Merchant Magazine - November 1985

Serving the lumber and home center markets in 13 Western States-Since 1922

Desert Redwood.is no mirage

You know the oroblem.

Some redwood lumber is too green Some is too dry.

Well, new Desert Redwo<id from Louisiarn-Pacifrc is just right. It solves the problem once and for all.

New lnuisiana-Pacifi c Deser1 Redwood is construction common or construction heart ltunber that is kiln dried rather than air dried.

But just to a perfect ii,,' 19 percent or krwer moisture content.

Only after it's dried is it trunmed, pkmed and g:rded. Dimensions are true. Shrinkaee is controlled. Gradrng is right on.

huisizuu-Pacific Deserl Redwoodlqrks right, feels right, works nght. Even better, it's pnced nght.

And another beautiful thing about l,ouisiana-Pacific De serl Redwood is its weipfit. Unfte green redwood that weighs up to 2800 p,outtds per thousand board feet, Desert Redwuid weighs about 16[U pounds per thousand.

kmsiana-Pacific De serl Redwrxxl construction cor nr r tt )rl and cnnstruction heart are :rr,iilablc n '2"x,1" or'2" x 6" dinrensirxrs in lensths to 20 fett.

Nohdv eise nrakes it. Just l,ouisiarn-l'auhc. Discor,er the

beauty of l-ouisiarn-Pacific Desert Redwrndtoday.

A personal gnrantee.

When you buy an Americanmade l-ouisuura-Pacilic product like Desert Redwood, we expect you to expect the best. Not just qualify. But a competitive price. A satisfactory business relationship. And service that leaves you completely satisfied.

The 12,0ffi men and women of Lourshna-Pacific jour me in giving you our personal grarantee. We will per{orm. If we don't, let

us know, please.

Sincerely, d"-u 4rh4/'4

Introducino Andersen' Hiqh-Peffonnance ln3ulatinq Glass: No matter'$$hat it's like outside. it keeps vou comfortable ihside.

This revolutionary new double-pane insulating glass is so energy efficient it outperforms ordinary ' single, double, and triple-pane windows. In fact, a building with High-Performan@

windows can save as much energy in Phoenix as it can in Minneapolis.

Basically it works much like a thermos does. A thermos keeps mld things cold and hot things hot. High-Performance

ARIZONA ARIZONA MILLWORK, INC

Phanix Phone: {602)

windows help keep hot air outside during warm weather, and help keep heat inside during cool weather.

That's because unlike other insulating glass, Andersen High-Performance glass has a microscopically thin transparent coating prmanentlybnded to the surface, reducing the amount of radiant heat that can pass through glass. As a result, iI\ 42Vo more efficient than regular double-pane insulating glass. That means heating and air conditioning equipment don't have to work as hard. So your clients save money no matter where they live.

For more information, contact the Andersen distributor near you. And find out what the most revolutionary insulator since the thermos can do for vour buildines.

Cffre hffire to $nlity Conre honrc toAndenen"

Apd-e.mn

SERVtCES

The Merchant Magazine

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Dorothea Creeean

The Merchant Magazine (USPS 796-56000) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone (714) E52-1990, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Advertising rates upon request.

ADVERTISING OFFICES

FROM WASHINGTON STATE. OREGON & IDAHO: contact Carol€ Holm. Phone (206) 340.{b80.

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back copies-$3 when available plus shipping & handling.

about your hardwood needs?

Consistent quality

We buy from reliable suppliers we've worked with for years. Our name stands behind every board foot of hardwood you buy-red oak, basswood, or maple. We control quality with value-added services. We can surface clean, or hit or miss, or straight line rip. Most lumber is end-trimmed and end-coated to prevent degrade and improve appearance.

Full service

Too much inventory, or too little, is a problem. So let us provide a solution. We have concentration yards in Minnesota and Wisconsin. You can order material as you need it. We ship promptly by either cost efficient rail or by our own carefully loaded trucks. Let us ship your needs the day or the week you need it.

Competitive pricing

We buy right, and sell right. Cur suppliers value the volume of business we place with them. We are quality-conscious and knowledgeable of market pricing trends. We buy only the best product available. You will always get more for your money with Owens.

A team of pros at work for you

We know our business at every level-purchasing, grading, traffic, scheduling, production, drying, sales, and distribution. Pick up the phone and put us to work for you.

Scott Anderson Kevin Owens Bob Owens

DAVID CUTLER editor-publisher

"You Can't Miss lt"

I f'S SAFE ENOUGH to venture that if the lcustomer can't find your place of business, he can't buy from you. Sowithihat a given, why do so many firms make it less than easy to find them?

This happens on both a written and verbal level. We object to retail ads that list branch stores in surrounding towns, but omit the street address and telephone. If the company thinks it's saving space in the ad for something more important, will you please tell me what's more important than telling the buyer where you can be found? With at least a telephone number in the ad you can call and get directions. But even that doesn't always work, as we shall see.

Too many times we've encountered some twit on the telephone switchboard who doesn't seem to know where she works. In some cases the hapless caller is put aside while a shrill background voice yells across the store seeking information for directions. Unfortunately, even when they don't know, directions sometimes are offered anyway. "You

can't miss it," she says reassuringly. Believe me, you can miss it.

Imprecise directions can be a related disaster. For instance, instead of telling the caller that you must make a short left and a quick right on the frontage road before turning left (or was it right?) onto Main Street, these little particulars are forgotten. When I've questioned direction givers on why all the twists and turns are left out, I've sometimes received a withering glare and the remark that "everybody knows where we are."

It can't be too tough a task to prepare a standard set of directions from a half dozen probable starting points. A copy should be posted by every phone in the store, warehouse and offices.

Even more important is the need to keep the company dingbat off the phone, giving directions (and other stupid answers) to customer questions.

After all, one of the oldest rules in selling is to make it easv for the customer to buv.

WASATCH MOUNTAIN IVIA\ITEL COMPAATY

Specializing in fireplace mantels and Colonial door entrance trims.

We offer both standard and custom sizes.

Mantels are manufactured in western hemlock and oak.

Serving the lumber and home center markets in 13 Western SfatesSince 1922

coullr oll CASCADE.

BEST DEAL:

$120 million and over 10,000 carloads and trucks assures us of a we serveour volume will keep you competitive

Aut is transportation. Our full time rail, truck, piggyback and van personnel arc itb our central computer. We stay current with all the effects of deregulation, constantly for ways to further lower transportalion costs and ultimately your delivered cost. We have the ability, the facilities and the desire to provide you with the best possible product at the best price with the best service.

WHEN IT COUNTS, COUNT ON CASCADE.

Green Douglos Fir Kiln Dded l{emloclr

Dimension lumben, studs, post & beams, plank, timbers to 4O'. Unitized and paper wnapped.

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

Soms of our Specialtier:

o Mixed specified loadings

o Long dimension

o #1 & better cuttings

. cross & transmission arms

ls Western lumber better than its competition?

IUMBER doesn't grow on trees. ENeither does quality. Quality assurance of lumber as a product as well as in use requires constant dedication throughout the manufacturing and installation process. Western lumber producers manufacture a product that is consistently in accordance with standards of grade, size and moisture content, says WWPA.

Member mills of the Western Wood Products Association comprise the largest group of its kind in the world, shipping nearly one-third of the nation's softwood lumber. WWPA's Quality Standards Department supervises lumber grading in some 250 lumber mills in 12 western states.

These mills manufacture approximately4O9o of all softwood produced annually in the U.S. The association's staff of lumber inspectors regularly inspects the quality of lumber shipped

from each WWPA mill, paying special attention to grades, moisture content and manufacturing standards.

The association also provides lumber reinspection services on western species shipped under rules published by WWPA. Grading rules published by the association and its Quality Standards Department are approved by the

Story at a Glance

Price, availability, qualaty . what determines a lumber buye/s choice? several retailers and an association res. pond to the question.

Board of Review of the American Lumber Standards Committee.

The association is the world's largest lumber rules-writing and inspection agency. Its lumber inspectors check mills producing approximately 12 billion board feet of lumber annually. Monthly inspections and training, along with certification programs for graders, assure the uniformity of lumber grades between mills and maintain the integrity of western lumber in the marketplace.

Western softwood species are well known for their strength and durability. Western lumber producers maintain that reputation for quality by their diligence in manufacturing a product that is consistent in standard, size and moisture content. WWPA's role in quality control helps to assure the user benefits from a product that is as good as the raw material it came from.

"Both western and Canadian lumber meet the grading standards. It's a seasonal thing. Whoever's got the best price at the time. We're in a very gifted area up here with lumber mills all around us. There's a market for southern pine in the South, but it's more expensive for us. It would be kind of stupid to haul it up here."

Dean Ziegler Head of Purchasing Dept. Ziegler Building Center Inc. Boise, ld.

'Availability is the big thing. Montana has a lot of lumber. But the market is down disastrously because of price wars with Canada. There's good quality on all lumber and their characteristics are similar. There's lots here to cut."

Paul Wauer

Operations Manager Coast to Coast stores Missoula. Mt.

"Western and Canadian lumber are similar. It really depends on the area, the species and the mill. Some mills grade close to tolerance. With some Canadian mills, we've had to watch out for bark on cuts.

"Now the Canadian lumber is lower priced. With a weak Canadian dollar, the exchange rate is cheaper. Canadian lumber has also been easier to obtain."

Rod McGillibray Assistant Manager Lumbermen's Linwood, Wa.

How a Washington dealeremphasizes wood rrlU|8ff"li?LJ,T:,?"7:, it all."

For the past year and a half, that's the way Henry Bacon Building Materials, Inc., a four-store chain in the Seattle, Wa., area, has been promoting itself in flyers, newspaper ads, radio and TV commercials.

Then early this year, management decided they should be emphasizing their strength in lumber instead of just being another home center operation.

A major step in the change was the allotting of 2OVo of the floor space to moulding and wood products normally stored in the warehouse.

Racks were installed so that the materials in the area could be displayed and priced for self service. Although Henry Bacon's sales staff is lumber oriented to help those who need assistance, it is also possible for customers to examine the merchandise, help themselves and carry it out.

Refocusing to their original aim of being basically a lumber yard has paid off for the company. Retail sales of wood products have jumped l09o since February, according to Mike Cushing, product manager for windows and doors.

As part of the emphasis on wood products, the firm recently completed construction of a 560 square foot display house that features 38different windows and doors.

Nearly double the size of the previous display and containing three times as many products, the new display was built in the firm's Bellevue store and will serve as a prototype for similar displays in the firm's other stores in Seattle, Renton and Kent.

Using a cutaway house merchandising concept, the new rectangularshaped display measures 14 ' x 40'with exterior products featured around the

perimeter and interior products featured in two l-shaped displays inside the main display.

Inside or out, selection is the key. There are, for example, 15 different types of interior doors including six bifold doors, four panel doors, three sliding closet doors, a folding door system and a pocket door. The display also contains five exterior doors, three storm doors and three patio doors.

Window shoppers, on the other hand, can inspect ll different windows in seven different styles-bow, bay, casement, double hung, awning, sliding and octagonal-that feature a variety of different exterior finishes, glazing systems and other options.

Designed and built by one of the store's customers, the new display has generated favorable reaction from sales personnel and customers alike. "Our sales force likes it because it shows the wide variety of windows and doors we handle, both in stock and special order, and all the optional features that are available in those products," Cushing says.

"In addition, the finished construction on the exterior side of the display gives customers a feel for how the window or door will appear in their homes, while the rough construction on the interior side shows them how the product is installed. This display

W00D D00BS ol all types are displayed so customers can open and close them easily.

located next

window and door displays features wood exterior shutters, cafe doors, interior shutters and ap-

propriate hardware. Signing helps to make it an educational tool for customers who are unsure ol the ditferent types available. Models of a wide

variety of d00rs and windows (right) mounted in special display walls.

concept makes it much easier for the sales personnel to explain a particular product or feature and the customer to understand it."

Cushing notes that the firm's Renton and Kent stores will soon be merchandising windows and doors in the same manner as the Bellevue store. "Neither store has adequate window and door representation right now and that's a product area where we want to put a major emphasis."

The Renton and Kent stores are both about the same size as the Bellevue store and their new window and door displays will be similar in size to its display. The Seattle store, however, located in a downtown section of the city, is quite small compared to the other three outlets, housing only

Story at a Glance

Retailer allots 20olo of sales floorto lumber, sales jump107o in nine months... large in store display house features wide variety ol windows and doors

6,000 square feet of showroom versus nearly 20,000 for the others.

"The Seattle store is small but it does a big business in windows and doors," Cushing says. "As a result, its window and door display is also being updated. It will be a condensed version of the Bellevue display, measuring only about l/10 of the size. but will still show a broader cross section of windows and doors than the current display.

Rich Loria, manager of the Kent store, can't wait for the new display, which will measure 12' x39 ' and occupy 468 square feet of floor space, almost double the size of the current display area.

"The new display will give us the opportunity to consolidate all our windows and doors in one place," he says. "The exterior wood doors, for example, will be coming down from the wall because people want to be able to touch and operate them. They don't want to buy them like paintings on a wall.

"In terms of windows. we are now able to show only two window units, a double hung and a slider. The new display will allow us to show every-

thing we stock as well as many of our special order items."

With only a few exceptions, all of the windows and doors in the new Bellevue display feature wood construction. "In both windows and doors, our concept is to promote the better products," states Cushing.

In terms of windows, he notes that the majority of the firm's wood window sales are going into replacement projects, with double hung units being the most popular because they best fit the style of homes in the area.

As far as wood window options go, Cushing points out that exterior cladding continues to sell well because of its low maintenance benefits, and that double glazing has grown extremely popular over the last five years to the point where today the bulk of wood windows sold contain this feature. "And. soon it will be standard in the

state of Washington because of new energy codes," Cushing adds.

When it comes to doors, wood panel doors including both pre-hung stock units and special entryways account for the majority of sales. "This is definitely wood door country" he states. "In terms of natural beauty, they just can't be beat. Estheticly, people tend to shy away from steel. Many of our customers have previously lived in apartments that had metal doors and they don't like them. Add wood's natural insulating properties, and you can see why wood doors are a big seller for us."

Wood products are an integral part of Henry Bacon's extensive promotional efforts which consist of occasional newspaper ads, monthly Vl-page flyers, and major media campaigns on five radio stations and three TV stations three times a vear.

DISPLAY H0USE (seen in four views here) features a wide variety of windows and doors including patio and exterior doors. This type of

display makes it easy for the customer to operate the product as well as for the sales people to demonstrate the benefits.

2xG or 2x8 T&G Subflooring

Raised

Raise your sales with floors

lllOULD you like to know UU how you can sell approximately 2,500 additional board feet of lumber for each house built with material from your store?

The answer is simple. Sell your builder/contractor customers on the merits of raised floors, houses built with crawl space rather than concrete slab foundations.

Homebuilders all over the country are swinging over to raised floors as they become aware of the advantages, especially in energy, for both the builder and homeowner. Even California,which is renowned for tough

Story at a Glance

How to sell 2,500 more bf of lumber per house with raised floors. facts lo educate your builder/contractor customers on advantages. .what help is available from associations and their field reps.

energy standards, is re-examining its energy code in relation to raised floors and their energy performance.

Association fieldmen in every region are reporting increased interest in wood floor systems. They are demonstrating, advising and keeping builders up to date with the latest techniques. In many cases they are also enlightening building inspectors on their advantages.

If you need additional information to sell your customers on the concept, consider these facts as ammunition. They are backed by the research and integrity of the Western Wood Prodducts Association.

Stagger end joints over supports

FACT: Some builders have the construction technology down to a science, making the raised floor directly competitive in cost to concrete slab.

FACT: In energy terms, there is new evidence that crawl space construction benefits from the thermal mass of the earth beneath it. One study showed no difference in utility (heating and cooling) costs of homes whether built on slab or raised floor, contrary to traditional thinking. This is why in California energy officials are taking a second look at the energy performance of raised floors as related to that state's tough energy code.

FACT: Builders generally agree their customers prefer the walking comfort and warmth of raised floor homes.

FACT: Wood floors are durable. With proper installation they don't settle and crack like concrete floors.

Maintenance and access to heating, plumbing and wiring utilities are easy in floors with crawl space.

FACT: Many builders calculate raised floors overall actually are more economical to build than slabs, once details of utility installation, repairs and other factors are figured in. This contradicts the normal perception of raised floor economics.

