Merchant Magazine - October 1996

Get LWorld of Support frqm the

producers 0f Wohirlanizedt wood.

aktng profits on treated wood isn't easy these days. Retailers can use all the support they can get.

V[h.n you stock Wolmanized@ pressure-treated wood, you have access to sales tools that can separate you from your competition.

I he promotion program - which has won nine Drummer and three Deck Clinic Kit, Contractor Event Kit, ad materials, and publicity back-up. f, f-lus, you get North America's best known and most widelv used brand of treated wood.

Seruing building products retailers and wholesale distributors - Since 1922

Roy o Martin Lumber Company, an innovator in engineered wood products, is now producing high grade plywood in both pine and hardwood.

SMARTCORE-, with ir's no lap or gap composed core, and TUFFSTRAND-, durable and dependable, provide solid alternarives to conventionai wood resources. SMARTCORE and TUFFSTRAND... new beginnings from an old tradition - Roy O. Martin Lumber Co.

Jule Howard

!s-u-e!!1lfelavar able,plusshippngandhandling. cHANGEoFADDRESS Sendaddresslabel lromrecentissueif posslble,newaddressandzipcodetoaddressdelow.'

PoSTMASTER Send address changes to The Merchanl lvlagazrne,4500 Campus Dr., Ste. 480, Newpofl Beach, Ca. 92660.

THEMERcHANTMAGAZ|NE'ACaijlorn]aCorporalion'1usFszso.soooo;is|ublsheomonth|yaia!oocampusDr'Ste'r0

pr0teCtedandmUstnotbereprodUced]nanymannerwthoUtwrittenperrnss]On'ARrghtsReserVed'Thedrciant

Michael Giordano, President Pelham Lumber

DAVID CUTLER publisher

Bang, you're dead

It starts with the sudden, sickening awareness that something is terribly wrong: movement, noise, angry words, sometimes shots. The result, occasionally, is death.

Traditionally a place of industrious tranquillity, the American workplace today is being assaulted by violence of all kinds, including murder. Despite an increasing awareness among business people and the dissemination of techniques to avoid workplace violence, most firms still view the problem as "it can't happen here."

But it can. And it does. No one can predict when another human being is going to abandon or lose control or suffer from a descent into madness.

While no ultimate solution exists. defense falls into two areas: the person and the place. Watch out for people with disruptive or violent behavior in their background, or who have an obsession about weapons. Beware the loner, the paranoid or the employee who has turmoil in his relationships or makes threats. Off-site problems have caused

jilted ex-lovers and ex-husbands to invade company property during work hours bent on deadly revenge. Even routine criticism can incite the unstable to a violent response.

Turning your business into an impenetrable fortress is both impossible and bad for business. But there are a number of methods to "harden your site," as military strategists said in the Cold War. First, hire an expert or do a personal audit of what potential threats to your facility exist and what can be done. Then management and staff must be aware of the need for security.

Implementation can range from sophisticated video monitoring and sensor technology to a heightened awareness among workers that often they are the first line of defense and the best way to spot offenders before trouble starts.

Whether the actual or potential cause of workplace violence is internal or external, management must treat the situation seriously and initiate a comprehensive program. The time to do it is before the tragedy, not after.

Seruing building products dealers and wholesale distributors in 13 Westem states - since 1922

OREGON STATE DOCKS FLOAT CHEMONITE"

The first Chemonite-treated floats. built in 1988. still show no signs of deterioration. Rhodehamel is confident that the hundreds of Chemonite-treated floats across Oregon will last for decades.

ome of the most beautiful dock facilities in the state of Oregon are planned and developed by the Oregon State Marine Board. This unique state agency is dedicated to making Oregon boating as enjoyable as possible for tourists and residents alike. One of the reasons the facilities are as attractive as they are is that the Board is an enthusiastic user of kiln-dried, Chemonite (ACZA)+reated Douglas fir.

According to Ron Rhodehamel, Chief Facilities Engineer, the Marine Board at first dabbled with CCA-treated Douglas fir in its standard float module design, but the treatment didn't consistently meet the specified 0.6 retention. So, since 1988, the Board has used AWPA- certifi ed, Chemonite-treated Douglas fir in hundreds of float designs.

Rhodehamel says these floats have performed beautifully in Oregon's grueling river conditions. He adds that kiln drying has made a big difference in the appearance of their Chemonite-treated wood in the last couple years.

Chemonite' offers the best protecti.on available in harsh marine envirorunents.

San Francisco's Pier 39. Hawaii's Pearl Harbor. The Ventura, CA Pier. What do these and many other marine facilities have in common? Their specifiers all chose Chemonite (ACZA) as an integral part of their support.

In coastal areas where marineboring organisms like teredo, pholad, and Limnoria tripunctata are present, there's an important need to protect below-water pilings. Chemonite pro vides the best possible protection of above-water and below-water structures everywhere. from freezing seas

to tropical waters. That's why the wood you specify should be Chemonite-treated.

Specifying Chemonite ensures that your structure will be attractive and protected from rot, decay, insect, and marine-borer damage - and stay structurally sound for yea$ to come.

So call today. For more information, and the name of the Chemonite wood treater nearest you, call: 415-573-3311. Or write to: P.O. Box 42 I 5, Foster City, CA 944M.

"There is a lot of Chemonite-treated wood in my life. We have been working with it for over 35 years. Anl we've had nothing but positive results the whole tine."

- Pete Uccelli, Pete's

Harbor Redwood City, CA

The Pier 39 shopping & entertainment conplex (ahove) k one of San Francisco's lnrgest touist attractions. It features an extensive use of Chemonitelreated wood.

RiNaal," is Tubafor's newest fence product manufactured for the environmental conscious consumer. Pre-finished for ease of installation , R:l/alllaal* eliminates the hassle of special precautions required to handle products treated with toxic chemicals. With our "Enviro-Safe" process we balance the consumer's right to receive the best product for their money with a product and production process that is environmentally responsible. During the development of R:{.tllanl* fencing we kept one goal in mind, produce a high quality prefinished product at an affordable price that is not toxic to the environment.

Like alf TUBAFOR products, Pt"(ill"",l* fencing is manufactured and graded to TUBAFOR'S exacting standards, insuring you that RW""/* is "ALWAYS THE RIGHT cHolcE".

THE "RIGHT CHOICE" For:

Consistent color Economy

Environmental Safety Safe Handling

F

3 batriers to selling hardwood millwork

IIJHILE not a huge volume prodY Y uct. hardwood millwork does offer solid margins. Retailers should be able to respond to the three most common hindrances to selling hardwood chair rails, crowns and other decorative mouldings: o'It's where?"

The best advice Jim Pierce, national accounts manager for Ornamental Mouldings, can provide is: "Stock it." Many independent retailers offer the products only by special order, losing many sales to the large warehouse chains that inventory it.

Products with appearance advantages must be seen. "It's a case of show and tell-or show and sell, if you will," agrees Sandy Hamilton, White River Hardwoods, Fayetteville, Ar. "People want to touch it, feel it, see what it will look like in their home."

Even if you don't have the time or money for a 5,000-sq. ft. millwork showroom, you need to stock profiles in sufficient depth. Make sure a complementary special order program is well displayed, perhaps using wallmountable manufacturers display boards or other sales aids. "As much as anything else it's a matter of creating awareness, especially with embossed hardwoods," Hamilton adds. "We'll get calls from architects who say, 'I never knew you could get these. "'

White River recently added a Web site just to disseminate information on the products.

"It's what?"

"There is insufficient knowledge in millwork, and it's not a difficult thing to learn," Pierce says. "Salespeople often have an insufficient grasp of the

Story at a Glance

What keeps people from buying hardwood millwork tips on responding to inventory, training, price challenges.

terminology, what's a corbel, a capital, a pilaster, a pediment. They think it ends with casing and base moulding. A homeowner will read a book over the weekend and become such an instant expert, he leaves the guy on the sales floor way behind."

Ornamental Mouldings and other manufacturers provide catalogs with illustrations of common profiles that the average salesperson can learn in about a half hour. Once you know what a profile is, it's easy to remember what applications it is used for.

It's also helpful to know the basics of installation. "Only a very few items are difficult to install," Pierce explains. "Finishing is a critical area. Priming is important. Many people overlook the possibility of using glue. Be aware of compound cutting angles and caulking uneven ceilings, which is also a great area for add-on sales."

"It's how much?"

Hardwood millwork is often considerably more expensive than its softwood counterparts and, with the growing popularity of MDF mouldings, the price disparity should grow even larger. Explain that hardwood millwork is typically durable, unlike softwoods which may nick or gouge, and finishes easily, unlike unprimed MDF, which

is hygroscopic, absorbing moisture from the air, and difficult to finish well, short of intensive sanding and multiple layers of primer.

For most, the rich, warm, elegant appearancejustifies the price tag. But, according to Hamilton, hardwood millwork is also an investment. "Remind builders that it's not just beautiful to look at, it will return three to five times its cost in selling the home," he explains. "If you put a grand into a dining room, you should be able to get $3,000 to $5,000 more in the price of the home."

One misconception is that you have to use the same mouldings throughout the house. Pierce says, "But historic architecture would use the elegant millwork in the front hall, more generic mouldings in other rooms and by the time you got to the kitchen, there were no mouldings at all. The same moulding in every room is boring. Good architecture should be used to highlight things. For a much lower cost, suggest hardwoods for only the archway and main hallway and blend into more commodity mouldings."

Architectural details often are the perfect finishing touches to a truly outstanding home. Encourage your shoppers to turn their homes into showcases.

DISPLAY boards help convince customers to upgrade to hardwood mouldings.

The lowdown on hardwood decking

ll.-THANCES ARE the decking you \-zstock is redwood, cedar or another pressure treated softwood. But in times of dwindling softwood supplies, some hardwoods are coming on the scene to provide a unique look and extra strength.

Due to price, properties and availability, domestic hardwoods are generally best utilized in interior applications. But overseas exterior hardwood products including decking have been around for years. The Caribbean and Australia have long used hardwood for decking, while Malaysia, with suitable hardwoods in abundance, always has.

But hardwood decking's presence domestically is becoming more noticeable, especially in largescale marine-related projects: decking at the New Jersey State Marina, the boardwalks at New Jersey's Ocean Park and New York's Coney Island, the promenade at Long Island's Northport Marina, the nature walk at Florida' s Everslade National Park.

In such applications, the choice is often ip€ from Central and South America, known for its incredible strength, beautiful olive-brown color with light and dark streaks, and for making exceptional decking.

Alyce Robinson, West Coast representative for Pau Lope brand ip6 from Brazll, says when the decking is first applied it looks like a "gorgeous brown cherry hardwood floor. It can be finished to maintain that appearance or left unfinished to weather to a nice gray."

The wood's high strength allows decking to be produced 1x4 or, more common for the West Coast, 5/4x6. "You can use less wood because it can be milled thinner. 1x4 spans 16" on center, and it's solid as a rock," she says. "It's so dense, it has a natural fire rating. It doesn't cup or warp, there are no sap pockets or knots, and it's clear on three sides."

Like other hardwoods sold domestically as decking, it is about double the price of standard pressure treated

wood and comparable if not less in price than top grades of softwoods.

Merbau from Madagascar, the Philippines, Malaysia and Indonesia also makes good decking, with its interlocking, sometimes wavy grain and yellowish-brown color which darkens to dark red-brown.

Contact International. Portland. Or., offers radius edge decking made of Philippine mahogany. Like other decking hardwoods, it lacks the defect

Story at a Glance

The advantages and shortcomings of hardwood decking ... willwe see more?

structure of softwoods. "You get a clear product, without a lot of knots, no raised grain, no splinters," says hardwood specialist Don White, White Bros., Oakland. Ca. "It's beautifu1."

Similarly, the species is naturally durable, holds paint and stain well, and resists rot, decay, insect attack and splitting. In application, the key is to remember you're working with a hardwood. "If you don't treat it like a hardwood, you're in trouble," White says. "You have to seal it all the way around previous to installation, to protect it from moisture."

In some areas with extreme temperatures, screws are required as opposed to nails. "In California, it gets too darn hot out here and it starts moving around," he explains.

White forecasts a bright future for Philippine mahogany and other hardwoods in decking: "Redwood is a wood of the past. It'll be hard to get in 10 years. Cedar is limited cut and it's soft. Philippine mahogany performs better, and it's on sustained yield so there's a lot more of it growing. I foresee nothing but growth."

STRENGTH is one advantage of hardwood decking such as Lightning Brand philippine mahogany.

rl'tHE lumber industry isn't the only I business with its own sawmills, wood technicians and craftsmen. Consider the automobile industry.

Fine wood has always been a basic business for Jaguar, which typically retails its cars between $55,000 and $71,000. "With all the pieces laid out, there's about a yard and a half of wood on an XJ6 and almost two square yards on a Vanden Plas," noted Terry Williams, superintendent of Jaguar's sawmill at Coventry, England. "We measure it in meters. of course, and we use from 8,000 to 10,000 square meters every month, depending on production."

Nowadays. Jaguar's mainstay is walnut, all imported from the Sacramento. Ca.. area. The auto maker also uses bird's-eye maple in its sport vehicles like the XJR, shipped in from forests on the U.S.Canadian border.

"We are one of only a few companies in the world that still does boxwood inlay," said Williams, who buys the veneer and helps develop parts while managing the mill at Brown's Lane. "On the Vanden Plas, the wood is inlaid with a gold line in it, and that is the natural color of boxwood. All of the inlays are done by hand, which is the only way this task can be accomplished."

Of particular interest to the 300 visitors who tour the mill each week is the veneering process performed by 190 full-time craftsmen. Williams said, "We have everything from cabinetmakers to polishers, and most of them would be just as much at home with fine furniture as working on high quality car interiors."

