Merchant Magazine - November 1987

ierving the tumber and home center markets in 13 Western States'

AWlnnlng Comblnatlon

CedarPro Incense Cedar Sidings and Penofin Premium Wood Finish team-up to provide a quality covering that's hard to beat. The natural durability and beauty bf CedarPro Sidings are enhanced when finished with Penofin to protect the wood from harmful ultraviolet rays and other environmental forces. Proven performers...CedarPro and Penofin are quality products you can trust'

Penofin@ is manufactured bY Performance Coatings lnc., Ukiah, California 7 07 -462-3023 /8OO-468-882O 800'468-8817 in California

CedarPro@ is manufactured by P&M Cedar Products, Inc' in its own sawmills. Pleose see poge 23 ior o list of cedor Pro distributors

Corporate Office, Stockton, California 209-957-6360

"The River Lodge, Little St. Simons Island, Geogia'

ROUGH DF

Profit from our abilities to serve you

KmKp*m.fuq H#fry. *c

. . o just in time delivery copobility fro.m.o strotegicolly positioned disfribufion network seM_ng. Norlhern.Colifornio, Soufhern Colifornio, Arizono, New Mexico, ond Westlexqs' r . . long estobtished direcl relotionships with top mill sources of redwood, cedor, ond fir.

I r I groding ond milling to the high quolity stondords of the Redwood lnspection SeMce.

. | | over 40 yeors of finely honed expertise focused on speciolizotion in redwood, cedor, ond fit finish.

I r . customized obilities for kiln drying, surfocing, ond Profiling to Your sPecificotions.

Copilol-ize on Out Speciolized obillties lo enhonce your Profitobility. Ythole$aledi$ldbutor$ of Redwood, Cedor, ond Fit Finish products.

SeNing 13 Weste/'n Stales

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 Parie Petty

Circulation Alice Nielsen

The Merchant Magazine (USPS 79656000) is published monthly at 45ffi Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone (714) 852-1990, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The I\zlerchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660.

ADVERTISING OFFICES

Advertising rates upon request. lirom all states east of the Rocky Mountains: Contact Jean Waggoner Gogerty, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

l"rom washington State, Oregon, Idaho, Wyoming, l\{ontana, Utah, Colorado. Northern California and Canada: Contact Carole Holm at (206) 774-3173 or 21819 77th Place West. Edmonds, Wa. 98020.

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

Subscription Rates-U.S.: $9-one year; $15+wo years; $20-three years. Foreign: one year payable in advance in U.S. fundsCanada or Mexico: air-$35; surface-$30; South America: air-$55; surface-$30; Asia: air-$68; surface-$3O; Europe: air-998; surface-$30. Single copies-$2; back

when available plus shipping & handling.

The Merchant Magazine is an independently owned publication for the retail, wholesale and distribution levels ofthe lumberand home center markets in 13 western states.

ouality control is very important at All-Coast. lt's the quality of our products and service that keeps us in business.

We surround ourselves with quality suppliers. The best in Cedar, P&M Cedar products the finest hardboard Forest Fiber products, to mention a few. We manu{acture our own Spruce patterns, supervised in the yard to guarantee a quality product.

When you telephone All-Coast our "assembly line" goes into action. You expect fast service and we won't keep you waiting.

Steve Gabbert (he's part of our sales team) shows what we mean. Photos show him putting together a typical order for timbers. As soon as the order's received he calls the yard to have the rough timbers pulled and taken to the planer for surfacing and grading. In the last photo Steve's inspecting the order. How's that for service?

We control quality - all the way through to you. Step-by-step insured quality that you and your customers can count on. Give us a call and see.

Terrorism USA

C EVERAL stories in this special issue on ly western woods trace how these species move through commerce to other areas of the country and even overseas. The products are a proud export for the region. But there's something else going on in the woods out west that we fervently hope is never, never repeated anywhere else.

Tree spiking, a cowardly and absolutely unjustified form of terrorism is being committed in the name of the environment by the lunatic fringe of the ecology movement. These radicals seek to stop all cutting of trees.

Some background: this summer, radical ecologists drove two l l " spikes into a tree that eventually came in contact with the head rig at Louisiana-Pacific's Cloverdale, Ca., sawmill. The result was a I 2' piece of steel exploding into the air after it bit into the spike. The fragment shattered the hard plastic face shield ofoffbearer George Alexander and cut deeply into his face, fracturing the 23-year-old newlywed's jaw, breaking numerous teeth. The jugular vein in his throat was cut. Today, Alexander is back at work driving a water truck, enduring extensive

dental work and reportedly in good spirits. The physical and emotional scars will last for years.

The penalty called for in skte law has been changed from three to six years in prison if bodily injury results from malicious tree spiking. This stiffening of the law is far short of what is needed to deter further crimes. The weakness is an insult to Alexander and sawmill workers across the country who daily put their lives on the line as long as the threat of tree spiking continues.

Despite a $20,000 reward offered by Louisiana-Pacihc, no evidence or suspects have surfaced. More spikes have been found by L-P in at least three other trees tested by metal detectors. The use of ceramic spikes to elude discovery by metal detectors is openly advocated by the radical fringe, emboldened by a series of judicial decisions highly favorable to environmentalists.

The forest products industry across the nation must pressure state legislatures to stiffen laws so that the penalty matches the crime. If not, it seems inevitable that the terrorism called tree spiking will creep across the country like a cancer.

