Merchant Magazine - November 1982

Redwood rustic siding makes more sense than ever. And we've got all you need.

More and more peopleare using redwood rustic siding. Because rustic sidins is more economical than premium redwood grades. Yet it still has the warm, rich look that only comes from redwood. It resists insects and decay. And it ages well, with or without a finish.

Redwood rustic siding is a practical, aesthetic addition to almost any exterior. And we've got plenty of it.

Our Ft. Bragg mill is one of the largest redwood and fir suppliers in the counbry.And with hundreds of distribution centers nationwide, you can order the amount you want and get it quick.

So for redwood, or fir, come to us. We'reGeorgia-Pacific. And we've got

all the rustic siding you need.

Serving the lumber, building materials and home improvement markets in 13 Western Sfates-Since 1922

We're distributors for. . .

Solid Oak Parquet 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.

Quality Service since 1932

CAPITAL

BUILDING

The Merchant Magazine

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor

Juanita Lovret

Contributing Editon

Dwight Curran

Gage McKinney

William Lobdell

Al Kerper

Art Director Martha Emerv

Staff Artist Nicola O'Fallon

Circulation

Kelly Kendziorski

The Merchant Magazine (USPS 796-56000) is published monthly at 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92.660, phone (714) 549-E393, by'The Merchant magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request.

ADVERTISING OFFICES FROM WASHIN(;TON

STATE. IDAHO.NORTHERN CALIFORNIA & ORE(iON: contact David Cutler. 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660. Phone 014) 5498393.

FROM SOUTHERN CALIFORNIA: contact Carl Vann, 205 Oceano Dr., Los Angeles. Ca. 90049. Phone (213) 4723113 or (714) 549-8393.

FROM THE MIDWEST: contact Charles L. Lemoerlv. 1230 Brassie Ave.. Flossmoor. ll. 60422. Phone (3t2) 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 il possible, plus new address and zip code. Subscription RatesU.S. and Canada: $6-one year; $9-two years; $12-three years. Foreign: $14-oneyear, $20-two years.Single copies $1.25. Back copies $2.50 when available.

THE MERCHANT MAGAZINE is an independently-on,ned publicaliott /nr tlre rctail. n'ltolesal( artd distrihtrtiotr leyels ol thc ltunher. bttilditt;i trratcrials and ltotnt irnprovenrertl btrsirress irr tltt' l3 Wcstertr statcs.

ls Available In TWO Beautiful Natural Colors.

Selecting Osmose K-33 pressure treated wood for The only difference between Osmose K-33 and your building project is a snap. The tough decision is SUNWOOD@is the color: One's a soft green, one's a choosing one color over another. rich reddish-brown. They both look so Breat, you

Afterall,bothproductsarepermanentlypreserved. may have a tough time making up your mind. But They're both clean, dry and odor free. They both whichever you choose, you'll get one tough, long' resist rot, decay and termite attack. lasting wood for your building project!

CONIACT

Conrad Wrxrl Prcpr'ruing (irrnll.rny

Crxrs Bay 974)O a (503)269 59UtJ

Joseph Foresl Prorlur ls, Inr

Joseph 97846 a (50 l)4 Jl 2 I I I

Oregon Permapost Produc:ts Crirrlran, Hillslrcro 97123 1501)6.18 .115(,

Utah

Kiltoyle Krans, Inc.

Prit e 8.1501 o (801)637 l5l l

Washington 51xik,rnt, Tribal \\oorl Produtls \\t, lrrnit 9904{) a t5O9)2iB-7737

EDITIORIAL

Save one, lose two.

aF\UTTING expenses is always popular with Ymanagers, but never more so than in a recession when it becomes more of an imperative than an option. Yet some expenditures that are slashed smack more of penny wise and pound foolish than true economy. Association membership is a perfect example.

Monthly association dues, like advertising expenditures, are an easy target for the economizer. Yet their elimination can often be a costly mistake. In tough times membership in your association is more important than ever. The work done on your behalf as well as the results realized by members working together exceed the small savings gained by dropping out of your association.

While it is true that it is usually impossible to justify each and every dollar spent on an immediate basis, the overall benefits, both tangible and intangible, more than make it a dollars and sense proposition to belong and participate in your association.

DAVID CUTLER ed tor- publ isher

We're not advocating supporting your association as you would a charity. Far from it. Association membership, like advertising, doesn't cost, it pays. It will pay you and your people to fully utilize the wide ranging benefits and activities membership provides. In tough times, the new techniques, skills and industry knowledge gained more than make up for the dollars spent.

The associations have a positive track record of achievements for their members that span a broad range of activities. To our eyes they have more than proven their worth. No question, they're pulling their oar in the boat.

Your meaningful participation makes more sense now than cutting your company and its people off from the programs, benefits, information and contacts that association membership provides.

Find another way to save some money.

Serving the lumber, building materials and home improvement markets in 13Western Slales-Slnce t922

When dealers compare computer systems their overwhelming choice is Dataline.

The underlying reason is that Dataline understands the complexities of your business. We speak your language. Direct, results-oriented dealer language.

Unique among computer companies, Dataline has specialized for over eleven years in designing only programs to meet the special needs of building supply and home center customers. We start by helping you ask the right questions, by exploring the various aspects of your business, by identifying problems and opportunities. Only then do we begin applying the flexibility of a Dataline system.

And we don't stop there. Working with your staff, we make sure that every Program is runni n g srnoothlg, efficientlA, profitablg.

DATALIN CORPOR/TION

Gomputcr tystcme for Bulldlng Supply Dealers/Home Centere

4 Danbury Road, Wilton, CT 06897 (203)762-2473

The results? lt is commonplace for Dataline users to reduce inventory levels by as much as 757", double product turnover rates, double collection of finance charges and increase gross margins by as much as 5 percentage points (and some-times more).

It is also commonplace for dealers to achieve payback on investment within eight months of operational startup.

A California dealer uncovered all the answers he needed when 45 of our customers responded to his inquiries. He now relies on his own Dataline System.

Shouldn't you be considering a Dataline Computer $ystem, too?

I Send for the complete Dataline storyJust fill in I | .r r i, -:r ^- :--,- this coupon and mail today: D I

! Please send me Dataline literature.

I Please have a Dataline rePresentative call me.

Bad debt insurance can help cut losses

By Robert E. Parmelee Senior Vice President American Credit Indemnity Co. Baltimore, Md.

lN THIS era of prolonged I economic sluggishness, protecting working capital from bad debts is a must. The possibility of a sizable bad debtwrite-off currently is greater than in any period since the depression of the 1930s. And the building industry is especially prone as it is an activity characterized as cyclical and presently in a slump in which extraordinarily high interest rates on mortgage financing and borrowing are serious problems.

A large bad debt write-off can cut sharply into cash flow and create cash need and borrowing need. Sometimes it can fatally damage a supplier/seller's capital base. The inability to collect trade receivables is a major cause of business failures, as the American economv is now witnessing.

One saf'eguard for the wholesaler and retailer of building products is to insure the business receivables.

Basically, bad debt insurance safeguards the supplier/seller's working capital from abnormal or excessive credit losses which can occur through failure of one or more large accounts, or a number of failures due to changing economic conditions. Credit extensions are guaranteed to the extent that they are insurable financial risks. The insured is reimbursed for credit losses in excess of the deductible, or normal expectancy. The "normal" losses from bad debts, or loss levels considered to be affordable, become the deductible. Typically, the premium expense ranges from 1/5 to l/3 of l9o of covered gross revenues or sales.

Credit insurance policies are flexible. My company, for instance, can provide monthly premium payment plans. Reinsurance facilities are arranged to facilitate covering very large risk exposures.

Businesses carry insurance on assets because these are company owned. Bad debt insurance of accounts receivable is actually insurance on inventory after the title passes to the purchaser. A new entity is created-an account receivable. When that has a guaranteed value, cash invested in the products is assured a return into working capital.

Properly used, bad debt insurance is an effective management planning and selling tool. When the supplier/seller of building products is assured of collecting, he can plan for production, inventory, cash flow, cash need and borrowing needs more efficiently. Additionally, the sales and credit functions can collaborate more effectively. Marketing efforts can be directed toward the guaranteed level of financial coverage surrounding the receivables.

Story at a Glance

Working capital is not tied up in seriously delinquent accounts. Turnover of working capital is enhanced. The policyholder's collections are strengthened. A better salvage of insolvent accounts is attainable. The supplier/seller's financial status is stronger because receivables have a known, guaranteed value.

Borrowing ability is strengthened, because the bank lender knows that receivables have a guaranteed level. Because loan security is enhanced, the bank credit line may be enlarged or interest rates lowered. The insurer's opinion is available on the creditworthiness of a particular account.

Some companies have a greater need for credit insurance because of vulnerability to abnormal credit losses. Theymay include those which:

o Do business primarily in one region.

o Confine marketing to a few customer accounts.

o Are active in a significant specialty business.

o Sell to companies engaged in one line of business.

o Deal in seasonal products.

o Are overly sensitive to an economic slump, or to an inflationary cost-pricing squeeze.

. Accept greater risks in order to maintain sales volume.

Baddebt insurance has been referred to as "sleeping insurance" because it promotes peace of mind when the credits guarantor is watching over the policyholder's accounts receivable and is ready to pick up the pieces if the worst should happen. It is better to have it and not need it, than to need it and not have it in an industry which is vulnerable to credit risks.

How bad debt insurance can protect a firm, help avoid losses ... how it works what it can do and cannot do .. who most needs it.

WWPA: more marketing

ESPITE a low attendance of approximately 170 and dismal market conditions, the Western Wood Products Association made a concerted effort at its annual fall meeting to be as optimistic as common sense allowed. The individual members' attitudes ranged downward from there; to restrained hope with a salting of pessimism.

The necessity of the industry paying more attention to marketing (and less to production) received continued emphasis. Approval was given to Impetus/83, a tentative marketing plan to be developed further by the WWPA staffers for a full blown presentation and possible final approval at the spring meeting, March 8-ll,

1983 at the St. Francis Hotel, San Francisco, Ca.