The cabinetmakers cut. inspect, prepare and mount the veneer, laboriously matching grain to ensure each side of the dash mirrors the other. They use three distinctive grades of walnut, depending on the model, with a unique matched set for each vehicle. "What we've got here," he said, "is traditional woodworking skills married to the best available technology."

The latest technology is integral in the substrate that underlies the glossy trim. Williams said Jaguar searched the globe for the optimal way to produce the wood portion of the interior and decided on a system that builds up layers so light, yet stable, parts can provide a suitable surface for applying the finishing lacquer. The sophisticated, German-produced lacquer is sprayed on in three coats to build up

with driveffi&ffi

the finish.

He notes, "We particularly like this technology because it solves the problem o[ expansion and contraction. Wood is a living material, and if you

Story at a Glance

Automobile manufacturers use fine hardwoods for interiors ... Jaguar has its own sawmill. 190 craftsmen.

have a house with a wooden front door, you know that it swells in summer and contracts in winter."

As has the lumber industry, Williams has had to correct uninformed complaints about using wood.

Jaguar imports wood from 1007o managed plantations where two trees are replanted for every one harvested, resulting in minimal impact on the environment.

"Wood is the most renewable resource we can use," he said. "And, of course, each tree is felled only at the end of its life as a walnut provider."

It's a similar story at Lexus, where experts scrutinized 24 different types of wood for their interiors. "Pine was too stark. Birch, too thin. Oak, far too bland. So we decided on California walnut," said a spokesperson. "Every spring, we spend countless hours selecting it, followed by more than two months of sanding, testing. staining, testing, curing. testing and finishing it."

That sort of fanaticism they're proud of.

JAGUAR INTERI0RS (photo above) incorporate three distinctive grades of walnut.

The ha

A FOREMOST concern

.Cl.for hardwood companies over the last few years has been protecting access to forest resources to ensure their very survival. And they saw the industry's poor public image as a major contributing factor to the increasing legislative and regulatory problems.

Faced with similar challenges, other agriculturalrelated businesses, including cotton and beef producers, have instituted industrywide checkoff programs. The beef industry, for example, charges producers a per-pound assessment. For three and a halfyears, hardwood producers have grappled with the possibility of an industrywide checkoff and, just when it seemed to be gaining momentum, support fell through and consideration was dropped.

What happened?

In January 1993, the National Hardwood Lumber Association's long range planning committee introduced a checkoff as a possible solution to raising the needed funds for a national-level program to address forest resource issues. The board polled hardwood mills, wholesalers and distributors, researched other industries' programs, presented a concept paper to the USDA, had an appointed panel develop plans for implementation, and hired a consultant to prepare sample types of messages that might be legally delivered under checkoff legislation.

The rationale for a checkoff program was simple: while environmentalists create the perception that the hardwood lumber industry is bad and, therefore, should be heavily regulated both at the federal and local levels, no proforestry public education campaign existed on a national level. Even if all the resources of existing hardwood lumber trade associations were combined, the funding would fall short of making an impact nationwide, since less than 2O7o of the industry typically join trade associations.

A checkoff would bring the entire industry together,

Story at a Glance

Why didn't the hardwood checkoff pass? will it ever again be considered?

eckoff:

authorized by federal legislation. A non-profit board of hardwood lumbermen would collect the industry-imposed assessment of $l per MBF (509 per MBF on lower grades). A hardwood checkoff on lumber sold by sawmills, wholesalers and distributors could raise $15 million annually.

Funds would be spent exclusively on public education, promotion and research, not on lobbying. With a checkoff program in place, more of existing trade association dollars could be spent on lobbying. Assessment dollars could be used to fund television, radio and magazine advertising on environmental issues, produce and distribute educational publications and develop and implement publicity programs.

Only sawmills manufacturing at least 2 million bd. ft. annually and wholesalers and distributors with over $1 million in annual sales would participate. Those that refused would be subject to civil penalties of between $500 and $5,000 per violation. A 5l7o vote by participants would disband the program.

One longtime concern was that the govemment would not allow a strong message on forestry issues. And if the message was too soft, was it worth the extra money, paperwork and government involvement?

In late spring 1996, a poll of NHLA's active members revealed nearly two-thirds opposed the concept of a hardwood checkoff. "They were primarily afraid of the appearance of federal government involvement," says Ernie Stebbins, NHLA executive manager. "But there are four other forest product checkoffs. California, Oregon, Idaho and Washington all have their own."

Soon after the poll, NHLA's board voted unanimously to drop all consideration of a checkoff and instead reallocate about $300,000 of membership dues to forest resource programs, which now account for 20Vo or $600,000 of NHLA's annual budget. The board will review new programs during this month's annual convention.

Will an industrywide hardwood checkoff ever again be seriously considered? "Not in my lifetime," says Stebbins, recalling the arduous trial. "We have an institutional memory. Our board members serye six-year terms, and I'll be here a while. If this thing ever has another life it will take a group of sawmillers who are motivated enough individually, and not come from within an existins trade association."

forms mediation service Hardwood association

rnHE NATIONAL Hardwood

|. Lumber Association is introducing a claims resolution service modeled after the Better Business Bureau's process.

The outcome of disputes over hardwood lumber sales typically dissatisfy both parties; the customer often refuses to pay and both parties vow never again to do business with the other. There was no third party to

turn to.

"The Better Business Bureau has never handled a claim on hardwood lumber," explains Ernie Stebbins, executive manager of the association. "They have no expertise to handle claims that do come up. They're not familiar with the vernacular or the grades."

So, after training staff hardwood lumbermen in mediation, NHLA this

month will begin offering its members the Hardwood Lumber Claims Resolution Service.

"Primarily I expect we'll be settling disputes involving the grade of the lumber, but also providing help on claims against terms, non-delivery, customers who refuse to unload and inspect lumber, the color of the lumber, percentage of heartwood vs. sapwood, and so on," Stebbins predicts.

Nail sales tips

"?l'.JTi o' [

i:5 siding and decking materials, it's increasingly important that lumber dealers make available the proper nails-and know which to suggest

Story at a Glance

of staining or sfieaking "bleeding" from the nail hole.

power, recommend ring shank or spiral shank nails.

Also now available are stainless steel siding and decking nails in fi)degree sticks-for mole highly corrosive applications. Many of these Type 304 stainless nails have ring and spiral shanks for increased holding power.

lncrease faetener sales by stocking and then steering customers to the appropnate nails and sctews.

For cedar and redwood siding and decking jobs that will ultimately be painted or stained (with a fullbodied stain), offer double hotdipped zinc-coated nails as an economical alternative to stainless stel. True hot-dipped nails have a thick, uniform zinc coating and provide outstanding protection from rust.

Don't miss the opportunity to upsell higher quality fasteners on cedar and redwood sales. More importantly, you owe it to your customers to provide the correct fasteners-ones which will provide dependabte service for many years on their beautiful.new siding and decking. for the best results and margins. Long-lasting pressure treated lumber projects demand better-thanaverage fasteners.

Strictly avoid dher types of galvanized nails, such as elecFoplated nails. They will not give the Protection that homwners expect for their new siding or decking joband will come back to haunt you in the form of complaints and ca[lbacks.

AJcording to Maze Nails, there are a few general rules to follow concerning nails and screws that wiU be hand nailed. For cdar and dwood projects, make certain to find out how the contractor or homeowner plans to finish the wood. If the wood is to be left ndural or treated with a clear wood finish, recommend that stainless steel fasteners be ueed. Stainless

steel has less of, a tondercy to react wi& ttle$nfiml cbemicafo fomd ia ry

Fsr contractors who use pneumatic tools, double hot-dipped zinccoated plastic-collated nails are : aveilable in 20degree sticks for use in many popular nailers. Full round hgads gi\ie excellmt holddown, ad me being incrm-

tu chances

tagly sp*ifiod by local buitding eodes. For maxirnurn holding

WilT, iy

ff

How to store equipment safely for the winter

f\OME WINTER. business slows

\-zat many yards in severe weather climates, ind trucks, forklifts and other diesel-powered equipment are put into storage. When the machinery is to be stored for 30 days or more, manufacturer J.I. Case recommends the following procedures to avoid rust, corrosion and other damage.

First, move the equipment to a dry, protected location, preferably inside a heated building. While the engine is still warm from operation, change the engine oil, replace the engine oil filter, and clean or replace the air filter.

The following steps will protect the valves and the walls of the cylinders:

Remove the fuel from the tank. Put one or two gallons of diesel flushing oil (according to the operator's manual) into the fuel tank. Start and operate the engine until blue or white smoke comes from the exhaust stack. This smoke shows that the regular diesel fuel in the filters has been used and that the diesel flushing oil is being bumed.

Operate the engine for another 10 minutes. Stop the engine and remove the diesel flushing oil from the fuel tank. To prevent rust, put one level tablespoon of Shell VPI 260 crystals into the tank.

Check the coolant to see if it will protect against freezing at the lowest temperature expected. If not, drain the coolant from the system while the engine is warm. Keep open the drain valves for the radiator, engine block and oil cooler, and loosen the radiator cap. Put a "Do Not Operate" tag on the instrument panel. Note on the tag

that there is no coolant in the system. Remove the battery and put it in a cool, dry place on a block of wood. Use a hydrometer to check the battery every month, and make a record of the hydrometer readings. When the reading falls to 1.215, charge the battery.

Lower hydraulic system attachments onto wood blocks. Stop the engine and move the equipment control levers in both directions several times. This will release pressure in the hydraulic system circuits. Put a special corrosion inhibitor grease on the cylinder rods to prevent corrosion.

Story at a Glance

Techniques for storing trucks, forklifts and other dieselpowered equipment for the winter ... six steps to putting them back in operation.

Once a machine has been in storage, there are six steps to follow before it can be put back in operation:

(1) If the coolant was drained from the cooling system, refill it. Use the correct mixture of clean water (with a low mineral content) and ethylene glycol.

(2) Make sure the engine oil is at the correct level.

(3) Install the baftery, checking to see that it is at full charge.

(4) Fill the fuel tank.

(5) For a diesel engine. replace the fuel filters and remove the air from the fuel lines.

(6) Start the engine and run at idle speed. Remove the valve cover and make sure valves are working freely and that rocker arm assemblies are receivins lubrication.

F

OULD any of these claims ever target your business?

"Customer (claimant) was assisting insured's employee in lowering 100-lb. bag of sand and was injured. $3,799 paid to date in medical. $5.000 reserve due to substantial injuries. Investigation in process."

"23-year industry veteran unloads plywood at jobsite, walks between standing stack and rear of roller bed prior to dropping load, load falls on him crushins him to death."

"Customer (claimant) slipped in parking lot. Raining, lot recently repaved. Two employees slipped earlier in the day. No warning signs posted. $250,000 lawsuit."

Story at a Glance

Tips to protect your customers, workers and business ... employees are key to effective safety program.

"Plywood improperly strapped. Wind ripped section off top piece on freeway hitting a truck. Windshield broken, minimal damage, but both drivers agreed it could have been 'a real bad one."'

"18-year industry veteran adjusts his milling machine, turns it back on without removing wrench he left on bed of (high vibration) equipment; wrench strikes his head. Employee is paraplegic and a 'vegetable,' under 24-hour care, 10 year life expectancy, over $1.5 million spent to date."

All the above are actual claims against wholesale and retail lumber companies in the last two years. Most are high profile businesses with average to well-above-average track records in safety. Just bad luck? They don't think so. And as a result, they are intensively learning to prevent future incidents, large and small, at their facilities.

Following are some of their observations and guidelines for safe practices which can help you better protect your customers, employees, assets, and reputation. If you think accidents are "inevitable," a "cost of doing business," or "mostly fraudulent," please

Lessons from

lumber losses

By Lenelle Duecker Anderson & Anderson Insurance Brokers Glendale, Ca.

skip the rest of this article. But if you lock the doors and set the alarm to make it tough for thieves, these points will have value for you:

(l) 90-957" of all claims are behavior based. The rest are uncontrollable. When we really look at causes, they can be traced to:

. No training, inadequate training, or no refresher cours?s.

No formal safety policy and/or no compliance required.

Inattention, fatigue, a belief that if you do a job long enough without an accident you' re invincible.

. A management belief that safe practice slows down production. (Let's hope the next time you fly, the airline crew doesn't agree with you!)

(2) Companies that have effective safety programs report a positive impact on efficiency, productivity, morale and teamwork. Why? Common sense, respect, attention to detail, pride in one's job and company, and a sense of accountability to the whole will yield the results management wants. If you pigeon-hole safety, you'll get poor results.

(3) Everyone must prioritize safety, from the owner on down. Guide by visible examples (fill in potholes, repair loose wires, check the brakes), then set up a safety committee with guts. Make it high profile. No one wants to serve on the latrine brigade. Garbage in, garbage out.

(4) Thoroughly discuss causes of all your claims, including your past ones and those in the newspaper. Get your people to recognize the real causes ("lazy," "no training," "poor communication," "arrogant," "worried about home problems") by having them tell you what they are. That makes a buyin. Then, solicit ways to prevent this from happening at "our company." If your people don't take pride in working at your firm, whose fault is that?

Your line people can solve a lot of problems if they're asked for their opinion. rewarded for participation, and see the results. We've seen this happen in all workforces-old, young, male, female, high skill, low skill, all English/non-English speaking, night shift. union. etc.

Is it easy? Can you do itjust once? Are all your accidents over? No. But the future, more and more, will be controlled by firms who demand the best from their employees and treat them the best.

Train - What sports team doesn't? Why should business be less professional?

Open Up Communication - The ceo of 3M did not invent the Post-It.

Listen - Respect is a two way street; if your employees don't feel respected, how can you get top results?

Your competitors are doing these things, and that's where smart business is going.

with change. Traditional buying habits and relationships are no longer the norm. Competitors are different, and so are customers. The progressive survivor looks for techniques, methods and sources to help cope with these changes.

