Merchant Magazine - November 1980

That's what makes L-P redwood commons so perfect for today's market. The big investment you've come to expect with redwood simply isn't there. For you, or your customer.

But there's plenty of that redwood drama. In fact, the knots and sapwood give a striking look even the higherpriced grades can't match.

About the only thing commons don't have going for them is a major promotion.

This year, we're going to see that they get it. Because we want consumers to know that this redwood is not onlv affordable, but rugged. Ttral it stands up to weather. Resists shrinking, splitting, cupping and checking.

That it nails with ease. Takes a stain and holds a stain like few other woods on the market.

We want them to know t redwood commons are ualed for dimensional stailitv. And for insulation value.

We want the story out. We're one of the major suppliers of redwood commons in the industry. And to a complete line of dimensional lumber, we've added two hot new sidings. An extra thickbutt bevel, plus a sawtextured channel rustic.

So we know the potential. And the quicker we help you tap it, the better.

If you'd like to get a jump on the competition, just call our Samoa sales office at(707) 443-751I.

And whether you need lumber, plywood, particleboard, or millwork, think of us. We make them all.

Louisiana-Pacific, 1300 S. W. Fifth Avenue, Portland, oR 97201.

UIP'"?#x?fn?ffi':fr*

' Serving the lumber, buitding materials and home improvement markets in 13 Vlestern Sfates-Slnce

It was his first job out of college; the year 1905.

He later migrated West, and owned the Aldrich-Cooper Lumber Co. in the Portland, Oregon area with H.B. "Bert" Cooper, whose sons today own Coopers Mill, Inc., which has mills in Roseburg, Oregon and Mount Shasta, California.

Hank naturally has a feeling and regard for lumber that gives him an edge when it comes to customer service.

For all your needs in western softwoods and plywood, try DMK-Pacific, the company that was born with sawdust in its veins and is run by people who share your enthusiasm for this business.

Our Hank Aldrich comes by the lumber business naturally. That's his dad, Harry Aldrich, on the left hand side of the foursome on the front steps of the Langworthy Lumber Co., Anamoose, N.D.

Walton Hank Aldrich Eric Everson Ron Dybas Lee Doud , Andy Haynes Dwight Curran

Stick a Masterpiece"

CompdW:W System QT the Bggt

ide myseff on running an efficient operation," says R€ed, president of the Frank Reed Company in Sacramento, California. "However. I must admit the Dataf ine Slntem greatfy enhanced an already efficient lumberyard."

"No fonger do I get caught in

the middle of price changes," says Mr. Reed. "lt used to take four days to change prices, now it takes 30 minutes."

"The Dataline Computer System is one of the biggest time savers to hit the building supply industry. And when a lumber company saves time, it saves money."

'"1 recommend it highly," says Mr. Reed. ,. Why not jnvestigate howthe fi

Seruing the lumber, building materials and home improvement markets in 13 Western Sfafes - Since 1922

NOVEMBER,198O

TIPS ON HOW TO KEEP PAINT SALES FLOWING

BO]SE CASCADE RETAIL DIV. GROWTH STRONG

GENERATION REDWOOD MEANS OPPORTUNITY

BIG TICKET PANELING SALES BRING IN BUCKS

COMMUNICATIONS VITAL FOR INDUSTRY IMAGE

Publisher

Editor-Publisher David Cutler

Associate Editor

Juanita Lovret

Contributing f,ditors

Dwight Curran

Gage McKinney

Al Kerper

Art Director Martha Emery

Staff Artist Terry Wilson

Circuletion

Marge Anderson

The Merchant Magazine (USPS 796-560) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone l7l4l 549-8393, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional olfices. Advertising rates upon request.

ADVERTISING OFFICES

FROM NORTHERN CALIFORNIA & THf, PACIFIC NORTHWEST: contact 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Phone {o14) 5498393.

FROM SOUTHERN CALIFORNIA: CON. tact Carl Vann, 205 Oceano Dr., Los Angeles, Ca. 90049. Phone (213) 4723ll3 or (714) 549-8393.

FROM THE MIDWEST: CONtACt Charles L. Lemperly, 1230 Brassie Ave.,.Flossmoor, ll. 60422. Phone $r2)'799-2166.

SUBSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation Dept., The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue if possible, plus new address and zip code.

Subscription RatesU.S. and Canada: $6-one year; $9-two years; $12-three years. Foreign: $14-one year; $20-two years.Single copies $1.25. Back copies $2.50 when available.

THE MERCHANT MAGAZINE is an independently-owned publication lbr the retail, wholesale and distribution levels qfthe lumber, building materials and home improvemenl business in rhe I3 Western states; concent ra t i ng on mercha nd isin g pl us duslry news and interpretation.

EDITORIAI

Just what is it we really do?

EOR many in this business, 1980 has been a I confusing and frustrating year. There have been more than the usual number of highs and lows, bursts of business followed by exasperating lags, and an ongoing economic picture thaf may make the coming months a Winter of Discontent. For many, it has been more work for less reward.

It may be that the profit and loss statement and the balance sheet are trying to tell you something. Perhaps it is not just that conditions are poor, but that it is time for you to step back and take a hard look at just what your business is. Are you competing against other firms that have advantages you can never match? How long has it been since you objectively surveyed your customer base to make certain that it hadn't changed without your realizing it? Is your marketing targeted on a physical or market segment that has subtly evolved so that it no longer is as profitable as before?

For many firms, the old standard that eighty percent of iheir piofit comes from twenty [ercent of their customers still holds. It is very easy

to begin that imperceptible slide away from the profit-heavy twenty percent and slip into spending time on the less challenging, but vastly less profitable areas of business. Ask yourself honestly whether there has been any of that kind of slippage at your firm. You may not like the answers, but correcting the problem before it becomes too severe is far preferable to other, far more serious, consequences that may well result from inaction

In a time of belt tightening, it may seem like heresy to propose adding employees. Yet it may be that the addition of even one person could free up enough of your day so that you could finally find time to tackle that long postponed project that could well make back many times over the cost of the new person on the payroll.

In any review of business, take a hard line and ask the tough questions. Make certain no one is kidding himself or you in answering those questions about who does what, and why, and where the black ink runs the deepest. Without that commitment, you might as well abandon the entlre pro]ect.

SeNing the lumbeL building mateilals and home improvement mailets in 13 Western Slales-Since 1922

DAVID CUTLf,R ed itor- pu bl isher

The Redwood Hous e oJ Plcnty.

Every year, the demand for Redwood grows a little faster than the supply, And, there's little that can be done immediately to increase the amount of available timber. Yet, there is a way to increase Redwood production by getting

So overall Redwood production is up and should continue to increase in the months and years ahead. It's this commitment to state-of-the-art technology that means more than ever before, we're your Redwood house of plenty.

more usable lumber out of every Redwood log that goes through Call 7 07 | 964-O28L. the mill.

And that's just what we're doing at Ft. Bragg-xl.j.r::,f^:T

plementing a program to become the most advanced Redwood .:. operatio n Jnywnele.

Hctw to re#t>mrrl*il# ?he rrght paint

Part one of a two part series on selling paint and related materials

lf,tHILE NOT a big ticket item, U U paint can be a consistent seller with the d-i-yer periodically opting to revitalize his home with fresh color. However, the buyer can be turned off in selecting the proper materials. Be certain that you and your paint people are prepared to provide guidance to make a sale and a friend for your store.

First step is to ask questions in a casual way to determine how much experience the painter has and what he intends to paint. An off-hand "Done much painting?" will usually reveal the level of expertise and confidence. "What, where, and how big" are the next queries. With this information, the sales person can suggest the best materials and equipment as well as the amounts needed.

If the customer is a first time painter or one with little practice, steer him towards the latex paints even if he remembers "Dad always said the oil based paints were the best. " Latex paints have the advantages of being odorless, non-

flamable, and fast drying. Other points in their favor are the use of water for thining as well as clean up.

Story at a Glance

Information to help paint department salesperson questions to ask . . . answers to "What kind?", "How Much?", "How-to?" . . . first of two articles.

Easy to apply, they also allow touch ups with ease. The disadvantases of hiving less than desirable flow qlality, adhesion, and hiding qualities are minor, especially if a high quality paint is used. For the neophyte, latex is almost perfect.

Oil base paints (a pigment sus-

EXTERIOR PAINT SELECTOR

thinners) have advantages of better adhesion, hiding quali-

pended in a vehicle of resins and penetration. adhesion. hidi ties, good flow or leveling.. The gloss ues, gooq rne gl( achieved is higher and the wearabil wearability excellent, but the odor, clean-up with solvent or thinner, and long drying time in most cases are objectionable for all, but the most experienced painter. Proper surface preparation also is vital.

In addiiton to selecting the type of material suitable for the skill level of the user, it is necessary to choose the conect paint for the job to be done. Roughly, paints divide into interior paints and enamels. those suitable for use inside the house, and exterior paints, the ones formulated to endure the weather. Latex and oil based are available for both.

Interior paints are selected for the sheen or degree of gloss desired. The higher the gloss, the higher the durabillity and resistance to moisture, dirt, and grease.

Flat, velvet, semi-gloss, and (Please turn to page I I )

F?ALCO RUSTIC REDWOOD

Bevel Siding

Here's Pacific Lumber's new exceptionally thick-butted bevel siding with the advantageous combination of redwood's natural rustic beauty and redwood's superior performance characteristics.

Redwood has been a glamorous and superior siding for years. This new product further ac-

cents the glamour with its exceptionally thick butt and the resulting distinctive shadow linesmakes the siding walls look additionally strong with a deeper third dimension.

Product of

SPECIFIC ADVANTAGES OF PALCO RUSTIC REDWOOD BEVEL SIDING

ls air seasoned:

Air seasoning efiects are: lumber seasoned in the rough allows seasoning defects to be removed when surfaced; more dimensionally stable than unseasoned; helps sustain the beauty of redwood's natural color; the reduced weight provides easy handling and significantly reduces shipping costs.

Has redwood's inherent characteristics:

1. Unique natural beauty with attractive grain and knots. Sapwood and heartwood together produce a pleasing color contrast.

2. Dimensional stability with minimum warping, cupping, or checking.

3. Superior finish-holding of stains and paints. Also it can be left with no finish.

4. Decay and insect resistance of redwood heartwood make it very durable.

5. Resistance to damaging weathering effects.

6. Excellent insulator-1" redwood has the same thermal insulation as 5.8" thickness ol brick, 9" concrete block, 13.7" concrete, 1,706.0" aluminum.

7. Has a low flame spread rating, meaning more resistance to flame spreading than most any other species.

Has top quality saw-textured surface: Not just roughed up, the surface will hold stains and paints up to twice as long as many smooth surfaces.

Has exceptional thickness: Manufactured with a hefty butt thickness ol 13lsz". Knots remain in place better than in thinner sidings.

APPLICATION INSTRUCTIONS :

For sheathing use fiberboard, plywood, or lumber, etc. Do not use rigid foam plastic sheathing-it can cause misperformance on lumber siding.

Use only corrosion-resistant nails to avoid staining of the wood: top quality hot-dipped or hot-tumbled galvanized, or stainless steel nails. Nails must penetrate |Vz" inlo studs or 11h" combination of wood sheathing and studs.

Product name: Palco Rustic Redwood Bevel Siding

Sizes: 13lsz" x 10" or 12'-6'120' random length. Net sizes: s/rs" tip thickness, 13/ez" butt thickness, 97g" width of 10" nominal11V8' of 12" nominal.

Grade: A combination of Select and Construction Common, air seasoned.

Units: A unit contains 1,750 FBM. Units are pretallied, are available with protective wrapping.

Information This siding is available in straight or mixed for Dis- truck and railcar shipments. Mixed shiptributors: ments can include items from a wide range of redwood lumber including uppers, Douglas fir uppers and plywood.

PALCO RUSTIC REDWOOD is also available in vertical siding paneling patterns, in 1" x 4"-12'S1S2E, in 2" x 4'L12" S4S, and 4"x 4" S4S. other pattems available on special order.

FIN ISH ING RECOMMENDATIONS:

Palco's Rustic Redwood can be finished with a variety ol appearances.

1. Stains: Oil-base semi-transparent stains, very popular, provide a color but don't hide the grain, knots, or texture. (As shown in above photograph.) OiFbase opaque stains will usually obscure the grain and knots but not the texture.

Z. tto tinisn, or Water Repellents: With no finish, the surface will first darken and then in time become drittwood gray. A nonpigmented water-repellent coating will minimize the darkening and make the surface become a buckskin tan. lf reapplied' witer repellent can keep the buckskin color; if not, driltwood gray will be reached.

3. Paints: Top coat can be either latex or oil base and must be applied over a compatible prime coat. Primer must be an oil or alkyd-resin base, or a stain-resistant latex base.

4. Do not use shake and shingle paints, low lustre alkyd paints' or varnishes.

Overlap pieces at least 1:'

Nails must just clear underpiece's tip.

THE RIGHT PAINT

(Continued from page 8)

gloss sheens are terms used to indicate the luster. Enamel provides the highest gloss and is a favorite for windows, door, wood frim and woodwork. Flat paint is usually applied to walls and ceilings exce,pt for kitchens and bathrooms where the gloss is more durable.

Preparation of the interior surface before painting is important. Surfaces must be washed free of grease, dirt, mildew, crayon, and such. Trisodium phosphate is a eood cleaner to recominenil. Surfaceishould be rinsed with clear water and allowed to dry thoroughly before paint is applied. Cracks and holes must be repaired with proper materials and patched areas sDotprimed (pre-pairited). Here your s'ales person must know the materials you sell and assist the customer in his selection.

Wood exteriors must be scraped to remove any loose, or flaking paint and washed down with a good detergent solution. All chips and cracks must be filled with a wood filler like Famowood, made by Beverly Manufacnrrins Co.

Exterior painting must be done on a dry surface. Outside painting also should be done only in good weather.

If the exterior is a masonry surface such as concrete, cement, sfucco or asbestos shingles, special masonry paints, which are latex based, must be used. The surface must be cleaned with a bonding primer applied before the paint. Gutters,if galvanized steel, also require special treatrnent with a

prime coat of galvanized primer. Aluminum gutters require no painting and tin guften can be painted with exterior paint.

Trim paints, usually available in bright colors, are used on window frames, shutters, and railings to achieve a color contrast. Shingle paints are really stains and usually require a primer. Floor paints, also called deck enamels. are used on porches and walk-on surfaces. They are specially formulated to withstand weather and wear on both wood and concrete.

Naturally, the sales person is going to do his homework with literature issued by the manufacturers of the paints stircked on your shelves. He must be familiar with all directions and cautions and be able to pass this information on to the purchaser. Since the written word is a helpful reference in the middle of the project, he also will be sure that the customer has copies of the how-to material.

To determine the quantity of paint needed, he easiest way is to display a chart available from most paint manufacturers in the paint departrnent. This will show the nirmber 6f gallons necessary for various measurements. Provided with the height of ceilings or house and the distance in feet around the room or house, it is simple to find the gallon computation on the chart.

Tools can make painting easier and more professional. Your sales penon should know what to use in order to make recommendations to the customer. Brushes are efficient for painting small areas where a small volume

of paint is used such as woodwork or trim. They come in four types of bristles: natural, nylon, polyester, and other synftetics. Polyester is preferred for latex paint with natural bristles working best with oil based paints. The American Brush Manufacturers Association has developed a code of ethics for brushes and can provide literature to clarify each type of bristle.

Rollers and pads offer speed and versatility. For the average do-ityourselfer, they are a good choice. It is important that customers realizp that quality is important. With a cheap roller they will find it difficult to do a good job. The pad eliminates splattering, a problem with a roller, and can be used readily in a tieht comer. A special tray will insure ihat the pad absorbs the correct amount of paint, a critical point.

In addition to the basic materials and tools, the sales person must !e acquainted with the proper ladders for different jobs and the myriad of painr ing accessories. Drop cloths, scrapers, sandpaper, putty knives, paper buckets, liners for trays, shields to prevent drizzle, masking tape, pot and brush holders, thinners, brush cleaners and brush softeners are onlv a few of the add-ons which will maki the job easier for the customer.

This article will be concluded next month describing the characteristics and uses of specialty coatings including lacquers, varnishes, shellac, and wood stains.

The remarkable growth of Boise Cascade's retail division

lT IS AN AXIOM in the wood prodlucts business that the retail side of the business is still far from its full potential in terms of growth and profit. But it's not for lack of effort, as majors and independents alike over recent years have been concentrating ever great efforts in this important market segment.

Among the majors heavily involved in retail is Boise Cascade, a huge western corporation based in Boise, Id. Its building materials distribution division, a part of B C's building materials group, has been a star performer within the company.

The division has grown since 1977 from 39 building materials centers and 11 wholesale centers to 103 retail building centers and 15 wholesale outlets. According to George E. McCown, senior v.p. for the group, it has outperformed the other two divisions, cabinet (now sold) and housing, in the past helping to produce for the BM group a $750 million sales volume in 1978 and $794 million in I99.

Recognizing this, BC has set aside almost lOVo of its current fivevear $2.3 billion caoital prosram for 6xpansion of this divisiori. Flans are to add approximately 40 new units in the next five years. "With just that

Story at a Glance

Boise Cascade's retail div. growing rapidly . . . doubling of sales predicted in five years

11 western states seen as their greatest growth area.

level of growth," McCown explains, "and assuming that we build those units ourselves as opposed to acquiring them, and given the growth of our existing units and their market, we will more than double our sales volume over the next five years without doubling the number of units. " At the close of 1979, annual sales of $1.7 billion were predicted for 1985, but now that figure is tempered, "depending on the economy."

