Merchant Magazine - November 1981

It's here at Georgia-Pacific s Ft. Bragg mill that we've discovered how to get more usable Redwood out of every/ log. We did it by upgrading our facility to a point where it's become the most advanced Redwood operation anywhere. So nor,v, we can actually offer more Redwood than before without putting additional strain on our timber resource.

We have more upper grades,like clear all heart, clear and "B". Plus new rustic sidings and allthe garden grades.

So the Redwood you need comes from Ft.Bragg. And with Georgia-Pacific s commitment to increasing productivity, it'll be here for many; many years to come. Because we've got what it takes' lilb\re got

At Georgia-Pacific, we've got the Redwood you need. Ask, and you've got it.

EVERYTHING YOU'LL EVER NEED IN PANELING MERCHANDISING.

Your States Distributor has everything you need to sell more paneling. Including a sales program, a complete sample and display program, a75125 co-op advertising program and allthe merchandising materials you need.

Call your States Distributor today.

ALABAMA

Sequoia Supply-Birmingham, Mobile, Decatur

United Plywoods Corp.-Birmingham, Decatur, Montgomery

r ARIZONA

S€quoia Supply-Phoenix

ARKANSAS

Fischer Lime & Cement Co.-North Little Rock

International Paper Co.-Ft. Smith

r CALIFORNIA

Aura Hardwood Lumber Co.-San Jose

Capitol Plywood-Sacramento

Frost Hardwoods-San Diego

Sequoia Supply, Inc.-Fairtield

r COLORADO

Boise Cascade Corporation-Denver, Grand Junction

Collins Hardwoods-Denver

FLORIDA

Dixie Plywood-Miami

Flintkote Supply Co.-Jacksonville

Genstar-Jacksonville

Sequoia Supply-Jacksonville, Orlando

United Plywoods Corp.-Pensacola

GEORGIA

Sequoia Supply-Atlanta

r HAWAII

Mulual Distributing, Ltd.-Honolulu

IDAHO

Boise Cascade Corooration-Boise

C.A. Company-Lewiston

tLLtNOtS

Edward Hines Lumber Co.-South Chicago Heights

lllinois River Lumber Company-E. Peoria

Simeone-National-N. Chicago

Springtield Builders Supply-Springlield

The Pyramid Company-Aurora

INDIANA

Edward Hines Lumber Co.-lndianapolis

Indiana Wholesales-Evansville. Terra Haute

Sequoia Supply-Fl. Wayne

towA

Edward Hines Lumber Co.-Ft. Dodge

Hawkeye Building Supply-Sioux City

Rounds & Porter Co.-Storm Lake, Davenport, Des Moines, Waterloo

The Wood Products Co.-Waterloo

KANSAS

Century Lumber Co.-Topeka

Rounds & Porter Co.-Wichita, Salina, Dodge city

KENTUCKY

Sequoia Supply-Crescent Springs

Wimsatt Bros., Inc.-Louisville

LOUISIANA

Allen Millwork-Monroe, Shreveport

Davidson Louisiana-Houma, Lake Charles, Lafayette, Baton Flouge, Alexandria, Monroe, New Orleans

Sequoia Supply-New Orleans

MARYLAND

Dixie Plywood-Landover

Sequoia Supply-Columbia

MICHIGAN

Bond Plywood, Inc.-Oxford

Edward Hines-Grand Ragids

MINNESOTA

Edwafd Hines Lumber Co.-Farmington

MtssrsstPPl

Sequoia Supply Inc.-Jackson

Triangle Oislributors, Inc.-Tupelo

United Plywoods Corp.-Meridian

MtssouRl

Edward Hines Lumber Co.-Springfield

Four States Supply-Carihage

Lumberyard Supply-St. Louis

Toombs & Company-Springlield

r MONTAI{A

Boise Cascade Corp.-Billings

'NEARASKA

Central Lumber Sales-Lincoln

Rounds & Porter Co.-Hastings

r NEVADA

Capitol Plywood-Beno

' NE|V irExtco

Thunderbird Steel Corp.-Albuquerque

NORTH CAROLINA

Diamond Hill Plywood Co.-Greensboro, Raleigh, Charlotte

Foreign & Domestic Corp.-Fayetteville

North State Building Material Co.-Asheville

Sequoia Supply, Inc.-Greensboro

NORTH OAKOTA

Lavelle Lumber Sales-Fargo

oHto Clem Lumber Co.-Alliance

OKLAHOMA

Rounds & Portet Co.-Altus, Oklahoma City, Tulsa

Cedar Creek Wholesale-Tulsa

r OREGON

States Dealer Supply-Eugene

PENNSYLVANIA

Bennett Supply-Pittsburgh

Seven D Wholesale-Gallitzin

SOUTH CAROLINA

Oiamond Hill Plywood Co.-Darlington, Greenville

Sequoia Supply-Florence, Columbia

TENNESSEE

Diamond Hill Plywood Co.-Knoxville, Nashville

Dyke Industries-MemPhis

Holston Builders Supply -Kingsport

Sequoia Supply-Memphis, Kingsport

Tennessee Plywood & Door Co., Inc.-Chattanooga

TEXAS

Central Buildi ng Products-Fort Worth

Davidson Texas. Inc.-Austin

Genstar-Corpus Christi, Harlingen

Sequoia Supply, lnc.-Houston

Vaughan & Sons. Inc.-San Anlonio

r UTAH

Diehl Lumber Products, Inc.-Salt Lake City

VIRGINIA

Diamond Hill Plywood Co.-Richmond, Chesapeake

* WASHINGTON

Boise Cascade Corgoration-Woodinville, Yakima' Sookane

C.A. Company-Spokane

The Harris Company-Olympia

wEsTvrRGrr{lA

Sequoia Supply-Prichard

wtscoNsrN

Edward Hines Lumber Co.-Green Bay, Wausau

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor

Juanita Lovret

Contributing Editors

Dwight Curran

Gage McKinney

Al Kerper

Art Director Martha Emery

Staff Artist Lillian Kelly

Circulation

Marge Anderson

The Merchant Magazine (USPS 196-56U is published monthly at 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660, phone l7l41 549-8393. bv The Merchant Magazine, Inc.- Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request.

ADVERTISING OFFICES

FROM WASHINGTON STATE & IDAHO: contact John V. MacKay, 157 Yesler Way, Suite 317, Seattle, Wa. 98104. Phohe (206) 621:1031.

FROM NORTHf,,RN CALIFORNIA & OREGON: contact David Cutler, 4500 Campus Dr.. Suite 480. Newport Beach, Ca. 92660. Phone f14) 5498393.

FROM SOUTHERN CALIFORNIA: contact 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. Il. 60422. Phone Qr2) 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 availible.

THE MERCHANT MAGAZINE is an independently-owned publicalion lbr the retail. u;holesale and distribution levels ql the lumber, building materials and home improvemenl business in the I3 Westeril stoles.

CONTEMPOFIARY

EIUILDING PFIOOUCTS. INC. is a distributor for Caradco Wood Windows and The Atrium Dooro by Moulding Products, lnc.

The Atrium Door@ combines energy efficiency and practicality. Replacement of existing sliding glass doors is a simple job for do-it-yourselfers.

We offer immediate deliveryfromacentrally located and well-stocked warehouse. Job site deliveries in Southern Galifornia metropolitan areas.

Call us about our special offer on display units.

DAVID CUTLER editor-publ i sher

Asteely resolve

THE TIMES are tough for many and likely to I get worse before they get better. Yet, as we go further into this cold winter, we are struck by the determination that so many exhibit in the face of daunting economic prospects.

These are men and women who have been through many tough business times before. Yet now, in those worst hurt by the relentless pressure of an economy writhing and wrenching back from the brink of catastrophe, a new resiliency is being seen.

It is a spirit of which the industry and the country can be proud. It is the never-say-die courage that is embodied in the nation's heart and soul. Our people are not about to give up. They haven't in the past and they won't start now. Some way, somehow, the steely resolve to last until the sunshine of tomorrow's economic morning is increasing.

Determination alone won't bring everyone through. The cold, unbreakable facts of a profit

and loss statement will win over will power everytime. But the components of that P&L can and are being affected by the intelligence, adaptability and perseverence of those who just won't give up.

New targets are eyed, ideas from off the shelf (and sometimes off the wall) are thrown into the breach to keep the body corporate alive.

Some will fail. The tragedy of bankruptcy will befall some before there is an escape from the present valley. For those firms that somehow survived as long as they did, we extend our admiration and understanding. We know they did all they could; that they fought on till the end was inevitable.

Most will make it. Bolstered by the American spirit of perseverence and a new understanding painfully wrung out of severe economic times, the survivors will be far better companies than they have ever been before. For them, the better economic times that will surely come, will truly be a golden era.

SeNing the lunber, building mateilals and home imprcvement ma*ets in 13 Western States-Since 1922

We have completed the move to our new location. This new and modern facility has twice as much space, with all the latest equipment and is located close to the Freeways, railroad and seaport for your convenience. Hunter Woodwork can give faster, better service and maintain the same high quality workmanship and pride in delivering your pallets as we have since 1943.

.. when you need Pallets, Industrial Boxes and Cut Lumber.

Wb'vegot

After a tour of our computerized mill, D.K. Knightof "Timber Processing " Magazine said, "You're ahead of the industry."

Our mill engineer, working with skilled technicians in computer technology, has developed computer operated sawing into an art, producing clean-sawn lumber to satisfyour customers.

It's the SFIARPER EDGE *THAT SPECIAL SOMETHING from DANT &RUSSELL.

&Rossell, Inc.

Head Office: 1,22L 9YV. Yamhill St. Portland, Oregon 972Os (sos) 221n644 Telex 03-0523

MANUFACTURERS, WHOLESALERS AND DISTRI BUTORS OF FOREST PRODUCTS SINCE 1904

I-IORROR stories, commisera- I f tion and a quiet determination to make it through an extremely difficult period marked the annual fall meeting of the Western Wood Products Association, held in midSeptember at the MGM Grand Hotel, Reno, Nv.

Like its members, WWPA is undergoing more belt-tightening. Dues increases and a l5s/o reduction in staff plus a repayable advance on dues from certain larger members will enable it to maintain priority programs. Without the dues hike, noted president John T. Casey, Jr., WWPA would require drastic cutbacks that would "move it from financial insolvency, but directly into functional insolvency. "

Executive vice president H.A. Roberts said that "looking to the remainder of 198 I , there is nothing on the horizon that would indicate that our situation is going to improve." His forecast calls for 1.2 million units to be constructed during 1981, off 100,000 units from last year's 1.3 million-unit performance.

For 1982, WWPA estimates 1.4 million starts, based upon the assumption that both industry and government will reduce their demand for capital. This will allow interest rates to drop moderately.

"We also believe that the Federal Reserve Board will be reluctant to push the nation into another recession by continuing indefinitely its tight money policy," he said.

WWPA hanging tough

Roberts forecasted that domestic lumber consumption in the U.S. should be up 790 during 1982to33.2 billion board feet, 2.2 billion b.f. more than will be consumed during 1981. The Western producing region should provide l3 billion board feet of that consumption, or I billion feet more than in 1981. Canada will account for 3090, or 9.9 billion feet of total consumption, while the Southern producing region will contribute 6.6 billion board feet. Other U.S. regional producing areas should provide 1.2 billion board feet of lumber.

Bringing inflation down through tight controls on the nation's money supply and reducing federal deficit spending are the keys to lowering interest rates, noted Dr. William M. Burke, v.p. of the Federal Reserve Bank of San Francisco, in an address to the members.

"We'll never get interest rates down until we have inflation under control once and for all," Burke said.

The underlying tone of Burke's ad-

Story at a Glance Forecast of housing units

prime rate by by mid'82. .. production up

200,000 more in'82...17o/o year end, 157o West's lumber 7o/o nexl year.

dress was cautiously upbeat, however, citing the all savers' certificates as a "boom to housing," and noting that they could provide for an additional200,000 new homes to be built in 1982.

"While housing will be competing with some heavy hitters in the nation's credit markets," he said, "we may see 1.5 million units built in 1982." Burke also predicted that the prime interest rate would drop to

(Please tltrn to page l6)

RELAXING between meetings are (1) Jaimie & Bob Slockbower, Bob Bretz. (2) Joe & Frank Eger, Glen Deitz. (3) Robert Bemis,

Rov Beriidqe, Bruce Colwell. (4) Gerald W. grown, Lloyd R. Anstey, Mike Creazzi. (5)

Barrv Brvniulson, Jim 0'Hare. (6) Will Haoeman, [oie & Jim Morris. Larry Kiser.

Fast growing dealer Opens a lifth store

fIPERATIONS are shaping up nicely at the newest YDixieline branch opened in May of this year in the Mira Mesa section of San Diego, Ca., with the store well on the way to meeting projected sales for the first year, according to William S. Cowling II, president of the firm which is considered to be San Diego's fastest growing home center operator.

Initially, the d-i-y business is higher as might be expected since it traditionally develops faster, but a 5090 contractor,/commercial and 5090 homeowner mix is anticipated in the long run. Operation hours of 7:30 to 6 Monday through Friday plus 8 to 5 on Saturday and l0 to 4 on Sunday encourage d-i-y trade.

Story at a Glance

West Coast retailer adds another branch d-i.y business developing . 50/50 mix anticipated eventually multi-media promotion.

This newest branch is located in the heart of the rapidly expanding north city area of San Diego, about l2 miles from the nearest Dixieline store, popularly known as the Sports Arena branch because of its proximity to that facility. Mira Mesa occupies a five acre site with al25 car parking area.

The new store has no green nursery, but does stock tools and other supplies for the garden trade. Seasonal merchandising includes a patio and deck emphasis in summer with fireplaces, and accessories in the winter. However, seasonality is not a major marketing stress. Plumbing and a complete electrical department are part of the layout. Photographs are used above aisles for identification in addition to bilingual signs for the Spanish speaking. Delivery of purchases is available with a minimum charge based on board feet or a similar basis for other materials.

Many of the employees at Mira Mesa transferred from the other four stores.

Promotion of the grand opening used a multi-media approach with live on-the-spot radio plus tv and newspaper ads, and a direct mail sales catalog.

Dixieline is not a member of a buying cooperative. Distributors provide the bulk of materials sold except for lumber which is primarily purchased direct from the mills. Although Dixieline has been a Weyerhaeuser Company since 1979, it was founded in 1913 as Dixie Lumber by Cowling's father. There are now five retail branches, one export yard, two wholesale yards (one in National City, Ca., and one in Glendale, Az.) and one truss yard.

CUST0MER SEBVICE cOunter in center 0f the 16,000 sq. ft. showroom plus a sell-service layout featuring .modern fixtures and attractive signing are incorporated in the recently opened Mira Mesa branch store.

WORLD 0F DIFFEBENCE between the Dixie Lumber and Supply Co. of the early 1920s and up-to-date Dixieline store of 198j ii clearlv shown in these photos. Dixie became Dixieline when it meroed with Airline Lumber a number of years ago and combined the two"names,

With the doors fully open and the optional firescreen in place, you'll enjoy an open hearth fireplace. When the doors are closed, you have an efficient air'tight wood stove that will heat large rooms with high ceilings or open areas of cottages. Optional 2-speed fan, f irebrick lining, and other

The

chimney! A new, safer chimney system that takes the danger out of chimney fires. Exhaustive testing has proven the Sentinel to withstand in excess of 2000 "F. For the full details on this unique peace-ofmind chimney and its many features, come in and see it soon.

f

features are included.

fnbod Parts from Foreign Ports

Sawn, turned and shaped to your exact specif ications. Drawer sides, dowels, moldings, door jambs, rough lumber... just about any wood part you need. Lauan, Ramin, Keruing from the Phillipines, Taiwan, Malaysia and other foreign ports. Call today for a quote on your needs. 901-761-1 391

Profit improvement

opportunities f or retailers

By Francis C. "Frank" Grau

(4) Is this prior-year historical data used in preparing the monthly sales promotion plans:

(a) Departmental feature events?

(b) Promotion budgets?

(c) Extra promotion events (e.g., tv spot announcements, direct mailings, displays)?

(d) Advertising budgets?

(e) Promotional sales results for a specific period?

EETAILERS spend significant sums on sales promo- ntion and advertising. Whether you formulate individual store plans monthly or seasonally, your objective should always be to get the most from every promotional dollar spent.

The following questionnaire reviews sales promotion and advertising expenditures from several perspectives-as part of an overall marketing plan, a specified selling period plan and a departmental plan. Questions about various standards for measuring the effectiveness of an ad campaign are also included. Agency contracts and newspaper rates are treated in the last section on controlling costs in advertising.

Questionnaire and Work Guide

Sales Promotion Plan

(1) Does the store have current market data on present and potential customers in terms of:

(a) Income patterns?