Successful, progressive and profitable retailers have an attitude that includes:

o Being inquisitive.

o Having a strong desire to learn.

o Realizing it takes money (but not a lot) to make money.

o A focus on results.

o Going to the outside to buy smarts (expertise, skills, etc.) when it is to their advantage, since each dollar spent this way may bring back $3, $4, sometimes $10 in results.

o A "let's try it" spirit when it comes to new approaches, techniques and services.

o A realization that there will always be change and learning how to use it to their advantage.

o A focus on profitability.

Among the most common and cost effective survival techniques:

II Networking

Networking provides a clearinghouse of information. Usually networks are composed of other liketype, non-competitor dealers. It is most beneficial to associate with those who are approximately your size or a little bigger. Networks provide contacts for input, information, sources, and solutions to similar problems. Generally, they are held in person, but most often information is exchanged by phone, fax or mail.

! Roundtable

A roundtable's purpose is for liketype, non-competitor companies to focus on common problems and solutions. Discussions include detailed operational analysis with a key focus on common operating ratios. These one-on-one meetings are held several times per year in person and generally in a convenient, off-premises location.

Predetermined topics of vital interest are assembled by a roundtable facilitator. For best results, hire an experienced, out of the area consultanVadvisor specialist to conduct the session, one who understands your industry, your size company and its problems. Check the facilitator's references closely since this individual is a key factor in the success of the roundtable.

strategies for retail survival

By Laddie F. Hutar, MBA, CMC Certified Management Consultant Hutar Growth Management Institute Glenview. Il.

! Subscribe

good work ethic. Many come from

Subscribe to and participate in farm backgrounds where they had management systems improvement responsibilities but require training in programs that focus on improving people skills, high-tech computers, profitability through the moderniza- communications, customer service tion and updating of the present ways and selling principles. business is done. programs include

$ 1tin"rra" management aids. liltgi.!,1]i:

- Reuiew individual company acrivi- newsletters, progress charts, business ties from a cost and benefit basis. and economic facts

-9,11:"{5^: T:l- ol", tt" cost produce positive prof- niques, and specializ"o tolt]: 9:I:1:f itJt" u"n"nts? rf not, make changes. ment in such areas as: communica- tion, problem solving. leadership.

5 Sales development decision making, interpersonal reli- 'Ihree times a year, send out by tions, productiviiy improvement. etc. direct mail a friendly, "letter-type"

I snop the competition .

3,T,"J;l:?f:,]':"J::::"",t;?:H:t.'*

By making regular visits to local r11 competitors una o--ut of town retailers, [l continually innovate you can see how your operation ^ Don't keep displays in the store itacks up. forever-change them frequently to

$ virit-t""oe shows

;*x":i:'manasement is alert to new

"r"tifLliTffi ;:'lt-:,itti#J# ll p"customersensitive plish. Make it exciting for customers to

g neaa trade magazines i1?j":',tJJj,tjX"ilj ilffi';,8jti,l

Trade magazines are often distrib- such as seminars, "how-to', clinics, uted at a nominal charge or free to company tours, etc., inviting special qualified members of the industry and student groups, interior decorators, contain much useful industry and architects, local city officials, media management information. personnel (radio, tv, newspaper), etc.

One mistake in larger companies is lrD , obtaining only one .; ;;;;j;;: l-y' Develop vour people , .'; " ;;5''"' Focus on training, especially the tracn Key oecrslon-maKer snoulo nave ._._:._ his own copy. When *;^"r'il';;i; principles of selling and what selling ; l--.".-.';.' means. Selling means that after oepanmenr neaos aDout speclllc anlcles that would perrai;;;;;;il, |:::p""tive customers make a buving ,,* "-" ":,^^: decision. they leave with the satisfacmany Ilmes tney wouto answer tnat ^i_ rhe magazine hadn't ;;';;;;ffi :].?: "f knowing thev have made a themyet.wtsechoice'Thiscanbedoneby 7 ,"u" advantage or your rabor [:TH:tlJi"#r"ll"iJ.ffi;':]Tr: market and value. Satisfied customers are the Generally in rural and semi-rural best source for additional business areas, the available labor force has a and referrals.

NEWS BRIEFS

Retailers

Evan's Building Center, Eagle (west Boise), Id., has recently iemodeled, doubling its store size, updating its exterior, and adding a new showroom and warehouse arca...

Blackman Lumber Co., Oakland, Ca., has closed after 100 ylars and put the property up for sale...

Franklin B uilding Supply, Elko, Nv., has added store #6 in Winnemucca, Nv.; Clif Brown, mgr....

F ischer Lumb e r Co.,Firebaugh, Ca., recently held a grand reopening of its Ace Hardware store

Rod's One Stop Hardware, Sirtland, W.a, has been opened by Rodney Guillory

Melrose Lumber & Supply Co., -O^akland, Ca., has closed after 90 years...

Denpak Building Products, Denver, Franktown and Alamosa, Co., has been acquired by Erb Lumber...

HomeBase has opened a 110,0@sq. ft. store with 24,000sq. ft. nursery in Vacaville, Ca. ...

Home Depot opened a new store last month in Rancho Cucamonga, Ca.; is building in San Jose, Ca.., and purchased a Be_llevue, Wa., business park it will level

Ransom Brothers Lumber & SuppU: Ramona, Ca., recently remodeled

Eagle Hardware & Garden is nearing completion of stores in Boulder and Pueblo, Co. ...

Wholesalers & Manufaclurers

Snavely Forest Products has closed its Medford, Or., office ... Dick Maurer, ex-Snavely, has opened a Medford office for ltanrs Wood Products

Hardel Mutual Plvwood Corp.. Olympia, Wa., was destroybd Sept. I by a $50 million fire of undetennined orieinl the company will rebuild

Larulnark Forest Products, Sarr Bernardino, C&., opened subsidiary Tri-State Laminating Co. in a 20,000-sq. ft. warehouse and production facility in Ontario, Ca.; added a warehouse in Reno, Nv., and was named Cladwood MDO exterior siding distributor for Ca. and Nv. ...

Semper Resources Corp., a Nevada Corporation, has a preliminary agreement to purchase for cash and stock the lumber handling operations of Fremont Forest Products in the Port of Long Beach, Ca.; if a final agreement is reached, a Fremont Resources Corp. subsidiary will retain Fremont's current management and personnel to expand their cargo, rail and truck custom handling for existing and new softwood customers; current members of Fremont's board of directors will serve on the board of the new subsidiary

Idaho Timber Corp., Boise, Id., has acquired, Duke City Lumber Co., Espafrola, N.M. (see story, p. 44)...

IJniversal Forest Products has agreed to purchase Hi-Tek Forest Products,Inc., with factory manufactured housing roof and truss plants in Idaho, Oregon and California, from Alpine Engineered Products, Inc,,..

Kaibab Industries, Inc., after more than 40 years, has closed its last sawmill in Panguitch, Ut., and has auctioned it off

Crown Pacific, Portland, Or., purchased the Garka Mill, Marysville, Wa., for $2.7 million

Louisiana-Pacifrc has agreed to acquire insulation manufacturer GreenStone Industries, with eieht U.S. plants and annual saleslf $411 million Louisiana-Pacific was honored by the U.S. Environmental Protection Agencv for its waste reduction progrim

Toro Co., Riverside, Ca., has agreed to purchase Australianowned James Hardie lrrisation Group, Laguna Niguel, Cl., for $13O million, and will likelv consolidate operations in Riv6rside; Hardie is selling the unit to concentrate on its fiber-cement siding busmess

South Bay Forest Products is no Ionger in business; its Orange, Ca., plant has been leased to Diablo Timber Co., Nap4 Ca.

U.S. Ttmberlands, Bandon, Or., has completed its $309 million purchase of Weyerhaeuser Co.'s Klamath Falls, Or., timber operations, including 600,000 acres of timberlandl genetic center in Malin, Or.; forest nursery in Bonanza, Or., and three manufacturing plants in Klamath Falls

U.S. Timberlands then resold the three plants to Collins Products

UC: uuqit of Collins Holdings, Portland, Or.

Weyerhaeuser Co. has hired Goldman, Sachs & Co. to study options for, including possibly selling, its Woodland Hills, Ca., mortgage subsidiary

New construction contracts rose l%o in Aug. (latest figs.) to a seasonally adjusted annual rate of $320.8 billion ...

Housing starts in Aug. (latest figs.) jumped 4.57o to a seasonally adjusted annual rate of 1.53 million ... single family starts rose 8.37o; small multi-family starts (24 units) fell 16.3%o, and larger multis (5+) dropped 8.4Vo permits slipped 47o.

Western Lumber Forecast

An active housing market and economic growth have been a welcome tonic for beleaguered western lumber producers in 1996. Next year, however, the same good medicine may not be available. Western Wood Products Association president Robert H. Hunt reported at the group's fall meeting.

Providing WWPA's semiannual lumber market forecast, Hunt said western mills overcame a slow start earlier this year and have managed to increase output to feed expanding consumer demand for lumber. "This has been one ofthe better years for lumber demand, with housing construction stronger than expected. Western lumber producers are working hard to fill orders for products and are just finding the mix of logs from public and private sources they need to edge production up modestly," he said.

Housing starts in the first six months were l4Vo higher compared to 1995. WWPA estimates by year-end starts will total 1.425 million, the best since 1994 and the second highest annual mark since 1988.

With more home construction, the volume of lumber used in housing should rise to 18.88 billion bd. ft.,sEo above 1995 totals. Repair and remodeling, the second largest lumber market. should use about the same voltme, 14.4 billion bd. ft. Together, the two markets will account for almost 70Vo of lumber use in the country.

Western mills have responded to the better markets with a modest increase in production and higher shipments, which have reduced lumber inventories at mills to all-time lows. For the year, western lumber output is expected to reach 16.1 billion bd. ft., np 2.l%o from 1995. Hunt noted the production volume reflects the new operating realities for western mills and other suppliers. Western lumber shipments to U.S. markets are expected to fall3.lVo in 199'1

"1997 should show reasonable stability for western mills as production and available log supplies come closer to market balance." Hunt said. "Hopefully, we're at the end of the painful downsizing this industry has experienced during the 1990s."

Also during the recent meeting in Coeur d'Alene,Id., WWPA said it will relocate the 1998 spring meeting from Palm Springs to the Westin St. Francis Hotel in San Francisco and during the 1997 spring meeting will evaluate alternatives to the normal fall meeting.

To request a free risk appraisal or suoervisor seminar, call Lenelle Duecker at

MichaelLearned, President, Learned Lumber

"T. training programs they've done for the Lumber Association of Southern California reallv play a part in separating them from the average broker. They help managers sort out and deal with the complex issues involved in running a business today.

Anderson and Anderson offers the right product at the right price and can give you the answers you're looking for."

First Choice

CALBDYDAR

Listings are often submitted months in adyance. Always verify dates and locations with sponsor before making plans to attend.

OCTOBER

Mountain States Lumber & Building Material Dealers Associ. ation - Oct 12-13, auction, Brighton, Co.; (303) 793-0859.

National Forest Products Week - OcL 14-18, (202) 463-2700.

Woodwork Institute of California - Oct. 15, area meeting, Saroyan Lumber Co., Huntington Park, Ca.; (213) 589-5704.

Hardwood Plywood & Veneer Association - Oct. 16.19, fall convention, Harvey's Resort Hotel & Casino, Lake Tahoe, Nv.; (703) 435-29W.

Dimensions - Oct. 17.18, computer training classes, Olympia, wa.; oct.29-30, Salt Lake city, Ut.; (800) 648-5065.

Second Choice

Hardware Wholesalers Inc. - Oct. 19-22, fall market, Indianapolis, In. ; (219) 7 48 -5300.

National Hardwood Lumber Association - Oct. 19-22, annual meeting, Marriott Copley Place, Boston, Ma.; (901) 377-1818.

American Architectural Manufacturers Association - Oct. 2023, annual meeting, Silverado Resort and Country Club, Napa, Ca.; (847) 303-5664.

North American Wholesale Lumber Association - Oct.22. regional meeting, Marriott, Portland, Or.; (800) 527-8258.

Wood Truss Council of America - Oct.23-25, annual meeting, Louisville, Ky.; (608) 274-4849.

Western Red Cedar Lumber Association - Oct. 27-31. cedar school, Vancouver, B.C.; (604) 684-0266.

Western Wood Preservers Institute - Oct. 30-Nov. 2, annual meeting, The Ritz Carlton, Kona, Hi.; (360) 693-9958.

NOVEMBER

Keep Oregon Green Association - Nov. 1, fall meeting, Portland, Or.; (503) 363-3606.

Anthony's new engineered laminated Power Beam@ is the clear choice over competitive beams. No other engineered wood offers,

. Lower installed cost than Parallam@ and LVL

. Cambered or non-cambered

o Full width 3'lr" and 5'/2" at I-loist depths

o Design values, 3000 Fb-2.0 E, 240 F".

o One-piece beams avoid need to fasten pieces together at job site

Kiln dried, non-sag, individually wrapped New software program available.

So call Anthony, and don't settle for second choicel

Paint & Decorating Retailers Association - Nov. 1-3, paint & decorating show, Minneapolis, Mn.; (888) 446-4779.

World Forest Institute - Nov. 6-7, Brazilian forestry conference, Portland, Or.; (503) 228-0803.

American Fiberboard Association - Nov. 7-8, annual meeting, Chicago, Il.; (708) 934-8394.

Building Industry Show - Nov. 7-8, Anaheim Convention Center, Anaheim, Ca.; (909) 396-9993.

Lumber Merchants Association - Nov. 7.9, annual convention, John Ascuaga's Nugget, Sparks, Nv.; (916) 369-7501.

North American Wholesale Lumber Association - Nov. 7-9, traders market, Hyatt Regency, Dallas, Tx.; (708) 870-7470.

Renova llanoi - Nov. 8-11, construction renovation fair, Hanoi, Vietnam ; (304) 263 -7 5 42.

