantees that our entire.line of productswillalw.ays

be available, at prices that will keep you competitive.

Right now is the best time ever to make the seasoned traders at Furman Lumber and Slaughter Brothers your working partners in the forest products industry. lf you're looking for a dependable source call us today toll-free at 1-800-547-1942 or (503)636-0320. And watch your profits grow.

We make markets in all softvvood specrbs.

stantly adding to our selection of western red cedar, pine, hemlock and white fir. Other species and specialty items are inventoried and included in our weekl y flyer sent to all Fremont customers.

Softwood Lumber Panel Products Wood Soecialties

HOME GENTER MERGHANT

Bill Fishman & Atfiliates

11650 lberia Place

San Diego, Ca.92128

f Henf are some days when I feel I the only way I'll be able to get off the telephone is to have the receiver surgically removed from my ear. With all that phone time I have experienced some unusual telephone techniques. Some good. Some bad.

I made a mid-morning call to a business executive and had his secretary inform me that, "He hasn't come in yet."

If I'm out of the office, my people have been instructed to respond, "He hasn't returned yet," no matter what time of day it is.

The director of the trade showdivision for Vance Publishing Corporation (the sponsors of the Home Center Show) answers his phone, "This is John Berry, how may I help you"... a great way to begin communicating.

One of the biggest irritations in this era of automation is the push button call

director. Today I phoned for some information about my United MileagePlus status. "lfyou have a push button telephone and are inquiring about your account press 'one' and enter your account number," the electronicvoice directed me. I pressed 'one' and entered the code numbers. The voice ordered me to "Enter your 11-digit MileagePlus number again." I entered again. "Sorry," said the electronic voice, "We cannot supply information about that account number at this time. Thank you." Before I could yell "but " there was a dial tone ringing in my ear. That phone experience sent me scurrying through my files for a column about telephones that I wrote many years ago. It's worth repeating.

I hate the phone company, phone answering devices and telephone answering services.

My dislike for the phone company is not because of, their service or even their rates. lt's because of

the questionable selling practices oftheir advertising space sales department.

They sell their Yellow Page advertising by the month (try buying only 1l months). Then, they continuously add classifi cations that, as a retailer, you're reluctant to miss. It used to be easy. You just bought a listing or ad under LUMBER. Nowadays, however, you've got to consider "Building Materials," "Contractor Alterations," "Hardware," "Kitchens," "Plumbing Supplies" and just about every other imaginable category.

To pour moresalt on the wound, they keep producing smaller community directorieseach with its narrow product classifications. In metropolitan areas a retailer could easily exceed 270 of his gross volume by taking a small ad in every broad category in every phone directory in his market. Frankly, I think the retailer who ends his print and broadcast advertising with "Look us up in the White Pages... " is a smart merchant.

Electronic telephone answering devices are a pain. I'm intimidated by the recording that either orders me, or pleads with me, to leave a message and I'm mad as hell to

have made a long distance call to talk to a machine. I'd rather have the phone go unanswered and remake the call.

As for telephone answering services, they get my award for "scaring new business away." Very few things annoy me more than thecurt. "Please holdclick." Mostly I don't hold because the few times I did hold, I kept holding and holding and holding! When I call a business andget an answering service my immediate reaction isNo office! No employeesl No communication! No follow-up! Nobody really cares! No business from me!

As a customer. I've had answering services tell me that "He's out, please call back later" without any attempt to take my name or number or ask about the nature of the call. Chances are I will make another call immediately. to another supplier.

The badjob ofscreening phone calls is not restricted to answering services. We've had recent experiences with major corporations that do a poor job of training their people on how to keep their products and services up to the standards their public relations department boasts about.

It's a buyer's market. Buyers can pick and choose and make their purchases at the stores where they feel most comfortable, most appreciated. Maybe it's time for the building material operator to check to see how easy it is to get a phone call through to his operation - or to place a phone orderor gef waited on in the storeor get credit OK'ed - or get lumber tallied in the yard!

Maybe it's time to check to see if some of the people who talk with customers at your store treat them as an interruption of their non-selling duties. And maybe it's time for management to review their systems and procedures to make sure that everyone who has the responsibility of talking to potential buyers knows specifically how management wants them to respond to. and, to ask questions of the customer. Maybe nobody explained it belore!

Future Dates

Check our Calendar on page 20 for information on upcomingconventions, meetings and trade shows in your region

CHUCK LINK executive director fi

UfSfnNDING seminars and V speakers targeted to your business profitability with new product exhibits, show specials, cash incentives and lots of idea sharing and social events will highlight the 1988 wBMA convention/building products showcase and buying show.

Activities will center on the Sheraton Tacoma Hotel and the adjacent Bicentennial Pavilion in Tacoma, Wa. Dates are Nov. l2-15.

Keynote breakfast speaker on Mon-

day, Nov. 14, will be Jeremiah J. Attridge, former v.p. of corporate advertising and sales promotion for the Manville Corp. "Target Your Market" will be his topic.

A seminar, "Employee RelationsHow To Keep It Legal," conducted by John M. Payne, J.D., and June Kubo, Donworth Taylor & Co., management consultants, Seattle, Wa., will follow. Merle Mensinger, president, National Lumber and Building Material Dealers Association, will bring everyone up to date on "What's Happening In Washington, D.C." in the final a.m. session.

MOUNTAIN

FRED CARUSO executive secretary

ll ICHe marketing and data manageI ! ment are key themes for this year's Management Conference, Nov. l0-1 I at the Hyatt Regency Tech Center Hotel, Denver.

The first day will be devoted to management discussions among computer

users. Users from Enterprise (formerly Aid-Man) and Dimensions Software are working on agendas for the meetings. Other groups have been invited to participate.

"The best idea I've ever gotten was from a computer user's meeting," said Bill Bader, Red Barn Lumber, Durango.

The second day's sessions will focus on results to be had from "niche marketing" through specific approaches to advertising and promotions in work-

John M. Creighton, Jr., president, The Weyerhaeuser Co., Tacoma, will speak at the awards luncheon.

Tuesday sessions will open with a seminar, "How To Increase the Professionalism of Your Credit Management (Without Losing Your Good Customers)," by O.D. Glaus, general credit manager, Genesco, Inc. "You Owe It To Yourself To Get Involved," the how and why of grass roots political involvement, will be presented by the Young Westerners Club. Betsi Powers, Seattle Lumber Co., Renton, Wa., who is president of YWC; Mark Gallant, director of government affairs, NLBMDA; Ken Marson, Marson and Marson Lumber. Inc.. Leavenworth, Wa.; and Mack Hogans, The Weyerhaeuser Co., governmental relations, will take part.

The building products showcase and buying show will open at 12 noon on Sunday, Nov. 13, to 5:30 p.m. Monday hours will be l:30 p.m. to 5:30 p.m.

shops led by Carl Dill. Dill is the founder of the highly successful Dill's Best Building Centers, with three operations in the fiercely competitive New York/New England market. Dealers will examine current issues.

In preparation for the l00th anniversary in 1991, caps bearing a "98 years and counting" logo will be available at the management conference and at all MSLBMDA-sponsored events this year. The association plans on establishing a Regional Register of Historic Lumber Yards in addition to publishing a commemorative book on the industry.

The celebration will officially begin in the fall of 1990 at a joint convention with the National Lumber andBuilding Material Dealers Association at the Broadmoor Hotel, Colorado Springs.

Golumbia Harbor Lumber Go.

Custom Remanufacture

Resawing:

r 54" Bandmill

r Comouterized Line Bar Setworks

I Rough Double-end Trim

r Sortino Chain - 150 ft

Drying:

r Steam Dry Kilns - 2,000,000 Bd. Ft Capacity Per Month

r Dry Storage

Planing:

r Patterns - Splitterhead - Rougherhead

r WCLIB Grading

r Finish Double-end Trim

r Vinyl or Paper Wrap

Shipping:

r 15 Acres Paved Yard

r RailSiding BN & UP

r l-5 Direct Access

THE SOUTHLANDffi

WAYN E GARDNER executive vice president

EOPLE make the differencedo they ever. Think back to when you shopped at an establishment where the people were unfriendly. I say think back, because you probably never went back to shop there again. Price canbe a draw, but people make the difference.

Think about a problem you had with some particular business recently. Then think how the problem was quickly solved to your satisfaction because some person within the organization took time to handle it. People make the difference.

Often we hear someone say, "l really like to shop at that store. The sales staff is so knowledgeable and courteous. I always look there first when I need such and such."

"But aren't they more expensive than so and so?"

"Yes, but you can always get waited

on by someone who knows the merchandise and is willing to help."

People make the difference.

We are all in the people business. We are either selling a product or a service. We are constantly training, motivating, doing all those things necessary to create a staffthat is productive as well as profitable, because we know, or at least we should know, that people make the difference.

The LASC Management Conference will start on Nov. 9 at the Marquis Hotel in Palm Springs and continue through the l2th.

The theme this year is "People Make The Difference."

Rick Barrera, nationally known marketing consultant, speaker, author and trainer, will present "The Peak Performer's Attitude" on Thursday morning and then on Thursday afternoon for his keynote address, the title will be "lt Takes All Kinds."

Thursday at lunch the outgoing presi-

dent will be honored along with the new oflicers and others. Thursday evening, Bayly, Martin & Fay will host a cocktail party for all attending the conference.

On Friday there will be a speaker in the morning, plus the Second Growth Panel. At noon Roger Burgraf, Ph.D, widely acclaimed communication specialist, will speak. His topic will be "Your Actions Do Speak Louder Than Your Words."

There will be table top exhibits in the ballroom foyer, to be viewed at times other than during the meetings.

Wednesday night there will be a cocktail reception for all arriving early. An insurance meeting over breakfast on Friday, plus cocktails anda dinner dance, black tie optional, in the evening.

Saturday the golfers will be out early totry Desert Falls Country Club. The tennis players will start a littler later, but with no less enthusiasm.