(b) Age patterns?

(c) Transportation patterns?

(d) Housing patterns?

(e) Industrial development patterns?

Current market data should guide the placement of sales promotion dollars and promotion emphasis.

(2) Is an overall marketing plan budgeted and specific campaigns scheduled in advance of the selling season?

(3) Do projected marketing plans provide for coordination ofthe sales forecast, buying plan and promotion plan in terms of:

(a) The physical layout of the store?

(b) Display of merchandise?

(c) Advertising in newspapers and other media?

(d) Sales training?

Yes No

(f) Overall sales results for a specific period?

(g) Significant competitive events?

(5) Are ad placements and anticipared sale requirements coordinated with the availability of merchandise?

(6) Are backup arrangements made with vendors to cover unexpected deniand for promoted items?

(7) Does the monthly plan show details for each selling department, including:

(a) Itemized total promotional budgets in dollars and percentages?

(b) Departmental sales quotas for each day?

Story at a Glance

Sales promotion objectives... dollar elfecliveness . . . cost controls ... management tips.

(c) Feature items to be promoted, dates of promotions, prices and quantities?

(d) Schedule of newspaper ads, amount of ad space and costs per day?

(e) Direct mail schedule?

(f) Schedule of other promotional activities (e.9., exhibits, radio spots)?

G) Schedule of displays?

Measuring Advertising Effectiveness

(1) Is the advertising effectiveness of specific newspapers reviewed?

Fire ! Can you meet the threat?

EllREl The rnost \pr-ctacular and I clc', astatins loss a business can sustain. f he el ent that brings tv cameras and ne\\ spaper photographers on the run. Yet, hou' manl' retailers actuall-v wage an ongoing effective program of fire prevention?

As a store owner or manager, ),ou htrve a big stake in fire safetl'. Fire is a threat not only to )our income, but to your lit'e and the lives of your crnploye'es as ri'ell as your custonlers, if fire should break out during business hours.

Fron'r the srnallest hclnre center to the largcst building supply cornplex, you find comnron potential fire hazarcls.

[,1 Enrplol'ecs and custon]ers who smoke.

[_l Lighting, air conditioning and other electrical equipment.

I Fleat equipment including incinerators.

X A packing and shipping area with combustibles such as paper and excel sior.

I-r A receiving room n'here goods are delivered in combustible carlons.

D Flarnmable liquids such as paint, as well as woocl, artd other flanrmable substances,

tl Windou'and interior displays.

ll Features that can cause raPid spread of fire such as open stairways, elevators, large open areas, and often the materials of which the building is constructed.

Just as much alikc for cach business are the basic fire safet\ requrrer)rents.

-- Adequate erits.

[ , Wide, uncluttered aislcs.

I Fire ertirtgttisltr'rs. a(ll()n)i.rtiL sprinklers, stand-pipes, fire alarm systerns, sntuke alarms.

Ll Farrriliarity of the slore layout on thc part of thc lc'rcal fire department.

[-] Personncl trained in salety procedures.

Many manrigcrs feel secure because they hale met municiPal, county, and state fire codes, but, according to Jim Lathrop of the National Fire Protection Association, fire codes address only half of the fire safety issue. A building maY meet the code one day and not the next. Periodic inspections bY the local fire departmcttt or an insurance company cannot guarantee a system will work in the interim, he says. Remodeling, such as adding plastic furniture or certain wall coverings thal rnight emit toxic fumes in a fire can void code compliance.

Statistics show that a high percentage of the operations experiencing fires have sidestepped regulations with disregard oI basic precautions sucb as rnaintaining no smoking areas, having extinguishers in good rvorking condition, and the telephone number of the fire department posted at all telephones.

Store owners and managers must be vigilant in observing fire regulations. Lapses by employees should not be tolerated. Regular insPections should be conducted of housekeeping, fire prevention procedures and fire suppression/detec-

tion equiprncnt rl'ith a check sheet signed by departmcnt heads or others rcsoonsible.

Exit facilitres lor use in case of fire must be readily available. Although fire codes spell out exit requirements, it is easy for the doors to become blocked, stuck, locked, or in some other way inoperable. Proper fire ertinguishers should be kept readill' available, not buried

Story at a Glance

Fire satety ongoing proce. dures vigilance necessary in enforcing fire regulalions situation changes daily. conslanl effort by employees essential . major causes of f ire.

behind stock. Near stocks of paint, oil, and flammable solvents you need Class B types. Class A can be used for fires in ordinary combustible materials including wood. Electrical fires require Class C. Firearm system boxes should be freely accessible and plainly identified $'ith instructions on how to use them. Sprinklers must be kept in good condition and clear of stock with a clearance of 18-36 inches. Frequent checks should be made, especially after painting, to be sure that the heads are not clogged or corroded.

Nlisuse of electricity is the second greatest cause of fire. All wiring should be in strict conformity with code. Do not permit temporary or makeshift wiring. Extension cords should not be used as a substitute for fixed wiring installation. Correct

ii;': i,i:.:

ze fuses s ld be w'ith the a vers of f. and sw boxes kept rs and -operated td clean ubri

m AI fil n rg apwarlF ellds PI al.r itea.m

fireworks, and small arms nition. to name a feu. Your insurance carrier trol t€iresentative can adfu must be of fire import tbu

Make sure that they know their job and, often, their lives are on the line.

enelfur only because fails tp"eqforce.fire preventlon'?dactlces. rreventlon'?dactlces. be prev\nted. BBqSe

Most fires that you Stonct ldcat ins

tt!sx

"F{al rdpi ionq witlffi' inp

be eq hoses.

plazas with hose I90. mu kept y accessit valve nd nozzle

HANGING TOUGH

(Continued Jrun poge 9)

lTVo by the end of l98l and would fall to about l59o by the end of the first half in 1982.

Attendance at the four-day meeting was slightly under the total for the 1980 meeting. Registrations

were276, compared to 301, for 1980.

Dates for the WWPA Spring Meeting in San Francisco, at the St. Francis Hotel, are March 9-12.

SMILING lumbermen (smiling?) included (1) Harry Kennison, Kenneth W. Ford. (2) Joe Shipman, Ed Richards. (3) John & Lois Schick. (4) David Edgerton, Eetty & Linn Edlen. (5) M.J. Huetter, D. Harry 0lin. (6)

Jay Mohr, John Hampton. (7) Jerry Griffin, Carl Darrow. Bill Rooney. (8) Dick-and Eilie Davis. John Davis (no he'b not a relative), (9) Bob Bonner, Bill Buettner. (10) Mary & !9u Huber, Dick Bennett. (11) Gene Sjostrand. John King. (12) Bob Hunt, Howie lllter (13) Jim Garrett, Atan Goudy, Al 0'Brien. (14) Cecelia & Jim Acton, Mac & Dolores E!ley. (15) Jim 0'Donnell, Tope [lquf I]_q) Farl Bleile, Larry Sutten. Harry Bleile. (17) Kay Kahus. Hubert and Marjoriir Sager. (18) Dave Edgerton, Mac Cheattiam. JCTTV UUNOV.

fithers talk about being "around the l, horn" a few times-We've done it thousands of times.

Since the daln of the tall-masted schooners, Higgins Lumber Company has been importing, shipping and re-manufacturing the finest hardwoods and softwoods the world has to offer.

Lumber dealers, furniture and cabinet manufacturers throughout theWest know the Higgins name

lumber

stands tall for service and on-time delivery of the finest grades of hardwoods, softwoods, and plywoods. This service is provided from our 5 centrally located distribution centers.

From around the horn, or around the block, when you require the best, call:

for Buyn Industrial Supply Co., Lsrq Grove (San Diego), Cs., and are selling as Enarde InternationolCorp....

Closures and short shifts ftave become the norm for much of the Western lumber industry 56,878, or 5690 of the 102,000 sawmill employees in the West were either unemployed or work,iilg cu{tailed shifts recently . . , -As inventories decline at the ,rr*tail and wholesale level, con riern grows that mill level shut,,downs will cause shortages this ,"w.iitter. . . some experts feel the bottorn of the market will be reached this month as the effects of production shutdowns and curtailments reach their pek

Industry wags, battered by the toughest wood products market conditions in decades, remark that they have given up looking for the light at the end of the tunnel, saying that they're just trying tofind the tunnel.

A 2-year extension on sales contracts for the harvest of timber from the National Forests has been granted by the feds to prevent defaults on up to 20Vo of all National Forest timber ss,les

Falling to a6Vz year low, housing starts dropped 1.790 in Sept. from Aug. to a seasonally adjusted annual rate of 918,00; 38Vo behind last year's pace . bldg. permits declined for the 5th conseiutive mo., to a seasonally adjusted rate of 844,000

Foxwort h-Gatbraith Lumber Co. plans a new store in Yuma, Az. National Lumber Co. will open a 57,ffi0 sq. ft. store in Cathedral City (Palm Springs), Ca. early in '82 Agate Sales of Nevada, a new retailer in Dayton (Carsol City), Nv., is a sister co. of Agate Sales, Grass Valley, Ca., Rick Blakemore, mgr. . .

Yosemite Lumber, Fresno, Ca., is brokering direct to job

sites after closing its retail entity totally at the end of Aug. and leasing out the property; a flue on Sept. 22, burned the majority of the bldg., $600,000 damage estimated Orchard Supplyhas opened a new retail sf91g in s former Angels location inFresno, Ca. ".

Hubbard & Johnson has 3 of their No. Ca. strictly-contractor yards for sale, Napa, Fremont and Warm Springs, whichthey're operating at reduced levels; not affected are their Palo Alto, Saratoga, Mt. View, or San Jose, Ca., yards or their Grossmans stores . . a new Cros$man$.i.u t'.

Rancho Cuqamongc,,Qi., sfolking clear pine along with moulding and millwork

McDaniel Lumber, Consolidoted Lumber and Tri-Lumber. Eugane; Lindahl Lumfur, Junction City, and Bohemia Buildinp Supply, Cottage Grove, all in Or., have closed this year Crestwood Industries International Ltd., Vancouver, 8.C., has a new office in Bellewe, Wa. . .

wasopenedrecentlyinSanPablo, Ar,,ridisrict court jury awarded Ca. . Duke ":City Lumber Co., Albu. quefque, N.M., $1.3 million in a Furman Lumber, Inc. has breaCh of contract suit against formed a national accounts div.; Ponderasa Products for allegedly headquartered in Boston, Ma., it under-estimating the weight of has four additional sales offiCes woodchips and sawdust purincluding Portland, Or. chasedfromDukeCitysincelgT3 Knotlwood Corp., based in Santa American Can Co, and InterRosa, Ca., has moved its Beaver- national T&T are both trying to ton, Or., office to Portland . sell their forest products div.s, so PineLam, Inc, is a new firm far unsuccessfully . specializing in edge-glued panels started in Klamath Falls, Or., by Ron Davis and Ross Loveland .-. Weyerhaeusrt '96;'.,1liy,','pu*ing out of its 1.5 milti.n aire,.'hurdShuksan Lumber Mfg., Inc., wood concession on gointo : Arlington, Wa., is opening a new Georgia-Pacific Corp. is expand- offile in Fair Oaks, Ca., with ing its operations in Indonesia . Robert Vought and Bob Von- Burlington Northern.lnc. is shiftBargen aboard Agwood Mill ing headquarters from St. Paul, & Lumber.Inc., Ukiah, Ca., has Mn.; to Seattle, Wa., with moveopened an office in Seaside, Or., in slated for'83 . . Stu Robertson in charge The iiternitioiaf CoiFotenatid ,.Fiisttan Lumber Co., CloverOrder of Hoo-Hoo, the lumber- dale, Ca., is gearing down, runman's fraternity, plans early in nlnglonly their chipping opera'82 to move the Hq. office from tionsr,randnotplanningtore-open Norwood, Ma., to Gurdon, their lumber mill untilthe market Ar....

Al-Csl Wood Producls is a new Santa Rosa, €a., wholesale firm, started by Al Caldwell, exPreston Lumber Co., Cloverdale, Ca., dealing in lumber & byproducts Al Reed and Al Mar-

America is opening a manufacturing/operation and showroom inVernon, Ca. ., KaiserCement Corp, has ope,ngd,.,,,.O,elr',,,.iL'os Angeles, Ca., offices to serve as So. Ca. regional headquarters for sales, marketing and credit .

Kelleher

KelleherMoulding...

Growing

in a New Direction

The Kelleher Moulding Company has come to mean four things to those who know us-high quality, competitive pricing, super selection, and prompt, reliable servtce.

We at Kelleher hope that more of you will get to know us now that we have opened a full-service warehouse in Rancho Cucamonga. Warehouse manager Kevin O'Reilly and salesmen Harley Hart, John Hosea and Jack Butler are anxious to demonstrate Kelleher's remarkable capabilities.

They will show you an inventory that includes mouldings, millwork and clear pine lumber, all of the highest quality. We believe that our selection of mouldings in six species and more than 250 patterns is the most comprehensive you will find.

That selection, combined with the inventories in our Novato and Eureka warehouses, make Kelleher the only statewide moulding company in California. We're in Southern California now, and anxious to hear from you.

Kelleher Moulding Company

P.O. Box 310 9604 7th Street

Rancho Cucamonga, Ca. 91730 (714) 987-9544

ll|0 ilil0 ca]|$ t{il|l ll|0 Bt0 PR0r[$!

FAMOWOOD

is the PR(lFESSI(II{AL'S Att PURPOSE PLASTIC Boat builders, furniture makers, cabinet makers, etc. haie found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass! ::jtd*e, Ready to use right out of the can, Famowoodf applies like putty-sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not sum uo sander. Wateroroof a gum up sander. Waterproof and weatherproof when properly applied. -ae

*i'lilli.:r 16 matchins wood corors

BEVERLY MANUFACTURING C()MPANY

91i8 S. Main Street .Los Angeles, Calif. 90003, P.C. Box 73233

Manulacturers of Famowood, Famoglare, Famosolyent 0islribulor and oealar In{uiries Invit.d

NOVEMBER

National Forest Products Association-Nov. E-11, meeting, Del Coronado Hotel, San Diego, Ca.

National Building Material Distributors Association-Nov. 9-11, 3fth annual fall convention, The Atlanta Hilton, Atlanta, Ga.

National Paint Distributors, Inc.-Nov. 10-19, convention, Hyatt Regency, Chicago, Il.

Lumber Association of Southern California-Nov. 11-15, annual management conference, Spa Hotel, Palm Springs, Ca.

Los Angeles Hardwood Lumberman's Club-Nov. 12' lunch meeting, Industry Hill Country Club, City of Industry, Ca.

Western Building Material Association-Nov. 14-17, Tgth annual convention/building products showcase, Marriott

_ Hotel, Portland, Or.

Forest Products Research Society-Nov. lg-20, Northern California Section fall meeting-Mansion Inn, Sacramento, Ca,

Inland Empire Hoo-Hoo Club-Nov. 20, meeting, Seven Hills Country Club, Hemet, Ca.

Enersource, Inc.-Nov. 20-21, site-built solar system workshop, Holiday Inn-Downtown, Denver, Co.

Lumber Merchants Association of Northern California-Nov. 24, Advertising Workshop, Holiday Inn, San Jose, Ca.

DECEMBER

National Forest Products Association, American Plywood Association, Western Wood Products Association-Dec. 34, co-sponsored Export Seminar, Portland, Or.

Los Angeles Hardwood Lumberman's Club-Dec. 3, Christmas party, cocktails, 7 p.m.; dinner, 8 p.m., The Castaway, 1250 Harvard Rd., Burbank, Ca.

JANUARY

National Association of Wholesaler-Distributors-Jan. 8-12. annual meeting, The Canyon Hotel, Palm Springs, Ca, Los Angeles Hardwood Lumberman's Club-Jan. 14, lunch meeting, Steven's Steak House, City of Commerce, Ca, Budrow & Co.-Jan. 17, Fiesta Days annual show, 14O30 Gannet St., Santa Fe Springs, Ca.

National Housewares Manufacturers Association-Jan. lE-21, 76th semi-annual housewares exposition, McCormick Place,/McCormick Place West, Chicago, Il.

National Association of Home Builders-Jan. 22-25. annual convention, Las Vegas Convention Center, Las Vegas, Nv.

Want to see your organization in print? Send us information including date and place on your next meeting, convention, or social event for the Calendar. Please make sure that we receive it at least six weeks ahead of the date and be sure to include your name, address, and telephone number.

gomnlWlnlpralahnhw

Aggressive dealer can overcome down trend

FIEALERS in small towns and Erural communities in manY areas of the West are defying lousy business conditions reports and are continuing to thrive by practicing aggressive merchandising and offering super values.