This fall's meeting was held in Newport Beach, Ca.; the fallmeeting for next year is set for Scottsdale,

Story at a Glance

Need to build markets . . . new marketing plan being devel, oped . . . 1.3 million housing starts forecast lor'83 . increases will be slight.

Az., with 1984 slated to be held at Monterey, Ca.

WWPA's top staffer, executive v.p. Bob Roberts forecast only a slight rebound in 1983 for the Western lumber industry.

"Unfortunately, the rate of housing demand will not be enough to bring the thousands of workers who have been unemployed andunderemployed back to work on a full-time basis," Roberts said.

The 1.3 million housing units that the WWPA hopes will be built in 1983 will fall far short of the 1.75 million units the association measures against as normal.

" It will, however, be slightly better than the l.l million units we're pro-

WESTERNERS (1) Lois & John Schick, Bob & Patty Higgins. (2) Charles Shotts, Fred Reseburg, Jim 0'Donnell, Harry Kennison. (3) Claire & John Casey, Don-Lee Davidson. (4) Larry Kiser, Gus Hubbard, John A. Hein.

(5) Mickey Whiting, Billy Stimpson, Bob Roberts. (6) Greg Butler, lra Liberman, Wade Mosby. (7) Phil Lakall, Steve Johnson, Bill Weston. (8) Ed & Mary

Richards. (9) Bob Courtney, Bill Hill, Bill Spannaus. (10) Paul Kay, Bob M00re, Larry Blum. (11) Ray Moholt. (12)Hubert Sager, Bill Rund, Cletus Winkler.

jecting for 1982.

"The home building market should consume some I1.42 billion board feet of lumber during 1983, which is well below the 16 billion board feet consumed in our 1979-normal year," Roberts said. Home building will account for 3690 of the total U.S. softwood consumption projected to be 31.68 billion board feet. In comparison, 1982's total consumption should reach 29.1I billion feet.

Lumber consumption for markets

other than home building will show improvements from 1982 but will still be off considerably from 1979, he noted. The repair and remodeling market, grouped with other new construction, is expected to consume some 13.6 billion board feet next year, up from this year's 12.95 billion feet of production.

Roberts forecasted imports from Canada to be 8.4 billion board feet in 1982 and 9. I billion feet in 1983, both years accounting for 28.50/o of U.S. consumption.

HAWAIIAN SHELL necklaces adorned luau partyers (1)joe & Shirley Shipman. (2) Dick & Ellie Davis. (3) Harry Bleile. (4) Fred Scaife, Jerry & Ralph Cardwell. (5) Terry Diehl, Alan Guinn. (6) Jim Johnson, Dick Corson, Betty & Ed Wilson. (7) Judy & James Sterrett, Mary & Richard Just. (8) Harry Weiher, Dick Rudisile, Jim Flores. (9) Larry Sutten, Charles Gardiner. (10) Joan & Jim Matson, "Tope" Knauf. (11) Bruce Colwell, Mort Huetter, Darrell Schroeder. (12) Tom & Joanne Lapinski. (13) Debbie Bross, Margret Bielke, Bob Hunt. (14) Bill Sullivan, Ted Gilbert, Bob Golding. (15) Neal Pinson. (16) Tenas & Joanne DeJong. (17) Norm Wroe, Victor Brahmer, Norman Andersen.

A look at the future of vinyl windows

Ai:f i

:liit$:':y ;:'jTl itil;

window framing material in the coming decade, according to a "U.S.

Market Report for Vinyl Windows" by Conoco Chemicals.

The total U. S. market for windows is large. Prime and replacement win-

Replacement Trend G rows

Prime/Replacement Wi ndows

CHART I

dows account for 6590 of the total market. In 1978 nearly two thirds of all prime/replacement windows used in residential markets were in new construction. Replacement held to 340/o By 198 I , due to distressed new housing markets and continued growth of the replacement trend, market shares were almost reversed. (See Chart 1).

In l98l wood and aluminum were almost equal in the market. (See Chart 2) Within the overall wood window category, vinyl clad wood windows were nearly 4090 , reflecting the demand for ease of maintenance, an important trend.

In residential new construction, the most commonly installed window is a single-glazed aluminum window because of its low cost, confirmation to FHA/VA and local building code standards, easy installation and good delivery. Residential replacement is characterized by custom manufacture, smaller volume per purchase, but large total volume sales, which are growing at l2t/o per year.

Story at a Glance

Residential remodeling, commercial rehab jobs beef up market new manufacturers and designs. . . products gain in acceptance.

Energy savings, high quality, longlasting maintenance - free properties, attractive appearance and ease of installation are important in the window remodeling market. Professional remodeling accounts for about 67slo and do-it-yourself, 3390. Higher priced prime and replacement windows are common. Because they are lower in cost than prime windows and easy to install, storm windows have a large portion of the market, 23.6 million in 1981.

Residential replacement windows are sold about equally through building supply distributors or wholesalers, lumber dealers or home centers, direct from supplier-owned distributors and from specialty dis-

Commercial Remodeling Modern ization Projects

By Specifier 1981

Come to AAAmCO forspqce servrce

lirtal of 460,662 Projects

Source: Commercial Remodeler

tributors. The professional remodeler decides on the product and brand name in 7490 of the cases.

Remodeling is expected to have a l29o growth per anum through 1990. The replacement of old, inefficient windows has been the No. I remodeling job since 1980, according to the Conoco report. In addition, a trend towards energy saving products for new homes is anticipated by the mid-1980s. Already in some areas double-glazed vinyl-clad windows are being installed in new homes. PVC windows are expected to gain acceptance for new residential installations by the mid to late 1980s.

The commercial replacement market may well be the sleeping giant. There are some four million existing commercial buildings in the U.S. and over 8090 of them are at least l0 years old. Faced with the choice of tearing down or rehabilitating a building, owners usually consider that rehab takes a fourth of the time and is less costly. That 8390 of the existingcommercial buildings are low rise (one or two stories) is significant since PVC windows are rated for installation in this type of commercial structure.

New entrants into the PVC window market have emerged in 1982. A number of successful window designs are in use currently. More will develop as the industry grows. The outlook for PVC windows in the U.S. is considered favorable.

from our down-lo-eorlh solespersons

In this doy ond oge fost service coupled with friendly help is somelimes hord to find. Nol so ot Mollco! You'll gef fosf , efficienl spoceoge service ond friendly, courfeous "golden rule" lreolmenf by eoch ond everyone of our experienced, knowledgeoble solespersons. Wholever your lumber ond building moferiol needs, we'll help you get them filled ond provide fosl delivery right to your door. Give us o coll!

Phone (602) 252-4961

Building materials firm thrives with acquired properties

f LTHOUGH in recent months it Awould be easv to assume that building materials groupr are on the decline due to a slowing in sales, Cole Industries, National City, Ca., maintains that this is not the case with the Companies of Lumber I which it owns and operates.

Starting in July, 1976, with the purchase of Solana Lumber Co., Solana Beach, Ca., a large successful lumber and building materials operation founded and operated by Herschell Larrick, Sr., and his son, Herschell Larrick, Jr., Cole Industries by acquiring businesses has developed a group of separate subsidiaries including the Solana Lumber Co.,Tidelands Sales Yard and Water Street Wholesale Lumber Co., in National City, and Fallbrook Lumber Co., Fallbrook, Ca.

With a market area of ali of San Diego County, 4,24 sq. miles, the operations offer a full line of softwoods including clears, rough Douglas fir cuttings, hardwoods and plywoods as well as hardware, plumbing, electrical, power tools, paneling, moulding, doors, building materials, garden supplies, paint and landscape materials. Cedar is a specialty because of the demand for exterior sidings and exterior paneling in the San Diego area.

Custom milling, resawing, ripping, surfacing, band sawing, detailed cedar sidings and paneling are concentrated at the Waterstreet facility. They also provide detailed sills, jambs and similar products.

Business is 2 to I contractor at present, but the mix is changing due to a slowing in contractor trade. To encourage the gradually increasing retail trade, the company stresses

Story at a Glance

Company blankets area with four facilities contractor/ retailer lumber, building ma. terials. . milling capabilities

... aggressive marketing competitive pricing, customer service, advertising in local newspapers, contractor oriented magazines and special promotions including anniversary sales, parking lot sales and grand openings. At the moment all the branches are participating in a l3 month contest, the "$10,000 Win-AHouse Contest."

"The response has been tremendous and the enthusiasm generated among our customers and with the company as well is helping us all through what might have been a discouraging time," says Deborah Page, public relations officer. "It fits into our company objective of op-

C0RPORATE HEAD0UARTERS houses Comoanies ol Lumber 1 accountino stafl and inanagement personnel as well is Cole Industries of La Jolla. The 7.000 so. ft. building in National City was acquired from American Forest Products about 15 months ag0.

C0NTRACT0R 0RIENTED, the Tidelands Sales Yard is located at the old American Forest Products lacility in National City, adiacent to lhe Waterstreet Wholesale Lumber Co. lt is an extension of Solana Lumber.

C0MPANIES of Lumber 1 management includes (lett to right) Mel Lauritsen, v.p., lumber operations; Dave Paulas, dispatcher suoervisor-Waterstreet: Donald Cole, owner, Cole Industries, the parent company.

timal expansion consistent with the honesty, personal service and knowhow of a good, old-fashioned lumber company, while extending our service to households and contractors in a wider geographical area, using the best of the old and new in management and ideas."

Sales for the four operations are approaching $20 million with a payrollof approximately $2.S million. There are 200 employees, nine in managementand2T in office jobs. In the contractor sales department eight sell locally and three county wide.

Building permits and report sheets are studied to generate sales. The management works to draw the sales force together, encouraging them to find new business, keeping them enthused about better times and higher pay in the future.

With the exception of the Tidelands Sales Yard, all the properties were well established when acquired by Cole. Solana Beach is 59 years old, Fallbrook, 36, and Waterstreet, 27. The company has strived to retain the local company character in each community.

