Merchant Magazine - October 1992

No other brond leis your customers build beoutiful projects thot lost like Outdoor'woodthe premium grode, s built-in prolection ogoinst rot, fungol decoy ond termites. And no other brond mokes ii eosier for you to sell

treoted wood thot treoted lumber ond reloted products.

When you stock Outdoor wood, you'll be supported with producl literoture, proiect plons, deck clinic ond soles iroining teriols, promotionol progroms ond notionol odvertising.

Outdoor wood is ovoiloble from your treoter in o brood ronqe of sizes. And for qenerol construction where oopeoronce is less iticol, pressuretreoted Wolmonizedt'wood offers the some leviof protection in o mire economicol grode.

r"ri.j",tnq*y"-r.^"nb^ui|do|os|ingre|otionshipwithyourcus|omers,contoctyo,,o,'d;o;;:;"@ oolier or coll 404-25G845 3.

Pricee rise ae hotdwood thortaget

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Prime ReasonsYour Customus Should SidewithPrimRose

Since all real wood siding has to be primed and finishe{ your custome$ will want to know about PrimRose" siding. Ifs aheady pnmed at the fanory. Made with our own highquality ply**d and dear, patch-free faces, PrimRose"is primed with a double application of exterior grade acrylic primer and delivered ready to paint.

PrimRosd eliminates on-site preparation. It provides superior paintability Retards checking and weathering. And axtends the life of the finish coat. Using PrimRose" siding results in lower painting costs, easier maintenance and superior once thejob is done. Phs, PrimRose- is backed by Roseburg's reputation for qualiry and long-lasting comminnent to customer service.In fact, PrimRose" comes with our Z5-year limitedwarranry So your customers can depend on zuperior paformance

DAVID CUTLER editor- publisher

1 00 years ofsuccess

For any organization to last 100 years is quite an achievement. But when a business fraternity with the odd name of The International Concatenated Order of Hoo-Hoo celebrates its centennial from a position of strength, it is nothing less than remarkable.

This is exactly what happened last month as more than 400 Hoo-Hoos and their wives trekked to the tiny Arkansas town of Gurdon, where it all began a century ago. They came from four different member countries and all branches of the lumber and wood products industries.

While the social aspects of the fraternity are important, it is not all fun, frolic and fellowship. Important community projects are achieved and many a wood promotion effort has been realized by the men of Hoo-Hoo.

The nine points of the Hoo-Hoo Code of Ethics are standards any business person in the world could and should observe. Among them:

To fill with credit the sphere in which we are placed without interfering with the rights of others.

To establish the spoken word as the basis of the written bond.

To cultivate true friendship and therefore confidence among persons engaged in the lumber business.

To consider our vocation worthy and to be worthy of our vocation...

In a cynical age it is easy to poke fun at this organization and its ritualism. But that misses the point. Hoo-Hoo is composed of friends and friendly people who honestly pursue its loftly goals. We salute them and their achievements and wish them well for the next 100 vears.

SupaTimber' Makes It Last!

SupaTimber's built-in protection deters rot, decay and termite attack to add years to outdoor proiects. tt's the attractive, clean and odor-free pressure-treated lumber with strong sales appeal. tt can easily be painted, stained, or sealed with water repellents. There's excellent collateral sales potential with SupaTimber products. Look for the complete line of SupaTimber deck accessories and outdoor specralty itemsl And, for extra value your customers will appreciate, SupaTimber features the best guarantee in the because SupaTimber Pressure-treated lumber is Produced only under strict, third party, quality control requirements, So, whatever the project, SupaTimber's the versatile dream builder that lasts!

industry! That's

mOfUsAs IIourNaMResoure

u'i:.

. e'ftj the rrame that naturally -, r. c()mes to mind for (.alifoniia rcdwo<xl and Douglas fir.

The Pacific Lurnircr (.omnanv is the l,r orld s largr:t srrpplicr of high gradc redwood ancl I)ouglas fir products with the broadest line in all grades.

Whatever your ncc.ds, there's a gorxi t'hant'c we carrv it. Arrtl vou save in delivt'rv costs [g1.ir.l11 wr carr safisll vour full requirentents ir-t ctne mlred

load from tl-re mill. Some exarnplcs of our line indude...

' Kiln-clricd bevel sidings, patterns & surfacecl stock

,' Full-sawn, rough, FOHC tirnbers up to 8x{J in rcdwood and up to 6116 in Douglas fir

A complete family of end & edge glued PALCO-l.oc prtducts

Rcdwood rough and surfaced green lumber, 2x4 through 2x12, both upper and coml-non grades

'l'he next time you need to place an order tirr quality lumber, call the "onc sto1t" supplier. Clall 'l'he Pacific Lumber C.ornpany.

We're your Natural Resource.

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How to use new hardwood plywood standard

TIIE Interim Voluntry Standtrd I for Hardwood and Decorative Plywood (HP-l 1992) with its expuded number of face grades is having a major impact on retail and wholesab lunber markets.

Prcviously, four face grades were included in the standard. Now with six face grades, retailers and wholesalers will have to nelearn the grades and the applications for which each grade is best suited to effectively service customers. Sarah Griffin Peck, Hardwood Plywood Manufacturers Association, Reston, Va., points out that re-education, not only of the sales staff, but of the customers, will be needed.

The Hardwood Plywood Manufacturers Association developed the cur-rcnt governing standard for the rnanufacture of hardwood and decorative plywood to supersede tbe American National Standard for Hardwood and Decorative Plywood (ANSIAIPMA HP-83), It establishes nationally recognized marketing classifications, quality critena test methods, definitions and grademarking and product designation practices for plywood produccd primarily ftom hardwoods. Included in the standard are new face' bac,k and core grades which allow for a wider variety of appearance and a .e".tiol dealing with fonnaldehyde elussrons.

Retailers and wholesalers who order according to this standard will have several advantages over their competition, Peck maintains. By understanding the new grades and ordering to the specifications coniained in the standar4 companies can save money by purchasing orly the product really needed. They also can save money for customers by advising them on the suitability of the various grades for specific applications. Recourse also is available should a dispute arise over a shipment not meeting the requirements of the sundard.

The interim standard includes four

categories of brck grades: 1,2,3 & 4. A table in the standard indicates the characteristics and allowable defects for each of these. New core grades J, K L & M are alsodescribed in easy to understand table fqmat.

In accordance with govefnment regulations mandating that since September all federal agencies should conduct their business in metric as much as feasible, the smndard oonains both meuic and inctr-pound specifications.

The standard is intded for voluntaf,y use in trade literature, catalogs, purchming documents, sales cmtracts, building codes and proorement specifications to describe the quality aspects of the product and the means to determine conformance. Because it is a voluntary standar4 prnchasers must request their products meet its specifi-

cations. Purchase orilers should include the phrase "products in this purchase order shuld meet HPMA htrdwood plywood standard HP-l 1992," Pec* explained.

Copies of the Interim Voluntory Standard for Hardwood and Decorative Ptywood are available ftom tlw Hardwood Plywood Man$rcture n Association P.O. Box 2789, Reston, Va. 220fr - Edinr.

Story a.t a Glance

How to save mon€y uslng new interim standard to otder hardwood and decorative plywood ... face grades expand lrom 4 to 6 nsw sott grde deecribed.

Hardwood Plywood Face Grade Suitability

(According to the Interim Voluntary Standard for Hardwood and Decorative Plywood)

Face Grade Appligation

AA The very best quality face grade for high end use such as uchitectual oanelinc, doon, cabinets and furniture.

A Where AA is not r€qulred but uniformity and f€w natual characteri6tics are desired such as in cabinets and fumiture.

B Where unifomity is of less interest and when there is a deske to display emall natural characteristics. c,D&E

Provide soud surfacee but allow unlimited color variation; gradee C, D & E respectiveln allow knots and repairs in inceaelng size ranges. Can be ueed where a more natural appearance ie desired.

Appeumce characteristie ile not standardizrd and ate subject to agreement bgtween the individual buyer and seller, as ln fac-tory finished wall paneling. Panele referred to in the trade as fumiture qrade, paint gradg shoD srade, etc. could fall into Specialty Grade.

An introduction to hardwood grades

By Gage McKlnney Contributing Editor

AVE you ever wondered whether you were getting the grade of hardwood lumber you ordered? Have you ever received a shipment of hardwood that yielded less than you expected? Have you ever asked a salesperson for an explanation of hardwood grades and just ended up confused?

I began gmding certain species of hardwood when I was 14, but I wouldn't call myself a hardwood grader. A grader is someone who has attended the National Hardwood Lumber Association's grading school in Memphis, Tn., and has worked several years in the field. Few of us have that kind of background.

But you don't have to be a certified hardwood grader to be confident that you've received the correct shipment. You just need a rudimentary lnowledge of hardwoods, an understanding of yield tests and your own common sense.

At the time you place an order you can take the frst step towards ensuring you get exactly the grade of hardwood you need. Don't allow a wholesaler to mix grades within the same

StbrvataGlarre

Easy to rinderstand method of buying hardwood ... how to order different grades applying a yield test to take the confusion out of grades.

load. If you order more than one grade of hardwood at the same time, ask the supplier to bundle each grade separately. And insist on a separate tally for each bundle.

Your supplier may want to ship mixed grades of lumber, usually because it came to him that way. But unless you're well versed in grading, it's difficult to know exactly how much of each grade you receive. If through an erfor you receive more low grade lumber than the invoice shows, you may never know it. Eliminate the potential for such mistakes by insisting that the grades are separated. It's a request any supplier will respecl

The next step comes when you receive the shipment. Check the tally (it should accompany your packing slip) for accuracy. Visually inspect the shipment to make sure it looks like the kind of lumber you want. Turn over several tiers to see tlat the entire load looks as attractive as the top boards.

At this point a rudimentary lnowledge of hardwood grades will helP you determine whether you have a correct shipment. check the widths and lengths to make sure they meet or exceed the minimum requirements for the grade you ordered. (See the sidebar.)

Once you're generally satisfied with the hardwood you've received, the real test begins. As you rework or remanufacture the lumber you've purchased, employ some form of yield test. A yield test is an accurate record of the amount of product you get out

of a particular quantity of hardwood. It can take all of the confusion out of hardwood grades by putting things into your tenns.

Yield tesa can be complex or disanningly simple. A complex yield test is when a manufachrer, such as a furniture plant, records the number of specific parts it can cut from a set arnount of hardwmd. For example, a plant supervisor may know that 500 board feet of 614 #l cornmon oak will yield approximately 500 chair legs.

A simple yield test is when x lsrail lumber dealer lnows that after he defects (cuts out lnots and splits) 500 feet of first-and-seconds oak it should approximately fill a particular bin in the store that he lnows from experience holds approximately 500 board feet.

If you're unsure of how to develop your own yield test, ask your supplier. Any salesperson who is proud of the product should have plenty of ideas. It's an opportunity o demonsEate the quality of his merchandise.

The secret to yield tests is to keep accurate records. Use your records to establish a range for what you can expect from a particular quantity of hardwood in the grade you order. Ifa load falls substantially below that range, show your records to yotlr supplier and ask for an adjustment. In most cases you'll get some kind of consideration.

If you want to know more about hardwood grades, any supplier c{m get you a copy of the grading rules published by the National Hardwood Lumber Association. But I recom-

october 1992

mend that you don't ry !o be an expert. Use yield tests so that you can talk about hardwood in the terms you know best - in terms of your own product. That way you'll never feel at a disadvantage.

If you ever think you haven't received the product you ordered, tell your supplier immediately. Your supplier will be anxious to make it right. If you have repeated difficulties and can't get satisfaction, you can contact the state agency responsible for weights and measures.

Always itssume the best from your hardwood supplier. A mistake in grade (or tally) can result from a simple mix-up of orders or from a tally clerk having a bad day. (I had a few when I was clerking.) Give your supplier a chance to fix an honest mistake. It will give him an opportunity to show how much he appreciates your business.

Hardwood Lumber Grades

r First & Seconds is the best grade of hardwood. It's a combined grade: neither "fitsts" nof "se@nds" mey b€ bought separately.

rSelects is the best grade availabte in ACer frC in'a few easte* species.

rThe glades-fm walnut 4mit smallsdime,nsions thm the qdT for other hrdwoods. Check with your supplier for thenles forwahut.

eUp to l0% of the bords may be slightly scant of the minimum width. This is to allow for the sbrinkage that occun during &ying.

oHardwood grades re determined by the number and mnfiguration of clear cuttings in a board. Softwood grdes, on the otM hand, re det€rrdned by the defects in a board.

Hardwood to the rescue

ith harvest restrictions. increas- (red maple, mixed maple, beechbirch-hickory, mixed oak, red oak, northem red oak and white oak).

ing demand both domestic and international, and changing trade agr€ements with Canada, the outlook for hardwood as dimension lumber has never been better.

An abundance of lower quality hardwoods well suited for structural application and American Lumber Standards Committee approval of almost a dozen hardwood species combine to make the idea more feasible. AlSC-approved structural grading rule descriptions and allowable design stresses are in place for four lower density hardwood species (red alder, cottonwood, aspen and yellow poplar) and seven higher density hardwood species or species groups

Story at a Glance

Many abundant hardwoods suitable for dimension lumber otfer possible solution to availability problems

Forest Products Lab working to make them a profitable option for sawmill operators.

