Merchant Magazine - October 1991

"The Quiet Giant"

Serving the lumber and home center markets in 13 Western Sfates -

On Time Deliveries With Quality Products

On time deliveries in these economic times ate more important than ever. Our expanded distribution facilities have reinforced our efforts to maintain the on time service that you have come to expect from Western Woods.

Expanded distribution creates an effective expansion of quality product lines. A complete line of hem-fir fascia, cedar patterns, pine selects and Douglas fir

finish are available by the truck or by the unit. Surfaced or rough timbers complement our complete line of green Douglas fir dimension and treated.

Call us today, we're a friend of the retailer and a service to the sawmill.

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You lllske II To fhe lop Bv Pushina AIIthdnight Bilnons!

The right buttons to push are the ones that get you in touch with Western Wood Treating, Inc. When you're looking for the best service, quallby products and prompt delivery grab your phone and get pushy. Western Wood Treating is a state-of-the-art TSO faciliV that uses Osmose@ CCA treatment and meets all A\(PA standards for .25, .40 and .60 retention levels. At Western Wood, webelieve in giving you our best. You can make good things happen when you push the right buttons; so push your way to the top and let us make some good things happen for you!

Period.

o46,000 hardware and building material items in warehouse

o 95% of items available "one each"

o Industry-leading fill rate

. Corporate Jlexibility to listen to and meet your needs

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

Call HWI today at 2191749-8531 extension 251. Ask for Tom Barfell, HWI Member Services Manager - we'll show you many other HWI advantages.

o Separate, flexible advertising for hardware or building material retailers

o Competitive pricing

Highest rebate - Iowest overhead

o Innovative retail systems and services

Time for the grip and grin

EALL BEGINS a round of trade shows and ex- I hibits that lasts until next spring. Unfortunately, the patience exhibitors and showgoers have with each other is of far shorter duration.

Exhibitors say dealers don't buy enough; they "walk past the booth at 60 mph;" spend too little time in the hall; fail to acknowledge the services of faithful vendors; are ill prepared to treat the show as a business venue; act as if they are on vacation; and generally skim over a number of business basics, including a simple thank you.

Dealers can be equally harsh on exhibitors: displays charitably described as underwhelming; bored salespeople (if that's the con€ct term for them) half asleep in their chairs; company people too busy to talk to the interested dealer; uninformed booth personnel who seemingly know less about their products than the average housewife;

companies who display, but can't take an order even when the persistent dealer tries to buy something.

While plenty of exceptions are around to counter these gripes, what the complainers say on each side of the question is unfortunately all too true. When, for example, both sides say the other "fails to support the show," there is much fruth in the statement.

Despite all the advances in electronic buying via computers and the myriad new ways information is disseminated, we just can't believe that the exhibiticins and shows we know and sometimes love will ever fade away.

People-to-people contact is just too important in making things happen in business. However, we need all the people involved to work harder to keep the shows the asset they should be.

Serving the lumber & home center markets in 13 Western states-s,nce 1922

DAVID CUTLER editor-publisher

is Premium Quality Millwork. Your One Stop Millwork ShoP

From the minute You place Your order, to the time it is delivered, we guarantee Your total satisfaction. Service unparalleled in the industry.

Call Your friendly PMI customer service representative today to find out how your competition is getting ahead with PMl.

VISADOR

FOCAL PO I NT

Coffman

hardwood stair Parts

o preassembled curved stairs and spiral stairs o

Western Turnings

softwood stair parts o

lvlarbletne, Marbreine columns

Mouldingsochair

railsofriezeso

doorandwindow casings o Accessory patterns

o domes and rims

owindowandwall treatments o corbels

o niche units o niche

caps o stair brackets

o mantelso medallions

posts o spindles o newels o rails o mantels

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ironing board cabinets

Henderson Black & Greene Columns.turned

It pays to know how your hardwood is measured

By Gage McKinney

INCE some suppliers are now shipping hardwoods based on "block tally" while others are using the conventional "piece tally," it's more important than ever for you to understand exactly how the lumber you buy is being measured.

A piece tally, the indusuy standard, measur€s each individual board. Lumber clerks use a special yard-long ruler (called a tally stick) to calculate the board footage in each board as they put a shipment together. This tally is usually given to the customer with the bill of lading so that he can see exactly how many boards were shipped and how many feet are in each one.

A block tally approximates the results of a piece tally. In making a block tally a clerk estimates the average length and width of a bundle of lumber. He calculates the average footage in a tier, and multiplies that number by the number of tiers in the bundle.

The high labor costs associated with hardwoods, and a very competitive market, have caused some suppliers to ship bundles or containers using block tallies. Often they include copies of their calculations with the shipment. A friend of mine, an experienced hardwood lumberman, told me that when he block tallies bundles with uniform lengths, he expects to come within 3Vo to 5Vo of a piece tally. (He uses block tallies for inventory purposes only, and always delivers lumber to his customers based on a piece tally.)

Several years ago a prominent manufacturer of alder and western maple advertised that their block tallies were within lEo acouracy of a stock tally. The claim was based on several years of testing at their mill. tt was also limited to two species-alder and western maple-which are manufactured in relatively uniform widths and packaged in bundles of a single length.

Tallying other species of hardwood is more complicated. A variety of

widths and lengths makes it more difficult for a clerk to estimate the footage of lumber in an average tier. When block tallying random length bundles, a deviation of 1Vo to ll%o is likely. If a clerk misjudges the lengths, then a block tally could be off by even more. At the price of hardwoods that could translate into a sizable difference in dollars.

Whether you are buying hardwoods by block tally or piece tally, good business practice requires that you inspect every load of hardwood you receive. The first step is to block tally the load yourself, and you might ry a method that I have found useful. Using a tally stick, calculate the footage in four or five tiers of lumber, and then multiply the average by the number of tiers in the load. tf your results don't approximate the supplier's figures, make a note on the supplier's copy of the bill of lading.

Next, piece tally the load yourself. It's the only sure way of knowing that no errors have been made and that you'r'e getting all that hardwood that you ordered.

If you don't have a tally stick, you can order one from Frank R. Buck & Company of Fairfield, Il., for less than $30. (See New Literature pageforfree catalog.) In recent years several hardwood suppliers have given tally sticls to their customers. If you don't know how to use a tally stick, any hardwood salesperson can teach you in a few minutes. When I was on the toad selling hardwoods, I used to love the chance to loosen my tie, roll up my sleeves, and help a customer tally some hardwood.

Every tally will vary because there is always an element of judgement involved, but your piece tally should be within a small percentage of the supplier's. [f it isn't, an error has been made and you may be entitled to an adjustment.

lf you're tallying lumber that has

been straight-lined or surfaced on four sides, you'll have to make allowances. The waste involved in milling can be surprising. But by regularly tallying the lumber you receive and keeping records, you will know exactly what to expect in a milled shipment.

If you dont think you have the time to tally incoming shipments, then you might consider tallying every third shipment or random shipments. Unless you have a piece tally, though, you can't be sure how much hardwood you've received. I have tallied every piece of hardwood I've ever bought, and ['m convinced it's worth the time and effort.

If you discover a discrepancy in a tally, keep in mind that mistakes happen. From my own experience managing hardwood operations, I know how easy it is to mistakenly leave a bundle off a shipment, or even a few tiers off a bundle. [f you've been shorted, your hardwood supplier will be anxious to make things right. If your supplier isn't responsive, however, and you can't get satisfaction any other way, contact the state agency responsible for weights and measures.

how to handle discrepancies.

HARDWO0D lumberyard employees learn hardwood measuring from Bob Sabistina (far right), National Hardwood Lumber Associatbn instructor.

IJOME improvement product dis- I lplays today have come a long way since the standard pegboards and shelves.

"There's been a big change," says one national fixture manufacturer. "Dealers used to be told by a limited number of manufacturers how they need to display their products. The opposite is nue today. Dealers can dictate how they want to display, and we try to accommodate them."

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act specifications. A few even offer Computer Aided Design services to help dealers lay out their new displays. Many home improvement product manufacturers also offer product specific displays which incleasingly are emphasizing maximum product displayed in a minimum amount of square footage. Displays are often eyecatching, pofiable and able to act as an extra salesman, with informative headers, samples and "take home" literature.

Drawbacks for these include devoting too much space to a product and the disjointed look that may result from too many one-of-a-kind displays.

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RefixtuTing begins with an image .types of displays and racks now available how to position and select the proper fixtures.

Racking and fixture companies arc constantly intloducing entilely new systems and variations on industry standards such as cantilever racks, pallet racks, cantilever rack buildings, door frames, A frames, half-A-frames, bins and specialty racks, some custom designed and accessorized to your ex-

Refixturing a store begins with determining the store's image. Will you present the traditional "gondola store" or a "stock them high to watch them buy" home center? With the success of some of the giants, many stores are scrambling to tie into the home center image. But it's more than stocking everything on self service racks. You must be able to turn a profit on high volume and low margins, and you'll need an ample square footage, high roof facility to accommodate this.

To position the fixtures, look at an overhead view plan of the facility. Where are the structural members? Where arc the roll up and enfty doors? Make an intersection of lines across doors and between members to create natural naffic patterns. This allows you to identify where the racks do not be-

long. You want to create an easy flow layout to get people through the store and even into the comers quickly.

Aisle sizes can be determined by considering what is to be stocked. Will it be hand-carried to the checkout or toted in a shopping cart? Do you need forklift access?

In actually selecting the best types of fixtures, one fixture representative recommends research. "There's a wealth of information out there," he says. "First ask your afhliated co-op." The majors all have helpful suggestions and sources for fixtures. Next. visit other stores both similar in size and location and different in size and location.

Finally, contact the frxture companies themselves. "We are constantly calling on dealers so we run into everything," he adds. "We have a lot of information available just for the asking. All you need is the initial idea."

Answers to a customer's questions about cypress

Q: tr cyprcss a softwood or hardwood?

A: Cypress is technically a softwood, but it is graded as a hardwood according to the National Hardwood Lumber Association's rules. Although it has needlelike leaves typical of softwoods, cypress loses its needles during the autumn and winter.

Q: wttu." does cypress grow?

A: Cyp.ess grows in the swamp areas of the Southeast from the Carolinas to Florida and along the Gulf of Mexico into Texas. Because it is found in remote, swampy areas, some of the harvesting is done with helicopters.

Q: ts cyp.ess the same as tidewater red cypress?

A: Cypress is the common name for baldcypress (Taxodium disticlum) but it is also known as southern cypress, red cypress, yellow cypress, white cypress and, commercially, tidewater red cypress and gulf cypress. Red cypress is often used to describe the coastal cypress and yellow cypress to designate inland grown.

Q: Is "yp"ess a new lumber product? I've never heard of it

A: Cyptest has been used for thousands of years, according to historians. Ancient Egyptians crafted murnmy cases of cypress and medieval craftsmen used cypress for carved cathedral doors. Because it became difficult to harvest, little was available a few years ago, but modern methods now assure a steady, plentiful supply.

StoryataGlarre

Information that can help you sell cypress product benefits, handling tips, free libraturc, information sources.

treatment, cypress generally has superior durability, holding paint well and resisting weather.

Q: ooes cypress have any special characteristics?

A: Cypress has a rich color ranging from off-white to deep red and a handsome grain which makes it a natural for interior paneling. Pecky cypress, which has unique three dimensional markings, has an especially attractive rustic appearance. Used with a protective coating, cypress acquires a beautiful natural finish.

Q: Is cypr"ss dfficult to work?

A: Cyp."s when well seasoned (dry) has little tendency to warp, twist or cup and has good nail holding ability. Because it is sold in random lenglhs of 6 to 16 feet and widths of 4 to 12 inches, cypress requires fewer cuts andjoints at the job site.

Q: noes cypress have to be special ordered?

A: Cypress is readily available, but special patterns or characteristics can be ordered.

Q: where can cypress be used?

A: Cypress is a versatile wood with many uses. It comes rough sawn or smooth in a variety of siding pattems and takes nearly every surface treatment available. The wood is ideal for fences and other outdoor uses as well as siding, millwork and paneling.

Q: k cypress durable?

A: Cypress has a natural preservative oil known as cypressene which gives the heartwood resistance to insects and decay. With a suitable surface

Q: wrre.e can I get more information about cypress?

A: " Cypress: The Distinction You Deserve," published by the Southem Cypress Manufacturers Association, 2831 Airways Blvd., Suite 205, Memphis, Tn. 38132, (901) 3462222, tells you morc about the wood with photos to demonstrate its use. The association of cypress manufacturers and dealers is available to answer questions or work with special needs.

PECKY cypress which comes in different textures is handsome in interior paneling.

A new perspective on tropical hardwood use

By J. Scott Wilber Tropical Forest Foundation

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or a member of a conshuction. architectural or design firm, supplying or recommending tropical wood products, you may have to address consumer concerns about these products and how their use may or may not contribute to the destruction of tropical forests.

Consumers demand good answers. Environmental groups have initiated campaigns publicizing the negative impacts of commercial forestry, calling for boycotts of tropical wood products. Although most of these campaigns are well-meaning and draw attention to the unsustainable nature of current harvesting practices in the tropics, it is unlikely that they will curb deforestation. Such campaigns do not encourage tropical countries to conserve and properly manage their forests. They point out a problem, but offer no solutions...only a penalty.

Contrary to popular belief, developing countries are making impressive strides toward improved management of ropical timber resources. Boycotts tend to depress the value of hardwoods and the forests that contain them. Commercial forestry must compete with other forms of land use. If there are no economic benefits to be

gained from the utilization of forest resources, fopical forests are likely to be cut down, burned and permanently converted to agricultural or livestock production, yielding exactly the opposite result intended by the boycott.