The Boise Cascade building materials centers serve both contractors and consumers. Being part of both building material and home improvement enables them to keep up with the fast moving repair and remodeling portion of the market. Dan Hogan, division gen. mgr. and BC v.p., says, "We're still very small in relation to the market opportunities which exist. "

The Northwest Region at present has 38 building centers in ldaho, Washington, Oregon, Colorado, and Utah. The Southwest Region has five retail centers in Norttrern California. and l0 in Southern California. The South Central Region has 50 retail locations in Texas, Oklahoma, fukansas and Kansas.

In forecasting growth potential, McCown predicts that most growth will be directed towards California and Texas with expansion opportunities in the Pacific Northwest and Inter-Mountain States. Relocating and upgrading is underway in Colo rado and Utah with expansion of retail operations in Arizona desirable. "Basically," he explains, "the 1l western states are our primary markets, plus we're tapping a pretty good housing market through the whole sunbelt. All of those geographies have a stong R & R market, too. "

The repair and remodel market, accordine to McCown. has been growing rapidly in the past ten yearsi It is now at least half as big as the new housing market for two reasons. First, there are more total houses in the United States. so there are more to

repair or remodel. Second, the turnover rate of existing stock has accelerated. In a strong market, close to 4 million homes exchange hands each year.

Figures show that a high percentage of those purchasing pre-owned homes undertake a remodeling project within l2.to 18 months after moving in. This remodeling market includes the do-it-yourself customer as well as the contractor. Boise Cascade, according to McCown, is focusing on the constructlon lmprovement person, not just the weekend faucet repair.

In Idaho, the Nampa BMC, a recently opened 30,000 sq. ft. facility located on a five-acre site, is a dualpurpose operation to serve both the building contractor and the d-i-yer. It is considered a prototype for future building materials centers. Geared to consumer interests, it has a selfservice mini lumber yard, a selfservice warehouse. and a "how-to house" where customers can view installed items like plumbing, wiring, trusses, and windows to see how it is done.

Jon Miller, Boise Cascade pres. and chief operating officer, explains, "This is the principle we are working with in all our stores-to make those home fix-up projects as easy and enjoyable as possible. "

R & R is categorized as a very, very rapidly growing market, one that doesn't fluctuate as radically as the new housing market, although it does follow the patterns of economy. This plus the possibility of drawing significantly from their own mills influenced Boise Cascade to enter the retail market, according to McCown, rather than becoming major wholesalers as many competitors did.

Forest products anchor the line, accordins to Hosan. "We like to be known ai lumber-people and we build off that base. "

McCown says "A Boise Cascade employee is trained to tell a customer what he needs for ajob, how to do it,

IMAGE MAKER wood sidino with Boise Cascade.logo is standard thioughout the drvrsron l0r new stores such as this one at Nampa, ld. Acquired and older locations are.being redesigned and remodeled to c0nt0rm.

give a quote for the materials, and deliver them to the customer's house. "

Part of the expansion program is a well organized recruiting and training program. The division, according to employee relations mgr. MikE Harrington, has around 4500 employees at strength between the division located in the corporate headquarters building in Boise and the b-uilding center/w-holesale locations.

Division policy is to recruit on a regional basis. An extensive recruit-

G00D LIGHTING and gleaming ftoors as shown in this view of the "How-to-house" are indications to customers of oood management practices.

ing program operates on college campuses to attract graduates. Unless they reach department head or location manager level, those hired will stay in their hiring area. This stability is felt by some to be important to the success of the stores which are operated as individual profit centers. The division takes a decentralized approach to management with the consensus that local general managers know their geographic areas best.

A trainee begins with a six to nine months informal training program includine a varietv of exoosure which could in"clude wirrking'in a lumber yard or in inside sales as preparation for wholesale or retail facility operations. Next he goes to corporate headquarters for a week of intensive trainiirg in product knowledge, sales

(Please turn to page 62)

AISLE DISPLAYS to stimulate sales and visible signing to identify sections make self-service practical in a building materials center.

"H0W-T0-H0USE" is designed so do-ityourself .trade can see how plumbing, wiring, windows, trusses, and other house

c0mponents are installed. D-i-y literature is part of the educational display.

New Generation of Redwood OPens New Vistas of OpportunitY

ATELY WE have been asked. l- "What is happening to the redwood resource? Is it going to continue to be as available commercially as it has been in the past? What producs and volumes are going to be available now and in the future?"

These are questions of concern for customers and the general public. Many of the concerns were magnified bv conservationists and environnientalists who decried the harvesting of the redwood forests but who had little real understanding of the role that the forest industry plays in promoting responsible forest management. It has been this management that has researched new ways to grow trees straight and tall and healthy, that has found ways to clone redwoods for faster growth, that replants, and protects and harvests with concern. This same in-depth research has given us an expanded, versatile redwood product line that compliments present lines and increases the potential sales volume.

Since we cannot harvest the same tre€s over and over, a change in product and production was bound to come at some time. Because of the several national park acquisitions and environmental rionstraiirts. the switch from old generation trees to the new generation came a bit sooner than originally planned. We have made the decision to begin a slow, orderly, contolled changeover from the old generation tees to the new generation, permitting the distribution chain time to plan and adjust to an expanded product line.

We recently expended over $20 million for harvestable resources and additional land upon which to grow more tees for the future. This is in addition to the annual expenditure of over $5 million that we invest to replant and protect the forest lands.

Throughout the 1980s, we will be harvesting and processing a diminishing volume of old generation frees and replacing with new generation logs in an increasing ratio. This is not as drastic a change as it seems at fint glance. Contrary to popular belief,

By Greg Lamberl Sales Manager, Redwood Simpson Timber Company

it does not take thousands of years to grow a redwood tree. The Coast Redwood, which produces all the commercial redwood products, is actually one of the fastest growing forms of plant life known to man. In managed forests, redwoods can attain a height of some 150 ft. in 60 to 80 years. Even at this somewhat tender age, the Coast Redwood is larger than most species, and produces a greater volume of usable lumber.

Simpson has inaugurated a massive program to modernize and improve manufacturing capabilities. By the time this is completed in 1981, $33 million will have been invested in redesigning and remodeling entire mill complexes, setting up new production techniques and installing the most modern of computerized equipment. There will be two distinct changes in the redwood lumber product of the future. For one, there will be a greater proportion of cream-colored sapwood in funrre supplies with a decreasing amount of cinnamon-colored heart-

Story at a Glance

Modernization and imProvement of manutacturing caPabilities underway . . distinct changes in product of the futurg. whole new dimension in appearance . . imProved volume.

wood. The second major change will be in the greater percentage of knouy grades. The new generation of redwood products will have all the natural beauty and physical properties that have made redwood such a long-time favorite but with a whole new dimension in appearance.

The knotty grades will offer more flexibility in the marketplace. Because of kiln-drying. they will be liehter to ship and easier to handle; bEtter to yard, and superior in Performance characteristics. New generation redwood dries faster than old generation stock resulting in faster market response. Because the trees harvested will be younger, the knots will be smaller, tighter and sounder. Select knotty will be a significant addition to the interior paneling and exterior siding product line. Rustic knotty offers a choice of finish lumber for outdoor strucnrres such as decks, fences, sun screens, as well as a rustic effect for exterior siding when it is desired.

Looking at the projected grade mix, siding and paneling availability will be aSout the same for the future as it was for the past. The difference being that we will now have a portion of the mix comparable to what Pine and cedar have long offered.

Another plus is the increase in construction grades and merchantable made possible by the fact that total redwood output will not decline as a result of the changeover from the old to new generation harvest. With our policy of harvesting and processing what we grow, we anticiPate an improved redwood product volume of approximately 207o.

To recap, we see a dramatic increase in garden grades which have been increasingly in demand in recent years. Availability of shop grade will remain about the same, and rustic finishes will combine with architecnrral finish to provide an overall increase in what we traditionally call "uppers. "

Y-es, Simpson is in the redwood business to stay.

moke sure your customers . .

A 0 + IIIIIIII

know how to bring short wood mouldings together

for creotive Christmos tree ornoments

Also be reody with plenty of miter boxes, glue, stoins ond Christmos colors for your creoiive do-it-you rself customers,

ffiffi

Know how sells paneling

this is false economy since the special molding used, extra furring required, extra cutting, fitting and nailing are greater than the actual cost of the l0' panels. This can be presented forcefully.

The salesman must be prepared to estimate requirements for his customer. Therefore. he must be familiar with a method of computation. He must caution his customer. however, that his estimate is only such and the customer may be able to save on quantity by actually laying out his wall area on a drawing in order to determine the most suitable method of using all cut-off pieces.

ANELING often is a big ticket

F purchase for the do-it-yourself remodeler. In fact, approximately r/s of all the decorative wall coverings applied in homes today is panellng.

The sale frequently can be helped along by a salesman who knows all the answen about paneling. The ideal situation is when a sales person has experienced applying paneling in his own home. This serves a secondary purpose in that the paneling will be seen by his friends and visitors and serve as a product showcase. A store owner or manager should do all he can to persuade his employees to have personal experience with paneling.

Even if personal experience is not practical, a salesman should study the directions for installation and be able to discuss the project with authority. He also should be able to guide the customer in selection, considering color, species, finish, and length of the panel.

Ii order to start the selection process he should ask which room the customer plans to panel, whether he plans to panel an entke room, or one, two or three walls and whether the room is lieht or dark. Once these factors are es-tablished, he should suggest one or two different species in light or dark color. Light rooms may take dark or light paneling, but a dark room should have a liehter shade.

Once the col6r selection is made, the salesman should ask about the type of floor or furniture in the area to be paneled. Then he can suggest a species

to complement the existing conditions. Woods in the same room tend to complement each other. For example, oak floors, walnut paneling and cherry furniture do not clash, but tend to combine in an overall impression of warmth and beauty.

There are many types of finishes on the market. The caution here is for the salesman to be certain that the finish sold by the store is a good qualitv durable surface. The salesriran Jhould familiarize himself with the type of finish sold, the advantages and disadvantages. Then he will be able to relate the advantages to use in the home of his customer.

Frequently, there are height limitations and the salesman must always ask the height of the room involved. Of course, 8' is a standard, but where ceiling height is either 7' or l0', special considerations must be made and the salesman must be PrePared to recommend a solution to the problem' For example, if the customer does not care io pay a premium for l0' panels, a wainscot installation or a chair rail or dropped ceiling break covered with moldins can utilize shorter panels. Frequen-tly, however,

Story at a glance

Ways to educate salesmen on paneling . personal experience, lamiliarity, basic knowledge help make big ticket sales. .. sellconlidence as well as product.

To determine the number of feet of plywood required, the salesman must ask for the room dimension and the height of the ceiling. For example, if the room dimension is 9 x 14, total lineal footage would be 9' plus 14' x 2, or 46lineal feet. Multiply the total liireal footage (46) by the -height of 8' and this is the total square footage area to be paneled, a total of 378 square feet. Once this total is obtained, the salesman must take each wall individuallv and deduct from the complete total'for openings. He should ask how many windows and doors are in the south wall, etc., (one window about 32" x 40" - deduct 10 sq. ft.; one door 36" x 80' - deduct 20 sq. ft.; one wall not to be paneled, 9' x 8' - deduct 72 sq. ft., etc.)

Sales aids can include before and after pictures of a room that has been paneled, preferably one in the home of a salesperson. The amount of increase in value from the outlay of dollars for oanelins should be discussed. Terms. ac6enting the cost per month rather than the total, also should be clarified with suggestions for arranging financing. The salesperson also should be prepared to refer the customer to a contractor for an estimate on the job. Figures will naturally vary from area to area, but FHA evaluations are usually available as a reference.

Finallv the salesman should arm the cust6mer with application information as provided by the manufacturer or invite him to come to a paneling clinic for a hands on session. Either way, his self confidence will be bolstered and vour reputation established as an i'nformed helpful store.

With ourbrandon it, @egmranteed theloest.

We're proud of the Higgins name because, in the West, we've branded a solid reputation for quality, service and reliability.

Since 1883, Higgins Lumber Company has been importing, shipping and re-manufacturing the finest grades of hardwoods, softwoods and plywoods the world has to offer.

We control quality with our own drying and milling facilities and offer on-time delivery

of both large and small orders. With product knowledge and experience that has delivered the goods in the West, so well, for so long, the Higgins name guarantees you the best.

So if you're stocking lumber or making furniture or cabinets, give us a call: San Francisco, CA (415) 824-8744; Union CitS CA (415) 471-4900; Sacramento, CA (916) 927-2727; Reno, NEV (702\ 391-3033

EFS NEWS

Tough sledding is expected this winter for housing as $$ rates push higher. many fear recent home building gains will prove only to have been a short lived blip.. . the prime lending rate is moving up again: l4t/zo/o at presstime.

The most recent housing numbers (Sept.) were up for the 4th mo. in a row, to 1,544,00 on a seasonally adjusted annual basis, up 9o/o from Aug.,. single family starts rose 5o/0, while multis moved up 18.7010, bolstered by an unusual amount of federally-subsidized housing, which some saw as politically motivated. .

Encouroging signs: a 14.70/o increase in bldg. permits plus a strong increase in sales of used homes, which could mean strong new home sales despite high mortgage rates. housing analysts now see a stall, followed by a housing rebound in '81.

Bohemia, Inc. has agreed in principle to acquire substantially all the forest products operations of Wolley Enterprises, including Mt. Baldy Lumber, Yoncalla, Or., and Drain Plywood, Drain, Or., ro purchase price revealed. negotiations are underway by Moin International Forest Products, Fountain Valley, Ca., to acquire Cal Custom Mill, Santa Ana. Ca.

Nickerson Lumber, North Hollywood, C8., has been sold to a no. of key employees, Albert Foreman remains pres., Bill Nickerson plans to retire from the industry.

Constructing contracts are expected to be up 250/o in '81 from '80's anticipated $140.4 billion total. . Louisiana-PaciJic

has permanently closed the venerable Berth 122 operation in Wilmington, Ca., it has expanded and updated its Berth 126 facility.

South Bay Forest Products has suffered a $l million fire at its Orange, Ca., facility, io machinery or bldg. damaged; fire burned ltA million feet; arson suspected. there was no interruption of business... Willamette Industries has switched the color it paints the end of its lumber from ereen to gold. .

RR industry deregulation is now law, observers expect a no. of .freight rales increases shortly. the median price for existing single family homes in Ca. is now over $100,000 for the lst time... in Hacienda Heights, a Los Angeles suburb, a new tract is abuilding, each of the 11 homes is over $1 million.

Louisiana-Pacific has reported lower 3rd quarter sales & earnings, as did Kaiser Cement and Potlatch. . Crown Zellerbach had lower 3rd quarter earnings with higher sales, Masonite had lower sales and earnings for its recently ended fiscal year. Willamette Industries' 3rd quarter sales were up l5o/o over the same period in '79, earnings advanced an impressive 330/0. .

Diamond International Corp. has purchased the Hardy Boys building centers in Sandpoint, Bonners Ferry and Hayden Lake, ld. .. Wickes Lumber Co. has a new retail store in North Las Vegas, Nv. Lawrence and Margaret Rohn. new owners of Bryant's Lumber, Laramie, Wy., haave changed the name to Greybull Hardware & Lumber.

Despite a strike, Bel-Air Door, Alhambra, Ca., has expanded and added product lines including a new d-i-y door program plus new equipment in their plant for prefitting and Prehangingdoors. Brand S Corp., Corvallis, Or., plans to either buy or build a new plywood mill in the Willamette ValleY to replace their mill recently razed bY fire. . . the lumber and hardware departments of Builders Center. Bellingham, Wa., have announced that they will go out of business.

Verlon McKinney Lumber Co., San Jose,Ca.,is a new hardwood wholesale company supplying Western distribution yards with imported and domestic hardwood. . Mission Forest Products has moved to larger quarters, 6127 B N. Blackstone. Fresno. Ca. 93705. . Oregon Lumber Export Co., after 25 years in downtown Portland, has moved to 450 AGC Center, Wilsonville, Or. 970"10.

California Sugar & Western Pine Agency has opened a Monterey, Ca., branch office and has moved to new facilities in Fresno, 1974 N. Gateway Blvd., 93727. Caffall Bros. Forest Products has moved to new quarters, 25260 SW Parkway, Wilsonville, Or. 97070.

J & W Redwood is a new Mira Mesa. Ca.. redwood retailer. Anderson Lumber Co., Ogden, Ut., has donated a lum' ber truck to the Weber State College skills center. Economy Lumber, Yuma, Az., is opening a new home center.

Palmer G. Lewis Co., Auburn, Wa., will expand into Id. with a warehouse in Boise, next month. Potlatch Corp. has agreed to buy approximately 93,000 acres of No. Id. timberland from the Milwaukee Land Co., price $134.8 million. .

Dutch Boylnc.,in a continuing reorganization effort, has sold certain assets of its coatings div. including brandname and trademark, to Sherwin Williams Co. .. U.S. Gypsum Co. is earmarking a record $140 million for 1980 capital expenditures.