Late Saturday afternoon, it will all wind up with cocktails and presentations at the "Winners Circle" cocktail party, open to all, participants in the sporting events as well as the non-participants. This party is sponsored by Fremont Forest Products.

The members of LASC look forward to this meeting. Reservations are coming in well and attendance looks good at this time. If you are a member of LASC, and haven't registered yet, best do it now.

See you in Palm Springs in November.

SPECTALIZING IN A COMPLETE LINE OF THE FOLLOWING:

TREATED LUiIBER & PLYWOOD

Meets specitications: AWPA C-27-84 &C20-84, ASTM E-84, MIL-L-I 9 1 40 Type 1

FR-S. Meets UBC standard 42-1. D-BLAZE is a clear fire rgtardanl treatment.

D.BLAZE F!RE TREATIIENT

D.ELAZE FIRE RETARDANT PLYWOOD

CDX plywood 5/'16,1 12, & 3/4

ccx-3/8, 1t2,5/8,3t4

1-1lA2-4-1 T&G - NCX T-1-1 1 -5l8

CZC LP.2 DF MUDSILL. AWPA C.2

*2 Com S4S: 1 x4 thru l xl 2, 2x1 2

*3 Com Sugar Pine S4S 1 x4 thru 1 x1 2

*4 Com S4S 1x12

REDWOOD

CONSTRUCTION HEART ROUGH

1x4,1x6,1x8,

CLEAR DOUGLAS FIR

CLEAR VG DOUG FIR S4S KD

1x4, 1x6, Ix8, 1x1O, 1xl 2 1x4T&GFloorlng

5/4xl2Stepplng

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

OPERANNG OPPORTUNITIES

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

f Hfne are about 25.000 retail comI panies across the country primarily engaged in the sale of lumber, building materials and other miscellaneous categories. Something less than 400 of these companies, corporations and proprietorships generate over $10,000,000 each in annual sales.

This column is lor anyone who wants to be in business when the 2lst century dawns, but especially those 24,600 retailers seeking to generate profits and join the volume levels of the largest 400.

Examine under used and/or idle assets. The major offenders are unused land for development and under used buildings, land and equipment as well as excess inventory used in operations. These are all committed dollars that

don't contribute to profits and, in most cases, detract or take money out.

Idle land is taxed by the government and eliminates the corporate opportunity to make 100/o pre-tax annually by giving the same dollars to Merrill Lynch, etc.

Land and buildings utilized daily in the business should come under fire. There are many examples of people doing $750,000 to $2,000,000 per month with less than 2 acres. A common denominator is turnover; six times is par, but the varsity will hit ten and twelve.

Fork lifts and trucks for most operators are the most expensive equipment investments. Doable performance for a 2-1/2 ton truck annually is $2,000,000 in deliveries. Each fork lift should handle twice that annually.

Test the profitability of what your company is doing. A typical $5,000,000 sales volume is 600/o retail and 40% con-

tractor. This is really two different businesses under one roof. Typical experience shows a loss on the contractor side and a profit of up to 150/o on the consumer side.

Other profit culprits are production shops and service shops. Ifeach were an independent business, would you be in it? There are obvious alternatives to inhouse shops. Why do anything that isn't profitable?

People and their proficiency. The facilities and inventories of all but 400 retailers in our industry could and would be bought up by a financial syndicate tomorrow it and it's a big if, they were confident they had people proficient enough to protect their investment. The difference in any company is the caliber of the people and the proficiency of their skills.

In a lifetime in this business, no company that was in trouble and came to us for help has been able to show us an operations manual or a business plan. Such companies are tantamount to a football team without a play book and a game plan.

For successful companies, we've written to basics. If your company has some of the holes described above, we've written to survival and thrival. Our industry is basically averaging a pretax of 20/o on sales, so if you are average, you can generate for every dollar of misspending or mis-use of assets a benefit of $50 in sales volume growth. For you, the 1990s might be next year.

WWPA's Forecast for 1989

While crediting the Western Wood Products Association with expanding lumber volumes and helping to maintain strong lumber demand, chairman Lee C. Simpson warned "good times aren't going to last forever" at the WWPA fall meeting.

"Fortunately, our association understands these cycles and has been designed with theflexibility to deal with them," he told those attending the Sept. 10-13 session in Coeur d'Alene. Id.

Continuing the theme that lumber demand has remained reasonably strong even though housing starts are down, H.A. Roberts, WWPA president, said U.S. lumber consumption will hit 47.62 billion board feet this year. He projects 45.33 billion board feet being consumed in 1989.

"While these figures drop 6% and 100/o below the lofty consumption level of 1987," he explained, "in my estimation these reductions should not be cause for alarm. As little as eight years ago our industry was very

satisfied with a domestic consumption level of 42 billion board feet."

Western lumber consumption in 1988 is expected to reach 20.3 billion feet with 19.4 billion feet in 1989. "Nineteenbillion feet is one billion more than we provided markets in 1979," Roberts said, referring to the base year in industry comparisons.

Inventories of slightly less than 2 billion board feet at the end of this year and 2.045 billion board feet by the end of 1989 are anticipated. "Levels of 2 billion board feet and less offer the prospect for broken inventories in some items," Roberts said.

WWPA, which will celebrate its 25th anniversary at its 1989 spring meeting, has seen the western lumber industry increase its productivity by 630/o since 1979. Total production of all U.S. regions is projected at 36,300 million board feet for 1988 and 34,890 million board feet for l 989.

The association's housing forecast sees mortgage rates slightly higher in 1989 with multi-family building increasing as the over supply of apart-

ments diminishes. A projection of 1,400,000 new units is being made.

Single family starts are expected to fall slightly (about l0lo) to 710/o of total conventional starts with western starts projected at 355,200 units, down 4.00/o from 1988. Repair and remodeling use is expected to maintain strength with a slight drop of approximately 460 million board feet. R&R will account for 31.80/o of total softwood consumption.

Dealers Benefit From G-P Ads

Inspire homeowners and increase do-it-yourselfprojects is the aim ofa consumer ad program appearing in over 20 major publications this fall.

Dealers too will beneltt from the color advertisements featuring decorating and refurbishing projects using Georgia Pacific roofing, siding, paneling and moulding products. A coupon or a toll free number offering how-to videos and booklets with a $3 rebate coupon redeemable at any home center carrying Georgia-Pacific building products is included in each ad.

BUILDI]IO YOUR BOIIOT tIlIE

COMPLY Lop Siding con moke lhe difference between o proiect coming in under budget, or going over budget.

HOW?

BY CUIIITo EXTERIOR STUD REOUIRETETIS BY 3O%, BY E]ITIilAII]IO SHEATHITO, ATD BY REDUCIilG TABOR COSTS.

The APA oworded COMPLY Lop Siding o 24 inch spon roting, the highest roting ever for on oll wood siding. Thot could sove you o bundle over other lop sidings thot require .l6" centers.

COMPLY Lop Siding's tongue ond groove milling meons thot it doesn't need tohit on o stud, which tronslotes into less woste, quicker instollotion ond higher profits.

COMPLY Lop Siding requires no sheothing, only o vopor borrier. So you'll eliminote sheothing costs. We've engineered COMPLY Lop Siding to be self-oligning so there's hordly ony room for worker errors-we help you build it righr the first time.

For more informotion on using COMPLY Lop Siding to reduce your costs ond build profits into your bottom line. coll l-800-533-3374.

Wood Windows Hot In Portland

Marketing only in the west, Weathervane Window Co., Kirkland, Wa., recently opened a new retail location in Portland, Or.

According to Tom Grove, v.p., sales and marketing, "The trend in the Portland market is toward a renewed interest in wood windows. Builders and homeowners are looking for alternatives to what has been traditionally offered in the area."

The new outlet occupies a 4,000 sq. ft. facility shared equally by a warehouse and showroom/office. The showroom features the complete Weathervane window line as well as samples of customizing features including decorative and leaded glass and snap-in decorative wood grids.

According to Dan Larson, Portland manager, "Initial reception of the windows has been good. Our new accounts are on an upward curve." Weathervane manufactures wood windows in all styles and varieties: classic casement and awning windows; bow, bay and garden windows; classic double-hung windows; sliding windows; and the Trimline series specifically designed for quick and easy replacement of aluminum windows in existing structures. Weathervane is also the exclusive West Coast distributor for Eagle wood windows, patio and French doors.

so our name on . Every Piece!"

0lSPllY utilizing boutique concept is successful at new Weathervane Window store in Portland, 0r.

W000 AGCEI|TS make the new Mead Clark Home Center in Santa Rosa, Ca., handsome as well as functional. The well landscaped parking lot can handle several hundred cars. The building was selected for the Varco-Pruden Hall of Fame.

NW Hardwoods Buys Hamlen

Northwest Hardwoods, Federal Way, Wa., a subsidiary of Weyerhaeuser Co,, has purchased J.H. Hamlen & Son, Little Rock, Ar.

The sale for an undisclosed amount includes Hamlen & Son's facilities (a hardwood sawmill and custom dry kiln complex) and about 8,000 acres of timberlands, according to Northwest Hardwoods general manager Cliff Chulos, Portland, Or.

WBMA Annual in Tacoma

"Target Your Market" is the theme of the Western Building Material Association's annual convention and building products showcase on Nov. 12-15, at the Tacoma Sheraton Hotel, Tacoma, Wa.

On the program are the two-day product exhibition, exhibitors' quick pitch selling talks, seminars, speakers, cash drawings, presidents banquet, awards luncheon,and other activities.

John Creighton Jr., president, Weyerhaeuser Co., will speak at the

"ln the short run, we will not make any changes. No people will be moved in or out," said Chulos. "ln the longer run, we maybring the company more in line with our existing businesses."

Northwest Hardwoods now has eight manufacturing facilities (Arizona, Pennsylvania, three in Wisconsin, and three in Washington) and offices in Wisconsin, Federal Way and Portland.

awards luncheon, and Merle Mensinger, president, National Lumber & Building Material Dealers Association. and owner. American Lumber Co., Modesto, Ca., will report on "What's Happening in Washington, D.C."