There are legitimate reasons for not imposing constraints on the trade of tropical wood products, but they should not be used as an excuse for inaction. Less than lVo of all tropical forestry is being managed on a sustainable basis. Rather than campaign against commercial forestry and the use of tropical wood products, those concerned about the fate of tropical forests should insist that tropical wood products originate from well-managed sources and campaign for the adoption of better practices and policies that will achieve this goal.

Currently, most commercial logging in the tropics does not adhere to a sustainability standard with the harvesting generally exceeding growth. Even if it did, measuring sustainability only in terms of timber resources and the growth in timber volume is too limiting. To be considered truly sustainable, forestry must balance timber management with non-timber resources.

The Intemational Tropical Timber Organization (ITTO) has established

B0YC0TTS of tropir:al hardwood producb do little to save brests such as these, repons the Tropical Forest Foundation which Dromotes sustained use.

the year 2000 as a target for all timber in intemational trade to originate from sustainably managed sources. In support of this goal, the Tropical Forest Foundation CIFF), a non-profit educational organization, is launching a progam to seek out and recognize exemplary achievements in the sustainable use of forest resources in the producing countries. By focusing on positive developments, the TFF as. pires to counter the misconception that sustainable forest management is beyond achievement. Generally, the problem is not devising sustainable utilization systems, but making them work under the socioeconomic and political conditions prevailing in the fopical counries.

While the primary focus of the TFF program is to recognize those doing successful work in tropical forest management, the underlying intent is to inform consumers and producers alike of the principles and benefits of sustainable forest management. ldeally, projects and programs recognized will serve as models for others.

Campaigning against cerlain practices and particular products does not necessarily lead to better practices or alternative uses of tropical forests. The tropical countries need positive feedback. Those who distribute and use tropical wood products have to become more aware of the issues surrounding tropical deforestation and actively involve themselves in the search for solutions.

For more information about the use of tropical woods and sustainable forest management programs write : Tropical Forest Foundation, I42l Pince St.. Ste. 230, Alexandfia, Va. 22314; or call 003) 836-7088 -editor.

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Ways to help customers develop posltive attitudes towards tropical hardwood use . . . reasons boycotts fail to achieve conservation or better forest management . . . which organizations encourage sustained yield.

htS= mercial ac

EOR the building products supplier, I commercial accounts present an opportunity to expand business without adding new personnel or inventory.

Using an existing operation and suppliers, basic items such as lumber, plywood and many specialty products can be marketed successfully to commercial customers in an existing service area. As with any new market, planning is the key to success.

This is best done in a round table fashion with management, sales and senior yard personnel. @on't overlook the yard people who often know the most about what is used in manufacturing operations such as fumiture, fixtures and cabinetmaking.) Performing goal setting and set-up as a group is important to foster a team spirit and the "can do" attitude which impresses customers.

Examine the store's product line to determine items appealing to manufacturers. For example, large quantities of pine lumber are used in many sub-framing applications for commercial fixtures. Next define the size of the accounts wanted. Often the quantities a dealer is able to handle will determine to whom he sells. Profitability is higher in smaller quantities and a firm may find a niche in this category.

Using a newer salesperson who is excited about new markets is often the best way to gather and disseminate information to the rest of the sales force. Avoid the "scatter shot" approach to flreld work where everyone drives around town to seek out new accounts. This wastes time and money and the poor results discourage the group.

A search for names by Standard lndustrial Classification (SIC) code and sales volume in manufacturing

and corporate directories at the library can produce a quality list quickly. Other studies are industry specific directories and association listings. Don't overlook librarians as a resource. Skilled in searching out needs, they are often highly enthusiastic helpers. An outside market developer is another option.

Once the specific accounts are identified, distibute them a few at a time, no more than l0 to each salesperson to contact in addition to his existing accounts. This lowers the cost ofcontacts and eases salespeople into the change. If compensation is tied to new, profitable sales, the astute will see a good opportunity for income and run with it.

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How to get and keep commercial customers determining products to sell, potential customer base, account size. . . cold callIng techniques, service suggestions.

Keep presentation materials simple: a list of products relevant to manufacturing, a general list of product categories handled and a company brochure. A single sheet detailing the company's history, stability and unique qualities is an excellent inFoduction on a cold call.

The key to servicing commercial accounts is knowledge and asking questions obtains it. Leaming the specific applications products will be used for and the end use of the finished

goods leads to a problem solving approach which ultimately helps develop a loyal supplier/customer relationship.

Upgraded quality and profitability often result when a salesman's expertise demonstrates that better materials actually save the customer money by more efficient use of their facilities. Often price is secondary to a dependable supply of quality materials. Using a program approach can set the supplier apart from the competition and implies a commihnent to a lasting relationship. Asking questions and exchanging ideas can unearth additional products and services which can be supplied. Referrals to other customers are a byproduct of the give and take of a mature relationship. These are usually high quality with the source name opening doon. Be certain salespeople ask for them.

A follow up thank you letter, note or FAX after each meeting is a must. Mention areas of interest discussed and new products or services subsequently thought of. Always follow written correspondencp with a call the next week. Don't neglect follow-up contacts. Their absence is perhaps the single greatest cause of customer attrition.

After the process has matured, management needs to examine which types of customers are the most profitable and encourage development of these. Surprising changes can occur in profitability of firms attuned to the commercial market. With a flexible attitude and a hard won reputation for fine service, a new customer base can begin to flourish and contribute profits to a business.

Hunsberger is a market development consubant with ASR Industries, M inneapolis, Mn.-editor.

Diversification aids commodity wholesaler in changing market

EARLY last year, Parr Lumber Co., L.Chino, Ca., realized it was in the middle of a crisis. The wholesaler was snictly a commodity lumber and plywood volume house. It made its money by quickly turning large quantities of the basics at minimum margins. Times had been prosperous then suddenly, with the slowdown in housing constmction in the West. the bottom fell out.

"We were selling only to retailers who in turn sold to conu'actors," 5aid Pete Parrella, owner and president. "Consequently, we were only busy if they were busy. And there wasn't enough business to go around."

Downsizing was the first reaction. "We cut it back to bare bones," he said. 'We had a lot of overhead. We reduced from 30 people to 17."

Still, the forecast looked bleak. It was

time to rethink the business. Palr lured specialty products expert Jerry Long from Somerville Plywood Corp., Hawthorne, Ca., to spearhead a broad diversification.

The yard, which had always been filled with sheathing, is now stocked with melamine overlays, OSB and many other specialty panel products. Canying the new products meant entering a field of less competition in the area and a new base of industrial customers. Pan sells the higher priced, higher margin products to cabinet shops and manufacturcrs of everything from closet organizers to walkin coolers.

While Parr has retained all its existing commodity customers, the specialties now account for about 4070 of its business. And the segment continues to grow. "We're building (the business) back up," Panella said. "Unlike most companies, we're actively looking for salespeople. we've got something to offer."

Now celebrating its l5th anniversary, the company began as an office wholesaler in Orange, Ca. "Pete quickly realized there are limits to what an office wholesaler can be," explained executive vice president/general manager Rick Houk. "He wanted Parr Lumber to have more than that. Thirteen years ago he bought the distribution center with l0

PARR Lumber Co. owner and president Pete Panella's otfice is adorned with photos of his prizewinning steeds.

acres in Chino."

Foresight. When Pan'came to town, Chino was sparse. Neighbor Intemational Forest R'oducts was the only other lumber company nearby. Forest products businesses now blanket the area and mortgage and lease mtes have been skyrocketing. Pan's moftgage will be paid off in two years, reducing overhead to keep prices even lower.

The firm's financial strength is a major factor in its survival. "You pay your bills, you keep your credit," said Panella. "In 15 years we've never missed a payroll or a discount."

"You must go with someone who's going to be around," Houk added. "We can weather the storm. The mills know it.

S:tory ata Glane

the mills that support the wholesalers," said Houk. "The major percentage of mills nowadays sell direct to our customers. Our main suppliers are the ones who honor the time-honored system of moving products through wholesalers."

The company's reputation also helps. Parr honors the traditional route of distribution, from manufacturer to wholesaler to retailer to end user. "We try to support

Similarly, Parr doesn't sell to its customers' customers. The company occasionally gets a bum rap since retailer Parr Lumber, headquartered in Oregon, now has salesmen in the Inland Empire, calling on contractors.

The wholesaler has its own fleet of five trucks plus an on site mechanic and complete shop to maintain its trucks and

forklifts. Having its own transportation permits Parr to provide unique, flexible services to its customers. "We hy to control our own destiny," said Panella.

He attributes the most credit to his staff. "A company's biggest assetand it doesn't show up on a financial statementis its people," he said. Panella plans to semi-retire before too long and hand the business over to people like Houk, Long, son and sales manager Mike Parrella, salespeople Lynn Bethurum and Janet Parrella, and corporate secretarylchief financial officer Pamela Winters, an I l-year Parr mainstay.

"I want these people to have a part of it," Parrella said. "The lumber company's been good to me and I want to share it. I'm going to let them run with it. I want to enjoy life."

Parrella will devote his time to l-egacy Ranch, his race horse training and breeding facility in Chino. He has 85 quarter horses and thoroughbreds on the sprawling 30 acre ranch. Last year [rgacy was the third top moneymaker in the business. Its stallion, Menidoc, has pro. duced $8.5 million in lifetime money earners. One offspring, Griswold, also owned by Parella, recently set a new world record for the fastest quarter horse ever to lace at 870 yards.

Meanwhile, success at Parr Lumbereven in tough timesseems a sure bet.

RESURGENCE of the company can be attributed to its expansion into specialty products, explains general manager Rick Houk.

Wholesaler adds specialty products to commodity buslness to offset housing slump...makingitwork are deep pockets, a seasoned staff, its reputation and the ability to change.

too, or we wouldn't get the deals that keep us in business."

RACEHORSE owner Panella will devote more time to his 30-acre ranch and 80 horses and increasingly let his associates run with the lumber company.

wr*l;llT 3"iTl,1 i$t ff T"? editors asked dealers across the counbry, they received similar answers, regardless of the region.

Dealers, whether they buy from a manufacturer, wholesaler or distribution yard, want a win/win relationship. "I want to get a quality product at a reasonable price so I can give my customers good quality at a fair price" was the consensus.

Dealers also ageed that they want their hardwood to meet National Hardwood Lumber Association grades. "This is the only way we can be sure oul customers get proper yield," explained one dealer.

"I don't want to have to call in a NHLA inspector," another added. "This is a losing situation for us and the seller." [f there's a problem, he and fellow dealers expect immediate corrective action by the supplier.

Hardwood Distributor's Association members aim to provide professionally trained sales representatives capable of working with customers and advising them on the many facets of the woodworking and lumber business, explained HDA spokesman Charles F. Wilson. Wilson Lumber

Dealers demand quality in hardwood

Co., Memphis, Tn. "Is this imporlant to you?" our editors asked dealers.

Most agreed that they prefen'ed the supplier or his representative to visit their operation. They welcome personal attention and feel it helps the supplier to meet their needs.

Most dealen buy from manufacturers, wholesalers and distributors, selecting the supplier according to the immediate need.

Criteria for selecting hardwood supplier . quality outranks price. . on-time delivery, secure packaging important...NHLAmembers preferred.

One dealer commented that it was easier to deal with a small, family company, adding "they usually have quality products."Another noted large distribution yards have the advantage of more products.

"I look for NHLA members. They go by the rules, know what you want and give it to you. The lowest price is not always the best."

"For special needs I go with the menu and call a company that can routinely fill them rather than someone who can't,"

Questions about shipping got strong reactions from dealers.

"On-time is very important."

"Packages that blow-up and come apart in piggyback containers are my pet peeve. They are hard to unload and checking the block tally to the manifest and comparing the unit to the in-

ventory list takes forever."

"If all suppliers are asking the same price, packaging and careful marking of the bundles is the deciding factor for me."

"Are you able to utilize computer ordering?" Although only a few distributors offer the service, dealers who can access their systems like to browse the species and bundle descriptions. Then using the bundle numbers, they place their order with no human contact.

Without exception, dealers called were emphatic on the need for consistent quality, which they described as high grade lumber with consistent col-

or and texture, conforming to NHLA rules. The ability to fill special needs rated high as did the availability of straight or mixed loads. Fast service with material delivered on time in good condition and careful packaging got affirmative responses. Consistent supply and business ethics werc mentioned as expectations.

These are the expectations of the dealers, but do the suppliers meet them? The best response to this question came from the lumber buyer for a well established reailer. "All our suppliels are good ...we've had 50 years to filter out the bad guys."

Hardwood mad<et rcsponds to d-i-Vdemands

THE HIGH quality and prestige asI sociated with hardwood products make them a natural choice for homeowners ready to do their own home improvements and upgrades. However, until recently, the random width and length recognized as standard size in the hardwood indushy and the high cost of the product have limited d-i-y sales.

About l0 years ago, a survey r€vealed that X)Vo of the home craftsmen would buy hardwood panels for their woodworking projects if they were standard sized. More specifically, they asked for both lumber and edge glued panels, knife planed to 314" and clear from defects on at least one face.

Weyerhaeuser, Canfield Forest Products and Glen Oak Lumber and Milling wer€ among the companies responding to these requests. Merchandising programs including display racks, point of purchase materials and co-op advertising plograms were developed for retailers.

The problem of inconvenient sizes had been answered, but consumers were still concemed with the need for special tools to properly mill a high cost raw material. The prospect of a bad cut reducing an expensive board

to firewood was not easily accepted. Manufacturers solved these fears by offering products such as turned chair and table legs and precut table tops which require little if any machining.

Adding value to the hardwood offers manufacturers a way to differentiate products. Once the lumber is dried, the obvious way to differentiate and add value is tkough additional milling to create products more attractive to the final customer. This allows both manufacturers and retailers to realize profit margins unlike those in the commodity markets.