Western Building Material Association - Nov. 8-12, annual convention, Red Lior/Jantzen Beach, Portland, Or.; (206) 9433054.

North American Building Material Distribution AssociationNov. 10-12, annual convention, Opryland Hotel, Nashville,

International Panel & Engineered Wood Technology Exposition - Nov. 12-14, Atlanta, Ga.; (415) 905-2418.

Lumber Association of Southern California - Nov. 14.16. annual management conference, Indian Wells Resort, Indian Wells, Ca.; (619) 564-3312.

Pacilic Logging Congress - Nov. 14-17, annual meeting, Maui,

I f-

Lumber Association of Southern California has tapped Bill Cowling II, Dixieline Lumber, San Diego, again to speak at its annual management conference Nov. 14-16 at the Indian Wells Resort Hotel. Indian Wells.

LASC has reached some basic agreements over a possible merger with LMA into a single statewide organization of retailers and wholesalers. This month the merger committee meeting will develop goals for the new association, a set of bylaws and articles of incorporation.

According to LASC's Wayne Gardner, 'There is no time table specifically estab-

Major Retail Shakeout On

Changes in demographics, lifestyle, technology and economics have not only reinvented the retail industry but also created a new generation of consumers, according to a new report

lished for this, but from some of the comments, it would appear that it will be well into 1997 before this all can become fact."

Mountain States Lumber & Building Material Dealers Association is sponsoring a building materials auction OcL72-13 at the Adams County Fairgrounds, Brighton, Co.

Lumber Merchants Association and Western Building Material Association are making final preparations for their upcoming annual conventions (see stories on p. 34).

Horizon Seen

by Arthur Andersen.

"A major shakeout is expected. Most of the real losers are already out of the system. The next phase will be to determine how many good opera-

tions will be driven out. The winners will have to have a clear value proposition defining which customer segments to target, how to differentiate from competitors, and which channels to use," says Andersen's Jay Scansaroli.

Consumers' desire for "fair value" has led to overlap among industry segments, he says. "The 'spendthrift' baby-boomer of the mid-1980s has evolved into a 1990s bargain hunter who takes pride in finding the lowest price for the best quality product."

Shoppers have less time and are more educated, so retailers must cater to new needs. The spread ofPC use in the home and the birth of the Internet open new opportunities for shopping without ever leaving the home.

Economic growth over the past several years has been mirrored by inflation causing consumers to spend cautiously. In Scansaroli's opinion, "retailers must adapt quickly to all these changes in order to stay afloat in this rapidly changing environment."

Walter Salmon suggests changes in consumer buying and technology are the main drivers in an acceleration of the worldwide retail trend toward concentration that may leave only a few giant retailers-('11 5s111e markets, perhaps only one or two."

Government Shuts Door Case

Although Jeld-Wen Inc., Klamath Falls, Or., was not implicated, a subsidiary has plead guilty to price fixing and will pay a criminal fine of $1.55 million, concluding the Justice Department' s 2- | l2-y ear investigation of illegal collusion in the residential door industrv.

Acquired by Jeld-Wen after the collusion occurred, Michigan Birch Door Manufacturers Inc., Ludlow, Vt., was accused of conspiring with other door producers not to compete on prices throughout 1993, after discussing prices and price increases on doors sold to certain U.S. customers.

It is the sixth case in the department's door industry investigation, which has led to criminal fines exceeding $8.5 million.

Palco Salvage Plan Protested

At reportedly the largest anti-logging rally ever, police arrested 900 environmentalists protesting Pacific Lumber Co.'s plans to begin salvage cutting in the Headwaters Forest.

Singers Bonnie Raitt and Don Henley were among those arrested Sept. 15 at Palco's Carlotta, Ca., mill. The next day, small bands of protest-

ers wailed in front of Palco's headquarters and blocked at least five Headwaters access gates. One man chained himself to a gate and placed his fists in a barrel of wet concrete.

The demonstrators claim removing any timber from about 3,000 acres of the Headwaters Forest would damage live trees and harm wildlife.

Palco says it has the approval of the courts and state forestry officials and is salvaging only downed trees that are diseased, dying or dead.

Meanwhile, government officials urged Palco parent Maxxam to negotiate a swap for the Headwaters (see Aug., p. 23).

Glulams Go Header To Header With PSL, LVL

At some contractor-oriented yards, a new, stronger glued laminated beam is being substituted for laminated veneer lumber and parallel strand lumber in structural applications, changing the engineered wood market.

The first 3000 F stock glulam beam with strength values to challenge PSL, Anthony Forest Products' new Power Beam reportedly offers lighter weight, lower price and more versatility than LVL, and comparable bending, stiffness and shear values to LVL and PSL.

Beronio Lumber, San Francisco, Ca., has increased its Power Beam sales by acquainting its builder customers with the product's design values. "We like the added strength of the Power Beam," says Beronio's Jay Garvey. "It's the strongest glued laminated beam in the industry."

Manufactured with MSR lumber, the highly engineered glulam's one-piece construction eliminates the need to fasten LVL beams together at the job site. Uses include headers and floor and roofbeams.

BOCA and SBCCI have granted the Power Beam 290 psi horizontal shear values (Fu), while AITC rates the new beam a higher MOE of 2.lxlOu psi and740 psi Fcr.

The 3-l/2" and 5-112" widths readily match up with 2x4 and 2x6 stud framing. The 28F, 7" beam comes in depths up to 28-7/8" and can be cambered. For efficient utilization of the resource, the strongest southern pine lumber plies are placed in the tension and compression zones. They are delivered in wrapped, pre-cut lengths up to 60 feet.

DISTRIBUTOR Georgia-Pacific's Lloyd Brown (l-r), producer Anthony Forest Products' Kerlin Drake, G-P's Paul Johnson, and retailer Beronio Lumbe/s Jay Garvey check the drawings for a glulam shipment.

A 24-ft. Power Beam is lifted into place to tie two shear walls tooether at a condominium project in San Francisco.

HWI Goes To The Dogs

To help retailers take a bite of the growing $8.8 billion pet supplies market, Hardware Wholesalers Inc. has introduced a Oo it Best Pet Supplies Program.

The flexible program allows stores to select which displays and merchandise they wish to carry, and also includes merchandising layout and plan-o-grams. Members can choose all or part of a 60-ft. display which is broken down into l6 separate 4 ft. sections.

According to a recent survey, 56Vo of Americans own one or more pets and annually spend $128 per pet.

Quauw Wooo SUPPLY, t*".

Quality Wood Supply

NEW pet supplies power program debuted at HWI's recent market.

Hardwood Trends

Clinton Strikes Timber Deal

Fifteen timber companies have agreed with the Clinton Adminstration not to log on certain old growth national forests in Oregon and Washington but on substitute groves less critical to fish and wildlife.

The pact was a partial settlement to a suit filed last year by the timber industry after the companies were prevented from logging in forests they had bought the rights to harvest from the Forest Service in 1989 and 1990. Lumber companies involved in the deal include Willamette Industries, Boise Cascade, Scott Timber, Bugaboo Timber and Hoh River Lumber.

Sears Hardware To Double

Sears, Roebuck & Co. anticipates more than doubling the number of its hardware stores from 240 at the end of 1996 to 560 by the end of the decade.

Currently operating more than 800 department stores and 1,500 freestanding stores, Sears hopes to double total stores to 5,000 by the year 2000.

HARDWOOD Information Center, a clearinghouse for information about solid U.S. hardwood products, is lhe Hardwood Manufacturers Association's new Web site. reached at http//www.hardwood.org.

OAK continues its dominance but pine shows the strongest growth at the expense mahogany, according to a Northwest Hardwoods survey of recent lurniture markets.

IN THIS BUSINESS YOU NEED ONIY THREE TETTERS OF RECOMMENDATION.

Those three letters are APA. And the APA team that stands behind them spells quality assurance, product performance, engineering support, technical support, field support and marketing support like no other trade organization in the industry.

Here's what APA means to you and your customers:

L People you can count on for quality and product performance. Only APA has 57 qualiry assurance professionals who see to it that APA trademarked products perform. Bottom line: APA helps you avoid costly claims.

2. People you can count on for field supPort Only APA has 31 full-rime professional field representatives to provide answers to local questions every day allyear long. Bottom line APA helps train and educate your staff and your customers-at no cost to you.

3. People you can count on for technical suPporl Only APA employs 15 industry-leading engineers, scientists and technicians, backed by one of the largest engineered wood research centers in the world. Bottom line: APA makes sure you get the right product for the rightjob.

4. People you can count on for marketing suPport. OnlyAPAhas put together $12 million worth of snategic marketing programs to increase demand for your products over the next five years. Bottom line: APA is continually building markets to increase your sales.

Next time you order plywood, oriented strand board, structural composite panels, glulam timber and wood Ijoists, demand only the best. Only APA trademarked engineered wood producs are made by the best manufacturers in the world.

For a complete list of APA member mills and the pro ducts they make, contact APA - The Engineered Wood Association, P.O. Box 11700, Tacoma WA 98411-0700. Call (206) 565-6600. Fax (206) 565-7265.Intemet address: http://www.apawood.org

PERS@AYAI,S

Doug Willis is now in sales and purchasing at Capital Lumber Co., Chino, Ca., according to Jack Butler. Lew MacDonald, ex-Taymac Industries, has been named division mgr. of Sacramento, Ca.-based Custom Forest Products, a Capital Lumber company.

Michele Alexander is heading a new Bend, Or., sales office for Weaver Forest Products.

Roger Gibson has joined PrimeSource, Inc., Fairfield, Ca., in inside sales, covering parts of San Francisco's East Bay and Central Valley from Elk Grove to Fresno, Ca., according to Ken Womack.

Angelo Lamantia has been appointed corporate logistics mgr. at LouisianaPacific Corp., Portland, Or. Ron Alvey is national siding mgr.; Alan Smith, OSB national sales mgr., and George Washington, national sales mgr.industrial panels. Archie W. Dunham was named to the board of directors.

John Sked, Fibreform Wood Products, Inc., Los Angeles, Ca., has moved his office to Rocklin, Ca.

John lvey, ex-Weyerhaeuser, was named mgr. -manufactured wood products, Southem California division, at Hampton Lumber Sales Co., Portland, Or.

Bill Doran has been appointed v.p.-hardwood plywood sales at Columbia Forest Products, Portland, Or.

Craig Phelps, formerly with West Shore Forest Products, has joined Northwest Forest Products, Inc., Tualatin, Or., as general mgr.

Ifank lfardaway, ex-ACH Wholesale, is new to Atchley/New Mexico Inc., Albuquerque, N.M.

Mark Preece, ex-Georgia-Pacific, is new to lumber sales at Ransom Brothers Lumber, National City, Ca.

Jeff Friedman has been named president of BHP Steel Building Products USA Inc., West Sacramento, Ca., replacing Warren Birks.

Paul Cheatham, ex-Exterior Wood Inc., is new to purchasing/sales at Western Wood Preserving Co., Sumner, Wa. Jack Beverage, general mgr. of Idaho Timber Corp., Boise, Id., has been named v.p.-sawmill operations. Greg Trail is now sales mgr. Spencer Lott has joined the manufacturer's sales group.

Robert S. Norton has been named information specialist for the Temperate Forest Foundation, Beaverton. Or.

Greg King, Saroyan Lumber Co., Huntington Park, Ca., was a recent business visitor to Coeur d' Alene, Id.

Dick Yoder. Dixieline Lumber. San Diego, Ca., was honored by the Building Industry Association as a "Six Spiker."

Curt Wood, Eel River Sawmills, Fortuna, Ca., went river fishing in Alaska recently.

Steve Gest, Avison Lumber Co., Seattle, Wa., is back from an Alaskan fishing trip.

Lee Doud, retired owner of Doud Lumber Co., San Jose, Ca., and his wife, Marian, celebrated 50 years of marriage with their children and grandchildren in Carmel Valley, Ca., during September.

Gary Meyer has joined Moulding & Millwork Inc.'s El Paso, Tx., office. Don Garofalo is now exec. v.p. and c.o.o. at Andersen Corp.

Vensn-r-oM: LAMTNATED DoucLAS FIR VENEERS FOR ADDED STRENGTH. WORKABILITY AND UNI FORMITY 1 -314' THICK.

V=*so-tAM PLUS: LVL wrrH UNIQUE HORIZONTAL GRAIN PATTERN FOR EXPOSED AND SINGLE PIECE APPLICATIONS, 3-1/2',OR 5-1/2" THICK. BOTH LVL PRODUCTS 9-112" TO 20" DEEP WITH LENGTHS UP TO 66 FT.!

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

BGI

Jorsr r-BEAMS,wHrcH MAKE RESIDENTIAI FRAMING FAST AND COST EFFECTIVE, THEY ARE LIGHTER. STIFFER AND QUIETER THAN DIMENSION LUMBER. FLANGES 1-314'& 2-5/16"; DEPTHS 9-1/2" 1o20".

ALL ITEMS IN STOCK FOR IMMEDIATE PICK UP AND DELIVERY!

Kenneth Ford, founder of Roseburg Forest Products, Roseburg, Or., was honored as the 1996 Harry A. Merlo Award recipient by the World Forestry Center, Portland, Or.

Jon Wolfe, ex-Landmark Forest Products, is new to sales at Newquist & Bergstrom, Newport Beach, Ca.