A good example of this strategy is found in the grand opening of the Lakeport Branch of Alfaro & Stanley Building Supplies in Lakeport, Ca., population 3005.

Don Alfaro and Dennis Stanley, owner/managers, offered real sales values with 9090 of the merchandise in the combination lumber and hardware store on sale with a max-

PARKING was strung out along the road as most of the town came to the grand opening. Carnival atmosphere and good shopping made the opening a community event.

imum 2090 markup. They had plenty of merchandise to back up requests and attracted large crowds of buyers.

In addition to good prices, they

Story at a Glance

Rural dealer expands. uses aggressive merchandising to defy economic trends community responds to good buys. created a good mood carnival atmosphere for shoppers with 100 cokes and hot dogs as well as clown and hot air balloon rides. Local newspaper advertising and radio commercials ballyhooed the event at their warehouse-type facility on the outer edges of town.

Live coverage of the opening was provided by a local radio station disc jockey. Manufacturer reps such as Lois Bright, Simpson Building Supply Co., Santa Clara, Ca., were given an opportunity to go on the air and plug their products. Simpson sales alone consisted of six units of redwood plywood and l0 cartons of paneling, pretty good for an area with a small population.

The original Alfaro & Stanley Building Supplies store in Ft. Bragg, Ca., was opened five years ago by the partners.

Bronds you ore bronds know well thot sell!

G00D SERVICE as well as good buys were important at the grand opening of Alfaro & Stanley Building Supplies, Lakeport, Ca. Jack Strulhers, business mgr., Don Alfaro, Lakeport mgr., Dennis Stanley, mgr. of original Ft. Bragg; Ca., store; Alan Cowell and Steve Mankinen, salesmen, took care of lhe customers.

never let you down

Celotex ..iling, sell themselves lo your customers becouse they off er f ive vorious methods of inslolloiion. A big selling point, indeed! A profit moker for you! Mony pofterns to choose give your cuslomer onother plus in selecting Celotex ceilings. Shhhh ! Your customer likes the noise obsorbing quolities of Celoiex ceilings, too.

never leoves you out in the cold

Cut energy costs I Conserves energy itself !

When you offer Celotex Thermox sheothing ond it's combined with fibergloss insulotion wifh conventionol 2 x 4 frorning, your customer hos on energy-ef f icient insuloting system f or new buildings ond odditions thot won't leove him oul in the cold.

HOME GENTER MERGHANT

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place innovations in marketing are San Diego, Ca. 92128 phenomenal; however, a buying decision is no longer the buyer's decision. At the

AS MORE and more contract typical major home center the buyer is

Illumberyards convert into do-it- "helped" by his merchandise manager, yourself home centers in rural areas and the controller, the sales promotion neighborhood communities and the manager, the marketing director, the giants continue to invade the urban areas computer, the district supervisor and the along the major thoroughfares, area manager at the store level. manufacturers and distributors may find Five years ago the average dealer had they are asked to play a new role. never heard of the expression "stock

offer of collateral services: prepricing' advertising, circulars, signing, display' store layout programs, sales training, and employee indentification.

The do-it-yourself retailer now recognizes his role as a purchasing agent for his customer needs, not as an outlet for the manufacturer, the mill, and asks the distributor for more help than ever before. Look at what it takes to fill the bag of the salesman now calling on this new breed of retailer. It must contain how-to-displays. POP displays can no longer just look pretty. They must show and tell. They are the silent and maybe not-so-silent salesmen which give the homeowner the confidence to do the job himself. How-1o displays can show stepby-step instructions on how to hang the door, or how to proPerlY measure for window replacements, or how to assemble a tub enclosure.

The bag must contain clinics and demonstrations. (I define in-store demonstrations as a short-term pitch that tells how a product is used.) These demonstrations are held at high traffic periods in main-aisle locations within the store. The retailer knows that a demonstration is his best media for product promotions.

A clinic is a two-hour session, off the floor, that teaches the homeowner how to

It's not price alone that attracts dealers

The retailer of the 80's, the big movers keeping unit'" Today, SKU and "open of building material products, have to buy" are branded on his rump. Every highly sophisticated systems and pro- retailer has his floor totally covered with cedures, each with his own unique opera- display and inventory. Almost every new tional problems. Yet few suppliers are item introduced to a store requires the familiar with all the decisions that have to discontinuance of an existing SKU. And be made before a retailer buys a new pro- today, through trade associations and induct or changes a product line. More than dustry conferences, the "Mom and Pop" just the quantity to order, the merchant is lumberyards and hardware stores have concerned with coordinating deliveries, available to them more professionalism promotions, displays, signing, pricing, and more expertise than ever before to sales training, automatic re-ordering, direct them in their retailing operation. terms, and so on.

The day ofthe hip shooter is over. The to today's successful suppliers. It's their

(Please tunt to page 67)

TTIE, PI}TWOOD MARKET'S RIPEINIO\AA.

Thanks to some great teamwork with Roberts & Dybdahl,Inc.

As ot-tc of V/ill,ttttctt-.'. higgc.t plvn,,,'J uh,'lc.,rlers in the \{i.lriesr, !. i'., thev share tl-re fresh € facts on the regionirl : building materials scene from the ir headq uarter,. in Des N1oines. Ancl \\'e Support tl-re-ur $ ith the to1-r qlralit\ pl\.uo,r.l, lrrntber llntl respr)llslve scrvtce t' tlrrrt h,rr Irclpe.l R, 'l.ert' \ t\ l..l.rlrl ttllcltd tltc il)Llu\fn rn tl're t-ration's firotll-,askct.

"\Vc'r'e l.ctn

havc nothitrg [..trt respcct firr tl'rcnr, " sats Hou ar.l Rol.g11, Presr.lcr-rt tri tl-re hrn'r.

I I,,tt,tt,l li',l,.rtr. 1\i 'i,i.nr.

" \\ri I liirucrf e's .lrstril.rrror"rlr't)lr'.1. Tit, r trt.rk. l.rtr ittl.t hrcc:c. ii irh gr,,.,.l scrvicc .rn.] rcchn rcei ti, l11,\\'-1hp,.,,rgir. .{nJ thev ahvavs srrck l.r us," rr.i.ls

Hul. [)r'l..irrh], \/ice Prcsr.lcnt rrn.l Srrlcs \lrrrrrrger lirr rlte c(rnrprn\'.

I lt,1 t ,1 ;.,/rl \i., /',..r,1 r,r

\\( C{)lll\lll I \ll\'lf

i Excc1.1 rLr lr.ltl f lurr otrr

u , ()\\'n firrcstlltnJs trtrovitlc nr()rc tlrrlr) hulf of the rtrri' nrirterial nectls firr orrr rrrills lrnr'l 1.1111155 1y1 the \\tsr;rrrrl Sotrtl'r. Str / ir-r rr.l.lrtion [() ()Llr peoplc i ;tttrl oLtr pro.lucts, yorr .,.'' , ctrn.]el.en.l ()n our c()fn. : ,i pllr-r\''s L.rtra.l resources. \\i r . gr 't :r grcrrr rltirrg gron ing n itl'r Roberts & [)rhJahl. .A.n.] ,.rvcr ir thousantl other crelr rr- ot-the-crt,l' n l'r, r les alcrs rrntl rlrsrrrl-rrrrors. Isn't ir tnnr n c nrrirle vorrr joh li lirtlc crr:icrl

Relax. You ve got Willamette.

Willamette Industries, Inc. lrrr[rer & P y,,vood S:r cs D vision

\\eslc,f Lu'nlte. arrrl P ywoocl

PO Bor 907 A barv OR 97321 503 926 //71

Slulferi Lurritcr ard Ply,"vood

PC 8ox 1100 Rlsto:r LA7127A

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Trees arE A-er ca s reneylab/e resourae

FT(|(|N SENVIGE $UPPIY C(l.

IETHARGY and mediocrity are attibtudes that have no place in the type of economy facing us today.

"There is nothing I can do about it, " is a quote that arises when things get tough. You can't sit back and wait for something to happen. What ever happens in your sales is what you make happen. Almost every industry is down but that is no reason to sit back with an agonized expression and bear the pain. .d"

Solid I Parquet tlalbo Flooring

The only complete DIY line, plus pre-stained mouldings to go with it. A low maintenance product, a true peel & place DIY wood tile.

Plenty of dealer merchandising aids.

Money is being spent by workers and ' i whether you get your share of the spendable dollar available is up to you. The inflation is slowing. Government at the federal level is taking major actions that are not readily apparent in regards to modifying regulations to ease the impact on the businessman. There are hundreds of regulations that are being scrutinized by federal agencies which have been told to pare back regs and make them cost effective. Reagan has told his cabinet officers that if the regulation is not cost effective, we will not publish it. It must achieve more than the cost of implementation.

The nation is suffering an illness and rather than give it a quick shot of adrenaline which will boost the economy temporarily then wear off, Reagan has prescribed bed rest and slow recuperation. Once all of the administration's actions are in progress there should be a gradual and steady improvement in inflation, the economy and employment, most of all the total cost of government.

In the interim each of us must remember that we are not the only businessmen showing a decrease in business. As long as most of us are in the same condition we can at least say we are average for the industry. Chances are that retail trade will show an increase in activity at the end of the first quarter of I 982. But all predictions for housing €ue that improvements will not be seen until at least the third quarter of'82.

If each dealer will continue to think in a positive vein, watch inventories and operating costs, he will capture his share of the spendable dollars available. The dealers with whom we have spoken in the LMA area share this belief and those taking an active role in improving the productivity of employees through training and motivation are showing an increase in consumer sales. If a few can do it. others can!

We'reGoingComputer

The transfer of circulation records for The Merchont Magazine to a new computer system is being completed.

Although the system eventually will facilitate the record keeping of subscriber files, there is always the possibility of a computer goof in these initial stages of operation.

If this happens to you, please accept our apologies and have patience with our computer. It's just learning the job! If you have problems, just call or write and we'll straighten it out for you.

"The product with the selling edge"

FRED CARUSO executive secretary

ClOtvIp 8,000 miles and 238 personal rEvisits in 45 davs to lumber dealers throughout the region was part of a pilot program to determine the feasibility of an association field services operation and to develop guidelines for such activities.

Harold Gray conducted the summer program, visiting non-members to encourage them to join their association and take part in seminars and programs. Calls were made mostly in small towns located in northern N.M., southern Wy., southeastern Id.. northern Ut. and most of Co.

He visited an average of 28 dealerships per week, driving some 175 miles per day between dozens of far flung towns, He also updated information necessary for the MSLDA Directory and mailing records.

He has prepared a report which will help the Board determine whether to continue or expand a field services operation.

We are gearing up to offer educational programs to a large number of people in the coming year under the direction of a newly appointed education-training committee, chaired by Jerry Tracy, Jackson Lumber, Jackson, Wy. They met recently in Denver to study all aspects of lumber educational programs.

The committee reviewed edsting pro-

grams to determine the most popular and effective. They will continue to identify opportunities and problem areas and make recommendations on the most effective programs.

Nineteen new dealer members have joined MSLDA. From Colorado: Blue Spruce Building Materials, Inc., Lake City; Fowler Supply, Fowler; Grand Mesa Lumber Yard, Delta; Midwest Seed and Lumber Co., Lamar; Milligan Lumber

Co., Fort Collins; Ray Lumber Co', Pagosa Springs; Tomkins Hardware & Lumber Co., Creede; Vermillion Building Center, Limon; Western Lumber Co., Gunnison, and Wray Lumber Company, Wray.

Idaho: Crofts and Tew Home Center, Firth, and Lost River Lumber Co., Arco.

New Mexico: Red River Lumber Co., Red River, and R.S. Palmer, Inc., Deming.

Utah: Fullmer's Mill & Supply, Inc., Logan; Kamas Lumber & Hardware, Kamas; Stringham True Value Home Center, Garden City, and Trans-West Building Supply, Inc., Midvale.

Wyoming: Saratoga CashwaY Lumber, Inc., Saratoga.

These bring to 36 the new members joining during 1981.

Western Building Material Association

P. O. Box 1699, Olympia, Wash. 98501, (206) 943-3054

i.:tilllllltli:l:.i:li

lF PROSPECTIVE home buyers and lbuilders can wait until the summer of 1982, the prime rate could dip as low as l09o with mortgage rates hovering near the l39o mark, according to Thomas R. Harter, chief economist for the Mortgage Bankers Association. He indicated that the effect of the Reagan Administration's stringent fiscal and monetary policy may be to reduce national mortgage rates to as low as l39o

by next summer. Mortgage rates recently have been averaging 170/o and the prime rate about 200/0. He also predicted that lower mortgage rates of between l49o and 1590 by this month combined with lower construction loan costs will allow builders to buy down interest rates for potential home buyers more effectively. When "buying down," a developer assumes part of the cost of interest in order to atfiact a home buyer by offering lower interest rates.

The Fedral Home Loan Mortgage (Please turn to page 67)

V'tthiastoi

Gelebrating the big seven.o

THE occasion of a 70th birth- t day for any firm calls foramajor celebration and the Frost Hardwood Lumber Co. did just that on its 70th by having more than 600 guests in to look over their new four acre Miramar facility on the northern edge of San Diego, Ca. Contrary to inaccurate reports appearing elsewhere, the new facility is an addi-

Story at a Glance

Family owned hardwood firm celebrates 70th blrthday and the opening of an additlonal facility.

tion to their downtown San Diego facility, which the company intends to operate permanently.

Included on the multi-acre Miramar site is a 29,000 sq. ft. warehouse, built by San Antonio Pole Construction Co.; the only dry kiln in San Diego County; and a spe-

(Please turn to page 55)

George Gildred with Julie & Lewis. (4) Jerry Houston, Lowell Jones, Paul Alsing. (5) Dave Williamson, Wayne Wiggleton, John & Rhonda Ball, Tony Jauregui, Jr., Gary Dennis. (6) Edd Hilton, Allen & Judy Garrett. (7) Gene Trepte, Cal Cardiff, John Bolger. (8)

John Mallard, George 0lmstead, John Nauman. (9) Jim Austin, David Kibbee, Earleen Griep. (10) Jim Summerlin, Craig Kincaid. (11) Curly Thompson, Ray Lynskey, Art Hartl. (12) Frank Rhoades, Pete Peterson, Bud Baker.

TWO OLD San Diego lirms are represented by this foresome (1)G.T. Frost, Gordie Frost of Frost Hardwood Lumber Co., celebrating its 70th birthday; Bill Cowling, Scott Cowi: ing, Dixieline Lumber, founded in 1913; (2) Bruce Frost, Ray Bumbaugh. (3) Alison &

Housing & the Ballot Box

Record high interest rates have forced the housing inlustry into its worst production slump since World War lI and have priced all but the wealthy out of the housing narket, warned Herman J. Smith, president of the Na.ional Association of Home Builders, in testimony refore the House Subcommittee on Housing and Comnunity Development.

Smith warned that unless the Congress and the Adninistration did something soon to bring down interest 'ates, the shortage of affordable housing would become a najor "ballot box issue" in the 1982 and 1984 elections.

At today's 17 %0/o mortgage interest rate, the payrirent rn a modest $60,000 mortgage loan is $880 a month, ilmost double the payment of two years ago and requirng an annual income of almost $40,000, Smith noted. 'Virtually no first-time buyers qualify for a home at .hose interest rates. "

Estimating demand at morethan 2 million new housing units annually throughout the 1980s, he said that the nation's housing shortfall, between this year and last, already amounted to 2 million units. Smith said that the August single-family starts rate was 61.2s/o below the peak rate in 1978 and the lowest level of single-family building since the government began keeping those figures.

Total housing starts in l98l may end up at only 1.07 million units, Smith predicted. But, he cautioned, without a sharp decline in interest rates soon, the current housing recession could deepen next year. The September unemployment rate of 16.390 in the construction trades, he said, would likely increase to l99o by Christmas, before going higher yet in early 1982.

Smith said that Administration proposals to impose a ceiling upon the Government National Mortgage Association's (GNMA) purchase of non-subsidized FHA mortgages and VA-guaranteed loans would further undermine housing opportunities for first-time buyers and veterans and have a severe impact on the housing industry. FHA and VA mortgages, at no cost to the government, represent "the only significant source of fixedrate, long-term mortgages" now available to home buyers, Smith said. In last year's depressed market, they accounted for 22Vo of total housing starts, he said.

Wood Exports Decline

Wood products exports from the United States for l98l are forecast to decline for the first time in five years. A major dip in the Japanese housing market, the European recession, and a rapidly rising U.S. dollar are sharply dampening shipments.

Total exports are down 27s/o for the first several months of the year. National Forest Products Association forecasts they will total $3.1 billion and be down 169o for all of l98l versus 1980. Because these figures reflect sharply lower prices from the prior year, the dip in volume will not be as great as that reflected in dollars.