Only the most progressive hardwood manufacturers have entered the do-it-yourself market. Different skills are needed to market hardwoods to consumers. Several leading d-i-y hardwood manufacturers hired people with strong merchandising backgrounds to ease their en!ry into the market.

That the hardwood industry has recognized d-i-y as a potentially lucrative new market and a diverse set of manufacturers has entered the field should be good news for retailers. Larger retailers can benefit from the merchandising programs offered by the firms already established in the di-y hardwood market. Smaller retailers may be served by manufacturcrs well

versed in hardwoods, but new to d-i-y markets. The elaborate display racks and point of purchase materials offered by larger manufacturers may be unnecessary or inappropriate in their stores. Wholesaler processors and buying groups have also recognized the increasing demand for hardwood products and made them available to their customers.

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Hardwood manufacturers fill requests for standard sizes value added products incrcase sales potential . . . programs facilitate retailer's commitment.

Retailers who stock do-it-yourself hardwoods communicate to their customers a commitment to offer the high value products homeowners want today when building, remodeling or doing home woodworking projects.

Stephen Salisbury, an associate ofThe Ireland Gtoup, forestry consullants in Augusta, Me., prcpared this repon following a Sept. 5 Hardwood D-I-Y Symposium -<ditor.

Pay'N Pak,seattle Wa., opened Wblh Walla, Wa., store Sept" 14 en fikd for banknrdcv (see etory

, Lwaber P,:yaductx::r',clos'8d.,...its'" :.:r,i$alefil,i,i::lOf.';'rlliitnit, andr"will rrr,ow :l.'l...t$rve' c area-from llralatit,artd Eugene branches, newly streamlined with rnore products... a Lwttber Prcducts Hewaii div. will open iyttrc*otnt.,1t,1,,,.,...111.1.,'r.,,'.'.11]1.,...'" ,::,:::::::;:)1:;::ilf,mb$,l:Lum,b$tCo.elosedits Sun City, Ca., store and lumber yard and,r.llunti&*on St*&b ee,;: ,y*rdl a:dii{inistration offices in, Huntingtor Beach remain open at pr€sent as b James Tiuss plants in Sun City and Las Vegas, Nv....

P lateaa:. Fewst PrEeducts'.'i$,:movit::,'' ing from Albuquerque, N.M., to Ben4 Or., in Jan....HiIl Lumber Co., Albany, Ca., is up for sale... ..'t,.',1: i'lllit:.1,i. i:i'i'll'i'rlr:lli'li' i'l''iilr:i]

Gregory Forest Products, Inc., Glmdale, Or., has bcen put on the by, presideu Bill].,'Oreg

bing clmed by parea son-Ceco with rnacl

I]USTOM ORDTNN

OCTOBER

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

Morse PRO Hardware - Oct. 13-14, annual show, Sea Tac Red Lion Inn, Seattle, Wa.

Big ShowOcL 16-18, Pomona, Ca.

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

National Lumber & Building Material Dealers AssociationOcL 17-20, annual meeting, Louisville, Ky.

W.O.O.D., Inc. - Oct. 18, architectural awards banquet, Denver Athletic Club, Denver, Co.

Ilardware Wholesalers, Inc.Oct 19-21, market, Indianapolis, In.

National Forest Products AssociationOct. 20-23, annual meeting, Ottawa, Ontario, Canada.

Building Industry Credit Association - OcL 21, benefit golf toumament, Grcen River Golf Course, Corona, Ca.

Wood Machining Seminar - Oct. 2l-23, Berkeley Conference Center, Berkeley, Ca.

Building Industry Credit Association - Oct 24, credit seminars, Holiday Inn, Tonance, Ca.

National Building Material Distributors AssociationOct. Xi-29rannual meeting, Dallas, Tx.

Precision Mill & Lumber Co.Oct 29ropn house, Burbank, Ca.

Joint Treating Industry ConferenceOct.30-Nov. 1, Camelback [nn, Scottsdale, Az.

NOVEMBER

Jeruen Byrd Co. - Nov. 3-4, market, River Park Convention Center, Spokane, Wa.

Building Industry Credit Association - Nov. 7, subcontract seminar, Riverside, Ca.

Mountain States Lumber & Building Material Dealers Asso. ciatlon - Nov. 7-9, l00th anniversary management conference, Sheraton San Marcos, Chandler, Az.

Lumber Association of Southern California - Nov. 7.10, annual management conference, Stouffer Esmeralda Hotel, Indian Wells, Ca.

Batimat - Nov. 12-19, international building exhibition, porte de Versailles Exhibition Center, Paris, France.

W.O.O.D., Inc. - Nov. 13, membership breaKast, Denver, Co.

Forest Products Research Society - Nov. 13-15, environmental forum, Vancouver, B.C., Canada,

American Forestry Association - Nov. 13.17, conference, Biltmore Hotel, [,os Angeles, Ca.

Buitding Industry Credit Association - Nov. 14, lien law seminars, Riverside, Ca.

Dub's Ltd. - Nov. 15, golf tournament, Crystal Springs Golf Course, Burlingame, Ca.

Western Buitding Material Association - Nov. 15-19, annual convention, Red Lion Lloyd Center, Portland, Or.

California Pacific Southwest Hardware Association - Nov. 17-2.0, annual convention/matagement institute, John Ascuaga s Nugget Hotel, Sparks (Reno), Nv.

Western Buitding Material Association is calling anew for congressional action to save jobs being sacrificed to birds. fish and trees,

The latest western bird nominated by the federal government for protected status is the marbled munelet. The U.S. Fish and Wildlife Service recommended that it be listed as threatened under the Endangered Species Act, the same status given the northwest spotted owl.

The service believes logging and other practices have destroyed much murrelet habitat putting its survival at risk. The mbin-sized coastal seabird is said to nest in the same type of ancient forest as the owl.

Listing it in California, Oregon and Washington as proposed will mean that forest managers in those states, primarily federal agencies such as the Forest Service, must come up with a plan to protect the bird.

The association is asking members to

call the White House message line from 6 a.m. to 2 p.m. Eastern Daylight Time to let President Bush know how locking up almost 12 million acres of land will hurt timber communities and set a precedent that could cripple resource-dependent businesses and communities across the U.S. The telephone number is (202) 456-llll.

The White House is expressing grave concems about the extemism that's moving the owl debate, says Senator Mark Hatfield (R-Or.). It stems fi'om the growing frustration with "radical fringe environmentalists who feel they don't have to compromise." Hatfield says extremists have polarized the issue by putting so-called "timber barons" on one side and those who want "to preserve Mother Earth tbr future generations" on the other. He points out that recent court decisions where judges have clearly gone overboard to satisfy extremists'demands show even the courts are being affected by this propaganda.

Mountain States Lumber & Building Material Dealers Association president Mark Swager, Idaho Falls, Id., announced the addition of a new speaker to the l00th anniversary conference agenda at Chandler. Az.

Cavett Robert, founder of the National Speakers Association and winner of the Golden Gavel Award from Toastmasters lntemational, will address the Anniversary Banquet on Saturday, Nov. 9. Robert, a professional speaker, lawyer and realtor among other professions, will address one of his favorite subjects, "People." He said, "I've devoted my life to helping people bring their'Do How' up to their'Know How.' I teach the science of humaneering-learning to deal with people."

Other educational speakers scheduled during the conference include Walter Jarck, Georgia Pacific Corporation's forest resource director; Jerry Traylor, marathon runner and motivational speaker; Bill t ee, founder of a management and sales con-

sulting firm, and NLBMDA president Bob Curtis.

In addition, panels of industry leaders, association past presidents and life members will hold meetings to discuss issues varying from changing management practices to timber supply.

Several relaxing events are scheduled. On Thursday, Nov 7, a free tour of the Weiser Lock Co. and an industry golf tournament will be held. The tournament will be held at Chandler's Ocotillo Golf Club, which boasts a 27-hole course designed by architect Ted Robinson. Hospitality rooms will be available Thursday and Friday evenings.

Dr. Sasparilla's Red Hot Dixieland Jazz Band will entertain the lunch crowd outdoors on Friday, Nov. 8. On Friday evening, an old fashioned steak fry is planned at the Sheraton San Marcos Resort's Clubhouse.

From 9 a.m. until 2 p.m. Saturday, a tour will be taken of Scottsdale's finest

shops, including boutiques with southwestem fashions and art.

bill sullivan robert golding dale dickinson bill young

Pay 'N Pak Files Chap. 11, Sets New Goals

Pay'N Pak Storcs, Inc., Kent, Wa., filed for Chapter I I bankluptcy protection Sept. 2l with expectations of keeping daily operations continuing unintenupted.

Affiliated entities of parent company RNP Holdings Corp. were excluded from the filing. Lenders headed by Manufacturers Hanover Trust Co. agreed to $100 million in debtor-inpossession financing, a $40 million credit line increase.

In previous cost cutting, Pay 'N Pak put 24 Califomia stores on the market and began liquidation sales (see Tfte Merchant, Sept., p.24) Within the last 12 months the company closed a Califomia distribution center, sold the corporate jet and fired employees.

"With the court's approval, we intend to move ahead with our plans to reshape and sheamline Pay 'N Pak to return the company to its position as one of the Northwest's leading home improvement centers," chairman and chief executive officer John H. Markley said. "We believe we have already made significant progress to-

ward that goal as evidenced by the overwhelming success of our new stores in Puyallup and Walla Walla, Wa."

A leveraged buyout by management prior to 1989 resulted in losses of $12.8 million in 1988 and $12.2 million in 1989. Losses in 1990 and l99l were reduced to $6.2 million and $8.4 million.

The prototype, high-tech, 44,000 sq. ft. Puyallup home improvement center opened in June. A Walla Walla unit opened Sept. 14. Both offer design consultation, an expanded selection of textiles, computer aided design and a design center.

Pay'N Pak management, which has been reshaping the company since they took over in late 1989, has said theyle not after the warchouse customer. but want to develop a new concept in home improvement merchandising based on professional design assistance.

Pay 'N Pak cunently operates 78 retail home improvement centers in 14 westem states including Alaska and Ha-

The Merchant

waii, with the majority of the locations in the northwest including Canada.

Housing Begins Recovery

The housing slump may have bottomed out, as residential real estate sales and values steadily rise, according to a survey of bank examiners and liquidators.

The government survey revealed consistent improvement over the last six months, especially in the West, South and Midwest. Building permits have also increased since the low point at the beginning of the year.

Concurrently, the National Association of Realtors reported home sales rose by 1.8% in the first quarter as prices and interest rates remained low.

New Building Products Show

The National Building Products Exposition & Conference will be launched Aug. l5-18, 1992, Rosemont Convention Center, Chicago, Il., in conjunction with the National Hardware Show and Hardware Industry Week.

MCI Adds 3 Forest GrouPs

The Hardwood Forest Foundation, Temperate Forest Foundation and Evergreen Foundation have signed an agreement with MCI Telecommunications Corp. that will allow their members to donate 2Vo of theit monthly long distance telephone charges to the environmental Programs of the three foundations.

"We are pleased that MCI wants to do business with three foundations that support the principles of foresry as a science and people as an essential element of the environmental equation," said Hardwood Forest Foundation executive vice president Emest J. Stebbins, who also has the same title at the National Hardwood Lumber Association.

The Hardwood Forest Foundation, Memphis, Tn., publishes information for both professionals and the public, and awards gnnts and scholarships to individuals and institutions that further hardwood forestry research and education.The Evergreen Foundation, Roseburg, Or., publishes Evergreen magazine, which addresses environmental issues in the old gowth forcst region of the Pacific Northwest. The Temperate Forest Foundation, Portland, Or., conducts research and films documentaries on the interactions between people and the environment in sustainable ecosystems.

G-P's Hahn Delays Retirement

Georgia-Pacific's chairman and chief executive oflicer T. Marshall Hahn Jr. is postponing his retire-

ment for two years "to help the company realize the full potential of the $3.8 billion takeover of Great Northern Nekoosa in 1990."

High debt and the uncertain economy also were mentioned by the board in their request to the 64 year old chief who had planned to leave in December.

A. D. "Pete" Correll, recently named president and coo, appears to

have the inside track over Ron Hogan, now vice chairman, in the race for Hahn's job. Retirement of Hal L. Airington, current vice chairman, has been moved up one year to December to facilitate these promotions. Davis K. Mortensen, executive v.p., building products, and Jame C. Van Meter, cfo and exec. v.p., finance, are dark horse candidates.

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WWPA Market Forecast

Market demand for western lumber in 1992 is expected to increase slightly over 1991, according to the retiring president of the Westem Wood hoducts Association. And western sawmills can meet the demand despite their declining numbers - if they can continue to find the logs.

H. A. "Bob" Roberts projected lumber volumes coming from the 12state Western Woods Region could reach just short of 20 billion board feet by the end ofthis year.

But 1992 should see westem lumber production volume improve to nearly 20.5 billion board feet.

However, he said, these projections do not factor in log shortages expected to affect mills, especially in 1992. Though originally expected to hit this year, soft demand for lumber products probably has taken pressures off 1991's short supplies of available logs and accessible commercial timber.

"Time is running out when mills can keep pulling logs out of a hat," Roberts said. He described as "magic" the industry's ability to find raw materials in spite of massive withdrawals of federal timber from reserves historically designated for multiple-use purposes that include raw material for products.

Even with that magic, Roberts noted, since 1980 as many as 220 mills have ceased operating in the West, leaving less than 600 mills. Since 1987, the industry has lost producing units at an average rate of five percent per year.

Recent studies have shown alternative lumber sourrces for the U.S. market - mostly from Canada and the South - are nearing their own limits of output and cannot be expected to take up slack due to loss of capacity in the West.