Ted LaDoux, formerly executive director of the Northwest Forest Products Consortium, is now exec. v.p. of the Engineered Wood Research Foundation, research subsidiary of APA-The Engineered Wood Association, Tacoma, Wa. James E. Allen, Union Camp Corp., Chapman, Al., was elected chairman of the board. Alex R. Aitken, International Paper Co., Dallas, Tx., is vice chairman. Trustees: Duane H. Peterson, Champion International Corp., Camden, Tx.;James E. Sterrett, Boise Cascade, Boise, Id.; Dominic Gammiero, Norbord Industries, Toronto, Ontario; Allen Ainsworth, Ainsworth Lumber Co. Ltd., Vancouver, B.C.; Donald R. Deardorff, Fourply, Inc., Grants Pass, Or.; Warren Easley, LouisianaPacific, Portland, Or.; Donald L. Glass, Georgia-Pacific, Atlanta, Ga.; Charles P. Grenier, Plum Creek, Columbia Falls, Mt., and Thomas J. Smrekar, Potlatch, Spokane, Wa.

Brian Schnabel, Elmer's Products, was appointed to the American Hardware Manufacturers Association board.

Lane Stanton Vance

Mark Smith is new to sales and business administration at Kval, Petaluma, Ca. George Mileusnic was named exec. v.p.administration at The Coleman Co., Inc., Golden, Co. Steven F. Kaplan is now exec. v.p. and c.f.o.

Pinky Bergstrom, retired from Ponderosa Moulding, Redmond, Or.; Darrell Cowgill, retired from Brooks-Scanlon, Bend, Or.; Ed Sturza, Steve Carrillo,

Mike Spurgeon, Sturza Forest Products, Redmond, Or., and John Ferguson, Wisconsin-California Forest Products Inc., Sisters, Or., defended Sturza's Spring League golf title.

Jean Anne Tonik provided refreshments at Mungus-Fungus Forest Products Climax, Nv., company picnic, according to owners llugh Mungus and Freddy Fungus.

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Bin Fire Kills Two Workers

Two employees have died from burns suffered while trying to extinguish a fire inside a sawdust and wood chip bin at Sagebrush Sales, Albuquerque, N.M.

According to Sagebrush Sales pres-

ident Don Kruse, about 1:00 p.m. calledabackdraft. Aug. 14 three employees noticed smoke rising from the bin and tried to empty the shavings. When the sawdust, chips and shavings came out, a fire erupted beneath the bin that some described as an explosion and others

The men were rushed to a local hospital; and later that night Emiliano "Nano" Garcia, 46, who received burns over 90Vo of his body, and Carlos Villezcaz-Nevar, 38, who was burned over 50Vo ofhis body, died.

The third man, Barry Wood, 48, suffered burns to l07o ofhis bodv.

While investigators tried to determine the exact cause of the blaze. the fire chief noted the temperature that day reached 96" and sawdust can ignite spontaneously in intense heat. Firefighters quickly controlled the blaze but for hours poured water into the bin to ensure it wouldn't restart.

Ernst Bankruptcy Case Moved

Ernst Home Center, Seattle, Wa., has been allowed to move its bankruptcy case from Delaware to Seattle.

Ernst filed for bankruptcy protection in Delaware since the company is incorporated there. Yet about 2,000 of its 6,000 creditors are in Washington and the majority are in the West.

The 6l-store chain, which reported a 3rd quarter loss of $51.6 million, was also dropped from the NASDAQ National Market, but plans to seek a listing on the OTC Bulletin Board.

[,@tters

We welcome your letters to the editor. Just FAX your comments about the magazine or particular articles to 714-852-0231 or mail to Editor, The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca.92660.

WEATHERING THE STORMS

I have come to count onThe Merchant Magazine for interesting and factual information about the building products industry and the people who make it work.

Unfortunately, an item in your Sept. 1996 issue is off the mark. In your article titled "CSI Introduces Olympic Brand Treated Wood" (p. 28), you state that "...CSI is combining its chemicals with Olympic MP5 waterproofing formula to provide a brand name product said not to crack, split, warp, twist or rot."

While the introduction of a waterproofing agent, such as our UltraWood additive certainly improves the weathering characteristics of wood used outdoors, we have always been very carefulnot to guarantee that these products will not split, crack and warp. These products are guaranteed against rot, decay, termite attack and to meet industry standards for water repellency.

Products like UltraWood water-repellent wood and new Waterproofed Pressure Treated Wood with Olympic protection offer consumers a low-maintenance alternative, but splitting and warping have not been eliminated entirelY, Yet.

I believe it is important to correct any misconception that this statement may have caused in the minds of lumber retailers and their customers. I always look forward to receiving your magazine and the good information that it provides'

Thank you in advance for your cooperation in maintaining the reputation of the pressure treated wood industry and the excellent products that it provides.

Thomas A. Bailey

Chemical Specialties, Inc.

One Woodlawn Green, Ste. 250 Charlotte, N.C. 28217

The Merchant Magazine regrets anY misconception that this statement may have caused.Editor

Water Cooler Wars

Since 1994, l3%o of comPanies have had a fistfight at the office, according to the SocietY for Human Resource Management.

About 22Vo of HR managers reported pushing and shoving, while nearly a quarter of all threats or attacks were committed bY women.

Northwest Dealers Convention Nears

Western Building Material

Association's 93rd annual convention and building products showcase is set for Nov. 8-12 at the Red Lion/Jantzen Beach, Portland, Or.

Themed "The Next Step-for Continued Survival," the event will feature three workshops: the four-corner "We're in Your Corner," "Building Customer Loyalty" by Jerry Wilson, author of "Word of Mouth Marketing," and "Hiring Practices-Do's, Don'ts and Necessities" by Todd Spencer, Federated Insurance; Young Westerners Club pres. Bruce Abel, Don Abel Building Supplies, Juneau,

"Arrogance is a deadly sin. All wisdom does not reside in the corner office."

- Arthur C. Martinez, chairman Sears, Roebuck & Co., at the National Hardware Show

Lumber Merchants' Annual On Tap

Lumber Merchants Association will help dealers "Deal Yourself a Winning Hand" during its 58th annual convention Nov. 7-9 at John Ascuaga's Nugget Hotel, Sparks, Nv. Hotel owner John Ascuaga and consultant Paul Wagner ("Beat the Odds in Business") will speak. Allynn Howe, National Lumber & Building Material Dealers Association lobbvist.

will offer an update on federal issues; Ben Cassinerio, Diablo Timber, on the Home Depot battle; Carol Crow, California Forest Products Commission, on industry marketing campaigns; Juli Broyles, Chamber of Commerce, on industry issues.

Roundtable discussions include "Don't Gamble With Your Pricing;" "Deal Yourself a Winning Team,"

Ak., and YWC v.p. Natasha Edscorn, Weyerhaeuser, Tacoma, Wa.

Speakers include Dr. Peter Johnson, Strategic Performance Institute, on how to think strategically, plan competitively and implement intensely; Bill Sharp, The PerCon Group, Kansas City, Mo., on "Succeeding in a Cutthroat Market-A Sales Training Super Tool," and keynoter Robert Legg, Temperate Forest Foundation, on timber issues and a sensible forest management plan.

Jeff Mancheni, Central PreMix, Spokane, Wa., will moderate the Quick Pitch selling talks.

Also scheduled: opening reception, building products showcase, silent auction, raffle, awards luncheon, and President's Banquet featuring improvisational comedians.

moderated by Rick Leonard, SBS Building & Home Center; "The Odds Are You Have Shrinkage," by Al Stockton, San Bruno Lumber, and "Are You Playing Roulette With Your Computer Estimating Packages?" by Matt Petersen, Mead Clark Lumber.

During the President's Reception

and Banquet, outgoing pres. Bob Rossi, Rossi's Building Materials, will be honored, and incoming pres. Bill Sullivan, Tynan Lumber, welcomed, and the Associate of the Year and President' s Awards presented.

Other activities include business and committee meetings and reports, awards banquet, tabletop displays, golf, bowling, and a performance bY comedian Rich Little.

Valhi Sells Mills, Timberlands

Valhi Inc. has agreed to sell its building products business operated by Medite Corp., Medford, Or., in three pieces for a total of $230 million.

The Dallas, Tx.-based companY is selling 170,000 acres of timberlands to Rogue Resources, a group of Portland, Or., area lumber companies; its Medford, Or., MDF plant, veneer plant and sawmill to Sierra Pine, a Rocklin, Ca.-based private investment group, and its Clanmel, Ireland, fiberboard operations to Willamette Industries.

The diversified companY with interests in chemicals and sugar said the building products operations didn't "fit our strategy."

I PINE finger joint & solid moldings

IPINE shop lumber, commons, finger joint jambs & frames

I OAK picture frame moldings, selected furniture details

ICUST0M milling & molding: We can run pine & oak patterns to your sqecifications

r

products

I PARTICLEBOARD shelving

THE TREATED ANSWER

Lumber, plyvood, round stocK stokes, poles, & pilings

l-umber Production in the West

western mills, who found themselves in the economic trap of reduced acceSs to timber and lower lumber prices. Unfortunately, this squeeze forced many mills to close their doors forever," said WWPA pres. Robert H. Hunt.

The estimated wholesale value of the West's 1995 lumber production dropped 19.9Vo to $6.4 billion, the average value for lumber sold falling from $460 to $408 per thousand bd. ft, marking the third year in a row the average value of lumber sold has declined.

At the end of 1995,357 sawmills were operating in the West. In the past eight years, 345 lumber mills in the region have closed, with nearly two-thirds of them in Oregon, Washington and California.

Slow Markets, Tight Supply For Western Mills

Squeezed by high timber costs and lower product prices, western sawmills saw lumber production last year slump to a l3-year low, according to Western Wood Products Association's final industry figures for 1995.

Western lumber production fell 9.7Vo to 15.77 billion bd. ft.. the low-

est since 1982, when a prolonged recession cut industry output to 13.72 billion bd. ft.

While western mill output was lower, overall lumber demand changed little. The U.S. used about 47.7 billion bd. ft., less than 1% below 1994.

"1995 was a difficult year for

WWPA estimates another l0 mills have closed this year. However, those mills still operating have increased production to meet expanded market demand. Through the first seven months of 1996, western lumber production is slightly ahead of last year's pace.

During 1995, mill production in the Inland West declined 13.4Vo or over I billion bd. ft. Production was

down ll.5Vo in the California Redwood region, 5.7Vo on the Oregon and Washington coasts.

Lumber imports, mostly from Canada, rose 5.9Vo to a record 17.4 billion bd. ft., up nearly 50Vo over the past four years.

Oregon was once again the nation's top lumber producing state, manufacturing 4.95 billion bd. ft. valued wholesale at an estimated $1.98 billion.

Washington was No. 2 with 4.1 billion bd. ft. worth $1.6 billion, followed by California with 3.17 billion bd. ft. worth $1.4 billion. The three states accounted for more than threefourths of the West's lumber production.

Every western state but Utah saw lower production during 1995. The most dramatic decrease was New Mexico, where lumber Production dropped by more than half, from 176 million to 85 million bd. ft.

D-l-YDemand Holds At 5.6% Growth

Bigger spending on home rePairs and improvements, especially by consumers doing the work themselves will help boost U.S. demand for do-ir yourself home products 5.6Vo annually through 2000 to $16.4 billion at manufacturers' prices, forecasts the Freedonia Group.

Other factors include a favorable environment for existing home sales, a gradual increase in the average size of residential structures and the continued expansion of home centers and related retail outlets.

Though all product segments should rise, windows & doors, building materials, flooring, and heating & cooling equipment will show the strongest gains, due to performance improvements, aesthetic enhancements, simplified installation requirements and/or significant d-i-y market penetration potential. Windows & doors will grow the fastest at 7.2Vo annually.

Kitchen & bath and roofing, siding & insulation will climb nicely, reflecting greater d-i-y interest and increased product availability in a wider range of distribution channels' Hardware & tools and paints & coatings will rise more slowly due to already high d-i-y usage, intense price competition and limited opportunities for product innovation. Hardware & tools will retain its leading share

among d-i-y home products with over one-quarter of total sales.

Nevertheless, market gains for d-iy products through 2000 will show little improvement over 1989-1995, since many consumers are paying down debts, foregoing larger home

improvement projects and strengthening savings. Other limitations include increasing product durability, growing price sensitivity, and expectations of fewer people under 35, the age when d-i-y projects tend to drop.

Treated Beam Fasteners

A fastener from Olympic Fasteners is designed to drill through pressure treated wooden beams without predrilled pilot holes.

DVBW PR@DITGTS

a;nd selected sales aid"s

Metal Drywall Bead & Trim

Paper-faced metal drywall bead and trim from United States Gypsum Co. is available in either tape-on or nail-on styles in 8', 9'and 10' lengths.

The tape-on Sheetrock paper-faced metal tape on bead and trim requires no nailing and is reportedly ideal for metal framed drywall installations. The outside corner bead for 90' corners comes in wide and extra-wide sizes.

Circle No. 601

Swing Low Sweet Chariot

sound barrier, dimensional stability and easy swing features of a solid wood door.

The Olympic Timberlok can be removed and comes in 6", 8" and 10" lengths. It is packaged in 10-, 50- or 250-piece packs.

Circle No. 605

-

A ready-to-assemble family swing from Leisure Life Inc. has two facins 4' swings with a platform to connect them tosether.

It comes in l-l18" and l-l/2" thicknesses and non-profiled for flush door construction.

Circle No. 603

Hot Feet

A 75-watt, 9"x30" outdoor step heater and 200-watt 24"x30" landins heater developed by Lighthouse International Ltd. continuouslv heat a

Custom Sales Transactions

A point-of-sale and transaction peripheral from PenWare, Inc. cap- tures signatures and allows credit/debit transactions.

Capable of holding 1,600 lbs., rhe Lawn Glider can accommodate uo to six users.

Circle No. 602

lnterior Door Cores

A low-density, wood fiber interior door core has been introduced by Masonite.

Reportedly 50Va lighter than conventional particleboard core, CraftCore replicates the weight of a solid pine door. The core provides the

non-slip surface at a safe and low voltage.

Circle No. 604

Super-Resistant Wood Finish

An environmentally friendly wood finish from Tropitech Coatings & Research, Inc. beads water on wood surfaces without using waxes or silicones.