Field representatives from the American Plywood Association also are available for guidance on APA panel floor construction. They are Fearn LaBan, 1581 Phoenix Blvd., Suite 6, Atlanta, Ga. 30349, (404) 997-7182; A.M. Leggett, 440 Northlake Center, Suite 211, Dallas Tx. 75238, (214) 348-0e3; Byron Oberg, P.O. Box 3536, Fremont, Ca. 94539, (4t5) 657-s9s9.

However you approach selling your builder/contractor customers on the merit of the raised wood floor systems, you are bound to be a winner. At least 2,500 additional board feet of lumber sold per house can add up to a lot of dollars.

For more information and help in scheduling demonstrations of raised wood floor systems for your customers, contact one of the following associations:

American Plywood Association

P.O. Box 11700

Tacoma, Wa. 9841I (206) 565-6600

American Wood Council l6l9 Massachusetts Ave. NW

Washington, D.C. 20036 (202) 26s-7766

National Forest Products Association 1619 Massachusetts Ave. NW

Washington, D.C. 20036 (202) 191-s8m

Southern Forest Products Association

P.O. Box 52468

New Orleans, La. 10152 (so4) 4/3-1p.64

Western Wood Products Association 1500 Yeon Building

Portland, Or. 97204 (so3) 224-3930

"Our competition isn't standing still that's why we're always one step ahead."

Storage promotion will sell

more westem wood

BoTToM line of the botI tom lines for retailers, wholesalers and producers of lumber is to sell more product, specifically, board and framing lumber.

THg

Thus, the Western Wood Products Association's launching of an effort to push the concept of storage is significant to the industry. The designs being promoted are all based upon standard width and thickness sawn boards (l x 6, I x 8, etc.) as the basic storage modules. The current across the board approach (pun intended) to storage will be aimed first at the repair/remodel market. Common boards will be the initial product push. Paneling and other wood product producer groups are expected to join the campaign as it proceeds.

After the initial demand has been satisfied and the market has settled down in its increased state. the association expects that its producer members in the 12 western states will have their traditional 430/o of the marketplace. If the l0Vo penetration into new markets succeeds, the storage concept could increase the sale of western boards and framing lumber by as much as 216,U5,W board feet. The

initial repair/remodel market thrust is expected to use at least an additional 107,500,000 BF.

As pointed out by Malcolm "Mac" Epley, WWPA vice president, "This major consumer storage concept is based upon the raw principle that Americans today have more material abundance than ever before. but little more place to put it than they did at the turn of the century. Maybe less."

Epley continues, "With the rarest of exceptions, new homes never truly resolve owner's problems of where to put things. In fact, storage is still considered an amenity instead of a necessity by virtually all designers and builders of houses."

Surveys conducted by the Bureau of Building Marketing Research as part of the National Consumer Survey on Housing, 1985 Market Ttends, showed that 65Vo of those interviewed rated lots of storage space as very desirable in a home.

A survey conducted in markets across the U.S. by the research department of Borders. Perrin & Norrander and Columbia Research Center of Portland, Or., found 3690 of those surveyed would pay more for a home

with additional storage. Almost 6090 indicated a preference for having storage in one place such as a storage room. Addition of organized storage was acceptable to 3890. Renters surveyed followed the same trend with their preferences.

The 76 million baby boomers, more than three out of seven adults today, are important in the group wanting and needing more storage. The average income of 5.8 million of the population between 35 and 44 years of age is $35,000 a year. This affluence enables them to become acquirers of sporting

Story at a Glance

Storage identified as new market . . 107o market expansaon predicted ... promotion aims firstat remodeling/repair . . retailers, wholesalers part ol push. goods, hobby materials, camPing equipment, household goods and clothing, all items which require storage.

The success of the mini-storage warehouse with some 1.5 million in existence is pointed out by the WWPA as another indication of the serious need for storage space in today's homes. A 1984 Simmons Market Research Bureau survey also confirms the critical storage shortage existing.

In presenting her survey report to WWPA, Donna Fitzpatrick, Borders, Perin & Norrander research director, said, "Ttie baby boomers want storage and they're going to be educated through advertising to begin demand-

(Continued on next page)

ing it. So builders had better take note."

Storage added to an existing home or apartment or designed into a new structure ranges from an entire room devoted to storage to additional storage facilities added in utility rooms, closets, hallways, kitchens, living areas and garages.

Increased storage can include larger pantries, closets, more cabinets, more book shelves and storage space for wines, stereo systems and entertainment equipment. Modular units offer what WWPA calls the "Storage Plus" concept. They can be used in rooms which also serve as offices. exercise rooms, media centers, sewing rooms or any other application that fits the owner's needs.

The retailer's role in this marketing effort will become more clearly defined as the promotion rolls into high gear. Consumer advertising and consumer magazine editorial features on storage are expected to create an interest and desire for additional storage space.

Once the demand is in place, it appears the dealer will have to be sure that he has adequate materials in inventory for ready purchase. In addition, he will probably want to take advantage of clinics and seminars aimed at helping both the d-i-y and contractor understand the concept and application of adding storage. Keying individual store advertising into the broader scope of association advertising will be important.

Perhaps the setting up of a "storage center" similar to the "energy center" will be helpful in some stores. This might contain necessary materials, hardware andtools for building storage as well as plans and ideas.

However a retailer chooses to take advantage of the promotion, he is bound to increase his share of the wood pile.

Window, Skylight Sales Growth

Window usage will gain 390 this year and hold constant through l98J according to the American Architectural Manufacturers Association, with skylight use increasing by at least 53V0.

These figures apply to prime, new and replacement windows, storm windows and doors, patio doors, aluminum siding, mobile home windows and skylights for the residential market.

WWPA fall meeting

lncro wirh a ioss oi income, I the Western Wood Products Association agreed at their recent fall meeting to cut approximately $200,000 from their $2.8 million marketing budget. Other areas ofassociation activity suffered minor cuts.

The revenue loss occurred when long time member Champion International dropped out after it sold off its Champion Building Products division as a separate company which is now known as U.S. Plywood.

WWPA income is mainly derived from a set fee based on a member's lumber production or from fees from its grading servicesonly members. Some modest optimism was unofficially expressed that the membership loss could be offset and the important marketing program fully funded.

Despite the budget cuts, one of the most comprehensive promotions on solid wood paneling ever designed for

retailers was unveiled at the meeting. Western wood producers, hoping to capitalize upon a surge of growing interest in solid wood paneling for walls and ceilings, as well as wainscoating and other mouldings, were given details of a complete merchandising package, the first such promotion devoted to these products in the past 25 years.

The new Wood Interiors campaign is just one of a number of retailer promotions included in the overall lumber marketing strategy adopted last year by WWPA.

The Wood Interiors promotion is expected to contribute substantially toward reaching the association's fiveyear goal of developing a potential 2.5 billion board foot increase in annual domestic retail sales of western lumber by 1989.

In his semi-annual industry forecast, WWPA president H. A. "Bob"

Roberts noted that "There have been some statements that lumber quality levels are declining in some regions of the country. Quickly, I want to tell you: 'Not so in the West."'

Roberts commended western mills for their commitment to quality products, saying: "Your dedication should be a source of confidence to your customers and pride to you as a member of a responsible industry. " He added that inspections at WWPAmills show only about l9o above grade and

Story at a Glance

Westem producers association forecasts level wood consumption in 1986 with 1.65 million housing starts and increased repairand remodeling activity... newsolid wood paneling promotion unveiled.

390 below grade, well within the 590 tolerance set by the American Lumber Standards Committee.

He credited mill management in the

West and the association's quality standards staff. "l want to make sure you understand that some of the broad-brush strokes and self criticisms of other regions do not apply here in the West," he remarked.

In discussing lumber consumption in the U.S., Roberts said it should remain at this year's levels in 1986, despite a decline in housing starts. WWPA's forecast sees U.S. lumber consumption at 43 billion board feet this year, about the same as in 1984. The association is predicting 1986 consumption to drop slightly to 42.655 billion board feet; 1985 housing starts are forecast to be 1.7 million units. Next yeaq he predicted, housing starts will decline ro 1.65 million units.

'A continued increase in lumber use for repair and remodeling, and a slight increase in exports will pretty much

offset expected losses in residential construction in 1986," the association president said.

Lumber imports from Canada are predicted to hit a record 14.4 billion board feet in 1985. WWPA forecasts for 1986 place Canadian imports at 14.2 billion feet, but Roberts added, "I doubt anyone knows where potential shipments from Canada to the United States will top out."

In a later luncheon presentation, Roberts joined Pope & Thlbot's William Whelan in reporting on a trip both had made to the People's Republic of China. They noted the enormous size of the market (1.2 billion population), the annual rate of housing starts (ll million) and called for long range planning by western in(PIcusc tunt t() puge I I )

(15)James Herr. (16) lra Liberman, Greg Butler, Robert Mosby. (17) Vic Riolo, Ken Jurgens, Craig Larsen. (18) Kent Duiysen, Nancy Sullivan, Bill & Pam Davis. (19) lvan Hanson, Bill Sullivan, Bob Golding.

DESPITE THE MARKEI, smiles from (1) Dwight Kirscht, Gordon King, Otto Leuschel. (2) Bob Walzer, Robert Maessly. (3) Lee Simpson, John Forrest. (4) Lorna & Bob Courtney. (5) Joan, Elizabeth, Lois & John Schick. (6) Dennis Vaagen, Dwight Cunan. (7) Bill Ford, James Sterrett, George Baker. (8) Bill Rooney, Bob Pelow, Mike 0'Brien. (9) John & Elinor King, Donald 0lson. (10) Art Chapman, Bill Kirktland (11) Kent Goodyear, Ed Wilson. (12) Carl Darrow, Bernie Tomasko, Karl Lindberg, Bob Frause. (13) Gene Walters, Chuck Doolan. (14) Duane Cless.

Weyerhaeuser has sold its Dixie/rne unit,San Diego,Ca.,lo Nortek, Inc., (see page 34 for details) Western Lumber is a new company formed by a buyout of Boise Cascade interests in San Diego (see page 34 for full story)

A 663,000 sq. ft. proposed Home Center of Bakersfield (Ca.) will cost $60 million and include 45 stores ranging from a lumber yard toafurniturestore...

Home Depot, which recently opened a San Bernardino, Ca., unit, plans a January grand opening for its San Diego, Ca., store . Ernst Honte Centers will open two 35,000 sq. ft. stores in Renton and Issaquah (Seattle), Wa., at the end of Nov....

Pay 'N Pak Stores Inc., Kenl, Wa., has acquired Handyman Inc.'s stores in Beaverton, Milwaukie and Southeast Portland, Or., for $10 million National Lumber held a double opening in Oct. for new stores in Fontana and Encinitas, Ca.; San Bernardino, Ca., opening is pend- ing...

Denver Wood Products, a div. of Southwest General Corp., Evergreen, Co., has acquired Weyerhaeuser's Everitt Lumber Co. home center and contractor yard in Colorado Springs, a Greeley truss mfg. plant and contractor yard, and Fort Collins contractor yard, all in Co.; Weyerhaeuser has remaining company home centers in Greeley and Longmont on the market

Orchard Supply Hardware has opened a store in Concordr, Ca. Raynel's, Yakima, Wa., recently purchased by Darryl Smoot, is now known as Raynel's Summitview Hardware & Gorden Center . . Bert Bertolero is seeking planning commission approval for a home

improvement shopping center in Danville. Ca.

Ione Hardwqre is the new name for Rietmann's Hardwore, newly purchased by Helen and Robert Heideman, in Heppner, Or. Collins Cashways in Fort Collins and Loveland, Co., have remerchandised

Homeclub held twin grand openings in Ocr. for warehouse stores in Bakersfield and SanMarcos, Ca.; the HI Cajon, Ca., store will open in December with a San Pablo unit debuting next March.

Ole's Plus super home centers have opened in Claremont, Ca., and Las Vegas, Nv. Moyer Lumber, Inc., held a grand opening for their Meeker, Co., store . Copeland Lumber Co. is closing locations in Brawley and Holtville, Ca. . . . Over 5Yo of Handyman, Inc., San Diego, Ca, has been acquired by Boatmen's National Bank, St. Louis, Mo. . .

Thunderbird Hqrdwsre, Hillsboron Or., lost an as yet undetermined amount of cash in a recent safe burglary Jack Allen Lumber, Templeton, Ca., lost an office building in a recent fire of undetermined origin

Gross Volley Hardware, Grass Valley, Ca., which received a 100 Year Award recently from local officials, has been in business since 1854 when it started as Mclaughlin Hardware . .

Anderson Lumber Co., Ogden, Ut., plans to build a retail store and lumber yard in the proposed Affleck Park development in Ogden.

All Woods/Schraeder, Inc., Houston, Tx., is in the process of establishing a Denver, Co., distribution warehouse . Pacific Western Lumber, Inc., is a new

Tacoma, Wa., wholesaler formed by Dan Spriesterbach, Joe Nealon, Dave Betz and Bill McGovern . .

First nine month sales and earnings for Potlatch Corp. weretrailing 1984 . . Louisiana-Pacific's earnings were down in the same period with net income also down . . . Georgia-Pocific's income was down although sales were up Pacdic'Lumber Co., and Maxxam Group, have agreed on a deal (see page 2l for details)

Southwest Forest Industries, Inc., Phoenix, Az., is settling litigation challenging its "takeover rights plan" .

Sunrise Forest Products has restructured and sold off some assets (see page 2l of this issue) . . Pope & Talbot, Inc., Portland, Or., are seeking shareholder approval to form a limited partnership with certain land development and timber assets .

Potlatch Corp., San Francisco, Ca., is proposing a bylaw amendment to ward off hostile takeover attempts . . ITT Rayonier Inc., Stamford, Ct., is transferring its timberiands to Rayonier Timberlands.L.P....

Snavely Forest Products has completed a \W sq. ft. hq. in Phoenix, Az., one of the first office buildings to combine a Permanent Wood Foundation and an underfloor Plen-Wood system.

Zircon International Inc., Campbell, Ca., has sued Genie Home Products, Inc., claiming patent infringement, misappropriation of trade secrets, unfair competition and misappropriation of business opportunity.

Remax isa new property brokerage opened in Mission Viejo, Ca., by John H. Markley, former pres. and c.e.o. of W. R. Grace's western home center region.

Housing starts fell9.39o in Sept. (latest figs.) to a seasonally adjusted annual rate of 1,583,000, the lowest annual pace since last Oct. . . . single family starts were off l0.4Vo, multis fell7 .6V0, while permits rose 0.70/o (Please

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GALENDAR

NOVEMBER

Lumber Association of Southern CaliforniaNov. 13-16, annual management conference, Spa Hotel, Palm Springs, Ca.

Rogue Valley Hoo-Hoo ClubNov. 14, Lumbermen's Lunch, Medford, Or.

Wood Moulding & Millwork Producers AssociationNov. 14-15, lumber grading seminar, Albuquerque, N.M.

National Decorating Products ShowNov. 15-[ McCormick Place, Chicago, Il.

Canada/Wood ExpoNov. 15-17, Palais Des Congres, Montreal, Quebec, Canada.

National Lumber and Building Material Dealers Association/ Western Building Material Association-Nov. 1G20, joint convention/building products showcase, Westin Hotel and Seattle Center Exhibition Hall, Seattle, Wa.

National Forest Products AssociationNov. 1?-20, annual meeting, Century Plaza Hotel, Los Angeles, Ca.

Asian Plywood Manufacturers ConferenceNov. lE-20, conference, Hotel New Otani, Tokyo, Japan.

Wood Markets: Alternatives to Residential Construction s€minarNov. 1E-20, sponsored by the Forest Products Research Society, Portland Marriott, Portland, Or.

Interbuild International Building & Construction Exhibition - Nov. 24-30, National Exhibition Centre, Birmingham, England.

DECEMBER

Diehl Lumber Products ShowDec. 6, Salt Lake City, Ut.

Young Lumbermen of ArizonaDec. 7, dinner & dance, Phoenix, Az.

Society of American Wood Preservers, Inc.Dec. 1(F12, annual meeting, Stouffer Concourse Hotel, Crystal City, Arlington, Va.

Rogue Valley Hoo-Hoo ClubDec. 17, Christmas shopping tour, Medford, Or.

JANUARY

Dub's Ltd.Jan. 17, golf, Marin Golf & Country Club, Danville, Ca.