Modernization and expansion have been emphasized with a point of sales, interactive, on line computer system being a late addition to management. An independent, inhouse advertising agency, Industries Advertising Associates, handling media relations for the entire corporation and serving outside accounts as well, is now being launched.

Looking ahead, the management predicts that although their specific area will be less affected than the national average in the market place, there will be a flat spot for the next 18 months with moderate growth thereafter. Aggressive marketing and acquisition of existing companies in new markets are included in their plan for coping as well as improved productivity and increased efficiency.

NEWEST ADDITI0N to the Companies ol Lumber 1 is Fallbrook Lumber Co., Fallbrook, Ca. The 36-year-old facility acquired last December was completely remodeled to upgrade the store and lumber yard areas.

AC0UIRED in 1976, the 59-year-old Solana Lumber Co., located in the center ol Solana Beach, north of San Diego, has been remodeled and uodated. The f irst lumber operation acquired by Cole Industries which

now owns lour facilities, it has an expanded clears, mouldings, finished lumber and building materials section. Covered storage ollers drive-thru convenience.

MILLING CAPABILITIES 0f all the ooeralions are concentrated at Waterstreet Wholesale Lumber Co., National City, Ca. Deliveries are

made from here using the tirm's fleet ol 15 trucks.

Grading seminar earns an A

E RoDuCT.knowledge was Job I f at the grading seminar recently sponsored by the Los Angeles and Orange County Hoo-Hoo Clubs. Held at the spacious facilities of South Bay Forest Products, Orange, Ca., students were treated to a double line up of al fresco "classrooms" dealing in ll different subjects. In-

struction was by industry and association professionals.

Topics included moulding, hardwood, particleboard, plywood, boards, redwood, cedar, pressure treated materials, glulams, dimension lumber andtimbers. Co-

(Please turn to page 19)

LUITIBER LEARNERS included (1) Louie Escobedo, Doug Willis, Jon Wilson. (2) Scott Beach, John Timm, Jim Kahler, Jay Moffett, Lynn Walters. (3) Jim Frodsham, George Howard, John Mullin. (4) Norm Blagg, Sue & Dennis Richardson. (5) Ron Smith, Peggy Barlow, Corwin Bales. (6) Roger Jones, Robin Wood, Mark Sabre. (7) Jim Moss, Ed Gavotto. (8) Tom Lindquist, Frank Gonzalez, Steve Thurgood, Larry Bollinger. (9) MLke Miller, Sam Herrera, Jim Mathews. Ole Hansen, Greg Woods. (10) Mel Lauritsen, Ted Gilbert, Donn Gunvalson. (11) Alan Arbiso, lrene & Colly Pare. (12) Steve Barrett, Mike Buckley, Terry Estep, Bob Deacy. (13) Glen Freeman, Steve White, Mark Paletta. (14) Erik Jorgensborg, John Newell, Bruce Vandermark, Jeff Thomas. (15) Marty Martindale, Bob Potter, Rich Arnds. (16) "Big John" Longan, Bruce Ingram, RalPh Hecathorn. (17) Bill Cowell, Mel Rhodes. (18) Andy Ersek, "Frannie" Frease. (19) Michele Alexander, Sandy Delaura. (20) Chuck Lember. Mark Lofland.

THE PERFECT PRODUCT FORAROTTEil MARKET.

There's one bright spot in today's otherwise gloomy lumber market. Pressure-treated lumber. DIYer's and remodeling contractors are eating it up. Primarily because the bugs, mildew and termites won't. Even after 29 years in the ground.

It's become the smart, economichl choice for all kinds of outdoor projects. And now you have a major new source to work with. Louisiana-Pacific. We're taking high quality hem-fir and ponderosa pine from our own forests. Giving it first-rate treatment at our new high capacity facility at Uhah, California. And making immediate delivery with our own fleet of trucks.

So now you can give customers the treatment they've been asking for: L-P Outdoor@ Wood for decks, patios and fences. You can even grve it to them with a Cedartone'" pre-stain. To say nothing of L-P Wolrnanized@ lumber for sill platq And pressure-treated landscape timbers. Take advantage of a rotten situation. For all the details, call: Louisiana-Pacific Corporation.

Albuquerque, NM (505) 873-0511

Cloverdale, CA (707) 894-3362

Fremont, CA (415) 657-6363

Rocklin, CA (916) 624-4525

Orange, CA (7I4) 998-6500

Phoenix, Ae $02) 246-1578

Samoa, CA (707) 443-75II

The Larry M. Hamman Lumber Co. yaiO in Kingman, Az., has been sold to Copeland Lumber YardsofPortland, Or. . 84 Lumber Co., Eiehty Four,

,

al National H anllu8t Natronal Housewares

J. Borg Supply, an old line San Francisco, Ca., firm has closed its doors Wickeshas shuttered its last Tucson, Az., facility, a contractor-industrial yard; their two retail stores closed earlier Commodore Producfs, ChatsWorth,:Q1,, is now in ChaPter ll bankruptcy.; . Barnett Internotional, Inc., has closed its Tacoma, Wa., office..

Southwest Farest Industries, Phoenix; Az., has closed its City of Industry, C&., sales and distributim,,ceaGr and plans to sell the plOpertt,:,'..', ;,,t: Snyv€l! FOreSt PrO' ductshas opened a new yard and sales off,rces in Denver, Co., on the site of the old Shepard & Morse Lumber Co.; the Pittsburgh, Pa., manufacturer and wholesaler also has offices in Medford, Or., and Tempe, Az.. ,.

Rolando Lumber Co., San Leandro, Ca., has closed its Rolando Lumber Sales facility in Rialto, Ca.; mgr. Don Derbes has moved over to H & M Wholesale,

The ha rdw are in&s t r! remains sluggistr with Scpt. Hrdware Index Sales figs. declining to 98.6 from 9.4in.$ugupt.. . the semitlxel995,pip,c

Housing starts for Sept. ircreased l4.4Vo from August, pushed bygovt. subsidized multiples single-family houses increased6.69o . . . building permits were up l6.9Va givingriseto hopes that the gradual drop in long-term interest rates is:having an effect the sea$onally, ad- justd annual rate'waS 1,,i46,:000 units

New Western lumber orders were at the,h WnSt :fuw!,.,tl€{1m ily since Juner '8J' r r'''r'..''iot l;'.''nbur construction rOSe li;6r90..''rin.,.Aug.i, the 5th increase in 6 mos new home sales inched upZu/o in latest figs.; builder$ fepolt.r,incieased customertraffic...

The remodeling industry expects loans for fix-up will neaily double, in 4 years, to $58.4 billion . estimates of spending on home improvemcnt in '81 are in excess of $46 billiern; homE, rgpair and rernodeling has gbwn, 3';4% annually in thq last decaile,.i;, ,

Predictiori'n*'t it1;, ii11i$%l1:t{

Outlook for West Good

"The long-term outlook for the western forest products industry is good, but several factors have made for short-term difficulties.

"Once we get going again, the forest products industry nationwide will get a real boost from the pent-up demand for housing," John H. Dunkak, senior v.p. of Georgia-Pacific Corp.'s Western Div., told a recent American Economic Development Council conference held in Reno, Nv. "The western industry stands to gain in the longer term as Americans continue to migrate westward and as we continue to develop export markets for our products."

"Regionalization of marketslargely because of rising transportation costs-has been taking away a good part of our traditional 'export' markets east of the Rockies," he explained. "More than 67s/o of l98l's western lumber production was consumed in western states, compared with only 42t/o in 1971."

A similar situation exists with respect to softwood plywood, which was once the exclusive domain of West Coast Douglas fir, Dunkak said.

"Today, however, Southern pine plywood is rivaling Douglas fir in total productive capacity, " he noted.

Dunkak feels the forest products industry nationwide would also be helped by the continued growth of the remodeling,/repair sector as well as industrial markets for wood products.

GRADING SEMINAR

(Continued from page 16)

sponsors withthetwo fraternal groups included Western Wood Products Assn., California Lumber Inspection Service, American Plywood Assn., West Coast Lumber Inspection Bureau, California Redwood Assn., Lumber Association of Southern California, Capital Lumber Co. (who supplied food and soft drinks), Carroll Moulding, Simpson Timber, Inland Timber Co., American Forest Products, Fontana Wood Preserving, Penberthy Lumber, Standard Structures, Huff Lumber, Ganahl Lumber, Koppers Co. and D.C. Essley & Son. Admittance was free and more than 300 from every level of the industry took advantage to hone their working skills.

AttYan Aduertising system

THE MOST SUCCESSFUL HOME CENTER/BUILDING MATERIAL ADVERTISING PROGRAM AVAILABLE

36 Different Promotional Themes

r

36 Feature ltems

.

36 Sub-Features

. 432 Generic Product lllustrations

All in a sensational line drawing technique that makes it easy for you to adapt to your own advertising image.

'and you gel 2 sels of att art wotk!

GUARANTEEDI lf you're not fully satisfied we'll refund your money and pay the shipping costs both ways

Bill Fishmon

Pine Redwood Cedar

IMPORTED AND DOMESTIC WOODS

Our airn is to lill lour rt'r;uirt'lnt'nts, prornptly, rvith cornpetitivr'lv prict'rl qualitv protlucts.

Jim Forgie

Jim Summerlin

SUMWOOD, INC.

P.O. Box 7000-216

Palos Verdes Peninsula, Ca. 90274 (21)) 54r-0179

Telex 181-871 (SUMWOOD RPVS)

NOVEMBER

Lumber Association of Southern California-Nov. 11-13. 32nd annual management conference, Spa Hotel, Palm Springs, Ca,

Western Building Material Assn.Nov. 13-16, 79th annual convention/building products showcase, Westin Hotel and Seattle Center, Seattle, Wa.

Montans Hudware &Implement Assn.Nov. 17-19, convention, Northern Hotel, Billings, Mt.