Research has resolved many of the technical problems associated with the manufacure of dimension lumber from hardwoods, notably excessive warp and twist, according to Dave Green, Forest Products Laboratory, Madison, Wi. However, structurally graded hardwoods are not generally available in the market. The uncertainties of competition with softwood lumber, pricing of hardwood lumber and expected profit margin have discouraged potential producers. The consumer's tendency to stay with familiar products also complicates the economics of producing hardwood dimension.

With the favorable outlook for hardwood dimension lumber. mill owners must examine all variables of economic feasibility. Log and stumpage prices, yields and product values, the costs of processing hardwoods and capital investments for conversion of existing facilities to hardwood production or building a new mill specifically for producing hardwood dimension lumber must be carefully considered.

Research initiated bv the USDA

Forest Products Laboratory is evaluating the yield of machine stress rated and visually graded dimension lumber from red oak logs versus alternative uses for these logs. This infonnation will be available to help sawmill operators select the most profitable alternative for processing hardwood logs.

Retailers, too, must be-come inforrned on the advantages and disadvantages of hardwood dimension lumber to be able to market the product successfully when it becomes available. Education of consumers will be an important part of a marketing campaign.

10 hardwood benefits that sell

I The value of hardwood can be I measured in dollars as well as aesthetics. "The addition of a hardwood floor to the average bedroom, den, living room or dining room can add $3,000 to $5,000 to the resale value of the home," estimates Bonnie Holmes, executive director of the National Wood Flooring Association. "This added value represents the cost of the materials and installation plus an additional 20-30Vo."

mal, rustic, coun!ry or contemporary. Designers consider floors, ceilings, woodwork and cabinets of hardwood as unifying factors to tie spaces together and provide visual flowthrough.

,{Hardwoods zue an excellent way -?to update a home. Hardwood baseboards, chair rails and ceiling crowns add distinction to an older

in the mid 1600s, this structure still has its original parquet floor. More recently, after 15,000 people went through "The Busy Woman's Dream House" in Conyers, Ga., a simple buffing restored the new look of the hardwood floors.

4( Hardwood resists damage, but is lfeasily repaired ifit occurs. Scratches can be sanded out with a fine grade paper and restained with a matching color finish. Extensive damage can be replaced with a matching pattern and stain.

l/ Hardwood is easy to maintain. / Once or twice a year hardwood moulding and rim shbuld be washed with oil soap to restore luster to the finish and protect the wood, experts advise. Hardwood floors clean easilv with a dust mop.

(l Hardwood stands the test of time. O"It's a natural material that is grown It's not something synthetic that began artificial and will always be artificial. The quality persevetres," says Antonio Torrice, co-director of Living and Learning Environments.

Story at a Glance

How to sell customers on hardwood emphasizing upgrading a home, increasing its worth, durability and attractiven€ss ... environmental soundess.

HARDWOOD cabinets and flooring give a dealer lhe advantage of being able to sell quality and lasting value. Hardwoods are excellent produc{s for bolh new homes and remodeling projecls'.

;) Hardwood has excellent insulating lvalues and is warm to tle touch.

'Wood is the warmest of the natural materials," architects explain, "Your eyes perceive the wannth as well."

Hardwoods are versatile and blend with any interior - informal, for-

home, lifting it above the ordinary with a custom appearance. Hardwood kirchen cabinets and built-ins modernize aging homes.

( Hardwood has substance and an r/abilitv to withstand use. Its durability is well proven in the palace of Versailles, near Paris, France. Built

(l Hardwood is readily available. -ZMillwork, paneling, flooring and dimension lumber for built-ins are usually in stock. Cabinets are readily ordered. Many items such as hardwood closet organizers can be bought off the shelf.

l0*3;tHlu.'il

hardwood today than in 1945 and grows twice as much as it harvests each year.

Stock the siding that sells

A RE YOU selling the siding that Ryour areas buyers prefer? Do you know what's important to them when they shop for siding? Preferences differ drastically by region, and }nowing your customer's priorities can help you stock the type of siding that will sell best for you.

Story at a Glance

Know what the builders and remodelers in your area demand ... what goes into their buying decisions predictions for vinyl, plywood, hardboard, OSB, cedar, brick and aluminum.

In new constluction, the West is dominated by plywood, especially in the north, and stucco, mostly in southern states. Hardboard use has increased in some areas, such as Utah, Arizona. New Mexico, and Nevada, though overall use has and will continue to decline.

Cedar siding's market share has

been slipping but is expected to grow steadier. Plywood continues strong, with a trend toward the new PlYwood lap siding. OSB remains underutilized, yet use is expected to double in tle next decade.

Vinyl siding has also had trouble penetrating the West, because of the popularity of stucco and wood" though it is similady expected to double by the year 2000.

For repair and remodeling, plywood was the top material, but its lead has slipped slightly. It's followed by vinyl, rising rapidly; cedar, dipping minimally; stucco, holding steady; hardboard, slipping slightly; brick, holding; aluminum and steel, fading fast, and OSB, rising consistently.

Materials also vary by type of house being built, whether it's a new single family start-up, move-up or luxury home.

o Hardboard siding: start-up or move-up

Cedar: luxury, some move-up

Plywood: start-up, some move-

OSB: start-up or move-up

Aluminum: start-up, with some

move-up

o Vinyl: all types

o Brick luxury, some move-up

o Stucco: all types

Finally, builders, remodeling contractors and architects base their siding buying decisions on various benefits of the product. Match the siding you cany with their intended price and quality level. The following chart displays the results of a recent phone survey by George Carter & Affiliates. Builders, remodelers and architects were asked to rate the importance of ten factors that could relate to their purchasing decision on siding. Results are recorded for the western region and nationally. Ratings are from I (unimportant) to 10 (very important).

In evaluating the scores, consider 9.Gr is excellent; 8.0-8.9, very good; 7.0-7.9, good; 6.0-6.9, fair, and 5.9 and below, poor.

Information for this article is compiled from a 1992 three volume "Siding Consumption in Residential Structures" sumey available from George Carter &, Affiliates, 767 Park Ave., Oradell, N.J. 07649.

The anatomy of BUY. ING

By Wally Lynch P.A.I.D. Associates

RUYING is a six letter, two syllable word, but its Esimplisily ends there. Most dictionaries provide at least six definitions of the verb "buy." For our purposes, think of it as assembling product for effecting resale. The classic general retailer divides buying and selling into two separate functions: purchasing and marketing. This focuses on the need to assemble product only if you have a plan to sell it.

After World War II, Sears Roebuck rode sophisticated buying processes and pent up demand to record sales growth year after year into the mid-1960s. The testing, design, auditing and buying departments created a dominance of private label product lines at a known cost. They took the purchasing process into their vendors'boardrooms, purchasing production material, labor and overhead.

Story at a Glane

How to turn buying into sales ... recommendations that will bolster the bottom line and keep inventory fresh and alive handling GMROI, seasonal buys, pricing and advertising.

This worked until the cost of managing the effort hit a point of diminishing return and became prohibitive in a changing environment. The Kresge Co. (Kmart) and Sam Walton (Wal-Maft) were going in the opposite direction. Brand names, well bought from suppliers'showrooms, with emphasis on a plan to sell was their modus operandi. They left product development, production, quality and availability in the hands of suppliers while they concentrated on the pass through or selling plan.

Sears reduced cost of goods sold to optimize gross margins. Wal-Mart and Kmart reduced selling prices, but maintained profits by reducing operating expenses. Reported results showed Sears'expenses as much as llVo of sales higher than their competitors. This triggered changes at Sears to reduce costs ofdoing business.

The "marts" too have changed. They now have private labels and may be close to "lnown cost" iurangements with some suppliers. In our industry, Home Depot, Payless, et al., are front runners of the "pass through economically" plan to sell.

The moral of the story is don't be a big buyer, but a big seller. The rest will follow. There is no way to be an effective buyer without an effective selling plan. Rule lBuy with a plan to sell! Rule 2 - Reread Rule l.

There are five identifiable types of buying in general practice in the retail field:

Known Cost The purchase of production capacity and raw material to minimize cost of goods at the factory. Agreement on profit percenrages, accounting practices and surplus profit distribution set contractually.

Volume Users: Major retail chains, buying groups and structured wholesalers buy in quantities sufficient to bring volume discounts.

Private Label: The product is generally the same or a slightly modified version of the supplier's item.

Open Market: Purchasing by non-affiliated or small retailer.

Leased Department: For a percentage of sales (generally occupancy cost plus a profit), a renter of space sells wares not within the owner's ability to provide to customers.

There are numerous reasons to buy, most similar to these:

Demand Exists: People need and will buy the products.

Product Line Needs: About 207o of all items in a product line do 80Vo of all your business. The next l57o of sales require an additional 45Vo of all items available. Selection and assortment are oitical to growth and profis. Don't chase the last 57o of sales.

Budget, Profits and Landed Costs: You've got to be able to pay for what you buy when due and make money, thus budgets and buys must focus on landed costs.

Availability, Quality and Technology: If you can't get it when you need it, you can't sell it. If it doesn't stay sold, you've got problems. If it isn't the current state-of-the-art, you've finished second best before the race has been run.

A plan to sell is the essence of effective buying. Considering these points will help you implement a marketing plan at your store:

Presentation: Where and how are you going to stock and display what you've bought? What will it cost? What point of purchase signage is needed?

Positioning: Where do the items fit price and quality wise in your product line?

Culture: How will your company handle pass through of the merchandise? What will make it move?

Rolling Average Costs: Commodities and seasonal items are subject to variable landed costs. Measuring and/or anticipating these allow you to ruilrage them.

GMROI: Gross Margin Return On Invesonent is a

(Please turn to page 36)

IJ EADLINES inthelatestindustry E magazines surprise me and bring back many memories.

"Gee Yields To Recession" After 106 years they are going out of business.

"Stone Readies Leeds For Sale If Efforts To Reorganize Fail" They had 28 stores at the end of 1991 and $145 million in sales. That is $5 million a store. I do not understand how you can fail to make a profit at that sales level.

"Builders Express Finishes Liquidation". "Pay 'N Pak Will Close."

"Pergament $truggles To StaY Out of Bankruptcy" Closing six of their Room 'n Light specialty stores.

"Busy Beaver Plans To Emerge From Bankruptcy" They filed December 1990.

From what I hear in the trade there are others that may have to take the Chapter 11 bankruptcy route. A good part of these problems can be blamed on the recession. Another portion on the warehouse units that have captured the imagination of the buying public.

On the other hand, how can so many others survive and go on? Put the blame or bouquets squarely where they belong: Management in some cases made good thingshappen withforward thinking and aggressive action while others said, "lf it ain't broke don't fix it" and buried their heads in the sand.

I have consulted with some of the largest in the industry as well as with single unit independent home centers and yards. I was part of the tbam that worked on the Kmart "store within a store," a 10,000-12,000 sq. ft. home center as part of the unit. Kmart management could not understand the need for knowledgeable service to take "the fear out ofthe project." They kept their self service and the project went down the tubes.

On the other hand, I consulted with Lowe's for a six month period after they relaid their units. They admitted they needed a better merchandise mix to get more d-i-y sales. They charged me with enlarging some of their 12,500 sq. ft. units to 24,0fi) sq. ft., bringing diy lumber and building material inside.

They admitted their shortcomings, were willing to listen and succeeded. Kmart ego knew it all and failed.

I have consulted with well over 100 clients in the past 15 years. Maybe five had made a fairly good market surveythe starting point for success. Just about every store needed a better traffic pattern. Over the years they had become cluttered and disjointed. Almost

Fix it, even if it aintt broke!

By Joe Samulin Retail Advisory Services [nc.

every store needed a face lift. Vendor signs of every color and description had grown like weeds. End caps had lost their impulse attraction. Adjacencies were poor. Since a new layout and traffic pattern were part of my fee, they went along with it. Because I don't do graphics and design work, I'd suggest that they have

Story at a Glane

Noted consultant on steps to success why you need to change the role of rental programs, installed sales and commercial accounts. it done. Since many had gone into "sticker shock" when they had contacted the co-ops and buying groups about their programs, the answer usually was, "Too expensive" and "We're doing well, making money, whY bother?" A design and graphibs programwouldcost 10 to2O% ofaco-oP

TIMBER SIZER

program, yet, in spite of telling them how to do it, I usually got, "It ain't broke so why fix it?"

I would suggest a rental program. The average do-it-yourselfer doing a major project will need professional equipment only once or twice in his lifetime. After they go to a rental store, they have to shop for their materials elsewhere. Give them good knowledgeable service and a rental progmm and for the most part you'll sell the materials.

I would suggest installed sales as a means of fighting the competition and increasing sales andprofits. I would tell them to go after commercial accounts, again for plus sales, profits and a plus competitive niche. It was frustrating to hear *That would take too much time and effort, plus additional people. Why should we bother when we're doing great now?"

The key to success, I have found, is *When you're doing well and on toP, start planning ahead on what you have to do to stay on top when the inevitable competition knocks on your door."

PRE-FABRICAfION

TIMBERS

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

Presidential Election: 1 992

Who's the best for our industry?