National Association of Home BuildersJan. 17-20. convention & exposition, Dallas Convention Center, Dallas, Tk.

FEBRUARY

National Wood Window & Door AssociationFeb. l-5, annual meeting, Marriott Hotel, Marco Island, Fl.

Constructa 'E5 HannoverFeb. Lll-19, international building trade exhibition, Hannover Fairgrounds, Hannover, West Germany.

Home Center Loss Prevention ConferenceFeb. 17-20, Fort Worth, Tk.

Oregon Logging ConferenceFeb. 2$,22, Eugene Hilton, Eugene, Or.

MARCH

Clinic & Machinery ShowMarch 5-l sponsored by Forest Industries, Memorial Coliseum, Portland, Or.

Mountain State Lumber and Building Material Dealers AssociationMarch 5-E, lumber dealers ski retreat weekend, Lake Dillon, Co.

Western Wood Products AssociationMarch 11-14, spring meeting, Westin St. Francis, San Francisco, Ca. Canada/Wood 'E6March 2l-23, exposition, Palais des Congres, Montreal, Quebec, Canada.

Sunrise Restructures

Sunrise Forest Products, Lake Oswego, Or., (Portland) and Parr Lumber Co., Chino, Ca., have agreed to an amicable dissolution of their two year me rger, according to Darrell Robinson, Sunrise President. Parr Lumber is again a separate company owned by its iounder Pete Parrella, who noted that the change is a positive one that will make both comPanies stronger. Parr will remain in "vholesale distribution and direct sales, heavy to panel products. The HGH Lumber Sales division of Sunrise is now a part of Parr Lumber. HGH was founded by Larry Holquin who remains with Parr.

Palco Rejects Higher Bid

Pacilic Lumber Co., San Francisco, Ca., has accepted a $40 a share acquisition bid from Maxxam GrouP lnc.,a New York investment partnership, turning dorvn a later offer of 5912 million from an unidentified private company. The Maxxam offer is valued at $870 million.

Robert Sanders, the otvner of RSG Forest Products, Kalama, Wa., is now a stockholder in Sunrise. Sanders owns Estacada Lumber Co. , Estacada, Or Olyrnpic Forest Products, Mist, Or', and Gram Lumber Co., also in Kalama. He is also the Prcsident of Beaver Lumber Co. in Clatskanie, Or.

The change allows Sunrise to concenrrate in tlre production area completely, specializing in their successful national home center board and furring strip products. Sunrise is closing its Lake Osrvego office to move corporate headquarters to its Spokane, Wa., production plant. ln July it closed its Portland. Or.. distribution center and

completed and because the board had concerns that if the $40 a share was not accepted, Maxram would go ahead with a takeover based on its earlier 538.50 a share offer.

late last month sold its Modesto, Ca., rvholesale facilit"v to Thunderbolt Sales. Inc. The sale concludes Sunrise's participation in wholesaling activities. Thunderbolt plans to continue to wholesale with emphasis focused on the home center industry in Central and Northern California.

Interestingly, Sunrise stockholders Robinson and Sanders earlier were partners of a different sort when they played for the University of Oregon v. Southern Methodist University in the Cotton Bowl game of 1949. Robinson was an end, Sanders the fullback in Oregon's unsuccessful attempt to beat the powerhouse SMU team of that year.

and that "shareholders shouldn't be stampeded." They are suing to stop Marxam's bid.

Members of the MurPhY familY' descendants of a former chairman of Palco. are opposed lo the Maxram offer. A family spokesman said that the long tcrm value of the comPanY is substantially higher than $40 a share

Despite reports that some directors dissented from approving the offer and that some shareholders were planning to sue the Palco management, a Pacific Lumber Co. sPokeswoman said the vote by the board was unanimous and that the comPanY had received no shareholder lawsuits.

r--wi i ffitn{EoFsAtrsrools i tFoRsouDwooD i oRx i

Palco said it accepted the lower offer because it seemed more likely to be

WALLY LYNCH

Builders Express, Inc.

11550 Plano Rd.

Daf f as, Tx' 75243

W,'ffi:.

ff 'il.H:,X'Hil' ;:;

"advertising." It is widely adjudged to be one of the more perplexing and expensive adventures experienced by the merchant. One is damned if he doesn't and damned if he does.

The question most asked is: "how do they do it?" Cenerally, follow-up shows that the questions really is "how do they pay for it?" This addresses the symptom rather than the cause.

The high visibility of sophisticated retail advertising within our industry in the last l5 years has done more to remove participants from competition than almost any other factor. Oil embargoes, inflation, administration changes, investments, lack of housing starts, etc., have not devastated the

independent with one iota of the force brought to bear by ,,advertising."

From the devastation the question, "Why do they do it?" should havecome. There have been tomes written on the why ofadvertising, but in the retail business it's done /o change the buying habits of the consumer.

We're all creatures of habit, the familiar and the comfortable. We like what we know, not the other way around. Many studies have shown that the number one cause of business failures is not money, but lack of decision making information. How's the communication in your business-both with employees and customers?

Think about this as an example of how advertising can communicate and cause people to react. In the face of a reduced price, how many AI&T customers stayed loyal while those who were not under government control leased their lines and

then sold services at lower prices to former AI&T customers. How many of these,,discounters" could have made it without advertising?

It's a constant source of amazement to these old eyes just what Americans will pay for. The $8000 wrist watch, the $100 theater ticket, the $50 jeans, the $4O,000 and $50,000 cars that now cost more than many fine homes did a couple of decades back. They all continue because the seller has told the buyer about them.

Advertising, its impact and generation aren't as simplistic as these few words would indicate. What is simple is that if you don't advertise and your competitor does, he will change the buying habits of your customers. That means fewer customers in your store and a momentum shift of undesirable consequences.

The days of foot traffic and ,,all the customers know us" won't hack it. The days of talking to your trading area about solving their problems, providing a benefit or just a bargain, come and get me, are with us.

The experts call it an age of power retailing and the powers will prevail. Will you? Collision course or profitable growth, it,s up to you.

llhen sending in o chonge ofaddress please include zip code on both old and new addrlsses and either the old labet or rhe inlbrmation from it. Thanks!

MOUNTAIN

STATES

FRED CARUSO executive secretary

TWO ADDITIONAL life members

I

-Floyd S. White and E. LeRoy Anderson. white, white Builders Supply, Richmond, Ut., was born in Lehi, Ut. He was an industrial arts teacher when he bought the former Monson Lumber in Richmond. He has been an active member of the association since 1956. In addition. he has done a lot of volunteer and civic work, serving as volunteer fire chief and receiving the Utah State Lion's Humanitarian Award in 1980.

Anderson. also a native of Utah, was born in Logan. His father, uncle and grandfather founded Anderson & Sons Co. in 1890. He graduated from Utah State University in 1937 with a business administration degree and joined Anderson Lumber Co. He has been a member of the association since 1961. He also has been a director of the national association and president of the Salt Lake Lumbermen's Club.

Nominations for honorary life member status are always welcome. Candidates must be at least 70 years old and have been a member of the association for at least l0 years in addition to making outstanding contributions to their company, industry and association. Plaques aregivento those designated as life members.

Jerry Woodward, association president, and I recently completed a 2,1ffi mile air tour of the region to visit 28 members, tour 14 yards and two treating plants.

The association will host a four day, top management ski retreat, March 5-8 at the Holiday Inn. Lake Dillon, Co.

Bob Joshel, Geneva, Il., a lumber dealer and educator known nationally for his knowledge and ability as a roundtable discussion leader, will lead the management sessions. Early morning and evening meetings will allow those attending time to ski during the day.

The purpose of this second annual retreat is to give lumber dealer/skiers a chance to brainstorm and share ideas in a unique learning environment.

Other seminars include an estimating course foradvanceestimators to betaught by Bill Darling of Ontario, Canada, on Jan. 13 and 14 in Denver.

The "How To Thlk Like A Lumber Pro" offered by the association with Tony Tiemann, Greeley, Co., as instructor will continue to be given throughout the region. Build-Rite Lumber and Supply, Rawlins, \\r!.; Crissey Fowler Lumber, Colorado Springs, Co.; Cook Lumber, SaIt Lake City, Ut., and Stringham Lumber, Salt Lake City, are among the companies who have held the training seminar for their employees.

UBLIC relations has been defined by

practitioner as "doing

But you need not hire a PR firm to get yourself and your organization known and respected in your community. Any of following actions can pay off for you in wider eontacts, increased business and enhanced goodwill:

o Indicate that you and others in your company are available to speak at school

assembly programs, meetings of groups such as the Jaycees, 4H Clubs, or Scouts. Do this by sending out letters to nonprofit groups whom you might profitably address.

r Make donations. School shop classes may be able to use outdated machinery as well as scrap wood and metal which may also come in handy at the Y if it runs hobby courses. Scrap paper or cartons could go to nursery schools, hospital occupational therapy programs, or art classes. Typewriters, calculators and file cabinets that (Please turn to page 28)

have been named to the MSLBMDA

n nftn n nai IN II UUL:F\V/\V/S UTJ I:-/

CHUCK LINK executive director

!t

F one leading

right, and letting other people know about it."

HowWWPA wod(s with retailers

LTHOUGH the Weryn Wood Products Associatisr (WWPA) is a trade association mad6

;; ;i'

western states, its scope of influence bnot limited to @t area. Working in cooperation uffir other trade associa-tion and deah:organizations, it serves the entire msry from its Portland, Or., office.

The manufacturers represented in WWPA are responsible for a typical annual production of l8 billion board feet. Thiq rppresents 6570 of the nation's softwood output.

The work of the association is divided into tfuee main divisions: rnarketing serviees, technical services and economic ffivices. It also functions in

y and transportation activities.

services division is l'ln I he marlcgflHg drvrsron is divided into tfoee departments: prod- ulvruecl rnro rlEgc crepanmenls: proquct promotion.# services and ex- ulr pr vrrrvlrvrri G€iIl/ Jtr vtlgJ 4rru gAport. The functieof product promoi1""

and use of western lumbenprograms., Co.n; sumer and trade advertioiltg, editorial promotions and literature hll{nto this

place, encouraging the acceptance of western lumber products and educating users of these products to their proper use.

In addition, field services conducts a series of seminars for people important to the lumber industry. By the end of the 1985-86 season, these seminars will have reached some 3,000 architects, 14,000 retailers and 2,500 builder-remodelers.

Export's function is to develop offshore market opportunities for western lumber products. As part of this

"ttt'

program they maintain in cooperation with the Southern Forest Products Asmciation an office and staff in London, England.

Technical services hgs two divisions. The quality standar& and lumber inspection division establishes and maintains standard western lumber sizes and uniform grades and provides an inspection service. The second division, wood engineering, provides research and wood engineering information.

The economic services division is a source oI lumber production and marketing statistics on western l$mber. It publishes reports and price indices.

In addition to its individual responsibilities in the wood products industry, WWPA is a member of the Wood Products Promotion C@cil (WPPC) which also includes as mmbers the American Plywood Asgociation, the American Wood Council, the National Forest Products Association and the Southern Foresl Products Association.

Formed astle nation was recovering from the resion of the early 1980s, WPPC's funCtion was-and is-to eliminatt, duplication of efforts and hke joint action in activities for the good of the entire industry. Each year the council identifies common markets and objectives. They also identify technical and building code activities

needed by all the participating associations.

Using these match-ups, they organize programs for the year. At least two members must be involved in each program. Home repair and remodeling, residential construction markets and non-residential construction have been targeted with renovated homes, model homes and educational seminars undertaken by the group in the past few years.

ii,"iu?'' ii"ffiil;1#T;

Story at a Glance WWPA influence felt nationally and abroad 14,000 dealers participated in current seminar program . . . cooperation with other associations promoles wood sales for retailers and wholesalers.

Announcing: suN PLYWOOD, TNC.

SUN PLYWOOD, lNC. joins the Sun family of mills producing quality building materials. SUN PLYWOOD, lNC. is located at North Bend, Oregon. Shipping facilities include rail (SP RR), truck,

piggyback van, and barge. We're a member of the American Plywood Association. Look for our grade stamp for your assurance of quality. Our goal at SUN PLYWOOD. lNC. is to

provide you a consistently quality product, fast service at market prices. lf you are not using SUN PLYWOOD-we are new-ask your favorite distributor to order a shipment today.

A NEW ADDITION TO

THE QUALITY SUN FAMILY OF BUILDING MATERIAI.S

;UN STUDS, INC.-SUN STUDS iS

:elebrating Thirty Five Years of production ex-

:ellence. Sun Studs was the first comouterized awmill in the world. Production exceeds 9O nillion board feet annually of KD Western lemlock and Douglas Fir Studs graded under VCLIB grade rules.

suN PtYwooD, tNc.

SUN VENEER, lNC.-SUN VENEER leads the industry in computerized technology and fiber utilization. Production capacity exceeds 850 million square feet annually of 1/10 inch veneer. Sun employees are involved from logging to replanting to manufacturing for the benefit of you-our customer.

Tmffififfrrffffibffi

WAYN E GARDNER executive vice president

l' I EW DIRECTORS have been elected I n the retail and wholesale division of LASC and at the Palm Springs Conference, Nov. 13-16. new officers will be chosen for 1986.

These individuals, who are selected by their peers, will bring new direction to the association as does each group oi new officers. That is as it should be. New people generate new ideas. They will be assisted by a strategic planning committee.

A number of years ago a committee developed a five year plan for LASC. It gave LASC officers aguide to follow in directing the association. As is so frequently the case, we became absorbed in other matters, mainly survival, and no work was done to extend the five year plan. Many of the recommendations implemented at the time carry over into today to give the association a sense of direction.

The time has come though to start seriously looking at the future of LASC and the industry. To prepare for this, Jim Frodsham of South Bay Forest Products has been selected as chairman of the strategic planning committee. He has selected his committee and work has begun.

It might be called "future perspectives." One thing that will be eliminated is that feeling that every business so often hasheyit's today and we haven't even coped with yesterday's problems. With planning, we can avoid what could be tomorrow's problems with proper direction today.

Where will the lumber and building

materials industry be in five years or even next year? That's what the committee will be determining so that association activities will be in line with and ahead of member needs.

With the research that has been conducted over the past few years, some degree ofcertainty can be placed on projections into the future. Demographic projections can be regarded as statistically reliable for l0 to 15 years. Technological forecasts are good for 5 to l0 years. Significant changes in economic performance unfortunately are not predictable for more than 90 days in advance. Reliable projections about the basic nature of economic activity in the U.S. over the next 5 to l0 years, including probable evolutionary trends, can be made because large systems are enormously stable. Our economic system is the largest in the world.

Population trends tell us something of the future need for housing and the type of housing needed. More women will be coming into the work force. Potential employees and new hires will be underqualified for the jobs that are available. This indicates a need for training programs either by the employer or by the association or both. There will be fewer young people entering the work force over the next decade. Higher wages may be necessary even though the employee is underqualified.

This is only a part of what the strategic planning committee must look at to develop a long term program for LASC or any organization.

The plan that ultimately is developed will be beneficial to every member of the in-

dustry but will benefit most of all, those farsighted, progressive individuals who choose to be members of the Lumber Association of Southern California. The forces of the future will be working for them, not against them, because they plan and have a strong industry organization such as LASC behind them.

NORTHWEST NEWS (Continued from

page 23)

you're replacing can be donated to charities for office use or resale. Besides earning goodwill, you may be able to take a tax deduction on such donations.

o Offer the use of your meeting room or other open space, if practical, for afterbusiness-hours use by local nonpolitical goups. Here again, you may be able to take a charitable tax deduction for outofpocket costs involved.

r Look for ways to help people directly: a scholarship fund; company assistance to a Meals-on-Wheels program for the elderly; a contribution for a child who needs expensive surgery. Special gestures show your company c€[es.

o Open up your company bulletin boards to employees who want to post educational or charitable announcements. Let employees know that the company is interested in supporting the community groups that they are involved with.

Observation: Taking actions such as these will not only help your company, but will also help give business in general a good name. There can be no better image for a profession than someone who exemplifies the best values of that field. You can become that example, a model businessperson, in the eyes of your employees as well as your community. It makes it known that you are a responsible contributing member of the local community.

Custon2 Millirl Specialists

E.J. JOHNSON executive vice president

/lS WE LOOK to the close of 1985, it Isgsrns to be a favorite time for businessmen to reflect upon the profitability or worthwhileness of the past year's activities.