Nationd Lumber and Building Material Dealers Assn.Nov. 1E-21, 66th annual convention, Contemporary Hotel-Walt Disney World, Orlando, Fl.

DECEMBER

Portland Wholesale Lumber AssociationDec. 17. annual Christmas luncheon, ll:15-2:,45, Red Lion Motor Inn, Jantzen Beach. Or.

JANUARY

National Housewares Manufacturers AssociationJan. 17 -20, 7 8th International Housewares Exposition, McCormick Place,/McCormick Place West, Chicago, Il.

Oakland Hoo-Hoo ClubJan. lt, dinner and initiation, place to be announced.

National Association of Home Builders-Jan. T2-25, convention and exposition, Astrohall-Astrodome complex, Houston. Tx.

Budrow & Co.Jan. 23, Annual Dealers Show, company facility, 14030 Gannet St., Santa Fe Springs, Ca.

National Woodwork Manufacturers AssociationJan. 29Feb. 3, P.G.A. Sheraton, West Palm Beach, Fl.

Mountain States Hardware & Implement AssociationJan 30Feb. l, Convention, Sheraton Tech Center, Denver, Co.

American Hardware Manufacturers Association-Jan. 3l-Feb.

2. Winter National Hardware and Home Center Show. Las Vegas Convention Center, Las Vegas, Nv.

FEBRUARY

Hem-Fir

Hemlock

Douglas Fir

GREEN or DRY o DIRECT MILL

SHIPMENTS . LCL . CARGO e RAIL . TRUCK & TRAILER .

PRESSURE TREATED LUMBER

Yard & Offices: End of Alrport Rd.

P.O. Box 723, Uklah, Ca. 95482

Phone CORDES LANGLEY.

ROGER HOWARD:

Intermountain AssociationFeb. 3-5, Convention, Hilton Hotel, Salt Lake City, Ut.

Builder Marts of America, Inc.Feb.22-24, l2th Annual Independents Days products and management services expo, Atlanta Hilton Hotel, Atlanta, Ga.

International Home Center Marketing ConferenceFeb. 26, Convention Center. Dallas. Tx.

National Home Center/Home Improvement Congress & ExpositionFeb. 27-March 2. Convention Center, Dallas, Tx.

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.

"All wood is good, but Sumwood is special"

gailenl W Inlprrlle Lurrrb p,r

Order a Simpson Stok-Lam Beam and see what makes them different from ordinary glue-laminated beams. They're cut toorder,right out of inventory. The Stok-Lam Beam you want today isn'twaiting tobe cut and milled out in some yard. lt's in Simpson Building Supply inventory righf nour. When we get your size requirement. we cut to your specifications - any length you want, up to 72 feet. And then we deliver, as fast as humanly possible.

If you're saving time, you're saving interest. Nobody has to tell you how expensive it is to borrow from the bank. And every day jobs are delayed waiting for beams, it's costing plenty.

At the high rate of today's interest, specifuing Simpson Stok-Lam Beams can be a good hedge against inflation - especially when you consider that they're longer and straighter than sawn timber. Less expensive than steel. With allthe advantages of laminated wood: beauty, high strength-to-weight ratio, easy workability, dimensional stability and good insulation and fire resistance.

Simpson Stok-Lam Beams are rated as architectural grade beams. And they're made of lumber specially selected for good laminating qualities. A superstrength waterproof adhesive keeps them permanently bonded together.

For more information about Stok-Lam Beams, contact Simpson Building Supply.

Super-fast delivery saves days on the job.

Naturally, the faster you get yourStok-Lam Beams,the faster jobs get done. You and your customers won't have to worry about expensive sub-contracting delays or paying for labor that's idle because of the hold-up. And you can go on to other profitable jobs a lot faster.

Building Supply Company The special product specialists.

POTENT SALES AIDS FOR DECK DEALERS

complete sales support

HOME GENTER MERGHANT BILL

FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128

Y DAD knew Myron Cohen as a fabric salesman before Cohen became famous as a comedy entertainer. Cohen had to go into show business, my dad told me, because he couldn't make a living selling fabrics. He was so well liked, so humorous, that buyers kept him telling his dialect stories. He couldn't make enough sales calls to sell fabrics.

The Myron Cohen of the building material industry is Harold Isenberg. Unlike Myron Cohen, Harold does not do stories or dialects. His humor comes from business and current events. He thinks funny. He comes at you from left field.

Today, Harold is president of H.S.I. & Associates, Inc., manufacturers representatives. His critique of the stateof-the-art home center merchandising is profound and coated with biting humor.

the sales floor to wait on customers and in the warehouse to receive and handle the goods that the computer tells the company to buy."

I'm all for management information systems, The data captured at the cash register can be invaluable. Even the most unsophisticated buyer can utilize the information if (a) he's shown how and (b) he's not buried in daily bedsheet printouts.

The syndrome in the industry today is that once management makes the decision to computerize, they try to maximize the amount of information their equipment can crunch out. Sometimes it's too much. too soon!

All the selling tools you need from managers manual, sales desk manual, LaBelle tapes, consumer sales and "howto" materlals to cleck diaqrams. lf you want to sell wood -A cleck systems, Erecto-

Pars rhe one ro sell.

Last week during a phone conversation, I told him how computer programmers had infested a retail chain I visited. Harold interrupted, "It's happening all over. Every buyer has a terminal on his desk. But management better buy 'em all Pac Man cartridges for all the good that data will do. Nobody ever trained these buyers to interpret and use it for creative merchandising.

"Even worse," he continued, "retailers are spending fortunes for computer programs and personnel, sacrificing payroll where it's needed most-on

Big Bean Bash

More than 260 people from states as far away as Florida, Wisconsin and New York attended the fourth annual open house at Sierra Pacific Industries, Redding, Ca., for cocktails and dinner including gourmet beans prepared by Ron Hoppe, sales mgr.

The annual Lumbermen's Invitational Golf Tournament followed the next day at Riverview Country Club with over 180 golfers competing for prizes in excess of $3,000.

I've consulted for home center operations where the week-in. week-out advertising is merchandised by the company computer. Sound great? Well, it isn't. The repetition of advertised items is so predictable that customers know how long they can wait until the sale price of each item is again promoted.

Let's keep on developing information systems for our industry, but let's also keep nurturing those merchandising hip shooters who can early on visualize the innovative items that can transform a blah season into a profitable one.

It's the innovator, not the computer, who will continue to bring feet into the home center store. The investment in people will still deliver the best ROI.

Lumber Career Honored

Craig Gaffney, who is retiring from the Bonnington Lumber Co., Oakland, Ca., was honored with a plaque presented at the San Joaquin Valley Hoo-Hoo Club's 35th annual Valley Frolic.

Elmer Rau, a past president, made the presentation in honor of Gaffney's 30 years of service to the club including serving as president and permanent chairman of the scholarship fund raising committee. Don Johnson was chairman of the event which included a golf tournament.

The PerfectChristmas Gift "k

WASHINGT0N, D.C. meeting included (seated) Pamela Beck Danner and Cal Brand oJ HUD and Frank Davis, managing oflicer of the Arizona association. At rear: Dean Drake (left) ol the 0'Malley Compantes and Ray Lo0p, Eabbitt Brothers, lnc

Az. Fights Masonry Bias

Of interest to all those connected with building material products is the campaign of the Arizona Lumber and Buildcrs Supply Association to call to thc attention of officials of the Department of Housing and Urban Development "biased favoritism" to masonry wall construction.

Meeting in Washington, D.C., with Calvert Brand, deputy assistant of policy and budget for HUD, and a number of other HUD officials, an Arizona delegation presented the position of their association based on

existing studies which document that wood construction has energy saving advantages over masonry construction. In addition to citing favoritism, the Arizonians pointed out that giving masonry construction lower U values than wood is misleading to the homeowner who is paying inflationary utility costs.

They asked for the following three considerations by HUD:

(l) Equalize the present thermal standard of wood with the Present lower U value of masonrY.

(2) Expedite any studies being conducted that would enable HUD to re-evaluate its Position on wood.

(3) Delay the 4500 degree temperature hours per year study being conducted by HUD which would affect other states beyond Arizona and Florida.

Those in attendance from Arizona at the Oct. meeting were Dean Drake, general manager and vice president of The O'MalleY Company's retail division in Phoenix; Ray Lopp, vice President of Babbitt Brothers Lumber Co. in

Flagstaff; and Frank Davis, executive vice president, ALBSA, Phoenix. The National Forest Products Association was represented by Ward Hitchings, director of government specifications. National Lumber and Building Materials Dealers Association representatives were John Martin, executive vice president, and Harry Horrocks, legislative.

ALBSA representatives are oPtimistic about the results expected to come out of the meeting.

Wholesaler's Annual PartY

Portland Wholesale Lumber Association members will entertain representatives of the mills in the Northwest at their annual Christmas luncheon on Dec. l7 at the Red Lion Motor Inn, Jantzen Beach, Or' John Pein, Lumber Products, pres.; Al Kirnak, a forest industries consultant, v.p., and JoAnn Meldorf, Dant & Russell, sec./treas', will make plans for the party which has been a holiday tradition since the club was founded in 1925.

FAMOWOOD

Ready to use right out of the can, Famowood!

8iiJifi #;,Pi:i1;n:,'',1l?,1'li,ili3i;qll,:'

quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and weatherproof when properly applied

16 matching woodcolors

ile',;llt

THe NEW Residential Energy Stan- I dards were scheduled to become effective on July 13. These new standards were prepared by a group of nonbuilders in the State Energy Department and would have added between $3,000 and $6,000 to the price of a new home. This additional cost is exactly what was needed to further discourage sales of homes. As with so many other regulations in California, these new standards were not meant to encourage construction; although the environmentalist running the State Energy Commission reported that these standards would save the homebuyer and reduce the energy consumption. In hearings, hundreds of individuals and firms testified that any savings in energy by the homeowner would have been offset by the consumption of additional energy to manufacture the additional materials.