Designed for exterior wood including pressure treated lumber and wellweathered surfaces, semi-transparent TCR 707-MR Spa-N-Deck seals wood, resists moisture, rotting and decay.

The 7.9"x6.05" PenWare 3000 is reportedly the only signature capture pad with an expandable design for downloading custom applications.

Circle No. 606

Circle No. 607

Convenient Planter's Wagon

A planter's wagon from Ames Lawn & Garden Tools can haul up to 200 lbs.

The durable four-wheeled wagon has a flat-bottomed center tray for carrying plants, flower pots and flats. The front panel can be removed to rake out material, such as mulch and soil, without having to lift, dump or shovel.

has an assortment of posters, Pennants, banners and streamers in a variety of sizes.

Circle N0.610

Fire Fighters

The handle adjusts to any user's heisht and when folded down bec6mes a convenient seat. When the handle is rotated back and the wagon is on its front end, it becomes a nearly 40"-high upright workstation. The handle folds down for compact storage.

Circle No. 608

Hearty Hardwood Flooring

Engineered hardwood flooring from PermaGrain Products, Inc. is made of thin veneers sandwiched

Fire fighting kits from SafeHome Industries, Inc. tuck between wall studs and feature a 40' kink-resistant fire hose, l0-lb.-rated fire extinguisher and an action plan.

Flexible Walkways

A2'x2'flexible decking panel from Thompson Industries, Inc. flexes to fit most contours.

Made with southern yellow Pine and flexible pvc tubing, DesignWood

between a 20 mil clear textured vinyl and a core offiberglass and vinyl.

GenuWood II has a bondable backing for quick installation.

Circle No. 609

Dress Up For The Holiday

Festive holiday merchandising kits from Dismar Corp. feature four-color signs in various sizes ranging from 14"x20" pennants to 40"x51" posters, and die cut foil stars for store ceilings.

Kits contain 66 pieces, including 12 stars, 36 signs, or 22 signs. Each

The Home Fireman cabinet is concealed by cabinetry designed to blend with any decor and the fire hose connects to the home's water source.

Circle No. 611

Pre-Formed Millwork

Pre-formed architectural millwork is available from RAS Industries. Constructed of high-densitY polyurethane, Life-Time Pre-Formed Millwork resembles white pine, and reportedly lasts longer than wood and resists cracking, warping, rotting or decay.

Circle N0.612

panels are designed for walkwaYs, stepping stones, ground level patios, greenhouse floors and doormats.

Circle N0.613

lnstant Home Office

A prewired, home office addition from Bradv & Sun. Inc. is said to install in lejs than a day.

Featuring built-in cherry or oak

office furniture, including one or more computer workstations, sliding keyboard trays, extendable work surfaces, file drawers, bookshelves, display shelves, cabinets and wainscot paneling. the home office comes in a curved eave or straight eave style.

Circle No.614

on any product in this section is available by circling the corresponding Reader Service number in the back and sending the form to New Products, either by FAX 714-852-O23f ' by mail to 4500 Campus Dr., Ste. 480, Newport Beach, Ca' 92660, or just call us at (714) 852-1990.

Wallflower With Curves

Flexible wallboard from National Gypsum Co. bends to create stairways, rounded corners and columns.

The l/4"-High Flex gypsum wallboard comes in l/4",4'x8' sheets.

A I'level is sold separately to create four more levels in l', 3', 5' and 7' lengths. A T-square attachment (sold sepalately) can be turned into a right or left angle square.

Circle N0.617

Gathering Apron

A knee-length apron that protects clothes while gardening or snaps up to create different sized pouches for

A Growing Greenhouse

A greenhouse introduced by GardenStyles is designed with no clips or silicone to adhere unbreak-

able polycarbonate panels.

The panels of the 6'7" wide by 5'1 " deep by 6'5" high QuickStart greenhouse mount within the frame giving the greenhouse added structural support.

Expansion kits are available.

Circle N0.616

Level Headed

An S"-long carpenter's level available from Levelution L.L.C. has two interlocking joints so additional sections of level can be connected, resulting in a combination of lengths of 2' , 4' .6' or 8'.

HI.B(|Rgrwsuretreate{ Woodffiffi'

gathering is now available from Portable Products.

The l00%o cotton Harvest Aoron features waist level tool pouchei and divided upper pockets.

Circle N0.618

Circle No. 615

Enerqized Windows

Arihitectural photovoltaic glass that can be used in facades, windows and roofs is new from Pilkington.

Optisol is constructed using front and liack glass panels bonded together with a resin.

Circle No. 619

Useful Garage Door DisPlaY.

A 4'x6' garaEe door disPlaY unit is new from etop-uy Building Products Co.

A Touch Of Christmas SPirit

Bell-shaped ornaments from Universal Electronics Inc. turn Christmas tree lights on and off with the touch of a finger.

Equipped with a 300-watt caPacity, Santa's-touch 'n Light will operate several strings of lights.

Circle No. 621

Fancv Spread

Designed for CloPaY's models at three price points. it can be mounted on warehouse racking or converted into a free-standing display. Sample panels for each series are displayed and attached to a hinged door.

Circle No. 620

L tiow'el-erade wood filler from Eclectic Prod-ucts Inc. has been specially formulated to fill and repair seams, defects. and oPen grain in hardwood floors and is designed to be applied with a trowel or broad knife.

"Famowood Waterbased TrowelGrade Wood Filler reportedly sands and stains easily and has excellent adhesion to wood fiber.

Circle No. 622

We are Proud to exclusively rePresent lll it Fort APache Timber ComPanY M

a KD Ponderosa Pine r. KD White Fir Spruce

Pickup Line

Universal pickup truck racks from Cross Tread [ndustries have adjustable lengths and widths and reportedJy fit every size pickup truck bed, both 6'and 8'.

Basement Column Kit

The Renegade-XT has three cross rails, an easily removable rear bar, and handles loads up to 1,000 lbs.

Insulated From The Cold

Four new sizes have been added to Schuller International's line of encapsulated batt insulation.

The additions include ComfortTherm R-19 and breathable R-25 batts in 23" widths, ComfortTherm R-

2l for 2x6 wall cavities, and ComfortTherm R-30 for new attics/ceilings.

Circle No. 624

Sturdy Shed Construction

A carpenter's steel shed ioist and stud are new from HL Stud. -

_ Th9 2x4.20-gauge Carpenrer's Steet Shed Joist can 6e used in mosr loading conditions 12" on center; prevents shed floors from rottins due to ground moisture, and attaches-quickly to.wood.plates. using a pnedmatic nailer wlth noJolst hangers. additional hardware or retraining required.

Circle No. 625

(7071 Bs4-2575

FAX 707-894-2588

Joe Bowman Del Cole

(91 6) 873-6243

FAX 916-873-6692

P.O. Box 166b

Magalia, Ca. 95954

Bob Glatt

_Basement pole coverings made of l/2" red oak veneer slats donded to a hardboard core and backed with flexible cardboard have been introduced by Pole-Wrap, Inc.

_

Paintable and stainable, pole-Wrap is available in three sizes: I'xS'for l l'- l/2" and under circumference poles; 16"x8', fits up to l5-I/2" circumference poles, and 4'x8' for standard I l1/2" poles or for use as a wall coverrng.

Circle No. 626

Circle No. 623

Snow lmmobile

An aluminum guard from ThyCurb permits water from melted snow to run off roofs while retaining up to 2,000 lbs. of unmelted snow and ice.

8' thru 12'

P.E.T.s Our Specialty

Designed to fasten to the standing seam, Snow Dam units fit any standing seam and panel width.

Circle No. 627

UNIX Business Software

An updated version of accounting and business software for the UNIX platform has been released by RealWorld Corp.

Version 7 includes increased historical and trend analysis, expanded general ledger account number structure, extended file utilities, improved security protection, multicity/multi-state payroll, new reports, data exportable to spreadsheets and batch control.

Circle No. 628

Rail: BN SP UP ATSF Truck

Furnishing

Sidinq Nails-

. No Staining

. No Streaking

Highesl quality nails tor cedar, redwood and other line wood malerlals.

Covers old, unsightly ceilings . Reduces noise

. Increases light . Moisture proofs . Resists fire

. Insulates . Washable . Won't water stain, warp, sag

. Can be applied directly to sheetrock or furring strips

. Available in 12" x 12" interlocking squares for do-it-yourself installation, plus 2' x 2' or 2'x 4' panels

o Slender shank and blunt diamond point Diamond oattern head blends with wood texture. 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 r Souare drive recess eliminates driver bit cam-out o Sharp point for quick penetration with minimal oressure o Self-tapping coarse threads. Coated with non-stick, dry lubricating film r Solid nickel/ chrome stainless steel for superior corrosion resistance .6lengths: l" through 3"

For additional data and dealer information:

Toal Lumber Co.

RIBBON CUTTING at Squires Lumber Co. Inc.'s 50th anniversary celebration in Colton, Ca.: (1) co-owner Pam Paxson, Betty Cook, Malik Freeman, co-owner Stan Paxson. Jennifer Hanson. (2) George Brown, (3) Kevin Campbell. (4) Dennis Mulqannon. (5i Penny Hurst, Mike Woods, (6) Stan Belt. (7) Kyle & Chris Paxson. The 400 guests enjoyed vendor displays, a live radio broadcast, live band, and not-soJive roasted pig.

ldaho Timber Buys Duke City

Idaho Timber Corp., Boise, Id., has acquired Duke City Lumber Co., Espaffola, N.M.

The location includes a sawmill and planing facility, and will be independently operated under Rio Graride Forest Products, with about 85 employees. With the acquisition, Idaho Timber now has five primary and six secondary manufacturing plants.

Harold Sluga has been named general manager, with sales handled at the company's Fort Worth, Tx., manufacturing and sales facility.

Fibreboard Sells Ski Resorts

As part of its strategic refocusing on building products, Fibreboard Corp. has agreed to sell its three western ski resorts for $120 million to a group led by George N. Gillett Jr.

Once a major asbestos and wood products manufacturer, Fibreboard now produces vinyl siding, stone siding, insulation and other industrial products. The company has shown interest in expanding through acquisitions, and potential targets could include manufacturers or distributors of exterior and interior building products for the residential and industrial markets.

Wholesale Traders Market

Designed to bring together lumber traders from suppliers as well as their wholesale-distributor customers, North American Wholesale Lumber Association will hold its fust Traders Market Nov. 7-9 in Dallas, Tx.

One hundred primary and secondary manufacturers will exhibit. Cascade Empire Corp., Portland, Or., for example, will participate because, according to Ray Haroldson, "currently, no forum exists where salespeople from all the producing regions in North America and wholesale companies gather under one roof."

Additionally, seminars will address "strategic Inventory Management" and "How Electronic Commerce and the Internet Will Affect Our Industry" by consultant Bruce Merrifield and "Build a Motivated Sales Force" by Caliper Human Services ceo Herbert Greenberg, Ph.D.

Deck Protectant Settlement

Armor All Products CorP., Aliso Viejo, Ca., agreed to pay $60,000 to settle an Orange County (Ca.) district attorney lawsuit alleging their wood restoration product harmed decks it was supposed to protect.

The suit accused the manufacturer of selling its EZ Deck Wash without adequately disclosing that the product might cause spotting on wood less than two years old or carrying a wood sealant.

Armor All responded that the Product's label was changed before the DA's investigation began a year ago, but settled to avoid a costly legal battle. According to a company spokesman, the case involved "rare incidents of spotting on some decks if the product is not applied proPerlY."

TWENTY successful years were celebrated by Parr Lumber Co., Chinb, Ca., with cocktails and i dinner dance Sept. 21 in Newport Beach, Ca.: (1)

Ev & Pete Panella, founder ol Parr Lumber. (2)

Peter & Barbara Petersen, Jim Lawson, Dorothv Long. (3) Marilyn & Ron Doyle. Lynn & Anitl

Bethurum. (4) Frances & Dale McOormick. (5)

Jamie & Ken Caylor, Mike & Brenda Parrella,

Janet Parrella. (6) Polly & Bill Pritchard, Metinda Taylor. (7) Robert Currie, Bruce Keith, Matt Petersen. (8) Jack & Pat Souza. (9) Bud & Michelle Oliveira. (10) Robin & Max Condis, Foss & Colleen Hines. (11) Frances Murillo, Pete Ulloa. (12) Tony & Pam Winters, Lois & Steve Tavenner. (13) Lidia & Juan Magallanes. (14) Kim & lan McLean, Nancy & Dave Klinger. (15) Janice

Brumette, Donna DeMarco. (16) Veronica, Teresa & Ricardo Acevedo. (17) Bandy & Kathy Riley, Reggie Pruitt, Luigi Panella. (18) Jan & Bob Wharton. (19) Lou Bishara, Jerry Long. (20) Jay Clark, Terry Knight. (21) Greg Brunette. (22)

Jeanie & Jim White, Jim DeMarco. (23) Shawn & Anita Hadley, Jerry & Barbara Moreland. (24) Robert Landeros, Sandra Tones.

SECOND GROWTH, the Lumber Association ol Southern California's under 40 group, met for its fall dinner meeting: (1) Rick Wilson, Dave Gorham, (2)Judy Grinder, John Neel. (3)Albert Goforth, Eddie Howdershelt. (4) Mary Blair, Cheryl Meyer. (5) Parker Butterfield. (6) Pat noss. (7) fiex xiobfer, Scott Pham, Scott Richmond, John Boesen. (8) James Cederholm. (9) Al Fernandez. (10) Mike Mische, Andree Johnson. (11) Andy Kice, Robert Clarke, Kelly Lyon.

(12) Todd Pollard, Mark Ganahl, Dave Temple.

(13) Pete Ganahl. Tony Campbell, George Barr, Jr. (14) Johny Gillette. (15) Greg Scott.