Seminars include "Target Your Market," "Employee Relations: How to Keep It Legal," "How to Increase the Professionalism of Your Credit Management (Without Losing Your Good Customers)," and "You Owe It to Yourself to Get Involved: The How and Why of Grass Roots Political Involvement."

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

New Snavely Site In Denver

More than 300 customers, suppliers and members of the community and industry attended a grand opening reception and dinner at the new Snavely Forest Products office building/warehouse facility in Denver, Co.

Now in full operation at 1970 E. 68th Ave., North Washington Industrial Park, adjacent to the former leased facility, the property is owned by a partnership of company executives and leased to Snavely. The six acre site on the D&RGW Railroad serves customers in a 200 mile radius.

Wood predominates in the office construction with a Permanent Wood Foundation with basement, cedar shake roof, open beams of glulaminated Douglas fir, wood windows and doors.

The 50,000 sq. ft. warehouse building is a concrete tilt-up with a roof of Douglas fir glu-laminated beams, purlins with 2x6 stringers and a plywood deck.

Both the office and warehouse are completely landscaped. Exterior decks are redwood.

Headquartered in Pittsburgh, Pa., Snavely Forest Products was founded in 1902. In addition to Denver, the company has a sales and buying office in Medford, Or., and distribution facilities in Pittsburgh, Dallas, Tx., Phoenix, Az., and Ontario, Ca. Products distributed include pine boards, mouldings, doors, laminated beams, fir, hemlock and hardwoods, according to v.p. William R. Baugh, who is in charge at the Denver branch.

ilAllY lrees are used in landscaping the six acres occupied by the new Snavely Forest Products Inc. distribution center in Denver, Co.

lllUEllT0RY includes pine boards, mouldings, doors, laminated beams, fir, hemlock and hardwoods.

WAREH0USE uses a panelized roof system with stringers and deck fabricated on the ground with templates before being hoisted into place by a crane. The cost is competitive with a metal roof.

AnnouncingSfirdi-Wood

If vouve ever put in a subfloor vou know e><actfu udrat we mean about flre dtill of phwobd Iust how much of tris excitement vciu can take is certainfu up tovou "

Buti6 niceto knowthersis a soothing possibly even boring altemative waiting at vour buitdinq suoplv center "

Whenpiopefu"installed,aSturdi'Wood

after panel, so vou eetallof whatvoupav for without knotoFs and corevciids. '

]fu Sturdi-Wood onvournextiob. As with all Weyerhaeuser pioducts wb absolutelv zuarantee your satishction "io'*r tfre distibutor nearest you, call 800-328'4646 ext 520.

Or write Weyerhaeus er Sturdi-Wood, PO. Box 822l dept. 520, Bumwille, MN l?u. |Jox 6211, oepl )zu, uulrlsvllle, Ml\ 55337.Find outwhatlife is like without all the excitement.

SturdvWood.T[w more Aou use it, tlw betleritloofs.

TongueandgrowcmndetoneetexattJtl. OntOpOf that, Sturdi-Wood is 1000/o ongade,panel

floorwontwarp orbuckle. And itcertainlywont delaminate, anycon-

Ralph Cardwell, John Hollstein and Miguel Hernandez, Universal Far West, Huntington Beach, Ca., were at the Grand Rapids, Mi., home office for the firm's annual mill appreciation night.

Howard Rynearson is new to millwork and cutstock sales at Gilbert Forest Products, Lake Oswego, Or., according to John P. Gilbert, pres.,Rynearson will be based in Payette, Id.

Michael Mdloud has been named reg. mgr. in Dublin, Ca., for Weathervane Window Co., Kirkland, Wa.. according to Tom Grove, v.p., mktg.

Steve Campbell has joined Mary's River Lumber Co., Corvallis, Or.

Mark Lee Jr., Denver, Co., has been appointed sales rep for Co., Mt., N.M., Ut. and Wy. for A.H. Hoffman, Inc. Mike Seelbinder will cover Or., Wa. and Id., and George S. Welford and Alan Eggly, Ca., Nv. and Az.

Bill Hamlin has been promoted to v.p. of merchandising, West Coast region, for Home Depot, according to Arthur M. Blank. pres./c.o.o.

Jeff Waterhouse has joined Bohemia Inc., Eugene, Or., as a laminated products sales rep, based in Saginaw, Or., according to Keith M. Wright, v.p. of marketing.

Theodore J. Fick has been appointed marketing mgr. at Paccar Leasing Corp., Bellevue, Wa.

Jim McVicar has been named industrial & national accounts specialist at The Cabinet Door Co., Morgan Hill, Ca., according to owner Rebecca Rossi. New sales reps include Roderick Alfano, Richard Rodriguez and Terry Wagner.

Janice L. Kenig is new to James Hardie Building Products, Mission Viejo, Ca., as sales administration mgr.

Ed Fountain Jr., Ed Fountain Lumber Co., Los Angeles, Ca., recently visited his No. 2 daughter who is attending Wellesley College in Boston, Ma., and watched the USC v.s. Boston College game, according to Ed Fountain Sr.

Frank Bader, gen. mgr., Ed Fountain Lumber Co., Los Angeles, Ca., and his wife, Jeannie, vacationed in England via the British Air Concorde. Side trips included Venice, Monte Carlo, Scotland and a cruise on the Thames, according to Ed Fountain Sr.

Steve Hoch is now So. Ca. andAz. district sales mgr. for Franklin International.

Patrick Custer has joined the lumber sales staff of Georgia-Pacific Corp., Stockton, Ca., according to Randy James, lumber sales mgr.

Jim Day is now Ca. reg. mgr. for The Home Depot.

Steve Cole has returned to Noble Lumber Co., Eugene, Or. Ann LaFerriere has also joined the Eugene sales team, according to Karl Drexel.

William S. Takas has been appointed director of planning at National Lumber & Supply, Fountain Valley, Ca.

John Maple, Marysville Forest Products, Marysville, Ca., survived a major forest fire that came within 3/8 of a mile of his home in nearby Lake Wildwood. He was forced to evacuate his home for two days.

Hank Hardaway has Lake Lumber Co.. joined Crystal Albuquerque,

Mike Richardson has left Ganahl Lumber Co.'s Garden Grove. Ca.. store to join Oromill Lumber, Whittier, Ca.

Bruce Freeman, pres., and James Doose, v.p., will remain at Resin Technology Co., Ontario, Ca., recently acquired bythe Henry Co., Huntington Park, Ca.

H.A. "Bob" Roberts, Western Wood Products Association, Portland, Or., has been appointed leader of the U.S. delegation to the European Softwood Conference in Venice ttalv. Oct. 2526.

October 1988

Mike Sampson, Fibreboard Corp., (-oncord, Ca., is spending the last two weeks of this month sailing the Windward Islands of the Caribbean.

Ken Bonfadini hasbeen named manager for the new HomeClub outlet in Irvine, Ca.

Greg McGuire has been promoted to pres. of Cal Forest Lumber Co., CF' lmports and Mutual Moulding, all in Gardena, Ca.

Larry Bollinger, Jones Wholesale Lumber Co., Lynwood, Ca., has been on a Hawaiian vacation. Steve Thurgood vacationed for a week at Bullhead, Az., with his lamily.

Ed Matheny is the new mgr. of Shollenbarger Wood Treating, Bernalillo, N.M.

Barbara Thompson, oflice mgr., Wolfe Lumber Co., Newport Beach, Ca., and her husband, Larz,are the proud parents of 8 lb. I 3 oz. Brandon Larz, born Sept. 6, 1988.

Norman E. Hascall is now director of international and industrial sales for Morgan Products Ltd., headquartered in Portland, Or.

Pat Hunter. Waldron Forest Products, Carmichael. Ca.. vacationed this month in the Caribbean.

Perry Stroyka is the new director of restructuring at Mungus-Fungus Forest Products, Climax, Nv., report Hugh Mungus and Freddy Fungus.

(ll Jim & Genetta Siner. l2l Joyce DeCou, Kathy Toth, Jefl DeCou, Kathy DeCou, Gladvs Spencer. l3l Dale Winslow, Bill 0berhols-er, Bill Barr. l4l Bernie Barber, Jerry DeCou, Brent Crosby.

Lumber Fraternity Party

The San Joaquin Valley Hoo-Hoo Club held their 14th annual Coast Frolic recently at Pismo Beach, Ca. The event included a golf tourna-

ment organized by Don OldenkamP, a banquet, a barbecue and reception at the home of Jerry and JoYce DeCou, and election of officers.

Bill Barr is the new president; Mike Riley, lst v.p.; Jay DeCou, 2nd v.p.; Bernard B.Barber Jr., sec./ treas., and Don Oldenkamp, sgt. at arms. New directors are John Amos, Jay DeCou, John de la MontanYa, Jack Holt and Dan Sweeney.

oing business with Hampton gives you all the benefits of dealing with one of

one billion board feet of quality ***4** forest products every year. You have our professional traders' market knowledge working onyour behalfto get you the best deal on availability, price and shipping. And you can be

sure of fast, accurate order execution as well as firm delivery commitments at our contract shipping rates. You also have selection. Hampton features a complete range ofquality softwood grades in all species, including KD Hem-Fir and F&L, green Douglas Fir, Cedar and Ponderosa Pine. Our quality framing lumber includes captive production from several long established Northwest mills:

WHEETER MANUFACTURING - SPECIFIED HEAW CUTTINGS UP TO 4O'.

TIIIIII}IOOK LUMBER - KD HEMLOCK UP TO 26'.

WILIIIJIIINA LUMBER _ DOUGLAS FIR FRAMING UP TO 28'.

EDWARDS INDUSTRIES _ PINE, KD HEM-FIR KD F&L, CEDAR, ST. JOHNS _ HEM-FIR, DOUGLAS FIR STUDS.

VAN tOO - GREEN DOUGLAS FIR FRAMING.