Can be used under Fiber Glass! ,,#&{Bb Ready to use right out of the can, Famowood , ! lffJ i il, lf''Pi:il''':l i:'L:l Ii ?li :i,1 1!': applies like putty-sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and weatherproof when properly applied. ge

National Building Material Distributors AssociationNov. 10-12, 29th annual fall convention, Washington Hilton, Washington, D.C.

Pacific Logging CongressNov. 10-12, MGM Grand Hotel. Reno. Nv.

Lumber Association of Southern CaliforniaNov. l2-15, 30th annual management conference, Palm Springs, Ca.

Northwest Hardwood AssociationNov. 12-16, 25th anniversary meeting, Royal Lahaina Resort, Maui, Hi.

North American Wholesale Lumber Association Regional MeetingsNov. 19, San Francisco, Ca.; Nov. 13, Portland, Or.; Nov. 12, Eugene, Or.

Emergency Conference on HousingNov. 13, Sacra.mento Community Center, Sacramento, Ca. Call (916) 444-6670, ext. 256 for information.

San Joaquin Valley Hoo-Hoo ClubNov. 14, golf and concat, Palm Lakes Golf and Country Club, Fresno, Ca.

Western Building Material Assn.Nov. l5-18, 77th annual convention/building products showcase, Portland Marriott Hotel, Portland, Or.

National Forest Products AssociationNov.'16-19. annual meeting, Marriott Hotel, Las Palmas, Palm Springs, Ca.

Western Wood Products Association SeminarNov. 19, Sacramento, Ca., Nov. 20, Sunnyvale, Ca.

Shasta-Cascade Hoo-Hoo ClubNov. 21, Red Bluff Night dinner dance, Wilcox Oaks Golf Club, Red Bluff, Ca.

Dubs Ltd. - Nov.21, Turkey Shoot, Peacock Gap Country Club. San Ralael. Ca.

DECEMBER

Dubs Ltd. - Dec. 5, golf tournament, Castlewood Country Club. Pleasanton, Ca.

Industrial Safety rnd Health Division, Washington State Department of Lrbor and IndustriesDec. 9, seminar for wood products manufacturers, International Woodworkers of America Hall, Aberdeen, Wa.

Portland Wholesale Lumber AssociationDec. 19, annual Christmas party, Jantzen Beach Red Lion Motor Inn. Portland. Or.

JANUARY

California Lumber Inspection Service - Jan., 4th annual hardwood grading training school and clinic,.Fremont, Ca. Write fox 69-89, San .Iose, Ca., or phone (408) 297807 l.

Los Angeles Hoo-Hoo ClubJan. 9, Transportation Night, place to be announced.

National Housewares Manufacturers AssociationJan. 11-15, 74th semi-annual National Housewares Exposition. McCormick Place and McCormick Place West, Chibago, Il.

Shasta Cascade Hoo-Hoo ClubJan. 16, initiation, Riverview Golf and Country Club, Redding, Ca.

Lumber Merchrnts Association of Northern CaliforniaJan. 16-18, Management Seminar, Asilomar, Pacific Grove. Ca,

National Association of Home BuildersJan. 23-26, 37th annual convention and exposition, Las Vegas Convention Center, Las Vegas, Nv.

Californla Retail Hardware AssociationJan. 25-26. 80th annual convention and Western states hardware show, MGM Grand Hotel, Reno, Nv.

Inland f,umber is big on Timber.

Our people are big on service.

When you need fast delivery on timber, call Inland Lumber.

Our people are ready to process your order and in most cases will deliver it to your yard within 48 hours.

Fast? You bet that's fast!

More important than speed, is the quality of timbers we'll deliver.

Since we specialize in full-sawn, old growth timbers, you can order it "rough" and mill it yourself or have us custom mill it for you. Either way, you are assured of top quality timber, processed and shipped to your exact specifications.

We handle over 720 different sizes and dimensionsfrom 2 x 2 through 12 x 12 roughin 8 to 40 foot lengths.

So, whether you need one piece or a trainloadcall usour people will take good eare of you. FOR FAST SERVICE CALL

Southern CA (7 141 783-0021

Gommunications key to industry image

r r I NDUSTRY MUST link itsetf I to the public interest. The need is greater than ever for a modern and efficient industry-wide communications program," Robert Lehrman, executive v.p. of the American Forest Institute. told Western Wood Products Association members at their fall meeting in Scottsdale, Az.

Resource shortages, decentralization of people's intErests and actions, demands for corporate and business accountability, and the proliferation of communications were pointed out by him as the four trends that will dominate this decade. "Each of the trends," he noted, "will have a major impact on public acceptance of our industry and will influence the communications processes we use to earn a favorable climate of opinion. "

Research to gauge public concerns and educational programs to inform as well as alleviate problems were cited as ways of employing corununication techniques to deal with these trends.

Among action taken at the meeting was the decision to raise the cost of

grading services to subscribing mills to 24( per MBF. The increase is based upon documentation of rising costs, especially in travel. The board also proposed a three-stage increase in dues for members.

A recommendation was made for a study of effecs on export programs by the proposed changes concerning the National Forest Products Association international hade comminee. Agreement was reached on amending the Export Administration Act of 1979 to avoid interference with the export trade of Western red cedar

lumber. Among other actions was direction to prlpare testimony for Senate hearings on the Resources Planning Act.

Considering market services, directors decided to initiate a l98l-90 program planning in the residential, nonresidential, industrial, remodeling and export markets. They also approved unanimously plans for a seminar directed to supervisory-level quality control personnel under the sponsorship of the association. Louisiana-Pacific Corp will host the pilot seminar at Tillamook, Or.

In reviewing resources including index changes, timber appraisals, log scaling, resource planning, Forest Service fire policy appropriations and issue coordination, the board passed a resolution opposing the California RARE II biII.

Other meeting business dealt with occupational safety and health, machine stress rating, technical r,eports, transportation including a detailed presentation on the Motor Carrier Act of 1980, and revisions in economic service publications.

Story at a Glance Publlc Interest vital to industry. communications is link .. WWPA lall meeting okays grading service hike . . studies export programs, legislation.

R.NS I,IUMIB ID R CO MIPANY ustRrBlmolfre

INSANDIrcM

Now Burns is bringing its over 50 years of experience and resources to serve customers in the San Diego area with softwoods from some of the finest mills in the West. This new operation, in addition, will be headed by a respected lumberman, Carl Poynor, who is well known for his many unique lumber handling talents and knowledge of customer needs. Steve Poynor, who cut his teeth in the industry, will assist Carl as a vital part of this fast moving, efficient operation.

SHIPMENTS BY: CARGO,

ARIZONA SGENE@

FRANK DAVIS executive vice president

THE BLOCK industry, our main I competitor in home construction I believe, has reached "D Dav" on facing the reality that they can no longer expect continued exemptions in thermal standards related to housine.

'lt is acknowledged that America, presently and in years to come, has an energy crisis. Masonry, as an industry, must face up to the problem and combinqat the minimum, a 2 x 4 studding with a 4 inch block veneer for efficient energy savings for the homeowner.

Masonry has never had a study that would substantiate or justify preferential treatment. ALBSA had the foresight to conduct an energy conservation study at Arizona State University, which proved 30Vo savings for wood frame versus block.

Your association also had the foresight to develop the MESH (Maximum Energy Saving Home), which would contribute to a 5OVo saving in energy. We were not satisfied with just the original 307o savings in the ASU studv.

There was a recent article in the Arizona Republic on retrofitting an existing masonry home calling for l" foam insulation glued to the ex-

terior wall with a stucco finish. This alone is an admittance of substandard energy construction. The average cost would be $2.500 for the outer insulation.

The day a homeowner moves into a new home, it is ready for costly retrofitting under present thermal standards. The answer is the home

should be built at the construction staqe for maximum energv savings. not-after it is completed. flie event[ai loser is the consumer who pays high energy bills and inflationary energy costs with the future holdine no optimistic view of a decrease.

Energy savings is serious business. The issue should not be played with in the political arena of Congress. Favoritism to an industy which fails to meet the challenge to save energy should not be allowed.

The wood industrv has met the challenge. I say, let the block industry do the same or they deserve to lose their market.

tJUE\UYU CHUCK LINK executive director

A RECENT studv reveals that com- A pany security staffs give little priority to employee stealing. According to the American Management Assn., employers are preoccupied with protection against burglary, vandalism and possible terrorist attacks.

The AMA study results in the following pointers on "who is most likelv to steal: "

Ybunger, unmarried workers do most of the stealing because they have the least to lose if they are caught and fired. little senioritv and no dependents.

Ironically, the younger workers most inclined to cheat the companv are often those with high career loali concerned with self-imorovement.

Fully 57Vo of the employees questioned durine the survev admitted thev had abused -employee discount privileges from time to time by using the privileges to purchase items for unauthorized persons.

Many employees admitted having stolen tools, money, or supplies from their employers.

Theft and cheating by employees become particularly likelv if emplovees congiegate after worliing houis.'

Many workers who had stolen or abused other employee privileges also showed sloppy work habits and admitted such cheating as reporting sick when they were not really sick.

REDWOOD D.F. Timbers Direct and LGL shipments Pine . Douglas Fir

Hem/Fir

llow THAT the general elections l!are over and you are shaking your head in disbelief, don't look pisf tfre mirror to fix the blame.

Our industry has a tendency to be ultra-conservative to the point where building material dealers lend little, if any, assistance to the campaigns of those politicians who should be in office protecting the interests of our

need for this type activity and no one else wanted the inherent resoonsibilities. Since the organization of the BMV PAC, we^have developed many fri-ends in both ttre State Senate and Assembly. We have supported those legislators who, through their actions, demonstrated support of our industry. They have helped us kill bills that would have created big problems for us and they have helped us introduce and pass bills that we needed.

There is a new era of political procedure. Every organization has a political action committee (PAC), a special interest group to defend the beliefs of that group. For us it means fighting the environmentalists, the state employee organizations, the local public servant groups, the teachers, and many others who are the recipients of tax money. Their total contributions to their PAC's are in the millions. During our four year existence we have received approximately $30,000 in contributions, but we have been cautious and we have contributed our funds wisely.

During our four year history only one retail dealer in the Southern California area has contributed to the PAC. The Northern California dealers have contributed and for a good reason they understand. And yet . . during this past campaign period most of the targeted Assembly seats and the requests for funds were from the Southern California area. Our PAC willingly provided assistance to those requests since it is the total number of conservative seats in the Assembly that will help our industry. That is the important issue.

During the past two years the distributon and wholesalers in Northern California have shown a keen interest in the PAC and have fully supported it.

Although it will be quite some time before you can again personally vote for a state legjilator or actively campaign for someone you want in office, you can continue to support legislative activity by contributing to the BMI/PAC. Support during a campaign is but one phase of oolitical and leeislative helo. This is an ongoing situation that has shoin results in the past and will c6ntinue to progress.

Let's get going on the development of a Building Material Industry Political Action Committee in which all members of the industry, big, small, consumer, contactororiented, distributor, wholesaler and manufacturer participate. A small contribution of $100 for each $1,000,000 in gross sales is not much to ask. Send your contribution to BMI/PAC, 1055 Lincoln Ave., San Jose, Ca. 95125. It is our own industry that we are protecting.

WllUg/ mokes rhe profitoble difference

Over 35,000 ilems of profit worehoused for you !

A compulerized invenfory sysfem fills your orders prompfly, occurolely from our greol worehouse of over 35,000 iiems ond six Mollco semi-lroiler lrucks speed them to you on schedule every doy. Don't lose profifs by being underslocked. Lef us be your worehouse ond get you the invenlory "lurn" you need lo moke money.

Lower cosls through greoler buying power

As o member of the Senfry hordwore group, qs well os being the lorgest wholesoler of lumber, building moleriols ond sporting goods in fhe Soulhwest, Mollco gets fhe benefits of volume purchosing which lowers prices lo you- increosing your profifs!

Orders filled prompfly, occurolely

Twenty-four Mollco solesmen cover Arizono, New Mexico, El Poso, Colorodo Springs ond Los Vegos. Your orders ore expedifed quickly, occurolely to give you the fqsiesf service possible with speedy delivery. Give your Mollco mon o coll.

Betler volues for your cuslomers ond higher profits for you !

Home Center

GolumnStarts in This lssue

Bill Fishman of Bill Fishman & Affiliates, Marketing Services, Inc. will be a regular columnist in The Merchant Magazine starting with this rssue.

A dynamo in the retailing and advertising business, he will share with our readers his philosophy of merchandising. "Today, the smaller independents have to become sharper merchandisers; better retailers," he says.

"Most independents don't know it, but they have a great edge over their competing giants. With a little imagination, a little sweat, a little cooperation from trade associations and-suppliers; the independent can use his flexibility to sfrengt}ren his penetration within the marketplace. Most independents who react quickly and efficiently to newcoming competition find that their efforts expand the market and their volume and profits increase. ' '

Fishman's columns will provide the push you need plus the knowhow to carry out his innovations. Over the months he will elaborate on making the most of your square footage, signs, display, graphics, all types of advertising including co-ops ads, marketing, inventory, employees, and wooing the customer.

The idea or the gimmick is not the whole ballgame, Fishman maintains. "Advertising is a tool of the merchandising office. You can't use advertising to unload a buyer's mistakes. You have to present wanted merchandise in the ads to make them profitable. The role of the retailer today is no longer that of an outlet for his suppliers' production, but rather a purchasing agent for his customers."

The wise independent is finding ways to offer his customers the same professionalism as the giant chains, according to Fishman. He knows he must service the consumer of the '80s. Crisp clean store layouts, attentive, trained store help, an adequate merchandise mix, and an effective promotional plan are musts. Even those dealers who have the only game in town recognize that they must promote wisefy to secue their position in their own market.

Columns written by Bill Fishman will tell you how to make the most of what you have and how to recognize ways to improve even the best of situ(Please turn to page 58)

HOME GENTER MERGHANT

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128

THE HOME center as it is known

I in the United States today had its beginning very early in the 1960s. Prior to that time the do-it-yourselfer, the homeowner, shopped at the one "contract" lumbervard within his communitv.

These lirmber dealers condescended to allow the do-it-yourselfer to shop in their stores. Actually, the lumberman behind the counter considered anyone less than a professional (builder or skilled carpenter) as an annoyance and as a deterent to waiting on the "real customer. "

The store was called "the showroom" and consisted of a lons counter behind which sat the lumber-counterman. A small area of the showroom held manufacturer's displays of tools, builder's hardware and the latest fastening devices.

Lumberyard hours catered to the contactor's needs. Weekdays - 7:00 a.m.-4:00 p.m. On Saturdays some of the lumberyards stayed open till noon, and closed on Sundays, but changes were starting to occur. Aggressive lumberyard operators began to recognize the potential of this new do-it-yourself market. A few of the early innovators were Forest City of Cleveland, Gee Lumber in Chicago,

Grossman's in New England, Hechinger's in Washington D.C., Lindsley in Florida, Central Hardware in St. Louis, Ernst in Seattle. They began by altering their floor layoutitheir store hours and by promoting to the public. They spirited away management teams from other retail industries, bringing in merchandisers and operators, many from the mass merchandising industry.

Where prior to the 1960s the merchandising and attitudes catered only to the professional, suddenly the homeowners were able to find:

(l) Lumber priced by the piece rather than the board foot.

(2) Paneling priced by the panel rather than the square foot.

(3) Easier shopping because the customers could now roll dimension lumber, boards, paneling, insulation, etc. right out the front door instead of waiting for a ticket to be written and the merchandise tallied from the yard.

(4) New store hours that enabled the consumer to shop both after work and on his days off.

Lumber was now being purchased by buyers who recognized the home fashion value of building materials decorator items. Some of these larger home centers retained two groups of lumber and building material buyers. One group to supply the contractor their needs and the other group to merchandise the lumber materials in

those configurations most required bv the do-irvourselfer.

- New depal"tments were added. The lumber stores started to include all the merchandise categories to be found in the home. Heavy concentration of visual merchandising was made in paint and wallpaper, floor coverings and plumbing and electrical items. These retail merchants featured big ticket items such as those elements needed for d.i.y. bathroom and kitchen remodeling. Attic, dormer, garage and room addition packages promoted and sold with step-by-step how-to-do-it instructions encouraged more homeowners to attempt remodeling tasks.

As the store sizes grew larger, many of these retailers added seasonal departments that catered to the lawn and garden needs in the summer time and some switched to snow blowers, gift ware, toys and trim-a-home for winter and Christmas seasons.

Whereas prior to 1960 the growth pattern was dictated by new home starts, the home centers of the late '60s and '70s developed aggressive five year plans to build their consumer business. The advertising formats changed. Large home centers began to make innovations in their retail advertising. It was Forest City in Cleveland who developed the first home center tabloid size mini-page section in the daily newspaper.

At the same time lumber companies were making the hansition. Some men of vision such as Herb Haimsohn, the founder of Handyman, opened what was then considered an extremely large hardware store that also merchandised lumber. Somewhere in midroad those who originated as lumber dealers carrying hardware and those (Please turn to page 56)

Arizona Family Business Prospers

Wf, 3t.L".'il;":"iiffi'iffi $

Hardware Co., Glendale, Az., June 13, 1959, he was thinking mostly of a small operation to supply materials

for his home construction contracting business.

Today the business is run by a daughter and son with sales in excess of $5 million last year.

Daughter, Virginia Elliott Smith, whose title is secretary fteasurer, and son, Charles Elliott, vice president, are planning an expansion which will double the size of the existing store and offices.

