Merchant Magazine - October 1994

A complete product line from one of the South's most modern mills

We produce over 110 million board feet of pressure treated products annually, plus an additional 170 million board feet of untreated.

In all, hundreds of wood products...

INCLUDING:

Radius edge decking, treated plywood, dog eared fencing, Iattice, mail box kits, deco-posts and hand rail, balusters, picnic tables, Gothic top fence posh, stair stringers,

patro squares, bench supports for decks, French Gothic and Gothic 1x4 fencing in 4' and 6', landscape timbers.

PLUS: a complete Iine of Southern Pine dimension lumber in all three grades.

PLUS: enthusiastic service to back up our extensive lineof quality products.

PLUS: a company fleet of 165 trucks for quick deliveries coastto-coast.

Beautiful "Arkansas Rustic Wood" in a wide variety of lumber items, all CCA pressure treated.

The Premium Series*

f{.50 uvhen aralhble, plus shlpplng 8nd hardlng. CHAI{GE OF ADORESS Send addi€ss hbel trom tpcsnl bsno lf Do6shlo. nfl addr€€s ard zio code to addr€ss bobw. FoSIIASTER Send adtfess c{nngss lo Tho Merchanl Mag8zlm, 4500 Campus 0.. Ste ,180, lt€*Dort Beach. Ca; 92660

THE IEBCHANT IAGAZII{E (USPS 79S56000) b publbhit monhly at 4gl0 Crmpu. Dr., Slc. 4t0, t{flDon B.rch, Cr. 92660, Ot{l 85}1990, bv Ths Merchant Maoaztne. Inc. Second chsspodag0ia|e8pa|datNaWonBeach,ca.'andaddit|ona|pos|ofic€3.|tbanh.|opendgntv{wn€drbl|caion|o|thoF|a||,who|bsa|bad maf0b.|nl3rgs|9m4b!'c.0Py4stq|99{byl}9MeEhanil,t9az|n6'|nc.Cowrbndendlecontonisar9|dlyyotgc1edandmus|mtb6'€producod|nanymannerfd slon. All RlglilB ResoilEd. Tho MoEhani Megazlno 83sum6 m lbbtlily br matedab tumbhod b it

fleated wood decking without chrome or arsenic.

Dreams cancome ffue.

ntilnow, deck builders had to choose between un-treated wood, and plan to replace it in a few years, or opt for the long lasting durability of pressure treated wood con' taining arsenic and chromium to fight rot, decay and termite attack.

Now there's ACQ'Preserve. It's environmentally advanced because it contains no arsenic or chromium. It weathers to a warm brown color... not grayl If you choose, it can be easily stained or painted. More benefits than ordinary pressure treated wood, and performance that's guaranteed for residentialuse by a Lifetime Limited Warranty.

If your local lumber store doesn't stock ACQ Preserve, call 1-800-776-9321 for full details on ACQ Preserve. Wood for the Great Outdoors.

EDITIORIAL

They're baaacck!!!

Several times over the years we've alerted you on this page to get ready for the mefic measuring system. Well, here we go again.

Despite the false starts of the past, this time it looks for real. Since January, federal agencies involved in construction have begun the use of metric, mmplying with a 1990 federal law requiring conversion to metrics in all government construction. The feds' role is a big one: about $35 billion of the $400 billion -a-year construction industry is federal appropriations for construction, grants and aid to states. To date, about $2 billion is already in the works.

Happily, minimal problems were encountered by the British, AusEalians, South Africans and Canadians when they converted to metrics from the English system we still use. Despite the prophets of doom, those conversions went better than anyone expected. Acceptance in the four countries has been widespread. As one observer put it, 'T-et's face it, it's a better and easier way to measut€."

DAVID CUTLER editor- publisher

Here at home, metric proponents continue to attempt [o answer the inevitable questions. Yes, the feds are really serious about the changeover. No, it won't cost more in the end, due to savings with a more efficient system. Yes, more foreign products will come into the U. S., but we can also export more of our products since they'll now be in metric sizes. No, we won't give up the 2x4. It's not2"x4" anyway. We can still call ita2x4 rt we like; its dimensions will be in a metric equivalent, rather than inch equivalent. Yes, meFic can be used on repair, remodeling and rehab. People who have used it say it's no different from using footpound units. Workmen still must install new products in old spaces. Isn't this what shims were invented for? And metric has proven to have a big advantage: field measurements can be done faster with fewer errors. The system is simply easier to use once it's learned.

A world without half pints vs. quarts and fractions like 25l32nds and 7/16ths of a mile sounds pretty good to us. Try it, you'll like it!

Making money

with

IfAnOWOOD lumber can sive a llhealthy boost to your prolits and complement many products you currently carry. Historically more stable in pricing than sofr wood lumber, hardwoods combinc good markups with a grcatcr board foot pricc to yicld superior profit dollars.

By Roger Hunsbcrgcr

hardwoods

Becausc of the higher invcntory investmcnt, solid research and l.horough knowledge of the specifics of hardwood marketing arc yclur best protection from rnaking expcnsivc errors.

Follow these steps to reduce your risks:

DETERMINE THE MARKET _ TalK with your sales staff. Are they receiving numerous requests for hardwood? Are they willing to invest their energies to leam the technical aspects of hardwoods?

Profile your target customers. Are tley d-i-y consumers, contractors, craftsmen? Where are they buying?

Who are your competitors - other building products retailers, home centers, specialty craft and woodworking houses? Be aware that in some arcas industrial wholesalers capture significant market segmcnts.

'l'ake a good look at your potential compctitors. What spccies are st.ockcd? Does the product look fresh? Do you have markcting strengths or unique services that will give you an edge on thcln?

Analyze the szrlcs potential. IIow much can vou expcct to sell? Could the space bc used rnorc profitably?

If your research convinces you hardwoods are worthwhile, consider sourcing.

CHOOSE YOUR SUPPLIER WITH CARE - He should have long standing connections with the hardwood industry to ensure you receive a consistent supply of stablc. quality lumber.

Is he a member of the National Hardu'ood Lumbcr Association? NHI-A regulatcs the grading of hardwoods, trains gradcrs at their Memphis, Tn., school, arbitratcs quality disputes and can be an invaluablc resclurce for you.

NIILA can guide you into the grading, sizrng and tenninology uniquc to the hardwood industry. Iror examplc: lx8 in hzudwtxrds is I'ull finishcd mcasure, nol nominal sizc. 'l'hey sell a varie[y of training publications and videos as well as colorful informationa-l brochures that will interest your customcrs and pamphlets useful in your " grccn" rnarketing efforts.

Since the established flow of hardwoods is through tightly defined regional networks, it is vital to find a multi-sourced, service oriented supplier. Check carefully" Are the minimum order quantities realistic? Will they allow you to mix species and thickncsses to make price breaks? Will they fill special orders promptly?

A trip to investigate distribution facilities is mandatory. The operation should be neat and orderly with tight quality control. While there, arrange to meet with the main mill rePs.

Ask questions. Do they use predriers to increase stability? Do they end coat or use baffles to reduce radial checking and end splitting? Do they dry their own stock or contract it out? Generally, in-house drying means better quality.

Do they mill a full range of thicknesses - 414, 514,614,814, l0l4 and I2l4 - for all their species? Will they help train your yard and sales staff? Do they have a field force that can give sales support or are they telemarketing oriented? Are promotional items available? Will they share special advertising costs needed to launch your new product line?

DEPTII OF LINE - Product mix is vital. Start with a narrow line of basic species - leave the exotics !o the specialty stores and mail order craft houses. Red oak, maple or birch and cherry make a good starting point. You may wish to add black walnut or Honduras mahogany as demand justifies. Seek the advice of your supply rep who can counsel on what others are carrying and perhaps work out a smaller initial order responsive to your needs.

Laminated lumber and panels, once shunned, have become a force in the marketplace as the availability of wide lumber declines. Two types are sold: continuous length and end laminated (boards assembled from small pieces of lumber). Of the two, the continuous length is preferred as it finishes without annoying cross lines to intemrpt the grain effect and surface beauty. If you venture into hardwood panels, monitor inventory closely. They are very expensive.

Be sure to stock enough inventory in each size panel, especially if they contain unusual colors or grains, to make a project feasible. Specify an adequate number in each shipment with a return option on unsold merchandise after a suitable time.

DECIDE MARKETING DE. TAILS

- The proper display is important The rich, pleasing look of hardwoods draws the customer's eye with an attractive offering generating traffic as well as providing sufficient grain and color variety to make selecting the right lumber easy.

Look at your stock and displays

through your customer's eyes. Is the display inviting? Convenient to select from? Well stocked? Would you buy from it?

Many high dollar add-on sales can result when the savvy merchant places quality tools and accessories, solid brass hardware, abrasives, glues and fine finishes in proximity to the lumber, possibly as endcap displays.

Look for promotional ideas. Check with your tool vendors to see if they will offer a coupon for a product discount tied to a specified dollar amount purchase of hardwoods.

TRAIN YOUR SALES PER. SONNEL

- As imporrant as correct product mix and proper display are, lcrowledgeable personnel are vital.

Skilled, informed sales personnel are the pillars of any successful marketing program and this is especially true for hardwood lumber. To sell effectively, they must be proficient in the characteristics and use of the lumber and know the best tools and techniques to use in completing a fine quality project.

An invaluable technical resource often can be found right in your yard. Probably many of your yard crew are woodworkers with a wealth of expertise. It has been found that customers often return to a store for additional purchases after visiting with an enthusiastic yard employee.

Focus your training on asking questions and listening to the customer's needs. How will the lumber be used? Is srength a factor? Is the thiclness suffrcient?

Will the wood be carved? Black walnut works extremely well, as does maple. If mahogany is being considered, recommend Honduras, never Philippine, which splinten too easily.

Is a mirror finish desirable? Tightly grained woods such as birch and maple produce better results than bold grained varieties such as red oak or ash which need to have the grain filled before finishing.

Does the customer have the right tools? If he doesn't, be sure you have them available with someone ready to explain their merits and uses.

Emphasize that the sharpness and edge holding qualities of superior grade steel saws, bits and hand tools are well worth the extra expense especially if many projects are planned. (I personally prefer Sheffield steel although there are other less expensive and quite good quality steel lools available.) Consider stocking inter-

esting tools such as the pull saw long used by Japanese craftsmen to produce a fine, smooth edge with minimum effort.

Point-of-purchase videos attract great attention and help to make nuilry sales. Consider creating a hardwood library of books and videos.

Some of the larger suppliers offer very successful hardwood marketing prograns. They include displays, bythe-piece inventories and even readyto-finish parts that require little machining by the customer.

However, I recommend creating your own unique fomrat, one that will set your business apart. Ultimately, what will succeed in your business depends on your customer Profile.

Hardwood lumber is a premium product. When a person is creating a project of heirloom quality, he often gives his wood selection the same time and detail he would devote to purchas-

Story at a Glance

How to make money selling hardwood ... determining the market ... selecting a supplier ... deciding what to stock, how to promote, advertise and display ...training your sales people. ing fine furniture. Your hardwood customer will usually spare no expense !o obtain a great result.

In addition, extra high profit sales result when associated products are suggested by the sales person. Experienced customers will recognize and respect the effort, and the novice will greatly appreciate any advice that will eliminate the frustration and wasted expense associated with making an unwise choice.

Educate yourself and your personnel, sell hardwood with upscale techniques, and offer quality tools, hardware and finishing supplies !o increase the value of your sales.

Your success will ring at the register.

Hunsberger has worked as a sales and systems maruger for regional and national wholesalers. In addition, he hr.s had his own shop wlure he workzd as a comtnercial finisher and antique reproduction crSsman - Editor.

ARDWOOD plywood can offer contractor and remodeler cus-

tomers an affordable alternative to solid hardwood for paneling and cabinetry.

Depending on the veneer species and grade selected, almost any solid hardwood color and grain panern can be achieved with finishing ranging from good to superlative.

Hardwood plywood panels are veneer matched in a variety patterns: book match - resembles opened pages of a book, with opposite patterns identical; slip match - progrcssive pieces of veneer are joined side

The hardwood alternative

by side, same sides up, to create a grain pattern more uniform than book match; whole-piece - a single panel of continuous grain veneer; pleasing match - matched for color, but not necessarily grain characteristics; unmatched - no color, pattern or grain uniformity, usually used for panel backs; mismatch or random match - a casual, unmatched effect.

Veneer cuts produce unique visual effects. In a rotary cut, tle log is turned against a blade which follows the annular growth rings to produce a long strip of veneer with a bold variegated grain. This method is used to cut 80-907o of all veneer.

In plain or flat sliced veneer, slicing is done parallel to a line through the center of a half log or flirch positioned heart side down against the slicer's guide plate. A variegated figure similar to sawn lumber is produced.

Half-round slicing places log segments off center for a cut slightly across the annual growth rings. Often

used on red and white oak, it modifies the characteristics of rotary and plain sliced veneers.

Story at a Glance

Ways hardwood plywood can be used as an alternative for solid hardwood ... veneer patterns ... cutting, finishing options.

Rift cut or comb grain, achieved by cutting perpendicularly to medullary rays, can be done only on oak.

Hardwood plywood comes in four grades: A-l (book or slip matched, rotary or plain sliced); B-2 (growth characteristics on face, no open arcas, color and grain matched); C-3 (minor repairs on face), and D-3 (natural growth characteristics on face).

Use the chart to show your customers how the species compare.

Speciee

Golor

Aromatic Cedar Ught red with streaks of light. Knotty with other natural characteristics oresent.

Ash Pale trown heartwood and nearlv white saowood, Straight, moderately open grain Datten.

Birch Light brown, red heartwood, nearly white sapwood.

Cherry Light reddish brown with thin vellow saowcxxl-

Aromatic cedar is left unfinished.

Full range of pigments or natural tonqs.

Plain grain often curly or wavy. Very smooth. Takes stains in all IOnes.

Close straight grain with satiny finish.

Finishes to a silk luster.

Dakua Golden to dark reddish trown. Uniform grain, often wavy. Paints and finishes well.

Hickory Tan to brown heartwood, white saowood.

Moderate.

Bleaches well, but used more in medium and dark tones.

Honduras Mahogany Reddish bown. Fine to medium straight grain. Finishes well. Generally stained medium to dark.

Kaudamu Reddish brown heartwood, slightly lishter colored saowood.

Straight. Finishes well.

Lauan Golden to reddish brown. Non-distinct.

Maple Cream to light brown tinged with reo.

Straight-grained; sometimes found hiehlv fisured.

Red Oak Pinkish cast with white sapwood. Very pronounced, coarse grain Daltern.

Walnut Rich brown. Highly frgurative.

\ /hite Oak Ught brown to greyish tinged heartwood, shades of ochre in the sanwood-

Close pronounced coarse grain pattern.

Very open grain. Generally stained to medium and dark tones.

Finishes very smoothly. Takes stains verv well.

Bleaches well. used more in medium to dark natural tones.

Unsrnpassed finishing. Stained to dark wood tones.

Finishes in same ranse as red oak. Light tones are easiliachieved because of absence of pinkish casl

HABDIIIOOD plyvtd is a less expensive but atlraclive malerial for cabinets and paneling.