From our reloads we offer reciprocal switching on the SP, $:#f#s:*"r.ffi1'l'JLffiiilunlll

products, fast and convenient ordering and dependable professional service, Hampton ---.-------

is the name to call.

AT P00tSl0E with

Fibreboard To Buy Snider

Fibreboard Corp., Concord, Ca., has agreed to purchase Snider Lumber Products, Turlock, Ca.. for $13 million cash plus financing secured by the assets of Snider.

Expected to close October 31, the sale will include Snider's 76-acre sawmill at Chinese Camp, a 56-acre mill in Calaveras County, and a 24acre finishing plant in Turlock.

The operations have an annual lumber production capacity of about 100 million board feet and an annual remanufacturing capacity of approximately 180 million board feet.

Lawrence C. Hart, Fibreboard chairman and president, said, "These new operations will increase Fibreboard's lumber production capacity by nearly 500/o and present the opportunity to expand into the remanufacturing business. "

Jim Costello, Snider president, said Snider will mantain its current work force and name as a subsidiary of Fibreboard.

Two days after the sale was disclosed, Fibreboard announced that the American Stock Exchange approved the listing of its common shares on the exchange.

The Snider family of Turlock had owned Snider Lumber for 40 years before selling it last year to a San Francisco Bay area investment group for $20 million.

L-P's Run At Doman Industries

Louisiana-Pacific Corp. has begun purchasing stock in Doman Industries Ltd. with the possible goal of gaining control of the company.

Headquartered in Duncan, B.C., Canada, the company has five sawmills in the province with an annual capacity of more than 550 million board feet. It also owns about 200/o of Western Forest Products Ltd.

Niebling Leaves NAWLA

H.M. "Pete" Niebling has retired as executive vice president of the North American Wholesale Lumber Association after 22 years at the helm. He is widely regarded as a leading industry expert. His service record includes about 638,700 miles of travel for NAWLA, 287 regional meetings, 22 annual

The ilerchant Magazlne

meetings, 25 executive committee meetings, 150 industry meetings, 444 NAWLA bulletins, and l8 years of business forecasts for this magazine.

Niebling and his wife, Maxine, have moved to Portland. Or.. to be near other family members.

NAWLA says a successor will be named shortly.

Lumberman Saved From Fire

An employee at Houston Lumber, Las Vegas, Nv., was rescued from possible immolation by two coworkers after his shirt caught fire.

Chris Nielsen, 25, was pouring gasoline into the carburetor of a twoton delivery truck as another worker tried to start the vehicle, according to the fire department. A spark ignited Nielsen's shirt.

He tried unsuccessfully to remove his shirt, until co-workers Richard Perry and Steve Delosh got him to the ground and smothered the flames.

Nielsen suffered second degree burns on his hands, forearms, face and neck.

Skylight Sales Tools

A skylight merchandising program, including a sales floor display, literature. ad slicks, promotional brochures and redesigned packaging, has been launched by Crestline.

NEW PRODUGTS

and selected sales aids

trimming head with easy changing of heavy duty 130 gauge cord; high rpm gearing; patented beveled cutting head assembly, and oval cutting lines.

Not Kid Gloves

New double stitched, split cowhide work gloves are now available fromMHT Products.

The rugged gloves are sized to fit even large hands, and a special stretch/pull expandable stitch at the wrist helps provide a comfortable fit.

Accessory To A Mower

A new lawnmower attachment from SKS, Inc., trims or edges while the lawn is being mowed.

SideKick gets its power directly from the mower, without compromising the performance of either tool.

Features include height and angle of cutting adjustment; dual cord

Step Lightly

Multi-bulb outdoor, walkway, driveway and garden lights have been introduced by Geisha Corp.

Three styles are offered:

Step-lites, round concrete stepping stones with a circle of light embedded in the stone;

Stik-lites, small glowing wands of light to enhance outdoor landscaping by accenting shrubs and special plants and creating dramatic effects, and

Mark'r-lites, small dome lights especially effective along driveways, sidewalks and patios.

Each six-bulb commercial grade light is powered by a 24-volt power supply, said to operate up to 20 lights for pennies a day. Each bulb has a two year guarantee.

They are designed to use when operating heat tools, but they can also be used as all-purpose work gloves.

The display showcases three sky- light models: fixed/ventilating and operating/ventilating glass models and a domed polycarbonate model.

The packaging has a new fullcolor label with a 10" square photo of installed skylights and illustrations of the installation. Six-page brochures accompany each skylight.

The standing seam skylights feature a low profile design, are reportedly easy to install and leak-proof when installed to specifications, require no clrrb, have natural drainage channels, fit standard U.S. roof framing, and are easily mullable and stackable.

Hardwood And Ceramic Floors

A new merchandising system for hardwood and ceramic tile floor coverings combining the effectiveness of a tiered, shelf display with the flexibility of a modular design is now available from Multiplex.

Each module is constructed with a sturdy, tubular steel frame. The modular design permits adjustment of both spacing and slope of the plated wire shelves.

from rotting or becoming slippery. Comfort-Tred is an interlocking anti-skid, anti-mildew tile constructed of heavy duty PVC. It snaps together to provide a safe, new appearing deck.

Phone Calls On Hold

A hand-set telephone holder that frees hands for other tasks has been introduced by Red Line Supply.

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

The Firing Line

A new line of high quality fireplace accessories is now available from Lloyd F. Pugh Imports.

Screened headers can advertise either the hardwood or ceramic tile product line.

Two models are offered: a singlecolumn unit with 12 shelves and a capacity of 18 shelves, and a doublecolumn version with 24 shelves and a capacity of 36.

Decked For Protection

A new decking tile from R.A. Morrison Industries keeps decks

The Royal Hearth Product Line includes fireplace hearth and facing marble, tool sets, cast iron grates, screens, brass wood basket, brass butane lighter, steel tongs and a black steel popcorn popper.

Animated Bifolds

Four new bifold door styles featuring licensed Walt Disney and Peanuts characters have been introduced by Wing Industries.

The solid wood and glass doors feature full-louver bottom panels constructed of solid ponderosa pine, and stained or etched glass top panels that have been tempered for safety.

One design features Snoopy and Woodstock, while three picture Mickey Mouse and Minnie Mouse. The specialty bifolds are in the test market stage in selected areas of the country, but are available bY special request in other areas.

Made of unbreakable plastic, the Tele-Holder is simply snapped in place to install or remove.

It is designed to fit most of the 1 billion standard round hand-sel phones in the U.S. today.

It's Electric

A unique electrical products display featuring a three-dimensional cut-away of a load center is new from Siemens Energy & Automation, Inc.

The 2' x 4' display fits a standard 4'gondola.

It promotes I-T-E circuit breakers, enclosed switches and a new load center with the industry's first split neutral for easy wiring by the do-it-yourselfer.

Ifvou?e about ruaftyand astdelivery therebananfu brpeople likeyou... J

Industrial Wood Products.

A new division of Willamette Industries that remanufactures all kinds of building materials. Like decking, flooring, sidings, paneling and fascia. Plus special order items like wood gutters and paneling patterns.

We deliver quality goods on time and in the quantities you need. Which really isnlt difficult for us. We already have over 80 years of manufacturing experience. So for a name you can count on, call us.

KDt Willamette Industries, Inc.

v Industrial Wood Products Division

P.O. Box 296

Woodburn, OR 970n

(503)226-6240

llluminating Fire Protection

A smoke detector that can be tested by shining a household flashlight on a test button is new from First Alert.

If the detector beeps, it is fully functional. If it makes no sound. it should be checked immediately for dead battery or damaged circuitry. Only a flashlight beam from directly underneath will activate the cell. For those without a flashlight, the test button may be checked manually.

Lumber Lustre

An acidic wood cleaner formulated for dirty, stained, weathered gray and discolored surfaces is new from OKON.

Designed for exterior use, the cleaner pre-treats the wood before staining. It reportedly will also remove rusty nail stains.

It canbe applied to exterior wood siding, outdoor wood furniture, wood decks, gazebos, fencing and railings, and plastic, fiberglass and aluminum or vinyl siding.

The cleaner is mixed with clear tap water to be applied with a brush or roller. Stubborn stains may require a second application.

Quart, gallon and S-gallon containers are available.

French Quarter Guisine

Kitchen cabinetry invoking the warm, casual ambiance of country French styling has been introduced by Rutt Custom Kitchens.

Features include spacious range and countertop areas, arched glass mullions, matching arches in the customized range hood, and a number of built-in convenlence accessones.

Offered in a selection of grained oak, knotty pine or painted hardwoods, the French Quarters cabinetry is hand-finished in a process involving as many as l3 steps.

Forcible Fencing

Maintenance-free fencing manufactured from durable vinyl PVC has been developed by Bufftech.

The fencing is said not to chip, rust, peel, fade or ever need painting.

We

PVC reportedly offers impact, strength, consistent color and weathering properties.

Available are a wide variety of fence shapes andstyles, including Victorian, Vicount, Baron, Monarch, Royal, Imperial and Country Manor designs.

Roofing Work Force

The Complete Roof Repair Kit, a collection of reportedly everything the do-it-yourselfer will need to repair chimney flashing, roof valleys, shingles and shingle tabs, hasbeen introduced by National Varnish Co.

The kit includes one gallon of roof cement, one pair of work gloves, a roll of roofing membrane, one hand trowel and easy-to-understand instructions.

It can be used in wet or dry conditions and does not contain asbestos. The product features a one vear limited warranty.

GUESSW

/AKE THE SSWORK OUT OF DTTVT\IN DU I II\U.

Purchasing your own building materials can be a tricky

Are you absolutely sure you are buying your building materials right? If not, there's one way to buy with confidence. Central Builders Supplies Company.

We're a dealer-owned, non-profit buying corporation that has helped independents remain price-competitive with big chains for more than 50 years.

There's n0 guesswork on your part. One phone call to our in-house buying departments will get you the right price on lumber, insulation, roofing, drywall-you name it. CallCentral Builders Supplies Company and learn more about our unique system that helps you to remain competitive. And profitable.