Softwood plywood provides the only stellar performance of U.S. export statistics, showing a 450/o increase for the first seven months, due mainly to an increase in shipments to Canada, the British Columbia strike, and a 2490 increase in shipments to Europe. U.S. imports of wood products were up l39o for seven months and will probably be up l09o and total $3.3 billion for the entire vear.

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

Lemmie C. Morewood Consulting PhD.

llllr z I 3' lJHiffifff

Young Named'Lumberman'

Richard D. Young has been selected as Lumberman of the Year by Shasta Cascade Hoo-Hoo Club. This honor is awarded to a member of the lumber industry whose contributions have been recognized as outstanding in the field.

Mr. Young was born on December 23, 1898, in Stevensville, Mt. He landed his first job in 1914, working in a sawmill in Warland, Mt., "picking edges. " Some of the other jobs he learned while employed there included pulling green chain, loading dry lumber onto buggies, hand-trimming lumber and working with a lumber grader.

Grading lumber looked like the thing to learn, to Richard. In 1918, he became a certified grader from the old Western White Pine Association. l92l found him grading lumber for Lamb Lumber Co., Klamath Falls, Or. In 1925, Weyerhaeuser Corp. was building what they called Camp #10 in Lewiston, Id. Dick got a job cooking at first; then back into lumber grading. That lasted from August 8,1927, until 1947. In 1933, the Western White Pine Association and California Sugar Pine Association merged to form what became the predecessor to today's Western Wood Products Association. All

W.W.P.A. lumber graders are dated from 1933. Dick's number? He is W.W.P.A. Grader Number 27. This makes him the oldest living grader in the association.

1947 found Dick managing the Western Montana Lumber Co..

Missoula, Mt. That continued until 1950, when he had a short stay managing Meadow Valley Lumber Co. , Quincy, Ca., and later that year, Vaughan Lumber Co., Central Valley, Ca.

He seized an opportunity early in 1951 to manage another sawmill in Hayfork, Ca., Crawford Lumber, long since gone from the scene. A move back to Redding in 1953, found Dick in another lumber grading job at Shasta Box. In 1956, he took the head-grader job at Central Valley, Ca., for the late Bill Main. When Main Industries moved to Bieber, Ca., Dick did the same and graded lumber for the next 12 years. Part of the time from l97l to 1980, hegraded lumber for Northwood Lumber Sales; and today, he is still on a parttime basis working as a grader for Big Pine Lumber Co., Redding, Ca.

RICHARD D. YOUNG

Nonhousing Market Bright

Statistics indicate that the continued relative strength of several nonhousing markets which have been targets of plywood promotion efforts on a consistent basis has compensated tangibly for at least some of the housing losses, according to the American Plywood Association market research staff.

They estimate that new residential construction consumed 3290 of the l2.l billion square feet (3/8" basis) of panel industry production through the first eight months of 1981.

But nonhousing market consumption was 8.3 billion square feet or 6890 of the total, a dramatic 1.2 billion more than was achieved in the same period last year. It is also close to a billion square feet greater than the nonhousing market penetration in the first eight months of 1979, a much brighter period in the national economy.

Nonhousing activity indicators show some of the areas where increased volume is going. The nonresidential building sector, for example, was up l59o through August according to F.W. Dodge.

Home additions were up in the ear-

ly part of the year from an exceptionally strong 1980. Although slackening to some degree currently, this sector has added significant volume in l98l and continues to be important.

California Business in 1982

With both a 9s/o rate of inflation and a 390 real gain in personal income expected, next year may mark the light at the end of the tunnel for California's economy and many of its residents.

Economic Outlook: California 1982, a report from the Bank of America, says overall the state is expected to experience "continued moderate growth," with its estimated gross state product reaching $407 billional2.5t/o gain over 1981, and a 3.590 real gain after inflation. Maintaining a record begun in 1973, California's economy will continue to outperform the rest of the nation, says the report.

New residential construction and sales of existing houses, mainstays in the state's economy, are expected to increase about 20 to 3090 over 198 l.

The major stumbling block in California's housing marketaffordabilityis expected to be diminished by lower interest rates

and the expansion of alternative mortgage instruments.

"These loans are designed both to help lenders avoid funding problems and to provide more money to the real estate market," says the forecast.

Despite the positive outlook for housing, the median home price in California will surpass the national figure by almost 5090. This means that today's household would need a yearly income in excess of $45,000 to qualify for a home mortgage loan at current interest rates.

Retail Yard Goes Hollywood

The first new lumber yard to be opened in Hollywood, Ca., since the late '40s is Anawalt Lumber Co. at l00l N. Highland Ave.

In the purchase negotiations, the fourth generation Los Angeles, Ca., lumber family discovered that Kerchkhoff-Cuzner Mill and Lumber Co. occupied the site from 1922to 1944. A historic photo of this old yard will be displayed at the new store.

The last new lumber yard in the Hollywood area was Anawalt's West Hollywood location which opened in 1948.

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Z-Bick and Cabot stains.

Better than ever

Many lumber firms have been forced by circumstances to spring Phoenix-like from the ashes of a disastrous fire in an attempt to retain their momentum. In some cases they come back better than ever.

A good example is the ABC Lumber Co. of Costa Mesa, C&., which suffered a $l million loss in a July, 1980, fire. Operating out of temporary quarters while rebuilding, it survived and is now ensconsed in handsome new quarters, where they recently celebrated with the grand opening pictured here.

Now owned by Jim Moore and Paul Setzer, the firm was founded in 1945 and operates on a 65,000 sq. ft. piece of property, with a 20,000 sq. ft. cement building, the balance of the property being devoted to parking, landscaping, driveways and the like. All lumber is stored inside the building in conformance with local codes.

The business balance is roughly 4090 selected industrial accounts, 3090 do-it-yourselfers, l59o selected contractor/remodeler with the balance in miscellaneous categories.

General manager Mike Jamieson reports that business has been brisk for the firm since opening the new store.

OWNERS (1) Paul Setzer and Jim Moore. (2)

Chris & Mike Jamieson,ABC's gen. mgr. (3) Ted & Rosie Gilbert. (4) Roy & Dorothy Carroll. (5) Dick Hotaling, John Hollstein. (6) Audrey & Chuck Lember, Lee Langley. (7) Clint & Linda Bower, with Clint Jr. (8) Ted

Schafer, Ray Provost. (9) Leslie Feducia, Mark Louvier. (10) Rodger Morris, Jack Price. (11) Pete Clough, Nelson Sembach. (12) Karen Prim, Michele Alexander, George 0tto, Jerry Higman. (13) Audrey & Jim M oore.

Club sips in a new year

LAUNCHING a new club year with installation of officers, Black Bart Hoo-Hoo Club, Ukiah, Ca., hosted the ladies at a dinner and wine tasting at ltalian Swiss Colony, Asti, Ca. (Top left) Betty & Ted Schoen. Diane Mayfield, Jean Gamble. (L0w0r lott) Roy Nielsen, new pres., Dave Damon, retiring pres. and chairman lor the evening. Elmer & Jan McDade.

Colo. Firm Region Winner

Gitting Lumber Co., Denver, Co., has been named West Region winner in the l98l competition for the Van Kirk Award as Wholesaler of the Year in the program sponsored annually by the National Building Material Distributors Association.

Gitting and five other regional winners will be considered by a special panel of NBMDA manufacturer members. Announcement of the winner will be made Nov. 10.

Higlt Quality

FL0ATING ARTIFACT, Lightship No. 604, the Columbia, serves as a oermanent exhibit at the Columbia River Maritime Museum. Astoria. 0r. Last active lightship on the West Coast, the vessel stood vigil olf the lour-mile-wide mouth ol the Columbia River for 30 vears before being retired. The museum's exterior walls are sheath-ed in handsplit red cedar shakes, pressure treated by J. H. Baxter & Co., Portland, 0r., with NCX lire-retardant formulation f rom Koppers Co., Inc. The 339 piles ranging lrom 45 to 60 ft. in length came from the Danl & Russell, Inc., plant at Norlh Plains, 0r.

Lee Altman has been named mgr. of the 84 Lumber Co. store in Ventura, Ca.

Rick llores rs now handung plywood exports at the international sales div. of Boise Cascade, Portland, Or.

Robert Vought and Bob VonBargen are staffing the Fair Oaks, Ca., office of Shuksan Lumber Mfg., Inc., Arlington, Wa.

Bob Dunlap, pres., Dunlap Forest Products, Inc., Scottsdale, Az., is back in the office after a two week mill trip throughout N.M., Co. and Ut.

Dale Eichar, sawmill superintendent, Miller Redwood Co., Crescent City, Ca., is the newly elected pres. of the Redwood Inspection Service, San Francisco, Ca.,; Jack Razzeto, Rounds Distribution and Cloverdale Remanufacturing, Louisiana Pacific Corp., Cloverdale, Ca., v.p.; Peter Johnson, Jr., gen. mgr.-sec. treas. Warren D. Flinchpaugh, exec. v.p.-operations, the Pacific Lumber Co., Scotia, Ca., is the retiring pres.

Frank Wean has been named sales rep for the Nicolai Co., Portland, Or., according to John W. Lindsey, v.p. of marketing, in So. Ca. and Az., reporting to Bob Beckstrom, Southwest Area sales mgr.

Vivian Field, Lane-Stanton-Vance Lumber Co. , City of Industry, Ca., received a trip to Hawaii in recognition of her 25 years with the company.

Bob & Beverly Greenwell, A & G Lumber Co., Culver City, Ca., enjoyed a Caribbean cruise including Puerto Rico, the Bahamas and Virgin Islands.

Robert K. Close has been appointed district sales mgr. for the West Coast by AFCO Industries, Diboll, Tx., according to David G. Bancroft.

Don Renwick has joined Hampton Industrial Forest Products, Portland, Or., as a trader, according to Dennis Miller, general mgr.

Arden Dunker is now mgr. of plants and equipment for Idaho Timber Corp., Boise, Id. Retha Hull has been named sales mgr. of Idaho Timber Corp. of Texas with Rick Reeves, sales rep, according to Larry Williams, pres.

Dick Goos and Craig Rohlfing, formerly of Buckeye-Pacific, are heading the dimension lumber dept. at Arthur A. Pozzi Co., Portland, Or., according to Bob Borghont, mgr.

Clint Bower, Mariner's Forest Products, Santa Ana, Ca., has been on a buying trip to Indiana and North Carolina.

Marshall Lauch is heading Crestwood Industries lnternational Ltd.'s, Vancouver, B.C., newly opened office in Bellevue. Wa.

Bard Brown is new at Pacific Basin Forest Products, Portland, Or.

James Eisses has been named corporate director of engineered products for Louisiana-Pacific Corp., Portland, Or., according to Harry A. Merlo, chairman and pres.

Kevin O'Reilly is managing the new Kelleher Moulding Co., Inc. distribution center at Rancho Cucamonga, Ca., according to John S. Ahlers, mgr. of the San Rafael, Ca., firm.

William Buettner, United Wholesale Lumber Co., Montebello, Ca., is now celebrating his 5fth year in the lumber biz.

Rich Wilson has joined California Builders Supply as a product mgr. Roger Hensell is new in sales for the Sacramento, Ca., based firm.

"Hap" Hasty, Schmidbauer Lumber Co., Eureka, Ca., has been in So. Ca. on business.

Bud Perkins, Setzer Forest Products, Sacramento, Ca., is back from a two week fishing float trip in Alaska.

November, 1981

Skip Cheak, Norfield Sales & Service, Chico, Ca., was recently in Ft. Worth, Tx., on business, just in time to be caught by the heavy rains and flooding.

David Anawalt will be v.p. and gen. mgr. of the new Anawalt Lumber Co. yard in Hollywood, Ca.; Dennis Poor, mgr.; M. "Chuck" Holden, hardware; Mits Nishizawa, nursery.

Ed Fountain, Sr., pres., Ed Fountain Lumber Co., Los Angeles, Ca,, spent ten successful hunting days in Colorado recently.

Dwight Hayes is the new pres. of Inland Empire Hoo-Hoo Club, West Covina, Ca.; Terry Patrick, v.p.; Walter Smith, sec.; Ron Mason, treas.; Steve Gabbert, Harold Schuh, Bill Morris, Mark Blakeslee, directors.

Eric Sullwold, owner/mgr., and Louis Sanchez, hardware mgr., Carpinteria Valley Lumber Co., recently visited Simpson Building Supply Co. production facilities in Shelton, Wa.

Willism T. Creson, pres., Crown Zellerbach Corp., San Francisco, Ca., is filling the position of chairman and c.e.o. vacated by the resignation of C. Raymond Dahl. Charles S. LaFollette, exec. v.p., also has left the company to join CBS, Inc.

Stu Robertson is staffing the new Agwood Mill & Lumber Inc. office at Seaside, Or.

George Little, Union Forest Products, Stockton, Ca., was recently scuba diving for lobsters off So. Ca.'s Channel Islands.

Frank Langfitt, senior v.p., wood products sales, has retired from GeorgiaPacific after 35 years.

John Nero is new to industrial sales at Tree Products Co., Lake Oswego. Or. ke Durham. Treated Pole Builders, Ontario, Ca., and his wife, Juanita, are back from a 6,000 mile vacation through Tenn., Louisiana and Tx.

Ted Mathews and Chuck Wills are back from some steelhead fishing on the McKenzie River, Eugene, Or., courtesy of Bohemia, Inc.

Myron DuBain, chairman of the board, pres. and c.e.o. of Fireman's Fund Insurance Companies, San Francisco, Ca., has been elected to the board of the San Francisco based Potlatch Corp.

Jerry Williams, past pres. of the Western Building Materials Association, has just returned from Japan and the People's Republic of China where he was delegation leader for a People-to-People Wood Products and Building Materials project.

Ralph, Rick and John Hagle were at the wheel of the Hagle Lumber Co., Inc. sponsored car in the recent Barstow (Ca.) 350 race. With the help of Joe "Too Hip" Ferreira and Steve "Hike for Help" Hill as co-drivers, they finished l2th in the 2/1600 class despite a breakdown after 225 miles, according to Steven D. Hill, v.p. of the Somis, Ca., firm.

Jim Murray, Louisiana-Pacific's Sonora Div., Standard, Ca., was recently in So. Ca. on company business.

Jerry McGuire, Cal-Forest Lumber Co., Gardena, Ca., has been in Hawaii on vacation.

Scott Gates, South Bay Forest Products, is back at his Phoenix, Az., office after a trip to Hq. at Orange, Ca.

Dennis Richardson, John Hollstein, Roger Braniger, & Doug Willis, South Bay Forest Products, Orange, Ca., were recently at Lake Mojave, Ca., on a long weekend sabbatical.

Genevieve Hussey and Lynne McKinney, senior secretaries at Simpson Timber, Seattle, Wa. have retired.

Gary Hartman, Forest Products Transportation, Ukiah, Ca., was recently in So. Ca. on business.

(Please turn to pase 42)

MORE PERSONALS

(Continued J'rom page 41)

Warren Haskins, All Coast Lumber Co., Chino, Ca., is at home recuping from cardiac arrest.

John A. Georges, vice chairman, wood products and paper, is the new pres. of International Paper Co.; Donald P. Brennan was named senior v.p. for land, timber, wood products, minerals, and diversified business.

Steve Snavely has moved his wife, Peggy, and son, Patrick, to Tempe, Az., where he assumed duties as pres. and gen. mgr. of the Western div. of Snavely Forest Products. He will headquarter in the Phoenix, Az., office with Chris Lueck continuing as mgr. of the Phoenix distribution yard, and Keith Gordon as mgr. of the Medford, Or., office.

Bud Baker, Baker Hardwood, San Diego, Ca., has returned from a tour of eastern U.S. and Canadian mills plus a touch of vacation.

Frank Stanek is now sales mgr. at D.G. Shelter Products, Klamath Falls, Or.

Rich Stoltz has joined sales at Rounds Distribution, Cloverdale, Ca.

Xen Tinckler, Stahl Lumber Co., Los Angeles, Ca., and his wife, Jo, have returned from the National Hardwood Lumber Association meeting in New York, where he completed a six year stint on the board of directors.

Dana M. Gibbons has been promoted to personnel mgr. at Georgia Pacific, Portland, Or., succeeding Walter B. Cheatham who transferred to the Southern Div., Augusta, Ga. Donna E. Lathrop has been promoted to personnel mgr. of the Distribution Div.

John Rysdorp has been promoted to mgr., marketing services/product development at Simpson Timber Co., Seattle, Wa., according to Tom Ingham, v.p. marketing. He replaces E.D. "Pit" Reiten. director of marketing services and research, who is retiring after 29 years with the company.

Bob Walzer is the new sales mgr. at Arden Lumber Co., Colville, Wa.