Congress to affinn the priority of the species on the endangered list and the specific measures to be taken in any recoyery plan. These acts should not rest with the rubber stamp of a buteaucrat."

Addressing public lands, "The millions of acres that constitute this nation's public lands must continue to provide for a number of uses. We are committed to the multiple use of our public lands. public lands should not be arbitrarily locked up and put off limits to responsible uses."

"They (Democrats) use junk science to foster hysteria instead of reason, demanding rigid controls, more taxes and less resource production."

W$S*YI*ff 'Ti'"9,T",iiu"#

do or not do for the lumber and building products industry? It's a topic of debate wherever industry representatives gather.

REPTJBLICANS

The 1992 Republican platform stresses the party is "the home of the famrer. rancher and forester" with the party opposing "bureaucratic harassment of farm, ranch and timber families under statutes regarding endangered species and wetlands."

"Prior to the implementation of a recovery plan for a species declared to be endangered, we will require the

Bush says environmental laws should be changed to "make people more important than owls." He has vowed not to sign an extension of the Endangered Species Act unless it is rewritten to give more emphasis to economic priorities and timber harvesting. Timber workers have been assured he will insist on raisins tlte

Storv at a Glance

How t6e Republican and Democratc party platforms could affect the lumber and building products industry ...what the two candidates say about environmental issues and timber harvesting.

timber harvests on federal land, now limited by lawsuits aimed at protecting the environment.

DEMOCRATS

Clinton has told the timber industry that he can improve its economy while upholding his commitment to protecting the environment "You can be pro-growth and pro-environment."

He says he will call for a Pacific Northwest forest summit of business, labor and government officials to arrive at a solution. His plan includes discouraging exports of raw logs, (Please turn to poge 36)

(707) 894-2575

P.O. Box 547, Cloverdale, Ca. 95425

Joe Bowman

(916) 873-6243

P.O. Box 1665, Magalia, Ca. 95954

Robert

Bowman Lumber Sales

NEWS ERIEFS

HomeBase will open locations in Vista" Ca., and Albuquerque, N.M., this month and begin preparations for opening a fifth San Diego County, Ca.,location in :,lKearn}..Mesa yin'93 ...,,,

Orchard Super Hardware opened in Lodi, Ca., in mid Sept., Mitch Biddle, mgr. ... Pan htmber Co. broke ground in Hillsboro, Or., for its eleventh store ...

Home Depot, which pledged $4O nillion to tlrc 1996 Olympics, opened a unit in Torrance, Ca., received an okay to expand an Anaheim, Ca., outdoor display area, signed to buy bankrupt Frederick & Nelson's Tirkwila, Wa., distribu-

for $8.5 million and an Issaquah, W&, site.

t'rYrfrufa, rureit r ruuucr$ -4txJ co., a g stributq.'.Tils- gJolgo y"?#f{if ,#;%i,itil";irl #l #J3ffi'".f,!'#":,#f;'?i'a"Tfi il;#' il;H*i;^"?;eil ; iwas pufChasod by its ergrployggg,,,

,,.,;;, Wes.:t&./&,&:'closeriits Temecula, Ca., retail store and

moved its National City, Ca., sales D force into new offices'... Roswett -,:io!to lwnber co* Rialto, ca-, Iiiiuii-oi-it-^Ciii",";:"."J.:i' Plans to close around.D-ec' I "' TtE N il; i6i;a,:1:t:&31;trii ffff;,,1:,"'f#,#",r x&,,,,, Beautitul^Special Beautification ij[,_.d i{cWilgwtu tumi"iCo., Award in Sept. ... #ffi;:6ili* il6,idffi;":..-""

,'?:J{:#ft{:!{K^""';i.eil .- !ryngor Miu * My:gy: tion tururica Goacnnnte disribu- fe-l,9llll Yi*l_q*' has-fuermai;; "' o;;;-'E;ild;; v";;;;'' 991llv crosed-its dil -' ca\lona'

after,35 t"*...',.. ,,,,,,,., .,..1..... r':.:i:..,li?;p;i';d;;;,-fi-fr,,,bfri,,W,....ll1 l:

'' Ff^nk Lunber & Ace Hardware, *alfle, Wa-, burned Sept. 14 in a fire of unknown olisin

...IJncIe Ed's Factory Dirict Fence Awlkr 33.nT ini.rigutt;:,.Or.

Anniversarj s: White Brothers, Oakland, Ca., l20th; .G;len Au6n ktmber,ea, Mi& lnmdtl:Ca, 50 i; G,1pnt ft@ IMer Ca., Ttrcson, Al., 44th; Swaner Hardwoodx,;;, Burnankr,ea., 25fh,,,,,.,'.,,.,',.1:,,,,,,, lirr''rr'il

Lakewood Forest Products, Pomona, Ca., has chaogedib name tn PinatourCA, Inrr;l,...'llr:'l C l.,,,.. ., r& Carson Inc., Lewiston, Id., acqnired Ezgflarson City, neered Wood Products, East, SpokaAe- Worri,,,,&8 all.:,.:tdiv., ,Bbn Kassa staying on as mgr.

Craftsqqt Mipy o@1,,Inc., C

II]$TOM ORDMN

CALENDAR

OCTOBER

Amerlcan Plywood Association - Oct. 12-13, annual meeting, Opryland Hotel, Memphis, Tn.

Hardwood Dlstributors Assoclatlon - Oct. l7-lE, annual meeting, Mariott Hotel, Chicago, tr.

Hardware Wholesalers Inc. - Oct. 17-20, market, Indianapolis, In.

Natlonal Partlcleboard Associatlon - Oct. 18-21, Loews Giorgio Hotel, Denver, Co.

National Hardwood Lumber Assoclatlon - Oct. 18-21, annual convention, Chicago Marriott Downtown, Chicago, Il.

North Amerlcan Wholesale Lumber Assoclatlon - Oct.20, regional meeting, Los Angeles, Ca.

Amerlcan Wood Preservers Instltute - OcL 2O-21, treated wood recycling, reuse & disposal workshop, Hyatt Regency O'Hare, Chicago, Il.

Bulldtng Industry Credit Associalon - Oct. ?2, credit seminars, Ontario Airport Hilton, Ontario, Ca.

Ace Hardware Corp. - Oct.24-27, fall convention & exhibits, Convention Center, Denver, Co.

Natlonal Sash & Door Jobbers Associatlon - Oct. 24-28, Sheraton Washington, Washington, D.C.

IryOONFOTD ACCORDION DOOR$

..14/S 1H,ryT V/ALI.S WH EIi IU EEDED"

lAccordion doors desisned for use where performance is importint for HOIWES . OFFICES . CIIUR CHES . RESTAURAN?S .INDUSTRY

lCustom-sized room dividers shipwithin a two week production cycle from the factory IAccordion doors custom sized to your customer requirements

Custom orders mean profitable return on inuestmentno inuentory!

North Amerlcan Hardware Convention - OcL A-28, Marriott Desert Springs Resor! Palm Springs, Ca.

Lumber Merchants Assoclatlon of Northern Callfornla - Oct. 25-27, boardlcommittee meetings, Rancho Murrieta, Ca.

North Amerlcan Wholesale Lumber Assoclatlon - Oct. 25-31, wood marketing seminar, University of Georgia, Athens, Ga.

Archltectural Woodwork Institute - Oct. 2E-31, annual meeting, Dallas, Tx.

NOVEMBER

Natlonal Bulldtng Materlal Distrlbutors Assoclation - Nov. l3, annual convention & exhibit, Marriott World Center. Orlando. Fl.

American Lumber Standards Commlttee - Nov. 6, annual meeting, San Diego, Ca.

Jensen-Byrd Co. - Nov. 8-9, market, Spokane Convention Center, Spokane, Wa.

Callfornla Paclflc Southwest Hardware Assoclatlon - Nov. 810, annual convention & management institute, San Diego Hilton, San Diego, Ca.

Natlonal Forest Products Assoclatlon - Nov. 8-11, annual meeting, Loews Coronado Bay Resort, San Diego, Ca.

Forest Products Research Soclety - Nov. 9-11, international workshop of wood connectors; Nov. 1l-13, engineered wood products seminar, Desert Inn, Las Vegas, Nv.

North Amerlcan Wholesale Lumber Assoclation - Nov. 10, regional meeting, Portland, Or.

Lumber Assoclatlon of Southern Callfornla - Nov. 11-14, annual fall management conference, Stouffer Esmeralda Resort, Indian Wells. Ca.

Buildlng lndustry Credit Associatlon - Nov. 12, lien law seminars, Radisson Hotel, Commerce, Ca.

Assoclated Hardware Buyers [nc. - Nov. l2-1S, meeting, Scottsdale Hilton Resort & Spa, Scottsdale, Az.

Spokane Hoo-Hoo Club - Nov. 12, sports night, Spokane, Wa.

Western Butlding Materlal Assoclatlon - Nov. 14-17, annual convention, Tacoma Sheraton Hotel. Tacoma. Wa-

Hoover Treated Wood Products announces that a NATIONAL EVALUATION REPORT (NER-4571 has been issued by the National Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a So-year projected useful life, and is the FIFSI Fire Retardant Treated Wood with:

a fhrrd Porty KIln lltlonltorlng in addition to U.L. follow-up service

a FRf labor and materials replacement cost worranty

I Code Compliance Repori with evaluation of elevaled temperature strength testing for roof opplicotions

a Htgh temperature slrenglh test results

I f\lew York State Smoke loxiclty test resulls

* NER reports are subject to re-examination, revisions and possible closing of file. For lechnlcol Informotlon Coll r-800-TEc-wooD

HOOVER

TREfrIED I4OODPROflrcIS

Big Creek Wins Enviro Judgment

An environmentalist coalition has appealed an order to pay Big Creek Lumber Co. more than $20,000 in legal fees after a judge ruled the group's legal attempts to stop timber harvesting were done in bad faith.

"We won a moral victory, not a practical victory," commented Bud McCrary, vice president of the Davenporl Ca., company.

He said that tle company is still attempting to communicate with the environmentalis6 despite an attack on one of its logging trucks after the judgment was made. A group of at least eight garbed in camouflage clothing with bandannas covering their faces hiked a mile and a half into Big Creek property where they stopped a log ruck and harassed the driver. The driver, who used his radio to call for assistance, managed to fend off his attackers until help arrived and dispersed them.

The judgment came Aug. 17 after the enviros tried to stop Big Creek's redwood harvest by filing a series of restraining orders. San Mateo County Superior Court Judge Judith Kozloski

ruled that Big Creek had the necessary pennits to log the area. She awarded the payment under a law that pennits defendants to collect legal fees in cases of frivolous lawsuits or those filed in bad taith.

An attorney for the plaintiff said, "This ruling will have a chilling effect on other environmental groups tlat want to try to force govemment agencies and private corporations to obey the law."

Environmental coalition members staged a series of protests including demonstrations on Highway I and a tree sitter who barricaded herself in a redwood on Big Creek's property. The company's equipment and property has been frequently vandalized.

The final word came from the environmentalist's attorney who said, "Maybe we'll sue them again."

LASC Conference Time

Robert Hunt, president of Western Wood Products Association, will open the Lumber Association of Sou&ern California's annual management conference at 11 a.m. Thursday, Nov. 12, discussing the lumber industry's outlook for 1993-94.

The Merchant Magazine

Presentation of the Lumberman of the Year award is scheduled for the luncheon following. Afternoon programs will cover the Americans with Disabilities Act and the effect of in grade testing of lumber on the industry.

The second day (Friday) will open with a breakfast discussing the Workers Compensation Insurance outlook for California. Speaken will represent the Cypress Insurance Co. and the Victor Hugo Agency.

Morning management sessions will focus on "Little Known But Obnoxious Laws that You Must Comply With" and "Credit and Collection." This will be a working session on "extending credit without giving away the farm and collecting without a gun," explains executive vice president Wayne Gardner.

Luncheon speaker will be futurist Harry Dent. His recently completed fuk, The Gre at B oom Ahead, prdicts a great turnaround for the economy in the 1990s. Tabletop exhibits are open for viewing following lunch.

Athletic events and free time for enjoyrng the conference setting, Stouffer's Esmeralda Hotel, Indian Wells, Ca., will conclude activities on Saturday. Conference registrations and ho-

October 1992

tel reservations are due before Oct. 16, Gardner said.

Moving Can Cost Big Bucks

New home buyers spend from $3,000 to $4,000 on furnishings and accessories shortly after moving in.

If it's a resale house, most buyers change the locks after they move in. Many add deadbolts for security. Garden equipment is a big item for some. A first time home buyer can spend as much as $200 for a lawn mower in addition to buying a grass

trimmer, garden hose, leaf rake and new plants.

Other items often boughu window trealnents, shelf paper, garbage cans, light bulbs, telephones, door mats, mail box and post, ceiling fan, freplace equipment, garage door opener, pet doors, dog house, storage bins, shower curtains, wastebaskets and appliances.

Retailers can assemble lists of necessary items, arrange special endcaps to promote sales to new home buYers or assemble basic starter packages of items such as garden tools.

95th NHLA Gonvention

Former California Governor

George Deukmejian and Dana Fitzpatrick, first vice chairman of the National Forest Products Association, will address the 95th annual National Hardwood Lurnber Association convention in Chicago, OcL U-20.