Headquarters for Allied Building Centers.

Central Builders Supplies Company

215 Broadus Street, Sturgis. MI 49091 6r6-651-1455

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

Pacific Wood Preserving of Bakersfield produces virtually all pressure treated wood products. And, with computerizedinventory control, Pacific Wood Preserving of Bakersfield offersaccurate and complete service. A single phone call can put this compl ete capabi I ity to workfor you. Call today:

Steve Ryan, General Manager

I n California (800) 582-3950

Outside California (805) 833-0429

October 1988

Signs Of The Times

Weather resistant yard signs mounted on heavy gauge galvanized metal stands are now available from Sabra, Inc.

regulatory requirements.

When tested for 30 minutes in accordance with ASTM E-84, it has a flame spread rating of 25 or less.

Designed for all interior fire retardant treated wood applications, both structural and non-structural, it is said to provide long term performance in the toughest applications, including roof systems.

Support Program

The 30" x 24" signs feature a24" x 16" image area, colorful designs, individual packaging with corrugated backboard and poly wraP, and Printine on both sides.

-Thirteen different signs are offered, including open house, yard sale, garage sale, for sale, for lease, for rent and private Property.

To help merchandise the signs, a large indoor/outdoor banner and a free-standing floor display are available.

Special Fire Treatment

Pyro-Guard, a new and imProved fire retardant treatment for lumber and plywood, has been introduced by Hoover Treated Wood Products.

An AmericanWood Preservers Association Type A fire retardant, with low hygroscopicity and low corrosiveness, it is pressure imPregnated and kiln dried after treatment to meet building codes and other

Textured nylon grab bars to assist elderly and handicapped persons at the sink, bath or shower have been introduced by Normbau, Inc. Their textured surface produces an easy-grip, non-slip surface, while the nylon material provides warmth and comfort.

Folksy Tiles

Country Classics, a tile line designed to complement any country, Victorian or early American decor, is new from Summitville Tiles.

Marked with distinctive red, blue, green and brown corners, the4" x4" x l/4" tiles have a matte glaze finish.

Suitable for use on walls or countertops, they come in frost white and almond, with or without lifelike illustrations of birds, animals, fruits, flowers and vegetables.

Treated Spindles

Treated spindles have been added to Design House Products' extensive wood products line.

1938

FOR

Wall models offered.

and wall-floor in l2 different

mounted colors are -7-Y

The pressure treated sPindles maY be painted, stained or left unfinished to weather to a silver-gray tone.

Treated posts, rails and ball tops are also available.

Light Show

A lighting fixture display spot- lighting wall mounted, ceiling mounted, strip and outdoor products is now available from Design House Products.

than 180 lighting fixtures, crafted from materials such as solid brass and solid American oak.

Marble Mantle

Marble fireplace facings are now shipped in innovative styrofoam packaging from Royal Hearth Products.

Each piece is safely surrounded on all sides with durable styrofoam to combat the problem of in-transit breakage of marble.

It Stows The Hose

A top-of-the-line garden hose reel is new from Ames Lawn & Garden Tools.

Hose King's polypropylene frame has been engineered for extra strength andstiffness, permitting use in an upright or horizontal position.

The merchandiser has a canopy panel at a 30o angle, three display panels, and a 48" x 10" header. The lighting line includes more

The facings are ordered and shipped pre-cut to specifications for use as a surround for both fireplaces and fireplace inserts.

The marble comes in six colors.

Also featured are a molded footrest for fast, easy winding; a molded clip to guide up to 325 ft. 1/2" hose or 225 ft. of5/8" hose onto the nonrusting polypropylene basket; a 4 ft. leader hose; a double "O" ring seal to prevent leakage, and rugged 7" wheels.

a four acre drlng yard, dry kiln and complete milling

October 1988

Window Dressing

A new line of fabric valances designed to add a finishing touch to window treatments is now available from Newell Window Furnishings.

ruffle and a wide pocket ruffle. Five colors (white, ivory, dusty rose, slate blue and apricot) are offered.

The valances are made of a 500/o polyester/500/o cotton perma-pressed blend fabric and mount on curtain rods, wood poles or cafe rods.

A 4 ft. display stocks the product, shows actual samples of all styles, includes all necessary hardware for mounting, and features in-use photos and a take-home brochure.

A Pair Of Housewares

Two styles of rectangular box-like plastic storage containers in five different sizes and a variety of colors are offered from Beacon Plastics.

Containers are self-stacking, nestable without lids, and have easy grip handles.

The Soft Accent series includes three popular styles of soft topper treatmentsa balloon. a double

The styles are: Stor-N-Tote, which features opaquecolored bottoms for concealed storage and coloredlids, and Stor-N-View, which has clear bottoms for easY identification of contents and colored lids.

Sizes range from 9" x 6" x 2" to 22" x15" x9".

DOMESTIC HARDWOOD TUMBER

IMPORTED HARDWOOD LUMBER

SUGAR PINE, HARDWOOD AND SOFTWOOD PLYWOOD PARTICLEBOARD, FIBREBOARD MILLWORK

SPELLIUAN HARDWOODS

4645

FAX 60.2-272-2B,20

Lids Up

A sturdy pail opener with a l0 year warranty is new from Indco, Inc.

"4"6 TIMBERS

D.F.

MilJ Focilities ond Prompt Shipment Vio Our Own lbuck Fleet. lA/holesole distribution vard since 7962

Made of lightweight, strong aluminum, the 16" long tool hooks over the edge of the lid to lift it off. The lid can be later reclosed.

Roofing Ace's Spade

The Dig-Ezy serrated roofers spade from Ames Lawn & Garden Tools features serrated teeth which grip roofing nails for easier, faster removal.

onry on monuroourins THE

Plywood Associotion

Switchable Blades

A retractable utility knife countertop merchandiser designed to invite impulse sales at the check-out counter is new from CooPerTools. Measuring 9" x 6-7/2" x 4-l/2", about the size of a small toaster, the Wiss Rapid-Change disPlaY holds two dozen knives, each cradled in its own siot.

The utility knife has a ten-blade magazine that slips a new blade into cutting position without using tools or opening the knife. A magnet inside the knife's red handle moves the blade into any one of five Positions, including retracted and blade change modes.

Hand Truck Fleet

A line of pallet trucks reportedly up to 240/o faster than competitive designs, even when carrYing a full 6,00C lb. load, is new from RaYmond Corp.

Fully R-T-A Furnished

A comprehensive line of readyto-assemble furniture crafted of glass, brass and mirrors is new from Mechanical Mirror Works.

The Bright and BrassY collection includes a free-standing 74" entertainment center, matching 74" display and storage case. 68" wall unit/ curio cabinet. 48" x 48" audio-visual entertainment center, hall stand with matching wall mirror and curio set, buffet cabinets/bar units, octagon cocktail table, square end table, and a free-standing mirrored closet.

Wedge Of Security

The Wedge Alert, a device for securing inward-opening doors and alerting occupants of attemPted forced entry, is new from Timtronics Technology.

Weighing about I lb. and measuring 6" x 2-1 /2" x 2", the unit has a eold-anodized, aluminum bodY: 6perates on a 9 volt batterY. and features an 85 decibel, audible alarm module and sponge rubber footing to tightly grip most floor surfaces.

The four models feature electronic circuit boards encapsulated with a protective coating, improved thermal design of Power resistors, heavy duty variable sPring weight casters, improved control handle arm, cast steel, imProved bumPers-, routed hydraulic hoses, dual lift cylinders, four forward speeds, contiols on the handle, clearly visible fork tips, load stabilizer casters, reversing switch on the handle, wrap-around knuckle guards, and non-skid flooring.

Light Wood Tones Gain

Home furnishings in the light, bleached, frostedwood tones and tan-honey colors are gaining popularity in furniture showrooms. This is a clearreflection, industry leaders point out, of a Pacific-West styling trend to the "champagne" look in kitchens and family rooms. The look is expected to be reflected in all regions by January.

Medium and warm brown including oiled oak and walnut wood tones remain the leaders. Cordovan or

dark mahogany effects rank below l0o/o with warm fruitwood browns close to 15%.

The Dupont home fashion forecast for 1989 predicts the addition of some warmer, richer colors from the American landscape.

Pastels usually mean lighter wood tones, according to Arnold B. Curtis, president, Northwest Hardwoods Lumber Div., Weyerhaeuser Co., who has traced color and wood choice changes over the past 15 years.

3:i,li,',iHgi RHl,',,'hll.,'ltffl Jil?si:rf

Mark Long, Jose Toriz, Mike Vincent, Rich Sutton, Bob Sabistina; Joe Canale, Rob Taylor, Dan Fitzgerald.

Hardwood Summer School

A recent hardwood lumber grading short course sponsored by the Los Angeles Hardwood Lumbermen's Club and coordinated by Dennis Johnston, Johnston Hardwood, Long Beach, Ca., produced 28 new graduates representing l6 companies from as far away as Wisconsin.

Record Western Output

Four states set new western wood production records to help the West reach an all-time high mark of 23.942 billion board feet in 1987.

New highs were reached by ldaho (2.016 billion b0, Montana (1.64 billion bD, Arizona (422 million b0, and WyominC Q84 million bf).

The top lumber producing state continued to be Oregon, with its 1987 output of 8.846 billion bf falline

just short of that state's high of 8.982 billion bf in 1952.

Last year California produced 5.408 billion bf (compared to its record 6.096 billion bf in 1959) and Washington, 4.645 billion bf. Its record year was 1926's 7.546 billion bf. Other records still standing are in New Mexico (321 million bf in 1968; 209 million bf in 1987), Colorado (309 million bf in 1968; 134 million bf in 1987), and Utah (89 million bf in 1973',82 million bf in 1987).

Bob Sabistina, chief inspector, National Hardwood Lumber Association, taught the July 25-29 NHLA short course. Student Cathy Johnson, Vargas Furniture, Los Angeles, Ca., complimented Sabistina "for taking a course that could have been difficult and boring and turning it into not only an enjoyable but informative week for all of us."