Roberts said that western mill production historically had represented as high as 58Vo of all U.S. production, but that is expected to drop to below 53Vo next year. The Southern Pine Region is expected to produce 37Vo of all U.S. production next year, up 4Vo from a few years ago. Other highlights of the forecast:

WWPA sees l99l housing starts at 1.1 million units, increasing to 1.2 million in 1992.

. l99l production of western lumber is projected at 19.985 billion board feet, down from 21.175 billion in 1990. In 1992, production is expected to increase again to 20 .48 billion board feet.

l99l log exports are expected to decrease l87o from 1990 to 3 billion board feet, and in 1992 will drop to 2.8 billion board feet.

. Total consumption of U.S. softwood is expected to decline 4.2Vo from 1990 to 43j25 billion board feet. In 1992, it is expected to increase again to 44.32 billion board feet.

. Not only will l99l U.S. lumber usage for repair and remodeling exceed that for new residential construction, but revised figures now show that also happened in 1990.

MDF T OSB T PARTICLEBOARD MELAMINE T MOULDINGS T LUMBER

October 1991

However, projections show 1992 repair-remodel usage of 14.965 billion board feet will slip behind new home construction, which will require 15.435 billion board feet.

. Because of softer export markets

and an improving U.S. demand in 1992, foreign lumber imports into the U.S. are expected to increase from I 1.7 billion board feet in l99l to 12.125 billion board feet, virtually all from Canada.

WWPA fall meeting

THE fall meeting of the Western I Wood Products Association was a serious, though not gloomy, affair as members continued to cope with pressures from both the marketplace and the environmental movement.

Held for three days in mid-September at the Westin Hotel, Seattle, Wa., the gathering drew slightly more attendees than last fall's meeting.

Board chairman Tom Richards told the annual industry luncheon a dues increase may be necessary if WWPA is to continue its present level of support services to the indusuy. The last hike was 5A per MBF in 1984. Association staff and members have formed teams to increase WWPA membership as a way to spread costs.

The board of directors noted the sound financial shape of the association. The executive committee recommended moving the spring meeting in 1994 to the La Quinta Hotel near Palm Springs, Ca., with the meeting returning to San Francisco the next year. Subsequently the meeting would altemate between the two sites.

In other committee business the WWPA's continued participation in U.S./Canadian expofi tax issues was

recommended. The economic services committee noted a projected lumber consumption increase of 2.8Vo next year, (For an in-depth forecast see accompanying story.)

SttoryataGlane Group

in good financial shape . . . spring meetang site may be changed . . dues hike possible more members sought . new species groupings.

The export committee heard a number of reports on Pacific Rim possibilities and noted sales trips of WWPA members to Egypt and Japan are planned for 1992. The marketing services committee recommended filling a staff vacancy in Chicago, while leaving vacancies in Atlanta, Ga., and Southern Califomia. The quality standards committee reviewed the species groupings resulting from the In-Grade Testing program, noting that in the future White Woods stamps will be is-

sued only for board grades. Also noted was the expectation that a new grouping, Spruce-Pine-Fir (South), will be created.

Retiring president H.A. Roberts was treated to a humorous and sentimental send-off at a well-attended dinner-dance in his honor.

WMMPA Environmental Policy

The Wood Moulding & Millwork Producers Association has approved an environmental policy statement. "We believe it is the first definitive environmental statement by a forest products association," said Bemard J. Tomasko, executive vice president.

The statement reads:

The Wood Moulding & Millwork Producers Association is committed to "Perpetuating America's Forests for Products and the Environment," WMMPA supports a forest policy in America that featurcs a reasonable setaside for enjoyment by people and a balance with other living things. WMMPA also supports the principle of a renewable resource to provide timber dedicated to wood products for the public. WMMPA believes the environment can be served by both. WMMPA is committed to the protection and enhancement of the natural life cycle of our forests.

Wood-Our Only Renewable Resource!

WMMPA is the North American trade association for manufacturers of wood mouldings, door frames, paneling and related wood products. [t also develops indushy standards and functions as the marketing and public relations arm of the moulding and millwork industry.

Toll Free: 1-800-663-8064

Fax: 1-604-8E8-1615

Phone: 1-604-888-3544

Ask for Steve or Gordon

PERSONALS

Jim Spellman, Spellman Hardwoods, Phoenix, Az.. vacationed on Lake Powell in Ut. and Az.

Daryl Motley has joined Cascade Empire, Portland, Or., selling southern yellow pine, according to Ray Haroldson

Jim Pappas, Honsador, Inc., Honolulu, Hi., is back from a Rogue River, Or., float trip.

Herb Zimmerman is now bark & byproducts sales director for Sierra Forest Products, Tena Bella, Ca.

Dan Zellick has joined the sales team at Sundance Lumber, Springfield, Or.

David lVest is mgr. of the new Pacific Forest Products branch office in Sacramento, Ca.

Don Ammons, branch mgr., Leeco Mouldings, Lake Oswego, Or., recently spent two weeks in New Zealand, followed by a one day business trip to Alaska.

THE TREATED ANSWER

Samuel Fineman, Fineman Doors, Inc., Van Nuys, Ca., is back from a Far East business trip.

Don Getts is now in inside sales for Marin County to Eureka territory at PrimeSource/Sequoia Supply, Fairfield, Ca., reports Bob Riggs. Joe Buschman is representing the territory in outside sales. Steve Folino is now lumber and plywmd buyer for the Fairfield dc, and Ken Prescott is Peachtree sales specialist.

Sherry Gaylor is now buying and selling for Builder Marts of America's forest prcducts group, Sacramento, Ca.

Brad Shelley is the new executive v.p. of the West Coast Lumber Inspection Bureau.

James K. Yuhas is economic services dept. mgr. at the Western Wood Products Association, Portland, Or,, according to dept. director Fred Reseburg.

Lumber, plywood, round stock stokes, poles, & pilings Agency stomped, ground contoct fire retordont oressure-treoted wood products

Paul Rodriguez has been named v.p.-operations for Home Depot's western div., Fullerton, Ca., succeeding Bryant Scott. A second v.p.-operations will be named shortly.

Alyce Foote has joined Tumac Lumber Co., Redding, Ca., as office mgr., reports Bob Burger.

Keith lVright has formed consulting service Keith M. Wright & Associates. He leaves Bohemia Inc., Eugene, Or., as v.p.-mktg. after 26 years with the company with fellow officers Dick Tinney, John Wolcott and Steve Wendell. who are staying on for 30 days as consultants to new owners Willamette Industries. Bohemia office mgr. Mona Davis has retired.

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

Dave Poppe has joined Stevenson Co-Ply, Stevenson, Wa., as sales mgr.

Carol Crow is now executive director of the California Forest Products Commission, Sacramento, Ca.

Tom Von Moos has been named v.p. of Western Woods, Inc., Chico, Ca., reporu pres. Rick Richter.

Craig Bodrner is the new mktg. mgr. for Trus Joist, Boise, Id.

Dan Olson, Olson Lumber Co., Seattle, Wa., was r€cently named the city's Man of the Year by the Seattle Hoo-Hoo CIub.

October 1991

Mike Boone is new to treated sales at Exterior Wood, Washougal, Wa.

Hugh Bell has rejoined Dataline as chairman of the board.

Jim Cavanaugh is now retail operations mgr. for Evergreen Lumber, Port Orchard, Wa.

Todd Goodwin is new to the board of Manville Corp., Denver, Co.

Gil Sissors Jr. has joined Capital Lumber Co., Healdsburg, Ca., in mktg. and sales, according to pres. John Gaskin

Lloyd Ziebert is the new pres. of MidWillamette Precut, Scio, Or., replacing Tony Ziebert, who has retired after 40 years in the business.

Jim Virgil has opened Snow Peak Forest Products, Coeur d'Alene, Id., assisted by Jon Howell.

Jack Badewitz, Willamette Industries, Albany, Or., has retired after 30 years with the firm. Mike Basinger has been relocated from Ruston, La., to replace him in plywood sales.

Mike Masterman, Ames Lawn & Garden Tools sales mgr. for Ak., Id., Mt. and parts of Or. and Wa., was named Ames Area Sales Manager of the Year.

Dennis Conlan, Weyerhaeuser Co., l,ong Beach, Ca., is back after a Florida vacation.

David Reynolds, Vancouver, Wa., is now West Coast sales rep for Chapman Chemical.

Jack Wilcox, The Roane Co., Cerritos, Ca., has been elected pres. of the National Wood Flooring Association. Ralph Singer, Diamond W Supply Co., Los Angeles, Ca., is v.p., and committee chairmen include Chris Coates, Golden State Flooring, San Francisco, Ca., membership; Jack Coates, Golden State Flooring, Hardwood Floors Magazine; Bill Price, Glitsa American, Seattle, Wa., convention, and Singer, by-laws and long range planning committees.

Jeff Madsen is new to inside sales at Weathervane Window Co.. Kirkland. Wa., reports Tom Grove, v.p.-sales & mktg. Curt Cook is a new outside sales rep in Portland, Or. .ludge (iodfrey, (,'hemco. vacationed at Jackson Hole, Wy.

Dan Loessin, Dellen Wood Products, Spokane, Wa., has been elected pres. of the Spokane Hoo-Hoo Club, succeeding Bill Lentes. New lst v.p. is Shawn Sinclair, 2nd v.p. Elzya Jordan, sec.-treas. Ernie Wales, and directors Walt Adams, Mike Sheehan, Randy Lentes and Jerry Hudson.

M ichael P. Hoopis is now pres. of Kwikset, Anaheim, (la. Tim Thompson, Seattle, Wa., is now western regional sales mgr. for Mannington Ceramic Tile.

RIVER FOREST PRODUCTS

Mokelumne River Forest Products is devoted to excellence in providing you with allwestern softwood species, Masonite sidings, andplyvood. For superb seruice, top quality and very competitive pricing, contact john Diederich, Gordon Roby or Randy Collins at (209) 367-1265 or Fax 209-367-1442

P.O. Box 2755,Irdi, CA9524l-2755

Terry .lohnson is now sales mgr. at l). R. Johnson Lumber. Riddle. Or.. with .f ohn Santo taking over in sales at subsidiaries Prairie Wood Products, Prairie (iity, Or., and Oregon Pine Lumber, John Day, Or.

Sande [.avino, an l8 year employee at J. H. Baxter & Co., San Mateo, ('a., is now general sales mgr.

Rick Troyer is now northwest sales mgr. lor CertainTeed Corp.'s residential insulation group.

Paul llrooks is a new salesman lor Wood International Oorp., Portland, Or., according to Rick Suchecki.

Michael R. Douglas has been named v.p. at liibreboard Corp., (]oncord, (ia., Sfephen L. DeMaria is now v.p. - corporate relations.

Hal Compton is now exec v.p.-operations & human resources/director of stores for HomeClub, Inc., Fullerton, Ca. Dan lVilder is senior v.p.-financial controls & logistics, according to pres. Jim Halpin.

Claude Scott has joined Wisconsin-California Forest Products, Redding, Ca.

Seymour Wood is now in charge of VIP tours at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

(Please turn to page 35)

WBMA Convention Schedule

"Focus on Profits" will be the theme for the 88th annual Western Building Material Association convention/ building products showcase, Nov. 15-19 at the Red Lion Inn/Lloyd Center, Portland, Or. A day has been added to the usual schedule to allow for an expanded educational program.

Kickoff speaker Guy Fowler will present a seminar, "Fundamentals of Effective Supervision," 8 a.m.3:30 p.m. Saturday, Nov. 16. The well known trainer will cover supervision, economic benefits, motivating today's worker and worker involvement. The lunch break will offer an opportunity to share ideas.

Exhibitor quick pitch selling talks, traditionally informative and entertaining presentations, will be moderated by Mike Drorbaugh and Rick Tannis, American Plywood Association, at 4 p.m. An all industry reception runs from 6:30 - 8:30 p.m.

Sunday activities open with an 8 a.m. breakfast followed by the building products showcase fiom 9 a.m. - 6 p.m. Concessions will be open in the

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exhibit hall from I I a.m. - 3 p.m. For the first time the show will be held all in one day.

John Mitchell, chief economist, U.S. Bancorp., Portland, Or., will share his focus on today and tomorrow at the Monday keynote breakfast. The 8 a.m. speaker will be making a return visit to the WBMA convention.

Seminars will follow at 9:30, 10:30 and 2. The first is by the Young Westerners Club and narrated by Terry Willey, Knoll Lumber, Marysville, Wa., who will discuss "Employees: Where to Get Them, How To Train Them, How to Keep Them."

Douglas Cole, director of loss prevention, Bartell Drug, Seattle, Wa., will offer a "Focus on Security: Preserving Profit Through Preventing Loss" at the second session.

In the afternoon, "Do It Right and Win" presented by Ronald D. Kuest, MBG Management Services, Inc., Olympia, Wa., will tell how to develop a productive, dependable work pncgram.

The president's banquet, 7:30 p.m., will featule humorist D. Scon Fried-

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man telling how to predict the future by creating it.

Concluding day will offer a 9 a.m. "Focus on Profit" seminar directed by Barbara Sarkis, credit manager, Associated Sand and Gravel, Everett, Wa. Friedman will make a second appearance at a 10:30 a.m. workshop, "A Funny Thing Happened on the Way to the Sale." Final event will be a luncheon honoring spouses. Mary Beth and Mae will present "The Art of Being Exceptional."

Overseas Wood Projects

Two overseas projects using U.S. wood products are getting underway this fall.

A 32,000 sq. ft. demonstration project called Super House is being coordinated by the American Plywood Association in Yokohama, Japan. Funded under the Targeted Export Assistance program of the Foreign Agricultural Service, the three story apartment building is intended to show how wood-frame construction can meet Japanese building codes due to take effect in 1993.