(16) Lisa Huber, Buck Byers. (17) lsabel Pana, Marina Simmons. (18) Russ Primrose. (19)

Shawn Millerick, Kevin Mclernon. The Sept. 17 event held in the City of Industry included soeaker Dave Gorham, Louisiana-Pacific, on "Meeting the Needs of the Marketplace."

Molded Millwork Masterpiece

A 108-p. molded millwork catalog is available from Fypon Molded Millwork, 22 W. Pennsylvania Ave., Stewartstown, Pa. 17 363; (7 17) 993-2593.

Garden Variety of Windows

A 2-p. garden window brochure is free from Fiberlux Extruded Vinyl Systems, 3010 Westchester Ave., Purchase, N.Y, 10577; (800) 688-771 l.

Ergonomically Correct

"Increasing Productivity Thru Ergonomics" is available from Air Technical Industries, 7501 Clover Ave., Mentor, Oh. 44060; (216) 95t-5191.

Sizzling Vent-Free Products

A complete 16-p. vent-free gas products guide is $l from Vent-Free Gas Products Alliance, 1555 Wilson Blvd., Ste.300, Arlington, Ya.22209; (703) 8758615.

Spanish Style Insulating

"How to Insulate Your Home" (in Spanish) is free from CertainTeed Corp., 750 E. Swedesford Rd., Valley Forge, Pa. 19482; (800) 782-8777.

Rugged Racking

An 8-p, pickup truck and van rack brochure is now available from Cross Tread Industries, Inc., 12021 W.9lst St., Hinsdale, Il. 60521; (800) 697-1746.

Hardwood Portfolio

A customized portfolio of technical information on hardwood products is $7.75 from the Hardwood Council, Box 525, Oakmont, Pa. 15139; (412) 2814980.

Trucking Along

A l2-p. industrial truck brochure is available from Yale Materials Handling Corp., 10701 Hampshire Ave., Bloomington, Mn. 55438; (800) 2339253.

In The Spotlight

A 520-p. lighting guide is available from Angelo Brothers Co., 12401 McNulty Rd., Philadelphia, Pa. 19154; (21s) 67r-20W.

Drink Up!

Two eighrpanel consumer guides on water protection are free from Kinetico Inc., Box 193, Newbury, Oh.,t4065; (800) 944-9283.

Gas-Fired Unit Heaters

A new l2-p. gas-fired unit heater catalog is available from LI Wing,260 N. Elm St., Westfield, Ma. 01085; (413) 5689571.

Wood Machinery Directory

The new 1997 Buyer's Guide and Directory is available from Wood Machinery Manufacturers of America, 1900 Arch St., Philadelphia, Pa. 19103; (2r5) 564-3484.

The Rustic Look

A six-panel Rustic Shingle brochure is free from Classic Products Inc., 8510 Industry Park Dr., Piqua, Oh. 45356; (800) s43-8938.

Heave Ho!

A new 36-p. winch, crane and hoist catalog has been released by Them Inc., Box347, Winona, Mn. 55987; (800) 8437648.

l-Joist Product Guide

A 32-p. I-joist guide is available from American I-Joist, 5523 Broadway S.E., Albuquerque, N.M. 87105; (800) 8734255.

Benefits of Wood

"You'll Never Run Out of Ideas. We'll Never Run Out of Trees" brochure is free from WoodWorks, 522 SW Fifth Ave., Ste. 400, Portland, Or.97204; (503) 2243934.

Rub A Dub Dub In The Tub

A folding shower door brochure is available from Tub Master, 413 Virginia Dr., Orlando, Fl. 32803; (800) 327-19ll.

Engineered Wood Tips

A series of customer service tips on engineered wood products is available from APA-The Engineered Wood Association, Box 11700, Tacoma, Wa. 98411; (206) 565-6600.

Restoring Vintage Homes

A 416-p. book on remodeling and restyling vintage homes is $33.50 from Craftsman Book Co., 6058 Corte del Cedro, Carlsbad, Ca. 92009: (619) 4387828.

Solid Surface Guide

A l2-p. solid surface guide is free from Swanstone, I City Centre, St. Louis, Mo. 63101; (314) 231-8148.

Flex Them Joints

A semi-rigid epoxy joint filler/sealant product sheet is free from W.R. Meadows, Inc., Box 543, Elgin, ll.6012l; (847) 6834500.

A Little Light On The Subject

A 4-p.industrial lighting fixture brochure is free from Dual-Lite. 90 Fieldstone Ct., Cheshire, Cl 06410; (203) 699-301 l.

Promoting Safety Video

A l6-minute "The Professional Woodworkers Safety Playbook" video is $12 from the Woodworking Machinery Importers Association and Wood Machinery Manufacturers of America, Box 862, Armonk, N.Y. 10504; (800) 846-9689.

All About Asphalt Shingles

A revised double-laminated asphalt shingle guide is free from The Celotex Corp., 4010 Boy Scout Blvd., Tampa, Fl. 33607; (813) 873-4230.

ToolTime

A new 4-p. professional tool catalog is available from Swanson Tool Co., 1010 Lambrecht Rd., Frankfort, Il. 60423; (800) 291-347r.

Absolutely Alder

A 4-p. alder product brochure is free from Western Hardwood Association. Box 1095, Camas, Wa. 98607; (360) 8340332.

OB[TUARIBS

It was incorrectlY rePorted in the September issue that the late Dave Miller founded Northwest Forest Products Inc. In fact, Ron Ranl was the founder and is thi owner of the company. The Merchant Magazine regrets the error.Editor

Frank James Rhoades Jr., 66, former regional sales mgr. of Roseburg Forest Products, Roseburg, Or., died of scleroderma Sept. I in Yorba Linda, Ca.

Born in Saratoga SPrings' N.Y" he worked for Somerville Plywood Sales in the early 1960s, joining Roseburg in 1967. He retired in 1994, remaining in Newport Beach, Ca.

Vincent Virgil Besinque, 81, retired chairman of the board of Lane Stanton Vance Lumber Co., City of Industry, Ca.' died Sept. 1 I in Rancho Palos Verdes, Ca.

Bom in Pittsburgh, Ks., he was a decorated captain in the Quartermaster Corps' during WWII. He worked for Thompson Lumber, Billings, Mt., before founding the Lane and Vance Lumber companies which later became Lane Stanton Vance.

Ira Liberman, 69, retired pres. of Duke City Lumber, Albuquerque, N.M.' died May 4 of cardiac arrest in Albuquerque.

born in Richmond, Va., he served in the Air Force during WWII' joining Duke City in 1940. He retired in 1987. He was a past president of the Westem Wood Products Association.

Frank Edwin Davis, 80' former exec' v.p. of the Arizona Lumber & Builders Supply Association, Phoenix, Az.' died Aue. 26 ofcancer in Phoenix.

Bom in Milton-Freewater, Or., he was an outstanding track athlete while attending Whitman College, Walla Walla, Wa' From 1942-1945 he served as a Iieutenant in the U.S. Coast Guard, later managing Tum-a-Lum Lumber, Heppner and MiltonFreewater, Or. He retired from ALBSA in 1983 after 20 years.

He served on the executive committee

of the National Lumber & Building Material Dealers Association and was honored by the Western Wood Products Association in l97l and 1973.

John Belton Dewitt, 59, longtime executive director of the Save-the-Redwoods League, died of lung cancer Aug' 24 in Oakland. Ca.

LARGE LLJMBER and truss yard in Northern Califomia looking for qualified individuals for general manager/dispatcher position. Please send resumes to Box 664, c/o The Merchant Magazine.

INDUSTRIAL.SPECIALTY BOARD and lumber salesperson(s) wanted. Landmark Forest Products is looking for experienced industrial board and lumber salesperson(s). Be a part of our growing company. Excellent compensation and benefits plan. Multiple locations-Complete milling facilities-Rail lines-Many product lines. Lance Duke, (909) 888-67 47. FAX 909-885-5778.

HARDWOOD LUMBER SALESMAN: Summit Hardwoods, Inc. has a sales position available for an experienced hardwood lumber salesperson. Our offices and distribution yard are located in Pomona, Ca. Please FAX resume to 909-469-1659.

SAROYAN LLJMBER CO., California's leading manufacturer and wholesaler of hardwood lumber and millwork, seeks aggressive, selfmotivated sales representatives for Northern Califomia, Southern Califomia and Nevada territories. With unparalleled sales support and earning potential, both outside and inside positions are available. For confidential consideration, contact Perry Makins, (800) 624-9309.

OUTSIDE SALESPERSON(S) WANTED.

Landmark Forcst Products is looking for experienced outside salesperson(s) in the Los Angeles/San Fernando Valley/Orange County, Ca., area. Be a part of our gtowing company. Excellent compensation and benefits plan. Multiple locations-Complete milling facilities-Rail lines-Many product lines. Lance Duke, (909) 888-6747, FAX 909-885-5778.

TIMBER SIZER

Twenty-five (25) words for $23. Each additional word 70p. phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line, $6. Box numbers and special borders, $6 ea. Col. inch rate: $45 camera-ready, $55 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of rhe Merchant Magazine, 4500 campus Dr., suite 4g0, Newport Beach, ca' 92ffi. Make checks payable to The Merchant Magazine. Mail copy to above address, FAxtoTl+852-0231 or call (714) 852-1990. Deadline for copy is the 20th ofthe monrh. PAYMENT MUsr AccoMPAIrlY copy unless you have established credit with us.

GENERAL MANAGER: Central Valley Builders Supply's commodity lumber distribution yard in Woodland, Ca., is seeking general manager with l0 years experience in buying, selling and distribution of commodity lumber products. Excellent strategic planning, leadership and communication skills a must. Excellent company benefits. Reply to Human Resource Director, 1100 Vintage Ave., St. Helena, Ca.94575.

KINGSLEY LUMBER: Progressive Pacific Northwest contractor yard seeks outside sales talent to grow to the next level. Base salary plus rewarding commission plan. Extremely competitive income potential. Contact Jim McNulty, sales manager, (800) 325-0388.

EXPERIENCED TUMBER TRADER

We are Hardwood and Sottwood loo and lumber wholesalers with offices in Clnada and the United States. We are seekino sincere, experienced lumber traders whd have a view towards the long lerm. Work lrom your part of he muntry, or from our oflices-in the Toronto area. This is an excellent oDportunitv with a well-established compani.'

We enjoy an outstanding financial and marl(eting reputation.

For complete dehils, please phone or wnte Bob Wilson in slrict contidence.

TIMBERS

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

COMPUTER PROGRAMMER

DIXIELINE LIJMBER CO., San Diego's premier home building supply center, has an immediate opening for an individual with 2+ years AS400, RPG programming & CL language experience. General accounting & retail applications preferred. Novell networks & PC experience a plus. We offer excellent benefit package & competitive salary commensurate with experience.

Send resume to: Personnel Department, P.O. Box 85307, San Diego, Ca. 92186-5307 or FAX to 619-222-2762

We offer a drug free work environment. EOE

l2"xl2" DOUGLAS FIR TIMBERS. reclaimed, 36'to 40'in length. Limited quantity available. Sold in full lengths only. Call Chris for quote at (2Og) 263-8224.

VINTAGE DOUGLAS FIR DECKING.

3"x4" 3' to 20' T&G DFfloor deck. Grade is equivalent to D Clear. Stock is over 100 years old and is in excellent condition. Manufactured to lay up as 4" thick floor. Price is $375lm F.O.B. Bend, Or. Deschutes Pine Sales, Inc., .800) 547-5660.

LUMBER COMPANY, niche oriented, redwood, cedar and clear DF uppers. Established 13 years, profitable, low stress, high integrity. Great facility and lease. Northem Califomia. Call Steve, (8ffi) 262-5430.

WEATIIERED, TWISTED OR USED

LUMBER. Plywood blows, used or trims. Carl Hanson, (619) 661-2510, FAX 619-6615547, San Diego, Ca.

Quality Wesfern

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Westem States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland, Or.9'1232, Attention Ed Fournier, Real Estate Manager. (503) 232-7181. All inquiries kept confidential.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-CTrucking, (310) 4220426.

DOES "WE'RE GONNA," "WE USED TO" SOUND FAMILIAR?

NATIONAL BUSINESS BROKERS

Valuations & sales of privately held companies. consultations are free & strictly confidential. John Bates NATIONAL BUSINESS BROKERS cl14) 770-7451

Management planning is a most critical oblective for a company, but for many managers it is also one of the most ditficult to accomplish. Why? Because many managers are so swamPed with day-to-day activities that they simply don't have the time.

Now available, HGMI's comPlete 10' page Self-Administered Management Audlt Questionnaire which is specifically designed for today's busy managers. A proven management tool for over 20 years, it covers many areas:

-) Management Techniques & Organization

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This simple, easy'to'use audit will sur' prise you in what it reveals about your company. And it can be completed in as little as 20 minutes. Get started reaching your goals today and change'We're Gonna'into'We Did lt' !

For additional informalion or to order ($21.95 postpaid), contacl Laddie Hutar' HGMI, 1701 E. Lake Ave., Ste.365, Dept. 8P1096, Glenview, ll. 60025.