Deukmejian will focus on increasing regulations facing the forest products indusry and the effect of environmental litigation on private lands. Fitzpatrick will review what the forest products community is doing to protect timber supplies from urneasonable

regulations.

New directors and a second vice president will be elected. President Henry C. Fulcher Jr., Sitco Lumber Co., will complete his two Year term during the convention. Board members leaving office include Wallace A. Buchanan. Buchanan Hardwoods; Joseph W. Mathias, Frank Miller Lumber Co.; James T. Powell, Jr., Canton Hardwood Co.; Gerald Slavney, Thompson-Katz Lumber Co.; Emmet P. "Buck" Vaughn, Jr., Emmet Vaughn Lumber Co.

lncrease Your Buying Clout!

by Roger M. Hunsberger ASR Indushies

In today's market climate of tight supply and razor sharp price competition, a prognm approach to purchasing can often secure for medium and small size fimrs competitive arrangements similar to those obtained by large national home center chains.

When it's time to review a product line, assess your needs in advance and spread the word among potential vendors that a new opportunity is developing at your business. Also give current suppliers sufficient notice to bid on your new requirements. Historically, if quality and service have been excellent with a strong relationship, a progran renegotiated with current partners can be your best bet.

Learn what each prospective supplier will offer for both current volume and anticipated growth. Discuss point of purchase literature, videos, display racks, employee training sessions and materials in addition to traditional quantity pricing and advertis-

ing co-op dollars. You probably can obtain first right of refusal on any new produc8 the vendor may develop with return credits for test marketing the item. Value-added services such as quick shipping of limited quantities at program pricing may also be available. Critically examine all costs relevant to putting in a new progran or altering an existing one, including slorage and handling, damage potential and liability.

If you will be in competition with similar items, pay close attention to advertising, quality of packaging and depth of line already present in the field. These determine the level at which you must compete and can indicate significant costs that could reduce profitable performance.

Be flexible in demands and open to alternative suggestions. Often a vendor is able to provide services or other items that result in a real competitive advantage for you.

As discussions progress, allow

The Merchant Magazine

sufficient time to evaluate data and make a smooth transition ftom current buying methods to the new program. For a program with lasting value, benefits must be mutual for both you and the supplier.

Be careful not to pick the prograrr apaft. A prinury complaint from suppliers is having a good faith proposal for a total program accepted, only to receive paftial orders for one or two low margin items. The hard feelings created negate the efficiency inherent in having fewer suppliers. Anotler side of "splitting" the program is loss of a close relationship opening new opportunities for profits.

Review a purchasing program every six to 12 months to fine tune and increase its strength. Both partners should feel comfortable suggesting ways to improve service as well as discussing problems.

Quality service and reliability should be decisive factors in choosing a progfilm. Product must be on your shelf in a timely manner and in sufficient quantity for you to operate at im acceptable margin of profit. A program approach to purchasing often plays a major role in achieving this result.

Vensn-r-nM: LAMTNATED DoucLAS FIR VENEERS FOR ADDED STRENGTH. WORKABILITY AND UNIFORMITY . 1 -314' THICK.

Ve*so-tAM PLUS: LVL wrrH

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BCI Jorsr r-BEAMS.wHrcH MAKE RESIDENTIAI FRAMING FAST AND COST EFFECTIVE, THEY ARE LIGHTER. STIFFER AND QUIETER THAN DIMENSION LUMBER. FLANGES 1-314'& 2-5|16": DEPTHS 9-112'to 20".

Stoc^ eurET. oALL BACK FREE ENGINEERED LUMBER PRODUCTS THAT ELIMINATE SQUEAKS, WARP, WANE AND WASTE.

CCA Safe In Gardens

Desprte articles n Organic Garden' ing md Horticulture magazines early this year claiming reated wood should not be used in vegetable gardens, recent tests show it is safe to use CCAtreated tinbers for raised bed vegetable gardens.

Calvin Finch, a Bexar CountY, Tx., county cooperative extension agent, and Dr. Frank Dainello, a vegetable specialist, collected soil samples from nine raised garden beds constructed with treated timbers of various ages in San Antonio, Tx. SamPles were collected I md 12 inches from the timbers, 6 inches deep. Part of the samples were sent to the Texas A&M's Texas Agricultural Extension Service Soil and Plant Analysis Laboratory with others going to Southwest Research Instiurte.

The A&M lab found levels of water soluble arsenic varying between 1.1 and 4.1 parts per million (ppm) in the samples taken I inch from the Eeated timbers. In samples taken 12 inches away, 2.1 to 4.8 PPm arsenic were found. Southwest lab in its analysis detected three times as much arsenic. However, the levels (6.2 to 14 PPm) are well within the normal range of 120 ppm for all soils.

Since the levels of arsenic found were nearly the same regardless of distance from the timbers, Finch and Dainello concluded the arsenic detected came from the soil and not the timbers. Further, theY found no increase or decrease of arsenic in relationship to the age of the timbers.

"The results make me confident that CCA-treated timbers are safe to use for raised bed vegetable gardens," Finch concluded.

Distri butor Confidence Slips

The slower than estimated recovery from the recession has led to a 1.5Vo decline in wholesaler-distributors' confidence regarding business conditions, according to the latest National Association of WholesalerDistributors survey.

Respondents' third quarter predictions, combined with actual second quarter company data, resulted in a confidence index decrease from 99.9 to 98.3. The index operates on a base of 100, recorded in fourth quarter r989.

Wholesaler-distributors of durable goods, such as tools, continue to be

slightly less optimistic, having been hit harder by the recession than sellers of non-durable goods. This results in part from the continued decline in the construction and real estate markets and the ability of durable goods customers to more easily defer purchases in noubled economic times.

Machine Conquers StraPPing

Recyclers are said to be Paying top dollar for strapping scrap, once a hazard to employees and an unacceptable item in many landfills.

Frank Camp, founder of Indian Country, Inc., a Deposit, N.Y., manufacturer of cut-to-size furniture parts, is making recycling possible with his invention of a machine that chops the srdpping into manageable portions.

The Band-Ade chops netal banding material ftom 3/8-inch to l-l/2-inches wide and stores it in a 50 gallon drum which can be used as a shipPing container. The discarded banding, once a danger to employees and a frequent cause of cut tires and poor housekeeping, can be handled safely and provide a source of income instead of expense with its disposal.

Finding

Flurry Of Retailers Close Shop In California

In most industries, it's unusual for a century-old firm to call it quits. But in California, in the retail lumber business, the exception is becoming the rule.

Fifty-year industry veteran Henry Beede is shuttering Antioch Lumber Co., Antioch, when he retires later in the year. The company was founded in 1866 and has been in the Beede familv for neady 120 years.

The entire nation may be in a recession, but it's hining this industry and California especially hard.

"The area and (business) climate are just not conducive to a building supply business," said a representative of Solvang Mill & Lumber Co., Solvang, Ca., as it sells off the last of its inventory. Any plans for the future? "Not in this industry," he responded.

Restrictions on lumber are now being joined by resrictions on just doing business in California. Increased taxes and soaring workers' compensation premiums are making things worse, driving companies out of the state and out of business.

Homeowners are also fleeing the

Golden State, faced with escalating unemployment and high housing costs.

But the most obvious culprits are the prolonged construction slump and the popularity of warehouse chains like Home Depot. Doing baule with the big boys means flexibility, perhaps changing the orientation of the business, an often difficult proposition for many older companies, some set in their ways.

McWilliams Lumber Co., a45 year fixtue in Modesto, is closing, following on the heels of ll4-year-old neighbor Modesto Lumber Co. Modesto Lumber and McWilliams. with its lumber yard, True Value hardware store, truss shop and prehung door facility, were too heavily reliant on the construction industry and couldn't hang on any longer.

High land costs also add to the difficulty of making money off lumber. Hull Lumber Co., Venice, was still making a profit when it closed last month. The 45 year old company lost its land lease.

Many long-time yards own their own land, but the property can often be put to better use. Rialto Lumber

Co., Rialto, founded in 1954, is voluntarily liquidating and currently leasing the property to a pallet company. By leasing the lan( owner Jerry Holdren is "making more profit than I've seen in years" from the lumber business. The company will be closed completely by Dec. 1 and is now selling offits equipment and remaining stock. Unlike many businesses, Rialto is paying off its creditors.

The timing of this latest rash of retail closures is due in part to the expected upswing in business during the summer - that for many companies never arrived.

But lately California retail closures lrrow no season. Earlier in the year, the industry lost Modesto Lumber, Latham Lumber Sales, Valley Lumber, Hubbard & Johnson Lumber, Sylvan Lumber Co., Dill Lumber and it appears the list will continue to grow.

Just a rcminderwe dont tack on any add ons.

No additional costs. At Hardware Wholesalers' Inc. (HWI), we won't surprise you with hidden charges that eventually increase your merchandise costs or shrink your margins. -

No added freight charges. You'll know that exact total cost of your merchandise when your order it from our distribution centers. We're a landed-cost wholesaler. And that simplifies your life.

No broken carton charges' We gladly break cartons on 95Vo of the 48,000 hardware and building material items we stock. So order just what you need and forget about the add on costs.

No national advertising fees. Use your promotional funds to reach your local market with HWI's circulars, tabloids' mini{abloids and coupon books - customized for your products and pricing.

Add ons where they count. We admit to adding on a few things - to our members' bottom lines. With a2Vo cash discount on all purchases and double-digit warehouse purchase rebates for the past I 5 years, you should see your profits grow withHwI.

Contact HWI today. Call Doug Bieberich collect at Qlq 749-8531, Ext. 251 to arrange for a free Wholesaler Perlormance Analysis. We' ll pinpoint ways you can reduce costs and increase your Profitswithout tacking on any add ons.

PERSONALS

Carl Llllequtst, gen. mgr., PGL Building Products, Auburn, Wa.. has assumed the added duties of gen. mgr. of sister co. Westem American Forest Products.

Samuel Flneman, pres., Fineman Doors, Inc., Van Nuys, Ca., and his wife, Bayla, are back from a business trip to Indonesia.

Stuart Ralston is new to sales at Mallco Lumber & Building Materials, Phoenix, Az., covering northern Az., reports Rlch Bilby.

Dennls G. Helner has been named pres. of Kwikset, Anaheim, Ca.

Gary Bowen has been promoted to gen. mgr. of San Diego Wholesale Building Materials, National City, Ca.

Jeff Rogers is now in industrial lumber sales at Cascade Empire Lumber, Portland, Or.

Rlck Anflnson, Anfinson Lumber Sales, Fontana, Ca., is back from a brief Cancun, Mexico, getaway.

Robert D. Arsenault, pres., Aminex Co., Shelton, Wa., was presented the Award of Merit by the American Wood Preservers Association.

Donn Thomas is now in sales at Real Wood Products, Eugene, Or.

Kathleen Patterson has been elected pres. of Central Valley Builders Supply, St. Helena, Ca., succeeding her late husband, Robert.

Greg Wlnakur is now heading the Seattle, Wa., office of Wisconsin-California Forest Products, Redding, Ca.

Wayne E. Wlggleton bas been named lumber & building materials director for Distribution America, reports pres. Ronald A. Ptnk. Harlan W. Hummel is now division mgr.-forest products; John W. Plassmeyer, dept. mgr.-forest products, and Ronald D. Steln, retail sales director.

Al Reed is new to sales at California Cascade Indushies, Fresno, Ca.

The Merchant Magazine

Dan Sweeney, formerly of Hull Lumber, Venice, Ca., has joined the sales team at Joslin Lumber Co., Torrance, Ca.

Steve Carlllo has joined Fibreform Wood Products, Rocklin, Ca., as regional sales director of the radiata pine moulding & millwork team, reports div. gen. mgr. John Sked.

Bill Sanregret is new to sales at Nu Forest Products, Healdsburg, Ca., according to George McConnell.

Steve Pownlng and Frank Thomas, Pacific Southeast Forest Products, Diamond Springs, Ca., spent the first two weeks of Sept. bow hunting near Rifle, Co.

James McKltrlck has resigned after three yeaxs as pres. of Builders Emporium, hvine, Ca.

Ward J. Woods, Jr., has been elected to the board of Boise Cascade, Boise, Id.

Mike McKay is now western region mgr. for Timber Co. Inc., Eugene, Or.

Lynn Shurtllff is the new sales mgr. for Selma Treating Co., Selma, Ca., and Nevada Wood Preserving, Silver Springs, Ca.

Bob O'Qulnn has been named corporate communications mgr. at Cotter & Co., succeeding John Sulllvan, who is retiring. Gary D. Drake is now director of inventory management & systems.

Paul Orban, Jr., Orban Lumber, kwindale, Ca., has returned from a three flags motorcycle bip from Canada to Mexico.

WESTERN COMMONS TH

October 1992

Jason Aust, Lumbermen's Building Supply, Forest Grove, Or., has been promoted to yard supervisor.

John Reger, Jr., has been named mgr.sales & service for Hampton Lumber Sales' Portland, Or., lumber and plywood distribution facility. Leland Curtiss is new as asst. sales mgr.-distribution. Doug Robinson is a new lumber & plywood sales rep.