LMA and other groups lobbied desperately to stop implementation of the new standards but could not get amendments through the legislature. One amendment that would have exempted those housing starts already filed for the new standards was vetoed by the governor five days before the effective date. At the last minute we succeeded in getting a rider onto a bill that had already cleared the Assembly Energy Committee. The rider would delay for one year the implementation of the new standards. Much to our surprise the bill with the rider received more than the two-thirds vote required and was signed by the governor on July 13 after the new standards became effective. At the moment, we have a year before these new standards are effective. In the interim we plan to work to amend the current standards, and when the new legislature reports in January we will have bills ready for consideration.

It is our recommendation that every retail dealer do two things. First, write to your state legislator and urge him,/her to insure that the new Residential Energy Standards will be aborted by the new legislature. Second, write the State Energy Commission and request a set of the new standards for the zones you supply. If we are unable to achieve cancellation of the new standards, it will take you the next year to understand them and to alter your inventory to be able to supply your contractor customers.

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Sterling Wolfe and his wife, Loraine, have been on Maui enjoying a Hawaiian vacation.

Jim Golding, Golding Lumber Sales, Westminster, Ca., and Nancy Strobel were married on Nov. 13.

Jim Hawkins has returned to sales at Old Town Lumber and Millwork, Inc.. Folsom, Ca.

Bruce Norlie, gen. mgr., Norfield Manufacturing, Chico, Ca., has been in Mi. and Fl. on co. business.

Owen Corcoron, who resigned from Rolando Lumber Co., San Leandro, Ca., in May, has bought 456 acres in Jenkins, Mo., and is now raising cattle.

Dick Schubel, pres., Medallion Millwork, Marysville, Ca., is back from a Fl. business trip.

Bob Goetze, who recently resigned from Angels, is the new lumber and building material buyer at Bonanza Building Centers, San Jose, Ca., according to Jim Grogan, pres. of the 6-store chain.

Ken Lott is now sales mgr. of the Allied Forest Products chain, Portland, Or., according to Stanley Stephens, pres.

Ralph Allen is new in sales at South Shore Forest Products, Inc., Lake Oswego, Or., according to Tom Blackwood, pres.

Stuart Selvig is now mgr. of the Ace distribution center in Benicia, Ca' Jerry F. Colson has replaced George Porter as controller at Evans Products, Portland. Or.

Phyllis Friedman has joined Wickes Cos. as director of corporate merchandising services, reporting to JeffreY Chanin, senior v.p.-operations at the Santa Monica, Ca., corporate offices.

John A. Lang has been promoted to v.p', development; Domenic M. Caldone, v.p., domestic sales, at Kwikset Division, Emhart Hardware GrouP, Anaheim, Ca., according to JosePh E. Madigan, Kwikset pres.

J. Geoffrey Rue has been appointed gen. mgr. of the Chandler Corp. operation at Fontana, Ca.; James A. Brandstetter, gen. mgr. ofthe ldaho div.; John L. Hodgins, sales mgr., Idaho div.; R. Bruce Robertson, outside sales reP, Eastern Id., according to Reid Walters. communications, at the Boise, Id., Hq.

Ed Grvotto, American Mill; Bruce Frost' Frost Hardwood; Bud Baker, Baker Hardwood; Mark Olson' La Mesa Lumber; Warren Hoffman, Dixieline; Wryne Raney, Boise Cascade; Jim Gilchriest, Smith Lumber; Donn Gunvalson, Solana Lumber, and Bryon King, Baker Hardwood, are 1982-83 officers of the San Diego Hoo-Hoo Club, according to Gavot' to. G.T. Frost is retiring Pres. Gene Walters, Willamette Industries, AIbany, Or., his wife, Virginia, and family recently returned from an unsuccessful deer hunt in Eastem Or. Christopher Page, a recent Or. State University graduate, is assisting Norrnan Ottoman with hardwood lumber sales at Hampton Industrial Forest Products, Woodburn, Or., and Chris McMann has joined commercial industrial contractor sales, according to Dennis Miller.

John Blatchford, Timber Realization Co., Calpella, Ca., is back from a Tx. sales safari.

Robert S. Fenton has been elected v.p.tax by Wickes Co.s, Inc., according to Sanford C. Sigoloff' chairman, reporting to James Van Tatenhove, senior v. p.-administration.

Charles R. Campbell, is the new v.p', finance, at Masonite corp.

(Please turn to Page 28)

PERSONALS

( arrt'rort \llen, Rai,rir lJuiltie r. \itpplr. R,rt"r:, \ \l \1 er {nderson..\rrtltr .r,,, I rrnrher'{,'. ()gdalt, I_'r \far htr. \lur Kt'r & Srrn |111111g1 ( rr ldrrlr,r l.lrlls. Icl.. uncl ( hel \ortz, \lrnagcnrcnt Adrisors. Salt Lake Cit1, Lit., harc becn nanred honorar) lilc nrcrnbers ol the \lountain States I.Lrrnbcr & BLrilding \latcrial Dealer-c Associat ion

F.rnie Kirkelic, \\'illanrette IndLrstrie:, Inc.. Albarrr, ()r.. i: ree()\crirtg trortt inirrrie. srrslainctl in ltn uLrlonrobilc ae e rdcrt I

Richard .{. Marhle, \'akinra Haldriarr C'o., \'akirrru, \\ u., has [rccrr clcctccl pres. oI1ire Natioral \\'holcsalc Iiarcl g are .\ssociat ion.

Milan ancl Marine Michie Stalrl I Lrrnbcr Co., I o: .\ngclc'. ( a., attcrrclecl thc Nation:rl Harclu oocl I rrnrbcr Associa tion ancl the Norlhucst Hurclwood ,Assrlciation cor)\!'ntions in Vaneou\!'f. B.C.

"\\'ood1" Green is norl liandling tlrc \\'olrnanized lumber salcs f'or Hugh Mungus and Fredd) l-ungus at \'l Lrngrr: [:ungus Forest Product:. C linrar. Nr.

l)on ( hast'hii. tLrrncd lurntrr'r salcs at \l irr')r' \ ',,r.'r'r.

.lacL l)arir. ingr ,rj thc [)c.,r' \ allci I l, l:1r,lr llrri]i! ( 'JniCl, Rii'* cll, N.\1., i: thc ncri prcs. ol thc \loun. ririn Sralc. I Lrnri.t-r anri BLrilcling \latcr rai I)caltrr .\\\()!liltr()t); l)ave Slookesberrl, Lconorlv l.unrber & Hardrrarc, (iree lc1 , ('o., is the ncu pres.-clect and \'.p. rcprcscnting ( o.; l)on \oflhrup, l.ost River Lurnbcr, Arco, ldaho, Id. r'.p.; Ihb Young, Boise Cascade Building Matcr ial Ccntcr, Orcnr, []t., IJt. r'.p.: Rick Heimsolh, (iapital I.Lrrnber ('o., ( he1'enne, W)' ,\\t) r .p.; \\'t'ldon Hunter, Bob Hulchison, Ted Lotl. l',d Sandlin, Dave Stringham, dirccl()fs; Roger Wulf, NLBI\1 DA boarci ol' di rectors.

l'aul Wickswal is no* handling ove r\ca\ harcllroocl marketrng at \\'ood Intcr nalional C'orp.. Portland, Or., ac cording to Thomas C. Fisher, pres. Rod llradlet rs succecding Bill \\'eiland, rrho has rclrrcd as gen. nrgr. of thc Rocky NloLrntain soltriood manufaclurirrg opcration of C'hampion lnternational ( urp., aceording to \'lilliam llullcr, r .p., huilding products \\ cstcf It r)tilllu Iitcl unlt g.

Peter H. Koehler. i()rp c\ca r.p and

l,,"

.ri:.,, ( ll Jlrrd \tr..r,n. i.p Krrbr I ()rc\l lrclu\1 r'rc\. lll!.. Silsbue , Tr.. rra' cle'r1cd i.|.. ilrid Marrin r^. ('oats. \\'illarnette Industries, Inc.; \'ictor A. I)urham, Hardel \lutual Plyuotrcl ( rrrp., S.\. McQueen. Kogap \'lanulacturing Co.I James R. Morris, Potlatch Corp.; \\'ard K. Hoseid, Clreat Southern P11*ood C.o., trLrstccs.

Ken and Jo Tinckler, Stahl Luniber C o., Los Angeles, Ca., after attending thc ),lirt ional Hardq ood Lurnbcr Association e onr ention in Vancouver, B.C., toLrrccl I-ake I-ouise and Bant'l'in thc ( anaclian Rockies.

(lhris Belluscio is a new sales trainee at Sirnpson Iluilding Supply Co., KirkLancl, \\'a., according to Bill Daniels, nrgr.; l)uain Schoeppler, Cerritos, ( u., has bccn pronrolccl 1o scnior sales rcp lirr So. ('a.

Kcn (,ohrit'k i\ n()\\ \rlc\ rnur. lirr Palrttcr (i. I-ewis ('o., Irrc., at Aubllrn, \\'a.; .Iim Bender lras [rct-n promoted to sales nlgr. lbr all othcr \\'a. branches and salesnren 1'ronr \\'a. and \,lissoula, Mt.; Phil Harris, gcn. siilc-s nrgr. fbr 20 1ears, is heacling up thc industrial dept. rrith off iccs rrr AubLrr rr.

PTJBLISHERS trcIREST

Green DouglcsFir Kiln Dried llemlock

Dimension lumber, sLuds, post & beams, plank, timbens to 40'. Unitized and paper wnapped.

Sawmills located at Molalla, Tillamook, Toledo and Clackamas, Oregon, with shipping via SP, tnuck, ocean bange and for export.

Some of our Specialties:

o Mixed specified loadings

r Long dimension

. #1 & better cuttings

. cross & transmission arms

thnW6od,

These 35 years of success represent Maple Bros. total commitment to complete integrity and consistency in excellent service and top quality product.

35 years invested with our customers demands ae neDer offer less. Pride in our business insists u)e neDer offer less.