As one might imagine, the business year will be treated with mixed reviews from various quarters. Some will look back at a changing economic climate which spawned increased competition. Others will view changing times as opportunities to pursue new markets. Considerations must always be given to labor and ever increasing employee health costs, etc. Whatever the rationalizations or justifications that are to be made, the fact remains that the spending public once again gave businessmen everywhere an opportunity to cash in on their buying habits. Or, to put it another way, the public always does its job, no matter what their cumulative efforts amount to -the rest is up to the businessman!

Here in Arizona. businesses are blessed with one outstanding factor that is not pre-

SGENE(#

sent in many other areas ofthe country and perhaps we tend to take it for granted. The population growth in this sun belt state continues at an amazing rate. According to recent data, Arizona's current three million plus population reflects a 410/o increase over the past ten years, ranking it third to Nevada and Alaska in percentage growth. Of even more importance, personal income during the same period increased by almost 216 percentage points. Further, there appears to be no end to new customers as statisticians project that over five million people will call Arizona home by the year 20fp.

Metropolitan Phoenix is expected to realize a population of three million or a number equivalent to the whole state today. Tucson will double in population to just under a million. Non-metropolitan Arizona will also share in the growth but not as dramatically as the population centers. With more people and more money, it would follow that Arizona is a dream come true for the aspiring businessman-big or

small-both here and yet to come. It would be too naive to suggest, however, that one need only to open the door and announce that customers are now accepted. The buying public has developed a keen sophistication and surveys indicate that value and comparison shopping rank high in the minds of buyers considering homes or groceries. Additionally, as many businessmen have already experienced, more people mean more businesses and that means tighter competition. Commensurately, reports from many companies indicate record sales but not record earnings. Also "that on balance, business is not good and it's difficult to get ahead."

Alas, the year 1985, like its predecessors, draws to a close. In reality, there will be some rejoicing, some unhappiness and probably lots of contemplation as to why things happened the way they did. Regardless, we here in Arizona are not oblivious to the problems of our counterparts in the many non-growth markets across the country. In retrospect, w€ are quietly thankful ior our problems and enthusiastically look forward to productive relationships with our many new and old customers in 1986. A warm and pleasant season's greeting to everyone from the ALBSA.

When sending in a change of address please include zip code on both old ond new addr?sses and eithet the old label or the inlbrmation from it. Thanks!

Durable Asreilable

MSTEN RED CE

-qIIIIIIIIIIII

ISAMPLE KIT Beautifrrl four-color literature full of great ideas on rVestem Red Cedar. From ttris kit you can order quantities of literature for distribution to your key customers.

I "WHERE-TIO-BLJY" Here's a listing of all the key producers of Westem Red Cedar Products and what they manufacnre to suit your panicular inventory and delivery requirements.A grcat help inbuying right.

lmports' Effect On Industry

The U.S. lumber industry is virtually being liquidated by Canadian lumber imports, according to Stanley S. Dennison, retired executive vice president-building products for Georgia-Pacific Corp. and chairman of the U.S. Coalition for Fair Lumber Imports.

Timber prices have been set by the Canadian government for their producers at whatever level is necessary to sell their output in the United States, he said. These government subsidies, which U.S. lumber Producers do not have, are disruPting markets for our nation's forest industry and are not fair trade.

"In the past six years, more than 250 U.S. sawmills have closed with a loss of approximately 27,000 jobs," Dennison noted.

The U.S. Coalition for Fair Lumber lmports represents Iandowners and lumber manufacturers.

Redwood Agencies Consolidate

The California Redwood Association and the Redwood Inspection Service are consolidating as a single organization, the California Redwood Association, headquartered in Mill Valley, Ca.

The Redwood Inspection Service, with 17 member mills, will become the RIS division of CRA, responsible for quality control and grading inspection under the direction of chief inspector Paul R. Jarvela from his office in Eureka, Ca., and a governing committee of RIS representatives.

The California Redwood Association's promotion division continues to be responsible for redwood lumber advertising, literature, publicity and promotion directed by a promotion committee drawn from the five member mills of CRA.

Administration of the consolidated association will be handled by executive vice president and general manager Keith Lanning and secretarytreasurer Diane Parodi.

Free Gypsum Board Measurer

A measuring stick to estimate the number of glpsum boards in a stack is available free from Genstar Gypsum Products Co., Dallas, Tx. The stick, which is embossed at intervals of 5/16," 3/8," l/2' and 5/8," may be obtained from local Genstar Gypsum representatives or by calling Jim Houser at(214) 2s7-98n.

Simpson Mill Renovation

Simpson Timber Co. plans extensive renovation of the firm's redwood mill at Korbel to begin in November, according to Henry P. Sandstrom, v.p. and general manager of California Operations.

The $13 million project represents a major step in the realignment of Simpson's California manufacturing operations to increase productivity and respond to market demand for tight knotted redwood grades and patterns.

The reorientation of the Korbel facility ties in with the mill's earlier installation of a high speed planer in 1984. Completion of the four month project is slated to achieve increases in productivity and product line quality in processing of smaller logs. Meantime, Simpson's mill at Klamath will concentrate exclusively on processing of larger, older generation logs, maintaining present volumes of production.

"The investment is just another reinforcement of Simpson's commitment to the redwoods and the highest levels of product quality and customer service." Sandstrom added.

!( )lllllLl \illC\ .1ilti rttll\lllllCl u\(' |,i lrcufl\ rll lroclucl\ u\ccl lo irIc\cnl rlcaa) ()r it.t:cg1 g111111,,ua l() \\ ()()(1. I I]cr c rrill ht. //.) fi.(rri\-lrr)lr\,)rr r11,...'11,.' 'rt

Treated Wood Surcharge

Kop1.1'r'. ( ()11lri1r\ lrt, l,'1. '1rr n{rullcc('l ltn ,llr', rr(\nlltcnlit! .ur''-'hlil rf nill be acldcd t() it: trcatccl rrood products to hclp f r'c()\ cr \()nre of lhe JOSi:: ot ionrpl\';irg *iilt ii]ci'li.,iitgl_, rlr ittgertt lr'tlt'lltl irlr.l -t,rtL r'r)r. i1ir11rtterttai Icgulat lr)n\.

Koppcrs \lud thc e nr rrtrrtrttcrttal :Lrrcharge is t hc l'aircst nlciln\ ot recove ling thosc irnl.rosccl costs. Effectrrc uith proclucts or lreating ser\ices clclivcrccl on or al'tcr Januarv l, 19E6. the c-nrironrr)clrtal surchar,se o1' l0c lrct tu. l't $ill Ic.ult in a priit'il).rL'ir.r ot al)l)ro\inratcll 2 to 70(r, dcltcncling on ri hcther Koppers supplies tlre

lllitlllll.l! L1l!'l\ ( (! r, r! ,lr \irr ,r , i,, lll f\trlalll. \li\ \ r r ,l,rrr't rrr .'trrir'lr.'. rrrlt!(!!r,r r r'1)?rrirrr i.'. \,1,: .' Ir,r,)frr)(r rer|i'-o

Robcrt K. \\'lri'ncr, r iec prc'iticnl. 'lreatcd \\oocl l)r'ocirret: l)iri:ion, \(rrur I tl! !\r\r \,t !r,iltl!lLUtL! tr tIl IlL cnr itr.rnnlcnlltl llnrs ir l Itcfc\'trl \ !(\.1 !)l Lir)ilt-L l.LlrtnCr. .ttttl llte ilti|(,\illr)ll r)l ii \tU!i1.il gc crLilrlCs U\ .t\ .r iliiilttl lilelutcl l() rce()\cl ll ll()fll()ll ol lltcsc eo:t:. \\ c ll u\l ()ul ettslttnters rr ill rrrti.lclsllrrrti thlrt irr oltlcr to e orrrplr u itir lorllrr's cnr irorrntcntlLl lcgulations. lt rtLtnttllietttref of ltf()ce\s()r n)lr:l ncec\\itrilr ineuI aclrlitiOnal cclsts n()l lllc\ l()u\l\ it llatt ()t our cost \ltuelurc."

I l,' t: lillt-i:l.il i'i,rli.i;l; ,it _. i:i_:,; ,. :: .: l;,.,,1.,. :.,i-.'..i. .,i. tnltrnllrirtccl ltl thc e()rnpant's ll rroocl Ilcliting nltint.. v, itlt ntt iittcrIrrlttitrn ttr rr|r'ti rreirritrg UI)utalir)lt\. Ktrpltgl:' .tlrilrt', 10 .-i,C i'r. iI,iIkal lrrr ilclticil !\rrtr!l (il)!l cnilJti!i ii\ !()nliraltll\e ir() \ltl()ri ,uL rrit.icctirc\ Iii.rl g\) iiitnrl inllincl u ith cilr Lrorrrncnllrl eorrrpli illre c. " \\'asncr 'iiicl

L.r.ir trolittte rttal pr ogrlrnt: itt K()ppcfs t'aailitie\ uielrrclc \\lr\tc\\ltcl llclilntcnl platits, \alc le nr()\ trl artri tir:1-losition ol l)l'()ec\\ slurlgcr irnri I)lluil \\'ltslc\ ancl clcltrt ul) ()l \()il\ tirlrrtrr:lt orrt plant lrrelrs.

HEA

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Our Osmose@ treating facilities are designed around the latest wood preservation technology. All phases of the treating process are automated to assure you of the finest quality available. Also, we operate under rigid quality control standards specified by Osmose and the AWPB.

* ComputerizedInventory Control

* Central Location for Western Markets

Osmose brand pressure treated lumber, plywood, timbers and agricultural products from WWT offer builders, contractors and retailers definite advantages. Osmose Wood Products resist rot, decay and termite attack. Osmose Wood Products are environmentally clean and can be used in a variety of decorative and strudural applications.

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* S-5 DayService on Dry Stock * 60' Retort for Long Tirnbers

BC Sells San Diego Units

Boise Cascade Corp. has completed the sale of its Southern California Area building materials centers to a newly formed corporation, which will operate as Western Lumber Company, Inc., owned by the investment firm of McCown Deleeuw & Co. and the management of the new organization.

The sale for approximately 527 million will result in a pretax gain to Boise Cascade of about $6.7 million, or approximately 13 cents per share after tax, in the third quarter.

With the transaction, Western Lumber acquires seven retail building materials stores, a wholesale yard and a distribution yard including remanufacturing facilities. The retail units will be renamed Westy's, according to Allen Quimby III, president of the newly formed company.

The sale is one of several steps taken by Boise Cascade over the past two years to consolidate and restructure its building materials distribution operations. The company continues to own and operate 33 building materials centers and wholesale units, located principally in the Pacific Northwest and Rocky Mountain regions in proximity to their western wood products manufacturing plants.

Weyerhaeuser Sells San Diego Stores

Dixieline Lumber Co., San Diego, Ca., has been sold to Monogram Industries, Inc., Culver City, Ca., by Weyerhaeuser Co., Tacoma, Wa.

No price was disclosed although industry reports peg it at more than the $22 million Weyerhaeuser paid to acquire the privately owned Dixieline in 1979. Sales for the lumber and home improvement retailer in 1984 were in excess of $100 million.

William Cowling, Jr. remains as president. Nortek, a Providence, R.I., building material manufacturer which controls Monogram Industries, has promised to expand Dixieline by five stores added at regular intervals over the next eight years. Monogram manufactures aerospace components.

Weyerhaeuser sold Dixieline because the company is readjusting its emphasis back to wholesale, according to Tom Ambrose, a company spokesman. Despite Dixieline's No. 2 position in sales in the San Diego market with five retail units and a distribution and truss yard, Weyerhaeuser failed to expand the store as expected during its years of ownership, according to Cowling.

CONSISTENT QUNLFY ANd DEPENDABILITY

Record Panel Production Year

The third record production year for the U.S. structural panel industry was predicted at the annual meeting of the American Plywood Association held on Oct. I at the Jantzen Beach Thunderbird, Portland, Or.

APA board chairman C. B. Stevens, senior vice president, Kirby Forest Industries, Inc., Silsbee,8., told members that the expected 22.6 billion sq. ft. of 1985 production expected by year end would be 390 above the 1984 record (21.9 billion sq. ft.). Production in 1983 was 20.8 billion ft.

"Our industry's performance this year represents an increase requiring the capacity of four average mills. Now, dl we need to do is find markets to take the production of the other 6.5 billion sq. ft. of unused capacity," Stevens said in qualifying his announcement.

While segments of the structural panel industry continued to be impacted by mill closures in 1985, he said, the past year has been notable for its achievements. He described as "remarkable" the effort being made by many plants "to further expand capacity even as some competitors are closing down."

He noted that from 1980 to 1985-a period in which the number of mills nationwide fell from 180 to 168-the average annual production capacity perplant rosefrom l29million square feet to 173 million square feet.

The accomplishment of a 3490 increase in productive capacity, he said, is attributable to more than machines, methods and technologies. "Too often we overlook the fact that, being a fairly labor intensive industry, the real champions are our people who have made the sacrifices and incredibleefforts that brought us through the lean years and who have perpetuated that attitude ever since."

The APA chairman reported that 1985 panel industry business has been stimulated by a continued strong housing market, which should total close to 1.8 million units. "Nonresidential building has also been strong," he added. "And the other markets apart from exports have been improving gradually."

He predicted a demand situation similar to 1985 in 1986. "APA is forecasting a slight drop in housing, in the area of 1.75 million units. However, thestrength of the other domestic markets and the likelihood of an ex -

port market recovery should compensate for any losses and keep demand at this year's levels."

Concerning exports, Stevens said that expanding world economies, a lower dollar and hopefully a changed attitude by some of America's trading partners "should support a turnaround."

He expressed concern over the soaring U.S. trade deficit, which he termed "a reflection of the degree to which the other countries of the world have closed their markets to American goods and services." The $123 billion U.S. trade deficit of 1984 is four times the previous high of any country in history, he said. "If we do not reverse this trend by selling more of our products outside of our own borders, we'll suffer the same fate as the last guy out of the restaurant-he's the one that usually gets stuck for the tab."

Housewares Sales on Upswing

Houseware sales are expected to post an increase this year,according to 9090 of 100 buyers surveyed by Ekco Housewares Inc.

Rebates and television advertising were identified as good ways to promote sales by buyers.

Douglas Fir - Hem Fir Redwood-Cedar Spruce

Forest Products Celebration

National Forest Products Week, observed Oct.2U26, offered a unique opportunity to let consumers know the link between the products they use every day and the nation's vast commercial forests.

Celebrated on m:rny levels throughout the country, the week's activities ranged from the annual Presidential proclamation, as well as local state and city proclamations, to contests in schools, breakfasts for community leaders, forest products exhibits, mill tours and miles of words in the media emphasizing the importance of forests in each individual life.

Observances this year were as unique as they have been in years past. Willamette Industries, Portland, Or., is still recognized as one of the most innovative. Several years ago they printed thousands of grocery bags with the National Forest Products Week logo to remind shoppers on the West Coast of the importance of wood.

Observances emphasized that although home construction and paper are the biggest users of wood products, other industries and prod-

ucts also depend on wood. For exam- identified as 7.5 million toothpicks; ple, wood flour and melamine resins one ton of paper; 942 one pound using cellulose filler are the principal books; 61,370 business envelopes; 4.3 components of several kinds of din- million commemorative-size postage nerware, telephone housings, radio stamps; 460,000 personal checks; and tv cabinets. Torula yeast, a high 89,870 sheets of letterhead bond protein product made from wood paper; 12,000 copies of Nationol sugars spent in the pulping process, is Geogrophic;2J00copies of an average used in baby goods, cereals, baked dailypaper;250copiesoftheSunday goods and dietary preparations. Ethyl New York Times. cellulose, another wood by-product, is Once again the significance of forest used in products as diverse as sausage products in everyday living was emcasing and photographic film. phasized as people learned more about Forest Products Week also stressed our forests and the importance of thatbecauseofnew"super"treesand wood in their lives' The words of better forest management praetices;-.--I{enry David Thoreau, "It is the nation is able to harvest about the remarkable what a value is still put same volume of wood today as it did at upon wood even in this age and in this the turn of the century, yet meet the new country-a value more permaincreased needs of today. The produc- nent and universal than that of gold," tion of lumber and wood products has were proven to still be true in 1985. climbed 7os/o and the per capita paper consumption has risen 80090.