October 1991

A 93,000 sq. ft. wood frame, 99 unit resort hotel will be built in the Soviet Union Far East as a golf and fishing retreat for wealthy Japanese. Some 700,000 sq. ft. (3/8" basis) of APA stmctural wood panels will be used on the project which is being built in modules in Boise, Id., trucked to a Puget Sound port and barged to Yuzhno-Sakhalinsk on the south end of Sakhalin tsland.

Plastic In Homes Increases

The greatest opportunities for plastics in the construction industry over the next few years will be fueled by home maintenance with vinyl siding, windows and doors to replace older aluminum and wood products and acrylics and polycarbonates to replace glass in windows and skylights.

These trends translate to a 53Vo jump in the volume of plastics used in siding and paneling from 891 million lbs. in 1990 to 1.36 billion lbs. in 1995. Profile extrusions demand is expected to be up 36Vo from 499 million lbs. to 677 million lbs. Glazing and skylights use should rise 307o from 257 million lbs. to 333 million lbs., Frost & Sullivanreport.

Acceptance of plastics as structural materials for foundations, supporting walls and beams will continue to be little more than a gleam in the plastics industry's eye, but it is possible that later in the decade escalating timber costs may induce the conservative building industry to make significant moves in this direction.

National Show Goes South

Dates through 1997 including Dallas, Tx., and Atlanta, Ga., venues have been announced by the National Home Center Show.

"Expansion at both the Dallas Con-

vention Center and the Georgia World Congress Center enables us to once again rotate the show," said John Berry, vice president and director. The show has been in Chicago, Il., for the last six years. Prior shows altemated between Dallas, Atlanta, New Orleans, La., and Chicago.

Chicago's McCormick Place will host March 8-10. 1992 and March 2l23, 1993 shows with March 6-8,'94 and March L2-14,'95 set for Dallas and March 17-19,'96 and March 2-4, '97, Atlanta.

Mallco Sold To lnvestors

The O'Malley Lumber Co. has agreed to sell the assets of its Mallco Lumber and Building Materials subsidiary to an investment group. The deal was expected to close September 30.

kading the four equity participants in the buyout is Stephen McConnell, who becomes Mallco chairman. The

others are Rich Bilby, who remains president, and vice presidents Art Wagner andTerry Powell.

No figure was disclosed in the Eansaction between the Phoenix, Az., firms.

Higher Sales Key To Profit

The typical building material distributor eamed a return of 6.8Vo on net worth in 1990 with industry leaden earning 2l.5%o.

The National Building Material Disributors Association productivity and financial targeting report concludes that the leaders who represent one of every four distributors surveyed, achieved higher retum though higher sales productivity, sales per employee and sales per dollar of inventory investment.

The Profit Planning Group, Boulder, Co., tabulated and analyzed the study with results categorized by business size.

New Site For LASC Conference

Information to help run a successful business will be emphasized at the 4lst annual management conference for Lumber Association of Southern California members, Nov. 7-9 at Stouffer Esmeralda Resort, Indian Wells, Ca.

First official convention meeting will convene at I I a.m. Thursday, followed by lunch. Noon speaker will be Tom Steiner, who is well known for both motivating and enteltaining his audience.

Employees of members are welcome to take part in both the programs and activities of the conference. A contact exhibit session following the opening luncheon will allow participants to view table top displays and exhibits. Suppliers' sales reps will be available to demonstrate products and talk with convention attendees.

Sales representatives also will participate in a quick pitch session during the afternoon. These have a reputation for being humorous as well as informative and always attact an interested

audience. Prizes awarded during the aftemoon will include a grand prize of a weekend at the Del Coronado Hotel in San Diego, Ca., including Sunday brunch.

Friday activities will begin with a breakfast discussion of insurance strategies. Following this 7 to 9 a.m. meeting, Doris Steussey has been invited to discuss estate planning techniques.

Luncheon speaker will be Terry Paulson, elaborating on the topic "Dealing With Change." LASC executive director Wayne Gardner emphasizes, "Our industry is changing and we'd better change as well, or be left at the starting gate," in discussing this portion of annual management sessions.

The convention committee is planning a casual evening on Friday. "The '50s" will be the theme for the dinner dance which the chairman promises will be relaxed and enjoyable.

Participants in golf and tennis tournaments Saturdav will be able to take

advantage of one of the benefits of the change of convention venue from Palm Springs to Indian Wells. Both activities will take place on facilities located on the hotel grounds. The annual sports awards party hosted by Fremont Forest Products will be the concluding event of the management conference.

Registration for the conference activities can be made with the LASC office in City of Industry, Ca. Room requests should go directly to the hotel. Registration material has been sent to all members, Gardner said.

Spotted Owl Hearings Set

Public hearings will be held in October on the Forest Service's draft environmental impact statement on a management plan for the northern spotted owl in national forests in Oregon, Washington and northem California.

Meetings on Oct. 15 in Olympia, Wa., Oct. 17 in Salem, Or., and Oct. 21, Redding, Ca., will be part of a three month public comment period.

With an eight acre yard, dry kiln and complete milling facility, we look foruvard to serving your requirements.

New wood preservative satisfies EPA demands

A new wood preseruative said to be environmentally safe has been okayed for use in the U.S.

Registered with the EPA in June, ammoniacal copper quat (ACQ) has been accepted by the American Wood Preserver's Association. Accepted as an inorganic wood preservative system by the AWPA P-4 committee during the annual technical committee meetings in Clearwater Beach, Fl., Sept. 8-13, ACQ will be added to AWPA Standard P-5 (waterborne preservatives) as ACQ-Type A and ACQ-Type B. Comprised of copper oxide and quaternary ammonium, ACQ is canied in aqueous ammonia.

The AWPA has set retention levels of.25 lbs. per cu. ft. above ground and .40 lbs. per cu. ft. with ground contact, the same as for CCA.

Following AWPA procedures, ACQ will be presented to the general membership at the May 1992 annual meeting, with inclusion in AWPA

publications probably occuring in 1993, according to John Hall, AWPA executive director.

ACQ has been used in Scandinavia for two years and in Japan for a little over a year. Its use in the U.S. has been limited to technical trials. The product has a history of more than nine years ofextensive and exhaustive testing, according to a spokesman for CSI, Charlotte, N.C. CSI will make and market ACQ in the U.S. under a brand name still to be determined.

The product has many advantages, Jim Saur, vice president of marketing, explains, and penetrates a wider range of softwood species than CCA. Lumber treated with it has a brown color and is easily painted or stained. A cornpetitive wananty will be offered by CSI when marketing begins, Saur says.

The treating process will remain essentially the same as the process using CCA. Treaters will be able to use

existing equipment with slight modification, although all traces ofpreviously used chemicals will have to be purged to avoid cross-contamination. Treaters who use the product will not be subject to current EPA listing.

CSI has completed a comprehensive marketing study to determine the areas where the new product will debut. Saur estimates products treated with it will be available for the 1992 spring buying season.

The cost to consumers is expected to be l0-25%o higher than the average CCA neated wood price, but CSI's research claims that consumers and specifiers are willing to pay more for an environmentally acceptable product.

Reaction in the pressure treating community is mixed. ACQ is not unknown to most of the chemical companies and treaters. A large chemical supplier says they tested it in their lab and found it lacking. Some express reluctance to accept a product with such a short history, while others balk at the higher cost. However, all agree that an environmentally acceptable preservative is a step in the right direction to answer increasing EPA regulatory pressures.

Ways To Survive A Recession

lncreased competition, a shortage of capital to borrow and additional government regulations make owning a profitable business tougher than ever.

Solutions to these challenges exist. Ily adjusting to the changes, your company can take advantage of lvailable opportunities.

Most small businesses think they have to be large or have lots of money to market, but marketing is simply presenting your product or service to people who need and want it. You can determine where sales are coming from (walk-in customers, referrals or advertising) by analyzing records from the last three years. With this information, you

can assemble a mailing list. Send out mailing pieces at least four times a year. Add to the list as you go.

Survivors in the 1990s will be the conrpanies that know the magic ol budgeting. (iompanies are learning to pay attention to where their money is going and cutting costs as necessary. One way to do this is by subcontracting services instead of having employees on payroll. Although the hourly rate is higher, you pay only for the services you use. Try to renegotiate with suppliers, landlords, insurance companies and other vendors to reduce overhead.

The current credit crunch has hurt all businesses, especially smaller businesses. In order to coDe

with their own problems, many banks have called in existing loans or tightened credit requirements.

The Small Business Administration (SBA) is an often overlooked source of credit. Their loans are more available and affordable than other types offunding and can help a business to grow and profit. While most credit sources are shrinking, SBA loan availability is growing. lts funding which totaled $3.5 billion in 1990, is being increased to $3.6 billion this year.

Profitable companies at least two years old with collateral and a specific use for funds are eligible for SIIA financing. Advantages include easier qualifying, more generous financial ratios and longer payback periods than traditional bank loans. Term loans range from seven to 25 years, fully amortized, with no penalties or up front fees. Disadvantages for some companies include dealing with government red tape.

Working with a competent broker, you can qualify for an SBA loan within two days of submitting three years of company tax records and a personal financial statement. Brokers are usually experienced in working with both the SBA and banks and provide the service at no cost to the borrower.

By marketing your business, keeping costs in line and having suflcient capital, you can keep your company in shape to not only survive, but to be a top performer.

Jennilbr Leathers, president, Money Source, Huntington Beach, Ca., provided the inlbrmalion in this article-editor.

Personals

(Cotttinued Jrom page 29)

Jean llamburg, Precision Redwood Manufacturing, Cloverdale, Ca., is vacationing in Germany during Oktoberfest.

Walter and Gina Beinecke, Silvan Inc., Santa Cruz, Ca., are the new parents of Walter Evanr bom Sept. 16, 1991.

Stacy Raymond has been promoted to national sales mgr. of glue-laminated beams at Filler King Co., Homedale, Id., reports pres. M. C. "Bud" Filler.

(Please turn to page 54)

News Briefs

(Continued from page 18)

A proposal by the t./.t. /irlr c( l,l'ikllilt' Sr,n,ltt to drop nlore than 3 million acres fronr the critical habitat set aside for the northern spotted owldown to 8.2 acres is now open fbr public conrnlents

Than 2O Dltnutea The ..BAND.ADE''

Sanml fuys rcanmubtion of fundlng normolly requlres o spafuI trtp to the landflll.

Employees lrrite the danga and work to frurnsler to dumpster or truck. A teus mlnutq uhenunryklng untt4

Anti-Logging Bill OK'ed

The California legislature has passed a timber bill severely restricting clear cutting and other logging practices, despite heavy lobbying by Louisiana-Pacific, Pacific Lumber Co., Simpson Timber Co. and other timber firms.

The "Sierra Accord" still faces possible veto by Governor Pete Wilson, who had backed a less restrictive alternative supported by L-P.

The new bill arose from a compromise struck earlier between environmentalists and the state's largest timber

owner, Siena Pacific Industries. The firm sought a compromise fearing tougher restrictions if details were left up to voters.

The bill bans clear cutting on old gowth lands and limits clear cuts on newer forests to no more than 20 acres at a time. Current law permits clear cuts up to 120 acres.

It also restlicts cutting in watersheds, requires larger sections of u'ees as buffer zones between clear cuts, and includes other provisions to protect wildlife and slow harvesting.

Restictions do not apply to federal

The Merchant Magazine

land; about 8 million of the state's 16 million acres of timberland would be affected.

More Owl Battles

Lawsuits challenging implementation of the Endangered Species Act by the U.S. Fish and Wildlife Service and their regulations defining "harm" and extending the "take" prohibition to all threatened species were filed in the District of Columbia by the Sweet Home chapter of Communities for a Great Oregon.

The plaintiffs including individuals, communities and companies from the Pacific Northwest, the Southeastern Lumber Manufacturers Association and Southern Timber Purchasers Council charge the rules were adopted without proper public notice and comment periods.

USG Gorp. Restructuring

Motivated by worsening conditions in its construction based markets, USG Corporation deferred principal and interest payments totaling $145 million and is seeking to restructure its debt.

Bank lenders and lead banks for the major producer of wallboard have indicated their willingness to participate in the restructuring plan which involves a debt exchange proposal, sale of DAP Inc., a caulk, sealants and adhesives subsidiary, extension of the current bank debt amortization schedule and substantial equity dilution,

The company expects to complete the restructuring before the end of the year. A spokesman said the corporation has no intention of filing Chapter 1l and will devote all its attention and resources to an out-ofcourt restructurine.

Bar Code Petition Request

To simplify the bar coding process on wood moulding, the Wood Moulding & Millwork Producers Association is asking moulding manufacturers, distributors and retailers to sign a petition to the Uniform Code Council regarding a uniform industry bar coding standard.

According to the WMMPA plan, WMMPA certified companies would be permitted to use the copyrighted bar code for softwood (WM) and hardwood (HWM) profiles. Each bar code label would also contain a manufacturer's name and/or an identification number. "It is important that the system identify the manufacturer of a profile in the event there are any questions about the product," said Bernard J. Tomasko, WMMPA executive vice president.

The system would help bring order to the myriad of bar codes which now exist for a single moulding profile and species. Under the plan, the first five digits of the bar code, which reprcsent the vendor, would be a single number for all those using the WMMPA standard. The second five digits, which represent the product code, would be specific numbers for each softwood and hardwood profile and species.

To be certified, manufacturers would apply to WMMPA 's bar codes committee. The committee would confirm that the proposed label meets the minimum form and content standards.

For a copy of the petition, contact the WMMPA, P.O. Box 25278,Portland, Or. 97225, or call (503) 2929288.

lnsulation From Newspaper

Louisiana-Pacific Corp. has introduced Nature Guard insulation products made from recycled newspaper.

The line includes loose-fill insulation which has a higher R-value than fiberglass, with none of the irritation and health concems. Nature Guard has also pioneered a cavity spray insulation process for new construction that completely fills spaces between studs before drywall is applied.