72+1e10

-SOUTHERN CALIFORNIA

BINNtsRSOGUIDD

GREATER SAN FRANCISCO BAY AREA

Baxter & Co., J.H.... .......(415) 349-0201

Big Creek LumberCo ....(408) 42$489S

Califomia Forest Products..............................(409) 942-1679

Califomia Lumber Inspeclim Seruice.............(40S) 477-0170

Cali,omia Redwood Association.....................(41 5) 3S2-0662

Chemonite C,ouncil. .......(415) S73-Sg1j

Datalins Corp........................(916) 6354564 (4tS) 495-1 119

DiabloTimber.......... ......(408) A23-1102

DMK Pacilic Corp. (Fremont).........................(S10) 79S3670

Georgia-Pacific CoF. (Fremont)....................(800) BgG7370

Green Products, Co .......(510) 23$9667

Horizon For€st Produc1s..........--.-.-.-.......(510) 235-2014

Kelleher Corp. (Novato)..................................(41 S) B9S-1 270

Kelleher Corp. (San Ratael)...........................(415) 45+8S6i

Lane Stanton Vance Lumber Co. ...................(510) 632-9669

MacBeath Hardwood (Berkeley) ....................(510) 84$4390

NoRTHERN & CENTRAL CAL|FoRN!A_

ARCATA / EUREKA / FORTUNA

Mill & Lumber Co. (213) 849-929 (Btg) 942-9199

Product Salss Co. ..........(800) 66Og680

Station 1 Anti-Flame ......(310) 815-1200

Swaner Hardwood Co. ...................................(81 8) 9535950

T.A. Auctioneers, Inc. .....................................(21 3) 951-2m8

Toal LumberCo...... .......(310) 945-3889

Tradewest Hardwood C0................................(310) 518-4848

Vent Vu€ Window Products.....................

Arcata Redwood Co .......(704 443-5031

Blue Lake Forest P.oducts.......................... ...(701) B2?-29gs

Bracut Intemational. ......(704 82S98S0

Britt Lumberoo...... ..,.(707ll8221n9

Louisiana-Pacific Corp, ....................,...,.........(704 443-75t l

Miller Redwood Co.. ......(7071 464-9144

Northcoast Hardwoods...................................(707) 82S7690

Pacific Lumber Co. (Scotia)............................(707) 764-8ggg

Redwood nspection Seryice.........................,(701 444-9024

Reid & Wright, Inc. .........................................(800) 221-6983

Simpson Timberco ,.,..,.(707) 822-0971

CLOVERDALE

All Coast Forest Products...............................(707) 894-4281

Bowman Lumberoo ......(707) 894-2575

Precision Redwood Manufacturing.................(707) 894-5269

Redwood Empke.................(800) 8624657 (704 894-424i

Russian River Lawn & Garden.......................(800) 675-2501

FORT BRAGG

Holmes Lumber C,0., Fred C. .........................(704 964-6377

FRESNO

Georgia-Pacitic Warchouse ...........................(800) 83G7370

International Forest Products.........................(209) 275.3356

Pacific Forest Products .......(209\ 268-6221

Phoenix Enterprises ......(209],251-7477

Weyerhaeuser Co.,..............(800) 292-0704 (209) 48&6221

White Brothers........ .......(209) 264-48SS

MODESTO

Bums Lumber Co..................(541) 7796933 (8001 Sl1-0831

Meyer Moulding & Millwork ......(2091 522-2288

Thundebolt Wood Treating.(800) 826-8709 (209) 869-4561

REDDING AREA

American ntemational Forest Products... .,,.,.(91 6\ 24+Z2cf

241-7ffi1

0regon-Canadian Forest Products .......... ......(7 1 41 637 -2121

Pacific Hardwood C0......................................(71 4) 828-7900

Pacific Lumber Co.. ........(714) 367-1643

Pan LumberCo...... ........(909) 627-0953

Product Sales C0.................(800) 660-8680 (714) 998-8680

Profil€ Planing Mill.. .......(714) 54&9661

Quality Wood Supp|y......................................(800) 765-31 34

Railway Express..... ........(909) 685-8838

Reel Lumber Service (0C) ..(8m) 675.7335 (714) 632-1988

Reel Lumber Service (Rivenide) ..,................(909) 781-0564

Regal Custom Millwork........(714) 776-1673 (714) 632-2488

Resinart Corp......... ........(800) 258-8820

R.E. Trucking.......................(Bcrl 2n-8782 (909) 923-5871

Santa Fe Forest Products ........................,.....(909) 36G1090

Simpson Strong-Tie Co. .......(800) 999-5099 (714) 871-8373

Slrata Forest Produc{s ...................................(714) 751.0800

Taylor Lumber Services ...................-............(909) 78$2094

Weber Plywood & Lumber...(800) 432-7300 (714) 259-1 100

Weyerhaeuser (Fontana).....(800) 647-7762 (909) 877-6100

Keller Lumber Sales ......(916) 246-0405

Gemini Forest Pr0ducls............................ ......19161 223-7 440

Louisiana-Pacific (Red Blufi)..........................(91 6) 5274343

Siskiyou Forest Products ....(800) 374-0210 (916) 938-2771

Trinity River Lumb€r C0. ................................(91 6) 62$5561

Tumac Lumber Co.. .......(916) 221.0491

Westem Woods....Ca.: (800) 822-8157 U.S.: (800) 82&4100

BMD ................(209) 745-3001

PACIFIC NORTHWEST

Louisiana-Pacific Corp.........(503) 624-9004 (503) 221-0800

Lumber Products....,.......................................(503) 692'3322

Pan Pacific Forsst Products (800) 733-7442 (800) 852'6984

SCR Inc. ..............................(800) 735-5560 (503) 968'1300

Stimson Lumber Co. .,....(800) 445'9758

WeverhaeuserC,o. ........(800) 522'8811

Wobd Products, Inc. .......................................(503) 54&3901

ROSEBUBG

Herbert Lumber Co. (Riddle)..........-..............(541) 874'2236

Keller Lumber Co. .........(503) 6726528

WASHINGTON

SEATTLE / TACOMA AREA

APA-Enoineered Wood Association..............(206) 565-6600

Georoia--Pacilic Corp ......(800) 83c7370

Goldiiq Sullivan Lumber Sales (Sequim).......(360) 681'7444

Kellehdr Com.

Kelly-Goodwin c0.................(800) 424-2423 (?S) g1qlqgg

K-Plv. lnc. .......................................................(800) 42S701 7

ROCKY MOUNTAINS -

D Stake Mill Inc. ............(800) 528'5525

Universal Forest Products (Woodbum)..........(503) 22qq240

Wllamette Industries (Albany)........................(503) 92&721

MEDFORD/GBANTS PASS

Allweather Wood Treaters..............................(800) 75$5909

Bums Lumber C,o..................(541) 77$6933 (800) 331{831

FourPlv. Inc............. ......(800) 547'5991

Lumbei Products.... .......(503) z3-3696

Tdple R Wholesale (White City) .....................(s41) 82&1711

GBEATER PORTLAND AFEA

Adams Lumber Co. .......(503) 245-1796

American Intemational Forest Products.........(800) 36&161 1

Caffall Bros. Forest Products.........................(800) 547-201 1

Columbia Fotest Products..............................(800) 547-1 791

Contacl Intemational............(800) 228'7361 (503) 547-6634

Dhieline Lumber Co

Friesen Lumber C0..............(503) 397'1700 (503) 224'7317

Georoia-Pacific Corp. .....................................(800) 83S7370

ceor6ia-Pacilic Co6. (millworUmldg.)...........(800) 261'6030

Haas-e |ndustries..................(800) 547'7033 (503) 22$7571

HamDton Lumber Sales C,0............................(503) 297'7691

Kellv-Goodwin C0.................(800) 452'1 647 (fi1l. 222'1ffi4

LJB Lumber Sa|es...............(800) 552'5627 (503) 62C5847

Lumber Products..... ......(206) 251-5151

McFarland Cascade ......(800) 42S8430

PGL Buildinq Products (Aubum)....................(206) 941'2600

SimDson Tiriber C0.....-.................................(206) 292-5000

Tubdfor Mill, Inc..............................................(360) 49e627

Westem Wood Preserving C0........................(8N\ 472'771 4

Weyerhaeuser (Tacoma) ....(800) 562-3960 (206) 924-2345

SPOKANE

Colville Indian Precision Pine Co (Omak)......(509) 82S5927

Georoia-Pacific Corp ......(800) 83G7370

Kelly-hoodwin C0.................(800) 455'4499 (509) 92G1000

VANCOUVER AREA

Allweather Wood Treaten (Washougal) ........(800) r/7'8134

Gram Lumber / Beaver Lumber (Kalama) ......(360) 67$5231

BSG Forest Products (Kalama)......................(360) 67$5551

ALASKA

ANCHORAGE PGL Buildinq Products............................. ...(904 562-2131

HoNoLUL;/MAUI HAwAll

Hawaii Wood Preserving Co. .........................(80E qZ!'qqqq

Honolulu wood Treating.... (qqq) qq4Zgl

H0nsad0r........................................................(808) 682-201 1

Want to Subscribe? Check the appropriate boxes to begin receiving your monthly issues.

Q I Year ($11) E 2 Years ($11 D 3 Years (922) Q Bill Me D Mv Check Is Enclosed

News or Comments? We welcome your ideas about oarticular. articles, lhg magazine, or news bf your compani (promotions, new hires, expansions, acquisitibns, etc.):

I

[129]....--.,....................-.....,.............32

Chemonitc Council tf 07l...,.,...............,...............,.....2

Coastol Lumber Co. [155].-..........,-,....................-4S

Colville Indian Precision Pine Co. [13E],...,...........36

Crown Planing Mi|l tf 52]....................,.-..-........,,..U

Dixieline Lumber Co [103],..........-.............,...........3

Evergreen Lumbcr & Molding [134]............-.-..J5

Fontano Wholesalc Lumber [iI61...:..................-..23

Friesen Lumber Co. [148] .....,-...-......................,,..43

Golden Statc Ilardwood Lumber Co. t1461...........42

llxoT Industries (Magnetic Push Broom) t1431...40

Hardwoods Unlimitcdtl f 41............. ........,...-.........22

Harffco [156.f....... ..,..............,..,...{t

Ilolmes Lumber Co., Fred C. [127].,..............,......32

Honolulu Wmd Treating [142]..................,.,..........40

Hoovcr Treated Wood Pioducts [120] -..,.......,......26

Huff Lumber Co. t1241.........,..,.,..........,..,,............,.30

Inland Timbcr Co. t12U..........,...,,..,...,..,..,,............27

Island View Milling Services [112]...........,.............21

Keller Lumber Co. [l3n...................,.....,.........-....S1

Kelly Goodwin Co tl131 .-.....,,.......-......................21

King & Co. (ThermoTile) I1491 ----...........-.........43

Lanc Strnton Vance [126] --------,,..............,.....J1

Lumbcr Trader [161].................,,............,,........-....54

MacBeeth Hardwood Co. [122]......,..,...,..,,,..,......,.27

Mallco Lumber & Building Materiak tf ffl,.........21

M&M Builders Supply [13-61.......................,.........-f S

Marlin, Roy O. [l021..-...-.....-.....................Cover II

Orcgon-Canedian Forest Products [12E1....,,..,......32

Prcific Hsrdwood Co. [13fl ..........,,.,,.......,......,.....Js

Parr Lumber Co. [13U...........-.....,......,................,,33

Recf Lumber Service [114..,................,.............,..,,U

Regrl Custom Millwork [1lfl .....,.....................,.....24

R E. Trucking U53l ..........-............,.....-..-......,.....45

Siskiyou Forest Products [41]...,,.......................,.37

Spellman Hardwoods [1251....................................31

Strata Forest Prcducts [140]..,,.........------.-.......37

Swaner Hardwood t1391.....................................,....36

Swan Secure [150] .....,,..,.............43

Thunderbolt Wood Trcating Co. [160]....,.............53

Toa! Lumbcr Co. I15ll ....i..,........,.................-....44

Tradewest Hardwood Co. [1121....................,.....-..21

Tubafor Mill [108]..-...-...-...............,,..,....................8

Weaber Inc., Walter H. [119]..,..................,..25

Northcoost Hardwoods. Inc. l tr09. Sons,

Wolmanized (Hickson Corp.) [101j...............Cover I

l9$7 Delue Industry Calendar of Bvent$

...will again be the key relerence for your cuslomers and prospects throughout 1997. An exclusive opportunity to display your company's logo, a company color photo and a company profile in a high quality environment. The 1997 calendar will feature all important industry conventions, association & co-op buying shows, dealer & wholesaler workshops, and other major industry and company meetings.

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tions of the calendar during your sponsored month to ensure maximum company visibility! 0ver 17,600 calendars will accompany the December 1996 issues of Building Products Digest and The Merchant Magazine PLUS hundreds extra distributed at selected industry events. You will also receive 25 calendars FREE, a $250 value.

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Ahieher level of commercial anf,industrial perfonnance.

rue, there's more than one way to build a tower. But where traditional

wooden-fiame construction is concerned, there's no better choice than using pressure-treated materials from J.H. Baxter. Whatever your needs, we'll work with you every step of the way to get you the right treated wood fbr the job.

Whether your project specifies that wood be above ground or below ground. there's a J.H. Baxter treating process to meet your specific needs. Our wood-

treating prof'essionals can assist you in adhering to strict building codes and environmental building conditions. We provide services to people at every level of the process - from the designing architect to the lumber retailer What are the challenges facing you or your customer?

7. J.H. Baxter can helP 1'ou over-

come them - with solutions like -

chemonite'-treated (ACZA) fencf ing that reduces animal cribbing, i$ Chemonite-treated poles that

resist fire, or penta-treated light standards that retain their natural beauty for years. You just can't go wrong with pressure-treated wood. Whatever your building needs, call J.H. Baxter, toll-fiee, at 1-800-780-7073.

Whut?rcr lour trcecls, v e've gol tttu nvered-.lntn Attrdvurk to Zebru. Chemonitelreated poLes make urt 01tr0rce at the Chaflbe Zook;11ical G arden s, F re sno, C a lifont u.

This uttractive ktxtr enuble.r hurbor oJJitiuls to tontnl nurine truffir at the bun Port of Oaklund it Culilorniu.

((We ,orkett rith J.H. Baxter on the fender repair for our Third Street Bridge prqect on the San Fruncisco waterfronl. We received ercellent response from their SaLes/Senica Dept., and v:ere very pleased vith the tlualit,st and on-time deLivery ol our trcated pilings."

ktrn Brandt, Munag,er

Homer 0lson Construction San Francisco. CA