Norm Rlvlere is beading an expanded office handling softwood and hardwood exports for Carl Ronnow (USA) Inc., Portland, Or.

Neal De Wltt, Product Sales Co., Orange, Ca., recently attended his parens' 50th wedding anniversary in Blackwell, Ok., with his son, Mlchael.

Btll Corbln is now exec. v.p. for wood products at Weyerhaeuser Co., Tacoma, Wa.

Gale Daugherty, Golden State Hardwood, Huntington Park, Ca., is back from a recent vacation to Pa. and N.Y.

Tommy Poole, sales mgr., Lincoln Lumber Co., Pasaden4 Ca., has retired to Lake Henshaw Resort, Santa Ysabel, Ca., after a4L year career. He was with Carter Lumber, los Angeles, for.30 years, becoming co-owner.

Grant Hayes is now district mgr. for No. Ca. and No. Nv. at Teco/Lumberlok, Hayward, Ca., reports Ray Bergman. Steve Remick is the new dishict mgr. for So. Ca. and So. Nv.. based out of Placentia. Ca-

Ernle Van Ogle has been named gen. mgr. for K Ply Inc., Port Angeles, Wa.

Mark MaJors is now handling radiata pine trading for Tumac Lumber, Redding, Ca.

Tom Grlesbach, Lampe Lumber Co., Tulare, Ca., has been named pres. of the San Joaquin Hoo-Hoo Club, succeeding Dan Sweeney, now vicegerent snark. 1st v.p. is Mlke Rtley, 2nd v.p. Jay DeCou, sec./treas. Bernle Barber, sgt.-at-arms Cralg Gaffney, and directors Sweeney, BlIl Barr, John de la Montoya, Don Oldenkamp and Jack Holt.

George Hatt is new to Northwest Wood Specialties, Portland, Or.

Ton Worthy, Laguna Beach, Ca., is now western national accounts mgr. for Stanley Door Systems.

Frank Morrisette, v.p.-m-lctg., Hoff Forest Products, Meridian, Id., is retiring in Dec. after 20 years of service.

Glenn Mlller, Pueblo Lumber, Phoenix, Az., has been elected pres. of the Phoenix Hoo-Hoo club. Lst v.p. is Bill Swaney, Mallco Lumber & Building Materials; 2nd v.p. Dan Roads, Pacific Forest Products; sec./treas. Chuck Pensinger, Penco, and board members Wally Penslnger, Doug McCullough, Frank Heldt, Rich Bilby, Corby Btddle and True Carr.

Mark Krpan is now a buyer/trader for Sequoia Supply/PrimeSource, Fairfield, Ca. Eric Johnson succeeds Krpan

handling the Sacramento/Redding and No. Nv. territory. Tim Barnes is a new industrial sales specialist in Phoenix, Az., reports Gerry Holmstrom, branch mgr.

Steve Pearce, Domtar Decorative Panels, has been elected pres. of tbe American Laminators Association, succeeding Tom Wegman, Stevens Laminated Products.

WHAT'S NEW WITH YOU?

The Merchant Magazine wanls to lnow when you change jobs, get a promotion, take a vacation, get married, have a baby or receive recognition. Send your news to The Merchant Magazine, 45{Uu_ Campus Dr., Suite 480, Newport Beach, Ca.926f,0 or call (714) 852-1990. We're waiting to hear from you.

Tom Lockwood is now national accounts sales mgr. for Klean-StriP.

Betty Bigh is the new nightwatchwoman at Mungus-Fungus Forest Products, Climax, Nv. She'll be relieved by Tamara Mournlng, according to Hugh Mungus and Freddy Fungus.

Gompanies Produce "Certified Sustainable" Lumber Products

Ecologically corect "green" products now include lumber certified as being logged using susrainable forestry methods. Rogue Institute for Ecology and Economy, Ashland, Or., is directing the harvest of 140 zrres a few miles westof Eugene, Or.

Trees are on land owned by Beaver Valley Lane & Timber Co., Eugene.

Trus Joist MacMillan will make composite l-beams and laminated veneer lumber. Springfield Forest Products Co., Springfield, and Lane Plywood Co., Eugene, will make plywood and veneer. Products are destined for EcoMart, a Wal-Mart prototype store in Kansas.

Fonned more than two years ago by

a coalition of tinber workers, environmentalists, wood products companies and southern Oregon businessmen, the Rogue Institute has evolved into a non-profit group promoting sustainable foresfty rather than largescale clear cutting of both public and private forests. "Our guiding philosophy from the beginning has been that there were approaches to forest management which could sustain the ecological integrity of our forests and provide stable, living wage jobs," said Brett KenCairn, director.

$ ITGREASE PROFITS $ Let Indiana Wood furnish your company with wood specialties that increase your bottom line. our Deck & Fence Specialties are manufactured of Cedar. Redwood. and White Wood. We otfer them unfinished, preservative treated or white oainted to enhance your customer's outdoor living spaces.

Hanresting guidelines prohibit clear cutting except in rare cases and then only in openings of less than two acres, leave most or many of the oldest and biggest trees for natual regeneration of seedlings, include local residents in decisions, never exceed growth, give special value to ancient forests and create long terrr management plans of five to l0 years. Although this type of logging costs about twice as much as clear cutting, companies such as Wd-Mart appear willing to pay a premium for wood products certified as "sustainable. "

"Wal-Mart's fequest for sustainable forest products demonstrated the growing sensitivity of both consumers and retailers to the ecological impacts of forest management practices," KenCairn explained.

"How the logs are processed can help the bottom line as well," said Russ Stoddard, Trus Joist MacMillan. "The company uses high technology equipment which can use twice as much of a smaller log as a conventional sawmill could."

"That takes pressure off the land base because you don't have to use as many trees to get the sane wood volume," added Allan Watters, head of timber resources for Trus Joist MacMillan.

SPEGIALISTS

WBMA Convention Near

The Western Building Material Association's annual convention will kick off with a rallying cry, "Whither the Wesu A Call to Action," Nov. 14l7, at the Tacoma Sheraton Hotel, Tacoma, Wa.

Keynoter William Perry PendleY, president and chief officer of the Mountain States Legal Foundation, will respond to judicial activism and the lack of representation in the courts regarding property rights, the public interest in a strong economy and how it relates to the timber and building material industry.

Themed "Signs of the Times," the 89th annual will begin Saturday, Nov. 14, with a Roger Hermann workshoP on retaining good employees, followed by exhibitor quick pitch selling talks, moderated by Dick Corkum, Boise Cascade, Tigard, Or., and a western all industry reception.

Sunday is devoted to the all day building products showcase at the adjacent Tacoma Convention Center, while Monday features a full slate of speakers, plus awards luncheon, dealer round tables and President's Banquet.

Young Westerners Club members Natasha Edscorn, Curtis Jack, Bruce Abel, Tim Yan Zant" Eric Fritch and Bruce Fisher will participate in the panel program "KeYS to Maximizing Profits in an Evolving Market." Sallie Watson will tackle recovering delinquent accounts in "Don't Get MadGet Paid!" Alex Czopek, Servi-Star Corp., will address "Successful Marketing Against Power ftgtnils1s"'

The convention concludes TuesdaY, Nov. 17, with brunch, featuring business development sPecialist Sue Pistone, on how to develop a clearlY focused strategic plan aimed at bottom line results through increased productivity and profitability, followed by a brainsionning, sharing session.

A. D. Bell Study Grants

Alfred D. Bell, Jr., travel grants for 1993 are available through the Forest History Society to those who wish to study at its library. UP to $750 maY be received for travel and lodging expenses.

Five grants were awarded during 1992. For information, write: Bell Travel Grants, Forest History Society' 701 Vickers Ave., Durham, N.C. 27701, or call (919) 682-9319.

Bell is the former Publisher of The Merchant Magazine.

P.O. Box 196, Alamo, California 94507-0196

(510) 837-9545

rnx (510) 837-283E

cALtF WATS (800) 52r-4-TNT

WHOLESALE ONLY

ATTN: LUMBER BLI'|ERS AND SELTERS

NOW AVAIIABIJ: A new "high tech" way to buy and sell lumber. TNT FA)( NETWORK is easy, fast, saves you money and the TNT Fax Network gets re-sults'

TNT's new computerized fax system provides lumber buyerc and sellers with current weekly price and availability updates. The system faxes your inquiries to almost every U.S. West Coast and Canadian sawmill, giving your lumber needs immediate exposure.

Mills: we can lax out your offerings to over 4OO TNT customers'

Hawaiians Stranded By Hurricane

Weeks after Hurricane Iniki devastated the Hawaiian island of Kauai, residents and businesses are struggling to rebuild, without electricity, phone service and other necessities.

Unlike in Florida, where Hurricane Andrew struck two weeks before, people couldn'tjust evacuate and then drive out of town for repair supplies. "Hawaii is the most isolated place on earth," said Jim Pappas, Honsador, Inc., Honolulu. "[t's 2,400 miles from a major land mass. Any supplies have to be flown or barged in."

The small island has insufficient dock space, storage space and distribution systems in place to accommodate the tons of materials needed. Phone service is erratic for the minority lucky enough to have it.

The 150 mph winds Sept. tl inflicted $1.5 billion in losses including consequential damage on about two-thirds of all homes on the island.

All three retailers on Kauai were hit hard. Asian American Lumber, Kapaa, lost its roof covering. Chadie Brown Lumber was significantly damaged. Aloha Lumber's Kilauea store was desfoyed. The main office

in Kapaa totally lost its third floor, with severe injury to the lower levels.

Yet Aloha, which closed on Friday, the day of the storm, wils open again on Monday, operating out of trailers. "We have to service our customers," said Helen Torres. "A lot of people lost their roofs. Some need whole new houses. In times like this, your ingenuity goes to work."

But homeowners have to pick up the materials themselves. Debris in the roads prevents deliveries.

Even West Feels Andrew

Hurricane Andrew may have struck thousands of miles away, but its effects are being felt nationwide.

Plywood supplies and prices were thrown into a frenzy by the sudden surge in demand by homeowners anticipating and then trying to recover from the 160 mph winds which tore through southern Florida and Louisiana Aug.23,24 and 26, causing about $20 billion in damages.

"The market (for plywood) just went bonkers," said Clayton Barns,

Willamene Industries. Prices on various panel products jumped 40Vo in a single week, hitting record highs. Panic buying extended nationwide, with prices rising so fast that many sheathing and particleboard producers began quoting 'P-T-S" (Price Time of Shipment) to cover later increases.

Enraged by record hikes in the face of an emergency, the Florida attorney general subpoenaed Weyerhaeuser, Georgia-Pacific, Louisiana-Pacific and other fiflns to supply documentation justifying the increases.

Producers blamed low inventories kept by many retailers; limited supply due to environmental restraints: already slowly rising prices due to seasonal cycles, and the need to transport products over a great distrnce.

To add stability, G-P froze southern pine sheathing grade plywood prices nationwide through September.

Additionally, Weyerhaeuser, G-p, L-P, Boise Cascade, Champion International, Willamette and o&er manufacturers made sizable cash and material donations !o reliefefforts. A convoy of trucks carrying $100,000 in supplies donated by Pacific Northwest timber companies and grassroots groups also headed south.

Fresno Zoo rr Added Attractions

Visitors Leave Civilization At The Entrance

ISITORS entering the Fresno, California Zoo (Chaffee Zoological Gardens) soon become Part of a primitive culture, sensing distant naiive drums and the echoing roar of lions. The main entrance gives them their first taste of this instant transport to a distant land and time. A 6,000 sq. ft. open structure, the entrance soars above them like a giant native hut with a complex series of roofs at six different angles. The center pole where the roof peiks is 50 feet high and is covered with palm fronds, handwoven by Mexican lndians.

The entrance structure and roof rafters are made entirely of Douglas fir and Lodge Pole Pine treated with Chemonite, an environmentally-acceptable wood preservative treatment' Chemonite was specified by the architect, Edwin S. Darden Associates of Fresno, because of its proven resistance to the most severe conditions of decay and wood-destroying insects, as well as its long life and cost efficiency. The architects, however, were especially pleased with the visually appealing, greenish-brown color of the Chemonite treated poles, which complement the rough, natural design of the zoo.

The entrance is just a Part of the authenticity of a masterplan developed for the zoo to create natural environs for the animals.

Another authentic touch underneath and aroundthe entrance is 10,00O sq. ft' of Bomanite concrete, with patterns of river rock and sandstone interwoven to replicate an arid plain across which once couned a river long gone drY' A series of thatch-covered umbrellas line theentrance andfurther add tothe primitive appearance. And a 300 ft. long Chemonite treated pole fence extending from the entry structure to the existing fence, at staggered heights of 8 to IJft., again achieves the rough, primitive look.

In another Part of the zoo, a 60 ft. high, mesh-covered tropical rainforest, supported by Chemonite treated poles, is a natural bird sanctuary in which

people canwalkamidstfreeflyingbirds. bp"n y.ar round, the zoo is inside Fresno's Roeding Park and covers approximately 25 acre.s.

Chenonite ond Douglas fit" on unbeatable combination.

Chemonite piline is clean and drv. Work clews find them e-asier to handle and drive in water or on land.