The mother, also named Virginia, who holds the title of company president. is not active in the business although she "stops in occasionally to see how things are going." Mr. Elliott died in l97l.

Most of the business is with contractors although, located as it is near Youngtown and Sun City, large retirement communities. the store has considerable do-it-yourself trade.

FAMILY TEAM headed by Virginia Elliott, left, pres., and daughter Virginia Elliott Smith. sec./treas., with son Charles Elliott, v.p., carries on Grand Avenue Lumber and Hardware Co., Glendale, Az., which was founded by the late Robert Elliott.

They carry an extensive supply of hardware and tools.

Optimistic about the future, Virsinia points out that June was the first nionth anv slow-down in business was experienced by 0reir company. This continued through July but she says most contractors serviced by the organization ancitipate an upturn in business this fall. She notes that payments by contractors are a little slower than usual with many who normally pay on the tenth of the month in order to get their l%o discount forfeiting this and paying nearer month's end.

The best years the company has experienced, according to her, were 1973 and 1979. The worst was 1975 when business was off some 507o.

Now. she notes. one out of four houses being built by contractors supplied by Grand Avenue Lumber is of frame construction. Ten years ago practically all home construction in the area was of block.

Virginia feels that to be competitive in the lumber and hardware business today better displays of merchandise and more floor space are essential. She also feels that it is imperative that salespersons be able to answer the questions of customers

(Please turn to page 62)

GREENHOUSE WINDOW

Introducing a new 3-dimensional light source and room expander from Bel-Air Door Co. It lets the light, sun, and air in, as well as providing a unique in-door display for plants. All our units are fullv assembled.

SECURITY AND 2O.MINUTE FIRE DOOR

Bel-Air Security and 20-Minute Fire Doors are solid wood, made from clear, vertical grain Western Soft Wood. They feature bold, vertical lines with L 3/8" thick plain panels or optional fluted panels. Any door may be purchased with 2O-Minute fire rating.

*DOOR-IT-YOURSELF''

Reversible door by Bel-Air Door Co. A factorymachined and assembled door and jamb unit. Easy installation instructions for "do-it-yourselvers." 7-3/8" thick, 80" high. Available in various widths.

STATIONARY SLAT BLINDS

These stationary slat blinds are multi-useful, either as exterior or interior blinds for any window area. 7-7/8" thick western pine. Various sizes are available.

When you call, we deliver. Fast. And we deliver darn near everything. Lumber. Plywood. Timbers. Fencing. Masonite. Hardboard. Particleboard. Roofing. Hardware. No other distributor in Southern California comes

your yard or your customer's job site. Super? You said it. Louisiana-Pacific Corporation, Crown Distribution Center, 900 West Taft, Orange, California. Phone 714-998-6500 or 213-598-9675.

?;ffJiffilH,'ifiSJJj3:;;8, IlF|

Louisiana.paciric Slipintothenearestphoneboothand trF ^ caf l. we'lt deliver fullor mixed loads to CrOWn DiStfibUtiOn

ilE$UEN$UPPIIIN

Home Show Attracts Many

A record breaking crowd visited the recent O'Malleys Home Improvement Show and Super Sale at the Phoenix. Az.. Civic Plaza exhibit hall.

More than 165 exhibits featured items for inside and outside the home, repair, and remodeling. Many items were offered for sale at reduced prices. Seven truckloads of plants including ferns, rubber plants, cactus, palms, weeping fig, mulberry and olive trees, six in. to 20 ft. in size, were used as decorations as well as sales items. Bargain prices of $l to $55 attracted many.

Special seminars were an ongoing attraction at the three day show. On the hour demonstrations featured products and how-to for a wide variety of home and sarden items. A continuous bonsai demonstration was conducted on two afternoons.

In addition to organizing and managing the show, O'Malleys entertained suppliers and manufacturers represented at a champagne breakfast. Awards were presented for the best of show in each major category of merchandise.

SUBSCRIBE

MORE DlSTRlBUT|0ll and warehousing; a moderate, sluggish recovery; and demand outpacing supply was forecast by Dr. Shirley Stephenson in her talk before a recent regional meeting of the National Building Material Distributors Assn. in Los Angeles. The economist said the next 15 months in California deoend on the cost and availability of credit. (1) Dr. Shirley Stephenson with Jim 0uillen of Albuquerque, N.M. (2) Ken Christopher, Bill Horn, Paul Simon, Jerry Conrad, Stan Frahm, Dick Ferrell. (3) William Johnson, Fred Losch, Dean Phillips. (4)

Chuck Roelen, Bill Horn, Frank 0'Dowd, Dick Freeman. (5) Chuck Roelen, Don 0ldenkamo. Tom Toth.

Photos bv The Merchant Maga:ine

F000, DRll{K and 25 factory displays drew a crowd 0f 300 to the Lumber Products warehouse, Portland, 0r., for a customer open h0use. Ted Johnson, Mt. Hood Woodworkinq, was the lucky winner of the top door prize, a 15" color tv,-one of 12 gifts given away, according to Werner Richen, a company exec.

Volcano Costs Erupt

The eruption of Mount St. Helens is costing the Weyerhaeuser Co., Tacoma, Wa., about $66 million, pre-tax value, in losses, according to figures released recently.

Loss of standing timber, logs, buildings, equipment and transportation systems plus the cost of replanting the scorched area and salvaging trees flattened by the blast are figured into the amount which is labeled an extraordinary item.

The blast raked about 68,000 acres of company timberland. This damage is reported to have cut the company's third quarter profit by ab'out $36 million or 299 a sh^are.

Less Plywood Goes by Rail

A decline in plywood shipments by rail has been noted by the American Plywood Association in a recent report. The amount of plywood going to market by rail was 69Vo for all manufacturing regions in 1977, 62Vo in 1978 and 59Vo in 1979.

Percentages of shipments via rail by region in each of the three years were:

1977-Western, 767o, Inland, 617o, Southern, 65Vo:

1978- Western, 73Vo, Inland, 58Vo, Southern, 5l7o;

1979- Western, 7l%o, lnland, 56Vo, Southern, 487o.

These figures are based on reports to the associatioh by industry members, with an average of SlVo of industry reporting.

APA Resource & Industry Services Director Dub Page comments: "In spite of the fact that rail is the obvious way for most plvwood to eo to market. a combination of potir service dnil exorbitait prices is Torcing mills into other alternatives."

The PerfectChristmas Gift -k

A thoughttut and sensib/e gift for your triends, busrness assocrates and employees. Beat the Christmas crunch with a meaningful present that keeps giving all year long. Use the coupons

o eayment Enclosod O Bill Me Lator O Bill Company I

+sboCarpuior., suite 480 Newport Beach, Ca' 9266-0-

activities I I I year -only Serving the lumber, building materials and home improvement markets in 13 Western Sfafes - Since 1922

in-depth rePorting on dealer and wholesaler activities $6 $e $1

of coming events : ;;" o"r"i'iiiiiinrl g i""';"r'

and literature info

CAPITAL LUMBER COMP{NY

moves its Southern California operation to Chino Valley

Complete planning and construction supervision by Treated Pole Builders, lnc.

The plan & build concept and turn key operation, offered by Treated Pole Builders, Inc., gives Capital Lumber Company a new 5 acre facility.

Designed to fit the needs of the redwood and cedar industry, this all new installation offers Capital Lumber total effectiveness in the markets with absolute efficiency.

Capital Lumber Co. Manager, Mark Lofland, and Leon Durham, President of Treated Pole Builders, Inc., review the final details of the New Chino facility.

Experience and total product knowledge by key sales personnel is an essential requirement in keeping Capital Lumber a leader in the industry over the past 30 years.

With market emphasis on efficiency - organization of stock and dryness of material is essential in a successful operation.

Wellplanned staging areas offer smooth, efficient traffic flow when handling material.

Our plan & build concept is tailormade for lumber companies. Let our capabilities and long history of accomplishments work to your benefit I in solving your particular problems.

More Moulding for R & R

Restorations will result in a greater use of moulding by the remodeling industry with continued updating of merchandising methods by moulding manufacfurers to meet the needs of the home center clientele resulting in greater sales to this growing market.

John Hammon, exec. v.p., National Home Improvement Council, and Frank O'Dowd, exec. v.p., National Building Material Distributors Assn., told Wood Moulding and Millwork Producers at the semi-annual meeting.

Hammon told the group, representing SOVo of the country's softwood moulding and millwork manufacturers, that the remodeling industry is currently using as much moulding as ever, but usage could increase significantly because of increased restoration work which traditionally uses wider profiles and larger quantities.

Basing his remarks on a representative sampling of his industry, Hammon noted that "Moulding is a necessity on almost every remodeling job. " In addition, creative use of moulding is providing a number of remodelers with a selling edge against competition.

DEATER'S viewpoint ol wood moulding market was provided for Wood Moulding and Millwork Producers by Victor Camozi, pres. of the Western Building Materials Assn. He was one of seven shelter industry associations execs addressing the semiannual meeting.

"Home centers are growing," O'Dowd said, "and as they grow, they're looking for suppliers with updated selling approaches. Many now demand unitized loading, truck shipping and multiple drop-off points. All demand well-merchandised products. For this reason, moulding manufacturers must continue to improve their merchandising methods if they are to continue to increase their d-i-y sales. "

Housing Recovery ShakeY

After realizing a "reasonablY strong" rebound in home sales and starts in the summer, the housing recovery is now in serious doubt because of a recent upward swing in interest rates, according to Herman J' Smith, president-elect of the 124,000-member National Association of Home Builders (NAHB).

"Unless there is a decline from the sharp increases in interest rates, we could have one of the shortest housing recoveries on record," Smith said.

Althoueh the rise in interest rates won't be-reflected in sales and starts figures immediately, the higher rates will cause the loss of 50,000 to 75,000 new housing units later this year and another 170,000 to 200,000 units next year, Smith said. Before recent interest rate hikes, NAHB currently forecast 1.2 million starts in 1980 and 1.49 million in 1981.

High mortgage interest rates hold down sales activity by pricing potential buyers out of the market. For example, on a $65,000 house with a 5Vo downpayment, 4 million fewer households qualify for a loan at l2%o than at 9Vo.

"The lower end of the market, financed by FHA loans and VA guarantees, has been particularly hard hit

by cancellations of commitments by mortgage bankers as well as cancellations of sales," Smith said. This is the segment of the market that led the housing recovery in June and July, when interest rates fell sharply aftbr reaching their all-time high in April.

"Three times in less than one v-ear. we have seen interest rates rise and fall so sharply and so rapidly that it seems virtually impossible to sustain any .level of stability in housing produbtion. " Smith saiil.

"Only a few years ago, a rise in mortgage rates of 200 basis points took place over a period of two years. Today, it seems ihat it only takes a matter of weeks. It seems blear that some fundamental changes are needed in order for our industry to function as the.provider of needed housing and a major contributor to our national economy. ' '

Retail Seminars Popular

Strong demand for Western Wood Products Association's new Retail Lumber Seminars has the 1980 calendar $lly booked and dates filling up fast for spring and fall of 1981. -

"The day-long presentations are a new approach to reach more lumber

(Please turn to page 54)

WlttE TASTII{G opened Black Bart Hoo- backwith stoDs at 29 islands. (tower ohoto) H00 Club..year with.Dave.Damon, new Ed Hamson'and Del Cole. (far riglit; Aiti Rlgs, ( left. in.top photo.) hearing about Carter, outgoing pres. and'chaiimdn of H00 Jensen's ly2year trip by sail boat from the evening, put6 rjn his past pres. pin. San Francisco, Cl., to'New Zealand and

c,ru*ruEMffiN5 ffiW**mN6,

P.O. BOX 3175 o NAPA, CA 94558 WHOLESALE DISTRIBUTION & REMANUFACTURING OPERATIONS

We specialize in:

o Redwood lumber products and hard-to-get items.

. 48 hour service on truck and trailer loads of custom milling.

lf we don't stock it, we can make it here in our new remanufacturing plant, the newest, most modern plant on the west coast.

For your inquiries call:

RICK ROSA . DAVE SNODGRASS o LOWELL WALL

"TH E LUMBER NUM BER" is 707.252.6142

"THE PLACE" 5741 Hwy.29, Napa, Ca.9455g

Loren Bunger is now sales mgr. for the moulding and millwork div. of Bendix Forest Products Corp.; Randy Woolf is working on the Ca. sales program.

Bill Evenson is back at American Mill & Mfg., Inc., Chula Vista, Ca., after a week in Ca. and Or., visiting mills.

Noel Wickes is back at his desk at Timberlane Lumber Co., Eugene, Or., after a Chicago, Il., business triP.

Keith Gordon and Rob Brown are now mgr. and asst. mgr. of the SnavelY Forest Products office, Medford. Or.

H.M. "Doc" Jones is now at Sagebrush Sales Co., Albuquerque, N.M.

Dirk Stelle has moved to the Rogue Forest Products olTice in Medford, Or., from the Eugene office; Jeff Jones has joined the Medford staff.

Gary Jensen is new to Oregon-California Forest Products, Eugene, Or.

Ralph Gallandt is new to the industrial div. of Fremont Forest Products. Whittier. Ca. Scott Griswold is the new sales mgr. at the Eugene, Or., branch.

Steve Ahl, All-Heart Lumber Co. back in Ukiah, Ca., after a trip India.

Tom Culligan has joined sales at Reliable Wholesale Lumber Co.. Huntington Beach, Ca.

Rod Heestand is back at his desk at Continental Forest Products, Lake Oswego, Or., after a surgical session in the hospital.

Bobbie Wilson is new to the sales staff at Ensworth Forest Products, Auburn. Ca., according to Gerald R. Ensworth.

Don Cherovsky, Wisconsin-California Forest Products, Redding, Ca., is the new pres. of Shasta Cascade Hoo-Hoo Club; Jerry Hahn, HYampom Lumber Co., Redding, v.P.; Owen McKannay, Schaller Forest Products, Inc., Redding, treasurer; Don Frank, Bud Frank Lumber Co., Redding, sec.i Karl Dryfhout, Roy Dunbar, Bill Hendricks, Al Kerper, Bob Reagan, George Rogers, Dave Schaller, Claude Scott. board of directors.

Kenneth Rund is new to sales at Goodrich Forest Products, Vancouver, Wa.

Pete Dempsey, Jr. is now sales mgr. of Simpson Timber Co., Columbia door div., Vancouver, Wa.

Dave Lund and Warren Hayden are new to the sales staff of Burns Lumber Co.. Tacoma. Wa.

Malcolm Fraser has joined the sales staff of Boise Cascade Corp., Portland. Or.

Roscoe Divine is a new sales reP for Timber Products Sales Co., Eugene, Or., according to L.J. Moore, sales director.

Art Adams, Nordic Veneer, Roseburg, Or., is the new pres. of the IndePendent Veneer Producers Associationi John Leach, Cuddeback Lumber, Eugene, Or., v.p., and Bob Adams, Nordic Veneer, sec./treas.

Michael R. O'Halloran, Ph.D., is the new mgr. of panel technology for the American Plywood Association, Tacoma, Wa.

Peter Johnson Jr., gen. mgr. and sec. of the Redwood Inspection Service, San Francisco, Ca., has been reappointed as a representative to the American Lumber Standards Committee by Phillip Klutznick, U.S. Secretary of Commerce. Paul Jarvela, RIS chief supervisor, is the reappointed alternate rep.

Richard Williams, corporate controller, is a new v.p. of Wickes Companies, Inc., San Diego, Ca.

George Parks is branch mgr. of the new International Paper Co. distribution center, Tualatin, Or.

Phil Heim and John Turner. Product Sales Co., Orange, Ca., are both back from hunting trips, to Mt. and Id., respectively.

Ron McClellan and Bob Schneider, McClellan/Schneider Mill and Lumber Co., are back at Wilmington. Ca.. after a Canadian business trip. Hank Barber is on the East coast now on hardwood business.

D.G. "Bud" McQuilkin is now v.p. marketing for Associated Building Materials, Inc., Green Valley, Az., according to Carl E. Miller, exec. v.p.

Frank Jason has joined Paramino Lumber Co., San Francisco, Ca., as a sales rep.

Gary L. Mackie, formerly with United Alpine, Portland, Or., is now with Del Daley Forest Products, Portland. Or.. as trader.

J.D. "John" Else is now Weyerhaeuser Co., Customer Service Center mgr., Denver, Co., replacing Steve Ingram, promoted to Pittsburgh, Pa., as district mgr. Dee Jensen has moved to Klamath Falls, Or., as particleboard sales mgr. with Jim Werger, former Fresno, Ca., district sales mgr., replacing him as CSC mgr., Eugene, Or. C.E. "Chris"

Hedlund is filling the Fresno position with two new inside sales reps, Bill Blount and Preston Cox. Janice Wright has been promoted to Northwestern Wa. region sales mgr., Snoqualmie Falls, Wa., with Bill Gates replacing her as CSC mgr. at Kent, Wa. Steve Renn, inside sales rep, Hayward, Ca., has replaced him as industrial sales rep. Harry McNamara, San Jose, Ca., CSC mgr., is now implementing a CSC automation program for the West with Jim Geer taking over as San Jose CSC mgr. and Richard DeSmet, district sales rep.

Rod Buchan, National Forest Products Association v.p. for building code services, has been awarded the prestigious John Fies Award by the International Conference of Building Officials.

Jay Orendorff is now an industrial salesman for Fountain Industrial Lumber Sales after working the last four years in the yard at the Ed Fountain Lumber Co., Los Angeles, Ca.