Harold Fay, Contact Lumber Co., Portland, Or., and his wife, Nadine,' are parents of a daughter, Anu Marie, born Oct. 19, 1981, weighing 8 lbs. 8 ozs.

John Lindsay is the new director of marketing at Nicolai Co., Portland, Or.

Paul McKay and Mike Ploghoft have joined the import div. of Contact Lumber Co.. Portland. Or.

UP Increases Capacity

Union Pacific Railroad has opened a $9.3 million switching yard at Yermo, Ca. The l2O acre,2O track freight car classification facility lies 160 miles northeast of Los Angeles. It is a major item in a $22 million construction program undertaken this year to increase capacity on their main line in Ut., So. Nv. and So. Ca.

Other improYements on the high desert, at UP's Los Angeles terminal and on the connecting line to the harbor area at Long Beach and San Pedro bring the total cost in Southern California to $12.2 million. New sidings and extensions in Nevadawill cost S8.4 million.

With track room for more than 1,000 freight cars and run-through tracks for coal and grain trains, the new Yermo yard will speed train handling at the Salt Lake City and Los Angeles terminals. Four new receiving/departure tracks have room for another 450 cars.

Incoming westbound freight cars will be classified here into Southern California destination "blocks" to relieve pressure that has been growing at the Los Angeles terminal. Similar work will classify eastbound cars for the Las Vegas terminal and points as distant as Pocatello, Id., and North Platte, Ne.

Terminal and yard trackage will be expanded and modified at Provo where Union Pacific picks up trains from connecting railroads. Tracks also will be extended and rearranged

tat Milford, Ut., and Caliente, Nv' Extensive track work in the Las Vegas area will expedite trains in and ouf of that Southern Nevada terminal.

IAST SECTI0N of track is positioned at the new Union Pacific switching yard at Yermo, Ca., part of an imProvement Program brought about by traff ic growth in the Mountain states and Midwest.

NEW PRODUGTS and selected sales aids

removable to allow access for periodic glass polishing.

Every door comes complete with an Armored Dead Bolt,/Lever System designed and produced exclusively for Atrium by The National Lock Co. Purchasers have the option of a turn button inside/key outside or key inside/outside combination at the time of order.

Mirror Finish Laminate

Wilsonart brand decorative laminate now has 16 mirror finish solid colors.

The high-gloss finish, which gives the depth and richness required for light-expanding contemporary environments, is recommended for vertical applications. Each sheet is - packaged with film in standard sizes and thicknesses.

Bath Elegance

The Cameo collection of accessories for baths is designed with large ovals of cultured marble set in antique brass.

All.Wood Patio Doors

Designed as an alternative to the aluminum sliding glass door, the Atrium Door is an all-wood swinging patio door system.

Aside from replacement of sliding glass patio doors, it offers a variety of uses from external single doors, window conversions, garage conversions and major remodeling and renovation to new construction applications. The door is available in combinations using swinging door panels, fixed panel units and the single door.

Constructed of all natural wood. the door is built of edge glued Ponderosa pine for the door frame, jambs and headers. Sills are of edge glued red oak. They can be stained and sealed or painted to match house trim or brick. Optional wooden grills are available in rectangular or diamond shaped patterns. These are

The collection has towel bars and towel ring, paper holder and garment hook all in burnished antique brass with a marble background. The honey-toned translucent polymer soap dish and toothbrush/tumbler holder are accented by a variegated grain of the cultured marble.

NutoneAjax Housing Group is the manufacturer.

Philippine Beauty

Camille is a new Philippine hardwood door from Bel Air Door Co.. Inc.

The stile and rail panel entry door is handcrafted. Standard stock size is 36" wide by 80" high by l3A" thick. The panels are lVr" thick to allow security as well as beauty.

Tanguile, a dense hardwood, and lauan are used in the line.

Rainy Day Siding

The Western Hardboard Div., Masonite Corp., is making for Western markets two new siding products, DropSide and V-Side.

Both feature the Vz" thick SuperSide designed specifically for highmoisture areas of the Pacific Northwest.

With the classic styling of narrow, beveled lap siding engineered into a single lap course, two 6" wide laps are embossed onto each 12" wide, l6' long piece of DropSide siding.

V-Side textured lap siding has the appearance of rough cedar planks in widths of 8" and lengths of 16'. It features Vz" wide V-grooves and shiplapped edges and can be installed diagonally, horizontally or verticallv.

Easy Living Cedar Tub

Heritage hot tubs are new from Anderson-Thompson Leisure Products.

Constructed of natural Northern white cedar, they are available in a variety of sizes ranging from four ft. in diameter by three ft. deep to 6' x 4'. Tubs can also be purchased in custom sizes to match the user's environment.

To ensure that each stave interlocks perfectly with the next, a curved, uni-stave design is used. The floor boards are held in place with a tongue-and-groove method. Three pressure-treated floor joists provide support under the tub. Four flat bands of mild steel encircle the tub to distribute pressure evenly.

The tubs can be purchased preassembled or in kit form. Also available are a two-speed pump with lint strainer, air blower, inline electric or gas water heater, filter system, four custom-designed hydromassage jets, two suction fittings and all the necessary pipings and fittings. Every package is prewired and plumbed for on-site installation. A tub cover, stairs, deck and benches in matching cedar can be purchased as options.

Remodeling Tub Wall

The Swan Corp. has a Tubwal system especially for the professional contractor. Model TW-32, made of press-molded fiberglass with a baked-on urethane coating, is equally suited for remodeling and newconstruction.

Complete with five compression molded fiberglass panels, two apron strips for installation down the front of the tub, mastic and caulking, it installs with drill and caulking gun.

The system adjusts to fit tub sizes 29" to 32" deep,57 " to 62" wide,

A pedestal display merchandiser is available.

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Sliding Door Security

Whitco Pty. Ltd., an Australian company, has developed a sliding door handle with a double deadlock to improve home security.

Known as the Sturt, it features inside/outside locking facilities or is available with an inside cylinder only.

All fixings are completely concealed and this, together with the double locking feature, prevents an intruder from making entry and exit through the patio door. Also the doors cannot be lifted from their track because of antiJift pins.

The handle matches up as a security replacement to a range of sliding door handles without the need for alteration to fitting procedures.

New Package Trends

Tamper Guard polarized extension cord sets in sleeve packaging for bin or pegboard display have been introduced by General Electric's Wiring Device Department.

These new cord sets meet UL requirements for polarized, 2-wire general use, parallel type cord sets which became mandatory July 1, 1981. Tamper Guard connectors have permanent safety caps which

must be rotated 90o before the plug can be inserted.

The new sleeved cord sets are available in 6, 9, 12 and 15 ft. lengths in either brown or white.

They also have door bell and door chime wire in carded packaging.

Designed for general purpose low voltage wiring up to 24V maximum, the product is available in 24 and 65 ft. lengths. Bell wire in cardboard boxes will still be available for bin merchandising.

Fireplace Spurs Sales

The Readybuilt fireplace facing system is said to generate increased dealer sales and profits for a wide range of fireplace and energy efficient space heating products with an easy-to-display fireplace offering

the warmth of a real wood mantel and the rustic charm of simulated brick.

Pre-packaged, factory-fabricated facing systems can be used by the homeowner, remodeler, or contrac- tor to cover any existing oldfashioned fireplace or to add beauty to an inexpensive black-box metal fireplace. The newest unit features a hand rubbed wood mantel crafted of kiln dried, poplar lumber. Brick faces are available in a variety of configurations and colors.

Readybuilt will assist dealers with sales promotion by providing posters, mantel cards, and mailing stuffers.

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All-fuelChimney Kit

Air-Jet's new black stovepipe is designed for the growing wood and coal stove market with drip free design and 24 gauge steel construction.

Combined with their all-fuel chimney system, it is a complete single source chimney system.

Marketing support includes point of purchase counter cards, "take one" pamphlets and product displays. With the coordinated packaging, a home handyman can select, purchase and install the chimney he needs.

For coal, oil, gas or wood burning stoves and appliances, the chimney systems are available in Thru the Ceiling and Thru the Wall kits as well as Black Pipe, Triple Wall Chimney Pipe and accessories needed for special installations.

Energy Calculator

Estimates of storm window energy cost savings can be computed with the Heating/Cooling Savings Calculator developed by the Architectural Aluminum Manufacturers Association (AAMA).

Storm window salesmen can use the slide rule calculator to estimate the energy cost savings storm windows can provide.

The 5" x 9Vz" calculator, made of heavy, plastic-coated card stock, comes equipped with a clear plastic cursor for added computational convenience. Maps printed on the protective case show heating and cooling degree days as well as air conditioning zones for the entire U.S. A l" x 5" area is reserved for dealers or contractors to imprint their own company name and information.

Pollution Solution

From Neoterik Health Technologies, Inc., the Breezer offers dust, dirt, grit, shavings, fibers and powder protection.

The lightweight top pulls over the head and face with the plastic window giving a wide view. An airtube connects to a tiny fan, powered by plugging its cord into a standard socket. Air is pulled through a replaceable filter to blow across the face, like a breeze.

European Style Kitchen

Recognizing the increasing popularity of contemporary cabinetry, Yorktowne has introduced the Contempra Collection of four European style kitchen/bath lines.

St. Moritz is natural oak veneered with vertical grooving and molded solid oak finger pulls. Olympia uses a white or almond polyester laminate with molded solid oak finger pulls.

Alpine, a white polyester laminate, and Skandia, a pecan woodgrain polyester laminate, complete the series.

Dealers have the purchase option of cabinets complete with doors and drawer fronts applied or of ordering cabinet boxes and doors/drawer fronts separately.

All styles are available in either

pecan woodgrain or white polyester laminate boxes finished inside and out to resist moisture, food stains, soaps, detergents, alcohol and grease. Single door base cabinets have slide-out shelves and single door wall cabinets have adjustable shelves.

Specialty units include microwave

wall cabinet, revolving corner base and wall cabinets, food storage unit with swingout and adjustable shelves, tall utility cabinet, cutlery tray and a base cabinet with pull-out maple cutting board and removable metal bread box.

New Angle On OilCans

One pint capacity handled oilers and compact six oz. pistol oilers are new from Malco Products.

Available in rigid or flex type spouts, they feature an angled siphon which provides controlled, steady oil feed even when oil content is low. The 18" flex spout features a needlelike hollow wire tip. A9" zinc plated rigid spout is angled at 30o. In addition, rolled edge handles and thumb triggers provide a comfortable grip and operational ease.

Pistol oilers, for use in confined or restricted movement areas, are available with a6V2" flex spout or 6" zinc plated rigid spout.

Both styles feature steel bodies with a durable epoxycote finish for long service life.

The Merchant Magazlne

Reflective Elegance

Howmet Aluminum Corp. has developed an aluminum mirror wardrobe door with a telescoping system of corner joinery providing rigid framing and camouflaging most of the frame leaving only a narrow reveal around the perimeter.

Available in either bronze, gold or silver anodized finishes, they feature heavy aluminum framing and heavy duty adjustable rollers.

All are available in knocked-down form only in a range of sizes including 5, 6 and 8 ft. wide openings in two-panel configuration and 9, 12 and 15 ft. wide three-panel configuration. All sizes are available in either 80 in. or 96 in. heiehts.

Whispering Breeze

The Jackson from the Old Jacksonville line of energy-saving ceiling fans combines classic styling with solid state electronics.

The 52 " fan is available in nine cast metal finishes and a wide array of solid wood blades and lighting kits. The sealed ball-bearing inductiontype motor is isolated from other fan components while flexible blade hub and vibration-absorbing motor mounts reportedly assure smooth operation.

Energy-saving features include a solid state variable speed control, which allows regulation of virtually infinite motor speeds. At top speed, the fan uses about as much power as a single 100-watt light bulb.

It comes with hardware and stepby-step instructions. Optional accessories include extension kits for raised or vaulted ceilings, a swag kit, and a variable speed wall switch.

Flexible Water Hook-up

Anderson-Barrows' improved Easy Hooker flexible water connector now features a brass insert to provide increased strength and efficiency.

Said to be the first major improvement to braid reinforced PVC water connectors, it features a stronger mechanical union virtually eliminating insert "snap-off" breakage, greater depth penetration into the tubing for a more positive seal against leakage, greater inside diameter of the machined brass insert for improved flow through the connector, and a machined retaining collar to hold the "O" ring in proper position.

The only plastic component is a Delrin ballcock nut. Two styles are offered, one for toilets in lengths of 9", 12" and 20"; and the other for sink faucets in lengths of 12", 16", 20",30" and 36".

Technicolor Heating

Nautilus is offering fan-forced and bulb-type bathroom heater units in full four-color packaging to attract the customer.

Models to provide supplemental bathroom heat range from heaterfan-light combinations to single and double-bulb infrared heater/fans and fan-forced heaters.

All are packaged with instructions for the do-it-yourselfer.

Safe

In the Wall

Technology House is offering an in-the-wall safe that fits flush between the studs yet does not protrude into the next room. It can be concealed with pictures, draperies, orclothes in closets. It also can be surfacemounted within cabinets. All necessary hardware and instructions are included.

Made of heavy gauge steel and protected by a pick-and drill-resistant lock, the safe is sized to accommodate jewelry, silver, keys, firearms, cameras.

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Stock Transfer Truck

Speeding movement of bar, tubing, lumber and long materials from storage areas to production stations, Barmobile is specifically designed by Jarke Corporation with operator comfort in mind.

High and rounded side stanchions

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Footlong Wrenches

New, 12 in. long 'L' shaped hex key wrenches from Malco are specifically designed for installation and services of warm air heating, air-conditioning and refrigeration systems.

allow a comfortable grip at efficient non-straining height. Achieved is a reduced effort and more positive maneuvering control.

It is 7 ft. long, 23 in. wide inside, with a 6,000 lb. capacity, and rolls on large roller-bearing equipped steel wheels. Weight: 475 lbs.

An extra long shank makes hard to reach service areas easily accessible. Made from top grade alloy steel and heat treated for additional strength and durability with a rust resistant natural finish, they come in seven sizes available singly or packaged as sets in vinyl plastic pouch.

Plumbing Needs

As part of their continuing d-i-y product development program, Plumb Shop is now including items in faucet and toilet repair, shower and bath accessories, installation kits, laundry and garden hoses, and plumbing repair tools.

Also included are copper and vinyl tubing, sump pump repair items, and for the more experienced do-it-yourselfer, fittings and brass and plastic tubular in bulk.

The package back features easyto-follow installation instructions.

Thru the Magic Door

Retailers can educate customers on the remodeling of doors bY exhibiting Benchmark's new freestanding floor display.

Graphic signs show the l-2-3 installation steps that are said to have made the Benchmark Remodeling Door popular with home handymen. With a Remodeling Door mounted on hinges, customers can see how the complete door and frame unit fit into place. Salespeople can demonstrate each step of the installation. Energy saving features are shown

and explained in cutaway diagram. A rack is provided to dispense free literature.

Available under the company's coop advertising plan or by direct purchase, the display is shipped as a package with signs and all parts included, except for the door.

KD Entertainment Center

Three new contemporary home entertainment centers, made of extra thick-cut, ready-to-assemble and finish Western pine, are available from American Forest Products Company.

Kiln-dried and precision-milled, Encore entertainment centers are said to be assembled in less than 30 minutes. Each comes comPlete with all necessary screws, glue and instructions, and can be stained, lacquered, or painted.

They can be used to hold a television, stereo systems, video recorders, records, cassettes and other entertainment equipment. Each is Packaged in its own self-display and shipping carton.

A Big Blow Hard

A gas-powered string trimmer with vibration isolation for increased operator comfort has been introduced by the Homelite Division of Textron Inc.

Model ST-120 has a 20-in. cutting swath and a fully automatic touchof-the-trigger string advance system that advances string only when

needed and only when the engine is at idle. Weighing 8% lbs., it has a free-standing design, handle/fuel tank, solid state ignition and Softone muffler.

With a suggested retail price of $169.95, it comes complete with a blower attachment that converts into a clean-up tool with 100-mph wind velocity. A comfort strap is offered as a standard item.

Practical Beauty

Tudor II, an elegant paneled entry door enhanced by a talk-through grille offering security without sacrificing beauty has been introduced by Simpson Timber Co. The latest in the Designer Series of the International Line, it is a nine-paneled door designed with security in mind. A hinged tempered safety glass door behind a heavy cast metal grille, opens to permit conversation.

Manufactured of kiln-dried Douglas fir or western hemlock in standard widths and heights, the doors are ltA" thick with the vertical grain raised panels lVt" thick. The Innerbond panels are warranted against splitting through. Stiles are extra wide to accommodate simple or ornate hardware.