Chemonite (ACZA) is the onlv waterborne treatment which can treat Douglas fir piling to AWPA standards.

Chemonite even stands uP in salt water with retentions of 2.5lbs. pcf. IdealProtection against marine borers.

Proven in use for nearlY 50 vears. Chemonite's reliability is unquestioned.

Consider the costs and consider the environment. Then make the rieht choice. Chemonite treate-d Douglas fir, the unbeatable combination.

Photographs: Chemonite Piling at Long Beach Harbor.

Hardwood Demand Will Exceed Supply

Hardwood demand is expected to continue to outpace supply in the coming months with prices continuing to escalate.

George Barrett predicts in the Weekly Hardwood Review pricing report that firm to increasing price levels will continue in the coming months due to continuing inventory shor0ages. Lumber production increased only slightly during tle summer, he explains, making lumber inventories as shallow now uls anytime in the last year. Rain, snow and winter weather will exacerbate the situation. he advises lumber buyers.

Demand for hardwood continues to escalate with kitchen cabinet sales up l4%o duing the first six months o1 1992. Dimension manufacturers are reporting full order files and hardwood flooring shipments are up ll%o over 1991 levels, Barrett notes.

Despite housing starts ahead of last year, George A. Christie, F. W. Dodee economist, says, "The potential for-a one million unit rate of single family

home building (in 1992) is realistic enough, but will be hard to sustain until the economy strengthens. Driving interest rates down is not enough, hecause refinancing existing mortgages has more appeal than taking on new debt."

While the overall demand for lumber has improved across major markets, the transition from a supply to a demand driven market nas- not occurred, Barrett reports. He estimates lumber production will fall slightly in the coming winter months as customary to push prices up for the next two quarters on many key items. How_ ever, with timber prices at record lev_ els timber omlers have an incentive to sell. Logs and timber should be available in most regions, making production increases possible.

"While the hardwood indusB may have its ups and downs, the outlook ii still positive as evidenced by the increased investments being made by many companies within our industry," Barrett concludes. "The biggest challenge remains gening a handle on raw material costs, as the increasing costbf logs is governing profitability for the sawmills to a greater extent than ever."

The Merchant Magazine

National Hardwood Day Dates

Oct.23, the Friday of National Forest Products Week, will be National Hardwood Day.

Sponsored by the National Hardwood Lumber Association, the observance will promote the use of hardwood lumber and the industrv with public service announcements. Sample press releases, radio and tv announcements and film script samples have been sent to members by Ernest J. Stebbins, executive manager, along with a letter urging them to contact local media eady in October to arrange for their use and present copies of the Forest Resource Fact Book to editors, news and program directors. National Hardwood Day publicity includes an inviation for the public to contact the association for a free copy of the book.

Export Ban In Washington

The Bush adminisration plans to ban all exports of logs harvested from state-owned Iands in Washington, announced Commerce Secretary Barbara Franklin during a visit to SeattleSnohomish Mill, Snohomish, Wa. The move is designed to "protect

October 1992

jobs in Washington state timber communities," said Rep. Rod Chandler' RWa., who joined her at the SePt. 18 rally.

In 1990 Bush signed a law imPosing a lNTo ban on exports of logs harvested from state land in Oregon, but setting the limit at 754o in Washington.

L-P Redwood Changes

Louisiana-Pacific has named Capital Lumber Co. as its distributor in eight western states for all redwood sales except for a few major home center accounts.

Based in Phoenix, Az., CaPital has branches in Northern and Southern California, New Mexico, Colorado and West Texas.

In a joint statement, Bob SimPson' L-P general manager, western division, and Capital Lumber president John Gaskin said the iurangement was a result of reduced redwood production by Louisiana-Pacific.

Lower timber harvest levels and log supply limitations have lowered L-P redwood production over 507o in the last five years.

Three

Killed in Palco Debarker

Investigations are continuing over how a debarking machine at Pacific Lumber Co., Scotia, Ca., suddenlY restarted, trapping inside and killing tbree workers.

A truck driver made the grislY find early the morning of SePr 9 when he noticed a lack of activity at Palco's hardwood chip Plant. The victims' believed to be the onlY emPloYees present during the night shift, aPparently were trying with chain saws

(Please turn to Page 54)

Seueml fuys ocanmubtlon o! bondtng, nornally requira o s@l ffip to the hndfrll. --'Emiiq"o tnte the donga and work to fransler to dumpster or truck. A fant

unryktnginits regults ln thls com*t, asily stored uohtable sarlp, olrdy stord lio steel drum Jor dlsposl-ond so,le

Than 2O ff,iinutea The ..BAND.AI)E''

The Anatomy of Buying

(Continued from page I4)

a simple ratio between_average invested cost and gross realized margin dollars. Undersuand and measure this ratio. It's the basis for most of the outlandish selling prices you compete against A $l gross margin realized on-100 items sold over a weekend can be extremely profitable, particularly if they were received on Thursday ariC are gone by Monday. In essen@, you sold the merchandise bJfore you h{ l9ay for it. Do that 365 days a year and you,ll leam GMROI for tife.

Seasonal Buys: Measure the number of selling days in last year's season. If it's 20 days long, every day is 5% ot tbe season. If you run out of merchandise be'fore the end of Fj_*qp-o, great. If you have 50Vo of your purchases with zJ'to oI ttre season left, take s,ome mark downs.

Reordering: _If you're computerized, automate your purchase orders. Seasonal and commodity buys have io be managed manually.

E, lEillor=., lElrooucrs

P.O. Box 727, Healdsburg, Ca. 9544g 707-433-3313 FAX 707-437-2973

Nu Forest Products is a full line lumber dishibution yar.d that, unlike many, has a wide range of milling equipment that enables us to handle all your specialized needs. We take particular pride in the fact that our highly skilled millmen can grind the knives and mn any pattem your customer requires.

Pricing: Think psychological price pointing, nor gross Tggin or make up percenrage. What's competiiive? What:s price sensitive? (See "Anatomy of pricing," p. 32, March 1992.)

Advertising: How are you going to tell the customer about the great buying job you have done? Dfuect mail, cable tv, newspaper, radio, television, billboards, bus placard, etc.?

Marketing has four major components _ prduct line, presentntion (display), pricing and advertising. It all stafis with product. If the product is "new" to the market place, it's dicey. If it's old, it got that way because the customers bought it. Buying is simple, but it isn't easy and it surely isn'tjust an act ofpurchasing.

PresidentialElection: igg2

(Continuedfiompage 16)

encouraging better forest nutnagement and lumber process_ ing techniques, promoting exports of timber products and creatirg tax incentives for the start up of new companies and the purchase of manufacturing equipment.

- Ln" C_linton/Gore plan on protecting our environment details "Preserve places of natural beauty and ecological imporAnce - such as our national parks, wilde-ess areas, old growth foresls and wetlands shatter the false choice between environmental protection and economic growth by creating a market based enviromenAl protectioi sfategy thl! regards conservation and ,green' Lusiness practic,ii while penalizing polluters.

Doug Fir Timbers lq)o/o FOHC Doug Fir Dimension

8 to34 RGH, S4sResawn

22'to32',2x14

C-BTRDFXDS4S SetstrucrDF KDS4S

Verfical and Flat Gmin

2x4 - 2xL2 to 24, Plne Hern-FirandspFFascia

Selects, Commons, Sel Der< 7x4to2xl2

Westetn Red Cedar Redwood KI)

Clean, Stk, Timbers Clr Hrt, Clr, B & Rustic Grades Redwood Green

Clr Hrt, Con Hrt, Fencing, Decking, L_ath, pickets

Moulderc Timber Sizer Resaws Planer Ripsaw Dry Kilns

George McConnell, Jr. Sam Sanregret John Cavallo

Iftis Whit€ Denny Lenlrart Bill Sanregret

KILN DRIED TUAABER

CAH S4S 1x9 through 9x19

Aye Grade S4S 1x9 through 9x19

Beveled Siding patterns

T&G Patterns

ROUGH CONSTRUCTION HEART TIMBERS 4x4 through 6x12

S4S CONSTRUCTION HEART TIA,|BERS 4x4 through 6x6

ROUGH CTEAR TIMBERS 3x3 through 19x19

ROUGH CTEAR & CAH REDWOOD 1x2 through gx19

including both our

hardrvood Series and past Hardwood Special Issues!

urIDE APPEAL

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

PLAIN ANd SIMPLE

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

EFFECTIVE TR.AINING AID

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

DOMESTIC HARDWOODS

Hardwoods of the Pacific Northwest (19 species)

An up-todate look at Northwest hardwoods (two parts)

A background on alder's popularity (two parts)

The Cinderella tree of the Northwest (West Coast red alder)

Western Maple

Oregon Myrtle, smooth €', tough

Developing California hardwoods (black oak

Northeastern Hardwoods (four parts) (yellow birch, hard maple, black cherry, beech, red oak, soft maPle, basswood, ash, white birch, yellow poplar)

A background on walnut

Black walnut

General physical properties of Southern hardwoods (16 species)

Working with hardwoods (16 sPeciesl

Hickory's looking good (two parts)

Koa: the Royal Hawaiian hardwood

Buy each group singly or save m(Dney and get all three for only $19.

Includes 28 separate

ASIAN.PACIFIC

Malayan Hardwoods (chart) (48 species)

Some Malayan Hardwoods (two parts) (10 species)

A Quartet of related Asian Hardwoods (aPitong' gurjun' keruing, yang)

The five species of meranti

Ramin: a commercial light hardwood

Commercial satinwood

The romance of teak (two parts)

SOUTTI AMERICAN

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

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

Banak: a mahogany substitute

Cedro: the volatile Latin

The heavyweight and the lightweight 0ignum vitae, balsa)

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

Two varieties of brosimum

45OO Campus Drive, suite 48O

Newport Beach, Ca. 9266O

Please send me the hardwood reprints checked below. I understand that if I am not satisfied completely I can return them for a complete refund. I'm looking forward to reading them!

lDomesticHardwoods $tz

! Southeast Asian Hardwoods $7

tr South American Hardwoods $6

trAllthree $19 (thebigbargain)

tr Check enclosed

I Cash enclosed

NEW PRODUCTIS and selected sales aids

The new anchor features a patented Hi-Lo Plus thread design thafliterally taps the threads into concrete. Its unique bi-level shape results in less torque needed for installation as well as increased pull-out values.

Anchors Away

The New Tapcon, an improved version of the popular Tapcon concrete anchor from ITW Buildex, provides a stronger hold and easier, quicker installation.

Convenient Cornerbeads

A new system of ABS plastic cornerbeads and accessories from Pla{or Inc. offers an easy, cost effective method of installing curved stairways, arched doorways and windows, and rounded corners.

Developed as an alternative to metal cornerbeads, it uses Cvcolac

A two-stage thread forrr makes the shank larger and stronger and provides both greater torsion strength and a 107o increase in shear perfonnance.

Made of carbon steel and coated for extended corrosion resistance, the anchors come in hex head or Phillips flat head, in lengths of l-114" to 5"-in either 3/16" or ll4" diameters.

resin from GE Plastics for impact resistance and design flexibility. The corrosion resistant cornerbeads are easier to cut and handle than sharpedged metal beads and reduce mitermg.

Available are five compatible bullnose corner caps and an inverted three-way soft comer cap.

The Merchant Magazine

Wider Woqd Patch Variety

FI:X Wood Parch from Darworth is now available in two new colors to match a wider range of wood surfaces.

The new Red Oak and White Pine extend the line to 12 products.

Wrap Tough

A breathable housewrap system that stops air and moisture infiltration yet permits water vapor to pass through is new from Abitibi-Price.

ProWrap consists of rolls of a durable cross-laminated polyethylene fihn to completely cover the exterior sheathing of a new home, plus a spe-

cial sealing tape applied to overlaps and door and window edges. The resulting barrier totally shields homes against air infilfation, allowing insulation to achieve and maintain its full rated R-value.

An exclusive design innovationrows of minuscule microperforationseliminates harmful condensation build-up by allowing interior moisture vapor to mitigate, yet it does not decrease the effectiveness of the wrap as a durable air and water vapor.

Carrying a lifetime warranty against UV and thermal degradation, the translucent 3-mil thick fitn comes in 200'rolls, either 9' or 4-ll2' wide, for stapling or nailing to exterior sheathing. Its high tensile strength and superior resistance to teus and punctures helps in the event of rough onsite handling.

Fungus Fighting Roofing

New Heritage FRS laminated

shingles from Tamko Roofing

Products are coated with a combination of cerarnic and special copper oxide granules to inhibit fungus in warm, humid climates.

The slow-release copper oxide granules embedded in the shingles are reportedly more effective in preventing rooftop discoloration than the zinc oxide used on some roofing products.

Shingles come in two weights and three colors: Weathered Wood. Rustic Cedar and Birchwood.

Hardware For The HolidaYs

The Stanley Holiday Gift Center combines special value-added gift items and combination Packs from four Stanley divisions into a single, powerful promotion. -

The dilplay contains eight gift ses from Stanley Door Systems, StanleY Fastening Systems, Stanley Hardware and Stanley Tools, plus end cap head-

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca'92660' Or call (i 1+) 852 lg9} or FAX 7 L4'852-023 1 Requests will be forwarded to the manufacturer. Please list product(s), issue and page number:

ers, pallet headers, ceiling danglers and store banners.