Lloyd Hecathorn, pres. of North Coast Export, Arcata, Ca., and Anna Hampton, secretary at the sales office for Arcata Redwood, were married Sept. 20, in Virginia City, Nv. Rod McCammon has joined Duke Timber, Tustin, Ca., selling projects.

Jim Quitlen, Thunderbird Steel Corp., is back in Albuquerque, N.M. after a Ca. business trip.

M.S. Denman, exec. v.p., timber and wood products, Crown Zellerbach Corp., San Francisco, Ca., has shifted to exec. v.p., oil and gas activities, according to W.T. Creson, pres. and c.o.o.

John H. Fitch, Jr. is now v.p., government relations, and David P. Sloane, director, congressional relations. for the National Association of Wholesaler-Distributors, Washington, D.C.

Tim Raker, Dwyer Overseas Timber Co., was recently in So. Ca. on business.

Hugh Mungus and Freddy Fungus, Mungus-Fungus Forest Products, Climax, Nv., have wrapped uP their duties as presidential campaign Hq. mgrs. for Harold Stassen and are now preparing for the 1984 presidential race.

Bill Buettner, United Wholesale Lumber Co., Montebello, Ca., recently visited International Paper's new Dallas, Tx., headquarters as well as two of their Ar. mills

Richard J. Honrath is now account mgr. for Therma-Tru Sales, covering No. Ca., No. Nv., Wa., and Or.

Larry Whittaker, Whittaker Forest Products, Chico, Ca., Bert Dennis, purchasing coordinator, Wickes Forest Industries, Dinuba, Ca.; Chuck Rose, North Pacific Lumber, Portland. Or., Ron DeWitt, Little Valley Lumber Co., Fall River Mills, Ca.; Don Crane, Feather River Moulding Co., Oroville, Ca., and their wives, took for a four day fishing trip down the Rogue River in So. Or. Larry won the prize for the biggest steelhead, a 5 Pounder. Chuck caught the biggest overall fish, a 5'4" sturgeon. Jean Crane caught a 6' fishing pole complete with reel.

Dave Rix is the new mgr. of Pacific Southeast Forest Products, Diamond Springs, Ca.

(Continued on next Page)

STEVE RYAN General Manager

MORE PERSONALS

(Continued from previous page)

Leo Lembert is now sales mgr. at Selma Pressure Treating Co., Selma, Ca., according to Mary Ann Petery, pres.

William L. Galllgan, P.E., has been appointed technical director at Frank Lumber Co., Inc., Mill City, Or., according to Dennis D. Frank, pres.

Jane Chamberlin has been promoted to outside sales at Mariner's Forest Products, Santa Ana, Ca.

Ken Snarr is a new sales rep for Chandler Corp., Boise, Id., at Fontana, Ca.; Ralph Lindberg is new at the Fontana div. as home center rep; Donald Seger, Dane Guard, and Geoffrey Cree are new sales reps at Phoenix, Az.; Jim Wallace, Royce Batey and Norb Glynn are servicing the manufactured housing industry in Idaho.

George Bailey is now plant mgr. and Gregg Bailey, asst. plant mgr., at The Nikkel Corp., Sacramento, Ca., facility at Anderson, Ca.

John Crane, sales mgr., Crane Mills, Redding Ca., married Claudette Starkey, Oct. 4, in Redding. They honeymooned at Sun River, Or.

Bob Jerstedt, Jerstedt Lumber Co., is back in Bellingham, Wa., after a So. Ca. business trip.

Misha Dichter, world renown pianist and son of Leon Dichter, Dichter Lumber Sales, Beverly Hills, Ca., has recently completed two successful European tours.

Gilbert N. Miller is the new v.p./ finance for The Nicolai Co., Portland, Or., according to Richard G. Reiten, pres.

Diane E. M. Wyrnt is now market research mgr., CertainTeed Corp.'s vinyl building products div., Valley Forge, Pa., according to John Belt, div. pres.

A. J. "Tony" Swies is now a senior v.p. of The Wickes Corp., San Diego, Ca., according to E. L. McNeely, chairman and c.e.o. Harry Horrocks is the new director of governmental relations of National Lumber and Building Material Dealers Assn., Washington, D.C.

Jeck Conway is the new nat. sales mgr., Lascolite fiberglass panels, according to Stenford White, v.p., marketing, Lasco Industries, Anaheim, Ca.

Donald R. Suva, San Mateo, Ca., is the new v.p., mktg., building materials group, Bird & Son, Inc., East Walpole, Ma., according to John A. Hixon, exec. v.p.

Dr. George G. Marra, Washington State University, is the new deputy director for the Forest Products Laboratory, Madison, Wi., according to Dr. Robert L. Youngs, director.

Richard L. Murray, v.p. and gen. mgr., Building Materials Marketing Div., The Flintkote Co., is the new pres. of the Gypsum Assn., succeeding William G. Lees, v.p., Building Materials Div., Celotex Corp.

Roy L. Ash. chairnran and c.e.o., AM International. and Steven Cl. Wheelwright, assoc. professor, the graduate school of business. Stanford University, have been elected to the Trus Joist Corp., Boise, ld., board of directors, according to Harold E. Thomas. chairnran.

Michael O'Halloran is now mgr., panel technology, for the American Plywood Association, Tacoma, Wa., John Rose, project mgr., construction market, and Raymond Mitzner, project mgr., industrial markets.

Dave Miller is now lumber sales mgr. for Publishers Forest Products, Portland, Or.

Robert Longbine is the new pres. and c.o.o. of Champion International Corp. with Mark Fuller, Jr. succeeding him as exec. v.p.

Dave Lund and Warren Hayden are now in the Tacoma, Wa., office of Burns Lumber Co., Encino, Ca.

Tom Arsenault is now in sales at Continental-Pacific Lumber Industries, Inc., Sacramento, Ca.

Rick Wilson has joined Del Datey Forest Products, Inc., Tigard, Or., as a trader.

(Continued on next page)

November, 1980

Ron Dybas has joined sales at DMKPacific, Fremont, Ca., according to Dwight Curran, pres.

E. LeRoy Anderson, pres. and c.e.o., Anderson Lumber Co., Salt Lake City, Ut., has retired after 5l years with the firm.

El Louise Waldron and Linda Weber, Waldron Forest Products. Sacramento. Ca.. have both been in Portland, Or., on business trips.

Bill Rooney is the new marketing and sales services mgr. for LouisianaPacific, Portland. Or.

Larry White is now v.p., sales, Howrey Lumber Co., El Paso, Tx. He had been with Southwest Forest Industries.

Robert J. Pettit is now mgr. of opera- tions for Bendix Forest Products Corp., Amador-Calaveras div., Martell, Ca., replacing Witliam Lantsberger who has retired. Neil Conner is now mgr. of the North Fork operation.

Dean Gadda, Keith Schultz, and Rick Mercatante are new to Contact Lumber Co., Portland, Or.

Lynn Walker has joined the sales force at Rygel Lumber Sales, Newport Beach, Ca.

Bob Crews has joined Andersonia Forest Products, Medford, Or., primarily in industrial sales, according to Rick Kellso.

Bill Johnson, Hobbs Wall Lumber Co., Terra Linda, Ca., is back from a Colorado hunting trip.

Steve Freeman, Stdphen G. Freeman & Co., Newport Beach, Ca.. has been on an all-expense paid trip to Chicago, appearing on the local ABC-TV affiliate representing The Dull Men's CIub of Newporr Beach. of which he is a v.p. (of course, all members are v.p.s). The not-quite- for-real club has been gaining national attention following earlier newspaper stories. (see The Merchant, p. 50, Oct. 1980)

J. Dale Fleshman has joined the trading staff of Pooser Lumber Co.. Sacramento, Ca.

Pat Begg has joined inside sales at Mission Forest Product's Fresno. Ca.. office.. She used to work for Fresno Pallet's lumber div., according to Jack Smith, Mission pres.

Bob Baxter. Frank Velez. and Bob Runeborg, Dixieline Lumber, San Diego, Ca., are back from a Pacific N.W. mill trip.

Chrrley Jennings, C. J. Wholesale; El Cajon, Ca., is on an Australian business trip.

David W. Hann is now distributor sales mgr. for DG Shelter Products' molding div., Harrisburg, Or.

Dave Heinz is new to the sales force at California Sugar & Western Pine Agency, Fresno, Ca.

Norm Wendell is now in sales at Fir & Pine Lumber, Santa Fe Springs, Ca., according to Bob Gaylor.

Don Simon, Simon, Crabtree & Ryan, Lake Grove, Or., was recently in So. Ca. on business.

John Marsella, Main International Forest Products, Fountain Valley, Ca., has been in Dallas, Tx.. on co. business.

Ione Peterson has been named adv., research, and product development coordinator for Nicolai Co., Portland, Or., according to Howell D. Cobb.

Greg L. Lampros is the new production mgr. of the 5th East St. retail lumberyard, Anderson Lumber Co., Salt Lake City, Ut.

HYAMPOM [UMBER COMPANY

Dry Kiln & Milling Division 23fi) Moore Rd.

(P.O. Box 4754) Redding, Ca. 96099 (916) 243-2814

LeBeck Forest Products is a specialist in redwood.

Our contacts and sources can get you the redwood items and products you need. Our experience in redwood is a plus for you in finding those hard-to-get items.

In addition to redwood, we can supply your needs in Douglas Fir, Particleboard and Plywood.

NEMil PRODUGTS and selected sales aids

chain saw featuring 1.9 cu.-in. engine displacement.

The system t'eatures a cylindrical sharpening stone that hones the entire cutting surface of the chain while maintaining proper alignment and height. The stone rotates as it sharpens to distribute stone wear evenly and eliminate unwanted grooves.

Equipped with the Safe-T-Tip@ anti-kickback device. it has an effective cutting length of 14 in.

The saw also features a deluxe handguard, rubber-coated handlebar, solid state ignition, automatic chain oiling^, twin trigger conffol and Power Tip@ guidebar.

High Gloss Finish

Pinless Hinge

The Anuba hinge is designed so that it has only two separating pieces with the pin an integral part of the base section.

When installed, an opened door can be lifted straight up to release and remove it for painting or refinishing and rehung by setting it back into position on the base section.

Installation is said to be faster and easier than with conventional butt style hinges. No routing is required on either the frame or the door because the hinges are screwed into position on both.

Currently they are available in four stvles and three sizes. The 9 mm is for cabinets and furniture, the 1l mm for l/s" doors, and the 13 mm size for l3/a" doors. Fabricated from high strength steel, they are available in brass, bronze and chrome plated finishes.

Chain Saw Sharpener

The Homelite Division of Textron Inc., has introduced an automatic chain sharpening system with a new model 190 gas-powered consumer

A two component, polyurethane coating system offering a high gloss "wet look" finish with resistance to chipping, abrasion, chemicals and corrosion is available from RustOleum Corp.

Available in nine standard and hundreds of custom colors. it is recommended for transportation applications such as trucks, buses, and aviation and construction equipment, and in plant maintenance applications where a high gloss finish resistant to sunlight is desired.

A Different Joint

GAF Corp. now has Gaflex flexible expansion joint covers to cover expansion joints in building construction.

Insulated bellows of flexible foam, laminated to a sheet of neoprene, mechanically attached to galvanized metal flanges, they reportedly provide a waterproof seal in building construction where structural expansion joints are required. The flexible bellows is said to compensate for movement in any direction, eliminating stress at joints and providing long lasting watertisht orotection.

'Rvhilable in 50 ft. rolls and l0 ft. flat sections, with straight or curbed flanges, they can be applied with any built-up roof system.

Residential Skylights

A new line of Lexan@ residential skylights with a leak-resistant molded in curbing is from Tech Plastics, Inc.

Break-resistant, they are double walled to keep heat in. Solar bronze or gray tinted outer shells with metallized curbinss are available.

Size-s range ftom 22t/2" to 3OYz" square. Custom sizes, and clear, translucent, and obscured outer shells can be provided as well as those without curbing, and a vandal-resistant industrial line.

Lock Adapts to Deadbolt

Valli & Colombo (U.S.A.) Inc.'s round rosette model, Fiandra, for exterior door use allows for the installation of a deadbolt.

All RR series locksets frt a 2t/e" standard crossbore, l7e" thick doors, er l3/q" doors with adapter. A reversible 23/a" or 23/t" latbh makes it useful in either new and pre-hung doors, or as a replacement lockset in remodeling.

Custom Moulding

Custom moulding which duplicates moulding needed for remodeling or repair of older homes is available from Architectural Moulding.

The firm has the capacity to reproduce any style of moulding in woods of the customer's choice. Short runs are acceptable.

In addition, the firm, a wholesale outlet, stocks 40 styles of moulding in red oak and stain-grade pine.

Vinyl Caulking Compound

A flexible vinyl caulking compound that fills. seals. caulks. bonds. and weatherproofs is from Gloucester Company, Inc.

Phenoseal is water based for easy clean-up, permanently flexible for durability, and curable in 48 hours or less with no clamps. It comes in l0 colors and can be painted.

Also water and heat resistant as well as odorless, it is available in 6 oz. tubes, l0 and 3O oz. cartridges, and I and 5 gal. pails. Price is $3.15 suggested retail for the l0 oz. cartridge.

Disposer on Display

Sinkmaster is introducing new floor and countertop merchandisers for its garbage disposers.

They display four different models plus the twelve most needed disposer installation accessories. All come with fully visible instructions on colorful new packaging.

A super-compact countertop or shelf merchandiser holds one disposer with a hang card describing the features and benefits of that model. Emphasis is placed on the Superplumber toll-free hotline, offering help to the d-i-y installer.

Floor Tile Cement

3C Ceramic & Quarry Floor Tile Cement is said to be easy to use, versatile and resilient with a fast grab, strong bonding, waterproof qualities and resistance to freezing.

It can be applied over old ceramic floor tile and tenazzo floors. Available in ready-to-use, trowel-on formula in qt. and gal. cans, 3Vz and 5gal. pails.

It's a Steel

A new line of do-it-yourself steel galvanized comrgated sheets for roofing and siding on barns, sheds, leanto's and metal buildings is from Storex Com.

Reportedly simple to overlap, easy to handle or cut-on-the-job, they are made in four styles: standard rib; hefty rib; small rib and 5-V crimp style comrgated sheets. Stock widths are 26" and 34" width x 8', l0', 12' and 14' lengths. in 28 gauge and 24 gauge metal thicknesses. Special widths. lengths and heavier gauges are available to order.

Sheets come in four optional prepaint/baked enamel colors over galvanized or standard hot dipped galvanized steel finish. Accessories include ridge cap roll, special roofing nails and flat galvanized sheets.

Low Profile Fireplace

The EconoHeaP 836 is a new, low profile fireplace from National Fireplace for apartments, condominitrms, and sin-gle- or multi-family housing. An economical price, low 48" height, and simplicity of design makes it suitable for either new construction or do-it-yourself home improvement.

Built-in Outside Combustion Air (patent pending) is included at no extra cost. Air is drawn in from the chimney top and feeds the fire from built-in controllable dampers, reportedly resulting in higher energy efficiency, with no need for additional ducts, vents or glass doors.

Units may be stacked one directly above another for flexibility and single chase utilization in multi-level installations. They also may be installed next to combustibles.

The fireplace can be finished in any material and installed anywhere in any room. A 25-year limited warranty is included with every unit.

FREE READER SERVICE

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

Play lt Again Sam

From Leslie-Locke. the Plav It Again Sar#D line of ceiling fani includes a 36" value-priced unit, three 48" decorator designs, and a heavyduw 56" industrial ceilins fan.

fhe 48" are 4-blade "models with decorator-designed, highy-efficient wooden blades and rich, antiqued brass hardware. Light kit adapters and factory pre-wiring for independent light operation are included.

All have 5-speed remote controls, heavy-duty cast motor housings and are permanently lubricated. ULlisted they are sold with a 5-yr. limited warranty.

Packaging is compact. Cartons are 4-color process and matching display headers. and consumer folders are available. Ad slicks and other promotional aids are also offered.

Thermostat Label

Seton Name Plate Corp. now offen thermostat labels which display the federally mandated temperature settings for heating thermostats, cooling thermostats and portable air conditioner controls.

The labels call attention to the maximum temperature settings allowed by law in bright red lettering on a pressure-sensitive stock covered by transparent mylar.

7R*K.,1 7,#,,K.,1

FEDERAT REGUITTION rcquircs that this thcrmostat bc adiustcd as lollows: Sctting not to crcccd that which maintains a minimum r@m tcmpcralurc ol 78'F.

FEDERAT REGUTATIOI{ rcquircs that this thcrmostat bc adiustcd as follows:

Sctting not lo ercccd that which mainlains a marimum r(x)m tcmpcraturc of 65' F.

,

Antique Wall Plank

The makers of Chickasaw hardwood floors have introduced a new antique pecan wall plank, made of /e" -thick random width lumber, sanded and finished at the factory.

Prefinished in a medium earth-tone, the 3" , 4" , and 6" wide boards feature heavy bevels on sides and ends to form deep grooves when planks are

joined together. Rustic characteristics are retained to give a look of antiquity.

Boards are random-length to 8k ft., with tongue-and groove side match: ing. They may b-e installed over blocked studs, furring srips, or sheathing. Installation instructions are included in each 24 sq. ft. carton.

Insulation Board

An insulation board which may be installed under solid vinyl siding to increase thermal performance has been introduced by CertainTeed Corp.