Don't Cut Corners On Your Moulding Sales!

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o

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Maximize your Kelleher moulding sales with this collection of corner blocks, plinth blocks, andbaseboardconnectors.

THE KELLEHER CORPORATION

Distributors of Quality Mouldings & Wood Products for Retail LumberCompaniessince 1970.

Ways to improve millwork sales architectural

EIACK in the boom years of rhe lJ'70s and'80s, moulding was a simple sale for most retailers with customers usually content to buy ranch or colonial profiles while the truly adventurous bought chair rail or crown moulding.

Today is another story. Architects, designers, builders and consumers have discovered the beauty, creativity, adaptability and luxury of moulding.

Story at a Glance

How to work with manufacturers in marketing fine hardwood mouldings ... suggestions for display boards, literature, participating in model home programs ... selling builders on the value of mouldings.

They are seeking and finding ways to personalize and add both real and perceived value to their projects by using a vast assorEnent of moulding.

Standard lumberyard mouldings can't create the desired effect. Everyone is looking to duplicate the character, grace and elegance of the large, well defined mouldings found in homes built around the tum of the century. Moulding styles are expanding to satisfy tastes ranging from contemporary to eclectic.

Decorative hardwood mouldings are popular with consumers. They offer the warmth and beauty of real wood combined with excellent machining and finishing characteristics. To help dealers cope with the task of providing their customers with value intrinsic products while gaining

a high margin for the store, decorative hardwood moulding manufacturers are creating special merchandising progfiuns.

Programs offered vary although most are based on attractive consumer-oriented display boards offering a multitude of handsome specialty mouldings with graphic suggestions for their use. Because the displayed mouldings are readily available through specialty building material distributors, the retailer needs to stock only the most popular profiles, yet he can offer a wide assor0nent in a timely manner with little or no invesfinent in floor space or inventory dollars.

To further help the retailer maximize the dollar potential of moulding, many manufacturers offer informative, idea-generating literature for their customers and help them to educate their sales staff to creativelv upsell mouldings.

In addition, these marketing programs illustrate for the dealer how decorative mouldings can be marketed at the builder level. Participating in model home programs and sponsoring clinics or programs can demonstrate the value of architectural millwork to builders and convince them decorative moulding can help to transfonn a standard home into a custom show place with exceptional refum on inves0nent.

ATTRACTIVE disphv boards such as this can attract, ofler and dell-customers on the conced of upgrading their moulding purchases. In a&iition to being an eflicieni merchandiser, the board enables a retailer to stock fewer orofiles since he can readily order what his cu'stomer needs from a moulding distributor. Manufac. lurers such as White River. which created this display, are oflering numerous proorams designed to help a retailer increasb sales ol architectural moulding.

With architects, designers, builders and consumers creating greater demand for fine decorative hardwood trim, service-oriented retailers are using the perks offered by architectural millwork manufacturers to reap many benefits. An atfractive display board, informative, idea-generating literature and an educated sales force plus a little effort and ingenuity are all it takes to make decorative hardwood moulding one of the most sought after and profitable lines a retailer can offer.

EMBOSSED mouldinqs such as this examole lrom White River Hirdwoods can oreatlv increase sales and profits for retailers] Both consumer and builder customers are discovering lhat hardwood mouldings add elegance and perceved value l0 homes.

My, iiJ- nT3;:T# iX'l;* Js species for cabinets, according to industry gurus. What does this trend mean t0 retailers?

"The industry has had oak for years and now people are readY for something fresher with a cleaner look," explained certified kirchen cabinet designer Connie Edwards. Still the most displayed hardwood species at the latest Kitchen/Bath Industry Show, oak accounted for 40Vo with maple close behind at 3OVo, followed by cherry atlTVo.

Oak accounted for over 667o of the market share of all wood cabinet doors, maple for l4Vo and cherry for 7Vo in the latest Kitchen & Bath Business magazine report. However, Edwards, marketing design manager, Timberlake Cabinet Co., Winchester, Va., said complete shifts in consumer preference sometimes take decades. It may be years before maple actually takes the lead on the retail sales floor.

A return to darker woods is being predicted among color forecasters. Edwards noted this is already evident in furniture and paddle fans. "Many of the darker finishes, especially cherry, were featured on cabinets for rooms such as home theaters, vanities and wet bars," according to a Cab ine tM akc r magazine s urve Y.

Despite this initial interest in dark colors, natural tones are more popular with the Southwest trend in interior design. "There is a continued resurgence in the importance of ethnic origins and all things natural and earthbound, when choosing cabinets, as opposed to things synthetic and glossy," said Edwards.

Medium finishes accounted for 32Vo of the wood cabinets at the recent kirchen/bath show, followed by light and pickled/whitewashed, each at207o, and dark atL9Vo.

Story at a Glance

How a retailer can handls changing preferences in hardwood species for cabinets.

Will maple take oak's top spot?

hardware, knobs and pulls are just like a piece of jewelry that compli ments a dress or coat."

Popular hardware options include brass, pewter, iron, brass antiqued with color and even rusted hardware. "The trend is away from a slick, hygienic, sterile look to a more detailed environment."

Consumers are interested in Personalizing their kitchens with hardware suited to their individual tastes. Details such as moulding and curved end panels on counters also allow such customizing. customer taste usually dictates door styles. "The availability of hidden hinges and a full overlay which allows a much smootler sophisticated look is influencing choices," Edwards noted.

Cabinet accessories are another way a customer can personalize his choices for a kitchen. Edwards advised, "Showrooms must have accessories on display in order to sell them. People don't miss what they can't see."

Popular accessories include cutlery dividers, Lazy Susans, roll-out trays and sink tiltout trays. The variety of accessories offered has increased dramatically compared to what was offered

What about cabinet hardware trends? "They are all over the boar(" according to Edwards. "Decorative

20 years ago, Edwards said. They are slowly being added to manufacturers' lines in response to an increase in consumer demand. Retailers should be aware of what is new and include them in their cabinet displays.

When something new is introduced, whether it be a teal-colored cabinet, cathedral door styles, a sink tilt-out tray or pewter hardware, it takes a while to become a trend, Edwards explained. "Trends have a slow statt, a broad peak and a slow decline."

THIS attractive retail showroom ktlchen disolavs Timbedake wood ba6inets in medium tone finish.

Air Force Selling pneumatic tools and nails

,1|| LTHOUGH pneumatic tools are 4l best suited for professional applications, the drive is on by manufacturers to get "framing nailers" stocked in more home centers. Becoming familiar with the different types of nailers and nails can help in deciding which products to stockand how to sell them.

Due to the cost of the equipment and amount of set-up time required, pneumatic tools are usually not tle best choice for smaller jobs. Nail guns are ideal for applications requiring a lot of repetitive nailing, such as building walls and decks, nailing off plywood, wide open nailing or nailing overhead.

A framing nailer is classified as any gun that shoots 6d to 16d (2" to 3-114" long ) nails. They come in two different configurations - stick (or strip) nailers and coil nailers. Stick nailers are most conmon, and applications include framing, subflooring, sidewall sheathing, siding, deck construction and roof decks. Large coil nailers that can shoot up to a 3-l/2" nail are starting to catch on with framers. Yet coil nailers were not originally designed for framing housing but for industrial applications, including constructing pallets, boxes and crates. Coil nailers hold a single coil that contains up to 500 nails and typically have large air chambers with ample power to drive nails into hardwood. The large coils mean less time loading, but they make for a heavier, bulkier tool. Additionally, the coils don't fit well in nail bags, and if dropped, the wire collation will likely bend and tangle.

For stick nailers, there are round-head and clipped-head nails. Clipped-head (also known as D-head) nails have part of their heads cut off so they will pack in more snugly together.

Although there reportedly is little scientific evidence that clipped-head nails perfomr worse than round-head nails, building inspectors in some areas do not allow clipped-head nails on shear panels (plywood sheathing nailed to engineering specifications for added protection, such as for earthquakes).

Perhaps the most obvious difference between a collated framing nail and a hand nail is the shank diameter. A standard l6d collated nail has a

Story at a Glance

age hand-driven 16d cornmon nail has a.162"-thick shank.

Most all collated framing nails are coated, usually with vinyl. The friction of driving the nail heats the vinyl coating, which helps lubricate the nail. As the vinyl sets, it forms a bond that locks into the wood fibers. Since the bond is only temporary (the coating strength may last only a few days in wet wood), spiral-shank nails or ring-shank nails should be suggested if holding power really matters, such as preventing squeaks in floor sheathing or in exterior uses where the wood expands and contracts with changes in moisture content and temperature. Spiral-shank nails withstand shock loads better and are the best choice for subflooring.

Rust-proof nails are also available, with essentially three types of galvanized nail coatings: elechogalvanized, mechanically galvanized and hotdipped galvanized. Most basic are electrogalvanized nails. Their galvanized plating is fonned by dipping the nails in an elecfrolyte solution with a block of.zinc. The zinc dissolves in fte electrolyte and is attracted to the steel nails, forming a very thin (.0002") coating. Electrogalvanized nails can be recognized by their shiny, chrome-like finish. Sometimes a bright yellow dichromate sealer is added over the zinc plating to give the nail slightly more protection.

.131" diameter, often specified by generic nail distributors as a "framing" nail to distinguish it from a lighter "decking" nail of the same length with a.120" shank. The aver-

Mechanically galvanized nails have a dull gray, motfled appearance. The coating is applied by placing the nails in a tumbler with zinc powder and small glass beads, which pound the zinc onto the surface of the nails. They are slightly more expensive than electrogalvanized nails, but the coating is thicker (.0005") and provides considerably morerust protection. Heavy-duty mechanically galvanized nails are also offered with a .0021" thick coating.

Hot-dipped galvanized nails are formed by dipping in molten zinc. Although the coating thickness is about the same as heavy-duty mechanically galvanized, the zinc coating purportedly adheres better to the steel nail. Nevertheless, the coating is lumpy and hot-dipped nails are difficult to collate and reportedly jam easier in guns.

Finally, galvanized nails should comply with ASTM standards.

Which air nailers to carry ... types of tools ... comparison of nails.

Don't let FIRE do this to your store

By Donald Rung Vice President Corporate Field Services

Lumber Insurance Companies

fN A TIME of fierce competition land eroded profit margins, a lumber and building products retailer can not afford the disruption, loss of sales, potential loss of customers and uninsurable expenses resulting from a serious fire loss.

While the potential for fire can never totally be eliminated, a consistent and aggressive prevention and control program can substantially decrease the likelihood of a devastating loss.

Your program should focus on two very clear targets: Prevention and control.

PREVENTIVEMEASURES

Smoking - While increasing numbers of businesses are imPlementing a "smoke free" PolicY, many businesses still allow employees and/or customers to smoke on the premises.

If your facility does not allow smoking, "no smoking" signs should be clearly posted in both public and employee-only areas. Butt cans should be Provided at points of customer entry so that ihey can safely dispose of smoking materials. Management/supervisory personnel should remain vigilant and periodically inspect outof-the-way places, such as storage decks, where employees might be tempted !o sneak a cigarette.

If you do allow smoking in your facility, you should clearlY identify and strictly enforce approved smoking areas and areas where smoking is not allowed. Appropriate containers should be provided for disposal of smoking materials, both in approved smoking areas and at points of entry to areas where smoking is prohibited.

Heating Systems - Fumace and boiler rooms are notorious for becoming general storage rooms during sunmer months. When the first cold weather arrives, the tendency is to automatically turn uP the thermostat without making

sure heating devices have adequate clearance from combustible materials. Clear space also should be maintained between suspended unit heaters and storage. Chimneys, chimney connectors and vents serving heating appliances should be examined regularly to ensure they are in sound condition with adequate clearances from combustibles maintained.

Electrical - Most fires of electrical origin in retail building material operations are attributable to temporary, inappropriate or damaged wiring. Extension cords should not be used in lieu of permanent wiring. All flexible elec-

Story at a Glance

How to avoid fire losses prevention and control measures that cut the oddsof becoming a firE victim.

or open flame. Spare and empty propane tanks should be stored away from heat and open flame in a location protected from potential vehicle or forklift damage.

CONTROL MEASURES

Fire Extinguishers - An adequate number of fire extinguishers should be provided. In the event of a fire, the distance to be traveled to reach an extinguisher should be 75 feet or less. ABC type extinguishers are preferable due to their effectiveness on fires involving ordinary combustibles, as well as electrical, flammable liquid and grease fres. Fire extinguishers should be clearly marked so no time is lost in finding them in the event of a fire. All employees should be trained in the location and proper use of extinguishers. Extinguishers should be inventoried monthly to confirm they are charged and located appropriately.

Fire Departrnent Inspections -

trical cords should be examined on a regular basis for signs of wear or damage. Ifblock heaters are used on vehicles or forklifts, particular care should be taken to ensure that the amperage rating of the cord is sufficient for the demands of the block heater. Lighting or wiring damaged by forklifts should be repaired as soon as possible. Fluorescent lights should be scrutinized for signs of failing ballass and ballasts or fixtures replaced.

Housekeeping - Employees should be trained to clean as they go. Adequate provisions should be made for scrap, waste and debris disposal.

Flammable Liquids and GasesGasoline or other flammable liquids should be kept in approved fl arnmable liquid safety containers in areas free from excessive heat

It is advisable to invite your local fire department into your facility at least annually. This allows them to remain current with your operations and physical layout and more effectively preplan how they would respond to and fight a flre at your facility.

Private Protection Systems -

Automatic sprinklers and automatic smoke or heat detectors should be tested at least quarterly to ensttre that the system functions as it is supposed to and to evaluate whether alarms and connections to central stations, alarm comPanies or fre deparunents are working.

Self Inspection - Management personnel should develop the habit of conducting a comprehensive walk through of the premises at least once a week to determine whether the hazards noted above, and any other property hazards peculiar to the particular operation, are being adequately controlled.

4S-year-old Redwood Wholesale Firm Expands

Amid business conditions the company generously labels "fair" and despite specializing in a shrinking field (quality redwood products), Fred C. Holmes Lumber Co. is growing anyway.

Earlier this year, the 45-year-old wholesaler moved into a new yard in Fort Bragg, Ca., with all facilities (including 2-ll2 acre yard, 4,000 sq. ft. two-strory offices and 7,500 sq. ft. dry shed) twice the size of previous quarters.

With 12 employees in Fort Bragg, the company recently added a new outside salesman, Tom Catlow, based in Santa Rosa. Founder Fred Holmes continues to take calls in his Marysville office.

The $15 million-a-year business handles 407o redwood commons, 307o redwood uppers and307o Douglas fir, with redwood clear. all-heart air seasoned timbers their specialty. Their customer mix is 80Eo retall lumber yards and 20Vo other wholesalers, and while 70Vo of their business is in Northem California, they sell as far as Hawaii, the East Coast and overseas.

Vice president Steve Holmes attributes their growth to three factors:

(1) Quality products; they are able to get the hard-to-find products.

(2) Longtime experience, helping the wholesaler cultivate close, dependable contacts with sawmills.

(3) Good s€rvice, such as offering split shipments so customers don't have to order a whole truckload.