Included are combination tool box and saw, tape rule combo, socket set, screwdriver set; elecEic stapler/nailer repair kit, cord-free glue gun home repair kit, Steel Plank closet organizer with shoe rack, and garage door opener.

Oak Entry Ensemble

The Diamond Oaks familY, an elesant series of interior and exterior doors in fine oak, has been introduced by Morgan.

The family of doors concept enables builders, architects or homeowners to unifY the look of all doorways in a house, providing design continuity from room to room and entrance to entrance.

Name Company

Address City State zip

Phone

Diamond Oaks features a triPle insulated beveled glass entrance door with matching sidelights in a traditional diamond pattern accented by polished brass caming; two exterior dinrs; a nine-light sash and a fourpanel oak door (both with matching sidelights); a four-panel passage door; a bi-fold door, and a ten-light French door.

Garage Door Inserts

The Decor-Light steel garage door window frame and decorative insert system has been inroduced by Frantz'

Frames accept both single Pane and ll2" insulated glass and are UV protected for fade resistance.

Wide World Of Windows

A full selection of windows and doors in wood, vinyl and aluminum clad options backed by a lifetime warranty are now available from Weathervane Window Co.

Offered ate bow, bay, casement, awning, slider, radius and elliptical topped, as well as special units in both nominal and custom sizes. Exterior doors come in sliding and French desisns.

'A wide variety of mullion and energy efficient glass options are available. All window units include stateof-the-art design, weatherstripping and hardware.

The

in place and is double sealed asainst wind and rain. Available in a vlriety of designs, the optional inse-rts can bb easily removed for cleaning without having to disassemble the frame.

unique frame holds the glass securely

Sell For The Sky

.Self-selling displays designed to guide buyers through the main features

and benefits of roof windows, with or without the aid of retail sales personnel, have been designed by Rotb Frant< of America.

The merchandiser includes bright graphics, a progranmed approacfto selling and an actual window instalted in a model section of shingled roof. The full color graphics panel shows energy savings benefits, size and configuration information, application photos in various room seltings and step-by-step installation illustrations.

Self-adhesive labels pennit retailers to indicate which roof window model and sizes they stock and which are available on special order. A literature holder contains the free "Light Reading Guide to Roof Windois" brochure.

Contractor's Cart

The Contractor Buddy, a mobile aluminum work platform, is new from R-D. Werner.

It's only 2-ft. wide, so it can easily

The Merchant Magazine

roll through any standard doorway or be used even in confined spirces.

Available in 4 and 6-ft. models w-ith maximqq work platforrr heights ofjust under 4 fL, it is quickly erected without tools using its spring-activated "snap-hook" locks. The platform is equally easy to take down for convenient transportation and storage.

Shear Comfort

A new lightweight poly grass shear from Ames Lawn & Garden Tools is comfortable to use yet strong and durable enough to perforn year after year.

Steve ffautala,'"Tod

P.O. Box 80O, Fort Bragg, Ca. 95437 i i (7071 96+6377 FAX 707-961:0935.

Fred Hoknes

347O lowa City Rd., Marysville, Cd:'gBgOl*"" (9161 743-3269 FA"{ 916-743-1537

The Deluxe Homeowner's Grass Shear features ABS injection-molded handles and machine-edged carbon steel blades with TFE blade coating to ensure clean, smooth cutting and long

life. The bottom handle lnuckle guard protects the user's hand, and a convenient vinyl pouch protects the tool in storage.

It also includes a quick-release safety lock

Grout Revitalizer

Grout ReNew from VersaTile colors and reseals ceramic tile grout joints quickly and easily to resist soil, weiu, discoloration and mildew growth.

tusrh4 B ,,.t-

A 10-oz. squeeze bottle for sanded grout joints 1/8" or larger con0ains a high percentage of epoxy emulsion to add durability for high traffic areas. The 6-oz. squeeze bottle is recommended for indoor use on unsanded grout joints 1/8" or smaller.

The product is brushed on clean joints using the applicator brush attached to the squeeze bottle. Color is locked in and maintenance reduced.

Its special formulation makes cleanup fast and easy. After Oe product dries, a damp cloth will wipe any excess off the tile.

THE TREATED ANSWER

Lumber, plywood, round stocK stokes, poles, & Pilings

Agency stomped, ground contoct fire retordont pressure-treoted wood products ACZA I CCA I

-

Slip-free Stainrays

Traction Tread stair nosings from Zero International are said to provide ample traction even when wet, high durability to withstand heavy foot tfaffic and attractiveness to coordinate with virtually any stairway material.

The rubber is mounted flush with the metal, so the metal and rubber wear evenly to provide continuous safety and beauty throughout the life of the stairway. Materials can be cut to fit exact size specifications and mount using machine screws or, in new or existing cement, lead anchors or lead shields.

They are available in polished or unpolished aluminum or bronze, in widths ftom 2 to 6".

The Merchant Magazine

of purposes. The largest rack, designed for faucet clearance and handy paper towel dispensing, is ideal for sink installation and has overall di mensions of 38-3/16" x 13". A rack designed for cooking area installation measures 33-7116" x 13", and a multipurpose rack comes 22-7116" x 13".

Racks lift up easily for wall cleaning. Each includes a paper towel dispenser, saucepan lid holder and two loose hooks for hanging utensils. A holder for smaller utensils and additional loose hooks are available sepa- rately. Mounting hardware is included.

Lightweight Building Blocks

A new interlocking mortarless building block has been designed by Featherlite, Inc. to replace traditiondl concrete blocks.

Stair nosings with plain grooves reportedly provide insufficient traction and can trap dirt and water. The new system features profiled grooves fitted with specially fonnulated rubber inserts for a neat, non-slip footing. And it's easy to keep clean because it has no exposed grooves.

The blocks reportedly provide structural support equal to that of concrete blocks, yet require one quarter the time to construct and provide neady double the insulation.

They are made of expanded polyurethane foam and molded into a tongue-and-groove design, resulting in consistent 8" x 8" x 16",12 oz. blocks that easily s[ack, interlock and selfalign without mortar.

Kitchen Cache

A chrome wire wall racking system for the kitchen has been designed by Franke, Inc.

Designed for mounting above the cooktop, sink or wherever utensils within reach are desired, systems come in three sizes to serve a varietv

Sporty Handles

Sportsloct from WeslockNational incorporates a knob tlat looks like a sports ba[.

Reoortedlv thb first lockset offered as a novelty gift item, it is a iturdy, fully functioning lockset made from steel and brass.

WHAT YOU NEED O WHEN YOU I{EED IT

Desisns include a baseball, basketball, football and soccer ball-in authentic colors. Is patented design provides an easier grip for children.

It re*portedly fits any interior bedroom door, available in both a lassagti or dummy pull function. To chang-e 5-no!.' te Spxirtst-ock knob of your choice snaps on or off. Knobs are also sold separatelY.

Sidinq Nails-

o No Staining

o No Streaking

Highest qualily nails for cedar. redwood and other fine wood materials.

Slender shank and blunt diamond Point

r Diamond pattern head blends with wood texture o Small head diameter permits face nailing and blind nailing r Annular ring threads preclude nail head popping and cupping of siding boards AlSl Grade

304 nickel/chromium alloy.

SWANEZE

Irtlood Screws

filIil

I Y.7II<1=I

--

-**--Ffl

e Self-counter sinking bugle and trim heads

o Souare drive recess eliminates driver bit cam-out o Sharp point for quick penetration with minimal pressure

o Self-tapping coarse threads Coated with non-stick, dry lubricating film o Solid nickel/ chrome stainless steel for superior corrosion resistance o 6 lengths: 1" through 3"

For additional data and dealer information:

FAX

18r8l 968-9322

l2t3l 686-2s87

l7r4l s29-e008

Automatic Coach Lights

Coach lights are now available from Heath T,enith with photocell and motion sensing capabilities to turn lights on and off aufomatically for security, convenience and eneigy savmgs.

A dawn-to-dusk unit provides lighting from sundown to sunrise from l -helyy duty metal fixrure in a polished brass finish. Other models feature a fully adjustable motion sensor !o provide easy positioning for desired coverage. A variable time-off delay lets the user select the amount of timb before lights turn off after motion has stopped in the detection field. A sensitivity control adjusts the sensitivity to motion.

They come in a metal fixture with polished brass, antique brass, black or -white finish; solid brass in polished brass, antique brass or white with brass accents; weatherproof black plastic, or decorative metal globe in black or white.

Cordless Mulching Mower

battery, the Mulchinator features a perfectly rounded mulching chamber with no baffles or side discharge chute fgr cleaner, qrore efficient operation. The special 18" mulching blaile incorporates a unique Turf Injector design that forces clippings down into the lawn bed.

Available in a wide varietv of finishes, they are pre-wired for fast, easy installation.

The first truly effective batterypowered mulching lawn mower has been introduced by Ryobi America Corp.

Powered by a24-volt rechargeable

Fast Chuck Changer

The Quik-Change chuck adapter from Mill-Rose fits all ll4" and 3/8" drill chucks to facilitate speedy switching of power fitting brushei, O.D. rube cleaning brushes-and othei hex-shank tools.

44lB N€ Heller Rd. Roseburg, Oregon 97470

FAX 503t672-5676

The adapter features a knurled sleeve that slides down to secure the hex-shank tool. Heavy duty consFuction ensures long life.

It is designed to complement MillRose's full line of power fitting and tube cleaning brushes.

BushScoresin Northwest

Speaking from a lumber truck converted to a stage, Bush addressed a crowd of 7,000 cheering millworkers, their families and neighbors gathered at Vaagen Bros. Lumber Co. during a visit to Colville, Wa.

At this meeting he stressed timber issues and atmcked the Endangered Species Act to the delight of his listeners. Duane Vaagen, president of the host company, was one of 15 people from timber and farrn industry groups meeting privately with Bush before his public appearance. "I think, long tenn, we accomplished something," Vaagen said. "He's headed in the right direction.

David Ford, vice president of the Western Forest Industries Association, was pleased that Bush addressed the continued appeals of Forest Service sales which are disrupting local logging and milling operations.

Presidential Election: 1 992

(Continuetl lrom Page 36)

The plan promises to "preserve ancient forests for their scientific and ecological importance ... make the 'no net loss' wetlands pledge a reality rededicate the agencies that manage our national parks and wilderness to a true conservation ethic."

The Democratic Party Platform reiterates protecting old growth forests.

FAX: 503-684-7906

1 -800-uB-LMBR (552'5627) In Oregon 503-620-5847 8858 S.W. Center Ct., Tigard, OR97223 P.O. Box 23955, Tigard, Oregon 97281-3955

specializing inwestern softwood Boards &clears

For all of your finish lumber, from one-half of a truckload to a trainload, just dial...

1-8OO.LJB.LMBR FAX (s03) 684-7e06

Broker: Louie Buschbacher, Jock Voelzke, Jr., Ken Zyvoloski, Dick warren

Office Manager: Carla Renick

*J-o #

[?ffi8"""-:'':1]){?'.?,[ 3,fl1ifl.Y$B'ii flli,lli,.Billi"Bl'" lili'.^i,flol.Tidarili i:l,jjtl;iE;['ll,$:$.tti*il -wesrern

Hoo-Hoo's hundredth

anntversary

THE FLAGS and rhe narional I anthemsof fourcountries marked the opening of the centennial convention of The International Concatenaoed Order of Hoo-Hoo as members from around the world gathered to celebrate the founding of

the oldest industrial fraternity in the world.

Held in Hot Springs National park at the aging Arlington Hotel, the location was but an hour and a half from Gurdon, Ar., the tiny town where tle order was founded in 1892.

On the day when the more than 400 members and their families bussed to Hoo-Hoo headquarters, the townspeople of Gurdon produced an impresiive sampling of southern hospitality. The local high school band, complete with cheerleaders, led Hoo-Hoo members

BENEFACTOR and kevnole speaker (1) Crixell, JP. & Chris Goff. (5) Bob. Smith, Lovsness, Jo Ann & Gil Hannigan, (12) Joe Louisiana-Pacific c*rairman'and preiident Hairyi ltimmie Atrto, Fian! n6iierriii.'.' 1e1 moy & Breeden. Iigi'ii]friiiiiftffifti'tJi; M;6; HolH; ;h;ilman of irre-udaid i6ft bJuep alac!w9r1[ io [-t'iffi'e"uono.-(7) Qayid & cherytJones, (15) Gene "ni, [Ll !![:l!iidli[i,tt'!]tld'&i''#h"* [fi9,p fffdl,Hni:min+viu*i t:p,'ff'u#itE,:r,*;"t'ti,q6'b:.'s,il

october 1992

down the blocked off main street. Locals cheered while the fratemity marched from the Hoo-Hoo museum to the monument marking the group's founding spot

Harry Medo, chairman and President of Louisiana-Pacific, was the featured convention speaker. A 42 Yeu member of the fraternlty, he spoke of the progress of the wood products industry in the last 100 years, its contributions to the country and its proud environmental record.