CertaFoil measures a full %". It is poly-wrapped, fan-folded, and selfpalletized for storage and handling.

Serve Yourself Bins

3C Company is introducing compact dump bin merchandisers for Wall Bond, Quick Grab Cement, Panel Adhesive, Tub Caulk and Siliconized Acrylic Latex Caulk. These self-serve displays may be placed in any convenient store location to help build impulse and repeat sales.

Multi-purpose Snips

Malco hoducts now offers multipurpose lever snips for making continuous cuts in sheet metal stock, round and square duct, stove pipe, Formica@. and floor tile.

The offset design allows cut material to flow past the blades unobstmcted without deforming or burring the material. Cutting blades are matched to close tolerances to prevent slippage. A compound leverage mechanism with roller bearing action assures greater cutting power at blade tips with minimum effort.

The snips are suitable for flush cuts, any angle-contour hole, or pattern configuration. They are available for right or left hand, straight and curve cutting with vinyl cushion grips and a close hand span.

PROVEN PRODUCTS brick,stone-facing, wall texture and floor tile.

EASE OF APPLICATION and appeal to home remodelers and construstaon.

INCLUDES SELLING SUPPORT - Coop advertising, literature and displays.

FAST DEPENDABLE SERVICE from your PGL Warehouse.

Mr. Dealer, ff you're not handling Z-Brick - you're missing out on big profits!

Evsett. Kenmde. Lacey

seattle. spokane Yakima wenatchee

DREAT VACATl0ll home, multi-level, 1200 sq. ft. of living space, includes a bath and a half, two full bedrooms, a sleeping loft for four, kitchen, separate dining area, living room with cathedral ceiling and fireplace plus redwood decks for outdoor living space. Natural wood products are used on the exterior and interior which has a flexible zoned floor plan and energy saving features lor all year living. The design will accommodate eithel a flat or sloped site. A complete material list is $5 from L-P Vacation Home Plan,1300 S.W. Fifth Ave.. Portland,0r.97201.

lu]'lBn (lnilERI

ftom Berkof

y' :sprctll.tv ADAPTAILE TO CUSIOMEN NEEDS

y' sctrrrRcAtty DEgcNEo FOt Au WPES Of WOIX

y' aauxco FoR EA9E OF HANDIING

lel Us Prove This ls lhe Corf for You ! Goll or wrile for free brochure

BENil(}I MAilUTAfiURIlIO

((}}IPAIIY

Il2E5 Gorr Sl., Sun Vollcy, Colif. Phonr: l2l3f 875-It63

Ponderosa Pine

Sugar Pine

lncense Cedar Douglas Fir White Fir

CALIFORNIA FOREST PRODUCTS

436 14tb St., saite 404

OaHand, Co. 94612 (415) 46t-2658

John Wilton

Redwood and Douglas Fir Lumber.

Cedar Shakes and Shake Felt

Plywood Siding and related items

"Where Dependability is More Than a Phrase"

Our quality is great, Our service is good, This is the place You should buy Yourwood...

Lemmie C. Morewood Consulting PhD"

(e16) 824-5427

tPhact Director

Hang One On

Manufactured bv General Products Company, Inc., the new Benchmark Steel insulated remodeling door is designed for installation by professional or weekend handvman.

Because the new pre-hung remodeling unit allows for use of existing wood frame and interior trim, the six step installation can be performed in a minimum amount of time.

The door features dense polyurethane foam core, compression and magnetic weatherstripping, frostfree threshold and warp-free steel construction.

It lets homeowners qualify for an energy credit tax deduction by meeting the 1.5 inch insulation thickness requireemnt.

Free Tool with Disposer

Sinkmaster is offering the consumer a free Shelton Versatool, 10 tools in one, with the purchase of any Model 900 Sinkmaster Disposer.

This tool, packaged with a clear plastic cover, is attached to each Sinkmaster Model 900 disposer carton shipped before Dec. 31.

The special promotional models are packed two to a master carton.

FREE READER SERVICE

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

Hold Everything

Rensen Products has a new wood insert to be used in soft wood, hard wood, particle board, and pressed board.

Rapier Sharp is useful for shelving, cabinets, furniture and paneling. Designed to slice into the wood and hold without causing radial sfress or splits, it.is available in steel, brass or alummum.

It's NORFIELD's

Model 3200 Door Cut-off saw. Makesfastaccurateg0" cuts on doors 4-b x 8-0. up to 1s/t" thick. Powerful 5hp saw motor is power-fed for smooth accurate cuts anywhere along the door with virtually no tear out.

The 3200 is designed for in-line installation with all existing prehung door making machrnery. lt reflects the same high degree of engineering expertise people have come to expect f rom NORFIELD.

Let us show you how the 3200 can work for you. Call or write for complete information.

Furnace Heat Reclaimer

Gateway Industries, Inc. is manufacturing heat reclaimers for gas, oil and solid fuel-burning home heating appliances.

Model 1055 can be directlv wired to the motor controls of gas-fired furnaces and boilers to operate whenever the primary heating appliance operates. Model 1000 is automaticallv controlled by its own on-off therniostat.

Both utilize thermal conductors, called heat pipes. Heat is transferred by a vaporizing and expanding liquid inside an evacuated. hermeticallvsealed metallic cylinder which is lin6d with a capillary wick structure. Spiral Sns around the outside ofthe pipe proyide large heat transfer area.

A blower motor and fan forces the reclaimed heat to wherever it is needed. Previously wasted heat can wuum a specific area or add the extra heat to a forced air system without burning additional fuel.

MARKET EXPERTISE?

Stack heat reclaimers which replace approximately 15" of flue stack can be installed with a screwdriver and tin shears ofhacksaw. Thev are backed by a one year warranty 6n materials and workmanship.

AS'( YOUR LUMBER WHOIESALER!

Your *,trolesaler's knqpledge of )tour market's derrcloping tnends, combined wittl his mill contacts, rnake him a \aluabh source of inforrnation that can have a hvorable impact on Jour opention. t€t him show you horv to buy for best utilization of lour purchasing dolhrs.

Rustic-Aged Panels

A real wood veneered panel from Georgia Pacific, MillPlank has custom-cut beveled glooves, wide-spaced 12" apart for the aged look of old boards. Highlighting and natural grain characteristics make each panel unique.

A four-color brochure and national consumer advertising by GeorgiaPacific demonstrate how to add counhy flavor to family rooms, kitchens, or bedrooms with the panels.

lt is offered in 4' x 8' sheets in coffee oak, ginger birch, peppercorn birch (sln" thick); russet cedu (ln" thick); and blue pine (s/re" thick).

Heavy Duty Roof Primer

Consolidated Protective Coatings Corp. has a new heavy duty roof primer for indusftial and commercial asphalt roofs.

Goodvear Dura-Prime reportedlv has a higher percentage oT solid's content to add extra protection to and provide a weatherproof shield when there is a lapse of time between the primer coat and the final floodcoating.

It can be applied by brush or spray to restore oils to dried out felts, bond residual dust to the surface, and provide a solid base for the floodcoating.

Solar Energy Shingle

A solar energy roofing shingle and hot water heater combined in one design is new from Duewest.

Each Solar-Shingle is a molded dark-colored heat-absorbing chamber which interlocks to form a horizontal chain across the roof. Utilizing existing water pres'sures, the water flows thru each shingle from top to bottom in an "S" pattern, absorbing heat.

The system can be installed new or fit over existing roofing.

WHOLESALE LUMBER ONLY

Efficient & Beautiful

New from Therma Tru is Crvstalline, an insulated. exterior steel;ntrv door with leaded, beveled glass.

The series, featuring energy efficiency, is available in a variety of designs. Clear and etched-look panes are intermixed with glass available in both clear and amber.

The doors include Arctic masnetic weather-stripping, a self-sealin-g sill and door bottom that virtually eliminates air and water infiltration and heat loss, and a patented security strike plate.

Bathtub Window Trim

The Swan Com. is now manufacturing and marktiting an adjustable, three-piece trim system for the window-sill within the bathtub alcove area.

Designed to go with their fiberglass tub surround, the sill kit suits other

surround material as well. Compression molded of white fiberglass, the sill has a ribbed bottom for water runoff while the jambs have an interlocking design for water-tight fit.

For new construction and remodeling, the kit comes with mastic, caulk and pressure sensitive tape.

MARY's RIVER LUMBER CO.

Specialists in Western Red Cedar

Channel sdg. or 'Lxl2 SIS2E

(Clear Tight Knot & Standard €s Btr.)

Rough and Surfaced Dimension

Fencing and Shakes

Rail or truck shipments

North Hwy 99W 45151N.E. Elliott, Corvallis, Or. 97330 (so3l7s24218 (s03) 7524122

FRANK CLEMMONS o BOB AVERY

The Big Pull

A new posigrp pallet puller with hardened steel teeth to provide stability and gripping power on hard or soft woods is from Trucon Industries. Inc.

The unit reportedly provides a safe, efficient way to remove wood pallets from trucks, freight cars and cargotainers.

Weishine under 14 lbs., it can be stored-on frrck or fork lift. The posigrip is fabricated of V2" steel and comes in a safetv color.

Watch Out!

Accident prevention in the bathing area is the new d-i-y merchandising concept promoted by TSM's Bathroom Safetv Center which features stainless steil grab bars and an antislip coating in a self-serving display.

The grab bars, in individually packaged see-thru cartons, are arranged alongside the anti-slip coating in a free-standing corrugated display. Recommended use and installation instmctions aid consumers with their purchase.

New Mower Models

The Lawn King line of mediumpriced walk-behind mowers is new from Jacobsen Division of Textron Inc.

Models with stamped steel mower deck and 18 to 21" cutting widths feature folding adjustable handles and. quick-cutting height-adjustment settrngs.

Side-discharge models have a double baffle discharge system and optional polyester grass catcher. A pushtype and a self-propelled with rear wheel drive can be converted into mulcher mowers.

Rear discharge models are offered with optional grass catchers.

CUSTOM REMANUFACTU RING

Prompt service, quality, and a desire to please is our business. Call us for your custom milling requirements. r

'This is our eighteenth year ol seruing you . . . and we look torward to many, many more."

Fireproof Door

A 20 minute fire ratine is available with the new Bel-Air Vinguard door as certified under UBC 4-2 and the I.C.B.O. acceptance criteria by Warnock Hersey Professional Servlce.

Reportedly the only stile and rail panel security and fire door made in the United States with an accredited label, the doors are solid, clear, vertical grain Western softwoods. Stiles, rails and security panels are solid lumber.

Heavier construction with extra wide framing and over-sized tongues on panels and rails is used with all

hardwood dowels. Measurements are: stiles, 4sls"; top rails, 4Vs" before trim; bottom rails, 87e" before trim; and security panels, l3la" thick. They also are rated for energy conservation.

Thermally Controlled Window

Introduction of an energy-saving, thermally controlled sliding glass window, Arcadia Aspen 740, has been announced by Northrop Architectural Systems.

Like the companion Arcadia Aspen 750 aluminum sliding glass door, it has an intesral thermll ireak in both panel and fiame members. When installed together, they provide a totahy thermally controlled environment.

The high condensation resistance factor (CRF) assures the absence of condensation at recommended humidity levels, and energy loss from air filtration is minimized by the tightfitting design. Insulating glass is available in 5/e" , 7/a" or l" in clear or tinted, annealed or tempered to meet safety codes.

The window, offered in l, 2 and 3 panel configurations in 6' panel height with maximum panel width of 4', has an anti-liftout feature, positive latching device and optional screen.

Chain Saw Sharpener

The new Chainsaver chain saw sharpening tool kit from Dremel puts a sharp edge on most size chains quickly and accurately.

The combination of a high speed 25,000 rpm motor and quality aluminum oxide grinding wheels accommodates any make of chain saw. The kit contains a chain sharpener attachment, three color coded precision grinding wheels, 2 spacers, plus a gauge to set sharpening guide position for each type chain.

The tool is designed to fit the hand and has a shatter-proof.beige colored. nylon housing. It'weighs 15 oz. and operates on standard current using a grounded 3-wire type cord. Price is $39.95.

Need Clear All Heart Hot Tub Stock?

That's iust one of the items we specialize in from rough K.D. to pattern staves, chime ioist, seat and cover material. Ve maintain an inventory of a million feet or more of redwood kiln dried uppers and kiln dried shop at our distribution yard, located on Humboldt Bay, between Arcata (three miles south) and Eureka, Cx., on Hwy. lOl.

Rail or T&T shipment.

Call Jerry Guin with your inquiries.

Bracrrtlnffi

P.O. Drawer 4779 | Arcah, California 95521 PHONE: 707-822-3648

(Continued from page 39) retailing personnel more efficiently with our existing staff," explains C. Victor Riolo, WWPA field services manager. Objective of the seminars is to provide each retailer with information necessary to deal successfully with archirccb, contactors and consumers in merchandising lumber and related forest products.

The schedule of seminars includes: Nov. 10, Pocatello, Id.; ll, Salt Lake City, Ut.; 12-13-14, Denver, Co.; 19, Sacramento, Ca.; 20, Sunnyvale, Ca.

Seminars will be scheduled during February in Seattle, Olympia and Spokane, Wa.; Portland Or., and Boise, Id.

EC Rejects U.S. Oak Proposal

The European Community has again insisted that the U.S. initiate an unmanageable inspection procedure for oak logs bound for Europe. In response the U.S. is standing firm on its original proposal to the EC that oak logs will:

Originate in an oak wilt free county and be so marked.

o Receive a phyto-sanitary certificate from the U.S. Animal and Plant Health Inspection Service (APHIS) when proper evidence is shown as to the source.

Furthermore, the U.S. insists that the above procedure is to be considered temporary until the research on an effective fumigation procedure is completed.

The-EC has extended the former regulations (same as above excluding marking) until this month, but is requesting additional certification by State officials and a second marking by APHIS, both of which were rejected previously by the U.S. as being impractical procedures to implement. As such they are being rejected again. Negotiations have been called for by the EC and government officials are planning to visit the Continent.

Start Training At Once

The first day on the job, a new employee is under a shain and likely to remember vividly everything he sees and hears.

Use this to your advantage and emphasize how things are to be done and rules to be followed. Establish the supervisor's authority.

Beware of practices that give indirect messages such as most of the employees arriving 15 or 20 minutes late after the new employee has arrived on time.

LEWMAN.DAVE DAMON.BU D CHENOWETH

BAGK 11{ ACTl0l{ after a summer recess, the Woodworking lnstitute of California had a record attendance for a tour of the D.E Door facilities in So. El Monte. Ca.. including the recently acquired Roy-Den Mfg. plant, followed by dinner. (1) Paul Wheeler, pres., D E Doors, and his son, Greg, hosts lor the meeting. (2) Roy Gustin, v.p.-gen. mgr., D E Doors. (3) Webb

Richards, WlC. (4) Reg Taylor, Taylor Mill; Bernie Barber, WlC. (5) Saint Bishop, production mgr., Ted Facer, v.p., Carl Leck, supt., all D E Doors. (6) Dick Andrews, Kent Bruns, Earl Hall, all 0uality Frame & Door; Harrv Crumo, American Hardwood; Chris Petersen, Forest Products; Lee Salgren; Pat Elliott; D E. Doors; Steve Taylor, Taylor Mill. (7) Owen Beatty, John

PAUL BUNYAN:S PANCAKE CREW

Skaters with hams tied to their feet kept the griddle greased. Flunkies on roller skates served the tables. Paul Bunyan is always organized for ef{iciency and service.

Henry, both Edwards Distributing; 0tto Hopp, City of Westminster; Dave Conchola. D & D Mfg.; Ed Bolcher, Formica Corp.: Carl Emslie, D E Doors; Orv Wann, Calinco Corp. (8) Sam Garofalo, D E. Doors; Mike Brewer, Gerald Weauve, Walter-Cune; Bob Kelly, Ellington Wood; Dale Walter, Walter-Cune.

HOME CENTER MERCHANT

(Continued from page 29) who originated as super hardware stores carrying lumber found a common denominator under a Home Center sign.

The credit for do-it-vourselfism

belongs primarily to the retailer and, it is the innovative retailer who ist forcing the manufacturer to catch up to the needs of the homeowner. During the '60s and '70s these innovators expanded a market that today accounts for over $30 billion in retail sales.

I was deeply impressed by an article that recently came across my desk

from the Hamard Business Review. It's entitled "Brand Marketing in the New Retail Environment. " The sub-title reads "Brand Strategists must sharpen their marketing skills to compete in the new game. " The article makes the statement that a quiet revolution has been occurring among retailers who, faced with increasingly saturated markets are now taking up the methods and tools that used to be the exclusive domain of the manufacturer. The retailer is becoming a more sophisticated strategist, developins distinctive aDDroaches to significfnt market segments. And, the new innovators are backl

It is exciting to see how retailers are meeting new challenges and again expanding the market. The retailer's world is changing more rapidly than his suppliers. Today's advanced retailer is selling more merchandise and now has sophisticated tools with which to analyze markets and to aim and produce his appeals. I refer not only to the giants but to t}te rural and small town home centers who through rade publications, trade associations, buying groups and wholesaler organizations, regional and national shows and seminars have available to them today, the most significant marketing information and professionally prepared marketing programs.

Behind us lies a million years of "shelter industy" and twenty years of documented home center retailing so that the smallest, most rural retailer today can be better prepzred to meet retailing challenges than were the farsighted innovators of the early '60s.