As a result, demand continues to grow stronger. Holmes foresees the supply of quality products becoming even harder to get, meaning higher prices and an eventual switch from upper grades to common grades for construction purposes.

STAFF includes (left to right) Steve Hautala, Vilho Tuomala, Sleve Holmes, Tod Holmes, Vickie Johnson, Toni Jardstrom, Jay Tamborini, Tom Catlow, Pontay Pennebaker and Dave Hollister. Not piclured: pres, Fred C. Holmes, sec.Ireas. Phyllis Hautala.

DOUBLE THE SEE of its predecessor, Fred C. Holmes Lumbe/s new yard overlooks the ocean.

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16 port Maxpeed card

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Point-of-sale - Reprints for 2 years

General ledger (Fully integrated to all systems)

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Accounts payable - Online history

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Word processing

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City, Or., opened a Pofttan4 0f., wholesale office staffed by Bill and Joe Sparks ... Chafr.oion , Inte rnatioial's KtiCkiiat, Wa., sawmill will close Nov- 6 .,.

Ibamsters rrnion office employees at the main office of Fred Meyer, ^lnc., Portland, Or., went on strike Sqt 1A ... Eagle Hardware & Gardci, Tbkrvila" Wa., ieceived an okay to build a 138,392 sq. ft. Lynnwood, Wa, store to open irext gpligg: part of five planned for 1995...

HomeBase, hvine, Ca., acquired sites in Colonado Springs, Co., ad Alblqrerque, N.M., for spring openings; remodeled lrvine, Ca-, and Boiser Id., sfores as well as an existing Albuquerque, N.M., unit, ard announced plans to elose three San Jose, Ca-, locations by the end of Nov., part of 24 planned closufes

: Honc Depot, which exptrts to complete a $7 million store in plqinitas, Ca., next spring, paid $1.8 miilion fu an tt-acre-siie in nearty Escondido, Ca., and officially opened Federal Way and Aurora Village (North Seattte), Wa, stores ...

Buitdcrs Resource, North Hollywood" Ca", changed its name to NarthHollywood Lumber and expanded its product line to include cedar, redwood and finisM lumber

Proline Builder's Supply,

Lakeview, Or., moved into its 8;ti,:;,

{"31[:*,*?","#:

rem@ling and rcnaming the businws ProLine Hofiw Interiors ...

Coa* to Caastis testing a @orating program in six stores (see story p. 42) ... Crown Hardwarc relocated its corporate headquarters and distribution center to a new Huntington Beach, Ca-, store; reloca{ed an Anaheim, Ca., unit: updated a Newport Beach, Ca., store with plans to do the s:rme at Irvine and Corona del Mar, Ca., locations

Myrtle Avenue Lumber & Hardware Co., Monrovia, Ca-, is voluntarily liquidating after 49 years, with Chris Bundschuh and Don Wallace spinning off the industrial sales division at the s_aTe site as B & W Industrial Sales Ca

A remodeled Barm Thre Yalue Hame Center has taken the place of Bauer Lumher Ca., CarlSbad, Ca", selling lumber only by ryecial order ... Rosen's Homcnwn Store, p,!i-a!, Ca., was gurted by a $500,000 fire in erty Sep. ... -

Anniversaries: Osrnos e Wood Preserving, Inc,, 60th; Toal Lumber Co., Whittier, Ca., 40th; lhigagg Mercantile Exchange lumber funrcs trading25ft ,.. -

Nu Forcst Products, Healdsburg, Ca., added a pre-prime line to its facility and expanded inventofy by adding redwood $hop, Clear and clear heart shorts .-.. Iarnber Producrs ieft their Rentox. Wa-, facility to open a larger facilityinKent,'Wa- ..,

Johnsnn Hardwood bunber & Plywood,Inc. moved to Pomona ftom Cenitos, Ca. (see srory p. 56) ... North Santiam Veneer, Mill

Koppers Industrtes, /nc. closed California sales offices, merging activities in Denver, Co. (see stori p. 2l) ... Plwn Creeh Columbib Falls, Mt-, updated its marketins dept. communications systemi with the rnain office number changing ro (406) W2-6ZW

Cra{tsnen in Wood, Phoenix, Az., acquired Kudu Hardware Co., Scottsdale, Az., with plans to move manufacturing to the Craftsmen's facility which witi glove into expanded quarters in the spring ...

Advantage Business Computer ,Sysfenrs has new offices in Boulder, Co., andBend, Or. ...

PIa-Con Inc., Santee, Ca., has signed alicensing agreement allowing Trim-Tet .Izc., Lincolnwood,Il., to manufacture ad market their plastic bullnose corner bead system under the Trim-Tex name...

Ow e ns - Cornin g has expanded manufacturing at its Compton, Ca., plant ... MacMillan Btoidel plans to bwld MacMillan Guadiananeat Durango, Mexico

Vermont American Tool Co., Lincolnton, N.C., has meshed marketing and sales with Tlre Credo Co., Woodburn, Or. Stanley Door Systetw is sponsoring a Spanish-speaking do-it-yom- self ti program ... Suntuf, Inc., has new corporate offices in Uvingston, N.J.

Nationat Hardwood Davwill be celebrated Act. 21 as'part of National Forest Producu Week AcL rc-22 (see story p. 25)...

_ Housing-st(rts in Aug. (l'atest figs.) rose-2.lVo to an arihuirtizeO rate of 1,442,W units single family starts droppd 2.7Vo ...r{ul- tiswith 2 to 4 units rose 3.1%; those with 5 plus units, 33% ... building pstnifs inctrcd ap t% starts in the Western states fell 147o.

A NATIONAL EVALUATION REPORT (NER'457) has been issued by the National Evaluation Service of the Council of American Building Otficials to confirm that PYRO-GUARD Fire RetardantTreated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD is the FlRSf Fire RetardantTreated Wood with:

. Third Party Kiln Monitoring in addition to U.L. Follow-up service

. FRT labor and materials replacement cost warranty

t Code Compliance Reportwith evaluation of elevated temperature strength testing for roof applications

t High temperature strength fesf results

t NewYork State SmokeToxicity fesf resulfs '

Formerly Seqwia Supply

Centrally located in Fairtied, California, and Seruing the Nofthem Califomia / Northem Nevada Markets

Wholesale Distribution of: iel(fr'r4V0rT//ad/fhe,.EngineeredWoodProducts

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Let the expedenced personnel at PrimeSource provlde all of your Engineered Wood Product requirements. Our large inventory, prompt service, competitive pricing, product training, and promotional support will give you that necessary edge on the competit'on.

PrimeSource Inc., P.O. Box 310, Fairfield, Ca.94533

I,istings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.

OCTOBER

Western Hardwoods Symposium - Oct. 12, Oregon State University, Corvallis, Or.

North Amerlcan Wholesale Lumber Assoclation - Oct. 12, regional meeting, Orange, Ca.; Oct. 18, Beaverton, Or.

Los Angeles Hardwood Lumberman's Club - Oct. 13, dinner meeting, Cheyne Supper Club, Arcadia Ca.

Los Angeles Hoo-Hoo Club - Oct. 14, golf toumamen! Imperial Golf Course, Brea, Ca.

Spokane Hoo-Hoo Club - Oct. 14, Fun Night, Spokane, Wa.

Cotter & Co. - Oct. 15-19, fall market, St. Louis, Mo.

National Building Material Distributors Associatlon - Oct. 1618, annual convention, Las Vegas Hilton, Las Vegas, Nv.

Natlonal Hardwood Lumber Association - Oct. 16-19, annual convention, Buena Vista Palace, Orlando, Fl.

Phoenlx Hoo-Hoo Club - Oct. 18, golf, Club West, phoenix, Az.

Buildfng Component Manufacturers Conference - Oct. 19-21, Commonwealth Convention Center, Louisville, Ky.

Western Hardwood Association - Oct.2O, board meeting, Red Lion Inn at the Quay, Vancouver, Wa.

Theulfeinig Unimfr23. ForEet CALENDAR t evenltthing euer hearu ahout mouldellt.

For Information:

Tel:7041872-9843

Fax:7Ml873-0155

Michael Weinig,Inc. l93l Weinis Street

P.O.Box 5069 Statesville. NC 28687

@Ask Ultsinig.

Hardwood Wholesalers Inc. - Oct. 22-25, market, Indianapolis, In.

Johnston Hardwood Lumber & Plywood, Inc. - Oct.28, open house, Pomon4 Ca.

National Decorating Products Show - Oct.28-30, McComrick Place North, Chicago, Il.

National Sash & Door Jobbers Association - Oct. 29-Nov. 2, annual convention, Maniott World Center, Orlando, Fl.

NOVEMBER

Tacoma-Olympia Hoo-Hoo Club - Nov. 1, initiation meeting, St. Helens Convention Center, Tacom4 Wa.

Transfor 94 - Nov. 1-2, wood, pulp & paper transportation conference & exhibition. Atlanta. Ga.

Polnt-Of-Purchase Advertising Institute - Nov. 1-3, market, McComrick Place, Chicago, Il.

Constructec '94 - Nov. 2-5, international trade fair, Hannover Fairgrounds, Hannover, Germany.

Western Wood Preservers lnstitute - Nov.2-5, annual meeting, Tucson National Golf & Conference Resorl Tucson, Az.

Lumber Merchants Association of Northern Callfornia - Nov. 3-5, annual convention, Embassy Suites, S. Lake Tahoe, Ca.

American Lumber Standard Committee - Nov.4, annual meeting, Quality Hotel Four Seasons, Albuquerque, N.M.

Lumber Assoclation of Southern California - Nov. 6-9, annual fall conference, La Quinta Resort, La Quinta, Ca.

Forest Products Society - Nov. 7-9, statistical process control lechnologies seminar, Red Lion-Lloyd Center, Portland, Or.

Paclfic Coast Industrial Machine Tool Show - Nov.8-10, Santa Clara Convention Center, Santa Clara, Ca.

Los Angeles Hardwood Lumberman's Club - Nov. 9, golf tournament, La Mirada Counhy Club, La Mirada, Ca.

Wood Moulding & Millwork Producers Association - Nov.9, production & technology seminar, Albuquerque, N.M.

Western Buildtng Material Assoclation - Nov. 11-15, annual convention, Red Lion Inn-Lloyd Center, Portland, Or.

The Unimat 23 opens up endless possib-illites to work mo:re efficientlv

and creativelv.

Insulation Sales Growth

Rising consumer confidence and inoeased spending will stimulate demand for aggregate insulation in attic reinsulation and other residential applications through 1998, accounting forS0Vo oftotal sales.

The Fredonia GrouP expects foamed plastic to see the highest rate of growth because of its superior level of thennal resistance, durability, product versatility, performance consistency and cost competitiveness. They anticipate fiberglass insulation will have the largest gains in terms of volume because it tends to perform well over time and is cost comPetitive.

Total insulation demand is forecast to reach 5,930,000 lbs. in 1998 at a value of $4,360,0m. The total will be divided among fiberglass, 3,200,000 lbs.; foamed plastic, 1,605,000 lbs.; cellulose, 585,000 lbs.; mineral wood 400,000 lbs, and other insulation rnaterials, 140,000 lbs.

of-the Nfiomth

"What matters most to eco-extfemists is that attacking clearcutting makes for a good fund raising campaign... The 'clearcut free' slogan is nothing more than a slick advertising campaign for taking money from an uninformed public."

- Dr. Patrick Moore

E nv ir o nme ntal Ie ader and Greenpeace co-founler

Koppers Joins Sales Offices

Koppers Industries, Inc. has closed Oroville and Chino Hills, Ca., sales offices, opening a Western Marketing Center in Denver, Co.

Mark Barnes, Ray Smith and Candice Davy will service that location at 4655 W. 56th Ave., Denver 80216. Jim Pisula will continue to man the San Jose, Ca., office. JeffreY A. Locke, area sales manager, western region, has resigned from the company after 19 years.

Treating plants in Oroville and Denver are not affected by the move. Gene Brown and Cecil Volkman remain in Denver; Cliff Horton, Lana Smith and Bill Monis at Oroville.

WESTERN ASS0C[A1r[0N NEWS

Lumber Merchants Assoclatlon of Northern Callfornla has a $5,0fr) grant from the California Forest Products Association to promote forest awareness in California schools with the video "Generations Building the Future." The video will be distributed to over 750 schools for viewing by approximately 68,400 students. Dishibution will begin in areas where LMA members are located and eventually include the entire state.

Videos will be offered to school libraries on a "free loan" basis. Larger school districts will be given complimentary copies, according to LMA executive vice president Jan Hansen. Filmed on location in a lumberyard, the video answers tough questions on important timber supply issues to teach children that it is possible to enjoy reasonably priced wood products while maintaining a clean and healthy environmen! Hansen noted.

Kathleen Patterson, Central Valley

Builders Supply, St. Helena, will be installed as LMA president at the 56th annual convention in South Lake Tahoe Nov. 4-5. Bob Rossi, Rossi's Building Materials, Fort Bragg, is the incoming first vice president.

Mountaln States Lumber & Bulldtng Materlal Dealers Assoclatlon has selected March 16-17 for the 1995 trade show at the J.S. Hammons Trade Center, Holidav Inn, Denver.

Western Building Materlal Assoclation's convention is scheduled Nov. ll-15 at Red Lion/Lloyd Center, Portland.

Quick Pitcb Selling Talks will be heard Saturday, Mike Brallier, Belco, Tacoma, moderating. The Buying Showcase will open Sunday.

Programs include "Training Your People to Lead," Dr. Richard Flint, Richard Flint Seminars. West Palm

Beach, Fl.; "The Health of Our Economy," Dr. William Conerly, First Interstate Bank, Portland; "Politics As Usual - No Way," Allynn Howe, NLBMDA government affairs director; "Jump Start Your Life: Charging Your Inner Batteries," Julie Evans, Balance in Action Seminars, Ashland, Or.; "With PrideEvolving Traditions," Natasha Edscorn, Weyerhaeuser, Federal Way, Wa., & Eric Fritch, Chinook Lumber, Snohomish, Wa.; "Living Safely in a Dangerous World," Byron Wall & Nancy l-aguardia, Citizens Against Crimes, Portland, and "Tbe Loss Monster," Todd Hamilton, Federated Insurance, Owatanna. Mn.

An "Operating Strategies to Survive & Prosper in Today's Building Environment" workshop will be presented by Norville Spearman, Lee Resources, Greenville, S.C.

An all industry reception Saturday; welcome breakfast Sunday; awards luncheon Monday, and presidents banquet Monday evening, featuring comedian/singer Grady Jim Robinson in a program entitled "Quarterback ... Skinny trgs & All!" also are scheduled.

Lumber Associatlon of Southern Callfornla's 44th annual management conference, Nov, 6-8, La Quinta Resort" La Quinta, will hear Frank Pankratz, chaimran and president of Del Webb, discuss "Residential Construction in 1995""

Building Material Sales Surge In Washington

Competition in Vancouver, Wa., and surrounding Clark County is heating up as businesses serving homeowners and contractors rush to get in on tle area's population surge.