Prompt service, business. Call us

Adult Tinker Toy

A new connecting device used in framing do-it-yourself buildings, called Starplates, can be used to bulld a structure of almost any size. The plates connect 25 pieces of 2 in. lumber to make a framework.

A kit, manufactured by East-West

Design Group, includes complete assembly instructions, cutting guides, and material lists for adding wall panels, roof, even greenhouse windows. Individual plans for building a storage building, gazebo, covered sandbox or playhouse are also included.

quality, and a desire to please is our for your custom milling requirements.

Barrier-Free Bath

Dura Glass Products has introduced a complete line of barrier-free bath designs for the handicaPPed, disabled and elderlY. The Summit Series consists of tub/showers and showers in six sizes.

The designs meet the minimum suidelines of ANSI Al17.l, the reiuirements of the Architectural and 'i'ransportation Barriers Compliance Board, and major codes and federal asencv regulations.

-Tu'5 sJats, vanity ledges, and

hydrotherapy whirlpool are made of molded fiberglass in a one-piece, seamless construction. Stronglyreinforced grab bars are placed to meet code requirements for accessibility, and tub and shower bottoms and sidewalls are engineered and strengthened with structural components.

Coordinated Walls

ICI Americas recently released the Vymura London StYle No. 7 vinYl wallcovering book, showing consumers how to coordinate adjoining rooms.

The book contains 35 different patterns of paper backed, pre-pasted vinyl wallcoverings. Each pattern comes in two to six different colorways.

Hot Little DisplaY

An eye-catching full color miniature replica of a kerosene heater designed to hold Product literature is available from Radiant King.

Cbnstructed of cardboard, the display is 5 "high,6 "wide,2"d-eeP. A sloi on top keeps product information within reach of customers.

Energy Saver Kit

Hoshall Industries, Inc. is introducing a H.E.A.T. treatment kit specifically designed to provide homeowners with significant savings on utility bills year after year. Selling for $159.95, it is guaranteed to recover its cost within the first year of installation.

Items scientifically selected to provide savings in high energy waste areas include a digital clock thermostat, a hot water heater wrap, special heat seal caulking material which carries a 20-year warranty, plus several other energy saving items. Also included is a handbook How to H.E.A.T. Treat your Home for Guaranteed Savings on Utility Consumption,

FREE REAOER SEBVICE

For more inlormation on New Products and New Literature' write fhe Merchant Magazine, 45OO Campus Dr., $tri1g 480, Newport Beach, Ca. 92660. Please mention issue date anct page number so w€ can Process your request faster! ManY thanks!

CALIFORNIA FOREST PRODUCTS

436 14t/r St,, suite 404 Oakland, Ca. 94612 (415) 46t-2658

John Wilton

Specializing in SHAKEFELT and RED\U(OOD, including green dimension, KD uppers, pattern stock, DECKING, FENCING, lath, benderboard and redwood logs.

"Whefe DePendable Service ls More Than a Phrase"

REC0GNIZING company's 70 years, ptaque is p.resented (1) to Gordie Frost, by Hugh Healy of the- Formica Corp. (2)- Roilin Hughes, Jim & John Sullivan. (3) Gunner &

Leo Kruse, Dominique Hayet. (4) Bob Neal, Evenson. (gl Bernie Schiooell, Karl & BerKathy Humphrey, Keneth costanzo. (5) Lin- nice van'Ostaeyen. (9i 'cart Montrose, da & Grgg Frumkin. (6).Pgqtr1e & To_qy Janice Mitburn. (io)ctiri's Frost, craig xinAquirre, Smitty Schmitt. (7) Ed Gavotto, Bilt caid.

TOTH ANNIVERSARY (Contirtuctl Jrotn Ttugc 29)

cialized mill capable of producing surfaced and straight line ripped hardwoods and fine hardwood mouldings. Mill machinery includes a Newman 6"x16" planer matcher, Paulson moulder (2"x6") and a Stetson-Ross straitline gang rip.

Founded in l9l l. Frost Hardwood is still very much a family owned and operated business with the two sons of founderAlbertA. Frost, Sr., Gordon T. and Albert A., Jr., president,/general manager and vice president, respectively. The third generation includes "G. T." Frost, assistant general manager; Bruce H. Frost, credit manager; and James M. Frost in inside sales. "It's a family business and we intend to keep it that way," notes "Gordy" Frost with a smile.

Albert Frost Sr., though he had turned management duties over to his two sons many years earlier, was in to assist with the company's activities until four days before his death at age82 in 1968.

The company moved to its present

downtown location at 347 W Market sr. in 1928.

The downtown location has about 40,000 sq. ft. of covered storage and milling and office facilities.

Frost Hardwood stocks more than two million board feet of domestic and imported hardwood lumber and plywood products and serves customers throughout San Diego and Imperial Counties and Baja California in nearby Mexico.

About half of the hardwoods used by Frost-ash, birch, oak and maple -come by rail from the Southern and Northeast states.

Retail services are at the downtown location where the firm has its headquarters showroom and shipping department. The Miramar (6565 Miramar Rd.) operarion primarily handles bulk orders shipped to wholesale fabricators of cabinetry.

More than two million board feet of hardwood stocks are dried and stored in Frost warehouses.

About 35 species of hardwood lumbers are included in the company's inventory - including imported Philippine mahogany, Japanese birch, ironbark from

Australia, lignum vitae from Central America and balsa from Ecuador. Marine-grade specialty plywoods for the marine construction industry make up a significant portion of the imports.

Gordon Frost said the company, because it handles only hardwood lumber. has not suffered as much as softwood lumber dealers from the recent decline in housing construction.

"Our recent sales per month have been higher than annual sales during some of our earlier years," he said.

"Our product line has changed somewhat from time to time. Hardwood flooring, for example, was reduced as slab flooring and carpeting became popularbut now is beginning to make a comeback. "

''But hardwoods have always been popular," said Albert Frost Jr. "And there is a lot of advantage because wood can be fashioned with simple hand tools."

The Frost brothers said though few wooden boats remain, there are so many more boats being produced now than there were 30 years ago that the amount of hardwood going into boatbuilding has not diminished.

Our plywood and hardboard mill is located at Anacortes, Washington and can supply you with medium and high density overlays, Armorform overlaid plyform, 303 fir sidings, piint gr.ade hardbodrd and Armorbord Plyron.

Spirited selling saves holiday seaso

II'IS LITERALLY the night be- I fore Christmas for a retailer and if things are not stirring as much as you'd like, keep in mind that while this may not go on record as the biggest holiday selling season you've ever experienced, it's not too late to build more spirited sales.

Keep in mind that most of your customers have extra in their pay envelopes this month due to the new tax cut. This unexpected affluence could well start them to thinking

Story at a Glance

Last minute push can save weak selling season .promote big ticket items for convenience and pleasure build enthusiasm in both sales staff and customers.

about spending more generously on holiday gifts. Sales figures show that when budgets are lean, practical gifts such as you stock are often the first choice. The social acceptability as well as the wisdom of this type of purchase has been emphasized by the story making the rounds of a certain couple highly placed in the government who recently gave each other a chain saw in place of individual gifts.

Capitalize on the access to extra dollars and the trend to practical gifts by emphasizing those big ticket items that will bring you a high profit margin. Establish a priority list of items which will accomplish the most in dollar value for you. Practical, yet luxurious because of the continuing gift of added convenience or time saved, merchandise which will appeal to customers might include items to update the home such as ceiling fans, garage door openers, a fireplace system or wood stove, kitchen or bathroom cabinets which can also be used in other rooms, paneling, flooring, or fixtures for remodeling. The hobbyist or d-i-yer might like to find power tools, a work bench, a snow blower, power mower or edger

among his gifts. The cook may have demonstrations. If it's not too late. an eye on a mircowave oven, a food include them in your advertising. At processor, new dishwasher, or trash least, call attention to them on a com,pactor. marque and with special signing.

. Play.-.up th_. practicality and Drill your sales people to suggesr desirability of these kinds of items. and demonstrate this -merchanld'ise. lisplay them prominently on center Sweeten the pot by giving a bonus or aisles and endcaps. Set up special points for selling dlsignated items.

Big profits in re-side market

ll AI.IY LUMBERYARDS find lUIthe redwood re-side market is running strong even though other traditional building markets are weaker than usual. Last year, professional remodelers reporte d 1,292,000 re-side jobs.

Redwood sales figures indicate a wide range of redwood siding products were used for many of these jobs. Most re-side projects are an attempt to improve the look of a home without paying the high interest penalties of moving and refinancing, so it's no wonder that redwood with its prestige image is one of the most preferred wood sidings.

Story at a Glance

Re-siding market strong . . new redwood sidings broaden price range. sales pointers, literature to aid dealer.

Redwood's reputation for beautY and performance has created a strong demand and earned it a virtually pre-sold status unequaled by other sidings. Now there are two more sure-sellers to add to the redwood line: new, architectural/finish quality B Grade and economical, knotty Rustic siding. These new pro-

RE-Sl0lNG MARKET is said 1o be a big prof itmaker in spite of the slump in new cOnstruction. Brand new redwood sidino. architectural B Grade and economicat Ruitic. orovide a wide choice in appearance and piice. 0ver 1,292,000 re-siding projects were reported by prolessional remodelers last year.

Service-oriented wholesalef

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.

(7O7) r42-O82o Dave leBeck

ducts bring a distinctive look to redwood siding and broaden the price range making it possible to find a redwood siding to suit any exterior.

Redwood lumber dealers can capitalize on redwood's reputation and the big ticket sales of re-side jobs by actively informing customers of the variety of grades available in redwood sidings.

Clear All Heart is the finest architectural heartwood siding grade. Well manufactured, free of defects on one face, it is usually kiln-dried for maximum performance. Clear grade redwood has generally the same characteristics as Clear All Heart except it contains varying amounts of lighter colored sapwood. B Grade is the new economical grade similar to Clear, but it has a limited amount of small, tight knots and some characteristics not found in other architectural grades. All these architectural/ finish grade sidings are available surfaced or saw-textured.

Rustic sidings bring a brand new look to the redwood line with a rugged knotty look. Available seasoned, they, like all redwood products, pro' vide a stability superior to other commercially available softwoods. These new redwood sidings come with a

low-maintenance saw-textured face in a variety of patterns, including a thick butt bevel pattern that enhances performance and the rustic, knotty look.

Homeowners demand and architects specify redwood because of its natural beauty and ability to hold up under all kinds of weather. Redwood's natural stability, superior to many other siding materials, assures it will remain attractive and perform well year after year. With rising energy costs, many homeowners also turn to redwood for the added insulation it provides.

Here are a few sales points lumber dealers should keep in mind when promoting redwood siding:

(1) The two new redwood sidings-B Grade and Rustrc-offer a broader choice in price and appearance, making it possible to find a redwood siding for any project.

(2) It's easy to find the right siding pattern for applications because redwood offers a variety to choose from.

(3) Redwood sidings accept and hold finishes better than most other wood sidings and have a natural flame resistance.

(4) Redwood sidings are less susceptible to the adverse effects of moisture than many other sidings made from wood and wood products.

(5) Redwood is less likely to expand and contract with temperature changes than metal sidings including aluminum.

(6) It offers superior insulation compared to brick, concrete and stucco.

To further assist the dealer, the California Redwood Association has available literature on redwood sidings. Copies of a new data sheet, Redwood Rustic Sidings, the Redwood Interior/Exterior Guide and the new Redwood Lumber Grades and Uses are available from them by writing to Dept. RSD-81, One Lombard, St., San Francisco, Ca, 94111.

We're manufacturers of cedar products, K.D. or P.A.D.; selected #3 & better, #2 & better common. We can offer selected stock for #3 common price. Try us!

We are manufacturers and sell wholesale ONLY

From Hawaii to C-alifomia . . to tlre Rocky Mourrtains

Your best source for redwood from the people who really know redwood. Try .U us for clears, commons, industrial items and lath. AIso siding in redwood and /l Douglas fir, plus Douglas fir C & better finish. /

Lumbermen Help Santa

Santa Claus is alive and well in Santa, Id. At least that's the story postmasters Terry and Bill Rogers are handing to hundreds of young children who wonder if the elves are ready for Christmas and whether the reindeer have enough food for a long flight.

"It's a tradition that started in the 40 s, " says Terry Rogers. "Everyone who's run the general store and post office here since then has answered kids' letters to Santa."

As owners of the Santa Mercantile, the only store in this town of 100 people, about 45 miles southeast of Coeur d'Alene, the two Rogers sell groceries, clothes, feed, grain, gas and hardware. Unlike any other store, however, they receive between 100 and 200 letters to Santa Claus every year, some from as far away as Guam.

They say the town was named for

the Santa Ana Creek, but the "Ana" was dropped about 80 years ago. No one seems to know why. Since then, the name has sparked letters from youngsters hoping to contact their Christmas benefactor with a few hints.

When the burden becomes too great for the self-appointed Clauses, they call on some Potlatch Corp. neighbors for help. Just outside town is the diversified forest products company's split rail cedar fence mill. With 23 employees, it's a major industry in the area.

"The guys at the mill are reallY helpful," says Terry Rogers. "They and their wives do some of the writing for us. It can get complicated when children send messages to all the reindeer."

Many send snapshots and drawings year after year. Most ask for presents. "We don't promise them anything," he says, "but say we'll

CUSTOilI RE.NIIANUFACTURINC

Tri-W Lumber Sales is now offering timber sizing to a maximum of 20" x 30" on timbers up to 40' in length.

Our certified WCLIB lumber grader will grade and stamp your order for your convenience.

Take advantage of our free pickup service on your rough timbers from mills within 30 miles of Arcata, Ca. And be sure to ask us about our large stud and timber inventory.

2715 St. Louis Rd. Arcata, Ca.95521 mgr., collect (707) 826-0587

pick out something very special that we hope they'll like."

Bill Rogers notices more and more letter writers asking for gifts for others, usually their parents or younger brothers and sisters. "Some write and say, 'If you run out of toys, I really don't need anything.' It kind of cheers you up.tt

"Of course," he adds, "there are some that just send pages and pages of catalog numbers."

One youngster was so concerned Santa wouldn't find him, he included his new address three times in his letter.

But Santa himself may not be so hard to locate. The two men suggest trying this address: Santa Claus, Santa, Id. 83866.

One of his staff is sure to respond.

Historic Colo. Store Refitted

The historically significant 100 year old Aspen Hardware and Sup- ply building, Aspen, Co., recently underwent a major $90,000 remodelmg.

As part of the restoration, the interior structure was rebuilt with reinforced steel columns and beams as well as a new ceiling added. All plumbing and electrical wiring were replaced. Energy efficient lighting fixtures, paint, and a general housecleaning completed the job.

The business was closed for two months with employees handling remodeling projects such as hauling rocks out of the basement in fivegallon buckets, ripping off ancient lath and plaster, painting, and scrubbing. Treasures including newspapers dating back to 1891, personal correspondence circa 1898, a cigar trimmer, and numerous antique bottles were unearthed during the renovation.

For All West Coast species, call or write:

Jim Fraser r Chuck Lewis 701 Welch Rd., suite 2219 Palo Alto, Ca. 94304 (415) 327-4380

D-i-y Market to Grow 11o/"

In 1995, the do-it-yourselfer will represent a $63 billion market to manufacturers of d-i-y home and auto products, up from $15 billion in 1980.

According to Predicasts, Inc., a business information and market research firm, 1995 d-i-y retail spending will exceed $98 billion. A recently published analysis of the U.S. market attributes the boom to rising costs for professional labor and new homes and autos, as well as population gains in key d-i-y age groups and increasing economlc pressures.

D-i-y home alteration and repair products, with shipments now nearly twice those of auto products, will be the fastest growing d-i-y market at nearly I I go annually. Predicasts expects the growing interest in home remodeling, the proliferation of home centers and consumer lumber stores, and the sharply rising price of many wood products to stimulate growth. The study cites particleboard and protection devices as the fastest growing home products, with the total market reaching $44 billion in 1995.

Several recent automotive design changes will adversely affect d-i-y auto product shipments: mechanical and electromechanical apparatus have been replaced by longer-lasting electronic systems, chemical maintenance intervals have been extended, and auto manufacturers are providing additional accessories as options or standard equipment. As a result, products such as spark plugs, ignition components, motor oil and auto sound equipment will suffer.

Analysts expect lighting fixtures and exhaust and brake systems to exhibit the fastest gains. Total d-i-y auto product shipments will near $19 billion in 1995.

P.O. Box 73q1, Fromonl, Ca.94537

From No. Calif. (415) 796.3670

From So. Calif. (714) 957-1872

Redding, Ca. (916) 222-3034

Kansas City, Ks. (913) 341-9522

THAT'S il qu€stion people have been asking for years, but Lyn Rabun, Don Johnson Lumber Co., Loretta, leJt, yvbnne and Daira had the answer al the annual Ponderosa Pine Golf Tournament s00nsored by the Paulina, 0r., Hoo-Hoo at Prineville Golf and Countrv Club, Prineville,0r. Tom MacDonald, Clear Pine Moulding, Prineville, was chairman at this 13th tournament lor central Oreoo"n lumbermen.