Classroom instruction was held at the Ramada Inn in Carson, Ca. Outdoor grading practice sessions were conducted at Johnston Hardwood's Long Beach yard.

fi ENGELMANN SPRUCE

One of the strongest of the light weight woods, Engelmann Spruce's straight grain and resistance to splitting make it extremely suitable for light framing. Light toned, it surface sands to a silken sheen, and takes enamels, stain, varnish or natural finishes. Well suited for gluing. Relatively few knots. Try our SPRUCE boards and Dimensjon!

(front

Terry Williams, Donald MacDonald, Kim Ritter, Ken Tavoda, Rose Weisenberger, Dan Fitzgerald, Cathy Johnson, Joe Canale, Manuel Villa, Rob Taylor, Frank Vargas, Mike Vincent, Nora Taylor, Brad Reimer, Richard Jones, Juan Cecena, Bill Harding; (back) Mark Long, Tony Palafox, Rich Sutton, Entara Chey, Mark Wagner, Jose Toriz, Ramon Ouintero, Jeff Johnston, Sharon Bartlett, Paul Bolling.

ffi

CI.ASS PH0I0: (kneeling) Bob Sabistina, Raul Travarezi

row)

bT Returns are PROFIT KILLERS

Ft ETURNS of hardware and tools

I I are epidemic in many parts of the industry, spread by the merchandising philosophy that any purchase can be returned with "no questions asked."

It is not uncommon in some stores to see carts of returned merchandise wheeled from the service desk at the end of the day. Little thought apparently is given to the costly and wasted effort of putting returned goods back into stock.

Consumers want a flexible returned goods policy, advises Dr. Walter Salmon, professor of retailing, Harvard Business School, but a retailer can be penalized by excessive returns. "Although there will always

be customers who change their minds about a purchase, the seller should do everything possible to be sure that the purchase is correct," is his recommendation.

The flow of returns can often be checked with better training of sales

Story at a Glance

Ways to cut excess returns .. some positive selling techniques...establishing return policies and eliminating abuses.

people. If they are aware of the cost of returned merchandise and their role in preventing it, the sales staff will be more conscientious about avoiding misrepreSenting goods or overselling. In the enthusiasm to make a sale, they can sometimes high pressure a customer into buying an item he reallydoesn't want or need.

"Lack of communication is usually the reason for a return," explains Erv Goodroe, executive for the Building Material Merchants Association of Georgia and Alabama, who regularly conducts employee training classes. "Salespeople just aren't asking the proper questions."

"The salesperson and the custo-

mer must be on the same wave length," he continues. Asking how, when and where the Product will be used as well as why it is required will often help to identifY the exact merchandise needed. Next the salesperson must make sure the customer knows how to use or install his purchase. If the saw fails or the lock doesn't fit, it is often because the d-iyer doesn't know what to do. Goodroe emphasizes that lack of information, both received and given, spawns the majoritY of returns.

The sales person also is resPonsible for checking the condition of the merchandise, making sure Parts and instructions are intact. Damaged or incomplete merchandise should be removed from the sales floor promptly.

Maintaining competitive prices by frequently checking price tags at the competition and making sure the merchandise is delivered or ready for pick up at the promised time are additional deterrents to returns.

Abuses of liberal return Policies can be prevented by making clear at the time of purchase by a sign or verbal warning the conditions under which money will be refunded. "Your receipt is in the bag and must accompany any returns of the merchandise. You have two weeks in which to do this" should be automatic as the cashier hands the customer a package, some experts recommend.

Credits to charge cards also should be made onlY when a receiPt accompanies a return. A return without a sales receipt should be limited to a credit slip or exchange.

Tactfully determining exactly why the merchandise is being returned can be helpful in preventing future returns. If the tool or hardware was not right for the project, it becomes obvious that there was a lack of communication. If the customer changed his mind or reallY didn't want the purchase, overselling, misrepresentation or a high pressure presentation is probably the cause. A return because the customer discovered a lower price at another store can be prevented by maintaining competitive prices and excellent service.

Tracing returns back to the source of dissatisfaction enables management to take steps to better train the staff, eliminate shoddy merchandise and hone marketing skills.

"Hazardous Products" On A Shelf

Under the OSHA Hazard Communication Standard, manufacturers and importers are responsible for determining any hazard associated with their products.

Potentially hazardous product categories include adhesives, asbestos-containing products, asphalt cements' asphalt/fiberglass roofing, bonding/curing agents, caulking compounds,cleaning agents/solvents, concrete (lime, pre-mix), diesel/gasoline fuels, fertilizers/ pesticides, fiberglass insulation, glazing compounds' glues, lubricating/mineral oils, paints/lacquers' paint/ iu.qre, thinners, preserving agents (formaldehyde), waxes and wood dust.

If dealers have any questions regarding the potential hazard of any product, they should contact the manufacturer or the suPPlier.

Trodewest Hqrdwood Co.

,I93OO

Direct Sowmill RePresentotives

Feoturing Hordwoods of Michigon

Offering Domestic Hordwoods ond Softwoods

Milling to Your Specificotions

lmport / ExPort

Offices in Mexico ond Howoii

(2131 637-e666

Wholesale lumber Products

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

P.O. Box 800, Fort Bragg, Ca. 95+J7 (7o7') 964-6i77 '6' va' 7 )a J '

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

ttl0RE IHAI{ $1500 was collected by Los Angeles Hoo-Hoo Club No. 2 for Children's Hospital of 0range County at a July meeting in Costa Mesa, Ca. Winner of the second annual Ken Coleman Hoo-Hoo of the Year Award was David Bufe', Mesa Forest Products, outgoing club president. Club goal lor the charity fund raiser was S1000. lll Rod Kautz, Jim Frodsham, Dave Bufe'. l2l Mike Jameson, Steve Shudoma, Bob Eonniksen. l3l Ed Gavotto, Dennis Richardson,Frank 0uattrocchi, Wendell Lawson. l4l John Hollstein, Mike Garrity, Gale McBride, Pete Rogers. (51 Jay 0rendorff, Doug Hanson, Doug Willis. 16l Bill Conroy, Frank Rhoades. l7l Dick Bailey, Jim Moss, Ken Raney.

Home Repair Spending Rises

Spending on home improvement and maintenance rose to an estimated $94.1-billion in 1987, up $2.8billion from the $91.3-billion spent in 1986, reports the U.S. Census Bureau.

ICE MAl{ Paul Gaboury, 73-year-old owner of the Golden Gate Lumber Co., Alamo, Ca., joined four other teammates over 70 in a recent 48-team, 7-day hockey tournament. They played three games, against Victoria, 0ttawa and Toronto, Canada, in a top divisr0n.

lllegal Workers Sought

Enforcement of the Immigration Reform and Control Act, which prohibits the employment of unauthorized U.S. workers, is being heightened.

The Immigration and Naturalization

Service is doubling the number of its investigators and employing a computerassisted random audit program.

Non-complying employers receiving previous visits or formal written citations from the INS are subject to immediate fines, although first time offenders will usually receive a warning, according to

the Western Building Material Assn. Employers may be fined $250 to $2000 for each unauthorized worker, with later fines as high as $10,000 per employee. Businesses failing to verify and record workers' employment eligibility on I-9 forms may be fined $100 to $ I 000.

Toal Lumber Co.

WholesaleHardwoods Carloads I

Direct Mill Shippers

Gonvoy Rallies For Harvest

A convoy of 12261og, lumber and chip trucks converged on Grants Pass, Or., to rally support for harvesting timber scorched by last year's Silver Fire.

The trucks from Oregon, Washington, California, ldaho and Montana paraded through town amid cheering crowds and thousands of yellow ribbons tied on everything, from car antennas to mailboxes.

The August 27 rally began as the lead driver, log hauler Ralph Mollet, arrived at the Josephine County Fairgrounds. Truckswould pull in continuously for the next seven hours.

"You'll never see anything like this again. Never," said Mollet. "We hadpeople greeting us on overpasses 50 miles out of town."

The Southern Oregon Resources Alliance and the Oregon Forest Products Transportation Association co-sponsored the Silver Fire Roundup to draw attention to the U.S. Forest Service's plan to harvest timber burned by 1987's 96,540-acre fire west of Grants Pass.

The government intends to harvest 157 million board feet, although thetimber industry contends about 200 million board feet should be salvaged or it will rot and be wasted.

The procession, which brought traffic to a stand still as the trucks rolled slowly towards the fairgrounds, is only the timber industry's first step towards driving home their message, said Bruce Vincent, Vincent Trucking, Libby, Mt.

IEll MILES 0l trucks rolled into Grants Pass, 0r., to rally for salvaging timber burned by last year's Silver Fire. The Bound-Up drew

1,226 log and chip haulers from several western states.

Photo by .lin Mirchell

Lumber Products SOth Galas

Dealers were the focus as Lumber Products celebrated 50 years of growth with an emphasis on customer appreciation.

At each of the warehouses in Salem, Eugene and Medford, Or., and Boise, Id., close to 500 accepted an invitation to eat, listen to music and tour the facilities.

In Portland, the celebration was extended to three evenings, one for retail accounts, one for industrial and one for manufacturer's representatives and door and millwork customers. After refreshments and a warehouse tour, guests were bussed to the Columbia Gorge Sternwheeler for a two hour cruise and gourmet buffet. More than 350 attended each evening.

Door prizes and a thank you message from Peter Hall, President of Lumber Products, were Part of each celebration.

Although the open houses are over, the observance continues with product specials and an opportunity for customers to win $50 in conjunction with special mailers.

5(lth Atll{IUERSARY commemorative plaque was oresented to Lumber Products by CertainTeed Corp. (left to right) D. A. Erspamer, CertainTeed territory mgr.; John Wolfe, CertainTeed: Peter Hall, Lumber Products pres. and

0en. m0r.: Art Emerson, Lumber Products dorporaie sales mgr.; Jim Walz, CertainTeed regional mgr. Other photos show some of the customers and families attending the series of celebrations.