HomeBase is the latest store to open (Aug. 27), although Home Depot has an opening slated just across the state line in Porttand, Or., early next year. BMC West, Woodfeatlers (roofing materials), Coco's Fine Tile and Marble, Stix Lumber Co., Fred Meyer, Orchard and Fishers Landing have opened stores in the last two years. Only Pay 'N Pak closed although GI Joe's eliminated home improvement lines and Grover Electric and Plumbing consolidated two stores. Ernst Home & Nursery claims it would like !o enter the market.

Demographics promise continued growth for home improvement retailers. I-atest figures for existing home sales show more than a 4l7o increase over 1992. For the first half of 1994, Clark County averaged 865 new residents each month, adding up to 5,192, compared to 5,016 for the first half

1993 and 4,676 for that1992 period.

Ellis Goebel, vice president of BMC West, says company p[anners watched Vancouver growth for almost three years, trying to find the right time and place to enter the market. They took over a Star Building Supply site in Salmon Creek in March.

"It's a very good growth market with a lot of things going on and that's why we c:rme into the area," he said. "We think it's going to continue to grow."

Clark County retailers sold $81.4 million in building materials and hardware in 1992. Sales jumped neuly l6Vo to $94.4 million in 1993. Lumber sales last year increased nearly Zl%o to $70.2 million. No figures are available for 1994.

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LOG CUTTING by general manager Shaun Garvin (lower photo) officially opened HomeBase, the latest entry in lhe Vancouver, Wa., home center competition. Other photos show the warehouse store's cuslomer-convenient decor center and indoor greenhouse.

lmproved Western markets, fog supply raise'94 output

Stable U.S. demand for lumber products, coupled with the resourcefulness of Western mills in finding the private logs needed to meet such demand, should allow the Western lumber industry to show a small improvement in output this year. However, an association executive cautioned. 1995 should challenge once again the lumber industry's ability to balance supply and demand.

reach 46.96 billion board feet this year, an increase of 2.5Vo from 1993, he reported. Much of the gain is due to improving consEuction, with housing starts expanding neuly 9Vo to 1.4 million this year.

"There has been little positive change in the timber supply

should slip by less than l%o to 46.6 billion feet, with housing starts down by l.8Vo to 1.375 million.

rT r situation on federal lands,

Robert H. Hunt, president of Westem Wood Products Association, told members meeting recently in Tucson, Az., that Westem mills should eke out a sain in lumber production for 1994, the first annual increase since 1987. Sawmills in the 12 Western states are expected to produce 17.03 billion board feet of lumber this year, up 0.3Vo from 1993.

U.S. lumber consumption will

^ srtuatron on rerrerer r,n.rs

is needed, however, before we will see any long-term stability in 6\ long-term ln r.Y federal timber supplies," Hunt said. He added that logs from private lands and a shift of export logs to domestic sources has helped the supply situation this year.

Lumber markets and industry activity are expected to slow moderately in 1995. Lumber consumption

Residential construction will use 17.82 bilton feet of lumber in 1995, off 3.4Vo from this year. Repair and remodeling will account for 14.4 billion board feet of lumber usage, up almost l%o, and nonresidential construction will use 6.4 billion feet. Material handling and other uses will comprise the renainder of consumption volumes, with markets using about 4 billion board feet each. Western mills will provide 16.4 billion feet of lumber to U.S. markets next year, down 3.4Vo. The South also will see a slight dip in activity, shipping 14.59 billion feet to U.S. markets. tmpor6, which are expected to hit a record volume of 15.68 billion feet this year, should grow l.3Vo to 15.9 billion feet.

"Canada will remain the chief source of imported lumber, but we are seeing increasing volumes from other countries, too. In fact in 1995 we see Canadian imports declining by l%o, but that will be easily offset by a significant rise in imports from other countries," said Hunt. He added some 550 million feet of non-Canadian

imports will enter the U.S. market next year, more than double the volume from 1993.

Lumber and log exports should continue on a downward trend in 1994 and 1995. Lumber exports from American mills will total2.25 billion board feet this year, off 5.37o from 1993, and decline neuly 9Vo in 1995.

Log exports from Pacific Ports will be down ZOVo this year and then fall another l1%o in 1995 to a volume of 1.56 billion board feet.

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Dlmenslonolly Sloble - l.lo shlmmlng requlred for tlght llts. Llghtwelghl - lJght enough to be hondled by o slngle worker.

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Chains Update Key Services

Computerized key cutting is becoming a trend in larger home centers with miooprocessor control duplication systems in use in 894 of the 2508 stores represented by the 26 major home center chains, according to Axxess Technologies.

Builders Square, Channel, Grossman's, HomeBase, Home Quarters, Payless Cashways, Pergament, National Home Centen and Sutherland's reporcdly have key duplication centers in each of their units. Home Depot, BMC West and Hechinger are conducting pilot tests in selected stores.

FOR DOMESTIC SAES CAL: Jeny Long, Michael Parrella, Lynn Bethurum. Janet Parrella, Pete Ulloa, Bruce Keith, Matt Petersen.

FOR INTERNATIONA SAES CAL: Nestor Pimentel, Abel Flores.

PERSONALS

Steven Klng is now sales & nrktg. rep for Az. and No. Ca. at Landmark Forest Products, San Bemardino, Ca., reports Lance Duke.

Bill Cullen has been narned gen. mgr. of Weyerhaeuser's Salt Lake City, Ut., Customer Service Center. Mlke Slater is sales mgr. at Sepulveda, Ca.

Roy Doe is heading Wisconsin-Califomia Forest Products' new Medford, Or., office.

Kevln Dick is now co-mgr. at 84 Lumber Co., Industry, Ca.

Shawn Nelson is new to sales at Unity Forest Products, Yuba City, Ca.

Bradford '(Brad" Crockett is heading up a new Boulder, Co.. offrce for Advantage Business Computer Systems. Other new offices: Mlchael Chowning, Bend, Or.; Mark Gebel, Fort Worth, Tx., and Patrick Hobbs. Buffalo, N.Y.

Robert Harrls is the new sales nsr. at Arcata Redwood Co., Arcata, CaI, replacing Frank Whlte, who has retired. Mlke Cameron is new to sales.

Mark Gallant, Wbite Lightning products Corp., Bellevue, Wa., has been promoted to v.p.-sales & mktg. Greg Cass is now v.p.-operations and c.f.o. and Tom Ramsey is a new mktg. specialist.

Michelle McCoy and Dean Duchl are new to Cotter & Co. True Value Regional Buying Office, Beaverton, Or.

Jim Campbell, former pres. and longtime employee of Spenard Builders Supply, Anchorage, Ak., won the state primary election for governor.

Robert G. Railton is the new pres. and ceo of Western Oregon Door, Inc.,

Sharon King is

John Cavallo has been promoted to operations mgr. at Nu Forest products, Healdsburg, Ca. Tom Gardiner is new to sales, specializing in pressure treated products. Bob Davtds is back at his Morro Bay, Ca., office.

Floyd Yike, exec. v.p., Willamette Industries, Albany, Or., has been named to manage the co.'s building materials 8roup.

Dor6 Ripley, exec. v.p., Penofin-performance Coatings Inc., Ukiah, Ca., has been inducted into Sterling Who's Who.

Brad Schnelder and Steve Thurgood, salesmen at Bear Forest products. Riverside, Ca., successfully completed the grueling Rapport lradership Institute's training program in Las Vegas, Nv.

John Frost, Truitt & White Lumber Co.. Berkeley, Ca., has retired after 39 years.

Mike McKennon, ex-Georgia-pacific, is the new branch mgr. of Orepac Building Products, Santee, Ca., overseeing door shop operations. Marty Brand is now dealer sales mgr. for Cbino and Santee D.C.s, Tlm O'Neil is in charge of Andersen window products.

Kenneth Hallgren, Hurd Millwork, has been elected to the board of the National Wood Window & Door Association.

Doug Willis, Product Sales Co., Orange, Ca., is back from an Arizona vacation.

Robert Strieck has joined Precision Mill & Lumber Co., Burbank, Ca., as an outside sales rep, according to Mike Long.

Ted Gilbert, Product Sales Co., Orange, Ca., attended the recent fence show in Sparks, Nv.

Ken Miller, fomrer sales mgr. of Champion International's Klickitat, Wa., sawmill, is now selling southern pine plywood from Champion's PuYalluP, Wa.. office.

Stuart Ralston, ex-Mallco Lumber & Building Materials, is new to Fullmer Lumber. Donald, Or.

Brown Jaynes has been appointed exec. v.p. and director of administrative, product development & distribution operations at Diamond Light Industries, Costa Mesa, Ca., according to ceo Lowell Way.

C. William Meldram has been named regional sales & mktg. mgr. for l,ouisiana-Pacific Corp., Portland, Or.

Bob Bretz, sales mgr., Colville Indian Precision Pine, Omak, Wa., married Margaret Steinwand, former asst. sales mgr., Sequoia Forest Indushies, Dinuba, Ca., Aug. 6, 1994.

Barbara Mayglnnes, chairman of the board and ceo. Penofin-Performance Coatings Inc., Ukiah, Ca., won the 1994 Women in Coatings LeadershiP Award from the Federation of Societies for Coating TechnologY.

Victor E. Llndenhelm has resigned as pres. of the American Wood Preservers Institute after eight years with AWPI, three as pres.

Pete Nevins, Golding Sullivan Lumber Sales, Costa Mesa, Ca., Presented the case for wood vs. steel in a recent speech at Orange Coast College, Costa Mesa.

Steve West, Penberthy Lumber Co., Carson, Ca., recently vacationed in Wisconsin and Indiana.

Robert H. Nassau has been appointed senior v.p. and gen. mgr. of Ply*Gem Industries, overseeing subsidiaries Allied Plywood Corp. and Goldenberg Group, Inc. Rhonda L. Brooks is now senior v.p. & gen. mgr.; David G. MahaneY, v.p.-total quality management, and Keith T. Pratt, v.p.-material sourcing.

Gerald Guthrie, special assignment audi tor, has retired after 3l Years with APA's quality services division.

C. Gregory Bollg has been appointed v.p.-sales for Bird Inc.'s vinyl products div.

Gerald Ansel is the new communications director for the Califomia Forest Products Commission, Sacramento, Ca. Rlch Giles, owner of the shuttered Independent Lumber Co., Hawthorne, Ca., is now with Farmers Insurance, Torrance, Ca. Driver Doug Hood has joined Cook's Lumber & Hardware Co.. Lawndale, Ca.

El Loulse Waldron. Waldron Forest Products, Fair Oaks, Ca., got a hole-inone on a 116 yard, par 3 at the Antelope Greens Golf Course, Sacramento, Ca. A golfer for six months, she took nine strokes on the previous hole.

Jeff Peterson, Westem Wood Preserving Co.. Sumner, Wa., has been elected pres. of the Tacoma-OlymPia HooHoo Club. V.p. is Chad O'MealY, Uresco Inc., Kent; vicegerent snark Logan Longworth, Northwest Forest Products, Tacoma; recording sec. John Harrlngton; sec.-treas. John C. Crawford, and directors Chris Cowan, Belco Inc.; Blll Elchholtz, New Lumber & Hardware; John Perez. Northwest Forest Products; Bob Dagals, Lumbermen's Inc., and Troy Good, Belco.

W. Michael Clevy was named pres. and c.o.o. of Inter-City Products' heating & cooling operations.

Charlle Horton has retired from Curt Bean Lumber Co., Glenwood, Ar., to enjoy life with his bride, Trecea.

Wllltam J. Adams has been named exec. v.p. and gen. mgr. of ABTco's siding div., Roaring River, N.C., replacing John R. Caplinger.

Andy Locke Braykes is now handling equipment maintenance at MungusFungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus

Laam about the ncuest ttsnds at thc worldl largcst fsnce industry tndg$on

(Iou ntnnr knorwhat a littlc trcnd can bring)

Havlng the compefltlve edge-and the pmflts lt may brlngcan be slmply knowlng curlEnt trcnds In your lndustny.

l,ean, shop and Inscase youl ptof,tablll0 potentlal$ stqvlng 0n top 0f txends In technolw, envlrcnmenl and govelnment ls made pnac[cal at FENCEIECH. Semlnars and the helptul Rounrttable are deslgned to keep you up'[o.date. Wth all the "lakst" 0n dlsplay, shopplng exhlblts ls an educatlon ltself.

Affotdabla lltc tptldl most atoshc fence lndusW nst' worklng and $ppolt dlvllonment Follow the trends. Go !o the semlnars. Putlclpate In tlre Roundf,aDle. Cultlvate new

contacts wlth cllents and res0unces allke' Learn abou[ new prcflhmakers. Exchange ldeas. And take ln all that beautl' ful San Antonlo has to offer at.

LatestMillClosure, Log Supply Report Available

Mill closures in Oregon, Washington, California, Idaho and Montana since Dec. 1993 number 18 plus one permanent closure in Colorado and one in Wyoming, according to the July/August Forest Products Industry Report on Mill Closures, Operationi and Other Related Information. At present three mills are currently closed with uncertain futures and onl has announced a spring 1995 closure, making 23 mills closed at present and one projected closure, the report by Paul F. Ehinger & Associates and Robert Flynn & Associates notes.

Closures will continue 0o be a certainty as long as there is a major difference between the volume of federal timber harvested and the volume sold. Ehinger and Flynn report. Contrary to all expectations and running counter to the continued loss of lumber and plywood production capacity through the continued closure of Pacific Northwest mills, the first six months of 1994 saw an increase in los availability in Western Oregon anI Western Washington. Some mills have larger than norrral inventories and many are refusing attractively

priced logs, because of the lack of storage room and the need to turn over older inventory, the report notes.

The authors explain this has come about because:

(1) Pushed by high prices and tie prospect of new timber harvest regulations, Oregon private land timber harvests increased 500 million board feet in 1993, the highest level since 1971.

(2) Log exporrs to the pacific Rim from the West Coast declined 440 mmbf in 1993 and an additional 200 mmbf in the first six months ot 1994, headed for what appears to be a 1.6 billion board feet 1994 annual volume.

(3) Continued loss of mill capacity eased pressure on log availability.

(4) Westem mills are aggressively pursuing foreign sources which have provided 40 million bf since January 1993.

(5) States outside the pacific Northwest have provided approximately 25 million feet of additional timber.

(6) Plywood producers are increasing veneer purchases from Canadian,

South and Central America and Pacific Rim sources, offsetting timber requirements by an estimated 25 mmbf.

The decline in federal harvest since January 1993 appears to be about 900 million board feet with the state of Washington's private harvest declining 500 million board feet in 1993, Ehinger and Flynn report. However, they expect this continuing decline to level off.

Building Material Resellers

Meet National Construction Resellers Expo & Training Conference (Ndtcon) will be held Nov. 19-21 at the Georgia World Congress Center, Atlanta, Ga.

Robert T. Slater, Natcon president, expects nearly 300 exhibitor booths and 31 seminars and workshops.

Exhibitors include the Wood Moulding & Millwork producers Association, Wing Enterprises, White Lighuring Products, Quila, ete Companies, Senco Products, Silver Melal Products, Jdmes Hardie Buildins Products, Duo-Fast Corp., Deckrnasl ter, CSR Beadex, Jessup Door Co., National Nail and BriteMillwork.