In a personal reminiscence, Merlo told how his mother had taught him never to waste anything, a lesson he has applied in business as LouisianaPacific now gets an economic return from what others either don't use or under-utilize. He said products made from aspen and other so-called weed trees and from waste paper will be increasingly important in the future, along with more wood fiber from tree plantations.

Merlo stunned the caPacitY crowd with a $50,000 donation of LouisianaPacific stock to a foundation for HooHoo. He said that if it did not double to $100,000 in five years, he would personally make up the difference.

Officers for the frst year of the

second century are: chairman of the board Jeff Loth, President Dave Blasen, lst v.p. Manny Litvin, 2nd v.p. Eddie Z. Hunt, sec.-treas. Bernie Barber. Directors: jurisdiction l, Jerry Rivet; jurisdiction 2, Bob Carper; jurisdiction 3, Fred Scheffler; jurisdiction 4, Gerry Ryan; jurisdiction 5, Jan Evert Hermans; jurisdiction 6, Ed Gavotto; jurisdiction 7, Frank Aranza, Jr.; jurisdiction 8, RoYce Munderloh; jurisdiction 9, Pat Story. Seer of the House of Ancients is Ernie Wales.

Next year's convention will be held

in Sioux Falls, S.D., in SePtember. This year's convention was held September 9-D.

Story at a Glance

Lumbermen's fraternitY visits founding site for its centennial convention 400'Plus participate from four nations Louisiana-Pacific donates $5O,ooo.

WABM WELCOME for Hoo-Hoo from the (1)sctrool children ol Gurdon, Ar- (2) Flags of nalions r6iiesinfeOleaa the parade. in Hot Spdnis, Ar. (3) Past presidents galher al lhe monumenl mirking sile of founding. (4) Dennis Denning, E'2. Hunt, Al Meier' Gsorge olsen'

NEW LITERATURE

Environmentally Sound Pallets

"Wood Pallets: The Green Choice" is free from National Wooden Pallet & Container Association, 1800 N. Kent St., Ste. 911, Arlingron, Ya.222@; (703)5277667.

GETYOUR COPY

.of any New Literature items by contacting each company dlrectly. Please, mention you saw it here!

Furniture Finishing

An updated edition of Furniture Finishing is $8.99 from Sunset Books, 80 Willow Rd., Menlo Park, Ca. 94025: (800)227-7

Laminated Decking

An 8-p. Lock-Deck laiinated decking booklet is free from Potlatch, Box 1012, lrwiston, Id. 83501 ; (208) 199-1838.

Five On The Floor

A five volume wood flooring library, each binder profiling a different product line with specification and construction information plus actual wood samples, is available from Hartco, 900 S. Gay St., Knoxville, Tn. 37 9021' (615) 544-207 l.

SSOZ8 (916) 86if-5440

October 1992

Scheming Owner Fined

A former co-owner of now shuttered Latham Lumber Sales Inc. and Atlantic Door, Roseville, Ca., has been fined $226,459 for inflating lumber bills on a house remodeling job done by a construction firm that owed Latham money, according to the Sacramc nto B u sinc ss Journal.

Jim Dean Construction then used the extra money to pay its debts to

News Briefs

(Continued from page 18)

USG Corp. plans to make a prepackaged Chapter I I bankruptcy filing for the holding company in early 1993 ... Caterpillar Industrial Inc. and Mitsubishi Heavy Industries have joined to form Mitsubishi Caterpil' lar Forklift, Inc. ... Toro Co., Chandler, Az., and Ryobi Outdoor Products Inc. will jointly develoP hand-held lawn and garden aPPliances to market under Toro and Iawn-Boy brand names

Willarnette Industies /nc. leased 3,700 sq. ft. in First Interstate Tower, Portland, Or. ... Westgulf

Lumber Co., Lake Oswego, Or., has leased 2,546 sq. ft. in Hillman Properties Northwest ...Artistic Brass, South Gate, Ca., will close during first quarter 1993, relocat-

Lathanr and Atlantic, the Business Journal said.

Hamid Noorani, who owned 457o of Latham and 50Vo of Atlantic, and the two companies cooperated with Dean in creating false billings and receiving diverted funds, according to the lawsuit.

Latham and Atlantic were also named in the suit, but settled out of court earlier for about $30,000 each, said the Business Journal.

ing manufacturing to parent Masco Corp.'s Plumbing Products Div.'s Greensburg, In., plant

Summit Timber's interest in Enterprise Lumber (cedar sawmills in Oso and Arlington, Wa.,) has been acquired by Miller Shingle, Granite Falls, Wa. ...

As much as I billion board feet of lumber will be needed to reconstruct homes and buildings destroyed by Hurricane Andrew, according to initial estimates an order by Pres. Bush for federal agencies to speed the sale of dead or dying timber from federal land in the Northwest and Northern California to ease the threat of forest fires was predicted to save some logging jobs ...

US Fish and Wildlife Service added the marbled munelet to the Endangered Species Act's threatened list, further cutting logging in Northwest forests.

Toal Lumber Co.

.New stability and safety systems

Light-weight, better weight distribution (some models weighing only 3500 lbs.) o3000-5000 lb. lift capacity

r Extend-A-Fork reaches across truck

New counterweight-system allows picking up longer, wider loads

.Engine and wheel motor options

.2-Wheel and 4-Wheel drive models available

CLASSIFNED ADVERTNSEMENlIS

MARKETING SALES MANAGER. Hoff

Faest Products, in Meridian, Idaho, is se€king a Marketing Sales Manager for its modern, wellestablished solid and fingerjoint Pine millwork manufacturing plant. Responsibilities will include millwork sales, lumber purchasing and supervision of department staff. Excellent compensatiotr package will include healtlr/dental/ vision insurance, company-paid life and AD&D insurance 401 (k) plan and incentive program. Send resume and references to: Human Resource Manager, P.O. Box 490, Meridian, Id. 83680. All inquiries strictly confidential.

LUMBER SALES: Northern California wholesale lumber distribution and brokerage company has an opening for an experienced lumber trader with a strong following in Redwood sales. Ercellent compensation and benefits package to proven perforrners. Send resume to: Personnel Department, P.O. Box 5588, Santa Rosa, Ca. 95,102. All inquiries strictly confidential.

HELP WANTED: Part time secretary familiar with lumber. Needs accounting experience. Proficient typist. Call Ted Pollard, Gemini Fqest Products, (310) 594-8948.

Twenty-five (25) words for $21. Each addirional word 700. Phone number counrs as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Mrgrzine, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660. Make checxs payable to The Merchant Mrgazine. Mail copy to above address or call (7 I 4) 852- I 990. Deadline for copy is the 22nd of the monrh. PAYMENT MUST ACCOMPANY COpy unless vou have established credit with us.

DOWNI'ALL LUMBER and plywood, DF, HF, SPF, shotts, plywood blows, plywood scraps. Carl Hanson, (619) 661-251O, FAX 619-6615547, San Diego, Ca.

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; (213) 835-5671.

For a limited time you can receive one month of Info-Fax for FREE! Using our autofirated fax retrieval network, your current lumber and plywood offering prices are alwavs available to yolu customers. No longer will you have to take phone calls asking for your curcnt offerings. All your customers need to do is call the Info-Fax 800 numbr and select vour mailbox using our automated system. The documents will automatically be faxed back. No hassles, no wories. Call our 800 numhr today to demo the Info-Fax

BUILDING MATERIALS _ IIARDWARE

Retailer for sale. Coastal Northetn California' Ovet $4 million sales. Profitable. Priced for quick sale. Rich Stewart, (206) 581-0500.

BUSINESS F1OR SALE: l-eading West Coast distributor/remanufacturer of panel & lumber products. Excellent customer base. $12 million sales. Management will remain. Contact M. Wilser, (714) 893-281 l.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking (310) 422-0426.

@Sll{CE 1876YOUR COMPLETE GU|DE."

lumbGrmGns rGd b00k serulcc

The Lumbermens Red Eook listsall oroducers. wholesalers. retailers of lumber and wood groducts of any kind, and. all manufacturers ofwood f urniture, cabinets and millworkmobile homes, pretab houses and modular unitswood recreational products, soortsware and toys - boxes, crates, pallels and industrial productsand all other products using wood in anY form.

A Red Book llstlng showsthe exact business name - complete address' including

P.O. Box and ZIP CODE!concise description of what the business does - special data such is location ol purchaslng departmontthe linancial strength rating (not alone the net worth' but what is available to crodltors)the exact payment rating (how it pays: prompt, slow, very slow).

A Red Book credit rating is accurate' because the man who assigned it is a speciallsl in the lield we cover. His rating allows you to maKe an immediato decision!

*;e-nte,

.*

r*roo.iit

t*;t". * **Tt.*" I

for one year. Bill us: $372.50 quarterly I; $745.00 semi-annually u; $1490.00 annually I. Please send more information, without obligation I

Frrnmt Fa6l Proftcb

G.mhl Fofd ftoducb GcaClPdlc Cdp......................,.... J2l O 96&5551 Goa.C+-Psilc Cai. (Sm Frfltado) -.....:.................. 9,-n6 i 3;a E6 ::-_-.::::.:::iiii'itdi'3iii oto.tAmd6 Fhl*{m...........-................................

HigHmd l$bc Sd6, hc

Hid{rtd Lunbc hc

Hufi Lmbc Co..................................(&O 317.HUFF

ldad Imbd Co...................,,..........:.....,:..................

lreCo Boa, Inc Mqldn$...,................,.,.

Pdiclmuelitlnimt.."-::::.::::::::::::::::::::::::::::::::::::,

Padic lfl a Umbd...

!ar9l T,ar--r--...{7.|4) 52Sgm (8t8) 06&9922

Pobdfty Lmbq Co:,....:.........................:

Rilp. Lrinttsd;.:.:..:.::.:..::..:::::::;:::::.:.::::.::::::::::::..

Proddo Ml & |.l|mber Co.,................(81$ 842.81O

fto{rcl Sal€8 Co....,,............................:.....:..................

Rdlauc lttdeaalc Lunbef C0.....................................

OB[lIUARIES

Russell J. Hogue, 77, longtime executive of Medford Corp., Medford, Or., died of a heart attack Aug. 29 in Medford.

Born in McCloud, Ca., Mr. Hogue joined Medco in 1938, working his way up to president and c.e.o. by 1966. He retired in 1980 as vice cbairman of the board and chairman of the executive committee.

He was a past director of the Edward Hines Lumber Co., Chicago, Il., and at the time of his death, chief executive and president of the board of Unique Woods Inc., White City, Or.

Mr. Hogue was an American Plywood Association past pres.; Forest Industries Council national chairnan; American Wood Council's first pres.; National Forest Products Association director; Associated Oregon Industries director and first v.p.; Economic Council of the Forest Products Industry national chairman; National Forest Products Political Committee chairman, and Oregon Forest Industries Council director.

Earl Dyer, 60, sales manager for White Bros., Oakland, Ca., died of cancer Aug. 3, 1992,in San Leandro, Ca

A member of the Los Angeles Hardwood Lumberman's Club, Mr. Dyer began his career with U.S. Plywood, moving to American Forest Producs, Newark and Benicia, Ca., in 1973. He joined Lane Stanton Vance, Industry, Ca., in 1986 and White Bros. last year.

Three Killed in Palco Debarker

(Continued from page 36)

to remove debris jammed inside the debarker, a large rotating drum that strips bark from logs.

CaI-OSHA is unsure how the machinery turned back on and why all three men were inside at the time. "Evidently a switch they thought was thrown, wasn't thrown," said the county ooroner.

The victims arc Richard D. Franklin, 46, a27 year Palco veteran; Gary L. Phillips, 45, a 22 year employee, and Jerry D. Wright, 35, a 16 year employee.

The entire 1,000 resident, company-owned town of Scotia was in a state of shock. The next day, Palco

The Merchant Magazine

flew its flags at half-mast and shut down its sawmills. The following Monday, when the lunchtime whistle blew, three minutes of silence were observed while all activity at the plant ceased.

AD INDEX

Allweatlrer YYood Treaten .,........

Anfinson Lurnber Sales..

Blue Lake Fonest Products (Univelrsal Forcst Products )...................

Bohannon

Wtbitprytobe whenit$ofisup?

A Georgia-Pacific redwood tree-and more.

It'll be one of the prettiest and most'*tersatile woods in the world: smooth, straight, richly colored.

It'll be Green Redwood, Douglas Fir or Hem Fir: a renewable resource that lends its natural beauty to any setting.

It'll be rustic redwood siding, sappy conunons, or gardengrade lumbeq kiln dried, air dried, milled with precision at G-Ps Ft.Bragg mill. And it will be professionally graded by RIS rules.

And its beauty will end up enhancinga deck, a

fence, a house-and your bottom line.

For your redwood custorners, choose the redwood that has werything going for it: looks, promise, and a fine hmily nalne. Choose G-P redwood. A member of the California Redwood Association.

For more information, call the Ft. Bragg mill, (7O7) 954-0281, or the G-P Distribution Center nearestyou,

more-u/al"rferitht t - tlnn.hrncadgad Opat

&sd qt odcoeaM ldb /estd?; jktrcLld:Atizta,he.&tkw4me" _*._-. ,_ ' rof nxflrod' ts la * * (na urca) zfaiDMtd:Atftt m

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