"Wastepaper represents the largest untapped forest in the world. And the more we use of this abundant mw material, the better it is for the world's environment," according to Harry A. Merlo, Louisiana-Pacific's chairman and president.

OAI( OAI(OAI(

Not only Oak! We specialize in a variety of hardwoods including Cocobolo, Morado, Basswood, Purple Heart, Birdseye Maple and more. Penberthy inventories over 6,000,000 board feet of domestic and imported lumber.

We are currently featuring Apitong. Very hard, very durable and priced right. Apitong's many uses include truck decking, outdoor furniture and boardwalks. Apitong is available in all sizes from 1 x 3's through 12x12's.

Louisiana-Pacific also uses wastepaper for a new wallboard product called FiberBond. FiberBond is made by mixing gypsum with wood fiber from wastepaper. Unlike conventional gypsum wallboard, which relies on sheets of paper surrounding the gypsum to hold it together, FiberBond has an internal strength.

Louisiana-Pacific is a leader in the development of environmentally engineered building products that don't rely on large tees. The company pioneered Inner-Seal oriented stand board structural panels, siding and concrete form. It also produces engineered l-joists and laminated veneer lumber, which give builders an alternative to wide dimension lumber.

Successful teaching tool: the daily walk

By Tom Robinson Robinson & Associates

A YOUNC worker in a lumberA yard/home center often begins his new job filled with excitement, but his enthusiasm can diminish when he discovers there is no training program. Instead of receiving an organized and informative introduction to his duties, he is assigned to watch another employee and learn the job on his own. By the end of the first

day, this worker can be concerned with the poor quality of his training and the lack of potential advancement in the company.

Many employees leave our industry because advancement is not available. The employee with the drive to excel looks for opportunities to advance. If they are lacking, he willgo to another industry. All businesses need to commit to training

EUll.UATll{G each section and discussing what needs to be done is part 0f the daily walk.

and provide incentives to progress.

The daily walk, long a successful training tool for industry giants, can be an answer to the training problem. Covering all areas of the store and yard, it enables a manager, his assistant managers, department managers and employees to plan the workday.

Each four foot section and endcap should be analyzed for needed work and improvement. In addition to helping a manager and staff to develop better communication, this technique gives the employee an opportunity to learn from his superior as well as to develop his own ideas.

I still recall with pleasure an experience with my regional manager about 18 years ago. As we approached the hardware section on the store walk, he asked, "What's your opinion of this area? " I remember thinking, "What would he want me to say?" and deciding to say what I thought should be done. To my surprise, he said my ideas were good and advised me on how to dissect each aisle in order to perfect mv plan.

I could hardly wait for him to leave so I could discuss "my plan" with the assistant managers. I used the same approach he had used with me in talking with them. As a young manager, I wasn't as efficient at it as he was, but I achieved good results and continued to use this method to develop employee enthusiasm which soon set our store apart from the others.

S-tory at a Glance

Gukfe to management training using a daily rvalk through the storc. case history of how the technique worked.

Everyone in the store took part in the daily walk. After I walked with my assistants, they walked with their employees, planning what each would do that day. Everyone learned that they must follow up on each day's plan. Employees developed self confidence, showed more excitement about their departments and

established friendly rivalry.

The daily walk allows management to evaluate each employee based on daily performance. In addition, with the daily opportunity to assume responsibility, employees acquire better attitudes about the management and company. Knowing what is expected of them each day gives a sense of accomplishment. They not only discipline themselves to do the assigned tasks, they make sure that others accomplish theirs as well.

A manager must follow up on the progress of the employee striving to achieve his daily plan. Nothing upsets an employee more than having a manager point out mistakes in a project that is almost complete. Projects should be checked frequently during the day with ongoing projects being evaluated on the daily walk. Follow-up is vital.

Although the daily walk has been an accepted training tool for large chains, independents have seldom seen it as workable. Recentlv. I had

(Continued on next page)

Successful teaching tool: the daily walk

(Continued.lrom page 39)

an opportunity to prove that it can be effective for both.

After two months of reworking the aisles, we started to train using the daily walk. Two of the three managers had no management training, but their progress at the end of five months was remarkable. Each acquired confidence through the walk with his employees. A better management/employee relationship

developed and employees began to have pride in the appearance of the store as well as more confidence and better skills.

My 1970s experience was repeated in the '90s with the same success. The daily walk worked. Better communication, fairer evaluation, pride, self-confidence and employee growth developed.

You, too, can ensure a healthy future for your store by beginning each day with a walk.

PINE FIR REDWOOD. OAK. RADIATA. MIRANTI SOLID. FINGERJOINT. VENEER. EDGE-GLUE. PRIME DOMESTIC AND IMPORTED WOODS

Lineal; Cut-to-Length; Mitering; Special Machining; Special Packaging, Unitizing and Bundling; HIGHLY MIXED TRUCKS AND PART TRUCKS

MAIL:

PLANT:

P.O. Box 28352 6934 Florin Perkins Rd.

Sacramento, CA 95828

(800) 365-5424 . 916-386-1314

Fax (916) 386-1329

INDUSTRNI HARDWOODS & SOFTWOODS

414 & THICKER SHOP & BETTER GRADES OF CALIFORNIA SUGAR PINE O WHITE FIR PONDEROSA PINE ' INCENSE CEDAR

The Finest in 414 & Thicker Northern Red Oak

COMPLETE MILLING FACILITIES

BEF0ffE and after: the new endcap display was developed during a daily walk of the store.

October 1991

Canada Drops Softwood Tax

As of Oct. 4, Canada stopped collecting its self-imposed tax on softwood lumberexports to the U.S. Put into effect in Dec. 1986, the tax followed U.S. threats to impose a countervailing duty as a result of investigations finding timber supplied to Canadian mills was in effect being subsidized, giving them an unfair advantage over U.S. mills.

Mike Apsey, president of the Council of Forest Industries of British Columbia, said that since the agreement was signed, "timber costs and other charges have increased &amatically for

Gnatcatcher Now Endangered

ConsEuction within the Califomia gnatcatcher habitat area has been halted with the U.S. Fish and Wildlife Service and Interior Department preliminary ruling to add the bird to the federal endangered species list. (See The Merchant, July 1991, p.23 for background story.)

Protection had been refused under the Endangered Species Act of California by the California Fish and

our producers." Canada's share of the U.S. lumber market has dropped from a highof 33Vo in 1985 to26Eo.

The U.S. Coalition for Fair Lumber Imports and U.S. trade officials are potesting the move by Canada, but no offrcial action has taken place.

lncreased lumber prices could not be directly linked to the announcement. Futures were selling well, but with the consnucdon season ending no big buys were being made. Lorenzo Menill, forest products analyst fol Lehman Brothers, expects that by late fall lumber will be trading at the $150$160 range.

Game Commission despite a recommendation to do so by the California Fish and Game Department. A 12 month study will precede a permanent decision about the federal listing.

Building indusury officials hope the final decision will be affected by a model habitat pilot program proposed by the Pete Wilson administration. The habitat could possibly be complete by next summer, a spokesperson said.

Canada To Sustained Yield

In an effort to enhance its most important export, Canada has begun a long term progam in eight forests to move to sustained yield.

Under the $88 million plan, Canada will attempt to balance planting and cutting so that a continued and permanent supply of forest products is produced from the nation's forests. Onetenth of the world's forests are in Canada.

Ernst Wins Television Award

Ernst Home and Nursery Center, Seattle, Wa., was named first place winner in vendor video participation by the lnstore Satellite Network division of Broadcast International.

The home center chain uses the system to maintain communications with individual stores throughout the western United States and for providing shoppers with environmental music and point ofpurchase advertising.

SUBSCRIBE

RIUER SPECIALTY MILLING

NEW PRODUCTIS

and selected sales aids

Solid Platforms

A wide mnge of hardwood platform trucks is now available from Dura h'oducts.

Features include varnished deck made from kiln dried northem hardwoods, hardwood or steel frame, and tilt or non-tilt set-ups.

Mammoth Mouldings

Large decorative wood ceiling mouldings for commercial and residential applications where ceilings are in excess of l0 ft. are now available ftom Ornamenal Mouldings Ltd.

Most are "assemblies," multimember mouldings which are parlially preassembled to minimize installation time. The mouldings capture the classic detail of massive ornate plaster' mouldings, while offering the warmth and workability of natural wood.

All mouldings and components come in white hardwoods and red oak where specified. Special orders of exotic hardwoods are also available.

Service Software

RealWorld Selvice Manager, an entry-level accounting package, allows small service-odented businesses to efhciently manage operations, supervise technician scheduling and production, and track customer information.

The software system can generate work orders, dispatch technicians, update accounts and inventory, print invoices, provide service histories, Eack incomplete work orders, track inspection information, track billable hours, print labels for parts, repott repair history, print daily activity repofts and price pats.

Superstructure options include one or two removable pipe handles, one or two removable steel slatted pipe handles, and two or foul removable hardwood stakes.

Smooth Woodworking

Three new woodworking lubricants from Sandaro Industries form thin, extremely durable coatings on table saw tops, saw blades and router bearings to reduce heat and friction, improving tool life and performance.

Top-Cote for table saw tops and Dri-Cote for saw blades as well as drill and router bits come in 2 and ll.5 oz.

The Merchant Magazine

Brush Bunch

The new 3M NewStroke Snap-Off Paint Brush, which costs less than a conventional quality brush, is designed to paint as a "better" grade brush but can be discarded after one use.

Brushes come in five sizes: 1", l112",2",2-112" and 3". The first three sizes come in multipacks of five snapoff brushes, the latter in pacla of thrce. hescored at the handle. each brush can

easily be snapped away from the rest of the pack as needed.

The brush is made with high quality laminate materials, providing resilient, non-shedding bristles. Instead of a plastic or wood handle or a metal femrle, handles are made from recycled paper and paperboard, making them sturdy yet lightweight.

Brushes reportedly provide smooth, even, one-coat coverage with all kinds of paint, stains and vamishes on interio'r and exterior surface.

A NewStroke Paint Roller, designed to release 33Vo more paint than ordinary rollers and ake just one minute to clean for repeated uses, is also available.

Bull Nose Base Corners

A new line of bull nose baseboard corners has been designed by Elke Intemational with extra material on the ends so they sit flat and nails go directly into the studs.

Paintable and stainable, they can be installed with nails, staples, screws or any general construction adhesive.

aerosol spray cans, 5 and l0 oz. pump spray bottles, and gallon jugs. Bearing Lubricant is available in2 oz. bottles.

For more information on New Products write The Merchont Magazine,4500 Campus Dr., Suite 480, Newport Beach, Ca.9266O. Please mention issue date and page number so we can process your request faster! Many thanks!

hazardous or carcinogenic chemicals. When properly applied, it can facilitate the subsequent removal of the carpet and/or cushion. lts pure latex formula dries transparent and tacky.

[t comes in gallon and 5 gallon slzes.

Waste Away

The Green Keeper composter from Eco Atlantic speeds decomposition of yard waste, providing a rich mulch that can be reused around the vard or garden.

doors and drawer fronts, mortise and tenon construction, all-wood drawers with dovetailed joints, extra-wide front frames, wood hanging rails, exclusive Cushion-Tec drawer guides and

Golden Arches

The new Curvtech drywall curved arch system from Outwater Plastics/Industries helps create perfect drywall arches in doorways, window and wall returns and arched passageways.

Made of lightweight l/2" polyurethane covered with drywall paper, arches come with comer bead already applied. After the arch is fastened in place, drywall is butted to it, taped and finished. No special framing or drywall techniques are required.

Flawless interior or exterior arches reportedly can be installed in about 10 minutes, at half the usual cost.

Arches are available in two- or four-piece sets. Window and wall returns come 4" or 6-114" deep. Arch passages are stocked for use up to 8" deep, or for applications 8" to 12" deep. The depth of any arch can be expanded on r€quest.

Floorcovering Adhesive

A new pr€ssure sensitive floorcovering adhesive specially formulated for the insallation of broadloom car?et to pad and padding to most subfloor surfaces is new from Advanced Adhesive Technology.

AAT-335 Double Glue-Down AdHesive is said to be odorless, nonflammable, solvent-free and without

Designed to help divert residential yard wastes, including leaves, grass clippings and prunings away from landfills, the composter features large clear plastic top for easy loading and solar heating, large 315 liter capacity, special vents which act as a solar motor by providing constant air flow, front panel which lifts off for easy turning and unloading, and regulated air flow to maintain optimum moisturc and temperature.

Assembly requires no tools or metal hardware.

Ghoice Cabinetry

Two series of hardwood kitchen and bath cabinets have been infroduced by Bruce Cabinets. Series 100 comes in a selection of door styles constructed of solid oak, solid cherry and laminate, with a choice of protective and decorative stain colorations, door and drawer hardwarc, special storage cabinets and all-wood and chrome-plated accessories. Series 200 offers the above plus all-wood end panels.

Standard are raised panel solid oak

fumiturequality finish.

Other features include 12-112" &ep wall cabinets, full-depth base cabinet shelves, flush cabinet bottoms, durable laminate interiors and fullv concealed hinges.

Laminated Longstrip

The American Collection, a new line of Longstrip prefinished laminated flooring in f,rve species and 12 colors, has been unveiled by Hanis-Tarkett.

The U.S. produced flooring is a five-ply product, rather than the threeply Longstrip made in Sweden, and the core is a hardwood rather than soft pine. Boards measure 7-112" wideby 7' ll-ln'long by 1/2" thick.

Species are red oak, white oak, maple, ash and merbau. Colors range from warm, natural hues to whites to rich browns.

With its precise tongue-and-groove construction, the product can be permanentlv installed over most subfloors using a floating installation system requiring no nails or adhesives or using standard glue-down installation.

Super Suction

A new line of heavy duty wet/dry shop vacuums has beeri intrdduced by Genie Co.