Building an average 1800 sq. ft.

homeuseJlg,00gboard feetof fuiiUe.

Home Size Grows

rr^_

the equivalent of 20 cords. This was New single-family homes are being one bit of wood trivia included in a built larger, according to the U.S. specialForestProducts Week Census Bureau. The median size rose brochure. Other interesting products in 1984 to 1,605 sq. ft., an increase of of one cord of wood (80 cu. ft.) were more than 40 sq. ft. over 1983.

Gordon Pickering, Pickering Industries, Thcoma, Wa., was re-elected pres. of the American Laminators Assocation.

William F. Miller has been named marketing mgr. for Kwikset Div. of Emhart Corp,, Anaheim, Ca., according to William lbll Thomas, v.p. of marketing.

Taylor Hubbard is now in outside sales at California Builders Supply, Sacramento, Ca.

Ron Knight is new to sales at Riley Creek Lumber Co., Laclede, Id.

Philip Nelson is the new market mgr. for D. R. Johnson Lumber Co. and Riddle Laminators, Riddle, Or., and Prairie Wood Products, Prairie City, Or.

Daniel D. Foley has been promoted to director, special projects, of Wickes Co.s, Inc., Santa Monica, Ca.

Ira Liberman, former president, has been named director of special projects at Duke City Lumber Co., Albuquerque, N.M. Dan M. Dutton is now pres. lrving Mechanick of the traffic dept. has retired after 39 years and Dee Jeffers, v.p. of southern operations, has retired alter 26 years with the co.

Dean Drake has resigned effective Jan. l, 1986, due to ill health as gen. mgr. and exec. v.p. of the O'Malley Lumber Co., Phoenix, Az. He is currently working part-time until a replacement is named.

Rudolph L. Hirsch has joined HomeClub, Fullerton, Ca., as exec. v.p.

Jim Summerlin, Sumwood, Inc., Palos Verdes Peninsula, Ca., addressed the annual dinner of the Central Arizona Industrial Education Association, sponsored by Southwest Hardwoods, Phoenix, Az.

John Hollstein, has joined Far West Fir Sales, Huntington Beach, Ca. John Weston of Far West spoke at the recent Alberta Manufacturers Conference in Canada.

George C. Andreev is new to the import,/ export div. ofContinental Forest Products, Inc., Portland, Or.

Denny Heil has joined sales at Westem International Forest Products, Inc., Portland, Or.

Raymond A. Stephenson has been transferred from Ft. Bragg, Ca., to Mendo Mill Home Center, Ukiah, Ca., as buyer for all four of the firm's stores.

Paul Short, Short Lumber Co., Canon City,Co., is retiring, selling his half of the family business to his brother,/partner Robert.

Jerry Stokes, retail sales supervisor at Everitt Lumber Co., Greeley, Co., for the past six years is now with fuland, Inc.

Robert West. Sierra Mountain Mills, North San Juan, Ca., and his bride, Delia, are back from a Bermuda honeymoon.

Charlie Schweitzer is now in sales for Sierra Pacific Industries, Redding, Ca.

Earl Johnson, Watsonville Lumber Co., Watsonville, Ca., is back from a monthJong vacation in Australia.

Rich Bonafiglio, mgr., San Marin Lumber, San Francisco, Ca., attended a lumber conference/elk hunt in Kremmling, Co., sponsored by Compass Lumber, Danville, Ca., along with Chris Johnson, Harwood Products, Willits, Ca.; Rick Beilfuss, Compass Lumber, and Steve Thurgood, Jones Wholesale Lumber, Lynwood, Ca.

Libby Qualls, Eel River Sawmills, Red Crest, Ca., has completed a So. Ca. sales trip, according to Ed Paul, redwood sales.

Bill Choske, Laminated Timber Services, Lathrop, Ca., and his wife, Carrie, are the proud parents of daughter Laura, born Aug. 17.

Lou Proby has retired lrom Rains Department Store, Ojai, Ca., after 59 years in its hardware dept.

Susie Carlos, Willamette Industries, won first place at the recent APA racquetball tournament in Portland. Or. She beat such notables as Joe Beechler, North Pacific Lumber Co. and Steve Love from Idaho Pacific.

Patric thylor and Carl Henoch, Product Sales Co., Orange, Ca., were joined on a three day fishing trip to Lake Mojave on the border of Az. and Nv. by Jim Julian, Champion Lumber Co., Riverside, Ca.; Steve Batick, GeorgiaPacific, Riverside, Ca.; Dale McCormick,Home Lumber Co., San Bernardino, Ca.; Dale Newlon and Wayne Rane$ San Diego Wholesale Building Materials, San Diego, Ca. i Paul Haacke, Richard Miller and Tim Gaffne5 Fremont Forest Products, Whittier, Ca.; Jack Butler, Capital Lumber, Chino, Ca.; Larry Holguin, Parr Lumber Co., Chino, Ca.; Art Aviles, Discount Builders, Azusa, Ca.; I)ennis Parker, Barr Lumber Co., City of Industry, Ca. i Bill Young, Ganahl Lumber, Anaheim, Ca., and Jim Golding, Bob Golding and Bill Sullivan, Golding Sullivan Lumber Co., Westminster, Ca.

Owen McKannay, Schaller Forest Products, Redding, Ca., was married Oct. 5 to Melissa Bradley in Redding.

Jack Blackwell has been named v.p. of Wholesale Plywood & Door, Greeley, Co.

Gordon Lambert is now mgr. of the architectural millwork div. of Andersen Lumber, Ogden, Ut., according to James Beardall, pres. and c.e.o.

Daryl McCown is the new mgr. of Estes Park Lumber. Estes Park. Co.

Tim Spellman is the new pres. of the Young Lumbermen of Arizona; Ken Lawless, v.p.; Lisa Kirby, sec.; Rich Adams, treas. Directors are Kerry Andenon, Rich BilbS Greg Butler, Bob Cordes, Pegg5r Foster, Larry Grabe, Chuck Gregory, Cully Howland, Gary Labanow, Brent Mullen, Michael O'Malley and Dave Roti.

Sal Gastelo is now co-mgr. oi84 Lumber in in Yuma. Az. Bob Walters is new at the San Dimas, Ca., store, Thomas W. Escherich has joined Millwell Co., Inc., Los Angeles, Ca., as import sales mgr., according to John R. Osgood, pres.

Fred ltrrkheimerhas rejoined Crows Weekly, Portland, Or., as lumber editor.

Daniel D. Foley hs been promoted to directoq special projects for Wickes Co.s, Inc., Santa Monica, Ca.

Elroy Strid, Grays Harbor Shake, Inc., McCleary, Wa., is serving his second term as pres. ofthe Red Cedar Shingle& Handsplit Shake Bureau; .Ralph Kinross, Whonnock, B.C., v.p.; Richard M. Erickson, Seattle, Wa., treas.; Virginia G. Peterson, Bellevue, Wa.. sec.

Dick Reedy is new in trading at Teton West Lumber, Cheyenne, Wy.

Steve Peterman has joined MSG Forest Products, Portland, Or., at the Myrtle Creek. Or. sawmill.

Al Meier, Meier's Building Center, Tacoma, Wa,, has been re-elected pres. of Hoo-Hoo International. Carle H. C. Hall, retired, Johnston, Ia., is now chairman of the board; Jack Jacobson, Jacobson Phillips Forest Products, Vancouver, B.C., lst v.p.; Dick Campbell, Campbell Building Materials, Woy Woy Bay, New South Wales, Australia, 2nd v.p.; Bernard B. Barber, Barber & Associates, Fresno, Ca., sec./treasurer, and Dave Davis, retired, Greenbrae, Ca., seer of the house of ancients.

Steve Peterman has been named production supervisor at MSG Forest Products' new Myrtle Creek facility, according to William Goudge, MSG owner/partner, Portland, Or.

Harry Selling, Far West Fir Sales, Huntington Beach, Ca., is retiring Feb. 7, 1986, after a 38 year career in lumber.

Edward F. Limmeroth is now national sales mgr. for Woven Wood Designs, Portland, Or.

Rich Baldini is the new national account exec. for Masonite Corp. in the western states.

Mark Carlson is now Weyerhaeuser Co. area marketing manager for hardboard siding, covering So. Ca. and So. Nv.

(Please turn to page 40)

sIx BAND MILLS

Over 50,000,000 feet annually

PERSONALS

(Cotttinued Jrom page 39)

John M. Eikenberg, exec. v.p. of Cuisinarts, Inc., has been elected pres. of the National Housewares Association, succeeding Robert Mariani, pres., Spartus Corp. Martin F. Zorn, pres., Imperial Schrade Corp., is now v.p.; Thomas K. Manning, v.p. of sales, Rival Manufacturing Co., treasurer, and Mike Kempster, senior v.p, of sales and marketing, Weber-Stephens Products. director of the executive committee. New directors are Roberl Furer, pres., Acme Frame Products, Inc.; Murray Jay, pres., Gemco-Ware, Inc., and William Ripley, v.p. of sales and marketing, Pfaltzgraff Co.

NAWLA Survey Studies Sales

Total sales by North American Wholesale Lumber Association members increased by more than $30 million in 1984 to over $7.2 billion. according to sales survey figures just released by the association.

The 1984 sales volume. $7,205,611,632, by 336 firms exceeds the 1983 totd for 344 firms of $7,175,000,000.

According to the survey, direct mill shipments remained the primary method of sales, being approximately 620/o of 1984 sales. A third of the NAWLA membership are 10090 direct mill shippers or office wholesalers.

Nearly l09o of NAWLA members have 10090 sales out of their dis-

Dealer Video On Service

A trio of dealers discusses service to the customer, how it helps move merchandise and how it can be cost effective for the dealer, in a videotape presentation filmed for U.S. Plywood's annual fall dealer meetings.

Francis Mercante, Marco Building Center, Hammond, La., Tbrry Ono, Houston Lumber Co., Las Vegas, Nv., and Ed Seymour, Forest City Home Centers, Cleveland, Oh., are panelists. John Hambrick, NBC:IV newscasteq is the moderator.

At the conclusion of the film Jack Armstrong, executive vice president of U.S. Plywood Corp. (formerly Champion Building Products) explains how the new company was created to continue the business of Champion

Jeffrey Chanin, formerly exec. v.p. of Wickes Co.s, is now a director for Elsinore Corp. (hotels and casinos), Las Vegas, Nv.

W.D. "Bill" Bean, sales mgr., Idaho Veneer Co., Post Falls, Id., retired Oct. 3l after 34 years in the business. He has been replaced by John Malloy.

Tom Porter, sales mgr., DAW Forest Products, Lake Oswego, Or., has retired after 38 years.

Dick Winkler, Laminated Timber Services, Ontario, Ca., recently gained national attention swimming in the Sacramento River at Rio Vista, Ca., according to usually unreliable sources.

Rick Shaw has been transferred tothetransportation dept. at Mungus-Fungus Forest Products, Climax, Nv,, report owners Hugh Mungus and Freddy Fungus.

tribution yard facilities. The remaining 4790 distribute both ways.

NAWLA wholesalers continued to be primary distributors of softwood lumber. In 1984. lumber was 83.7190 of sales and 79.910/o of sales was softwood lumber. This amounts to about 5890 of the total softwood production of North America.

The survey also showed overseas export and sales out of reload centers declined slightly in 1984 but that treated wood products sales and shipments from remanufacturing firms rose dramatically.

The $7.2 billion of forest products were sold by 4,125 salespersons and another 8,190 back up employees. These firms ran up a telephone bill of $29,730,084.

Building Products after the acquisition of St. Regis by Champion International.

New Products Contest Set

The fifth annual "Innovator Awards" competition of new products and presentations by manufacturers in the home center market will be featured at the 1986 National Home Center Show, March 9-12, in Chicago, Il.

Judged by a panel of home center retailers, entries may be made in three categories: new or improved products, new in-store product presentation or merchandising, or a combination of both.

WWPA MEETING

( t,1,i'r,,j it,))|i _,.,1r ,ldustrl to clcrclol'r ( hina': r'ielr 1'rotert tial.

Othcr tnp ob\cr\ ations incluclccl thc problerns ot clealing riith a eur)lbcrsorne bureaucracl', prinritir c distr.ibLrtion and poor 1arding. lt $as notcct that *hile China has no lunrbcr stancllircls itsell, its bu1'ers arc kccnlv a\\ al c ol'ours ancl insist that all purchascs lrc r)n g|40e.

Nlorc than 200 \\'esterners rlttr-ri(lccl thc I'all rrrceting, hcld this )'ear at thc

Sheraton Harbor Isle Hotcl irr San Dicgo, Scptcrttbcr l-1-17. I'hc spring nrceting u'ill be held \larch ll-l-5. al thc Wcstin St. Itrancis in Sln Ijllincisco, ('a.

Douglas Fir Leads In West

l)orri-llas f ir can s cll be callccl tltc king ol thc Nolthric:t forest. In thc past l(X) rclrr: it har eascrl out \\c:tcrn henrloek rrhieh onee occul.liccl a thircl ,'l lllr'l,rlL.l irl(il.llt\l l\l(\t)li\L'r lrr st)lltinrrc its clorrrirrarrec irrto thc llsl ccntuf \'.

Dcspitc u rlecrelr:c rn lirlcst llrrtcl irt

tlrr'ncrt 35 lcars,.l . Laurcncc Kulp. \\crcrhucuscr ('o.. predicls tltat ttcrr lilanagclllcut pr.acticcs $'ill doLrble lhc lrnl()r.lnt ol' ri ortcl Itarl'csteci per acrc. Ittlrtt,rlo,:ir':tl lttlrtutecr ltte crpe;tcJ to proclucc lunrbcr rrrills that uill run conlirtuousl),' artcl lru(onraticallr including arrtortratic gr.uilirrg uncl sorting. Oricnlcrl stnrrrcl [roarcl i: prcclictccl to lcpllrcc plvrioocl lor rrro:l il:cs. Btrt. cclttalizlttton ot lltbrl- crr:t: ltct'nvccti thc *csl artrl tltc soutlt uill harc to occur hclirrc Dougla: l'ir cln rr in thc conlpctilion $ i{h :outltct n 1'rinc lrtt other than the [)ucrlic unrl rrcstcnt markets, Kullr yroinlctl orrt.

Western Home Genter Show folds

FTER three game tries, the or-

]]ganzers

of the Western Home Center & Building Supply Dealers Show have thrown in the towel and discontinued it. The final show, held September 19-21 in Anaheim, Ca., exhibited the fatal signs of decreasing attendance that had plagued the two earlier versions, also held in the Southern California city.

While attendance had been below expectations each year, that was perhaps the only negative associated

with the exposition. Observers seemed uniform in their comments that the show was well organized, well run and a quality affair from start to finish. The show organizers, Vance Publishing Co., were seen to have done a thorough, professional job in conceiving and presenting the show. Why, exactly, it was not the success so many expected remains a mystery. John F. Berry, director of Vance's trade show division, commented that "apparently, it was an idea whose time hadn't come.tt

Showgoers, while meager in number, were generally positive in their comments, citing the manageable size, personal attention, seminars and the quality atmosphere. Exhibitors were less generous though, mainly faulting the lack of floor traffic.

The show's demise followed by one year the death of the Las Vegas hardware show, sponsored by Cahners Publishing Co., which gave up on the show after two tries.

Despite vigorous and costly preshow promotion, the extensive schedule of educational and informational seminars held in conjunction with the show were very lightly attended. Even the show booths with professional consultants offering free advice on business problems to those attending found few takers for their complimentary consultations.

The Western Home Center show is just one of a number of shows, both within and without this industry, that Vance Publishing produces. Their National Home Center Show, a large and successful venture for them, will be held in Chicago, March 9-12,1986.

TWo major speakers were part of the western show: Stanley Marcus, the renowned Texas department store impressario, and John Wooden, the record setting former basketball coach at the University of California at Los Angeles.

There were no brass bands greeting Stanley Marcus' speech opening the general session, but a local school band marching through the meeting hall in full living color and sound punctuated his final remarks.

"Satisfaction is the most important thing you sell," said the chairman emeritus of Neiman-Marcus Co., emphasizing that retailing may change, but a customer never will. With the dogma for which he is famous-the customer is always right; you educate people and train dogs and bears-he emphasized that the customer who is treated right will come back. "And the merchandise won't," he said.