INTRoDUC ING THE F RAMEWORI$.CoNC

E STABLE HOME IN ANT UNCERTAIN WORLD.

&ei'-The Three Linle Pigs

We don't have to tell you how nruch things have changed in the building industry. In fact, the oniy thing that hasn't changed is that you still neecl to build a honre people want to live in. One that provides space, safery, conrfort, warnrth and secr.rrity. One that people will want to buy.

Yet, how do we-the manufacturers, distributors, designers and builders-continue to provide a better, n'rore livable home when we're faced with increased restrictions on our resource blse, technology-induced lifesryle changes, and the increased concern over all aspects of the elobal envir<>nnrent?

'We innovate. We develop. We in'rprove.

Tl're FrameWorks- buildirlg system is TrusJoist MacMillan's contribr-rtion to a new vision for the future of our industry. It's based upon our quarter century of rvork to produce hiuher-quality building rrraterials fronr a chan{ing resource base.

So far we've conrbined our technologies ttr sier-rificantly inrprove the structural quality of a floor systenr while usins less than half the woocJ fiber of a convcntional floor. It's our Silent Floor'*' systenl. Our technologies also produce large-section, hish-eradc tinrbers up to B0 feet irr length fronr snrall-dianreter, lower-urade logs. You may have heard of l)arallarl'^' parallel strand luntber, Microllanr'" lanrinated veneer lunrber and our lcwcst innovation, TimberStrand'B' lanrinated strar.rd lurnber, nrade from aspen log fibers. l)espite these advancelrents, huge potential still cxists.

THIS BRINGS US TO OUR CHALLENGEToYoU.

lt starts with a new way of thinking about the structural designs of hornes. The entire industry must take up the challenge to bring about a diflerent, rlore eflicient solution. The clevelopment of synergy alllong colnponents ilt J system and anrong systenls thenrselves can substantially in<.rease the efficient use of resources. Through thinking systernically, better homes can be built. Honres that are stron€ier and healthier for the people rvho live in thenr, and homes that also makc better use ofour resources. This is the Frar-ne-Worksa!) building c()ncept. It's our vision of innovation, clevelopnrent and improvement in our industry.

Sturilor" 'frrtVaf/thc:/qr*"

Wc make Parallam@ paruIIeI strand lumber .lron long strands o.f wootl taken.from sccondgrouth lo,qs. Our patentt,d proress bontls thest, strands togcther, oeating a bcam that's -f'ar stron.qer, nlore consisteilt and ofnt nu(h ldryer than tlrc orilinal log. Thk luqth and strength makts possiblt today's popular open desi.qns

€fligalq! .fu7ae/ttullrn"

Wt make Mierollam'" laminateil ueneer

Iumber by toking thin shccts of u,ttot! and laminating tlrcn, in our patL'nted pr()ccss, t() crtatt' a building nrdtrridl tltat's prrfbo-fttr dny dpplicatitttt requiring prtcision atd strcngtlt. lt's tltis pn'cisc strtn.qtlt tltat lrclps doors_lit propcrly and u,indou,s ttperr arrd clost.fbr tltt lilt' of thc lrcntt'.

DEsrcN THE FrRST FnnrrnrWoRKS. HOMEANDWTN $5O,OOO.

To encourage you to think about the Frame'Works'*'concept and to stimulate the use of innovation in design and rtraterials, we've created the FranreWorks@ Home Design contest. 'We're looking for professional architects, engineers, and builders to create a home design that functions superbly in a range ofcategories. Each team entry will be judged on criteria in the box below.

AsilentFloor

{4sVe/ttu/r&4r"

In tlrc past 25 ),t'ars, The Silent Floor@ system lns heen lnilt intl ()uer t utillirttt lrcnrcs. It rcltlores traditional sawn lumbcr tuith strong u,ttttdt'n l-bums tnaLlc by reuratr.qhr,q tt,ttod.fibcrs ilto a mttre fficicnt shapc.'lhc rt'sult is t li.qlt-qtrality, sErcak-lrer Jloor built u,ith lt'ss than Itnll- rhe rpood Jibu o-f d cottuentional -flrtor.

ATimberStrond, {tt4Vefiac/q34r"

All entries will be judged by a panel of experts fronr Trus Joist MacMillan and respected reprcsentatives from the architectural and engineering conununities. There will be one grand prize of $50,000. l\esional winners, selected from the six regions throughout the United States and Canada, will receive $10,000 each and the 53 runners-Lrp will each get $1,(X)0 cash. Plus, there will be other prizes inciuding our TJ-Xpert hardware and software packages. The winning entries will also appear in industry publications and in the FrameWorkso plan book, to be developed fronr the winning plans.

'We're also oflering a student contest to allow students and instructors to participate in the developnrent of the FranreWorkso concept. The criterir will be the same as the professional contest and the money will go toward the endowntent of a Trus Joist MacMillan FrarneWorkse'systenr scholarship to the winnin€i programs.

W'e obviously want you to think about rnore than the money. 'We want you to think of the reasons you got into this business in the first place. Because for every new design or system this contest inspires, tl.re future of home building will be better off. The lives of the people living in these homes will be improved. Well, and $50,(X)0 is -sril/ $50,000. To receive more inforrnation about these competitions, call 1 -800-338-0515. Or contact your local TrusJoist MacMillan representative. All submissions ol'qualification are due by November 30, 1994. A panel will first select 60 finalists, ten from each region. Then the final judging will take place in June 1995. And of course the object of this program is to build the first FranreWorks o horne. so yoLr nray just get to see your contribution to the future of the industry conre to life.

Ti mb erStranil@ laminate d s tr anil lamber is u(dted b)t tokirr,q stnutds oJ a.lttst-grou,ing sltccics likc aspen and hindin.c tlrcm to.'1(tlrcr itt d rcuttlutiornry proccss tlnt o(dt(,s (r buildir4q matcrittl tlnt dot,srt't ri,arp (tr uo(k. Sntdll 6t'-didtneter trus cart bt tronsforntcd into rcnsistL'nt, dr!( s(ti lil, i.ql t- c1t tl y brildin,q matuidls. fo'r4Voff/r{aclt7an"

€)FromeWorks

GB0UNDBREAKING for Weyerhaeuser

Buildino Material Distribulion Business dislribution ceiter in Sanla Clarita, Ca., was attended by cuslomers and public officials: Skip McDonald and Tom Mullin, Terry Lumbei; Terry Laughlin, Mar Vista Lumber; Joanie taudhlin; Gary Sell, Terry; Dave Mattheis,

Part-Timers Bigger Risk

The average part-time employee's theft activities are more costly than those of a full-timer, according to a study by Reid Psychological Systems.

The study found that over the course of three years, part-timers who admitted to cash theft stole an average $414.61 from their employers, 337o more than full-timers. Part-timers admitting theft also stole 47Eo more merchandise ($367.95) than the average full-timer.

Environmental Show on L-P

Louisiana-Pacific will star in a segment of Today's Environment on CNBC Oct.29 and on The Discovery Transponder, Nov. 2, 7 a.m. PST.

Hosted by Ed Begley, Jr., the show uses a magazine-style format to provide a comprehensive look at new technology affecting our environment in a positive way. Louisiana-Pacific's process for converting recycled newspapers into wallboard and insulation will be featured.

Roadside Lumber; Joe Davis lll, Davis Lumber; Jo Anne Darcy, Santa Clarita mayor pro-lem; John Hagle, Hagle

Lumber; Nalhan Dickens, Weyerhaeuser Sepulveda CSC general manager; Hamilton Smyth, Santa Clarita council; Jack Green, BMD dislribulion manager-wesl: Bob Fullmer, Fullmer Constructioi;

John Newton, Anawall Lumber; Clark Evans, Santa Barbara Home; Steve Madinez, Terry; Harry Spyrka and Herb Spyrka, Frazier Park Lumber Co. Dickens will manaoe the facilitv which is replacing the Sepufuetra, Ca., cus'lomer service center. lt b scheduled lo open about March 1.

Washington Home Center Fight Takes New Turn

A life-size eagle waving an American flag and a Home Depot salesman buying merchandise at Builder's Square may seem like a nightmare, but they are all part of the great Federal Way, Wa., home center battle.

Eagle Hardware & Garden excused an employee from duty in the expresso stand, dressed him in a brown feathered suit complete with talons, a white crown and yellow beak, handed him a U.S. flag and ordered him to wave customers into their parking lot before they could go across the street to the new Home Depot.

Home Depot recently opened with a board sawing at which King County councilman Peter von Reichbauer joked he was there to buy sale-priced acoustical tile for the Kingdome ceiling, which requires multimillion dollar repairs.

The home center fight "will be a battle won with customer service," said Depot manager Dave Ward. "The edge we'll get is by doing things customers never expect." He told the story of the salesman who ran over to Builder's Square and spent $50 more than Home Depot charged the cus-

tomer who wanted a brand they didn't have.

Wally Tesch, Fagle's disrict manager, after visiting the new Home Depot said, "We don't fear them one bit."

Eagle is celebrating its second year in Federal Way with a huge inflated eagle perched on the roofand a gift of a package of screws for each customer.

Home Depot has five Puget Sound stores. Eagle, based in Tukwila,. Wa., has 19 including many in western Washington. HomeBase stores in the area include a Vancouver location opened in late August. Ernst Home and Nursery, Seattle, also is well represented. Builder's Square closed the store involved in the anecdote Sept. 25.

Oregon Product Database

Living up to its motto, "We'll find an Oregon wood product for you!," the association WPCC, Inc. maintains a database of over 425 manufacturers of secondary wood products in tlle state.

Moulding, millwork, cut stock,

windows & doors, cabinets, displays & fixtures, furniture, specialty products nunufacturers, wood fabrication and manufacturing services are included on the database which is not limited to members of the association.

WPCC's goal is to match potential customers with Oregon manufacturers, products, processes, equipment and materials and to assist manufacturers in developing contacts which might lead to mtrket opportrnities.

Jim Mercer, marketing manager, says,'lilPCC's Manufacturing Capabilities Database is probably the most detailed ever assembled on secondary wood products with over 1,200 fields of information. It can tell not only who produces a product" but who has the capacity !o produce it."

Searches are free for potential buyers and WPCC members. Others are charged $50.

Jeff Menifield, Best Manufacturing, Inc., Portlan( Or., after using the service, said, "Now I get a wood part for my product from a fellow Oregon manufacturer, instead of a Midwesterner, and save a significant amount of freight cost."

Information about the service is available from (503) 385-5353 or (800) 548-8438 in Oregon.

Charred Yard Unfazed By Fire

A day after a four-alamr blaze leveled their facility, Stanton-Cudahy Lumber Co., Hillsboro, Or., was back in business.

Working from modular office space and without covered storage, the company had trucks hauling lumber in and out of the yard by the next afternoon. "We're faking it," explained Michael Cudahy, co-owner of the lumber, plywood and carpeting wholesale fimr.

As many as 75 frefighters battled the Aug. 29 blaze that destroyed the main 200,000 sq. ft. warehouse, its contents (including about $500,000 worth of lumber), adjoining 20,000 sq. ft. office building, four forklifts and a delivery van.

Cudahy said the business was fully insured, and he hopes to have a new warehouse built by early January.

The cause of the fire is unknown.

Revived Railroad On Track

For the frst time since the formerly bankrupt line became a public agency two years ago, the North Coast Railroad surpassed its monthly shipping goal of 400 carloads, the number it needs to turn a profit.

Handling nearly 957o wood and wood products, the now state-owned line serves 12 sawmills between Eureka and Willits, Ca.

After repairing tracks and roadbed damaged by storrns and years of neglect, the new owners have been concentrating on restoring the lost freight business. Shipments had reached a low of 149 cars by January 1993

when David Hebert took over as general manager.

North Coast Railroad attributes the comeback to renewed reliability and personal service. "We had to restore (the mills') level of confidence," said John Ryan. "Under Eureka Southern, there had been derailments, products would sometimes move very slowly. We just kept shipping and shipping, showing the number of cars kept increasing each month."

Built by Southern Pacific and Santa Fe in 1914, the line was bought by Eureka Southern Railroad in 1984 but quickly fell into bankruptcy. Trustees ran the line for years, even proposing selling its tracks for scrap, before local community leaders organized a purchase with public funds in 4pil1992.

The North Coast Railroad Authority consists of seven directors - six county appointees and a representative from Cal-Trans, which supports

the line because it reduces the number of trucks (and thus traffic and accidents) on the highways.

Boys Tour Hardwood Mill

After completing a tour of Ganahl Lumber Co., a group of Cub Scouts in Anaheim, Ca., knows more about hardwood lumber than most other youngsters.

The pack watched a video about trees being a renewable resource, listened to an explanation of the different types of hardwoods, visited the custom mill and planing mill, and viewed demonstrations of the planer machine, miter saw and band saw. Each took home a notebook of handouts on hardwoods, contractor pencils and small samples of red oak and Honduras mahogany.

Deonn Deford, Russ Elmore, Karen Gomez and Scott Foley participated in tle presentation.

Building Materials Software

F:or IBilI Computerc

DesiAned for building materials retailers and wholesalers, this completdsystem includes point of sale, order processing, billing, sophisticated pricing (markup, markdown, contract, quantity- breaks'- etc.i accounts receivable and credit, inventory control, purchase order control, sales analysis, accounts payable, general ledger. Easy to use, completely integrateda single transacton updates all relevant data. Call or write:

sElsilllc PRODUGTS

TJM Encourages Building Entirely Engineered Houses

Trus Joist MacMillan, Boise, Id., is introducing a new program aimed at getting entire homes built of compatible, resource-friendly products.

The FrameWorks program presently includes existing TJM products, such as the Silent Floor engineered wood Ijoists and more recently introduced TimberStrand laminated strand lumber. But the company will also spin off established products into new applications, develop new products and either parher with or at least recommend companies that produce compatible products.

"The FrameWorks concept is about building systems, notjust products nailed together, using less wood fiber to achieve better structural performance," said TJM communications director Craig Bodmer.

"The real purpose is to look at ways housing can be built more sustainably," added Rich Binsacca. "We want to bring it all together, so we get to the point where people are going to build a FrameWorks home."

In the case of the Silent Floor System, for example, there are other factors that contribute to a truly silent floor besides those included in the current system, such as hangars, decking, installation skill and technique. "In the field, things happen that can make the floor squeak," said Binsacca. "We want to gain a little more control of the materials and take it beyond being looked at as just a floor."

TJM is kicking off the program with a $200,000 contest for architects, home builders and other residential design and building professionals throughout North America. The Grand Prize winner of the FrameWorks Home Design Contest will win $50,000 in cash.

"We're looking for enhies that break out of conventional design practices and explore the inherent structural and environmental efficiencies of an engineered lumber building system," Bodmer said. "We want entries that use our engineered lumber materials to create superior housing in terms of value, comfort and the efficient use of resources."

"Home design and construction are changing in large part because our resource base for building materials is changing," he added. "The FrameWorks system will be able to change with the industry to meet the need for wood building products now and in the future."

Trus Joist MacMillan is fte world's largest manufacturer of engineered lunber products for residential consffuction. The company operates 14 manufacturing facilities in North America and has two plants under construction in the Southeast. Sales in 1993 totaled more than $430 million.