"Evory stick a maslorpieco"

PROFIT IMPROVEMENT

(Continued from page I3)

(2) Is the history of responses to specific newspaper ads communicated to operating management?

(3) Are newspaper promotions coordinated with in-store activities, including:

(a) Posting copies of the ad throughout the store?

(b) Holding departmental sales meetings on the merchandise advertised?

(c) Featuring tie-in displays? tl

(4) Do planned promotions mainly concentrate on:

(a) Best-selling price lines? I

(b) Fast-selling items?

(c) More profitable items?

(5) Are maximum cooperative advertising rebates obtained from vendors?

Advertising Controls

(1) Does the store have a written contract with an advertising agency?

The contract should clearly state what will be handled by the agency, procedures for planning and implementing ad compaigns and the compensation orrangement. Provision should also be made for o store representative to have access to the agency records used for billing purposes.

(2) Are invoices for veloxes and engravings audited by knowledgeable store personnel before authorizing payment?

Engravings are normally prepored from approved veloxes and are charged to customers on a "units of value" basis. To determine the aggregate units of volue, the engrover must measure the outermost Iimits of the imprint on the proof. Personnel in the store's advertising department should prepore or critically review, the

FUN FOR ALL at the Black Bart Hoo-Hoo Club, Ukiah, Ca., family weekend at Konocti harbor, Kelseyville, Ca. (Clockwise from front). Bonnie Bond, Sandy & Mark Lofland, Denise Clowes, Art Bond, Kathi & Mike Parli were among the 100 persons enjoying the outing arranged for the club by Dave Damon and Jack Powell.

engraver's layout to ensure maximum use of space.

(3) Does the central advertising department also control all advertisements in branch stores?

Centralized control of advertising con reduce costsfor art, photoengraving, mats and veloxes. Bronch stores should not revise space.

(4) Does the store have a central information file of newspaper rebates based on linage usage?

To obtain quantity spoce rotes, a designated ogency or store representative sh ou Id be respo nsib le fo r co m b inin g med ia usage figures that reflect total store and branch linoge.

(5) Does the store keep a record ofproduction costs for promotion materials (e.g., special fliers, catalogues) for comparative purposes?

Statement of owncrship, management md circulation (Required by 39 U.S.C. 3685) l. Titlc of Publication, The Merchart Magazine; 2. Date of Filing, Ocrober l, l98l; 3. Frequency of Issue, Monthly; 3A. No of issues published annually, l2; 38. Annual subscription price,'$6; 4. Location of known office of publication, 4500 Campus Dr., Suite,E0, Ncwpoit Beach, Ca, 926fii 5. Location of the headquarters or general business offices of publishcrs, 4500 Campus Dr., Suite 480, Newport B€ch, Ca. 926&:,6. Namcs and complete addresses of publisher, editor, od maaging editor; Editor-Publisher, David Cutler,4500 Camous Dr.. Suite 480, Ncwport Beach, Ca. 92660; 7. Owner (if owncd by a corporation, its nami and address must be stated od also immediatcly thercunder the names md addresscs of st@kholders owning or holding I perccnt or more of total amount of st@k. If not owned by a co.poration, the namcs ad addresses of the individual owtrcrs must be given. If owned by a partnership or other unincorporared firm, its mme and address, as wel as that of sch individual must be 8ivcn,) The Merchant Mageine, Inc., 45m Cmpus Dr., Suite 480, Newport Beach, Ca. 9266O; David Cutler, 4500 Campus Dr., Suite 480, Ncwport Bach, Ca. 926@; 8. Known bondholders, mortgag€s, md other s(urity holders owning or holding I percent or more of total amount of bonds, mortgages or other securities (lf there are nonc, so state) Nonc; 9. Not applicable; I 0. Extent and nature of circulation; A. Total no. copics printed (net press run); average no. copics €ch issue during prseding l2 months, 4,100; actual number of copies of single issue published nearest to filing date, 4,lm; B. Paid Circulation, l. Sales through d€lers and carriers, stret vendors and count€r sales; average no. copies each issue during preceding l2 months, lSli actual no. of copies of single issue published neilest to filing d-a-te, 225; 2, Mail s,ubscriptions; average no. copies each issue duiing preceding 12 months, 3316; actual no. of copies of single issue published nearest ro filing a,te, 322j; C. Totd paid circulalion (sum of l0 Bl and l0 B2); average no copies each issue during preceding 12 months, 3497; actual no. of copics of single issue published nearest filing date, 3450; D, Free distribution by mail, carricr or other means samples, complimentary, and other free copics; avtrage no. copies each issue during preceding 12 months, 481; actual no. of copies of single issue published nearest to filing date, 523; E. Total distributioo (Sum of C and D); average no. colies each issue during preceding 12 months, 3978; actual no, of copies of single issue published nearest to filing date 3973; F. Copies not distributedi l. Office use, lcft-ovei, unaccounted, spoiled after printing; avcrage no. copies each issuc during preceding l2 months, 122; actual no. of copies of single issue published nearest to filing datc, 127; 2, Returns from news agents; not applicable; G. Toral (Sum of E. Fl ad F2 should equal net press run shown in-A); averaSe no. copics cach issue during preceding 12 monrhs,4,l00; actual no. of copies of single issue published neuest to filing date, 4,100; I l. I certify that the statements made by me above are correct and complete (Signature and title of editor, publisher, busines! manager, or owner) David Cutler, Editor-Publisher; 12. For completion by publishers mailing at thc regular rates (Section 132.121, Postal Service Manual).39 U.S.C. 3626 orovidcs in pertinenl pan: "No person who would havc becn entitled to mail mailer under former scclion 4359 of this title shall mail such matter at the rates providcd under this subsction unless he files annually with thc Postal Service a written request for permission to mail matter at such rates." In accordance with the provisions of this statute, I hereby rcquest permission to mail th€ publication nmed in Item I at the phased posragc rates presenrly ,uthoiized by 39 U.S.C. 3626. (Signature and title of editor, publishcr, business manager, or owner); David Cutlcr, Editor-Publisher.

JOH N NY INKSLING ER, Paut's Bookkeeper, invented the fountain pen. A tradition of resourceful, progressive operation goes with Paul Bunyan's name and reputation. Paul continues to ship his quality products from his plant in Anderson.

President Reagan Lauds lndustry

"More than three million Americans are employed in wood-dependent occupations and their combined production is valued at about $100 billion each year," President Reagan said in a proclamation designating National Forest Products Week, Oct. l8-24.

Noting the vital role that forests play in maintaining a healthy economy, the proclamation continued: "The contribution forests must make to our nation's welfare will remain just as great in the years ahead as in the past.

A Change Going On

To meet the needs of the future, our forests must benefit from effective timber management and from continuing research to find better ways to utilize forest products. Improved wood growth and usage will make more wood products available at affordable prices while helping to stimulate our entire economy."

With wise forest management, the demands of esthetics and economics will "remain compatible," the President said, urging that all Americans express their appreciation for the nation's forests through suitable activities and observances.

Building Code Changes

We are cutting Douglas fir posts and timbers from 6x6 through l2xl2 to lengths of I' to 40' with dapping, drilling and angle cuts. Also 2", 3" & 4" Economy through #l & Btr. Give us a call on your cut-to-length inquiries. Conveniently located between Arcata and Eureka, Ca., on the freeway at the Bracut Industrial Park. Rail or T&T shipments. P.S. Ife still maintain an invenrory of over a million feet of dry redwood uppers.

Bracrrt International

Office 7O7-a22-364a

Sta-Jerry GxinTOT-822-8563 & Sta-Denny Hess 7O7-822-2440

A recruiting f irm with its roofs in the forest products industry,

Our years of practical experience in wood products can be an invaluable advantage to you in locating the key people you need. ilIANAGETEilT

7300 Lincolnshire Drive, Suite 200 Eacramento, Cal if ornia 95823 (916)427.5351 NOSEMARY KITCHEN

The International Conference of Building Officials (ICBO) acted on several amendments to the Uniform Building Code (UBC) affecting the wood products industry at the recent annual meeting.

The model code group approved a National Forest Products Association proposal permitting increased bolt values, which will allow continued use of tie-down anchors widely used in wood frame construction. Also approved were changes allowing open timber roofs of one-story assembly buildings, such as churches, to be connected to classroom structures without a design-inhibiting fire separation wall thus reflecting NFPA policy on uses of durable and pressure-treated wood. Another change essentially incorporated wood industry recommendations for fire and draftstopping in wood frame buildings. The use of nonrated wood stud partitions within individual units of hotel and apartment buildings up to four stories in height (currently limited to two stories), and a reduction in seismic design loads on plywood box systems for buildings that are no more than three stories high also were approved.

Although building wind load design is made more complex by the UBC changes, for most wood tyPes of construction the load requirements have been reduced. Costadditive fire tests will not be required when insulation is added to fireresistive walls, but may be tequired for ceilings, and heavy timber mezzanines will no longer be allowed in noncombustible types of construction.

A proposal for mandatorY testing of asymmetrical exterior walls from the iriside only was set aside for further study. The ICBO-aPProved chanees will be incorporated in the tg82idition of the Uniform Building Code, scheduled for Publication in March 1982.

A special tribute lor a special guy

Special honors were awarded Al Kerper at the l8th annual Shasta Lumbermen's lnyitational Golf Tournament in recognition of his retiring from the job of publicity chairman after years of excellent service.

Gene Sjostrand, chairman of the tournament which attracted 185 golfers to the Riverview Country Club, Redding, Ca., presented Al with a special plaque. Don Cherov-

sky was m.c. for the dinner program. Winners of the tournament, according to Glen Deitz, new publicity chairman, were Don Crane, Rich McKenzie and Earl Moore.

Kerper has also been a contributing editor to The Merchant Magazine for a number of years, supplying a steady stream of photos and information that could only be developed by a man with his energy

and enthusiasm. His contacts and friends in the industry are legion.

REC(IGNITI0N PLA0UE honoring (1) Al Kerper for outstanding service was presented by Gene Slostrand at the Shasta Lumbermen's Golf Tournament in Redding, Ca. (2) Don Cherovsky. (3) Sam Witzel, Chuck Wills. (4) Mike Webster, Carl Dryfhout. (5)Jim Ellsworth, Maury Walker, Jim Hayes. (6) Jack Dasch, Don Derbes, Larry Whittaker. (7) Dick Cross, John Crane. (8) Glen Deitz, Bill Hendricks. (9)

Mac McConville, Al 0'Brien, Jerry Holmquist. (10) Ed Nave. Ron Hoppe. (11) Darrell Moss, Ron DeWitt. (12) Bob Smith, Dan Harp. (13)Frank McClain, Greg Kellar. (14) Don Kingham, George Rogers, Marvin Kiel. (15) Glenn McDonald, John Hansen, Mark Malors. (16) Larry Wood, Jack Wilkinson, Jim McKillop. (17) Perry Adcock, Dave Schaller. (18) Ed Roth, Bob McKean. (19)

Bob Regan, Chris Hexberg, Fred Scaile. (20) Tom Gallagher, Dan Burdett. (21) Don West Charlie Clary. (221 Dutch Wiseman, Jerry Hahn. (23) Harry Bleile, Keith Smith. (24) Jack Hawley, Tim Mclndoo. (25) Bruce Main, Don Porter. (26) Dave Green, Jim Hawkins, Jack McKenzie. (27) Glenn Taft, Don Lincoln. (28) Ron Helmcke, Norb Benz. (29) Don Volmar, Bill Dorris, Dick Johnson.

Self Help Books

A free catalog of selling, sales management and public relations books is available from Joseph Schaumburger, Business and Professional Books Division, Prentice-Hall, Inc., Englewood Cliffs, N.J., 07632. Include a selfaddressed, stamped envelope and ask for Book News Catalog f7.

Don't Get Stuck

Hints for Working with Epoxy is free from Devcon Corp., 30 Endicott St., Danvers, Ma.01923.

Cabinet Collection

A color brochure on the Contempra Collection and a specification sheet on European-style cabinets are free from Yorktowne Cabinets, Box 231, Red Lion, Pa.17356.

I nstallation Standards

Mineral Fiber Batts and Blankets and Loose Fill Mineral Fiber are available for 500 each and a stamped, self-addressed envelope from the Mineral Insulation Manufacturers Association, 382 Springfield Ave., Summit, N.J. 07901.

Keep Up With Inflation

The 1982 edition of Dodge Construction Systems Cosls, $46.65, is available from McGraw-Hill Cost Information Systems, l22l Avenue of the Americas, Suite 1757, New York, N.Y. 10020.

Skylight Merchandising

Informative brochure and retailer merchandising program information for skylights is free from Buzz Harwood, retail products mgr., Lok Pfeiffer Skylights, 801 S. Acacia Ave., Fullerton, Ca.92630 or (800) 854-8057.

Freight Cost Reduction

Guide to Cutting Your Freight Transportation Costs Under Trucking Deregulation is $19.95 per copy (postage

and handling included when check accompanies order) from Bohman Industrial Traffic Consultants, Inc., 335 E. Broadway, Gardner, Ma. 0144O.

A/V Lighting Show

For free showing of audio-visual programs Introduction to Lighting, Optical Systems, Template Designing, Photometry and Specificotions, scheduled by appointment, contact Gardco Lighting, 2661 Alvarado St., San Leandro, Ca.92577.

Saturday Night Fever

More than a dozen pre-cut sauna designs are spotlighted in a free brochure from Viking Leisure Products Co., P.O. Box 6298, San Jose, Ca. 95150.

Woodgrain Planks

A new l2-p. Marlite brand plank and panel brochure is free from the Commercial Division, Masonite Corp., Dover, oh.44622.

Door to Door Salesman

Information on sales and merchandising aids for doors are free from General Products Co., P.O. Box 7387 , Fredericksbur g, Ca. 22404.

Learn the Angles

Catalog P-2 of levels and angle finders is free from Pro Products Co.,[nc.,7440 Forest Hills Rd., P.O. Box 2255 Rockford, Il. 6l 131.

Reflections on a Door

Yellow Brick Road

Concrete paving and flooring brochure isfreefrom Bomanite Corp., 8l Encina Avenue, Palo Alto, Ca. 94301.

Call to Colors

Brochure and waterproofing stains color chart are free from Chemstop Manufacturing & Sales Corp., 9920 Flora Vista Ave., Bellflower, Ca.

Fiber Glass Insulation

New 30-pg. brochure on fiber glass building insulations for overseas projects (INT-359) is free from Johns Manville Service Center, 1601 23rd St., Denver, Co. 80216.

Rave Notice

Single copy of APA Product Guide: Performance-Rated Ponels is free from the American Plywood Association, Box 11700, Tacoma, Wa. 98411. Specify Form F405.

Full color 2-p. brochure on closet door mirrors is free from Monarch Mirror Door Co., lnc., 21325 Superior St., Chatsworth, Ca.9l33l.

Full of Juice

Two brochures on underground distribution aluminum cable are free from the Electrical Division, Reynolds Metals Co., Box 27003, Richmond, Ya.23261.

Holding lt Together

For a free copy of 50 solders and soldering chemicals write Order Dept., Kester Solder, 4201 W. Wrightwood, Chicago, Il. 60639. Or call toll free 800/621-3300.

Productivity Boost

ACW 40/60 Low-Lift Walkies, Q-Series; ACWA 40/60 Pallet Trucks; and. ACE 35/55 Ldt Trucks Q-series, specifications are free from AllisChalmers Corp., 21800 S. Cicero Ave., Matteson, ll., @4/.3.

HOME CENTERS

(Continued from page 24)

make his own major home improvements.

The supplier salesman's bag must also contain a product mix designed to offer the dealer a total merchandising program. Astute retailers have discovered that cherry picking has many disadvantages and that merchandising for selection of price points, and for completeness, allows for smarter money management than shopping for closeouts.

The homeowner is ready to buy when the retailer can deliver four elements: the right material, the proper tools, step-bystep instructions and the confidence that the homeowner can do thb job himself.

The retailer is now calling on suppliers and manufacturers to train his pepple to deliver that confidence with product training sessions and sales technique training, too.

Even greater are the demands of the dealer who is looking to change his operation from a conventional lumberyard to a do-it-yourself store.

He calls upon the supplier for assistance in site location studies, store layout and design, advertising and promotion programs, merchandise signing programs and even for how to select carts.