The Professional Power line includes a 20-gallon vacuum with 3.0 peak hp motor and a l6-gallon and 12gallon model both with 2.5 peak hp motors.

drains. They are easy to use, tip resistant and simple to store.

Features include rugged tanks which are non-metallic to eliminate chipping, peeling and rusting; moldedin handles on both sides for easv lifting when full; automatic shut-off valve to prevent overflow; integrated casters fol added strcngth and stability; double filration system, and side port for air enh'ance for greater flexibility of movement for the hose and vacuum.

All Natural Fertilizers

Two new organic fertilizers derived from animal and plant sources and free of manmade chemicals have been introduced by Koos, Inc.

Lawn Fertilizer and All Natural Organic Garden Fertilizer both contain 80Vo water insoluble nitrogen that slowly releases nutrients into the soil. Because of this slow release process, the granulized fertilizers are non-buming and do not need to be "watered in."

The lawn fertilizer nutrients are derived from bone phosphate, sunflower seed hull ash and natural animal organic ammoniates, which contribute to better root development. The garden blend comes from bone phosphate, hydrolyzed feather meal and sunflower seed hull ash, to yield similar results.

A 25-lb. bag of lawn fertilizer will cover 2,500 sq. ft. A 20-lb. bag ofgarden fertilizer (for fruits, flowers, vegetables and trees) will cover 1,000 sq. ft.

Interior Wood Topcoat

All three pick up wet or dly materials both indoors or out. They are ideal for heavy household cleanin! and major bulk pickup jobs, such as for garage or workshop debris, sawdust, leaves, broken glass, wood chips, standing rainwater, laundry room spills, basement seepage and clogged

Produced as homogeneous mixes, Nature's Best All Natural Organic

POPULAR WOODWORKING

A full-color magazine, published bimonthly for over lO years. Features clearly written and illustrated projects for home & shop, plus incisive reviews of books and videos. tool and equipment test reports and much more.

PROFIT from the BEST

r$olo discount kom cover price means profits at no risk because magazines are fully returnable (50o/o discount on non+eturnable magazines).

t Increased customer traflic boosts supply sales lor you.

Full-size (21" x 32") plans for woodworking projects in every issue guarantee interest hom your customers.

' Free display rack with your first order.

Polycrylic Protective Finish, a clear, water-based topcoat for any interior wood surface, is new from Minwax. The non-yellowing, low odor finish resists scratching and is easily cleaned with water.

It comes in pints, quarts and gallons in three sheens: clear gloss, clear semigloss and clear satin.

October 1991

Pallet Handler

An intermediate duty electric straddle stacker', a low cost material handler for warehouses and distribution centers, is new from Multiton MIC Corp.

The Straddle Stacker features a steering handle head with two butterfly levers for forward and reverse movement. A separate lever controls lifting and lowering. It comes with either single mast for 63" lift or telescopic mast for lifts up to I10". Maximum load capacity is 2,200 lbs. with a load center of 24".

It has a high pressure hydraulic pump with 1.5 kw motor. An overload valve protects the system. The drive unit is a 0.5 kw motor controlled by a contactor/resistance electrical svstem.

landscape design. It keeps mulching materials from sinking into the soil, preserving their beauty and slowing their decomposition.

Paint Tape

KleenEdge Painting Tape, a smooth-surfaced paper tape with a strong yet gentle adhesive to keep the tape in place until the job is done, is new fiom Daubert Coated Products. It protects baseboards, mouldings, many smooth wallpapers, tile, window panes and painted surfaces. Advantages over standard masking tape include easy, residue-free removal.

The 67" long stacker has a single, large 8" diameter steering wheel for maximum maneuverability. Loads are supported by a combination of two rear-mounted, 5" diameter casters and two load wheels mounted at the end of the straddle legs. Drive and hydraulic pump motors are powered by two l2V - 1000 Ah batteries. A builrin battery charger is standard.

Landscape Drape

Tree Scape permanent weed banier from Eaton Brothers Corp. reportedly puts an end to weeding and trimming around trees, shrubs and posts.

The 36" skirt of heavy duty polyethylene film is perforated to fit perfectly and allow easy passage of air, water and nutrients. Yet it resists uluaviolet light and prevents weed growth, It can be used alone or covercd with decorative mulch to complement the

347O lowa City Rd., Marysville, Ca. 959O1 (916) 743-3269

P.O. Box 8OO, Fort Bragg, Ca. 95437 (7071964-6377

The versatile, shrink-wrapped package can be hung on pegs, displayed on shelves or placed in bins.

The tape is offered 314", I", l-112" and 2" wide. all on 60'rolls.

1 51 Long Lane, P.O. Box 2425, Industry, Ca. 91 746 FAX 81 8-369-71 1 1 (8f 81 968-1428 Harold Kauffman, manager

Fred Holmes

Steve Holmes, Steve Hautala, Tod Holmes, Phyllis Hautala, ToniJardstrom

Environmental Advertising

Dealers can plomote "environniental solutions" with Bolens and Trov-Bilt mulching mowers and tractors,'chipperAhredders and tillers using a new attention-getting display from Garden way.

Free to Garden Way dealers, the merchandising unit advertises practical ' solutions to landfill bans on gass clippings, leaves and other yard wastes.

Short Slice

Due to its unique eight-point, specially beveled teeth which are sharpened on both sides, the l5-in. Quik-cut Short Saw from Nicholson cuts in both directions, doubling as both cross cut saw and ripsaw.

The tool reportedly is far more maneuverable than standard saws and produces a smoother finish in less time and with less effort, cutting through wood with fewer strokes.

An inches scale across the top of the blade assists in any measuring tasks.

Particleboard Pair

Two new particleboard panels which may be applied directly to wall studs have been introduced by Holland Southwest International. Available are Driftwood. a rich brownstone panel, and White Knotty Pine, a bleached wood look.

The Contractors Series is manufactured from long wood fibers, creating a denser, stronger panel. The 4' x 8' panels have v-grooves cut into the boards.

Day-Glo Screwdrivers

High visibility neon screwdrivers from Stanley Tools stand out readily and become difficult to lose.

The tools come in an assortment of popular sizes and feature rust-resistant nickel blades and comfortable full-size handles.

Hardwood Register Cover

A hardwood grill that fits over an unsightly metal floor register is new from Grill Works.

The Toe-Kick Kit includes hardwood grill, two matching, pre-drilled mounting blocks with attachment screws, and two pairs of adhesivebacked magnet mountings.

Enclosing up to a 2-114" x 12" standard metal register (which is retained for air flow conhol), grills are available in red oak, maple, cheny and other requested species to match a home's flooring or cabinetry.

October 1991

Fan Glub

A contemporary fan more fans in less area Metal Products.

merchandiser designed to display has been introduced bv Boston

MoSumwood, Inc. 500 Silver Spur Rd., Suite 109

Palos Verdes Peninsula, Ca.90274

Direct lmport Sales: (213) 541-0179

FAX 213-541-7297

Sales From lnventory: (800) 242-8447

FAX 213-605-0243

20940 S. Alameda St. Long Beach, Ca. 90810

(2131 774-2046

(818) 330-3991

0141758-0423

The Boston Breeze display features a vibration-free frame, engineered and designed to hang anywhere in a store without interfering with store lighting or sprinkler systems. Modular sections provide flexibility for expansion or adaptation.

Space Saving Sink

A full-size vanity top that can be built into a corner to make best use of tight areas or for layout and design flexibilities is new from Swan Corp.

FAX 213-605-0243

LumbeF(DcD.r lnc.

Sallr,ltnlWtalpualpLurtbp,t

Pine Redwood Cedar

The neo-comer vanity top is constructed of Swanstone, a unique material that provides uniform thickness throughout and is impervious to stains. Reportedly cigarette stains can be easily rubbed off, and deep scratches or cuts can be removed with fine grit sandpaper or abrasive pads. The top carries a25 year warranty against cracking. Vanity lavatories are offered in a range of neutlal soft tone solid and aggregate colot's. Place

Hem-Fir

Hemlock

Douglas Fir

GREEN or DRY . DIRECT MILL SHIPMENTS . LCL . CARGO o RAIL . TRUOK & TRAILER o PRESSURE TREATED LUMBER

Yard & Offlces: End ol Alrport Rd. P.O. Box 723, Uklah, Ca. 95482

West Coast reoresentative of Holmes & Co. of lndiana

The ReelThing

An all new Hose King low profile Sidemount all-poly hose reel with convenient molded-in hose guide for

featurcs a sn'ong, durable basket; rugged, non-rusting all-poly construction, and injection molded flo-through water system with double "O" ring protection against leakage.

Insulation Central

An in-store fiberglass insulation selling center is now available from CertainTeed.

The Merchant Magazine

Designed as a wall-mounted or freestanding unit, the display contains everything retailers need to educate their customers about insulation. It helps customers determine the exact amount of insulation required for their home, explains the major benefits of proper insulation, and instructs on correct installation.

Included are directions in large, easy-to-read type, a removable panel to customize messages, and an additional panel for take-home brochures.

Working Window Displays

A new line of poinrof-purchase displays for Malta Wood Windows & Doors' Classic View vinyl-clad wood replacement windows are now available.

easy l80o use and 4-ft. leader hose with solid brass coupling is new fiom Ames Lawn & Garden Tools.

The reel holds up to 100 ft. of 5/8in. hose of 150 ft. or l/2-in. hose and

44lB N€ Heller Rd. Roseburg, Oregon 97470

FRX 5031672-5676

5031672-6528

The functional, two-sided displays are constructed on a solid oak base with dual-wheel casters and feature distinctive signage on both sides. Each includes window, fiame, screen and easily removable trim components.

Don Heller Soles Monoger

October 1991

Cedar Sauna Kits

New easy-to-assemble cedar sauna kits from Am-Finn Sauna Co. come in over 100 sizes from 4'x 4'to l0'x l0'.

chandiser from Stanley maximizes sales in a space.

Door Systems minimum of

literature and a tamper-proof literature holder for pricing and warranty information.

Overstrike Force

A sturdy fiberglass hammer featuring a high impact yellow polycarbonate alloy jacket for overstrike protection is new from Stanlev Tools.

The pre-fabricated panel system makes it possible to install the kit in about four hours.

Features include fragrant cedar planks said to be water and rot resistant, specialized stainless steel heater that can produce both hot dry air and wet rock steam, and insulated safety glass vision panels.

Garage Door Caddy

A free standing garage door mer-

The unit stands high for better visibility, features panel samples that allow product examination, has a scratchresistant vinyl surface, and includes builrin slots for consumer "take-one"

While traditional fiberglass hammers may splinter with repeated overstriking, the new 16 oz. curved claw and ripping claw models are designed for superior durability.

NEW LITIERATIURE

Capitalize On ldle lnventory

Information on how to earn a federal tax deduction by donating excess inventory to charity is free from National Association for the Exchange of Industrial Resources, 560 McClure St., Galesburg, I1.61401.

Kitchen Aid

A "Kitchen Design Portfolio," featuring individual product literature sheets, is available from Bruce Cabinets. 16803 Dallas Parkway, Dallas, Tx.75248.

Locks & Latches

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

Painter's Tools

A catalog of putty knives, scrapers, utility and linoleum knives, and other painting and wallcovering tools is free from Goodell, (800) 542-39M.

Lumber Accessories

A 32-p. catalog, of lumber yard sup plies, including markers, tally sheets, rules, tapes, stencils, safety products, hooks and other tools, is available from Frank R. Buck & Co., Box 157, Fairfield, n. 62837.

Quality Controllers

A 128-p. buyer's guide to Timber Products Inspection subscribers, their products and services is free to wood products manufacturers and distributors from TP, Box 20455, Portland , Or.97220.

Exterior Wood Tips

"Exterior Wood in the South: Selection. Applications & Finishes," tips for minimizing moisture problems when selecting and finishing outdoor wood, is available from the Forest Products Laboratory, I Gifford Pinchot Dr., Madison, Wi. 53705.

Selling Skills

"SellSmart," a two-part program including five training videos and "take-with" booklets on basic selling skills plus a series of videos and booklets on certain home center products, is available from Masco, 21001 Van Born Rd., Taylor, Mi.48180.

A l2-p. Segal security hardware catalog is free from The New England l,ock & Hardware Co., Box 544, Norwalk, Ct. 06856.

Floor Medic

"The Wood Floor Care Guide," a l6-p. manual for finishing hardwood flooring, is $l from Oali Flooring Institute, Box 3009, Memphis, Tn. 38173.

Quick Rack

Information on the new Storack fast set-up rack system is free from Frick-Gallagher Mfg. Co., Box 788, Lancaster, Oh. 43130.

Upscale Fittings

A catalog of d'Elegance decorator fittings for kitchens, baths, lavatories and wet bars is free from Spealman, Box l9l, Wilmington, De. 19899.

AToZOfSYP

"Southem Pine Lumber: Facts for Retailers," a training package including 35min. video and binder of publications and sales tools, is $35 from Southern Pine Marketing Council, Box 52468, New Orleans, La.70152.

Fireplace Flle

An 8-p. brochure on nearly 20 different models of factory-built, premium wood burning and gas fireplaces is free from Superior Fireplace Co., 4325 Artesia Ave., Fullerton, Ca,92633.

Wood Floor Care

"How to Take Care of Your Mannington Wood Floor" is free from Mannington Wood Floors, 1327 Lincoln Dr., High Point, N.C. 27260.

Shelf Help

A | 2-p. industrial shelving, accessories and mezzanine systems booklet is lree from Frick-(iallagher Mlg. Co., Box 788. Lancaster. Oh. 43130.

ELASSIFNED ADVERTNSEMENlIS

FLEMING Lumber, Los Angeles, Ca., sold. Vice president seeking position. Over 28 years of creative leadership in the retail lumber industry. Fully qualified and eager. Resume on request. Please contact Jack Dempster,(818) 352-20&.