Let us serve you with the best!

Earl Maple driving original forklifl, Fullerton, Ca., 1947

NEW PRODUGTS and selected salesaids

Brass Trim Has Advantage

Solid brass trim kits are now available from Heatilator Inc. to install on both 28" and 36" models of the Advantage fireplace.

The kits include pre-cut lengths of solid brass which slip over the existing inner or outer front frame of the unit. The trim can be installed when the fireplace is purchased or as a retrofit accessory.

Caloriesto Burn

Preway's Super Energy Mizer fireplace features an air flow design called the Ener-Jet-ic heatpath.

Working with the basic heat circulation system, it is said to increase heat output and velocity. Horizontal louvers above and below the 36" firebox improve air flow at both floor and upper heat return levels.

In addition, heat directors help keep warm air moving out into the room. Two outside air intakes draw air from outside the home for combustion. A damper control stops outside air flow when the fireplace is not in use.

The unit comes with sliding glass doors framed in antique brass, brick patterned refractory firebox walls and a poured refractory concrete base.

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

Microwave Mania

Quasar's microwave oven, MQ5530 featuring Insta-Matic temperature and weight defrost' reportedly allows the user to defrost up to six lbs. of meat or poultry pieces in increments of tenths of pounds accurately.

At a suggested retail price of $619.95, the oven offers six variable powers from 70 to 700 watts in a 1.35 cu. ft. capacity space, three stage memory, multi-stage time defrost, automatic count up controls and program recall.

Seepage Stopper

Do-it-yourselfers can repair broken water closet flanges which cause toilets to wobble and water to seep with the Spanner Flange from Plumb Quick. Made of steel, it slips under the broken portlon ol a cast iron, plastic, copper or brass closet flange, saving a costly replacement.

New Cedar Logo

Pocket Pal

Fulcraft Knives by Arthur Fulmer, Inc. have single locking blades. The Tracker and the Classic are crafted from 440 and hi-carbon stainless steel, respectively. The razor-sharp blades are said to be aligned to fold into the mahogany-finished or polished-rosewood handles smoothly with good control. The knives have a suggested retail price of $12.95 to $29.95.

Finish Line

Flecto Co.'s Varathane, a natural oil finish for wood siding, decks, fences and interior,/exterior wood surfaces, has no film build-up, and will not chip, peel or crack. Reportedly it penetrates into wood, seals it and protects it.

CedarPro has been aclopted by P and M Lumber Products as a brand umbrella for all products,to be used in packaging, signs and point-ofpurchase materials.

Cedar siding, interior and exterior paneling, fencing and a wide range of other products are available for residential, commercial, architectural and landscape uses.

Lap Siding Tradition

Colony lap siding from TempleEastex, Inc., reportedly combines the traditional beauty of lap siding with modern building materials, resulting in lower cost and prolonged durability.

Each 12" x l6'panel is available in smooth or textured finish. To cut onsite painting, they are factory primed, and are said to have superior retention and weathering characteristics to provide long lasting beauty.

New Dry Kiln Process

Power Dry Inc. has unveiled a new wood drying process that reportedly shortens the amount of time needed to drywood for commercial use while maintaining the quality of the wood.

By linking dielectric heating with use in a vacuum, the new process is said to have the capability of producing dry wood from greenlumber in20 to 80 hours with less degrade than results from conventional kiln drving.

The Power Dry System includes an automatic loader, which can handle full loads of lumber in a horizontal position. The system takes the lumber straight from the sawmill to the kiln.

AdjustThe Flow

Heat-Gard, a non-electric radiator thermostatic valve from Taco, ensures room comfort and a balanced heating system by eliminating hot and cold spots.

Reportedly, the valve senses temperature changes and automatically adjusts the flow to meet the heating needs and comfort level of individual areas.

Energy Saving Fanf are

The Island Fan Co. has a series of energy-conserving ceiling fans which reportedly incorporate new engineering and design developments.

Available in l2 combinations the fan offers designers, architects and do-it-yourselfers a styling package with natural-finish wood blades. genuine cane inserts and operating features of reversible blade movement and variable speed control.

Another feature is a rotary vibration isolator which is said to assure smooth, silent operation. The fan has energy-conserving aspects during warm months when the down air setting cools by circulating fresh air in a continuous cycle. In cooler months,

the up air setting sends warm air trapped near the ceiling downward to help maintain a uniform temperature and lower thermostat settings. Operating on less energy than a 100 watt bulb, according to the company, the fan has a 2-speed, direct drive motor which is permanently sealed and requires no oiling.

Rack lt Up

A new shelving rack to store material too big or too wide for standard shelving is available from Bernard Franklin Co.

Available in three depths, 2', 3', 4'; four widths,4', 5', 6', 8', and five heights, 6' ,7' ,8' ,10', l5', the beams hold maximum loads up to 24O0lbs per shelf level. Accessories include decking, row spacers, corrugated metal deck and splice plates for double deck mezzanines.

Concrete Advice

AKKRO-7T, a product of Tamms Industries Co., is a bonding admixture which improves the physical properties of concrete coatings, stucco, terrazzo, mortar, toPPings, and patching and leveling compounds.

It is said to improve the adhesion and mechanical bond, while retarding shrinkage, reducing cracking, and allowing for easier and smoother featheredging in sand and cement mixes.

It is available in quart and gallon plastic bottles, 5-gallon pails and 55-gallon open-top drums.

Fan Convector

Myson Inc.'s Kick Space fan convector is under 4" high. Said to be ideal for hydronic and solar heating with energy saving benefits, it has a high performance heat exchanger with low water content. It features remote and variable speed control.

Powerf ul Pedestals

AMP

Undercarpet Cabling

System III features a line ofpedestals for power, telephone and data distribution. Providing simple installation because of fewer parts to assemble, the receptacles are low and accessible which allows for layout flexibility.

The self-contained design has insulation displacement contacts which provide proper connection and grounding of frame and duplex device. The pedestals are available in brown, black, beige and gray.

P.O. Box 3070, Portland' On' 97208

oREcoNtsos]zao-ssoo.8oo-547-55o0oTelex151218

Lancaster, Ca' IAOSI SaS-2525 ' Laguna Hills' Ca' 1714) 855-1661

youngaggnessive company with oven 20 tnading professionals anxious to senve YOU with all sizes, gnades and varieties of plywood, lumben, shakes and shingles.

Concrete Barrier

A liquid treatment for concrete and masonry, Gladiator Cure and Sealer forms a barrier to keep out liquids, yet allows vapors to pass through.

Applied with a garden sprayer or brush, the water-based product is available in two formulas.

Foreign Surface

A decorative laminate, Panelyte, from Borneo Sumatra Trading Co., is said to be resistant to heat, stains,

impact and wear. The product is available in 118 colors and five surface finishes, gloss, texture, leather, slate and metallic.

Foundation Insulation

Covering for buildings with substantially exposed foundation areas is available from Trend Products, Inc. Insul-Guard comes intwo widths, 12" and 18", and can be ordered with or without a l" flange in 8' lengths. The product can be applied to new or existing buildings.

Wideline Doors in Pine

Wing Industries, Inc. wideline doors are constructed of Ponderosa white pine and feature flush rails,

dowel and glued, laminated or solid stiles. Doors are | 3/8 in. thick and 80 in. high. Offered in a full range of sizes, they are smooth sanded to a natural finish, ready to paint or stain.

Accent on Patriotism

Decorative American eagles from Grove Products, Inc. can add a nostalgic accent to homes. Molded

Dishwasher Facelift

from durable, high impact plastic, the eagles come in three wingspreads, 12 in., 17 in., and 20 in. They are equipped with mounting screws.

A decorative panel which reportedly installs on any dishwasher to eliminate the appliance look is being marketed by Conner Forest Industries. The panel is available in cabinet styles to match any Connor design.

eliminates the need for matches or a direct light.

The unvented heaters come in four heat capacities, 10,000 BTU, 15,000 BTU, 25,000 BTU, and 30,000 BTU.

Magnetic Scheduler

Methods Research Corp. has a magnetic Expand-A-Plan modular personnel scheduling system which can be useful to retailers. Made up of panels that come in four sizes, the product can be used vertically or horizontally. Hundreds of magnetic accessories are available.

SafetySystem Heaters

Preway, Inc. has a line of unvented gas heaters with an oxygen depletion safety system which shuts off the gas flow to the heater if the room oxygen level, normally 200/0, drops to l8go or less.

The room heaters, in both natural and LP gas models, are designed for safe operation without costly venting to the outside. Two additional safety features are the stoppage of gas flow to the heater control if the pilot flame is extinguished by a draft or other interruption of gas supply and the Piezo ignition system which

Glue lombeoms

Soruce fqscio

Pine selects

Pine mouldingsond jombs

Pine doors

Decking

Pottern spruce boords

Spruce commonsboords

Pine commons boords

White fir dimension

Pressure-Trealed Lumber

MANUFACTURERS & WHOLESALERS OF LUMBER & FOREST PRODUCTS FOR OVER TsYEARS

AStripTease

Designed to speed floor-covering removal and clean-uP jobs usuallY done by hand, Universal StripPer, Inc.'s light weight product is equipped with fivc sided blades 'l he company claims the stripper can be used in narrow confined spaces and reduce labor cost by half.

Kitchen Cabinets

Four stYles of cabinets are available in a ready-to-assemble line from Connor Cabinets. The company claims the advantages of the line are savings in freight costs due to compact flat cartoning and minimum storage space. TheY are competitively Priced and easY to transport in cash and carry sales for the d-i-y homeowner.

Pine - Douglas Fir - Plywood - Redwood - Cedar

F'NOM IiIAWAII, With Loving Ga.re. . . to You, Anywhere in the World, We Ship I(OA.

MeetThe Press

A wood shaper attachment, the Thompson rolling press, reportedly makes the milling of expensive hardwood boards more accurate and safe.

Two 10"x6"x3/4" aluminum plates replace conventional factory supplied wood or metal fence plates and serve as back and support for two pressure spring loaded rollers which can be adjusted to compensate for various thickness of boards.