Story at a Glance

Retailer show closes after three years attendance was sparse, but no firm conclusions as to why. . . well-run show's close is seen as an industry loss.

"A satisfied customer is the sound of music in retailing," he shouted as the band blasted home his point as it marched through the meeting hall to conclude his speech.

Coach Wooden's presentation was on success, which he defined as "peace of mind that you made the effort to do the best you can." As he outlined his "Pyramid to Success," the softspoken, grandfatherly basketball legend described it as having two cornerstones: industriousness and enthusiasm. The blocks within it include friendship, cooperation, loyalty, conditioning, skill, team spirit, poise and confidence. Competitive greatness, his topmost block on the pyramid, is bolstered on both sides by faith and patience.

A number of possible reasons for the close of the Western Home Center & Building Supply Dealers Show have been put forward by observers. These include too many shows, poor timing (too close in time to other shows), exhibitor weariness (financial and otherwise) and the high cost for dealers to attend. Some even blamed the California sunshine, observing that there are

H0ME CENTER booths included the lumbermens fraternity (1) Jack 0uinn, Andy Joseph, Frank & Beverly Kinney, Ed Gavotto. (2) Melinda Lyon, John Schick. (3) Bud Pallviny, Bjarne Hansen. (4) Ken Sandwall, Rick Barnes.

just too many things happening at any given time to draw a large crowd to any business show.

Whatever a final analysis concludes, many in the business feel that the need was there and that the industry is poorer by the death of the Western Home Center and Building Supply Dealers Show.

AT THE SH(M: (1) Bill Rooney, Dean Stoecker, Pete Prlain. (2) Kevin Strauch, Susan Wentz, John Huff. (3) Ross Eberhart, Bob Croy, Sheny Lewis, Gordon Lewis, David Milne. (4) Kathy Anderson, John DeCou, Jon Hesketh. (5) Don McCann, "Breezie" Cross. (6) Jim Basler, Stu Heath, John Snead. (7) Dorothy & John DeJong (8) Norma & Ray Stone. (9) Terry Campbell, Wayne Frish. (10) Martha & Bob Walzer. (11) Drew Sasser, Laurie Robertson, Bruce Whit-

aker, Jim Farnham. (12) Peggy Eldredge, Wayne Karnoski. (13) Jim Carroll, Ken Gochenour. (14) Roger Roberts, Peter Reyneke. (15)JoAnn & Harv Dykstra, Rob Maple. (16) Bill Sullivan, Joe Schwallie. (17) Patricia Tynan, Dirk Etienne. (18) Mark Foster. (19)Jill Rolapp, Chuck Roelen. (20) Dick Matland, Diane Abrams. (21) Ron York, Bill Coady. (22) Bob Hutchings, Hank Krueger. (23) Keith Kincaid. (24) Doug Willis, Frank Purcell.

NEW PRODUGTS

and selected Eales aids

compact quartz version with magnetic back, the single chime or deluxe long ring signal. All are one-hour timers with one-minute intervals marked on easy-to-read dials. For food processor/microwave cooking, a timer graduated in fivesecond intervals up to three minutes with a chime signal is available.

FirstAid ForRoofs

Convenience Kitchen

Self-contained compact kitchens which combine range, refrigerator and sink into one unit are new from Dayton-Walther Corp.

Model 30CK features two cooking elements, five cu. ft. of refrigeration space and a freezer compartment that is 15 " wide, 5 " high and 12" deep.

The full height of the refrigerator door has shelves for food storage including a molded egg rack. Cooking elements and reflector bowls on the stove are removable for fast, easy cleaning. Sinks are 6" deep stainlesssteel. The counter top and splash plate are also made of stainless steel.

For more information on New Products write The Merchant Mogazine,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!

A high strength flashing cement that can be easily applied to roofs in any weather is new from Garon Products. Glas-Patch makes permanent emergency repairs on damp or dry, hot or cold surfaces. The heavy-bodied, glass fibered cement adheres to any surface, including asphalt, composition, concrete and metal, and can be applied in any temperature from 0 to 120'.

It reportedly won't harden or crack in cold weather and won't sag or run in hot weather.

HaveTheTime?

Handy timing devices for use around kitchens, workshops, darkrooms, outdoors or dozen of other places are available from Robertshaw.

There are three models: the new

Spray On Command

A spray faucet with handy pushbutton control on the spout is new from Delta Faucet Co.

The control transforms the faucet operation from a standard aerated flow to a convenient spray. A 5 ft. retractable hose is housed within the spout to eliminate the need for a separate spray unit.

TopOlThe Line

A chimney cap product line for use on masonry chimneys has been introduced by Leslie-Locke.

The steel chimney cap hood features single-piece construction to eliminate rivets and seams which can collect moisture and cause rusting. A wire mesh spark arrestor provides 8790 free area to increase drafting and reduce clogging, soot and creosote build-up.

The cap is installed with a screwdriver and won't fracture chimney duct tile or blow off in high winds. Seven models are available.

Turn The Pane

A new window fitting from Denmark enables the window to be turned horizontally for cleaning of the outside pane.

PN Top-Swing is made of anodized aluminum profiles, which together with nylon slide shoes make the fitting run smoothly. The heavy supporting arms are made of steel.

The fitting has an automatic child safety catch, preventing the window from being opened more than 4 in. When the window is fully opened, the catch acts as a safeguard when the pane is being cleaned.

Eleven standard sizes are available from A/S Peder Nielsen "Pedershaab."

Fireplace OnThe Move

American Hearthland's new fireplace produces real flames and warmth, yet it generates no smoke, no fumes and no odor.

The Ameriflame fireplace, which burns a gelled alcohol mixture which emits only water vapor and harmless carbon dioxide, is totally portable,

requiring no flue or vent of any kind.

Double wall construction provides safety, yet the fireplace is lightweight enough to be easily moved. It is offered in a wide range of cabinetry or with a masonry front. The unit also can also be installed in existine builtin fireplaces.

Dramatic Outdoor Lighting

Intermatic's Malibu floodlight systems can produce hundreds of decorative lighting effects, such as lighting walls, fences, foliage or the wide areas of a pool or patio. A variety of different colored lenses are included.

The lights feature an energy-efficient, sonic-sealed halogen lamp which is said to provide more light per watt of power. They require only a 12 volt current so they are shockless and reportedly safe to use around children or pets.

The floodlights are available in six or twelve light systems, including 100 ft. of low voltage cable, stakes and power pack.

Down The Drain

A new air compressor-powered drain cleaner from Campbell Hausfeld creates a pulsating, shockwave action to break up and propel clogs away.

Reportedly there is no danger of bursting pipes because the drain cleaner does not pressurize the pipes. The trigger-action gun comes with a toilet fitting, four rubber inserts to fit any size drain, and a splashback shield to keep the user dry. It works with portable air compressors and commercial units of % horsepower or more.

Used extensively in Living Attic conversions and cathedral ceilings, our MODEL GGL roof window comes in 9 sizes.

Ceramic Tile Substitute

Possessing the look and feel of custom design tile, a new tile product from The Swan Corp. is reportedly far easier to install, clean and maintain than any grade of ceramic tile.

With its fully integrated screen and reversible sash, our new top-hung MODEL TPS is the most advanced roof window made today.

Featured in their Showerwal systems, the tile is said to never develop the typical cracks or moldy grout lines of ceramic tile and never require re-grouting. It has a chip and scratch resistant surface.

ShipolTools

Our ventilating skylight MODEL VS with integrated screen is specifically designed for out-of-reach applications.

Our fixed skylight MODEL FS is made to the usual VELUX quality standards. Priced as low as $122, it is America's outstanding skylight value.

VELUX'

A new five-compartment tote box has been added to Plano Molding Co.'s line of rugged tool and utility boxes.

The 22in. TTT 7l I tote box is made of tough, high-impact plastic and weighs 6lbs. An extralarge container bottom can hold a number of large tools.

Available in a red and black color combination, the box also features two ABS end latches with padlock eyes and solid brass hasps.

you a

gives

greater choice in roof windows and skylights

wL:"'#

range of accessories and options that include colorful roller blinds, awnings, venetians, electric remote controls, special glazings and much more. We offer you not only the best choice but the best roof window and skylight value in America! See us in Sweet's 7.8/Vel or 8. l6lVe.

Free 24-page color brochure!

VELUX.AMERICA INC

P.O. Box 3268

Greenwood, S.C. 29648

The world leader in roof windows and skylights.

o VELUX is a Registered Trademark

This coupon answered in 24 hours.

'ELUX-AMERI.A t)ft velux-er'aERICA rNC.

c.""n*nJ. ia r;;i 20402 87th Ave. s.

Benaroya Business Park

M I 185 Kent. WA 98031

Name Firm Address City State

Push-Button Range Hood

A range hood with electronic control panel and illuminated digital readout is new from Robinhood Industries.

Exotic Entrance

A new five paneled door hand crafted from selected Philippine mahogany heartwood is from Simpson Door Co.

The unit's touch-control panel operates a three-speed fan. The fan motor embodies a sensor which detects heat and flame in case of a fat fire. It automatically turns off the fan and later resets itself.

A light will also flash when the filter needs cleaning.

Hand-rubbed in a multi-stepped process to a smooth walnut or cherry finish, it measures 6'8" high, l3A" thick and 3' wide. The lVz ' thick raised panels are made from solid lumber. Matching sidelights are l' 2" wide.

The door is also available unfinished. Matching jamb sets include jamb legs, header, interior casing, exterior brick mold and weather stripping.

Better For Butter

A butter and cheese slicer that does away with butter knives, butter trays, measuring spoons and wrapping is new from Choice Products.

The tool dispenses butter or cheese in perfect portions using a measuring tab setting and a spring loaded slicer. The strong stainless steel wire cutter is said to be rust resistant and dishwasher safe.

Hangers On

A new two-piece shelf and closet rod support is available from Stanley Hardware.

Screw holes can be easily reached by removing the interlocking brace before installation.

The bracket is made of corrugated steel and accommodates l-3/8' diameter closet rods. The system is available in a neutral desert white finish to coordinate with most interiors.

For more information on New Products write The Merchant

Magoiine,4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

Please mention issue date and page number so we can process your reouest fasterl Manv thanks!

GraffitiProof

Surfaces can be protected against graffiti for at least two years by a new spray-on transparent coating from Dimex Ltd.

lce Cream Colors

Six new fashionable colors have been added to the Lucite line of premixed interior latex paints manufactured by Olympic Homecare Products.

SoftShades reflect the consumer trend towards pastel colors and grey, neutral tones.

All 27 colors available are made of the company's exclusive 10090 acrylic formula, reportedly making the paint durable and highly washable.

The product can be applied to brick, concrete, stone, plaster, mortar and unglazed tiles without affecting the appearance. It is a three-coat system, using two base coats and a top coat, applied by a handheld garden-type spray gun with a twohour drying period between each coat.

The completed coating contains active ingredients which retard paint drying and reduce adhesion, simplifying graffiti removal. The coating waterproofs the surface while still permitting it to breathe. It also kills moss, algae and lichens that cause discoloration and promote surface decay.

Made In The Shade

New curtains and valances for the porch or patio from Gilpin Inc. can be installed by a homeowner. Constructed of vinyl coated polyester, they are available in widths of 54", 80", 107' and l3l', The standard height for curtains is 7 ft. and 12 ft. for valances.

Do-it-yourself awnings and sunshades are also available.

High Climber

The ladder jack from Lincoln Ladders, Ltd. allows scaffolding to be erected using extension ladders. Weighing only 7Vz lbs., it requires no tools to assemble. There are nine pitch adjustments. The arm track plant stop also has nine width adjustments.

Extra safety is built in with quick change lock nuts with nylon stop nuts. Rung grips are heliarc welded and riveted with solid aluminum rivets. A rung lock bolt fastens the jack securely to the ladder.

Classic Cane Paneling

Paneling that combines the look and feel of cane with the elegance of oak in a distinctive modular design is new from Masonite.

The upper two-thirds of the new 4' x 8 ' panels feature three long, narrow simulated cane sections, framed by 2 " wide strips of handsome woodgrain paneling.

The lower portion features deep panel grooves and rounded corners to give the appearance of inset panels of textured oak.

It is offered in two earth-tone colors, both with a deeply embossed textured finish. The durable V4' thick panels have a wipe-clean surface that is resistant to scuffs and scratches.

Fireproof Wallcovering

A gypsum-impregnated, flexible wallcovering, which has a Class "A" flame-spread rating and produces minimal toxic fumes when burned, is new from Flexi-Wall Systems.

The product adheres to virtually any rigid surface and can hide cracks, patches, joints or other irregularities. It can be installed over cement block, tile, glass, wood, plaster and other surfaces with reportedly minimal surface preparation.

With a textured fabric appearance, the wallcovering is available in 48 decorator colors.

Heat

Electric bills can be reduced by saving up to 33qo on hot water costs with the electric water heater timer from Intermatic.

The timer is reportedly easy to install and operate, and can be programmed to take advantage of "offpeak" periods when rates are lowest.

Laser Lavatory

A new automatic faucet from Columbia Electronic Research Group Ltd. saves water because the user can turn the tap on and off without ever touching the faucet itself.

Two infrared sensors at the base of the contemporary-styled, chromeplated tap work with a solenoid valve to regulate the flow of water. When hands approach the sink, interrupting the sensor beam, the tap opens. When the hands withdraw, the tap closes.

Sanitation at the sink area is also improved since the faucet itself is never touched.

For more information on New Products write The Merchant Magozine, 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!

Siding With Steel

A new steel siding has been introduced by Alumark Corp.

Coated with a PVC finish and carrying a 50 year warranty, it is designed to withstand the harshest elements and still provide the beauty of naturallooking wood-grain texture.

The thick vinyl finish is baked onto a series of prefinishes covering the underlying zinc-coated steel. Said to be free of the problems of aging, moisture build-up and peeling paint, it is available in nine colors.

Caulk One Up

A rubberized acrylic base wet or dry caulk with a secret ingredient to create a strong grip to wet wood is new from Macklanburg-Duncan.

It is said to have a super adhesion power and increased flexibility, enabling it to span extra large gaps.

Mildew proof, paintable within 30 minutes, cleanable with water, it can also be used on aluminum, glass, steel, concrete and brick.

WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS, COATING ALL 4 SIDES OF EXTEROR SIDING AND DIMENSIONALTRIM, PLUS ,I COAT APPLICATION ON ALL SIZES OF PLYWOOD. ENCLOSED WAREHOUSE FACILITY,

D-l-Y FurStorage

A fur vault from Viking Leisure Products protects fine furs from the heat of summer as well as the home's heated space in the winter.

It maintains the temperature at an ideal range between 48' and 50' Farenheit. so furs can be stored at home year round.

The storage unit comes complete with walls and ceiling panels, storage rack, carpeted floors, door with lock, cooling unit and built-in control.

Color Matching By Computer

With a new paint color matching system, virtually any sample from a paint chip to a printed magazine page can be accurately matched in a few seconds with a formula for precise paint tinting generated.

Hunterlab's Paintmaker system features color sensors mated with an IBM personal computer and ACS Paintmaker software.

These systems which provide speed and accuracy to the color matching process, are said to give retail dealers a competitive edge.

o Pressute Treated Forest Products

o Cugtom Treating Service

o Fencing

Cooking Sherry

A new base cabinet from Star Mark can turn just 18 inches of cabinet space into a big entertainment helper.

The l8 inch-wide cabinet contains a deep bottle drawer mounted on heavy duty drawer slides, a divided cutlery drawer and a solid wood pullout breadboard.

The unit comes in various door styles and stain colors.

o Water-Borne Salt CCATweA

o Grape-Stakes

o Posts & Poles

Electronic Solar Clock

An electronic astronomic time switch that is said to actually track sunset and sunrise times on a yearly schedule without using a photocell is new from Intermatic.

The switches are said to help conserve energy by accurately turning lighting loads on at sunset and off at sunrise on a seasonal basis.

Additional programming flexibility is provided by a seven-day, to-theminute, timing control which is reportedly programmable to enswe that lighting loads are off at pre-selected

times during the night. A patented entry system reportedly provides separate pushbuttons for entering day of the week, hours and minutes.

All data entered into the program is displayed on an LED display, which also serves as a 24-hour clock. A battery backup system is said to protect the program from memory loss during power outages for more than 24 hours.