This is the first of a series of articles about home center retailine that will be appearing in this publication. Future articles will contain details of how I earned my battle scars as a home center retailer and of my experiences as advisor to many of the major chains and smaller home center retailers. Some will be laughable. Some not so funny. A few will be horror stories.

cdlthe company of established Professionalc, ... people you can have confidence in!

Exports Up, Trade $urplus Seen

Figures for the first six months of 1980 indicate that U.S. exports of wood products are up over 20Vo for 1980 compared to 1979. Although reports are that exports are down in the third quarter, it would appear that the industry may generate an export surplus of over $1.0 billion this year, the first time any significant surplus has been shown in wood products trade in more than l0 years.

The surplus is because all export categories show increases in the first six months, except for shipments of softwood logs which are down 57o

on a volume basis. On the opposite side, imports of softwood lumber, hardwood plywood and veneer, the two major items, are down 317o. The result is a net export position for the industry for the first six months of $600 million, thus the expectation of a billion dollar surplus for the year.

Chinese Continue Tour

FibreForm Wood Products, Rocklin, Ca., a moulding and millwork remanufacturing and fabricating plant, was visited recently by an 18 man delegation from the Peoples Republic of China. one of a number of indus-

Oar&ell F@REffi PRW@T($,,O'.

1120 E. Chapman Avenue

P.O. Box 3159

Fullerton, CA 92634

WHOLESALE LU MBER/PLY WOOD

trial tours of the West. (see The Merchant, Oct., p.45)

The officials and technicians from provincial and national forestry organizations spent half a day at the facilitv. Presentations and discussions iondubted with the aid of interpreters explained and demonstrated thd fabricatfng processes of jambs, mouldings, millwork and furniture component parts constructed from medium density fibreboard.

Marc A. Seidner, pres. of FibreForm, accepted an invitation to return the visit and explore programs for the development of multiple medium density fibreboard remanufacturing plants in their country.

RALPH CARDWELL

SCOTT CARDWELL

GIL HARRIS

FRED MOLTER

PEGGY MOTTOLA

(7141879.5911

gwlnlWlalpaalpLurrrbp,t,

"Your Satisfaction is our Responsibility"

HOME CENTER EXPERT

(Continued from page 28) ations. Hard hitting and to the point, he shares his professionalism with his readers, enabling them to become more adept in their job.

Fishman, who is seminar director for the National Home Center/Home Improvement Congress and Exposition at McCormick Place, Chicago, Il., has a host of contacts in the retail field. Occasionally a leading home center merchant will contribute his thinking in a column. A future guest columnist is Harvey Rosen, president of Handyman, who will discuss

the manufacturer's role in visual merchandising.

Starting this month with some background on the changing retail situafion, Fishman will continue to tell you that a sign over the door does not make a retail home center, nor does the size of the show room, the merchandise mix, and the annual volume.

Utilizing traffic building promotion efforts. by communicating internally, recognizing winners and losers in promotions and advertising, and making sure that your home center has the 1980 look will be highlighted in the comrng tssues.

ffi ilffi ilffi trffi ilffi mffi mffi ilNmffi mNmNmffi mffi mffi ilffi 7

WS Rm

WN

By

Any Other Name

It hasn't always been wood. References show that although the word is standard in modern English, it has come down through Middle English, Old High German, French, AngloSaxon, Old lrish, Welsh and a few other languages as widu, wiodu, wudu, wude, wode, wodd, woode, wod, wodde, vod, woud, voud, woyd, whode, vode, voode, woodde, wud, wdde. uud. and widd.

Tree, in case you're wondering, has fewer predecessors. Triow, tryw, treow, trew, treo, tre, trough, ftey, trewe and trauwe.

R cusroM KILN

DRYINc * WandS

R cusroM szs PLANTNG g

serving the west since 1950. We invite you to utilize our automatic lumber stacker.

300,000' kiln capacity

6j9f99 i'ylt"!q.

For your additional convenience we are rail served.

ffi wmt& pR$r mr[N G@, A

F 20940 So. Alameda St., Long Beach, California 90801 A

K TELEeHoNE (zt 3) 63s-46s2 o (zt3) 036-3488 X ws RA

K $@S@S@yeNffi Srey@greS4ES@SeNeg@S4E g

F0RE! Pro-Shasta Lumbermen's Golf Tournament 0pen House attracted 280 lumber persons from San Diego, Ca., to Portland, 0r., and all points in between to the Sierra Pacific sales office in Central Valley, Ca. (1) Ron Hoppe, gen. sales mgr. and host, Gary Semans, Marvin Keil. (2) Jim Henderson, Harry Lyon. (3) George

Rogers with Linda,Miss glr. (41PaulTrueb, George Bailey. (5) Bob and 0pal Smith, Bob Buroer. {61 Cliff Hord, Brad Broyles. (7) Tom-tapinsti, Steve Popp. (8) Nitty Gay, Frank Billings. (9) Ervin Ackley, Joe Zabalda. (10) Joe Lowery, Myrtle Harwood, Jerry Wilcox, Wanen Aaberg. (11) Tom Baker, Wayne Benton. (12) Doug

Seelev. Terrv Donahue, Gene Siostrand. (13) Ron Sievens, Mike Schmidt. (14) Sterlinq Wolfe, Dave Schaller, Herb Brown. (15) Roy Doe, Tony Gallager. (16) Gary Palmer. Mark Ardell. (17) Rov Dunbar, Jean Decker. (18) Don'Derbes. (19) Bill Sullivan, Max Corning.

Big western turnout fornumberT

TUCKY SEVEII brought lumbermen and railroaders from all over the West to Redding, Ca., for the seventh annual Shasta Lumberman's golf tourney at the Riverview Golf and Country Club. Among the almost 200 participating were (1) Ron Dewitt, Mike Webster, chairman. (2) Bob McKean, Neil DieE. (3) Gene Siostrand, vice chairman. (4) Jacli Martin, PaLl Trueb; Fritz Hagen. (5) Nifty Gay, Ken Caylor, Les

Doddington, Vince Stout. (6) Al Kerper. (7) Jim Baskins, Dick Johnson, Bert Dennis. (8) Bill Novack, Fred Passmore. (9) Glen Ainsworth. Glen Dietz, Armen Millian. (10) Dorman Dane. (11) Elmer Lewis, Glen Butler. (12) Jim Forbes, Keith Smith, Marv Keil. (13) Bud Frank, Tom Bonner, Harry Lausman. (14) Bob Korn. (15) Dale Comer, Bob Hansen. (16) Ed Burton, Dutch Wiseman, Rex Zeigei, Bill Dorris. (17) Larry

XRegnier, Dennis Conlon, Dennis Kirk. (18) Dave Maxwell, Bill Hendricks. (19) Tony Gallagher, Joe Derrah. (20) Joe Dalzo, Tom Ross. (21) Dale Rodekuhr, Bob Borghorst. Georoe Rooers. Q2l Jack Mc Kenzie, Tim rdtey. (zg) Jac[ Dudrey, Sam Witzel. (24) Milt Schultz. (25) Jim Hayes, John Crane. (26) Ron Hoppe. (27) 0wen McKannay.

Photos by Al Kerper

For the first time

including both our

hardwood Series and past Hardvrrood

Special Issues!

WIDE APPEAL

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

PLAIN and SIMPLE

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

EFFECTIVE TRAINING AID

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

DOMESTIC HARDWOODS

Hardwoods of the Pacific Northwest (19 species)

An up-to-date look at Northwest hardwoods (two parts)

A background on alder's popularity (two parts)

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

Western Maple

Oregon Myrtle, smooth 6o tough

Developing California hardwoods (black oak)

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

A background on walnut

Black walnut

General physical properties of Southern hardwoods (16 species)

Working with hardwoods (16 species)

Hickory's looking good (two parts)

Koa: the Royal Hawaiian hardwood

ASIAN.PACIFIC

Malayan Hardwoods (chart) (48 species)

Some Malayan Hardwoods (two parts) (10 species)

A c[uartet of related Asian Hardwoods (apitong, gurjun, keruing, yang)

The five species of meranti

Ramin: a commercial light hardwood

Commercial satinwood

The romance of teak (two parts)

SOUTH AMERICAN

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

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

Banak: a mahogany substitute

Cedro: the volatile Latin

The heavyweight and the lightweight 0ignum vitae, balsa)

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

Two varieties of brosimum

TIIE MERCHANT MAGAZINE

45OO Campus Drive, suite 48O

Nervport Beach, Ca. 9266O

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

n Domestic Hardwoods $10

! Southeast Asian Hardwoods $5

n South American Hardwoods $4

n All three $16 (the big bargain)

! check enclosed

Includcs

I Cash enclosed

Name Address City State- zi

Buy each group singly or save money and get all three for only $16.

28 separate reprints!

THE 5 DEADTY SINS OT HOME CENTER ADVERTISING

. WaIt tilI the newspaper rep ls at your shop for thls week's ad before chooslng the aduertlsed ltems.

. AIIow the newspaper to dlctate gour aduertlslng lootrc.

. Allow coop funds to explre ... unspent, or worse, to adoertlse the products and neglect to apply for relmbursemenL

o Contlnue to place perlodlc adoertlslng wlthout an annuallzed prograrrrNeglect to re-eualuate the avallable medla and tdenttfy gour markeL

lf you must admlt to any one of the above advertlsing sins, you're wastlng your advertising dollars and thelr potential ... needlessly.

STAND TOE.TO.TOE WITTI TTIE CIANTS

The wise independent ls finding ways to offer his customers the same professionalism as the giant chains. He knows he must service the consumer of the l98o's with crisp clean store layouts, attentive trained store help, an adequate merchandise mix and an effective promotional plan. Even those dealers who are the only game in town recognize that they must promote wisely to secure their position in their own market or face the future invasion of the chains.

ADVERTISINC & SALES PROMOTION

Too often, the well meaning building material dealer can't find the time to think about his advertising program until the newspaper rep is standing in front of him "to pick up this week's ad." Then. the selection of merchandise is limited to on-hand stock in sufficient quantities to promote. Many times the sufficient quantities are on hand b€cause the items are losers. Wth this type of promotional merry-go-round the dealer is advertising a 52 week-ayear clearance sale of bad merchandise.

That's not what advertising is about.

To be effective To bring new customers and repeat customers To bring immediate traflic ... And to build penetration in the market as the place to shop for everything for the home ... advertising should contain a mix of timely wanted items, competitively priced.

Ads should be placed to present mix of merchandise from different departments and a mix of price points to assure "feet" traflic. Ads should reflect a retail store's personality and address themselves to a specific market segment!

BECIN NOWI

Marketing S€wices, Inc., is an affillation of professionals specializing in marketing services. Developing annuallzed advertlsing and sales promotion programs for retail stores is one of our key services. Many times our sellce fees equal only a small percentage of the coop dollars we're able to recover.

TOCETTIER WE WALK THESE STEPS

l. Establish advertising goals

2. ldentify the market area

3. Research & evaluate the available media

4. Development of individualized advertising format

5. Determine a viable budget

6. Balance the budget with coopera' tive funds

7. Detail an annualized promotion program

8. Coordinate the vendorS sales Program

9. lntegrate the newspaper's production capabilities

lO. Segment the program by Product category

11. Allocate advertising space and product candidates by month, bY week

12. Systematize the creation of each ad

15. Set up a cooperative advertising fund administration system

14. 15. 16.

Prepare the weekly ads

Develop an advertising success yardstick

Manualize the program

YOU CAN MAKE TTIINCS TIAPPEN

Your professionally merchandised, pro' fessionally designed, professionally written and professionally illustrated advertising program will bring you results in many more ways than just the ringing of your cash registers. You'll see new faces! You'll see greater repeat customers. You'll witness a new person' ality in your sales staff

Do it now! Contact Bill Fishman at

BOISE CASCADE'S RETAIL GROWTH

(Continued from page l3)

technique, employee relations, accounting, and general orientation to the division and corporation.

When he returns to home base, an employee is given increased responsibility depending upon opportunities and potential. His training continues and eventually those with a knack for management will move in that direction. Performance and development on the job produce management tendencies, according to Harrington, which the corporation then utilizes.

Boise Cascade's emphasis on the retail business and wooing of the home improvement market is paying off. So far in 1980, consumer sales in retail units arc 6Vo over budget with some of the units exceeding budget by 12 to l4Vo.

McCown sums up the division by explaining, "Cultivating good people, fine tuning otu organization from all standpoints and staying ahead of trends better than the competition is our game plan for the future. " By accomplishing this, BMD will remain a star performer for Boise Cascade.

ARIZONA RETAILER

(Continued from page 30) who are doing their own home provement projects.

im-

A community oriented organization, the company sponsors girl's softball and soccer, and men's bowling teams. Virginia is a member of the Glendale Library board of directors.

She is married to Charles "Charlie" Smith. lieutenant on the Glendale police force where he has served for the past l7 years. They have two children, son, Elliott, 20, a student at Arizona State University, and daughter, Michelle , 17 , a senior at Glendale High School.

The Pause That Pays

When telephoning a slow pay, identify your company and the purpose of the call. to ask about their overdue account. Then, pause and say nothing more regardless of the length of silence.

You'll find it won't take long for most debtors to react with an apology and promises to pay soon. That is your cue to insist upon a definite date in the very near future for receiving the payment.

What's New In Railings?

Two brochures detailing installations, how-to, architectural details and specifications for pre-finished, pre-assembled, standardized Droz Allwood Railings are free from California Builders Supply Co..of Sacramento, P.O. Box 13457, Sacramento, Ca. 95813.

Life in the Round

Geodesic living in a dome home is portayed in a 4-color booklet available free from Cathedralite Domes. S_uite 302, 820 Bay Ave., Capitola, Ca. 95010.

Moulding Styles

An illustrated catalog of architectural mouldings is free from Architectural Moulding, 1673 B Placentia Ave., Costa Mesa, Ca. 92627.

Always in Hot Water

Hot lVater From the Sun is available from the Government Printine Office, Washington, DC 2M02, fol $4.75; refer to GPO Stock No. 023000-00620- 1.

Top Brass

Brass decorative hardware catalog in color is free from Valli & Colombo (U.S.A.) Inc., 1540 Highland Ave., Duarte, Ca. 91010.

Search Guide

T\e Thesaurus of Forest products

Terms is available for $30, plus l0Vo of the total order for postage and handling from Forest Pr^oduc6 Research Society, 2801 Marshall Ct., Madison. wi. 5370s.

Good Warehouse Procedure

They're Counting on You, a 2lmin. presentation of the l0 basic rules for truck loading, a poster, and booklets published Ui tni National Safety Council on hbw to lift and carry are $30, plus shipping, from

James C. Stanley, director of education, National Building Material Distributors Assn.,55 E. Monroe St.. Chicago, n. 60603.

Glulam Data

Glulam Systems, a 40-p. book of technical data and color photographs is free from American Institute of Timber Construction, 333 W. Harnpden Ave., Englewood, Co. 80110. -

FREE READER SERVICE

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

Specs & Add-ons

Specifications and accessories guide for kitchen cabinets, vanities and modular wall units is free from Haas Cabinet Co., 625 W. Utica St., Sellersburg, ln. 47 172.

Energy Alternatives

The Mother Earth News Guide to Home Energy, a 176-p., $3.95 paperback manual, is available from The Mother Earth News, P.O. Box 70, Hendersonville, N.C. 28791.

Shades of the Past

Re-issue light standards and park benches are detailed in free brochure from Thomas M. Niland Co.. 1309 Montana Ave., El Paso, Tx. 79W2.

Clean Bill of Health

How to Inspect the Older House, is $l from the Cornell Disnibution Center, 7 Research Park, Ithaca, N.Y. 14850.

700 Plumbing Products

A 76-p., full-color plumbing catalog is free from Plumb Shop, 13720 S. Western Ave., Gardeha, Ca. n249.

Hatchet List

A 4-p. brochure of hammers, hatchets and axes, SS580, is free from Vaughan & Bushnell Mfg. Co., 11414 Maple Ave., Hebron, n. 60034.

Replacement Door Brochure

Replacement door brochure, fi104 is free from Therma-Tru Sales Com.. 4747 Holland Sylvania Rd., Sylvania, oh. 43s60.

hdustrial Coating

Industial polyurethane enamel brochwe, publication 7805, is free from Rust-Oleum Corp., 11 Hawthorn Parkway, Vernon Hill, Il. 60061.

Acorn Nut Catalog

Catalog of acorn nuts is free from Rensen Products, 6307 E. 18 Mile Rd., Sterling Heights, Mi. 48078.

DoorforR&R

Brochure picturing 15 Benchmark remodeling door styles is free from General Products Co., Inc., P.O. Box 887, Fredericksburg, Y a. 22401.

Take the Cure

Reinforced concrete curing paper literature is free from Glas-Kraft, Inc., Dept. P, Slatersville, R.I. 02876.

Remodeling lnfo

Don't Move . Improve, a24-p. consumer brochure. is free from Alcoa Building Products, Inc., Suite 1200, Two Alegheny ienter, Pittsburgh, Pa. 15212.

NORTHERN CA. lumber wholesaler needs experienced wholesale salesman for direct T&T and carload sales to retail and industrial accounts in So. Ca. All replies confidential. Write Box 381, c/o The Merchant Magazine.

WANTED

WELL FINANCED So. Ca. wholesaler wants experienced lumber trader. Must be motivated. Must have a So. Ca. following. All replies in strict confidence. Write Box 3'l'l clo The Merchant Magazine.