TIMBER SIZER

Flightof Phoenix

Stauffer Chemical Co. has sent approximately 15,000 information kits detailing the new Phoenix wallcover collection to dealers nationwide as part of a merchandiser incentive program.

Any wallcovering dealer or dealer employee is eligible and prizes will reportedly be awarded based on the amount of the product sold. The collection features l9 fabric-backed patterns such as linen, burlap and suede and is available in 140 colorwavs.

D.F. GRAPE STAKES REDWOOD

TIMBERS

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

Useful also for it will accommodate boards up to I 3/4" thick. The rolling press is designed to fit most heavy duty wood shapers and is readily adaptable.

Drawer

A sale is not a sale until the funds are collected

By Andy Ersek*

IIEXT to poor management, lack Ilof cash flow is a leading cause of business failure. To quote another truism: "No one ever goes broke, they just run out of money. "

Sources of funds are sales for cash, bank financing and collection of receivables. Next to inventory, accounts receivable is the most volatile asset on the balance sheet.

Managing receivables is vital to the survival of any company. Anytime a receivable becomes past due, its collectibility diminishes drastically. After 90 days, it is highly questionable if the account will ever be collected.

The following steps should be helpful in collecting delinquent amounts:

(1) Open a line of communications by making a personal call or visit. Dunning letters too often end up in the waste basket.

(2) Becertain thattheamo.unt owed is correct, that the debtor has been sent documentation and there are no claims. or shortages.

(3) Note all statements made with the debtor: time, place, with whom the contact was made, his or her position with the company.

(4) Obtain some form of commitment, even itif is a small pay-

The author of this article is treasurer and controller of the South Bay Forest Products Co., Orange, Ca.-Ed.

ponderosa pine sugar pine white fir douglas fir

"This is our 20th year of serving you . . and we look forward to many, many more."

ment or merely a call back with information on a future payment. A definite time should be agreed upon.

(5) Followupwhenthetimecomes. This is very important. The debtor then learns that you mean business, and you will not be put off with the other creditors.

(6) Do not back anyone into a corner by making threats if payment is not forthcoming. This will only strengthen resistance on the part of someone already in financial difficulty. Offer a solution that you believe the debtor can live with. An extended payment schedule is much preferred to a forced liquidation.

(7) Avoid litigation at all cost. With attorney fees at $100 to $140 per hour, it does not take long to use up a large part of the debt in legal fees.

(E) With the cost of money at l4Vo to l6qo and high legal fees, it is often better to offer a discount for prompt settlement rather than wait for lengthy legal action.

(9) When a settlement is reached outside of court, be sure that all promises are fulfilled before

legal action is dropped. Debtors sometimes make commitments they cannot or will not honor.

There are many other techniques that can be used in collecting funds, however the most important is to be persistent, and follow up. The squeaky wheel does get oiled first.

Oregonians' industry ritual

o D.F. Timbers Direct and LCL shipments Pine . Douglas Fir

OREGON G0LFERS gathered 120 strong for the annual Rogue Valley Hoo-Hoo Club golf tournament preceded by a "tee-off" cocktail partv hosted by local railroad represeniativ-es. (1) wtiXb Young, Rob Brown, Bob Shepherd. (2) Ken Ghiz, Franz Miller. (3)

Dave Schott, Chris Carter, Kristi Driskill. (4) Don Ferguson, Mark Foster, Bob Trimble, Bob Hodqins. (5) Georqe Kovich, Jim Fairchild, Hoivard Prjrnett, Git Hanigan. (6) Lee Ziesmer, Deanna Van Buskirk, Harold Pyle. (7) Doug Seeley, Doris Hassmann, Dick

Maurer. (8) Jim Hunter, Chris Cornett. (9) Patty Higgins, Ron Larson, R.J. Higgins. (10) Howard Blew, Guy Vinson, GerrY Foster, Ed Griggs. (11) Pam Cornett, Lloyd Haneberg, Vince Stoul. The annual gatherino was held in Medford. 0r.

GLASSiFIED ADVET.]T!STEMENTIS

600 a word. mrn. 25 words (25 words : $15). Phone number counts as one word. Address counts as six words. Headlines and cenlered copy ea. line; $4. Box numbers and special borders: $4 ea. Col. inch rale: $30. Names of advertisers using a box number cannol be released. Address all replies lo box number shown in ad in care of The 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 corry is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY.

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TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wnr. Ilunter, Ilunter Woodworks. (21 3)

7 1 5-2544'.(2 1 3 )835-567 l.

COPEI.AND LUMBER WISTIES TO BIIY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland,Or.97232, Attention John Matschiner, Real Estate Manager. (503) 232-7181 All inquiries kcpt confidential.

)lhen sending in a chang,e ol address pleose include ;ip code on both oltl ond neu' addresses ond either the old label or the inlormation lront it. Thonks.'

Place your ad now! Call (714) 549-8393

INDUSTRIAL DISTRIBUTION YARD

Turn key operation for sale. Highly specialized industrial accounts. Oakland/ San Francisco Bay, Ca., area. Terms ol sale flexible. Established since 1920. Write box 463 c/o The Merchant Magazine.

SAVE YOURSELF MONEY

HALF PRICf, OFFER for l0 or more subscriptions to The Merchant Magazine. when paid in advance. You and your enrployees can enjoy and benefit fronr The Merchant Magazine for one year for only S3 per subscription. That's a 500i saving over our standard $6 per year rate, which is a real bargarn in tsel f. Use this special bulk rate subscription to make sure that the key people in your organization are assured of keeping up with industry developments as well as gleaning the merchandising and management.rnformation they need to do a betrer JoD.

REMANUFACTURING GENERAI, MANAGER

West Coast lumber remanufaclurer has immediate opening for g.m. knowledgeable in manufacturing and sales. Product line heavy 1o redwood and cedar. Complete planing mills. Resawing, siding, machining details, cut to size. Salary range $50,000 to $70,000, plus bonus. Send resume or call: Hank Berry, Search Northwesl-Forest Industries Group, 5055 Upper Ridge Rd., Santa Rosa, Ca. e5404, (707) 538-7886.

EXPERIENCED pallet salesman. Established territory with active accounts. Company paid expenses. Medical & dental. Ask for Carl Boesch, Hunter Woodworks, (213) 775-2544.

WHOLESALE LUMBER SALES

Experienced lumber salesman with following in Sacramento Valley, Ca., to represent long established family owned wholesale co. We have a yard in Ft. Bragg. Financially strong. Excellent mill connections. Contact Fred Holmes (916)743-3269.

GROWTH ORIENTED?

We need good people with specialty type backgrounds for our growing Newport Beach, Ca. office for direct sales of forest products. We are a strong ($50 million in sales) national sales organization, with headquarters in Portland. Fringe benefits and compensation basis second to none. Unique opportunity for growth-oriented, action people. A team concept. In strict confidence direct all replies including resumes to: Ray Haroldson, president, Cascade Empire Corp., P.O. Box 2770, Portland, Or.,97208.

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) 422-0426.

Flat Bed Transportation: LL Western States "Service Comes First"

REPRINTS of hardwood arricles from Thc Merchant Magazine. Excellent for reference or training. Domestic Harduoods, $10: Southeast Asian Hardwoods. $5: South American Hardwoods, $4; all three, $16. Send your check today including namc and address to Hardwood Reorints c/o Thc Place your ad now!

Campus Dr., Suite 480, Newport Beach, Ca926&i 5- Laation of the hadquarters or general businss offices of the publishers, 4500 Campus Dr., Suite 480, Newport Bach, Ca. 926@i 6. Nama and complete addr6ses of publisher, editor, and managing editori Editor-Publisher, David Cutlcr, 4500 Campus Dr., Suite 480, N*pon Beach, Ca,926&;1 Owner (if owned by a corporation, its namc and addrcss must be stated and also immediately thereunder the namcs md addresscs of stockholdcrs owning or holding I pcrcent or more oftotal amount of stock. If not owned by a corporation, the names and addresses of the individual owners must be given. lf owned by a partnership or other unincorporated firm, itsmme and add.ess, as well as that of each individual must be given.) The Merchant Magazine, lnc., 450O Campus Dr., Suite 480, Newport Bcach, Ca. 92660; David Cutler, 45m Cmpus Dr., Suite 480, Newport Bach, Ca. 92660; 8. Known bondholders, mongagees, and other surity holders owninS or holding I pcrcent or more of total mount of bonds, mortgagc or oths scuritics (lf thcrc arc nonc, so state) Nonc; 9. Not applicablc; 10. Extent aod nature ofcirculation;

A. Tota.l no. copies print€d (net prcss run); averaSe no. coties €ch i$ue during peceding l2 months, 4,100; actual numbcr of copies of singlc issue published nqrest to filing date, 4,1@; B. Paid Circulation, l. Sales through dealos and canies, street vendors and counter slesi average no. copies ach issue during preccding 12 months, Z?; actual no. of copies of single issue published n€rest to filin8 date, 290; 2. Mail subscriptions; average no. copi6 ach issue during pr$ding 12 months,3260; actul no. of copi6 of single issue published nearest to filing date, 3168; C. Total paid circulation (sum of l0 Bl ud l0 B2); avsaSe no. copis each issue dudng preceding l2 months, 3507; actual no. of copi6 of single issue published neilct to filing date, 3458; D. Fre distribution by mail, curier or other means sampl6, complimentary, and othq free @pies; average no. copic each issue during prcding l2 months, 456; actual no. ofcopies of single issue published nearst to filing date,48l; E. Total disribution (Sm of C and D); average no. copies each issue duringprseding l2 months, 3963; actual no. of opic of single issue published n€{est tofiling date, 3939; F. Copi6 not distributed; l. Office use, left-over, unacounted, spoiled after printing; average no. opies each issue during prmding 12 months, 137; actual no. of copi6 of single isue published nearest to filiDg date, 16l; 2.Retums from nws agents; not appli€ble; G. Total (Sum of E, Fl and F2 shold oqual net press run shown inA); average no. copies ach isse during preceding 12 moDths,4,l00; actualno. of copies of single issue published nar6t tofilin8 date, 4,1@; I l. I c€rtify that the statemcnts made by me above ae corrcct and complete (Sigmture and title of editor, publisher, buines manager, or owncr) David Cutlcr, Editor-Publisher.