Yes, I tl.ess than d say an issue"! di $1

Would you invest less than a dollar a month to help you make or save hundreds, or even thousands of dollars?

It's no secret. The successful people in our business share one common characteristic. All of them are eager seekers of news, information, facts and even tid-bits that can help them do a betterjob every day.

That's why they subscribe to The Merchant Magazine. They know it contains ideas that can make them money as well as save them money. Each issue contains the latest in industry news, news of people and comPanies, plus New Products, New Literature, and articles and tips on how to manage, market and merchandise. A small investment of $11 brings you 12 monthly issues. Just fill' out the form below and join the successful people in our business.

Dealers Report More Interest In Composite Lumber

Lumber dealers near lakes and beaches report an increased number of customers requesting a wmd-polymer composite decking material described as innovative and environmentally responsible.

Made from reclaimed grocery bags, shrink wrap, waste wood fiber from furniture manufacturers and used pallets, the decking material is said not to splinter, crack or rot. It contains no preservatives, has traction exceeding ADA standards and is highly resistant to moisture, insects and UV rays, according to information provided when it was exhibited at the Southern California Home & Garden Show in Anaheim, Ca., recently.

Jim Gregson, general manager of Rim Forest Lumb€r, Lake Arrowhead, Ca., considers the product, called Trex, a way to prevent deck damage

caused by the mountain climate. "The extreme temperature changes, sometimes varying 40 to 50 degrees, make it really tough to keep a finish on a deck," he said.

Since it doesn't need a finish and stands up to weather, homeowners are using it to replace pressure treated deck boards and local builders are incorporating it into new home building plans as an option, he adds.

Private dock owners, after seeing it used on two or three boat slips at a Lake Arrowhead doclq are specifying the Mobil product. "The dock has been a great showcase for us," Gregson commented. "Dock builders who nay have been skeptical at first are pleased with how easy Trex is to work. It's machinable and versatile."

Environmental Specialties, Guasti (Ontado), Ca., a company specializing in recycled building products, has

stocked Trex for about three months. "We're very excited about it for decking and the homeowner market," said owner Liz Head. The material is well suited to marine environments and cuffently is being used in Newport Beach, Ca., according to Head. The company also has supplied Trex decking for projects at l,ake Havasu, Az., to the Forest Service, Big Bear, Ca., and the Oregon Bureau of Land Management.

Ganahl Lumber Co., Anaheim, Corona and Garden Grove, Ca., also stocks Trex. Northward Industries, Temecula, Ca., uses the material for chairs, benches and picnic tables.

Penofin Joins Racing Circuit

Penofin -Performance Coatin g s Inc., Ukiah, Ca., is sponsoring Team Sacramento Racing, a professional Indy Light race team with driver Alex Padilla that has been featured on ESPN.

Other company-sponsored race cars include the Penofin Enduro Car, Christopher Miles driver, a competitor in the Ukiah Enduro Race. and the Penofin Mini Stock Car, Frank Howard driver. Penofin has a program in which customers can sponsor n@ cu events using co-op dollars.

Coast To Coast Tests Decor

Coast to Coast is experimenting with a "Paint & Decor Store" strategy that turns the paint deparunent into a signature deparEnent.

Six stores will test the concept which includes high-impact signage, decorating product displays, a wallpaper table, an infonnation kiosk and a premium line of exterior and interior paint. Boise, Id., Monroe, Wa., Ridgecrest and Jackson, Ca., stores are being converted to the program.

CrossMerchandising

Study Sells 670/o More

The idea of more than doubling sales by changing around some displays probably sounds unbelievable, yet industry research indicates it's possible.

A study conducted by the Russell R. Mueller Retail Hardware Research Foundation shows cross merchandising a variety of products in a single display can increase sales of those products by as much as 67Vo. The three-month Merchandising the Retail Sales Floor to Optimize Productivity study tested 12 merchandising methods and their effect on the movement of products through 55 independent hardware stores, home centers and doit-yourself lumber stores in St. Louis, Mo., Atlanta, Ga., and Los Angeles, Ca. The end results proved cross merchandising is one of the most effective sales techniques retailers can use.

A prime example featured a presentation of extension cords nor-

mally displayed in the electrical depar[nent and string rimmers traditionally sold in the lawn and garden department. Since string trimmers have very short cords, buyers could see the need for the extension cords when they were making their purchase and conveniently pick both up from the one display.

This technique works for a variety of producs. Another cross merchandising method teams up a variety of related products on an end cap, perhaps with purchase-incentive offers such as buy two, get one free to encourage customers to buy more combinations of items as well as products they didn't think of buying before seeing the display.

Establishing a regular display called "Solutions of the Month" that gives answers to the most cornmon questions asked about home projects in a cross merchandising exhibit is used successfully by some dealers.

Displaying products designed to solve problems along with tools and companion products encourages customers to buy new as well as familiar merchandise.

Tying in with the home center bridal registry trend, a cross merchandising display can include a wide variety of tools, gardening equipnnent and necessities such as garbage cans as well as mailboxes, brass door lnockers and more elaborate gifts.

Builders Square's Magazine

Builders Square, San Antonio, Tx., is launching a bimonthly consumer home improvement magazine this month.

Similar to Better Homes & Gardens, American Home and Home magazines, Builders Square Home Image will sell at Builders Square stores, newsstands and book stores for $3.25. The publication is designed as an extension of the ctnics and classes offered by Builders Square.

Toal Lumber Co.

Hardwood Adds Home Value

Hardwood flooring, paneling, cabinetry and decorative millwork can improve a home's resale value by as much as 30Vo, according to a survey of custom and semi-custom home builders in the 40 fastest growing U.S. home building markets.

More than 95Vo of the builders questioned in The Hardwood Council study said they or their customers specify hardwood in new home construction with more than 907o saying it increases resale value. Almost 807o of the respondents build homes with an average price of $225,000, compared to the national average of $121,000.

Appearance and durability were cited as reasons to choose hardwood. Red oak was the most popular with maple, white oak, cherry, ash, poplar and birch mentioned as favorites. Although hardwoods are most often used in flooring and kitchen cabinetry, a number of builders cited the need for design ideas incorporating hardwoods into bedrooms, bathrooms, countertops, window seats, foyers, architectural accents and other interior applications.

Home Buyers Prefer Siding

Marketing studies by Masonite Building Products show siding ranks as one of three top features considered before a home buying decision is made. Curb appeal and overall appearance are considered important.

Prefinished colors and easy maintenance rank high among available cladding options. "In the wood composite category, we feel hardboard and OsB-based sidings play an important role in filling builder and homeowner preferences," notes Jeff Idzik of Masonite.

TakingPrecautions ls The Best Way To Prevent Robbery

"Retailers need to evaluate their suspiciously in tle store, outside or risk and trke action to minimize it," even across the street, request a says a security expert who is consult- police security check. ed by police and FBI investigators. "A police burglary unit once told me, 'The crime that happens most often is the one the victim allowed by not taking precautions."'

Amr a business against crime with a combination of a security system and personnel training, Edward T. McGunn advises. He suggests retailers can avoid robbery with the following actions:

/ Use a time delay cash droP safe near the cash register.

/ Control and limit cash in the register; drop all large bills into the safe; keep cash especially low after dark.

/ Post signs stating cash is locked in a time delay safe.

/ Make sure clerks frequentlY ask for smaller bills, explaining they never have much money for change.

/ When someone loiters or acts

/ Grgot customers with good eye contact and observe their actions.

/ Keep the store clean.

/ Make sure customers, passersby and police can se€ in from the outside by repositioning window signs or displays blocking the view of the register ilea.

/ Offer law enforcement personnel free coffee and use of the washroom to bring them around frequently.

/ Keep register locked; open it only for the shortest possible time; never be diverted while it's oPen.

/ Check security equipment daily and fix any not working.

/ Never discuss company business with customers, relatives or friends; be suspicious of anyone asking questions related to store security.

Ridgi-Hide replaces the standard wood dowel for a clean, attractive closet finish. *<- Approved by

H*toGalvanlnd Steel Hmger Bar

* Grcater SEengthWood shehres will hoH 67 lbs. / linealft.

*- Any Glven Lenghs - 2 ft. and up

;K- Advanced Loolt at Lower Gost

*- Ready to Palnt

*- Resists Rust

X- Shipped 10 per Bundle

Oak Still Underfoot Favorite

Although oak remains by far the most popular species of hardwood flooring among both retailers and consumers, common grades are becoming more popular than select grades. A preference for knots, streaks and other naturally occurring character marks influences this trend as much as the lower prices, reports the Hardwood Council.

Generally, prices range between $60 and $65 per bundle for Select grade and between $50 and $55 per bundle for #1 Common grade. (A

bundle contains 18 sq. ft. of flooring.) Average profit margin for oak hardwood flooring falls between 20 and 35Vo, the council notes, with relailers realizing the greatest profit on the higher grades.

Gabinet Sales Increase 11.2o/o Kitchen cabinet sales rose 11".27o in 1993, according to rhe Kitchen Cabinet Manufacturers Association. Although stock cabinet sales were up l2.3%o, custom cabinet sales increased onlv 6Vo.

The Merchant Magazine

Safes Climb 26.80/o In 5 Years

Sales for California lumber and building material retailers increased 26.8Vo between 1987 and 1992, to a total of $7,651,125 billion in 2,284 locations, according to recent Bureau of the Census statistics.

During the same period, the number of retail lumber and building mat€rial employees increased 2,8Vo to 42,50r.

Sales for all of California's 162,lll retail stores totaled $224.6 billion in 1992, up 25Vo from 1987. Nationwide, retail sales rose an esti-

8'thru 12'

P.E.T.s Our

Rail: BN SP UP ATSF

Truck Shipments

mated2TVo over the five year period. Retail sales in Los Angeles County were highest at $63.1 billion, 28Vo of the total. At $21.2 billion, Orange County was second.

Weyerhaeuser Merits Award

Weyerhaeuser recently received an award from the U.S. Fish and Wildlife Service for its part in developing the Long Island (Wa.) Forest Management Plan, considered a model for environmentalty sound log_ grng.

Last year the company and the agency completed a series of land exchanges and purchases to protect a 274 acre climax cedar forest known as the Cedar Grove. Weyerhaeuser also donated 40 acres of surrounding mature forest containing timber worth nearly $1 million as a buffer against wind and fire. In all, over 1,600 acres of Weyerhaeuser's Long Island land has been transferred to federal ownership.

Executive vice president Charley Bingham accepted the award.

Wholesaler Confidence Falls

Confidence in business conditions in the wholesale disribution industry is generally positive, but lower than during the second quarter.

A confidence index survey released by National Association of Wholesaler-Distributors showed 112.6 for third quarter 1994 and 100.3 for the year ahead. Survey respondents cited possible interest rate increases and uncertainty surrounding health care reform as the primary reasons for lower confidence in business conditions. The survey was completed prior to the Aug. 16 interest rate increase.

"Confidence levels are still comfortably positive with regard to both

the short and long-term," said survey chief Parick Dolan. "But while positive, some doubts appear to be creeping into their thinking about the economy."

Wood Flooring Styles Change

To meet their customers' demands for more and better options, versatility and durability, retailers must keep abreast with the unprecedented changes taking place in the wood flooring market.

Advanced technology in the past decade has developed different and improved products and installation techniques. Six wood tone colors were available in wood flooring in 1986. Today, more than 26 different colors are available, ranging from white to the darkest walnut, and including pastels, greys and deep reds.

Four wood species dominated the wood flooring market 10 years ago. Todav there are at least 20 includins

exotic species. More than 15 styles of flooring are available today, as opposed to five less than 10 years ago.

Treaters Joint Distribution

Allweather Wood Treaters, Washougal, Wa., and J. H. Baxter & Co., San Mateo, Ca., are joining in the distribution of Chemonite prcssue treated Douglas firproducts.

Allweather Wood Treaters will maintain a complete inventory of Chemonite products at Baxter's Eugene, Or., and Weed, Ca., facilities. They will also coordinate custom treating services.

"Our agreement with Baxter allows us to better serve customers with additional products within our existing seven state market," said Alan Wade, president of the company, which has production plants in Washougal and Medford, Or., and a disnibution center in Tacoma. Wa.

LUMtsER D@OR

NEW PRODUCTIS

seruices and sates aids

Window & Door Designer

A computer aided design package that gives dealers, disributon, builders, architects, remodelers and specifiers the infonnation needed to specify wood windows and patio doors, including elevations, sectional details, product specifications and window schedules, is new from Caradco.

The IBM compatible CaTCAD runs on Microsoft Windows 3.1.

Scentsational

A counter display is now offered containing 24 packets of McAuley's Inc.'s new fragrance product, Sachet of Scents.

Six standard fragrances plus three Christmas ftagrance-s are aviiilable.

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 1 4) 852-1990 or FAX 7 14-852-023 1 Requests will be foru,rarded to the manufacturer. Please list product(s), issue and page number:

Pint-Sized Outdoor Furniture

Patio Picnic Tables and Chain for Lil' Kids, a new children's furniture line, has been introduced by West Coast Timber Products.

Said to be sturdy and durable, they are produced from selected grades of kiln dried western pine, spruce and fr lumber.

Tables, chairs and loveseats come partially or completely assembled. Instructions and hardware are included.

Embossed Wood Borders

Embossed wood borders that can be painted, stained or finished are new from Ornamental Mouldings. Easy-to-install, the mouldingJike, decorative accent Easitrim Borders are offered in four deeply-embossed designs for each of four different themes (country, floral, classical and kids).

Painter's Pockets

A pail organizer that transfonns any five-gallon bucket into a painter's tool box is new from Tufco, Inc. Made out of heavy duty woven nylon, it features 38 large pockets.

Stylish Accents

The Windham Collection. architectural accents crafted in traditional, colonial, contemporary and country designs, have been introduced by Style-Mark,Inc.

Available are decorative millwork, mouldings, louvers and entrance systems, all finely detailed and consftucted of longlasting, high density molded materials. Each product has a durable prime coat finish said not to peel, flake or btster.

They can be painted like wood, yet won't warp or decay.

Toe-Nailing Clamp

A clamp that uses cam action to keep perpendicular 2x4s securely on the mark for easy toe-nailing is new from Karding, Inc.

Constructed of cast aluminum. the Toe-Nail Back-Up Clamp Plus holds two sides of the 2x4 to eliminate movement during hammering. The clamp stays put because the handle

terns arc tape-bundled and endcapped, preventing damage to board ends and reducing degrade in bins. Units are paper wrapped for weather protection and palletized with a bottom proteclor strapped to the load, simplifying handling in the yard and reducing the possibility of damage by forklifts.

The line includes 4/4 S4S boards in widths from 4-12"; 6" wide 414 WP4/WP6 S2S; 6 and 8" wide 414 WP4 ilP116 S2S: 6 and 8" wide 414 WP4V4E RJS face, fully reversible, and 6" wide 414 Shasta Cove #105. surfaced face and resawn flush back.

All come in 6-16' lengths and can be ordered in pulled-to-length full and half units or in random lensth units.