LUMBER BUYER wanted. Contacts and freight experience nec€ssary. National company with good benefits. Send resume with salary requirements to 2570 Devon Ave., Des Plaines, It.60018.

PROFESSIONAI, TRADERS

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

EXPERIENCED TUMBER TRADER

We are Hardwood and Softwood loo and lumber wholesalers with otfices in Cinada and the United States. We are seeking sincere. exoerienced lumber traders who have a view towards the long lerm.

Work from your part of the country ot from our offices in the Toronto area.

This is an excellent opportunity with a well-established company.

We enjoy an outstanding financial and marketing reputation.

For complete dehils, please phone or write Bob Wilson in stricl contidence.

Twenty-five (25) words for $21. Each additional word 70c. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready. $55 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad rn care of The Merchant Mrgezine. 4500 Campus Dr., Suite 4E0, Newport Beech, Ca. 92660. Make checks payable to The Merchrnl Magazine. Mail copy to above address or call (i I 4) 852- | 990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

WANTED:

EQUITY/WORKING PARTNERSHIP. Interested in mills producing for expon markets or wishing to expand into the export markets. I am an engineer turned marketer based in New T.ealand and my background may be of interest to mills interested in business development and exports. Contact R. Sunu, phone & FAX (415) 433-5314; 825 Pine St. #10, San Francisco, Ca. 94108.

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

California Lumber

I C U I InsPection Service

\ | S/ Certified Agency

Sacramento (916) 722-2500 Portland. Or. (501) 223-6105

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

COPELAND LIJMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 90f N.E. Glisan, Portland,Or.97232, Attention John Matschiner, Real Estate Manager. (503) 232-7lEl All inquiries kept confidential.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Twisted and weathered 2x4 and wider, 4x6 and wider, economy green or dry, mixed species. Call Bill Hunter or Bruce Benton, Hunter Woodworks, Ql3) 775-2544', Ql3) 83s-5671.

TIMBER SIZER PRE-FABRICAfION

TIMBERS

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

FMI ACRES for lease in "lumber friendly" lnland [:mpire, (]a. We'll develop to your requirements. Call I)on I)ay, (714) 337-2659. See

19 for details.

SOUTHERN CALIFORNIA

SAN FRANCISCO BAY AREA

irontain Sluds ............(916!.272-9fg2

Yubs Riv€r Sp€cielty MillirE ,,.,,,.-.....-.--.......................1516\ 272-W

BAKERSFIEI.I) Pmific Wood Pewim of BakerefieldCop........---,,.,.,.....,,.....,,,,,(SoO)5€2.3950 (SO5)SS34429

GREATERSAII DIEGOAREA

AmeriH Mill & MmufeludrE........,,....,.......................,(619) 42073€

Baksr l-|adflood..,,,..,.,..,,,.....-.......................................i619i 263{102

Fountain Lumber Co., Ed ,....,.....,............................,.....i6l9i 972.9107

F|mnr Fmsr Pmdrc1s.,......,............(800) 14$19?3 i6t91 174.1s53

Fosr fbrdryood Lumbs Co. ..........,...,,...,,....................i619i 15$9060

G€orgiafeific Corp. ............,.(619)262€955

Lil€ Slutm Vffi .......,.,....,,161911,t2{821

li,tapl€ Bos., lm llelciing ...............,....,,................,.....(619) 4,12€OSs

Wedm Wood PEsilm Institute...............,................(6tg) 45$7560

BUVERS'GUIDE

PACIFIC NORTHWEST STATES WASHINGTOI{

l-lamptm Lumbef SaJ6s Co. .,...................,.,........,......,,.(5m) A7-7691

Han€l Lumbq Co, (Hood River) .,.....,.-.-,..,..,......,....,,,.(503) 354.1297

LEo i,ldldings (oistrihxed by RFL, Inc,)...,,....,,....,,,.(800) 547.lga

UB Lumbs Sales ...,......,.,...,..(8@) 552.56e7

Lilidam-Pacific Coo, ...,.,..,,..(503) 221.0800

Affiim Ptfl@d Assialion ,...,,,...,.......................,..(206) 565-6600

Budinorm iJodhem tuilffid ..,,.,.,,,,..,,...,,.....,......,.....,,.120616se5753

Gmrg'a-Prcific Corp. (Iaom8) ...,,...,,........................,.(20613834578

Georia-Pacific Coro. (S€atlle) .................,,...,,,.-,,,,....,.(206) 682€199

PGL Buildino Produbrs (Aubum)

{206}572-5115

Nodh Ameri€n Plvwood CorD. ,....,....,....,.,,.........,.........(m0) 121-1372

SimDson Timber Co.,....,,...,,,...,....,......................,,,....,...(206) A2-5000

Skobkum Lumber Co. ,....,........(206) 352-7633

WestemWoodPeeruinaCo.,...........................,,....,,..(206)8638191

Weverhaeu*rCo.

Lumber Prcdrcts..,....,,,..,,..-...,...-.....(8m) 92s7l03 (503) @2-3@

ROCKY MOUNTAINSCOLOBADO IDAHO

221-39i10

Weyedaeu*rco.

RIDDLE

C&D Lumber Co...,,.....,

357-7181

(800)522{811 (Odside Or.) (800) 847-1,111 (503) 616t611 Woodfoldira@ Mfg., Inc.

874-2241

HOilOLULU

SOUTHWEST

901-7159

Primgsoum Inc, ,....................(@) 27e2603

Snawly Fo€sl Producls..,......(ln Az) (8m) 352-9169 (602) 961{978

South Bay Fo€sl Poducls ...........,........,...,,..................(602) 908-1703

Sp€llnan l-iardrcods .........'..(W\272-zJ13

(ln Az) (800) 62a-5{01

Univereal Focd Prcducts....................(@)

OB[lIUARIES

Peter Lane, 48, president and owner of Wisconsin-Califomia Forest Products, Redding, Ca., and his wife, Debrah, 37, were killed in a plane crash Sept. 15, 1991, in Campbell River, British Columbia, Canada.

He was returning from a fishing trip when their twin-engine plane reportedly experienced engine trouble upon takeoff.

A native of Wisconsin. Mr. Lane started the company in 1968. He also owned Girvan Lumber Co. and Latona Lumber Co. Inc., both in Redding.

Barry Heppner, 47, president and chief executive officer of Heppner Hardwoods Inc., Azusa, Ca., died of brain cancer Aug. 31, 1991, in Covina, Ca.

A native of Manitoba, Canada, Mr. Heppner spent 15 years at Atlas Lumber Co., Los Angeles, Ca., before opening Heppner Hardwoods in 1979. At the same Azusa site, he also founded custom mill Knight Industries and co-owned softwood company Max Hill Lumber Co. with partner Bill Fox.

Bob Hasselblad, 70, founder of Hasselblad Lumber Sales, St. Helens, Or., died Sept. 12, 1991, in St. Helens.

Born in Tacoma, Wa., Mr. Hasselblad moved to Oregon in 1959 and became manager of Friesen Lumber's St. Helens mill the next vear. He opened his own company in igZt.

Anne C. Murray, 84, founder of the National Hoo-Hoo-Ette Club for women in the lumber industry, died Aug.29, 1991, in Los Angeles, Ca.

Born in Youngstown, Oh., Ms. Murray began her lumber career in the

Personals

(Continued lion page 35)

Mark McNally, Vent Vue Window Products, [,os Angeles, Ca., married Elba Lugo Sept. 14, 1991.

Robert Weiglein, Fibreboard Box & Millwork Corp., Red Blufi Ca., is attending the Oct. 9-13 Tokyo Housing Fair in Japan, along with Wood Moulding & Millwork Producers Association's Bernard J. Tomasko and James A. Mercer. Tomasko, Weiglein and Tom MacDonald, Contact Lumber Co., Portland. Or.. will attend next month's Interbuild'91 in Birmingham, England.

early 1930s at Western Hardwood Lumber Co., Los Angeles. She also worked for W. E. Cooper Wholesale Lumber and L.A. Lumber Co. before joining Roy Forest Products, Colton, Ca., in 1956. She rctired in 1981.

In 1956, she laid the groundwork in Los Angeles for the Hoo-Hoo-Ettes, which grew to a national organization by 1963. She was named Lumber Woman of the Year in 1976.

Wallace E. "Wdly'' Kennedy, 67, operator of Kennedy Lumber Co., Fresno, Ca., died Aug. 13, 1991, in Fresno.

A lifelong native of Fresno, he joined the family business in the late 1940s, taking over with brother Richard when their father died in 1950. He had been semi-retired for the last five years.

Mr. Kennedy also wlote the popular booklet "My Daddy Is a Lumberman."

Warren T. Hull, 95, founder of Hull Bros. Lumber Co., Canoga Park, Ca., died Sept. 16, 1991, in Encino, Ca.

Born in Osceola, Ne., he joined Graves Sash, Door & Mill Co. before serving in World War I. In l9l9 he became assistant manager then manager of Hayward Lumber Co., Fillmore, Ca.

With brother Merritt, he opened Hull Bros. in West Hollywood, Ca., in 1922. Yards were added in Reseda, Fillmore and Canoga Park. In 1972 the West Hollywood yard was closed and Mr. Hull retired with continuing interest in the Canoga Park location.

Therese Elaine Camy'Barber, 68, died Sept. 12, 1991, while attending the annual Hoo-Hoo Intemational convention in kura, Ausnalia.

Her widower, Bernard Barber, Jr'., is deeply involved in the Fresno HooHoo Club, Woodwork Institute of California and his own firm, Bemie Barber & Associates, Fresno, Ca.

Marc Spitz is new to Bear Forest Products, Riverside, Ca., specializing in sales to contractor-oriented yards.

Tom Stumpf, Western Wood Preserving Co., Sumner, Wa., has been elected pres. of the Tacoma-Olympia Hoo-Hoo Club. New v.p. is Mark Ostrom, Packwood Lumber; vicegerent snark Ron Malmassari, Disdero Lumber Co.; recording sec. Jack llarrington; sec.-treas. John C. Crawford. Directors: Jolm A. Humphrey, Humphrey Lumber; Logan Longworth, Northwest Forest Products; Al Meier, Al Meier Investments; Norm lrons, Lumbermen's; George Shea, Palmer G. Lewis Co., and Joe Schefller.

John Snyder, retired manager of Pope & Talbot's Oakridge, Or., plant, died August 10, 1991. He was 78.

Burns Lumber Co. Cover I

Cal Coast Wholesale Lumber, Inc....--........41

California Hardwoods ...................................26

Cal Plus Forest Products...............................26

C&E Lumber Co............................................46

3-C Trucking.. ......................49

Coastal Lumber Co........-........-----..-.......35

Don Day

Fontana Wholesale Lumber,, Inc. .................4t

Forcstar Distribution

Fremont Forest Pruducts-------......Cover II

Frost Hardwood Lumber Co.....-----........32

Golding Sullivan Lumber Sa|es....................23

Hardwarc Wholesalers, Inc.............................5

Hardwoods

River Forest Products ..............29

Navqio Forest Products Industries...............26

Norman Lumber Co. .....................................19

North American Plywood Corp......................6

Pacifi c Forest Products.................................37

Pacilic Mill & Lumber...................................34

Pacifi c Millwork Inc. -------.........................7

Panel-Tex........ ......................29

Parr Lumber Co.................................Cover IV

Penberthy Lumber Co.....-------.----.......37

Philips Lumber Sa|es................--------.....32

Popular Woodworking (EGW Publishing Co.)...-----....................44

Precision Mill & Lumber....... -------,..,,,..22

Product Sales Co. .............................................4

Redwood Coast Lumber Co..........................47

Redwood Empi re.----------.......................25

Reel Lumber Service ............-...........Cover III

Regal Custom Millwork .........-----.Cover III

River City Moulding Co................................'10

Rossmann MacDonald & Benetti.....Cover III

Schaller Forest Products .....-.......-..............36

Siskiyou Forest Products..............-.......-......45

South Bay Forest Products Co......................21

Sumwood. Inc./Suchanan llardwood ..........47

Swan Secure.... .....................30

Thomas Forest Products, J.M......................22

Thunderbolt Wood Trrating -----.-.Cover II

TNT Lumber Co. ..........................................3t

Trcated Forest Products----------...........31

Trcated Pole Builders, Union Forest Products

Unity Forrst Products....................................49

Waldron Forest Prpducts.............................39

Western Woods, Inc........................................3

Western Wood Treating..................................5

White Bros...... ......................19

Woodfold-Marco Manufacturing, Inc. .......20

Yuba River Specialty Mi11ing........................4 I

Experienced qccountqnts who know their businessqnd Yours!

For 35 yeors we've provided lhe forest producls ond building moleriols industry wifh occounting fox ond consulting services emphosizing procticol solutions We understond lhe intricocies of the refoiler, wholesoler, mill moulding plonf, tteoting plont ond truss monufocturer.

We otfer ouditing; reviewed ond compiled finonciol slotementq fox plonning ond ond preporotion; monogement ond compufer consulting ond osistonce in obtoining finoncing FREE INITIAT CONSUTTATION

Coll us to schedule on oppointment MacDonald &

Our 35 years of success is directly attributable to our clients. A heartfelt thanks to:California Cascade Industries. California Lumber & Millwork. Dorris Lumber & Moulding Co., Enswonh Forest Products, Hedlund LumberSales, Lausmann Lumber & Moulding Co., Lumber MerchantsAssociation of Northern California. Nor Cal Lumber Co., lnc.. Ohio Jambs, lnc., Speckert Building Supplies. Steiner LumberCo., Sunriver Homecenter, Inc., SupplyOne, Inc., Thunderbird Mouldinq Co., Valley Redwood. Inc., Western Woods. Inc., and Whittaker Forest Products.