Manufacturers of fence boards; posts and rails; decking; specialty items. Our sawmill and re-man facilities provide us with versatility in meeting your customer's needs.

r LO3 AXOtttS lRlA r 3.;. EAY

ONIA?E IAY ARIA

Lmb.r Insp€dbn ScrYbc.

Caffcnhlimbodim, Inc.

Caltd Lmbor Co.

Candl lor[hg Co..

CmmrLmbarsabs. lnc.. -. -......

Conlompaary Eulding Prducts, lm.

tlolrEy Sash & lbr Co

0tK-Pad'lic CoD.

Essl6Y&Son,D.c....

Eug8;FwillamtlsLumbetCo.

Far l{Bst Fir Sabs

Fsnari tlslrlxrlion Co

F- & hs Lmb6rco.

Fonbmwod Ptos€rving.

FountinLmbcroo.. Ed...........

IOUTHERX

F oornan&C0., S10ph6nc.

F smootForostPJoducls ...........

Simpson 8uildingsupply

Soulh8ayForssl Producis ..........

Sunris€ForestProducts.........

Troated Pole 8uilde.s, Inc.

Two€dy Lumbcr Co.

Unicare lnsurame Co.

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AUtUtX

u SlilxoTox

L6wisCo., Inc., Pdmrc.

lEllilSHtr

JorstodtLumb€rCo.. Inc.

mEtEnmx

Lswisco.,lm.,hlm6rG............

ETEIETT

Lowis Co.. Inc.. Paher G.

rcxIonE

LorisCo., Inc.. PalmerG. ...........

KITLIXD

Simpson Euilding Supplyco.

LOX0U|EU

Union Pacitic Railroad

OIYIflA

IhlsonLumb€rco......... (8m) 426-60,10

SEATTII

Bol Ait Door/AlDine Veneers. Inc. .

Goorgia-Pacilic Corp.

Simpson Timber Co.

Union Pacilic Railroad

Wasco (Maicro Ind.)

sltEtTox

Simpson Euildingsupplyco.

smmilE

Geo{gia-Pacilic Corp.

LewisCo.. lnc-. PalrnerG. .........

Spokane Tribal Wood Products...

Union Pacilic Railroad.

T C0rA

fun€rican PlywoodAssochlion

BelAir Door/Alpins Veneors. Inc..

Burns Lumber Co.

Georgia-Pacilic Corp.

Lewis Co.. Inc., Palmer G. Alaska Div. . . . . . .

Louisiana-Pacitic CorD

McFarlandcascade (800) 426-8430

Union Pacilic Railroad.

YAI{COUYEN

Inlernational Forest Products. Inc.

wA[uw LL

Union Pacilic Raikoad

UEIIATCIIEE

Lowis Co., Inc., Palmer G.

Y KtA

L6wis Co., Inc. , Palmer 0.

oRtoox

Wood Preservino Co. CosH€ad Lumbtr&P|ywmd

c0RYILUS Eonninglon Lumber Co

Producls Co. (Hardboard)

Mary's Rivor Lumber Co. (a{3} 752-02t8

EU6ETE/SPNIilBFIEtO

All-Coast Forest Products, Inc..

8€lAirDoor/AlDineVen€ers. lnc.......

Eohemia, lnc.. . (800) 547-6065

Eug€ne-Willamette Lumb€r Co.

FremontForesl Products ........

Georgia-Pacilic Corp.

Hirl&W00d Lumb€rC0..... (800) 547-8927

LewisCo., Inc., PalmerG.

Lumber ftoducts

McFarland Cascade

McKenzie Trading Co. (800) 547-6067

oregonCedarProducts..............

oregon McKenzie Lumb€r Products Co.

Rolando Lumber Co.

Stales Industries. tnc. .... (800) S7-8928

Union Pacitic Ratlroad.

HEPPXEN

Kinzua Corp.

H[ts80n0

PormaDosl Producls Co

tsUYERS'

J06E?tl

Jossh Focst ftoduc|s

TIATAfi FTUE

Lunbor Products

IEDFOiD

AndorsonhForostProducls

8ymsfruckino........... (800) 517{655

FountainLumbff Co.. Ed

Lumb€r Producls

Smrrly Forost Products (800) 547.3{X}9

Union Pacilic Railrmd.

Wondling-ilathan Co., Inc..

0f,ErrEt ruirLrf,o mEr

AltinolnlomatiooalcorD........

J.H. Banor & Co.

8ol Air 0oor/AlDins

Vsno€rs, Inc. (9,0) 5176756

Cole & Assmhtos. John T. conlacrLumbsrco. (503) 228-7361

Oanl&Russsll, hc. ....... (800i 517.1943

Ooden Lmber & Millim P[rcE

Krafts, Inc.. EALT TAIE qTY Gargh-PacificCorp.

BOISE

Goorgia-Pacific Corp. LswisCo.,lnc..PalmerG. ...........

Lo{isiana-Pacitic Corp. (Coour d'Atene) LumberProducls trossureTreat€dTimberCo.

Union hcific Raikoad.

D0EUn D'AUXE Timbcrcraft Products trutsT0x

Union Pacilic Raikoad.

PIICATELIO Union Pacific Raikmd.

SAXDmtIT McFarland Cascade ALASKA

^||cilon GE Arrow Lumber LewisCo.,lnc..Palmerc.............

SIGUANO

Lo0isiana-Pacilic Coro HAUAII

ilt0

CampbelFBurns Wood Products Co.. lnc.

H0I0LUTU

8el Air Door/(Uni-Sales Co.)

Kopp8rs Co., Inc. Reid & Wrioht, Inc.. SimpsonTimber.......... (m8) 737.3194

ARtZOX|'

PlloElilI AnE^ Arizila PacilicWood Pre*NingCo.

Caoilal l-umbcr Co. FremontForoslProducts ............

G€orgia-Pacilic Corp.

Goettl'sMehlProducls MallcoLumber& Building Malerials.........

(8m) 352-5f,30 out of Az.

Maple 8ros., Inc. Moulding

Snawly Foresl Products......... (Az.) (800) 352-9169

South BayFor€sl Producls .

Soulhwesl Foresl lndustries..........

Sp€cialtyForest Producls.......

SDellman Hardwgods

Virginia Hardwood Co. lIEYADA

1lS YEOAS

Peterman Lumber, Inc...

IEXo

CapitolPlywood, Inc.

HigginsLumb€rCo.,J.E...................

LewisCo.. Inc.. PalmerG. .................

union Pacilic Raikoad xEw nExtco

Attu0uEt0uE

CaDilal Lumber Co.

"LOOKING AROUND" says Paul Bunyan Paul does not rest on his fame as the lumberman's symbol of accomplishment. New a and "hangrng conditions keep him alert to progrcss.

Perry A. Dame, retired sales manager of the Vancouver Plywood Co., Vancouver, Wa., died August 12, at Laguna Hills, Ca. He was 90 years old.

A graduate of Wabash College in 1915, he was a member of Delta Tau Delta fraternity and a lifetime member of Hoo-Hoo International as well as numerous other organizations. He had also served as sales manager of the Creo-dipt Shingle Co. and the Upson Co.

Mr. Dame is survived by one sister and three brothers.

Julio "Jay" Ricci, a partner in Ricci & Kruse Lumber Co., San Francisco, Ca., died suddenly on Oct. 4, 1982, in San Francisco. He was / /.

A third generation lumberman, he had been affiliated with Ricci & Kruse since the early 1940s.

He is survived by his widow, a son and three grandchildren.

J.C. "Doc" Snead. retired Fresno, Ca., lumberman, died on Aug. 30 in that city after a long illNESS.

He was 79 years old. His career included 15 years with WendlingNathan Lumber Co. and C.S. Pierce Co., Fresno, which he closed when he retired more than l0 years ago. He was an active member of Hoo-Hoo International.

Mr. Snead is survived by his widow, Evelyn.

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American Mill & Manufacturing, Inc.

Arizona Pacific Wood Preserving Corp.

Bel-AirDoorCo.......

Berkot Manufacturing Co..

Beverly Manufacturing Co.

Blevins Co.. Inc.. J,H.

Bracut Internstional

Whether your job is as ornate as the famed Carson Mansion in Eureka, Ca., or as plain as a dog house, we have the experience and facilities to provide you with the unusual and uncommon in lumber, moulding and millwork items, as well as the ordinary, in any quantity you need. If we don't have it, we can make it. Just ask. A In Redwood, Union Forest Products has MS and pattern lumber, architectural patterns; mouldings, mixed loads and units available LTL, TGpT and rail. A Also please inc[uire on clear Douglas Fir and Hardr,voods.

I.AS VEGAS CONVENTION CENTER-JANUARY

The Winter National Hardware ShowShop this new major product showcase featuring over 850 leading manufacturers. See, examine, and compare new products and complete product lines at this major hardlines trade exhibition held in Las Vegas, the most spectacular trade show site in the country.

You will enjoy coming to Las Vegas. Las Vegas has thousands of first-class low cost hotel rooms and first rate entertainment attractions and outstanding tourist activities.

PREREGISTER NOW TO ATTEND

It could be one of the best business decisions you make all year.

The Winter Show is sponsored by the American Hardware Manufacturers Association, with the cooperation and support of Pacific Southwest Hardware Association, Pacific Northwest Hardware and lmplement Association, and the California Retail Hardware Association. These Associations will provide comprehensive programs of educational meetings covering current marketing topics and special events.

r-ADVAITICE REGISTR/TTIONFOR FREE SHOW

Your badge and hotel reservation form will be mailed to you upon receipt of this form.