Shake Protector

Roof Shield from Burke's Protective Coatings helps replenish cedar's natural resins. extendins the life of shakes and shingles.

Moulding Merchandisers

Two new combination moulding displays have been introduced by Georgia-Pacific.

The first consists of three narrow 4" panels that attach directly to the

bites deeper into the wood with each hammer stroke.

The quick-release, two-way handle adapts to either left- or right-handed users and is angled upward for leverage and lmuckle clearance.

A detachable spring gauge makes for easy marking of 16" centers.

Premium Boards & Patterns

PinePro, a new line of premiumgraded, ponderosa pine boards and pattern work, has been introduced by P&M Cedar Products.

Soft-textured, stable and reportedly free of defects such as torn grain, splits and wane, boards and patterns are graded for their intended applications and protectively packaged. Pat-

The deep-penetrating product contains a long-lasting water repellant, ultraviolet blocker for protection against sunlight and moss and mildew retardant.

It offers a five-year waffanty.

Distinctive Hardwood Flooring

Solid strip merbau flooring is new from Contact lnternational.

A mediun/heavy hardwood from Indonesia, merbau offers a rich golden brown color, consistent grain, fine finishing characteristics and lasting durability. The color lends itself to use as an accent strip with oak or maple floors yet is bright enough to be used alone with pastel decor.

Stability is guaranteed by machining at a moisture content of 6-8Vo.

The clear grade flooring is offered in 2' to 8' lengths (5' average),2-114" and 3-114" thicknesses and standard patterns, nosing and reducer.

vertical frames of most racking systems. Each panel features three combination moulding applications (base, ceiling, chair rail) to give consumers ideas for oeating their own "built-up" designs.

The second display'may be mounted on a wall or end cap. It includes samples of three crowns, two chair rails and one base moulding combination and illustrations to show consumers which profiles they need to complete each design. It measures 24" wide x 6" deep x 96" high.

Closed ln A Pinch

The first pinch-resistant sectional garage door has been introduced by Wayne-Dalton Corp.

WayneGuard doors are engineered to clear obstructions as the door sections come together during closing.

Revamped Driver

Desa International's Remington 480, 480K, 489 and 490 Pro Driver fastening tools have been redesigned to drive 3" washered power fasteners.

Versatile Vise

A new vise weighing 1lb. 4 oz. with a head that can rotate and swivel to 360' and pivot 210" is now available from PanaVise Products.

With a turn of a control knob, the PanaVise Jr. tilts, tums and rotates. Its fiber-reinforced thennal plastic alloy jaws have a maximum opening of 2-'l18" Its die cast zinc base fits all

Treated Fasteners

Decking screws featuring an exclusive Salgard coating said to provide a unifonnly smooth appearance and improved corrosion protection are new from Elco Consumer Products Corp.

The new design provides the power to drive the longer power fasteners without increasing the tool's cost. The low velociry powder actuated tools provide instant fastening into concrete, steel or masonry.

Designed for use with pressure treated lumber and other exterior applications requiring maximum corrosion protection, including decks, docks, fences and siding, the fullyhardened screws feature extra-sharp points for fast, positive power driving. No pilot hole is needed in most applications. Stalgard's low coefficient of friction provides greater driving ease.

Decking screws come in a variety of styles, sizes and colors, including silver, tan (woodgrain) and red (to complement redwood-stained lumber).

PanaVise base mounts or can be screwed down or bolted down to anv work surface.

Upper Levels

A new generation of electronic levels featuring enhanced video, audio and memory features to increase speed, precision and convenience

ability to locate slopes commonly used in construction woddwide, such as those applied to drainage pipes and ramps for the handicapped. They can store slopes in memory, replacing any angle.

Featuring sleek aluminum bodies with high visibility graphics, the tools may be re-calibrated for jobs other than those requiring standard offsets, and then can be easily returned to factory specifications. They are self-centering on pipes and corners.

Pocket-Sized Saw

have been introduced by Zkcon.

The UltraVideo Level features a high resolution LCD display which tells the user the direction and extent to rotate towards level or plumb. Its TripleTone audio signals assist in blind and/or remote operation. The sound can be turned off when not needed.

The UltraStereo Level is fitted with speakers on the ends of the body, plus separate volume and balance controls to optimize audio signals for a wide variety of low light or remote situations.

The levels also have the built-in

The new Allsaw from Stanley Goldblatt combines both knife and saw cutting edges to cut through masonry line, fishing line, plastic, leather, wood, rope and wire.

The stainless steel blade's sharp saw teeth cul on both push and pull strokes. The blade can be changed easily for left or right hand use.

Otler features include a doubleedged point for easy penetration and cutting into drywall; two-piece, highvisibility yellow safety handle designed for easy blade removal; finger guard to prevent slipping and increase control of the cut, and plastic sheath to protect the user and the blade when not in use.

THE TREATED ANSWER

Lumber, plrTlood, round stock stokes, poles, & pilings

Agency stomped, ground contocl fire retordont oressure-treoted wood products

Prefinished Shutters

Ready-to-install prefinished shutters featuring a deeply grained wood texture are new from ABTco.

The exierior shutters are injection molded in a one-piece design from impact-resistant plastic, reportedly making them moisture resistant and more durable than wood. They are said not to fade, warp, rot, chip or crack.

The shutters include self-tapping, color-coordinated screws and are installed with a Phillips-head screwdriver.

Cedar Leisure Line

Tbree new outdoor furniture lines crafted of kiln-dried western red cedar are now available from Great American Woodies.

The Cedar Originals line includes a glider, dining/lounge chairs, benches and a complete dining set. Cedar Ca-

suals feature a tete-a-tete, a settee, a lomge chair and a chaise in a choice of two cushioned patterns. Cedar Classics include a glider and swing. Products have a fine furniture finish and are treated with a protective oil. They feature mortise and tenon construction plus bolted assembly.

Quick Strip

A quick new way to weatherstrip both new and existing wood doors and hinged-windows has been designed by Resource Conservation Technology.

The RCT Cornersealing System consists of a cornergrooving tool and a series of state-of-the-art silicone rubber weatherseals. The tool features a quality router motor mounted in a lightweighl machined aluminum body coated with a nylon finish. It uses a spiral router bit to cut a continuous 45K groove in the comer of all sides of the door or window jamb. This feat is made possibly by the "v" shaped base and backward-inclined motor angle.

The tool's nose shields the bit from the operator for safety, and its unique handle design keeps the cord out of the way and ensures the optimal pressure angle. A smalldianeter, crush-resistant vacuum hose threads directly into the hollow base for efficient chip removal and an uninterrupted line of sight.

Five different sizes of thin-wall silicone rubber weatherseals are available to seal gaps from 0 to 3/8" with almost no noticeable increase in closing pressure. Their frictionfoot design holds tle seals tightly yet allows removal for painting. The weatherseal is also ideal for sound control on interior doors.

Handy Tie Down

Rope Ratchet, a quick locking-and-release device to tie down a wide variety of materials, is new from Fab-Net Co.

After the ratchet and cord hook are linked in place, the cord is pulled to secure tightly. An easy release thumb lever loosens the cord.

It may be used in a wide variety of applications for holding, hoisting, packing, covering and transporting.

Highest quality nails for cedar, redwood and other flne wood materials.

Slender shank and blunt diamond point

o 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.

o Self-counter sinking bugle and trim heads

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

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

For additional data and dealer information:

Several sizes are available to handle ropes up to 3/8" in diameter. A value pack bundles six Rope Ratchets.

Touqh Shims

Sh-ims manufactured from recycled thermoplastics are new from EZShim.

Almost Slate Roofing

Normandy Slate, a new line of slate-looking concrete tile reminiscent of quaint, classic rooflines in Northern France, has been inEoduced by Monier.

When installed. the tiles look like small, sleek pieces of smooth slate laid in random widths and lengths. Tiles have a nominal size of 16ll2" x13".

vinyl-faced fiberglass, panels reportedlv resist fire with a Class A Fire

They are said to eliminate shrinkage, cracking, splining and waste due to inconsistent quality, damage or weather exposure.

Packed in "break-away" sheets of 10, 100 sheets per case, they reportedly break cleanly and consistently time after time.

Ceiling Panels

Centennial Soft Touch Ceilin Panels from Chicago Metallic are said not to sag, warp, shrink, chip, crack or dent. Made of flexible, lightweight,

Resistance Rating, reduce noise with a NRC rating of .65 and provide an Rvalue of 2.75. They are washable, non-porous and easy to cut, handle and install. Six patterns are available.

Gun Faster

A new screw gun accessory said to speed drywall, fencing, siding, decking and subflooring installation by 507o is available from VSI Fasteners. The Grabber Rocker 7 Auto/Screw Converter accommodates Black & Decker, Makita, DeWalt and Milwaukee drywall-type screw guns.

IINIDAI) . 9-car SP spur for flats, boxcars or A-frames o Santa Fe & UP r Tluck & traller r Vans or ptgg/backs . Dock-hlgh

9TORAGE . Fully fenced & PAVED lo-acre yard o Two 2O,OOO+ sq. ft. covered sheds r Computerlzed lnventory control

TRUCKING . To yard orJob slte o Inbound or outbound quotes

MILUNG o Full serylce faclllty: 3 resaws, lO cut-olT sau/s, gang rtp saws at your dlsposal r Header packages Bullt-up loads/ pull to length o Tflm & fascla loads . Detalls & corbels o Custom mfg.

TAYLOR LUMBER SERVIGES ING.

(9Og) 783-2094 o FAX909-783-2196 o 21800MatnSt., GrandTerrace,CAS23Z4 r TerryWesseln . Kathylhhler

WHOIESAIE lUfflBER . CUSIOilI tillllllG . REtlAll SERVICE

State-of-the-art 60,000+ sq. ft. indoor facility.

, Planer/Matchel

Single[Twin Band Resawing

, S-Head Multi-trimmel Moulders

, Gang Rippel Chopline

, AllSpecies

. Air Drying Facilities

Veneered Storaqe

A new Custom taminate System featuring 5/8" thick, white melamine laminated storage units is new from LeelRowan.

Components include 12" and 16" wide and 46",72 and 84" long vertical panels; 18",24",30", 36", h" and 8' wide shelves; 24" and 30" wide drawers with rollers:24" and 30" wide toe plates; 24" and30" wide,42" high doors; A" and 30" wide angled shoe racks; 24" and 30" wide cubby holes, and custom slides to accomodate baskets.

Painting Into A Corner

A new device said to cut window painting time by up to 807o has been introduced by WindowShield Corp.

DOMESTIC & IMPORTED HARDWOOD LUMBER & PLYWOOD, PINE, FIR PLWOOD, PARTICLEBOARI), MEDITE, KORTRON, FLOORING & MILLWORK

SPEtLMAN HARDWOODS

4645 N. 43rd Ave., Phoenlx, Arlzona 8503f (6021 272-2grg I Az. (800) 624-54OL

FAX 602-930-7668

MilI FaciLities ond Prompt Shipment Via Ow Own Truck Fleet Wtnle sale distribution g ard since 1 963

WHOLESALE SUPPLT ERS FOR:

* Round Tree Stakes * Lodgepole Posts

* Agricultural Stakes * Tree Props

* Treated lumber for retaining walls and other uses

(2091251-7477 FAX (209) 251-5860

4934 E. Yale, Suite 101 / Fresno, C/'93727

WindowShield has a unique flexing action which enables it to fit snugly into a window corner and confomr to its contours.

It may be used to paint all size rectangular or square window panes from 8"x8" to 16"x16".

Thermostat Answer Man

An interactive multimedia kiosk that helps customers find the right thermostat and shows them how to install it is now available from Honeywell.

The compact disk-interactive Honeywell Thermostat Information Center offers a combination of video, audio and computer graphics.

It also calculates how much can be saved with a programmable thermostat, which holds temperatures to approximately +1" of the setpoint (other thermostats may allow temperature swings of as much as t4-8').

Don Hellcr Soles Monoger

44.|8 N€ Heller Rd. Rosoburg, Oregon 97470

FAX 5031672-5676 5031672-6s28

Directories for... The Building Products Industry

lfow fnclude Credit Eating Codes !

Have you ever wished there were a single comprehensive source you could turn to for information about your industry? lf so, U.S. Business Directories are the answerto your prayers! They contain accurate, in-depth information about every prospect, such as:

Company Name, Address and Telephone Number

. Name of the 0wner or Manager

Number of Employees

Number of Years in Business

.

Brand/Specialty I nformation

Credit Rating Codes and More!

And the uses for these unique directories are limited only by your imagination. You'll find them a comprehensive and economical source for:

Direct Mail and Telemarketing

Market Planning and Sales Promotion

. Executive Recruiting and Placement

Business Profiles

Making Small Trade Credit Decisions

. And Much, Much More!

Here are titles in the Building Products Industry:

Don'l see the title you are looking lor? Call us! (her 2,000 diflerent industry titles are available.

SWNGERS: Golfers at Humboldt Hoo-Hoo Club's annual Behind the Redwood Curtain Invilational Golf Tournament Aug. 19 in Eureka, Ca., included (lefl+iqht)(1) Kevln Jovce. Clark Wheeler, Doir Frank,'Gary And6rs6n, J. Donahauser. (2) (2) Garv Renner. Jerrv Nelson. Rex Bohn, Fred Jacobson, (3) Gary'Gamble, Fred Jacobson, Gary-Gamble, Steve..Myrick, .Rick Baulhman, Francis Arnould. Arnould. (4) Jack Lawrentz, Dennis Bverlev, Qurt Wood, Max Corning. (5) Ray Dehello, curt w;d ; M; b"i'ii'o."jsi ri;;-ffi ;td: Paul Creorge, Perry Larsoi, Bibh Parker.

HardwoodWholesaler Moves

Johnston HardwoodLumber & Plywood, Inc. has moved from Cerritos, Ca., to larger quarters in PomonaThe new three-acre facility with covered storage atl4l5 E. Grand Ave. will be on display at an open house Oct.28.

Joining the staff are credit rnanager John Adams and yard foreman Ramon Dominguez.

Putting On Airs

An air accessories catalog is free from Interchange Brands, (800) 458-6635.

Nail Department

A 36-p. catalog of interior; siding, construction and roofing nails is free from Dickson Weatherproof Nail Co., Box 590, Evanston, Il. 60204; (800) 572-935 1.

Fine Millwork

A fold-out brochure on the Windham Collection of decorative millwork mouldings, louvers and entance systems is free from Style-Mark, Inc., Archbold, Oh. 43502; (800) 446-3040.

All-Weather Corru gated Panel

Information on Sun 'N Rain Vinyl Conugated Panels is free from Sel Group International, 45 Dixon Ave., Amityville, N.Y. 1 1701; (516) 933-2634.

Incremental Shelving

A brochure on Shelving by the Inch heavy duty, customlength shelving is free from Gillis Associated Industries, 750 Pinecrest Dr., Prospect Heights, Il. 60070; (800)225-s424.

Invisibly Fastened Decks

Information on a deck fastening system featuring no visible nails or screws is free from Deckmaster, (800) 869-1375.