SimplyShims

Labor-saving shims from Grove Products, lnc., are reportedly ideal for alignment and leveling tasks involving installation of windows and doors.

Now offered in a 2-5/ 16" x 3 " size as well as l/2" x2" and l-l/2" x3-l/2' sizes, the U-shaped plastic shims come in three colorcoded thicknesses: l/16 in., blue; l/8 in., red; and l/4 in., black.

Made of high impact polystyrene and polypropylene, the shims are said to be resistant to corrosion, rotting, and staining. According to independent laboratory tests, they can typically withstand l0 tons of compressive force.

MagneticVacuum

A flat shaped magnetic sweeper designed to hang underneath and out of the way on utility vehicles used in yards is new from Dings Magnetic.

Yard Magnet can protect tires without interfering with normal operations because it can hang from any available location on forklifts, trucks, and other yard vehicles.

A solid, all welded design, built to operate at I " to 2 " clearance, it is available in five widths from 3' .to 7'. Its magnetic power is covered by a lifetime warrantv.

DMSION

Man-Made Marble

A man-made stone from Wales combines the beauty of marble with the strength of granite.

Celtic Marble from Marmor Works

Ltd. can be treated like stone, ground, polished and cut to produce tiles, slabs and panels for indoor or outdoor uses.

Made by consolidating selected aggregates in pigmented resin binders, it is highly resistant to abrasion, water, vapor and a wide range of chemicals.

The Merchant Magazine comes with the most needed hardwood parts: pegs such as Shaker pegs and mug pegs, massage roller balls, multigrooved dowling pins, candle cupholders and inserts, spindles and a vast assortment of plugs.

The toymaking parts organizer includes seven sizes of wheels, large and small balls, smokestacks, people, cams, pegs and rope.

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:

Hobby BoxOrganization

New workbench organizers from Cherry Tree Toys can replace inconvenient, mixed-up coffee can parts collections.

The woodworking parts organizer

One beam ora carload Yard

The organizers themselves are constructed of hardwood with heavy duty corrugated industrial bin boxes for storage. The clearly labeled bins are subdivided into compartments for each part. Each bin is easily removed.

Jobsite delivery . .soldthrough dealers only

PHILIPS:IH:: ffi

SPECIALISTS IN LAMINATED BEAMS & ARCHES both custom and stock b""ts' 6r AnvntrD H|

TREATED LUMBER

QUNJIY plus VALUH equals the COMPAflilVn

cattcottect:

nDGn

3Ol SIDING, DOIIGLAS F'IR or CIII)AR - 51lr', solicl corc, rr:rturrl lhct'tlcli'r'ts. All st:urdurd pattcrns. tl'and 9'.

5-PLY S1'IIRD-I-FLOORSolicl corc';'r:tncls 5/tl";urcl .3/.1" tolrgtrr':urclgnxn'c. lirll l;rc'r'.

O. 51llt'cotlstructiol't. Vct'tccr fitcc, b:tck :U'tcl cc'ttlcr core

$. <fSR STITRD-I-FLOORthc oriclttc'd str:u'rdlxr:rrd firr solicl flxrr colrstnlcli<xr. APA TRADE MARKED . SPECINiTY PRODUCTS ON REQIIEST

Refinishing Touches

Wagner's new line of painting and preparation products adds convenience to surface restoration and spot painting.

The Wall Fix Pump dispenses spackling paste through a built-in spreader to fill small holes or dents in walls with no need to use compound cans, putty knives or sandpaper, or to mix spackling compound. The Wood Fix Pump dispenses wood filler. The kit includes a built-in sander.

The Paint Pump is a touchup dispenser with abuilt-in applicator pad. Filled with three to four ounces of latex paint, the pump can cover 12 to 16 sq. ft. Touch Ups is a disposable system containing four prefilled packets of paint and a packet holder. When placed in the holder, paint is forced from the pouch to a foam applicator.

Shutterat the Touch

Automatic shading and shutter systems for rolling shutters, solar screens, skylights, etc. from Somfy in-

crease energy savings and provide added security at the touch of a button.

They automatically raise and lower, or open and close window and roof treatments to provide extra insulation. They also help protect the building against vandalism and theft.

The system controls can be set to operate the windows individually, or simultaneously, at the same time every day, or for whatever program is desired.

MJ MA

Five different preservatives, Seven species ofwood, Twelve kinds of treated wood proiucts-with the industrv's best quarantees. Treatini plan ts"and inventories all overihe Pacific Northwest. All this plus seventy years of

roviding qualitv service to rmber deilers.'

Come to The SourceMcFarland Cascade. Write or phone todav. P. O. Box 1496, tacoma. wA qg+ot. phone 2061172-)0)) or 8001426-84)0, or in Washingto n 80A| 5 2l-21.31.

Old Gronrth Douglas Fir Green, Rough

or Surfaced

SPECfFIED #2,#1, Sel. Struct., Clears

1" x 2" thru 8" x 14"8' thru 24'

Sales Mgr. Ted Barnes

Phone: (503) 874-2236 P.O. Box 7

Riddle, Oregon 97469

TheWhole HoleSaw

New bi-metal hole saws from M.K. Morse Co. feature a built-in arbor to save money and reduce downtime. The one-piece design eliminates the need to order, stock, locate and attach the correct, separate arbor for each saw.

The series of long life, deep cutting saws also features slots in the blade body for greater chip clearance and reduced heat build-up.

Carbide tipped hole saws are avail-

able for sawing holes in abrasive materials such as fiberglass, particle board and asbestos board.

Wire Problems Solved

Ten wire stripping, cutting and/or crimping tools have been added to Vector Enterprises' specialty tool program.

All tools are available as skinpacked units.

&A fifi SSHF

Sanding Accessories

Sanding discs, pads and kits designed to deliver quick, clean cuts and longer life in power-sanding operations are available from Carborundum Abrasives Co.

The discs are fabricated with sharp, durable grains of silicon carbide. A special non-clog coating guards against loading during sanding of wood, metals, plastics and fiberglass. Pressure-sensitive backing permits changing of discs without tools or special fasteners.

The discs are sold in standard 5 in. sizes, designed to fit most power drills.

Springtime For Pliers

New springJoaded pliers are available in compact sizes to fit into the palm of your hand with molded handles for easier control.

The palm grip pliers from GC Electronics are precision-built with rust-proof stainless steel working ends.

Available in flush cutter, flat nose serrated, flat nose non-serrated, round nose, needle nose and curved nose styles, they have handles color coded for faster and easier identification.

Fancy Fixtures

An extensive line of porcelain bathroom fixtures including faucets, shower and tub sets, towel bars, tissue holders, towel rings and robe hooks is available from Bathroom Jewelry Inc.

The fixtures come in polished brass, antique brass and pewter, with a choice of floral patterns or plain white porcelain.

fitting 2 oz. bottle, the industrial strength insect repellent is aimed at sportsmen and those working outdoors.

It's AllOn Tape

A pressure-sensitive, butyl rubber sealer tape from Garon Products, Inc., can be used for weather-proofing windows, doors, gutters, flashings, truck trailers, vents, etc.

The tape, which is packaged in easyto-use rolls, is used by cutting a strip, pressing down and lifting off the paper backing. The clear tape sticks to virtually any surface and molds to any shape. It reportedly won't crack, shrink, sag or oxidize regardless of weather.

Bug Olf !

Bug Stop, combining three powerful additives which repel biting flies and other insets, is now available from CMI.

Containing 600 sprays in a pocket-

Ihe Cost Esfimotor

The Cost Estimotor is on opplicotion progrom thot speeds ond simplifies the process of creoting cost estimotes. The Cost Estimotor speeds the job of processing cost estimotes, by doing oll the time consuming ospects of on estimote in micro-seconds, The job of pre poring on estimote is reduced from hours to minutes.

.Does .|00+ lines cost estimotes

.Moke mojor chonges in seconds

oUse your own inventory file

oYour copy will show:

Profit

o Prints out h0rd copies

.Totolly outomotic

.Poys for itself the first month.

Lumber Dealer Failure Rate

Lumber retailers fail at the rate of .8890, according to the Small Business Administration which based its study on Dunn and Bradstreet data.

The national average for all industries is 72 failures per 10,000 businesses. Lumber wholesalers have a slightly higher average of 83 failures per 10,000.

Stanline Stock Goes Public

Stanline Inc., a Norwalk, Ca., building materials wholesaler, is making an initial public offering of 650,000 shares at $7 per share.

The first public offering of the company is through NASDAQ over the counter markets. Application has been

TIMBER SIZER PRE-EABRICATION

Producers of manufactured wood products such as plywood and particleboard have excellent records being among the l0 types of businesses least likely to fail. Sawmills are among those most likely to fail with only coal mining and miscellaneous small retailers being higher risks.

made for a national market listing. After the offering, 1,616,250 shares will be outstanding, according to Stan Frahm, president.

The company has warehouses in Phoenix, Az., San Diego and Sacramento. Ca.

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-rVe'll do them all to customer specification.

feet

Don't Strip!

An 8-p. booklet showing how to revarnish wood furniture without stripping or sanding is free from Klean-Strip, P.O. Box 1879, Memphis, Tn. 38101.

New Board Member

Waferboard uses are discussed in a free 8-p. product guide from the American Plywood Association, P.O. Box 11700, Thcoma, Wa.984ll.

Door To Door

A do-it-yourselfdoor installation guide is free from Wing Industries, P. O. Box 38347, Dallas, Tk. 75238.

Industry Suwey

Copies of the annual wage and fringe benefit survey of the wood moulding, jamb and frame industry are $200 from the Wood Moulding & Millwork Producers Association, P.O. 8ox25278, Portland, Or.97225.

Polyurethane Predictions

An 8-p. report outlining polyurethane markets and technology is free from The Upjohn Co., Inquiry Handling Dept., P. O. Box 5044, Kalamazoo, Mi. 49003.

On Display

A free 82-p. catalog of visual merchandising products and accessories is available from Jay Display & Fixture Corp. by calling 80G8214354.

Paint Brush Tips

"Finishing Touches," a l2-p. pocket-size brochure with tips on painting materials and applications, is free from Baltimore Brushes, Inc., Brockton Industrial Park, ll00 Pearl St., Brockton, Ma. O?AI.

Ways To Get Plastercd

A bulletin on transporting, handling and storing plastering materials is free from United States Gypsum Co., Dept. #122-ZZ, l0l S. Wacker Dr., Chicago, Il. 60606.

Leam By Tape

"Managing Retail Sales Performance," a training program featuring 8 audio cassettes, a @p. workbook and daily and weekly performance summary sheets, is $95 from National Retail Workshops, Inc., 6820 La Tijera Blvd., Suite 209, Los Angeles, Ca. 90045.

Pressure Treated Wood

A specifications booklet for interior and exterior fire retardant treated lumber and plywood and preservative treated wood is available at no cost from Hoover Tieated Wood Products, P.O. Box 746, Thomson, Ga. 30824 or by calling I-800-IEC-WOOD.

Fan Mail

A full-color catalog of residential and commercial paddle fans is free from Nulone Housing Group, Scovill Inc., Madison & Red Bank Rds.. Cincinnati. oh.45227.

Beautiful Anangements

An acrylic floral holders brochure is free from La Fleur Creations, Inc., 301 St. Vincent St., Philadelphia, Pa. l9l1l.

Voices Canied

A free mini-catalog of hands-free intercom systems is new from Thlk-A-Phone, 5013 N. Kedzie Ave., Chicago, Il6M25.

Filling In

"Perlite Loose Fill Insulation," a 2-p. data sheet, is free from Perlite Institute, lnc., 6268 Jericho Turnpike, Commack, N.Y. 11725.

How To SellYourself

"Advertising & Public Relations for a Small Business" is $8.95 plus $1.25 postage and handling from DBA Books, 323 Beacon St., Boston, Ma. 02116.

The American Way

Custom-built homes are described in a free brochure from American Lifestyle Homes, Builder Marts of America, Inc., P.O. Box 2006, Greenville, S.C. 29602.

MetalChop

An 8-p. metal,cutting blades and accessories brochure is free from Kapman, Inc., P.O. Box 250, Valdese, N.C. 28690.

Pocket-Size Kitchen Catalog

A l6-p. catalog featuring a new line of compact kitchens is free from Dwyer Products Corp., Calumet Ave., Michigan City, [n.463@.

Working With Plywood

"How to Sell and Install Hardwood Plywood" is a free l5-p. manual from Hardwood Plywood Manufacturers Association, P.O. Box2789, Reston, Ya.22-0D0.

Building Blocks

A free lGp. brochure on glass block units and products is available from Pittsburgh Corning Corp., 800 Presque Isle Dr., Pittsburgh, Pa. 15239.

Up On The Roof

The glulam panelized wood roof system is described in a free lGp. brochure from the American Institute of Timber Construction, 333 W. Hampden Ave., Englewood, Co. 80110.

For all New Literature offerings write directly to the name and address shown in each item. Please mention that you saw it in The Merchont Magazine. Many thanks!

Hot Tub Time

"Timing Controls for Pools, Spas and Hot T[rbs," al2-p. catalog, is free from Intermatic Inc., Intermatic Plaza, Spring Grove. I1.60081.

Oak the most widely used hardwood

This is the first of o series of orticles written by Gage McKinney, a contributing editor and hardwood expert, on the importance of the vorious types of oak lumber-ed.

EOn IVIORE than 500 years oak

I lumber has svmbolized sturdiness, strength and Leauty. From the time of medieval kings to the days of the consumer society, craftspeople have turned to oak when they have wanted to fashion the finest in furniture, cabinets and decorative woodwork. In the United States oak lumber production has continued at a level of about three and one-half billion board feet a year since 1955, and it leads all other hardwood species in volume use. So it is as clear today as it has been for years-oak is the wood woodworkers want.

Yet although oak is the most widely used hardwood in America, both amateur and professional woodworkers have to wonder just what they're buying when they ask for "oak." There are red oaks and white oaks and dozens of subspecies of each that grow domestically. Then there are the oaks of Britain, Europe and the Orient, along with foreign woods -such as Queensland oak, Chilean oak and Thsmanian oak-which merely resemble the real thing. How is a woodworker to know which oak will give the best value? Which are the best for strength, workability and beauty? For what applications are red oak and white oak preferred? What is the relation between geography and the quality of oak lumber? And what about those foreign oaks? How do they compare? Why are some so highly prized and others a woodworker's nightmare?

These aren't questions a woodworker can get answered at the local lumberyard. Even a distributor who specializes in hardwoods may be unclear about oak, his best seller. Or maybe he just pitches whatever type of

oak lumber he has in stock. Books about wood can help, but most often they are too technical or unrelated to the current lumber market. Some reliable sources for information about oak are the hardwood lumber people, usually wholesalers, who buy huge quantities of oak lumber for resale. Sawmill people and foresters, who manufacture the product and know the woods, are also good sources. We interviewed many of these people and what they have been willing to share can answer many of the tough questions about oak.

Botanists have classified more than 60 species of American oaks, about 20 of which have commercial importance. In recent years the red oaks have unquestionably become the most important. Although there are several species of red oak, they can normally be distinguished only with a microscope. Regional names have been adopted for many of the species used commercially. They include northern redoak, southern redoak, Appalachian red oak, cherrybark red oak, shumard oak, black oak, water oak, laurel oak, pin oak, scarlet oak, blackjack oak, nuttall oak, yellow oak, willow oak, Canadian red oak and Texas red oak.

Generally the lumber and woodworking trade have preferred the

Story at a Glance

Oak is leader in volume use.. dozens of species and pseudospecies confuse buyers . hardwood experts answer questions, establish guidelines for selection.

relatively soft-textured varieties of red oak which grow in the northern states and the Appalachian area. For many years "Appalachian" has described the very best red oak lumber, although recently the term has been used so liberally as to become misleading. According to foresters, an ideal combination of rainfall, elevation (about 1,000 ft.), drainage and unglaciated soils produces the unique qualities found in Appalachian oak. The limestone soil of the region keeps the oaks relatively free of mineral deposits that would otherwise discolor the heartwood, making Appalachian oak renowned for its uniform, light pink color. It has the best working properties of any American red oak, and when properly kiln dried is not prone to checking and splitting.

In recent years the northern red oak from the Midwest. the Lake States and southern Canada has become as prized as Appalachian oak. Favorable freight rates out of the Midwest have made this lumber especially popular on the West Coast. "The cold winters slow the growth of the northern timber, making for soft, uniform, easy-towork lumber." said Pete Bernthal, a prominent hardwood wholesaler.