National Forest Products Week

Companies in the wood products industry are being encouraged by the American Forest Council to take advantage of National Forest Products Week, Oct. 16-22, to publicize their firms and the valuable contributions of the industry.

By focusing national attention on the industry, the week oflers an opportunity to educate the public on size of the industry (1.4 million people nationwide with another 400,000 involved in other forestry related activities), the annual value of products shipped (over $120 billion) and the diversity of wood products

(houses, paper, furniture, toothpicks, etc.).

BES|0El{TlAl. REM|!0Etll{G, which uses about 30% of the soltwood that goes to market, is spotlighted in this 580,000 room addition completed in Portland, 0r. The Western Wood Products Association initiated the project with the cooperati0n of the American Plywood Association, Andersen Windows and McFarland Cascade. The home will be featured in Better Homes & Gardens magazine next year.

information contained hands in the business as well as

including both our hardr,rrood Series and past Hardwood Special Issues!

uIIDE APPEAL

Selected from years ofour most popular hardwood articles and features, the in these reprints will appeal to old newcomers who need to learn fast.

PLAIN ANd SIMPLE

Writtenin everyday, plain, understandable language, these reprints take the mystery out of hardwood and put the understanding

EFFECTIVE TRAINING AID

Use them as a training aid, to brush up on facts long forgotten, or just for your own pleasure.

DOMESTIC HARDWOODS

Hardwoods of the Pacific Northwest (19 species)

An up-todate 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 cherry, 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

Includcs 28separate reprints!

ASIAN-PACIFIC

Malayan Hardwoods (chart) (aB species)

Some Malayan Hardwoods (two parts) (10 species)

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)

SOUTH AMERICAN

Tropical woods from Mexico (cocobolo, goncalo alves, primavera, canalete)

More on tropical woods from Mexico (guanacaste, Iingnum vitae, capomo, ebony)

Banak: a mahogany substitute

Cedro: the volatile Latin

The heavyweight and the lightweight 0ignum vitae, balsa)

Two prominent Brazilian hardwoods (rosewood, jacaranda, goncalo alves)

Two varieties of brosimum

Please send me the hardwood reprints checked below. I understand that if I am not satisfied completely I can return them for a complete refund. I'm looking forward to reading theml E Domestic Hardwoods $12 E Southeast Asian Hardwoods $7 ! South American Hardwoods $6 trAllthree $19

Buy each group singly or save rnoney and get all three for only $19.

L]IUEUU LLuu LlhlAti llJlritE

Hardwood Entrances

A l2-p. hardwood panel door brochure is free from Bennett Industries, 1530 Palisade Ave., Fort Lee, N.J. 07024.

Flooring: Completely Covered

A comprehensive manual of the hardwood flooring industry, in a 2" hard-cover ring binder is $25 for National Wood Flooring Association members, $50 to non-members from NWFA, 11048 Manchester Rd., Kirkwood, Mo. 63122.

Laminated Panels

An 8-p. Permalam panel brochure is free from the American Laminators Association, 419 Norton Building, Seattle, Wa. 98104.

Hardwood Mouldings

"Hardwood Mouldings & Millwork,', a 44-p. catalog of nearly 300 profiles, is free from J.E. Higgins Lumber, 1485 Enea Court, Ste. 1100, Concord. Ca. 94524.

Wood Door Ratings

Information on new and revised standards and test methods for wood doors is free from the National Wood Window & Door Association, 1400 E. Touhy Ave., Ste. G-54, Des Plaines, il. 60018.

Bar Gode Tab

"Bar Code Systems: An Overview for Retailers" is free from Monarch Marketing, by calline (800) 543-6650.

Toying Around

"Fantastic Wood Toys You Can Make," a paperback collection of 30 pro- jects with instructions, diagrams and photos, is $9.95 from Sterling Publishing Co., 2 Park Ave., New York, N.Y. I 001 6.

Hardwood Floor Maintenance

An 8-p. hardwood floor care leaflet is free from Bruce Hardwood Floors, 16803 Dallas Pkwy., Dallas, Tx. 7 5248.

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

Hardboard Report

A hardboard educational booklet is free from Holland Southwest International, Box 330249, Houston, Tx. 77233.

Landscape Remodeling

Landscape Rejuvenation: Remodeling the Home Landscape is $10.95 (paperback) or $19.95 (hardcover) plus $2 shipping from Garden Way pubtishing, by calling (800) 441-5700.

Building Books

Four "Builder Tips" leaflets on the proper use of structural wood panels are free from the American Plywood Association, Box 11700, Tacoma, Wa. 9841l. Ask for "Cut Callbacks with Proper Spacing & Nailing," "APA Panels for Soffit Applications," "How to Minimize Buckling of Asphalt Shingles" and "Proper Installation of APA Rated Sheathins for Roof Applications."

Taxing Projects

"The New Tax Laws & the Energy Efficient Home," a 6-p. pamphlet on recent laws on home improvenrents, is free from CertainTeed Corp., Box 860, Valley Forge, Pa. 19482.

Hardwood Flooring Prescription

The 20-p. hardwood flooring repair booklet "Handling Complaints, Trouble-Shooting" is $2.50 for National Oak Flooring Manufacturers' Association or National Wood Flooring Association members, $5 for non-members from NOFMA, Box 3009, Memphis, Tn.

Hardwood Accessories

A brochure introducing ten new oak bath accessories is free from Koch products, 1524 S. Downey Rd., Los Angeles, Ca. 90023,

Examination Of The Species

"Mechanical Properties of Visually Graded Lumber," an 8-volume report by the US Forest Product Laboratory, is $250 for the set or $14.95 for the volume one summary from National Technical Information Service, 5285 Port Royal Rd., Springfield, Ya. 22161.

Crack Control

Information on a new cure for cracks in stucco is free from Smith Chemical Corp., 1221 3rd St. NE, Canton. Oh. 44704.

Hardwood Plywood Market

The 84-p. 1988 edition of ,.Where to Buy Hardwood Plywood & Veneer" is free from the Hardwood Plywood Manufacturers Association, Box 2789. Reston, Ya. 22090.

Show & Tell

Two new videotapes for d-i-yers, "Add-A-Room" and "The Remodeling Decision," are available from Morris Video, 2730 Monterey, Ste. 105, Torrance, Ca. 90503.

Metal Workings

A 24-p. brochure ofcustom architectural metalwork is free from Carlson Metalcraft Co., 20 Reservoir Park Dr.. Rockland, Ma. 02370.

In For A Climb

An aluminum and steel rolling ladder brochure is free from Equipment Co. of America, 1075 Hialeah Dr.. Hialeah. Fl. 330 I 0.

Classic Colors

A new color card of l6 different Victorian hues is free from Finnaren & Haley Paint, 901 Washington St., Conshohocken, Pa.19428.

How To "Cash Forecast"

Cash forecasting to determine your firm's capital requirements and sources of financing can prevent liquidity problems while unearthing the least expensive financing.

According to the Western Building Material Association, it involves:

(l) Determining the amount of readily available cash and marketable securities.

(2) Projecting collections based on sales patterns, credit terms and collection policies.

Estimating the required investment in inventories based on cost, sales volume estimate, inventory turnover time and the length of the order cycle.

Projecting cash requirements for payrolls, vendor invoices and short term debt.

Assessing the cash shortfall and the best means of obtaining temporary credit, and negotiation with credit grantors.

Gorner more drywall sales and profits.

o Quick and easy to apply.

o Provides flexibility of tape with strength of steel reinforcement.

o Tape affords excellent adhesion of joint compound and paint.

o Cuts with heavy duty scissors.

o Do-it-yourself appeal.

o Step-by-step instructions incl uded.

CAPPIi{G his 31-year career with Hayward Lumber Co., Salinas, Ca., v.p. and lumber buyer Howard Graulich is honored at a retirement party. The event drew a large crowd ol company and customer lriends from a wide atea.

GTASSIF[ED ADUEMTISEMENTS

KELLEHER CORP. is looking for additional qualified employees to work in our Peachtree Door and Window Division. We have openings in N. Ca. as well as S. Ca. We are interested in warehouse mgrs., office sales, inventory clerks and outside sales. Please send resume to Harry Lyon at P.O. Box 3433, San Rafael, Ca. 94901 or call (415) 454-8861 or Kelly Lyon (714) 591-0865.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $50 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchrnt Mrgazlne, 4500 Cempus Dr., Sulte 480, Newport Berch, Ca. 92660. Make checks payable to The Merchent Magrzine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

WE are seeking a well-qualified candidate to manage sales - marketing - inventory for a new wood preserving operation in the Pacific Northwest. Experience in CCA-processed consumer items preferred. Background in wood preserving essential. Replies treated in confidence. Send resume to Box 589, c/o The Merchant Magazine.

CENTRAL BU COMPANY POSITION AVAILABLE

TITLE: DIRECTOR - MARKETING

COMPANY: CENTRAL BUILDERS SUPPLIES COMPANY (C.B.S.) lS A 50 YEAR OLD INDEPENDENT

RETAIL BUILDING MATERIAL DEALER OWNED BUYING GROUP ORGANIZATION. MEMBEFS CUR. RENTLY TOTAL 525 REPRESENTING 44 STATES. CONTINUED GROWTH IS PARAMOUNT IN COM. PANY'S FUTURE PLANS.

LOCATION: STURGIS, MICHIGAN

ORGANIZATION: THIS POSITION REPORTS OIRECTLY TO THE GENERAL MANAGER.

RESPONSIBILITIES: EVALUATE, DEVELOP AND ACTIVELY SOLICIT POTENTIAL CANDIDATES FOR MEMBERSHIP THROUGHOUTTHE CONTINENTAL U,S. CONDUCTAND MAINTAIN ADMINISTRATIVE DUTIES ALLIED TO THE POSITION. OPERATE WITHIN C.B.S. TRADITION AND POLICIES. WILLING TO WORK TO GET THE JOB DONE.