Holding Power

A l2-p. profile of premium screwguns and screws said to offer superior speed and holding power is free from Quik Drive usA, 7528 Hickory Hills Ct., Nashville, Tn. 37189; (6r5) 8767278.

GET YOUR COPY

of any New Lit€rature items by contacting each company directly. Please mention vou sail it in

. With the Ultimate Guarantee

lf for some reason ZzzzFlex ever cracks or breaks, Ftex Trim lndustries will replace, install, and paint or stain the material at th.eir expense.

IPLANT MANAGERT Northern California

cutJtock and morlding operation is seeking an experienced, motivated, "hands-on" general manager. Must have quality track record in production, sales and prnchasing. Send resum6 to Box 648, cy'o The Merchant Magazine.

HARDWOOD lurrberllywood sales & purchasing, Product knowledge a must. Customer development/some outside sales. Send resum6 & salary requirements to Hardwoods, P.O. Box 26514, Tncson" Az- 85726.

EXPERIENCED person to assist in handling and srpervising wood products unloading and disribution ar Port of LA., Berth 200. Computerized terminal operation of cargo, rail and truck. Sdary plus full fringes and retirement program. Resum6 please to Pacific Lumber Terminal, P.O. Box 1215, Wilmington, Ca. 90748, (310) 834-5261, or to Coos Head Lumber & Plywood Co., P.O. Box 750, Coos Bay,Or.9742O.

LUMBER SALES: SOUTHERN CALI. FOR"IYIA. I-eading Southern C-alifania Hardwood Lumber Distributor is seekng professional salesperson with minimum 2-3 yearc experience in hardwood lumber sales and millwork. Ideal candidate would have working knowledge of kiln-dried domestic lumber markets. Southern Califcnia territcy, working out of [,os Angeles area manufacturing location. Base salary, performance-based incentives and co[Urtitive benefrts. Please send resun€, with references atrd salary history to Box 649 c/o The Merchant Magazine.

TIMBER SIZER

Twenty-fivc (25) words for t2l. Eech additional word 70t. Phone numbcr counts rs one word. Address counts !s six words. Hcadlines and centercd copy ea. line: 36. Bor numbcrs and spccial borders: t6 ea. Col. inch rate: 345 camera ready. 155 ifwe sct the type. Names ofadvertisers using a box numbcr cannot bc releascd, Address replics to box number shown in ad in care of Tbc Mcrchtnt Mgrrlnc, l5d) Crnpus Dr., Sulte rlt0. NcrDort Bcrcb, Ct. 92660. Makc chccks payable to Tbc Mcrchrnt Mrjrrlnr. Mail copy to abovc address or call (714) 852-1990. Deadline for copy is thc 22nd of thc month. PAYMENT MUST ACCOMPANY COPY unlcss you have estsblished crcdit with us.

HOUSING CONTRACTOR SALES: Growing Orangc County, Ca., lumber compaly is lmking for a sales person with erperience in selling to hasing @ntractors. A following and 5 years exper:ience a plus. Full benefits and a unique oppoftrtrity. Send resum6 to Box 645, c/o The Merchant Magazinc.

PAN PACIHC Forest hoducr is looking for professional forest products traders in the following locations: Lake Oswego, Eugene, Bend, Or., and Modesto, Ca. Full benefits. Excellent opportunity with a well established company. If you want to have fun while you work and earn a higher income, then call Ron Hanson at (503) 389-6100.

YARDMAN RADIOS

,,,,:,,i:,::,,,,,,,

JbhOtA

SALESMAN WANTED: Expanding, well-established wholesaler of softwood and hardwoods seeks an aggressive, selfmotivated salesman for retail/industrial aocounts within C-alifornia and neighboring states. Must have proven track recad in sales. Generous commission and benefits package available. Write to Box 647, c/o The Merchant Magazine.

#q 40'r60'x10' r | $6,623

Butto r youRsErF lltD s lrE rot{Ey. 5,m s&Es, |lr S]EEL, OrlI MlnY FTIR BROCIIURE AIID PRICE OUOTE. HBRITAGE BUILDING SYSTEMS 800-643-5555

PRE-FABRICATION

TIMBERS

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

Bracrrt Internationd

Drawer 4779, Arceta, Ca.955Zt 707-E26-9850

I r -

;]"*I{rsr4s-w,u,,u.nr

FREE DEII'IO

For details call Jim Martin

rrtaLr\It=,o l # $260 :@800€230625

WEATHERED OR TWISTEI' LT'MBER. Ptyw*d blows, shop and trims. Carl Hanson, (619\ 661-2510, FAX 619-661-5547, San Diego, Ca

The N.T.G. Co. will buy ycur SURPLUS INVENTORY & EQUIPMENT or your ENTIRE BUSINESS FOR CASH! AII negotiations completely confidential. l800-275-5170. Ask for Herb, Ed or Phillip. 14021 Arnargosa Rd., Victorville, Ca.92392.

HARDWARE & BUILDING MATERIAL YARD. 4000 sq. ft. store, new stce firturas, equipment. 5 new lumber sheds, 3 faklifts, 2 trucks & 3 saws on 6 commercial lots. Rapidly growing area l,ocated High Desert - l0 nhutes to hke Mead, Az Close to l,as Vegas and Laughlin, Nv. Can be sold separately. (@2)su-2358.

LOCAL LIJMBER 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) 4220426. Lu

Inspection Service

Certified Agency

L.A. (7t4) 962-9994

s.J. (408) 241-7960

Sacramen to Ol 6\'l 22-2500 Portland, Or. (503) 223-6105 P.O. Box 6989, San Josc, Ca. 95150

HOW TO KILL A BUSINESS

l. Don't Advertise! Assume everyone already knows what you sell.

2. Don't Advertise! Forget about new, potential customers who would do business with you if reminded and urged to.

3. Don't Advertise! Forget that you have competition trying to attract your customers away from you.

4. Don't Advertise! Never mind the fact that advertising is an investment in selling, not an expense.

5. Don't Advertise! Forget that you have to keep reminding your established customers that you appreciate their business.

Order Blank

Gompany Name (if any)

GHARGES: $21.00 (25 word mlnlmum) $21'00

.7O oach addltlonal word

.7O phone number'

4.2O address'

6.00 centered copy, per llne i.

6.00 headline.

6.00 box number

6.00 sp€clal border.

PRINT YOUR TOTAL HERE $

'Phono nunbor and addrear can be pert of 25 word mlnlmum' (phone number - 1 word, addro$ - 6 worda)

A $45 per column inch rate applles to camera ready copy; S55 It we set the type.

tr Asslgn a box number and mail my replies dally.

TO RUN:

BUMDRS'GUNDT

-SOUTHERN CALIFORNIA- GREATER SAN FRANCISCO BAY AREA

Capltal Lumb€r Co.

Carroll Moulding Co

Cascads Emplre.....

Chozon Trucldng Co

Columbla Forcst Prod$ts...,.............

cowr ptanrruiiiri.:.--........(soq 046:ti6i

El & El Wood Prodwls CoD. ........................

FbmFom Wood Prodrcts :............,,.............

Fountaln Lumber Co.. Ed.............................

NORTHERN AND

CENTRAL CALIFORNIA

Nickorson Lumbor & Plywood

ienoertny fnriiu-ei co. :."--(soo) te-tddii

Philbs Limbsr Sa|es....................................

Preclsion Mill & Lumber Co. (213) Itl93229

Prodwt Sal93 Co. ..................,,....................

San Antonlo RlgH+olo Consfuc{on Co. .....

Samyan Lumber Co

Souh Bay Forest Products...........................

Soutrwsst Plywoodtumber (21 3) 63&9891

Toal Lumbor Co......

Weyerhaeuser (Lorg B€ach) .......................

Weyofi

321 {728

Lens Stanlon Vanco Lumbor Co..............

Loubiana-Paclf lc Dblrbutlon C€ntor

Webor Pwood & Lumber...(800) 432-7300 (714) 259-1100

W6inlg, MiclEel...... .......(90S) 465n385

Weyorhasuser (Anahelm) ..............................(7'| 4) 772-5880

Weysrhasus€r (Fonlana) ...............................(800) 647-r/62

BUYtrRS'GUNDE

PACIFIC NORTHWEST

McMINNVILLE / SALEII

Univ€rsal Forest Producls (WooOurn)..........(503) 226-6240

Willamene lrdustries (Abany)........................(503) 962-7n1

TEDFORD/GRA}IIS PASS

Allweaher wood Treatsrs..............................(800) 759'5909

FourPly, Inc............. ..,...(q00) 542-9991

Lumbei Pr0duc1s..... ......(503) Z3-9696

PGL Bulldlm Produc{s ..(503) r/3.8174

GREATER PORTLAND AREA

cols & Assoclatss, John T.............,...

CofumUia for6t produds.............................

Contacl lnternational............(800) 228-736'l

ROCKY MOUNTAINS _

MaorFl Clean c0.................(800) 547-7m3

Pan'Pacific Forest Producb is00i 733-7142 SCR Inc.

THE GROUND & IN THE WATER, GETTFIE RIGHTTREATMENT CAT{ GIVE YOU PROMPT TREATING SERVI

Thunderbolt llrood Treatlng Co., Inc. 3400 Patterson Road Rlverbank, CA 95367

Jor quotu ongour treatlng needs

William E. "Bill" McPherson, 83, chairman emeritus of Tumac Lumber Co., Portland, Or., died Aug. l7,1994, in Portland.

He began his lumber career with J. V. G. Posey Manufacturing Co. in 1,942 and joined Hallinan-Mackin Lumber Co. in 1945. He cofounded Tumac with Paul McCracken in 1958.

Palmer G. Lewis, 90, founder of Palmer G. Lewis Co., Auburn, Wa., died July 18, 1994, in Mercer Islan( Wa.

He founded the company in 1948 and retired in the 1970s. The business was renamed PGL Building hoducts after it was sold to Huttig Sash & Door in 1988.

Hugh B. Oliphant, 56, vice president emeritus of Simpson Strong-Tie Co., Inc., San Leandro, Ca., died of a brain tumor Iulv 22. 1994. in

Lafayette, Ca.

The Zl-year-company veteran had been vice president of sales and marketing until his illness was diagnosed earlier in the vear.

Mr. Oliphlnt founded the National Building Material Distributor's distribution council and was the fint associate member to serve on NBMDA's board of directors.

Lumber Marketing Newsletter

Lumber quality remains constant with grading adhering to standards that have been in place for two decades, says the latest issue of Westem Lumber Markcting News.

Published by Western Wood Products Association, the free bi-annual newsletter also provides tips on how tosell more lumber products, a WWPA marketing update and innovative ideas for retailers and wholesalers to use in their own marketing programs.

Copies are available from WWPA, 522 SW Fifth, Portland,Or.972M.

ADVBRTIStsR INDDX

Mallco Lurnber & Building Materials...--.47

M&M Builders Supply.------....................51

Martin Bms. Wholesale Lumber.--............44

Mass Systems Co, Inc. .....--..........-............39

Nu Forest Products.........................................7

Ornarnentgl Mouldings, Inc............--,,.......11

Pmifi c Forest Produc{s.......................,,........37

Pan Pscift c Forest Producds.........................21

Parr Lumber Co................-..........................25

Penberthy Lumber Co.--.-----.-...........-..,|3

Phoenix Enterprises....-................................55

Plylap Industries -.........................................38

16

El & El Wood Products Corp...........-----.52

Flex Trim Industries............................,........57

Fontsna Wholesale Lumber, Inc. ..................6

Friesen Lumber Co.......................................46

Goettl's Metal Products................................45

Haase Industries (Magnetic Push Broom)..50

Hsrdie Building Products, James-..Cover IV

Hardwoods Un|imi1ed..................,,,.,,......,.,..U .-.................52

Herlen Metsl Products.............-..................40

Holmes Lumber Co., Fred C........................42

Hoover Treated Wood Products..................19

Huff Lumber Co.......................,....................23

Kelleher Corp. ................,....11

Keller Lumber Co.........................................55

Landmart Forest Products..........................45

Lane Stanton Vance Lumber Co.....Cover III

Lausmann Lumber & Moulding -.----......44

Lurnber Products .......................-.................39

MacBeath Hardwood Co..........-.-..-.-....--22

Msks Wood Produc{s Co.............................57

Precision Mill & Lumber Co ......................38

PrimeSource Inc............................................19

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

QB Corp.......... .....................50

Redwood Cosst Lumber Co........................{

Reel Lumber Service.....................................28

Regal Custorn Millwork ...............................28

Saroyan Lurnber Co. .....................................3

SpsceRak........ .........Cover III

Spellman Hardwoods....................................55

Stockton Wholesale

Style-Mark, Inc. ............................................45

Sunbelt Forest Products Inc....................,....54

Superior Wood Systems, Inc.......-.....,.-......25

Swan Secure.... .....................53

Taylor Lumber Services -----.....................54

Thunderbolt Wood Preserving.............,......61

Toal Lumber Co. --.----.-.--......,........-...-44

Trus Joist MacMillan..-.-.---................29-36

Union Planing Mi||........................................43

Unity Forest Products----.----..,......,,.,.....52

Weinig AG, Mchae|......................................20

Wolmanized (Hickson Corp.)......--.-Cover I

V9ood trIber Producfs.

The single most important reason we can give you for adding a SpaceRak rack.sup. ported storage building to your yard operation is this: it will substantially increase your lumber sales and produce a lot more profit for your business. Two goals we're sure you aspire to with great enthusiasm! And here are some additional advantages, which, considered in total, reinforce the integrity of that opening statement.

If you lilce Hardie siding, you'll love HardisoffitrM

Soffit and siding from James Hardie have the same masonry-like composition. A concrete reason why both can weather some of the most humid climates. No problem.

Looks like wood. acts lilce Hardie siding has all the advantages of wood, -! but none of the drawback. It has the look and warmth of wood and is installed in the $une manner.

Let it blow

Hardie siding can be installed to withstand winds up to 130 mph!' So if you're the least bit worried about gusty winds, don't be. Hardie siding can handle it.

The more humid the better Hardie siding and Hardisoffit" have earned their reputations by standing up to humidity in places like Malaysia, where the humidity often reaches 90%. For comparison's sake, the average humidity of Southeastern U.S. is usually amere 750/0.*

Which means if Hardie sidingand Hadisoffit" can suruivesome of the most unbearabb trot and humid clirnates on earth, 1lou qt safely assune they can rnake it tttrflrgh the sununers in Key West, Florida Or Cape Cod, Massachusetts I

Fear no termites

Hardie siding and Hardisoffit'" are warranted to withstand the ravages of even these treacherous vermin. Tallc about cover?ge

James Hardie is a world leader in fiber cement technology with over 100 years experience. To date, billions ofsquare feet of Hardie siding and Hardisoffit." have been installed.

Another strike against wood

Hardie siding and Hardisoffit'"are noncombustible.'z Their cementitious compositions make them some of the most fireresistant building materials money can buy.

Subterranean / termite Flauipes)

This covers just about everything

Any products that can survive sweltering humidity, sizable '-- termites and tremendous winds deserve a good warranty. Cood reasons why Hardie siding and Hardisoffit'" come with a transferable, 50 Year Limited Product Warranty. Read the details and compare wherever the product is sold.

Inc.