Home center retailing is now a big business run in a professional manner. Although the introductions of major products have been pitifully few, the innovations in marketing have been abundant. Retailers today are on a fast track, quick to cater to the demands of the consumer. Suppliers must learn to anticipate, interpret, and service the entire needs of the retailer. The survivors are doing it. It's their bag.

NW NEWS

(Continued from page 28) Corp. (FHLMC) began a program in Sept. to help ailing savings institutions by acquiring $2 billion in low-yielding mortgages from them this year and up to $20 billion by the end of 1982. Savings and loan institutions and mutual savings banks have been faced with the dilemma of servicing low-interest mortgage portfolios while having to pay high interest rates for the funds they borrow. In addition, thrifts have suffered severe deposit losses to high-yielding money-market mutual funds. The new program, which has been successful during testing, will allow lending institutions to put together packages of their low-yielding mortgages and exchange them for higher-value FHLMC securities known as participa-

tion certificates. Those certificates can be used as collateral for new loans or sold to institutional investors.

This year make sure you take all precautions against giving fire a chance to start. Here are seven deadly areas that attract fire and should be watched.

(1) Dry vegetation. Remove vegetation from around all buildings and lumber piles. Keep ground perfectly clean.

(2) Refuse and scrap. Remove combustibles from exterior and interior of buildings.

(3) Fires. Prohibit the burning of trash fires anywhere on or near yard premises. Prohibit open fires. Guards and burners should be inspected and repaired where necessary. Wet down area around burner if possible.

(4) Watch service. Retailers should keep a watchman on the premises if there are any fires in the vicinity. Manufacturers should ask watchman to make more frequent rounds.

(5) Fire fighting equipment. Keep water barrels and buckets filled, fire extinguishers properly charged, fire hose in good condition, sprinkler systems and fire pumps in good repair.

(6) No smoking. Enforce this rule rigidly.

(7) Building openings. Replace broken windows and protect property from unauthorized entry.

Orn independent K brand was heum in western pine over 53

Today, as 53 years ago, our watchword is "Quality." Since its inception our K brand hasn't changed. It presents a faithful reflection of our founding Principles and a constant symbol of our present philosophy.

Operating as an independent has allowed us to hew true to these guiding principles that established early on what we were and what Kinzua is dedicated to today: A dependable supplier of guaranteed kiln-dried

years ago.

quality lumber, valuable, old fashioned service, conscientious response and follow through.

Call Kent GoodYear, Bob Lankford or Toni Toll, (503) 676-9003, in Heppner, Oregon, for independent K brand quality and service.

GTASSIFIED

ABUERTISEMENTS

FF.i'+l-tFiSSi;iiEt*iSiSrSSlll*iSir.*riSlitIi+S3IS.

SALESPERSONS

REDWOOD EMPIRE, a division of Pacific States Industries (PSI) has immediate openings in its wholesale lumber division (No. Ca.) for experienced salespersons. Distribution yard experience desired. Remanufacturing knowledge a plus. Serving Ca. and national markets. Redwood Empire offers a base salary plus excellent commission to the individuals who possess a strong buying and sales background. Medical/Dental/Life included. Contact Dan Naughton at (,108) 629-4484 for interview, or send resume to sales manager, P.O. Box 1300, Morgan Hill, Ca. 95037.

ENSWORTH FOREST PRODUCTS needs experienced wholesale lumber salesman for direct T&T and carload sales to retail and industrial accounts. All replies confidential. Call Jerry or Ross Ensworth O l6't 823 -7 210.

EXPERIENCED person needed for industrial sales position covering the Los Angeles and Orange County, Ca. area. A good job for the right person. American Forest Products Co.. ask for either Frank Quattrocchi or Mike Sims (213) 773-9200 or (714) 523-0890.

EXPERIENCED inside cedar/redwood wholesale trader needed for direct mill sales. A well-established company in Northern California seeks a person with a combination of production and sales experience. Competitive salary plus excellent benefits. Send resume or write Box 430 c/o The Merchant Magazine. All replies confidential.

EXPERIENCED LUMBER TRADERS

We're going to stay in business despite the current depression. Ifyou're interested in a secure future, write box 432 c/o The Merchant Magazine.

600 a word, min. 25 words (25 words : $15). Phone number counrs 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.

HIGHLY experienced sales person wanted for large retail lumber company in Bay area, Ca. Excellent salary. Send resume to Box 424 c/o The Merchant Maeazine.

OUTSIDE salesperson for treated wood products line in Southern California market. Wholesale or retail lumber experience desirable. Well established reputable company. Send resume to Box 429 c/o The Merchant Magazine.

EXPERIENCED

SOUTHERN Ca. conrracror yard desires salesman to serve Los Angeles Market. Salary, commission, expenses, car, medical benefits, and profit sharing. Please send resumes to Box 428 c/o The Merchant Magazine.

EXPERIENCED pallet salesman. Ask for Carl Boesch, Hunter Woodworks, Ql3\ 775-2544.

EXPERIENCED lumber- counter person wanted for retail lumber company in Santa Monica, Ca. Excellent benefits. Contact Erik Jorgensborg, Fisher Lumber Co. (213) 395-0956.

EXPERIENCED sales person needed. Industrial sales, both hardwood and softwood. For So. California area. Commission, mileage, excellent fringes. Contact Dennis Kirk, Southwest Forest Industries, (213) 330-7451.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. Hunter. Hunter Woodworks. (213) 77 5-2544" ( 2I 3 ) 83 5-567I

CAREER-MINDED, results oriented professional with 15 years' experience in the bldg. products industry who possesses extensive products knowledge, i.e., hardwood and softwood lumber plus plywood, paneling, paint, hardware, plumbing, etc. anda successful track record in management, merchandising, purchasing and sales: in retail and wholesale, is seeking management position with well established retail or wholesale firm. Presently residing in So. Ca., but willing to relocate. Honest, reliable with a good reputation and excellent references. Available now for the right career position. Reply c/o Box 9-49, I 323 Lincoln Blvd., suite 206, Santa Monica, Ca' 90401. Or call (213) 451-5010.

EXPERIENCED retail lumberman. Accurate, quick figures. Shirt sleeve hands on attitude. Wants East Bay or Sacramento, Ca., area retail position. Reply to Box 43 I c/o The Merchant Magazine or (209) 826-42n.

LATE MODE SURFACER. Surfaces 3 sides. 8V2 HP, 22"x9" ,4-speed, compact, solid, in excellent condition. $7.500. Call Easton Lumber Inc., Fresno, Ca., (209) 268-8848. Ask for Perrv.

HARDWOOD INFORMATION

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10: Southeast Asian Hardwoods. $5: South American Hardwoods, $4; all three, $16. Send your check today including name and address to Hardwood Reprints c,/o The Merchant Maeazine.

Ll'hen sendinR in a change ol address please include zip code on both old and nen addresses and eilher the old label or the inlbrmation liom it. Thanks!

ATTN. LUMBER BROXERS.WHOLESALERS

FOR RENT-$800.00 month, 2000 ft. (prox). Office air conditioned, carpeted. Across street from custom lumber mill and storage. Located Pomona, Ca. Contact Clem Argo (714) 624-3877, (805) 985-6567.

FOR LEASE: Lumberyard Rialto, Ca. Two acres, on SP rail, fenced, black top,7000sq. ft. shed, 900 sq. ft. office, gas and Diesel tanks. Street frontage, milling facilities available next

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long beach. 3C Trucking (213) 422-U26.

Professional ebG;'y recrutttnq. Executiveiearch r and

placement.

E(perlonced 3orvlcgs lnth6 soarch 8nd placomsnt ot management p6rsonn€l for thc forsgt products Industry.

Your ratisfaction b orr futurs. All fees employor paid, / 44 West Broadway/Suite 5O4 Eugene, Oreson 97401 I (5O31 484-7065

SAVE YOURSELF MONEY

HALF PRICE OFFER for l0 or more subscriptions to The Merchant \4agazrne. when pard in advance. You and .v"our entployees can enjoy and bcnefit fronr The Merchant Magazine lor one ycar for only 53 per subscription. That's a 500i saving over our standarcl 56 per ycar rate. which is a real bargain in tse l'.

Use thrs special bulk rate subscriprion to makc sure that lhe kc\ people in Vour organrzatron are assurccl ol- keeping up with rndustrl devclopnrcnts as well as glcaning thc merchandising and managenrent inlbrmation thel need to do a better Job.

$ffi LOs A]{OELES AREA ffi

LUI{BEB A}ID PIYUOOIT

Al PEirco Company

Amerlcan Forost Products Co. (Corrilos).

Amorican For8st Products C0. (Van Nuis}

Amorican Hardw0odco..............

Burns Lumbsr Co.

Capihl Lumber Co.

Connor Lumbor &los

Coos Head Lumbor& Plywood .

Crown Distribution Center..

Ooolsy Forest Co., Inc.

Essl8y&Son, 0.C.......

FarweslFirSal€s......... (213) 629-5206

Fountain Lumbcr0o.. Ed.

FremontForestProducts

Gallehor Hardwood Co

GeminiForestProducls..............

Goorgia-PacificCorp. (2,|3) 968-5551

H€oDner Hardwoods.

HillLumberoo., Max...............

Hufl Lumber Co.

Hunterwoodworks........ (213) 835-5671

Inland Lumbor Co.

Lane Shnton Vancs Lumbor Co.

Larry Larson Lumb€r C0. (714) 821 -8100

Louisiana- Pacif ic CorD

MacBoalh Hardrvood

Marquart-Wolf€ Lumb€r Co.

osgood Inc., RoborlS.

Pacilic Lumbsr0o.

Pacitic Madison Lumb€r Co.

Panel Tox

ParrLumboroo,.........

Lumber Co. SimmonsHardwoodLumb€rC0. ...... Simpson Building Supply.......

Soulh Bay Forest Producls

Soulhwest Forsst Induslries. (213) 686-1560

Slahl Lumber Co.

Sumwood, Inc..

Sunrise Forests Products, Co.

Uniled Wholesale Lumber Co. . . .

Virginia Hardwood Co.

Wendling-Nalhan Co.

ORIATIN lAY ARIA

BAY AREA

233.8855 r'rlY.:i'ij;1fi,T#""':: "ll::::::ll

52i d66i $3,ii3tliJ3iij,l3i33i {lfll i86,tl1? Ei*i"+.,dfi%t,*ifr,eiinc , iglgl iei iSii

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StewartxiiowmcLumberco h%i|j3ltlii$firr|ll . . {8181 3iX:i868 1{00EsT0

fiffi.n.l3 ijill3,%ff"ifl ' {9]El i?i,liii igiiidffii,,oer (s16) 546.8244 [iiii,.'r..9i*. rulTrre {ilFi lli,i?i2 StewartxiiowmcLumberco. (2oe) 826-6544 h'"",1',fltll!$f"c3il ltlSl !iX:i363

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Lou s ara pac,c l]c'p iZOri :4, 2,1r, ^.:19r|U." i8CCr 5'17 5i-1r

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VANC0UVER Hertrert Llfrbe.ir

fle'ial ora Fo'esl PrliLcls .: (206t 693 361 ! R0SEBURG WALLA WALLA Ke e | [u11i.", Ll ur 0f Par I i Ra 'oad (509) 529 t6tu sAtEM WENATCHEE I u|trer pr.c!il! Le{ 5 40 fr pa mer G t2a1 6Q 2l I I S'r'lnf i\iOlt] Pr!aL::l YAXIMA SEASIDE Lew : lr ii P! nrer G 12061 2tB 0ll AII

LJrte'P'!arcls Press!,€ T'ealed T rier io Ur !r Paa i a Ra,.!aa

LEWISTON Jf of Paa l c Ra road

POCATELLO Jn rf PaciJ r Ra foad

SANOPOINT lr'lIFa'afd Cascade

ANCHOEAGE Affow I !orber

L""wsCo nr Pamer0

SEWABD L o!r5 afa Pac I I Cofp

ALASKA

HAWAI!

HI LO Campbel Brrr! !!rrc Prrcuils C! nc

HONOLUIU fle Arr 0oor K ftt-r,r'r i-i ( rqla!

Kopl)."r! Cr fr Fle d & !! {tlrl fl

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ARIZOHA

PHOENIX AREA American Forest Products Co

Cap la Lumber Co Fremont For€st Pfoducts

Georgra.Pac 1 c Corp Goell 5 Mela P'od,cls rdL5lra Metd Doo,cls

[,4a co Drstnb!tors

n Ar 1800) 352 5530 0!t oJ Az

So"t' Bar 16 s' o a6-, t

So!thwest Forest indusir es

Specra ly Forest Pro0ucts Spe man Hardwocds

V'graHarcw!o0Cc Id < rce cde TUCS()N ATer iaf to'e:1 Producls Co

LAS VEGAS !elt -.f .tr'.:rfr nt. RENO aap l! P ! i!!!a i 'l q! 1: -.rr!t at - L Ltr, i:-ir nt P,t rer (i tlf i. F:t'L_ fr,t raad

ATEUOUEROUE La! l; L!mlle'Co

OB!TUAMV

Bernrrd Fetzer, former general manager of Masonite's Western Lumber Division, died of a heart attack on Oct. 13, 1981, in Ukiah, Ca. He was 61.

Mr. Fetzer left the lumber industry in 1975 to devote full time to a winery which he had purchased in 1954. The 750 acre ranch, 7 miles north of Ukiah, had vines over 100 years old, considered some of the oldest in the Redwood Valley.

He is survived by his widow, Kathleen; ll children; a sister and two brothers.

iiifflillill*:$liJilill;li.::lf.illiillllllllfi$itiij$:inii,liillil.i:tLi:liil,.iti.:l:l1l

Roy T. Forsgren, regional mirnager for the American Plywood Association Quality Services Division, Eugene, Or., died on Oct. 4, 1981, after a sudden illness. He was 62.

He had joined the Plywood Association in 1945 as alaboratorytechnician evaluating glueline quality. He became a quality supervisor in 1950 and served twice as Eugene regional manager as well as operations manager at the Tacoma, Wa., headquarters.

Mr. Forsgren is survived by his widow, Isobel; a daughter; two sons, and six grandchildren.

George Edward Preble, president of the Orange County Lumber Co., Santa Ana, Ca., died in that city on Oct.22,l98l, after a brief illness.

Born in Santa Ana on Sept. 3, 1908, he was a founding stockholder of the Orange County Lumber Co. in 1948. He had previously worked at Barr Lumber, Santa Ana, doing design work and was considered an excellent draftsman.

Before World War II, he played for the St. Louis Cardinals and was active in semi-pro baseball later. Mr. Preble was past president of both the Board of Governors of Farmers Insurance and the Orange County Planning Commission. He is survived by a son, one grandchild, and a sister.

"This is our 19th year of serving you . . and we look forward to many, many more."

TFROUI|DS t"+;|t-tJ[|Etr' STEIHOPE.

But chances are, you'll never have to make that person-to-Person call.

Because at Rounds we've vowed to be the ones who find what others can't. And do what others won't.

Redwood grapestakes? Sure. How many?

Timbers up to 3?-feet long? You bet. Where do you want them?

Unusual orders. Mixed shipments. Delivery on the double. They're all part of our daily bread.

All of which explains our coast-to-coast reputation as something of a godsend.

Butwhat you'll like best of all is how our uncommon approach to unusual orders carries right over to the everyday stuff.

Like green redwood in all grades. Dry redwood uppers. And redwood fencing. With all standard redwood patterns available.

Or our line of finish fir, including flooring. Pine deck-

ing. And our comprehensive remanufacturing capabilitie s. They're all delivered with the same Rounds hustle that built our reputation. Rounds. Underthebest circumstances we're a good place to start. And when you don't think you stand a prayer of finding something, we're the next best thing to Divine Intervention.

Let us know how we can help.

In Northern California, call 800-8 62 -4668 or 800-862467 7. In Southern California, it's 800-862-4994. All other locations, call 800-358-9134. Louisiana-Pacific Corporation, Rounds-Cloverdale, Box 9Z Cloverdale, CA 95425.

VVe'renotc fflll.Of.the. mlll,mill

That's what makes United stand out from all the rest. Our huge 20,000 square foot facility is one of the largest in the west. And one of the best equipped. That means we've got the capability to produce and deliver custom orders on time. Our machine operators have the experience and know-how to guarantee it. We're one of the major suppliers of cut parts to the furniture and cabinet making industry. Parts for chairs, tables, wall units, drawers, shelves, moldings, and dowels are produced daily at United. Other available services include edge gluing, sanding, special patterns, ripping and detailing.

One of the added advantages of dealing with United is our large supply of hardwoods and softwoods. You can't find a better selection to choose f rom. We stock many varieties from western softwoods to exotic imported hardwoods.

Now that you know about our services, why not take advantage of them? On your next order for millwork, call United. Let us show you why many of our customers call us "the best in the west."