"The lumber sawn from Pennsylvania and Ohio to northern Michigan and Indiana is generally free of mineral stain, so many furniture manufacturers who produce a product with a natural finish insist upon oak from this region," Bernthal added. The red oak from Wisconsin and Indiana, although of equally good quality, tends towards shorter lengths due to logging practices in those areas, according to several lumber people.

The northern red oak from New England, especially from upstate New York, matches the quality of the northern oaks from the Midwest. According to foresters and lumber people, the New England red oak tends to lack the rosy color of other oaks and the widths of the lumber are often limited. But generally good lengths are available.

Room Additions Are No.1

Room additions are the No. I home improvement project in the United States if you judge importance by the amount of money spent.

The average room addition, according to figures released by Payless Cashways, costs from $20,000 to $40,000. The advantage is that it can pay for itself in increased value when the home is eventually sold.

The National Association of Home Builders says consumers will spend $71 billion on residential additions, alrerations and repairs this year, up l2.7Vo from the $63 billion spent in 1984.

Six Homecrafters To Close

Homecrafters Warehouse. Inc.. Birmingham, Al., has announced plans for the disposition of six of itsll warehouse stores-four in Denver, Co., and two in Nashville, Tn. These units will either be sold or closed by year-end 1985.

In commenting on the disposition, Georges A. Hanzi, president and chairman said, "Our losses in both the Denver and Nashville markets have put a strain on the company's cash position. We could not continue to absorb additional losses."

The company will conlinue ro operate its three warehouse stores in Memphis, Tn., and two warehouse stores in Louisville, Ky.

Lumberman to the Rescue

A highway tragedy was narrowly avoided because of the good deeds of Jim Barr of the Barr Lumber Co., El Centro. Ca.

The Reverend William Maclnnes and his wife were driving home to San Diego after preaching at a church in Brawley, Ca., when their car overheated in the desert.

No one stopped to help them for three hours. The intense August heat soon endangered the life of Maclnnes, who was recovering from recent surgery.

Finally, Barr came along. He spent an hour and a half repairing a broken hose with a replacement radiator hose which he had with him.

Maclnnes and the pastor of the Brawley church publicly thanked the "Cood Samaritan" throueh local newspapers.

GTASSIFIED ADUERTISEMENTS

LUMBER TRADER: Established No. Ca. wholesale comp:ury looking for a trader with minimum 5 years experience in pine and fir industrial lumber. Must be self-starter with customer following. Top componsation and benefit package. Send resume to Owen McKannay, Schaller Forest Products, Box N, Redding, CA 96099.

SALES: Wholesale lumber distributor is expanding existing sales staff and needs experienced self-motivator, aggressive and with following in So, Ca,, to sell import and domestic hardwood plywoods, hardwood lumber and softwoods, plus cut-to-size. Excellent commission and benefits. Please call Jim Skay at Skibba Lumber, Inc., Orange, Ca. (714) 991-17U.

LUMBER TRADER, experienced in softwoods, boards and selects. Excellent opportunity for aggressive individual. Send resume, in strict confidence, to P.O. Box 23186, Porr land, Or.97223.

SALESMAN, San Diego County, long established lumber company looking for contractor salespersons, both inside and outside sales. Reply Box 536 c/o The Merchant Magazine.

LUMBER,TRADERS

Expanding So, Ca, wholesaler seeks two lumber traders to increase our market coverage, We will consider trainees if the candidates possess sales ability and are self starters. Inquire in strict confidence. Mesa Forest Products, P.O. Box 401 I, Costa Mesa, Ca.926?3,

SALESPERSON WANTED

By wholesaler with remanufacturing plant at ils Ukiah, Ca., office. CaI ASwood Min & Lumber at QAD ffi-54f,;6. You will have a hard time finding better business partners than us.

lfhen sending in a change of address please include zip code on both old and new addr2sses and either the old label or the information from il, Thank!

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5' Box numbers and special borders: $5 ea. Col. inch rate: $4O' Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchrnt Megrdnc, 4llXl Cempus Dr., Sulle {E0, Newport Berch, Cr. 92660. Make checks payable to The Merchmt Megrzlne. Mail copy to above address or call (114) 852-199f. Dcadline for copy is the 22nd of the month. PAYMENT MUST AG COMPANY COPY unless you have established credit with us.

GTASSIFIED ADVEMflSEMENTS

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

RETAIL LUMBER YARD UTAH LOCATION

Retail lumber yard located in large growing town in Utah. Well established business with sales volume over $6 million and still growing. Good gross profit margin. Real estate has rail spur in yard. Manager willing to stay. For further information contacti Tom Harrison (801) 292-8481.

LTJMBERYARDS BOUGHT AND SOLD

LUMBERYARD-d-i-y.

LA area, on Vz ac,, fronts on main thorough- f*". Und.t $ffi,ffi (in.lud. ing).

LUMBERYARD-d-i-y.

Oregon, Nr, Columbia River, l hr. from Portland, on 3/t ac. Under $3j0,0O0 (everything included).

LUMBERYARD

LA area, on l8,zl00'. Fronts on main boulevard. (Excellent land investment). Under $450,m0 (includes all). Dick Phelps, Broker (ex-lumberman) formerly with Sun Lumber Co., National Building Centers (Div. of Lone Star Industries) and Louisiana Pacific Corp. (818) ?03-81'14.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 77 5-2544: (2 I 3) 83 5_567 I

COPELAND LUMBER WISHf,S TO 8UY 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 kept confidential.

1959 SC lEO HYSTER, #A7p 2880. 1,8001b., 7 forks, excellent condition. $10,000. l%8 H l80E Hysrer, #B7 I 1698h. 1,800 lb., 7, forks, excellent condition. $15,000, Call Bob or Charlie, (213) $5m2.

APPLE II + W/IOMB Winchester with complete accounting system adapted for lumber company-accts. rec., payables, inventory invoicing, GL and more. Call Ron, Ransom Lbr. Sales (619) 474-il25.

REPRINTS of hardwood arricles 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 Magazine,4500 Campus Dr., suite 480, Newport Beach, Ca. 92660.

S,!,:r'!",1, o{ow,J964ip, monogement ond citculotion (Required by 39 U.S.C.3685) I. Tiile ol ruDilconon,_rhe Merchant Magqzine: IB. publicqtion no. 796560O0. 2. Date of Filing, ()ctober l, 1985: 3. Frequency of lssue, Monthl): 3A. No. of issues published annialty, li: J6.,,Annual subscnption price,-59;4. Complete mqiling address oJ known oflice of publicotion, 4.540 Compus D,r.. Suite 480, Ne\|poil Beoch: Orunge Cointy, Co. iiCAO; i. comprcte martng oddress o!-the.headquarters or general bwiness offices o! the publishers, 45(n (-ompus.Dr, Suile 480, Newport Beach, Orunge County Cd. 92660; 6. i,lames on/ comptete moil,ng oddrcses of publisher, editor, and mqnaging editor; Editor_publishet, D:yd Cutl!! 45ffi.Compus br., Suite 480, Neiport Beochl dronie'County, Co. cj1,6d; /. uwner (U owned by o corporution, its nqme and address mus! be slated ond also immedi- olely lhereuncler the names and oddresses of sbckholde6 o\|ning or holding t percent or mm .oJ toral amounr of,soc.k. If not o|9ned by a corpororion, the iomes and o1driw oj ie tndtvtclual owneB must b.e Biven. If-owned by o pannership or other unincorporctedfirm, its name anct octctrcff, os weu os thot oJeoch individual mret be given.) The Merbhont Mogozine, Inc., 45N compus Dr, Suite 4B0,Newport Beoch, orangi iounty, ci.'izaao; oouiaTitiii, !s00..Cqnlpw Dr., Suile 480, Newport Beach, Oran-ge Couniy, Ca. 92660; 8. Knowi !9!qh:o!dqs: m1ngaFees, ond other iec.urity holderc owiing or h6ldiig I percenr or more o1 tOtoI omount oJ bonds, mo.rtgages or other securities q there ore none, so itatel None; 9. Not o!!!,!!bl": IU. Lxtent and nqture oI citculation; A. Total no. copies printed (ner pre$ run); !i!al!9 io. copies eoch issue duting.preceeding 2 months, 4. IOO: octial number 6f copies oJ stngte $sue,pubtished nearcst toliling date,4,lM; B. poid Circulotion, f. Sal'u through deoteB onct caftrcrc, street vendos a-nd counter sales: averoge no. copies eoch isl'e during prcc-eding I2 months, 205, octuol no. of copies o! single isie puUtisi1a neiiisi rc fi it-18 d.?te,.2.11-1

2. Mail subscriptions;-overqge no. c9'Oigs1och issie during preceding" 12 mo.nt,hs, J,4W; actuol no. oI c^o4ie_s.of single issue published nearest to filing date, 33gd; C, !!t"!!!!d ,.,fut!:lo,n (sun.of 10 8l and 10-82); .averuge no. copies eoci isub during precedlC lz no.lthl! Jo t I; octuot.no. of copies of single issue published neoresr rc filing dota, 3627; U. tree dEtnbulen by mail, corrier or orher meons samples. complimentor!, aid other free copies; .qverage .no..copies eoch issue during prc-ceding 2'mont hs, 2 t A; act uit'no. o1 copiis ij ;ingle issue published.neor6r b filing dote, 385; E. Totot distribution (Sum olb aia Oj; averuge no. ,copies each ksue.during pre-cedilg I2 months, 4027; octuol no. of copia o! single tssue pubtished nea.res.t to^Jiling dote, 4Ol2; F. Copies not distributed; t. OlJice ise, leit-ovtrr, unoccouiled, spoiled after pilnting; averoge no. copies each issue ai-ring prie1ing t2 months,

- SOUTHERI{ CALIFOR]IIA

LOs AI{OELES AREA

BUVE M]S' GUIDE

SA]I FRAIICISCO BAY AREA

EoavorlumberCo...... 8o.oer&Co...........

HMS Svstems Coro. J.H. Biner&c0.....

Louisiana-Pacilic CorD

MacB€ath Hardwood (Borkoley). MacBeath Hardwood lSan Frahcisco)

]{ORTHERI{ Al{D GEI{TRAL CALIFORI{IA

lnternational

oRAXOE, RIYERS|DE & SA]I BER]IARDITO COU]ITIES

SANTA IIIARIA Higgins Lumber Co.

SAIITA BOSA ANEA

J.H. BlevinsCo., Inc.......

Higgins Lumber Co.

Manin Foresl Induslries.....

Noyo Timber Producls. Inc.

Nu-Forest Producls Rich Doss, Inc.. Windsor Mill, lnc..

UXIAH/CALPELIA/WIILITS

All Heart Lumb€rCo., Inc.

Coast\ry'oodPreserying.lnc.......

ForeslProduclsTransponalion..........

Little Lake Industries Louisiana-Pacilic Corp

PACIFIC ]IORTHWEST STATES

ArmrbanHywoodAsschtion...... . (206) 565-6600

BUVE M]S'

cascadeEmpirecorp (800) 547-8371

Arn€rioan Tar Co. Bradytnlernarionat. (206) zSr-0S00 i206i5it-i501 Uoflrn-en1al Forest Products. (800) 547-8465

Buitd;rs Hardwar€ & supprv temi liezrst- i2di ial-sim crows 'i/bsklv BumsLumb€rco. :::':'. iaili ili;iil

DisderoLumb€rco' co|onia|c€dar\ry|8.7.?r?7-3.i,ili"n-i,inuerco.'' Geor9ia.Pacificc.0rp.(T!cc.na](?9q)9q?.1q4iiriri-errumuerco.

Georgh-Pacilic Corp. (Seanle). (206) 48m741 iili,"l,,,-n,. ,". Lewisco..hc.,Paherc(Auburn).. 1206) 941-2600 ;".;,i;,::-'"-"' r-ewisqo.,rnc. simerG'lBrmeirm) . .. . t?friln-ifr f,flgi|,iffilllifl5?6ic" .Lelilisco,,|nc,,Pa|merG(EJeFtt)j-\?0.9|?5^?.?\\1iiiiililjiuanuiicruiiigc0.,rnc'.. Le$,isCo.,lnc.,PdmrGAlaskaoiv.. (206) 922-8333 ;';,::;:;

Loth Lumber. ii06i i95ii6 Lewsljj..lnc..PalmerG.... r,riiFananii-cmoe . inrlra(eoo)szr.zisrtrffi)il6d;fi l3H||!Ti;ii:'j[9:'1.

Northffit Ftr6l Products. 12061 212-ffi62 I'i'l:.111!

Sequda Supply.

"' ^-jel Plywood Inc........

Simoson Timber Co.. iiliffiffiiffcil' ' . rs00r ile2-szoz iltEi I6555i5 P'pe{.Tarbot lhsatcht\4ounlainManrerc0...... i2i6iiili696 l!!llt^l'^tl:.lglgttPtducts (800) 547-6633

W€yerhaeuser Co. (Seanle) (800) 562-0908 {206} 854-3550 1v_elerr,aluserco iraconnl .l

SPOKAIIE Berger&co. (5og)39i'4618 9unriseForestProducts (800)547-1771

Geoigkl-Pacitic Cup.

Lewis C0., Inc., Palmer G (509) 534-2676 ,.;:.::

Weyerhaeusr Cr. (lnor.,ld.,Mt.). .... (s00) 541-0sgT wvrrurtvrbodProductsAssociation

wEl{ATcHEE weyernaeuser co'

LinisCo.,lnc., parnrere (206) 662-2111 S[ool'rr*, c0.

YAKIiIA iirwii'cir., rnc., parmere (206) 248-0730 HerbEerttmberco'

ALASKA

ROCKY tOUl{TAlllS

Glen Terrence Dixon. owner for more than 50 years of Hyland Lumber & Hardware Co. in Sugar House, Ut., died Sept. 10, 1985, from Alzheimer's disease. He was 76.

He served as vice president and director of the Mountain States Lumber Dealers Association from 1963 to 1966. Additionally he was president of the Sugar House Chamber of Commerce in 1962 and a director in 1963.

Mr. Dixon built the Hyland Plaza and Dixon Building in honor of his

AD NNEtrX

father, who was one of the city's founders.

He is survived by two sons and two daughters.

Alfred D. "Cap" Collier, founder in 1923 of Swan Lake Moulding Co., Klamath Falls, Or., died Sept. 7, 1985. He was 92.

He served as president of the Western Building Material Association in 1937. With his brother, he donated 600 acres near Klamath Falls to the State of Oregon for a park and for the Collier State Park Logging Museum, believed to be the largest museum of logging memorabilia on the West Coast.

Mr. Collier is survived bv two daughters.

NEWS BRIEFS

(Continued from page 18)

Empire Stove Co. is changing its corporate name to Empire comfort Systems, Inc. . . . Vardorm Inc. is the new rulme for Voriform Plqstics, Inc.

SK Hand Tbol Corp., Chicago, Il., will merge with "/. H. Williams Industriol Products, Buffalo, N.Y., later this year . . Spe-DeWay Products Co., 1nc. is now Wood-Kote Products Inc.

GAF has acquired more than 7o/o of Union Carbide. . .International Paper Co. will lay off an undetermined number of salaried workers and offer early retirement to 1000.. .Owens-Corning is buying Armco 1nc.3 aerospace and strategic materials group for $415 million...

There are those in any generation whose role is to oreserve the classics. And in specialty lumber, it's Disdero.

We play allthe grand masters. Top quality Western Red Cedar, Redwood, Douglas Fir, Hemlock and Pine. And we bring out all their finest nuances in kiln-dried, verticaland mixed grain finish, pattern and siding.

But what vou'lltreasure most about our obrformance is our versatility. We offer both standard sizes and custom milling. And we're a leading supplier of Laminated Beams and Lock Deck@ Laminated Deckino.

So the next time you're [ooking for a lumber supplier who'll give you an encore perTormance on all your favorite classics, call Disdero.

The West's specialty lumber distributor for over 30 vears.

In Oregon, calltoll-fiee (800) 452-5737 West of the Rockies (except Alaska, Hawaii, New Mexico and Colorado), calltollfree (800) 547-4209.

Disdero Lumber Co.

P.O. Box 422471504 S.E. Woodward Portland, OR97242 (503) 239-8888