PLYWOOD salesman for well established importing and distributing firm. Experienced, aggressive with good following. Salary and cbmmission plus fringe benefits. Call (213) 879-1250 for appointment

INDUSTRIAL LUMBER salesman needed. Call or see W.M. Hunter. Hunter Woodworks, 1235 E. 223 St., Carson, Ca. 90'145 Q13) 775-2544.

LUMBf,R SALES: Immediate opportunity in Sacramento. Ca.. area in wholesale lumber sales distribution and remanufacturing. Distribution experience and/or lumber trader experience necessary. Excellent compensation and benefits available. Write Box 380, c/o The Merchant Magazine.

MANAGER needed for full service lumber and building material retail yard in Greater Los Angeles, Ca., area. Need experienced person able to handle own purchasing, accts. receivable, hiring, firing, act as own profit center. Medical and dental program and other fringe benefits. Send resume. All replies will be kept in total confidence. Write Box 375 c/o The Merchant Magazine.

LUMBER SALESMAN needed by established San Fracisco, Ca., yard. Inside and outside sales work with millwork, industrial and contractor accounts. Salary commensurate with experience. Ricci & Kruse Lumber, Hawes & Armstrong Sts., San Francisco, Ca.,94124. {1.l5) 822-6790, Attn: Mr. Ricci.

EXPERIENCED knife grinder. Custonr nrilling. Pernranent.job. Contact: Joe (213) 324-455t.

RETIRED lumbermen, tired of being retired? Your old contacts can help both of us. Growing company looking for retired lumbermen to work commission sales in San Gabriel Valley and East Los Angeles, Ca., areas on commercial and contractor sales. Call Joe at (213) 222-7101.

CAN YOU buy and sell lumber in full load quantities? Would you like to be in business for yourself? Call (209) 233-2674 or (209) 642-35'15 evenings.

MANAGER wanled for large retail lumber company in San Francisco, Ca. area. Excellent salary. Send resume to: Box 364, c/o The Merchant Magazine.

EXPERIENCED pallet salesman. Ask for Carl Boesch, Hunter Woodworks, (213) 'l'75-2544.

600 a word, min. 25 words (25 words : $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $4. Box numbers and special borders: $4 ea. Col. inch rate: $30. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care ofThe Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach' Ca. 92660' Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY.

EXCELLENT OPPORTUNITY for WELL

ESTABLISHED

Wholesale Sales Manager

FREMONT FOREST PRODUCTS is looking now for an experienced Industrial Sales Manager. Must know pine and other dry white species and have a successful record of managing a sales team. New dockside distribution yard at Port of Long Beach with dry sheds and milling facilities will be ready next April. Excellent salary, bonus, profit sharing, plus other high quality frinse benefits. Send resume to P.O. Box 412q. whittier. CA, 90607, attention Pete Speek. All responses will be kept in strictest confidence.

BOOKKEEPER, experienced full charge for lumber companyr No. Ca. Send resume to Box 379, c/o The Merchant Magazine.

Be o port of o wesfern lumberfrodifion...

The NIKKEI CORPOMTION is looking for o few select lumber troders

This is on opportunity to joln one of the west coost's leoding monufocturers ond distributors of softwood lumber ond building moteriols. Uncommon employee benefits. Solories to motch your obility.

Coll or write in confidence:

Bob Nikkel

THE NIKKEL CORPOMTION

P.O. Box 254769 5ocromento, CA 95625 (916) 488-6170

WELL ESTABLISHED independent distributor of softwoods is seeking experienced traders and outside sales personnel. Must be aggressive and have a good following. Excellent salary and fringe benefits. Must have knowledge of retail type sales. Contact Jeff Barnes. Kelleher Lumber Co., at (415) 4548861 or send resume to P.O. Box 3433, San Rafael, Ca. 94902. All responses will be kept in strictest confidence.

EXPERIENCED industrial lunrber salesman needed. Call or see Sierra Madre Luntber Sales. 1344 East Grand Ave., Ponrona, Ca. 91767. 0l4l 623-6617. (J14) 623-1244.

ESTABLISHED LUMBER CO. & HOME IMPROVEMENT CENTER

BIG BEAR LAK[,, CA.

CALIFORNIA'S growing mountain resort. Choice business opportunity. Approximately 3 million gross annual sales with room to grow. Potential unlimited. 1% million dollars includes real estate in ideal location. O.W.C. Owner-broker, Box 867, Big Bear, Ca. 92315. (714) 866-3301.

SAVE YOURSELF MONEY

HALF PRICE OFFER for 10 or more subscriptions to The Merchant Magazine, when paid in advance. You and your employees can enjoY and benefit from The Merchant Magazine for one year for only $3 per subscription. That's a 500/n saving over our standard $6 per year rate, which is a real bargain in itself.

Use this special bulk rate subscription to make sure that the key people in your organization are assured of keeping up with industry developments as well as gleaning the merchandising and management information they need to do a better iob.

LUMBER SALES

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at 9gf qpu in Long Beach. 3C Trucking (213) 422-0426

INVENTORY: experienced ex-dealer will arrange, price, count, calculate Oct., Dec., Jan., inventories. Central Ca. only. Riedle. Box 505. Los Banos, Ca.. 93635 OOgl gZO4290.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. Hunter, Hunter Woodworks. (213) 77 5-2544', (21 3 ) 83 5-5671.

BURROUGHS Computer Accountinc

System, programmed for door distributorl

One L-4 Accounting Computer, One L-7 disc control unit, One L-7 accounting computer, two each tape readers, two each tape punches, one circular compartmentaliz6d 10,000 capacity card file holder, and blank product cards. Call for further information: Bel-Air Door Co. (213) 283-3731 or (213) 5'16-2545. Service contract included. Best offer considered.

FM 1979 Astro 95 Royal Classic GMC tractor & flat bed trailers. sleeper cabs. Loaded with extras. Low mileage.'Call Bob or Ted (714) 783-0021.

ffiLOS

ANGELES AREAffi S.F. BAY AREA

CREATER BAY AREA

sar FRAxcrSco

lnland lumber C0.........

Johnston Hardwood, Inc.......

Lan6 Stanlon Vance Lumber C0.........

Larry Larson Lumbor C0.... (711) 821-8100

Louisiana-Pacific Corp.. .

Mac&ath Hardwood.

Marquart-Wolle Lumber Co..

l{ical Inc....

osomd Inc., Robert S..

Pacific Lumboi C0........

Pacitic Madison Lumber Co.. l2l3l 173-2292

ParrLumborCo........

Penberthy [umber C0........

Petorman Lumbor C0................

Philios Lumbor Sales.....

Prodlcl Sales C0........

PSF, Inc..

Reel Lumber Service.

ShawLumborCo........

Simmons Hardwood Lumber C0....

Simpson Building Supply.

South Bay Forest Products. .

Soulhvrest Forest Industries. (213) 686-1560

Siahl Lumber C0........

Sumwood, Inc..

Sunrise Forest Products Co..

United Wholesale Lumber Co..

Virginia Hardwood Co..

Wendlino-ilalhan C0........

ItEfiE0 LutlEn- P0tEE-?lurG8-rlEE

Go..

Beverly Manulacluring C0....... .........

Bld0. Malerial Dist.. Inc..

Carved Doors, Inc...

Caroll Mouldin0 Co..

oEDoor's Inc.. (213) 686-1813

Wasco {Tashman & Assoc.)..........

EPECIIT IENUCEE

AceSaw&Supply....

oataLin6 Coro..

tiammermill.

Lumber Assn. of So. Ca..

Mcclellan Planino Mill.. ..

Mutual Mouldino and Lumber C0...........

James M. Thomoson & Assoc., Inc.....

Wall Dry Kiln.

West Coast Lbr. InsDection Bureau.........

Adams & Co..

il0Ett0l

Humboldt Rodwood Mlo. C0............

M. Roach Forest Produ;ls...........

Schmidbauer [umber Co.. rr|iF$!

Sequoia SuoDly. toir lit33

Gooroia-Pacific Corp. {Redwood}........

Holmos Lumber C0., Fred C...........

Niesen-Ward Foresl Pr0ducts..........

t0[ilrl

Crown Redwood C0.................

Eel River Sawmills. fiET|lTT

DMK Pacilic C0r0.......

Louisiana-Pacific C0rp......

ilEir0

California Suoar & Western Pine A0ency.

Georoia-Pacilic Warehouse..

lnteriational Forest Products lnc........

Lumber oealers Malerials

IRttsP0nItIt0x

Chozen Truckino Co........ (213) 775-1834

3C Truckino.

0uirin Truckin0.

Union Pacilic Railroad (Los Anoeles)........

Union Pacilic Railroad (Lon0 Beach).......

SOUTHERN CALIFORN

Fremont Forest Products............ oeorgia-eaciiic coi Goldino Lumber Sales...... Inland Lumber C0.......... (711) 783-0021

Forest Products, Inc..

Hardwood, Inc.. . Knollwood Coro.. Koppers Co., Inc.... Laminat6d Timber Services, Inc.. MacBeath Hardwood. Manoower Control. lnc........ Marin€r's Forest Products... Marquart-W0lle Lumber Co.. (714) 998-1212 Millwrioht Specialties, Inc....... National Soltwood Sales, Inc... Newporl Planino Mill, Inc....

Coast Lumber Remanufacturing, Inc...

tututl

Palmer G. Lewis.

tEultSilt

PACIFIC NORTHWEST STATES

+ffir$iq ROCKY tOUl{TAlil Sffi

wasHtltcToll COLORADO

Jerstedt Lumber C0., Inc............

ilErfllot

Palm€r G. L€wis..

ETEIEN

Palmer G. Lewis.....

rEtt0m

Palmer G. Lewis. nitut0

(206) 941 -2600

(206) 734-9901

. (206)

TDAHO t0||E

Gsorgia-Pacific C0rp.,..... Louisiana Pacific Corp. (Cosur d'Alsns).

t0ut 0ti

Beid & Wri0ht, Inc........

courru0 t?itr0t

Therma-Tru, Inc.........

c(|llElcE c|lY

B W Soecialties. Inc..

OETTEi

Brown Lumber Sales C0....

oenver Beserve Supply Co..

Gmrgia-Pacific Corp....... Koppers Co., Inc........

McFarland-Cascade.

u.S. Gypsum C0.........

Wasco (Factory 0irecl Sales).

omr! JUtHtot

R W SDecialties, Inc........toltTAl{a

lttutct

Georgia-Pacitic Corp.......

t0tEttt

McFarland-Cascade.

tunt

Montana Pole & Treating Plant......

Union Pacilic Railroad.

ntt0uu

Louisiana-Pacilic Corp.......

Palmer G. Lewis. wYonrilG

GllEi Dresco Wyoming.

$$ffisouTHwEsTffi

Motal Producls.

Mallco Distributors...

In Az. (800) 352-5530 out of Az.

Ray Lumber.

Southwest Forest lnduslries.....

Specialty Forost Producls. .

Spellman Hardwoods

Vir0inia Hardwood Co.. .... ...

Wasco (Snyd6r Salos).

iltc!l

Wck6 Lumber.

ut t$tt

IIEYADA

Lumbor Salcs, Inc........

Pslgrman Lumbor, Inc........

Capitol Plyuood, Inc........

HigClns Lumbrr Co., J.E..

Pondlrosa Wholosala

Union Pacific Railroad. .

rEw nExtco

rril0uEr0uE

Caoital Lumb6r Co..

GBoroia-Pacitic C0rp..,......

Justus Lumbcr Sa|as.,......

Louisiana-Pacilic CorD... (800) 515-6372

l{lcal. Inc....

Southvrost lnsul-bead.. (505) 213-0066

R.P. ETLINGSON

R.P. Ellingson, Ellingson Lumber Co., Baker, Or., died in that city on Sept. 28, 1980, at the age of 88.

Son of the founder of Ellingson Lumber Co., established in Wisconsin in 1891, Mr. Ellingson graduated from Lawrence University, Appleton, Wi., and worked in the business before migrating to Klamath Falls, Or., in 1923 with his wife and four children. He started a lumber remanufacturing business, logging and sawmilling there, before moving to Eastern Oregon in 1939 where he bought a sawmill. In 1966 he acquired the Burnt River Lumber Co., in Baker and closed the outlying plants.

He is survived by his widow, Myrtle, three sons, a daughter, nine grandchildren, numerous great grandchildren, and a sister.

ROBERT E. SMITH

Robert E. Smith, retired publisher of C.C. Crow Publications, died Sept. 22, at Portland, Or.

ln 1977, upon his retirement after 25 years with Crow Publications, he was honored by the American Plywood Association for his contributions to the wood products industry. He was a member of the Plywood Pioneers Association. After graduating from Washington State University, he had worked at the Long-Bell Co., and served as a U.S. Air Force flyer during World War II.

He is survived by his widow, Betty.

WILLIAM EARL COX

William Earl Cox, 69, former chief purchasing manager, O'Malley Lumber Co., died Sept. 29, 1980 in Phoenix, Az.

Mr. Cox was born in Minerva. Oh.. where he worked in lumber and building materials, before moving to Phoenix in 1943. He started working for O'Malleys as a salesman, and soon became a member of management, where he remained until retirement in 1976.

Survivors include his widow, Francesl two daughters, a son, thirteen grandchildren, and five great-grandchildren.

STEPHEN HENSELL

Stephen Scott Hensell, died in Eureka, Ca., on Sept. 13, as a result of an auto accident. He was 36 years,old. President and general manger of Hensell Materials, Eureka, he was a graduate of Humboldt State University and a member of the First United Methodist Church and the Rotary Club.

He is survived by his parents, one sister, a nephew, a niece, four aunts and an uncle.

PAUL A. VEVODA

Paul A. Vevoda, shipping superintendent for Schmidbauer Lumber Co., Eureka, Ca., died Sept. 13, in that city as the result of an auto accident.

He was 27 years old.

He is survived by his widow, Cathy.

FREEMAN CAMPBELL

Freeman DeWolfe Campbell, manager of Cal Custom Mill, Santa Ana,

4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660; 7. Owner (ifowned by a corporation, its name and address musl be stated and also immediately thereunder the names and addresses ofstockholders owning or holding I percent or more oftotal amount ofstock. Ifnot owned by a corporation, the names and addresss of the individual owners must be given. If owned by a partnership or other unincorporated firm, its name and address, as well as that of each individual must be given.) The Merchant Magazine, Inc.,4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92660; David Cutler, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 926601 8. Known bondholders, mortgagees, and other scurity holders owning or holding I percent or more oftotal amount ofbonds, mortgages or other securities (lfthere are none, so state) None; 9. Not applicable; 10. Extent and nature ofcirculation; A. Total no. copies printed (net press run): average no. copies each issue during preceding l2 months, 4,1001 actual number of copies of single issue published nearest to filing date, 4, l00i B. Paid Circulation, I . Sales through dealers and carriers, street vendors and counter salesi averaSe no. copies each issue during preceding l2 months, l?5; actual no. ofcopies ofsingle issue published nearest io filing date, 200; 2. Mail subscriptionsi average no. copies each issue during preceding l2 monlhs, 3,226; actual no. ofcopies ofsingle issue published nearest to filing date, 3,199; C. Total paid circulation (sum of l0 Bl and l0 B2): average no. copies each issue during preceding l2 months, 3,401i actual no. of copies of single issue published nearest to filing date, 3,399; D. Free distribution by mail, carrier or other means smples, complimentary, and other free copies; average no. copies each issue during preceding l2 months, 532; actual no. of copies of single issue published nearest to liling date, 49E; E. Total distribution (Sum ofC and D); average no. mpies each issue during preceding l2 months, 3,933; actual no. ofcopies ofsingle issue published nearest to filing date, 3,t97; F. Copies not distributed; l. OfIice use. left-over, una6ounted. spoiled after printing; average no. copies each issue during preceding I 2 months, 167; actual no. of copies of single issue published nearest to tiling date, 203i 2. Returns from news agentsl not applicable; G. Total (Sum of E, Fl and F2 should equal net press run shown in A); average no. copies each issue duringpreceding l2months,4,l00;actualno.ofcopiesofsingleissuepublishednearestto filing date, 4, | 00; I l. I certify thal lhe statements made by me above are corr€ct and complete (Signature and litle of edilor, publisher, business manager, or owner) David Cutler, Editor-Publisheri 12. For completion by publish€rs mailing at the regular rates (Section I 32. I 2 | , Postal Servie Manual) 39 U.S.C. 3625 provides in pertinent part: "No person who would have been entitled to mail matter under former section 4359 of this title shall mail such matter at the rates provided under this subsection unless he files annually with the Postal Service 8 written request for permission to mail matter at such rates." ln accordance with the provisions of this statute, I hereby request permission to mail the publication named in llem I at the phased postage rates presently auihorized by 39 U.S.C. 3626. (Signature and title of editor, publishcr, business manager, or owner)i David Cutler, EditorPublisher.

Ca., died on Oct 6 at Dos Palos, Ca., of congestive heart failure.

Born in Grand Junction. Co.. in 1907, he was a resident ofDowney, Ca. He attended the University of Southern California before beginning his career at Sun Lumber Co., followed by employment at Western Mill & Lumber Co., California Pacific, South Bay Lumber and Oliver Lumber Co.

Mr. Campbell is survived by his widow, Mildred, one daughter, three sons, four grandchildren, and a sister.

AD INDEX