POSITION QUALIFICATIONS: EXPERIENCED lN SALES AND MARKETING OF MEMBER OWNED BUYING GROUPS PREFERRED. A GOOD TRACK RECORD WITH GOOD WORK HABITS - A SELFSTARTING. AGGRESSIVE INDIVIDUAL. WILLINGNESS TO TRAVEL.

EDUCATION: FORMALLY EDUCATED. STRONG MARKETING BACKGROUND PREFERRED.

COMPENSATION: OPEN. EXPENSES AND PERFORMANCE BONUS. RELOCATION ALLOWANCE.

CONTACT: lF YOU QUALIFY OR KNOW OF A CANDIDATE WHO MAY QUALIFY FOR THIS POSITION AND WANT TO BECOME A PART OF A GROWING, AMBITIOUS COMPANY WITH GOALS OF ACHIEVING A BILLION DOLLARS IN ANNUAL SALES, CONTACT:

BRET POBANZ

GENERAL MANAGER & SECRETARY CENTRAT BUILDERS SUPPLIES COMPANY

P.O. BOX 2002

STURGIS, MICHIGAN 49091

(616) 651-14s5

TIMBER SIZER PRE-NABRICATION

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

TIMBERS

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

WANTED: Experienced moulder-man. 3-5 years with Diehl, Weinig, Vonnegutt, Paulson. Call David Plumb, (714) 627-7301.

HIRING! Federal government jobs in your area and overseas. Many immediate openings without waiting list or test. $15,000 - $68,000. Phone call refundable. (602) 838-8885. Ext. 8959.

MATTISON 276 moulder. See it run. $18,000. XL Model 208 ripsaw: $5,000. Clark 5000-lb. propane forklift: $2,000. Ferrari-type offbearer machine: make offer. Ask for Jim, (619) 744-47W.

FOR SALE: Z-3ZPFM - SCMI Panel Saw with table complete with LS4-48 Lifting platform, blades, and computerized control. Less than one year old. Inquire (209) 268-9333.

NEW: two 22AL Weinig moulders, one R931 grinder, lateral chain feeder, heads, aclessory package, Mereen Johnson 312 gang ripnever installed - package price. *Montgomery Max-Hog - new; *Diehl D8 moulder - frequency set; *Mattison 226 moulder12" - jointers; *Weinig Profimat 22N - excellentt *Stetsoir Ross XL moulder with hopper - 1983; *Weinig 930 grinder - rebuilt; *Cemco vertical 10 spindle borer - new; *Weinig P22N-2, Profimat moulder - new; *Weinig 929 grindernew. Call Brian or Steve (714) 261-8895. F AX 7 14/261-8697.

SPECIAL DEAL! Short pine mouldings. Follis Millwork. (619) '144-4700.

HERITAGE

BUILDING SYSTEMS

1€00€4&5555

NANONWIDESALE glxtl{lrl0 ....91,485.00

Drawer 4779, Atc t^, Ca.95521

707-822-3648

AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 77 5-2544; (2 I 3)835-567

TWO-WAY LUMBER RELOAD

Direct Rail Head, Birmingham, Al., on Burlington Northern and Southern Railroads. Suggestion: Let us quote low back haul rates on CCA Southern pine, yellow pine plywood, Southern and Appalachian hardwoods. AIso reloading western building products for Southeastern distribution. (20-5) -128-8850.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatchcd. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422ry26.

COMPUTER SYSTEMS AND PROGRAMS

MULTI.USERi PCD(T/AT/M IN I

F-z\.4 California Lumber

I C L I lnsPection Service

\l R/ CertifiedAgencY

^\-z L.A. (714) 962-9994 ,o'

s.J. (408) 241-2960

Sacramento (916) 965-741 3

P.O. Box 6989, San Jose, Ca' 95150

COMPUTEF 50LUTION5

Computer solutions for the lumber industry. Wholesale, retail, manufacturinq and freiqht manaqement. Call or wiite Penb-erthv Micio Svstems, 39 Willowgrove, livine, Ca.-92714. Phone: (714)857-2207.

Blank

PRINTYOUR TOTAL HERE $

'Phone number and address can be part of 25 word minimum' (phone number : 1 word, address - 6 words)

A $45 per column inch rate applies to camera ready copy; $50 if we set the tyPe.

tl Assign a box number and mail my replies daily. TO RUN:

-SOUTHERN CATIFORNIA_ LOSAI{GELESAREA

SAN FRANCISCO BAY AREA

NOBTHERI,I AilD CEilTRAt CAIIFORNIA

^u8uR]{/oRASS

SAKERSFIETD Hiogins Lumber Co. Pacilic Wood Preserving ol Eakersfield, Corp.

CI|lIERllATE All-Coast Forest Products Eowman Lumber Sales Louisiana-Pacific Corp.

FORT BNAGG Georgia Pacilic Corp. (Redwood) Holmes Lumber Co., Fred C. FnESil0

sttTt tA[|r

Hi0gins Lumb€r Co.

StxTt [0$ AnEA

Blue 0x Manufacturing Capital Lumber Co.

oRAl{GE, R|VERS|DE

Action Saw & Abrasive Products

All Cmst Forest Products

American Hardwmd C0.

Anlinson Lunber Sales

Bear Forest Products

Eurns Lumb€r Co.

Cal Slale Forest Products

Calilornia Lumber Inspeclion Seryice

Canlor U.S.A. CoIp.

Capital Lumber Co.

Caroll Moulding Co.

Cascade Empire Co.

Certilied Coatinss (714) 943-2818

El&El Wmd Products Corp.

Far West Frr Sales

Fontana wholesale Lumber

Fountain Lunb€rC0., Ed....

Freeman & Co.. Slephen G.

Fremont Forest Producls

Ganahl Planing Mill

Georgia-Pacilic Corp. (Anaheim)

Georgia Pacilic (Mira Loma)

Georgia Pacific (Riverside)

Co., Slu

Jones Wholesale Lumber Co. Kelleher Cor0.

(209)869-4561 (So. Ca.) (800) 826-8709

527-4343 (916) 365-3731 (916) 623-5561 (916) 241-8310

162-6600 $16].972-7282 (916) 736-3353 (916) 666-5534 (916)922-8861

Georoia-Pacific Corp.

Hiogins Lumber Co.

Kelleher Lumber Co.

Martin Forest Industries

Noyo Timt€r Products, Inc.

Nu-Forost Products

Windsor Mill, Inc.

utmuaruts

All Heart Lumber Co., Inc.

Cal Coast Wholesale Lumber, Inc.

Foresl Products Transportation

Little Lake Induslries

Louisiana-Pacific Corp. ........

Penofin liarketing

Porlormance Coalings, Inc. (Ca.)

Rodwood Cmst Lumber Co.

Willits Redwood Co.

UUilS

San Antmio Pole

BUVE T.]S' GUIDE

PACIFIC NORTHWEST STATES

MOUNTAINSWASIIINGTON

coLoRAoo

wYoMtl{G

aRtzol{a

SOUTHWEST

@BNTUARIES

Robert Goodrich, president of' Goodrich lrorest Products. Sherwood, Or., died Sept. l. 1988. in Portland. Or. Hc was 77.

Born in [:ugene, Or.. he spent about 50 years in the pl-v-wood industry. FIe last served as general sales manager of' Evans Products Co., Portland, before founding Goodrich Forest Products in 1966.

Mr. Goodrich is survived by his widow. Claire, three sons, one daughter, seven grandchildren. and two great grandchildren.

U.S. Wood Demo in U.K.

Six designer homes showcasing [J.S. wood producls will soon open their cloors to thcllritish public.

As the focal point of'a long ternr educational progranr by' the tlS. Ibrest products industrl' to Innriliarize the llritish with the benefits of wood f-ranre construction. the "Strcel of I)reanrs" demonstration units will be fbrmally dedicated Oct.

29 at N4ilton Kcyncs, Iluckinghamshire (ncar London).

Thc ,,\nrerican Plywood Association-nranaged progranr has rcccivecl nraterials firinr lirhcnria Inc.. l:ugcnc. Or.: (ieorgia-Pacillc. Atlanta. (ia.. IIancl Salcs ('urp., IIood Ilivcr. Or.. Popc & Talbot, l)ortland, Or.. and Wc1'crhacuscr ('o., Tacoma. Wu.

ADVtrRTIS]ERSO INTDEX

Cecil Ii. Wingard. 74, a veteran Oregon lumberman, died Aug. 22, 1988, in lrugene, Or.

Born in Cuthrie. Ok.. Mr. Wingard moved in 1943 to Tillamook, Or., where he joined A.F. Coast Lumber Co. as retail yard manager. He managcd yards in Salem and IJillsboro, Or.. befbrc joining l'airhurst Lunrber, [:ugene, as oflice manager.

In 1958. he founded Cecil F.. Wingard Lumber Co., Eugene, a wholesale lumber brokerage. In 1967 with several partners, he purchased Gem Lumber, Springfield, Or., a sawmill he managed until it was sold to NorthsideLumber in the early I 980s.

Mr. Wingard is survived by his widow, Winifred, two sons, eight grandchildren, and two great-grandchildren.

WMN\NG\

Air Rerirtance

Horrrrg

In this test" the longer it takes air to pass through I material, the better an air banier il is.

TWEK Housewrap is the best air barrier, eight times better than the competitionf because it stops most outside air from coming in through cracks and searnsthereby dramatically increasing the energy efficiency of a home.

toisture Yapor Transn irsion

Water Resirtance

TYVEKo Housewrap allows moisture vapor to pass through three timc better than the competitionf reducing the chance of harmful in-wall condensation build-up, which can lead to wall and insulation damage.

TWEK Housewrap has excellent wtter resistance and acts as I watcr panier during constnrction. It is six times more wster resistant than the competition.*

itd cdpdratSlEadt

T6t Mcrho& TAPPI T460'

TYVEK Hoscvnp

Tcst Mctho& ASTM E"96 (Ptoccdutc B)'

IYVEI{. Hoc*np

Tcst Mcthod AATCC 127'

Pafndd PE Filns