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

Since 1869, a tradition you can rel)r on.

or over a century The pacific Lumber Company has manufactured architectural grades of redwood and Douglas fir. Then as now we continue to provide you with a ready supply of lumber from our managed old and young growth timberlands. Clear All Heart and Clear vertical grain redwood, and C&Btr vertical grain Douglas fir remain in good supply at palco.

High qualityCertified Kiln Dried

redwood sidings, paneling, S4S, and rough full-sawn redwood can be quickly shipped with our airseasoned Rustic redwood sidings, air-seasoned redwood commons. C&Btr kiln dried Douglas fir flooring and finger-jointed fir fascia. With one truck, from one location, you can obtain up to twenty different redwood and fir products in convenient pre-tal lied units.

For traditional quality, service,

and a continuous, reliable source to fulfill your redwood and Douglas fir needs, look to The pacific LumberCompany.

Photo: Pacific Lumber Company Archives

Use western woods to build fence sales

UNTIL the advent of Pressure treated wood, Western woods as redwood, red cedar and incense cedar were the Prime woods recommended by dealers for fences. Although pressure treated wood is now often a strong choice for Posts and parts in ground contact, the other woods are still panel favorites' The dealer who can guide a do-ityourselfer in the purchase of fence materials stands a chance of making a big ticket sale with add-ons of tools

such

and materials other than lumber. Because of high labor costs, fence installation companies usuallY charge much more than materials cost. Homeowners willing to do their own labor can save big dollars.

Story at a Glance

Tips on increasing fence sales . . . using association and manufacturer literature to helP customers. offering free clinics, plans and material lists as incentives.

Dealers who promote that they offer plans, material lists, guidance and clinics as well as materials can increase fencing sales. The Western Wood Products, California Redwood and Southern Forest Products Associations as well as some fencing manufacturers have brochures, plans and even VHS instructional tapes available for dealers to use with customers.

The dealer who becomes a fencing expert will find it pays off.

Story at a Glance

Of Willamette Industries' 64 plants, this one is one-of-akind wide variety of products shipped to all 50 states and overseas. facility is poised for future grovyth and expansion.

Plant is remanufacturi

IItILLAMETTE Industries reUU cently purchased a versatile remanufacturing plant in Woodburn, Or. But no sooner had the company added the facility to its family of holdings than it pushed it out on its own.

Technically, the remanufacturing plant is one of Willamette Industries' 64 facilities in l6 states. The building materials division includes l0 plywood plants, seven sawmills, a machine company, four particleboard plants, and single medium density fiber board, veneer, custom. I-beam and remanufacturing plants.

Still, says Woodburn general manager Perry Nydigger, "We're on our own. We're a customer of our own sawmills, just like everyone else. We receive no special deals. So we may or may not buy from them, depending on the price."

But the remanufacturing plant, known as Willamette's Industrial Wood Products division, is well equipped to be alone. The 8.8 acre facility is a beauty, entirely paved in asphalt, well sloped for water runoff, and totally enclosed by chain link fence. On the lot are a 24,000 sq. ft. mill building, a 24,000 sq. ft. warehouse, and a 4,000 sq. ft. oflice building. The mill equipment includes a planer, resaw, gang rip saw, and a sorting chain with trim saws.

The operation ships to all 50 states, from Alaska and Hawaii to Florida. The bulk is delivered west of the Rockies. and the Alaskan demand comes and goes with the oil business there. It is also beginning to export products to Japan.

On the average, Woodburn ships about 3-l/2 to 4 million feet each month by truck, piggyback van, and Southern Pacific rail car. Local business is just as important. "We've got a good location right on the I-5 corridor," says Nydigger. "We're not out of the way like some plants."

Willamette Industries as a whole is a pro-wholesaler company. The Woodburn plant, though, will sell to selected retail yards, but not to contractors.

The product list is plentiful. A sample: fir uppers, stepped flooring, ceilings, subflooring, hand rail, furring strips, clears (both vertical and mixed grain), fascia and sidings, some standard dimension items, plywood, particleboard, do-it-yourself items (all species in green and dry), decking items in Southern pine,

new future

Douglas fir, Ponderosa Pine and cedar; cedar fencing and Paneling, specialty items ("we can run just about any patterns you like"), normal patterns, custom milled items especially for the mobile home industry and so on.

Willamette is particularly big on their select decks, "although people still come in here with their finished decking materials for us to precision end trim," says Nydigger. "We can do it but we don't want to. We came to this plant so we wouldn't have to compete with ourself."

Willamette Industries as a whole employs 8,307. The 41 employees in Woodburn include Nydigger, oflice manager Diane Cochran, traffic coordinator Cathie Tomlinson, general foreman Ed Halter, shipping foreman Arnie Amsden, and sales staffers Leland Curtis, Larry Smith, Doug Bussey, Chris Re and RandY Gregory.

The plant was originally built for Far West Fir Sales, Huntington Beach, Ca., in 1978, and the mill was added a year later. Willamette purchased it from Hampton Industrial Lumber Sales, Portland, Or., six months ago.

Changes are alreadY on the boards. "We're hoPing to exPand, first by adding smaller moulders," says Nydigger. "Our big 6 x 25 planer is too big to do small items, so some work has to be done on the outside. The theory that bigger is better is not alwaYs true."

The sales staff is also not set at five. "Hampton had seven traders when we came in," Nydigger saYs. "Four left and we hired two. We're trying to get that number back uP, although we don't know if seven is right. It could be five or six or eight

or nine. We've no track record."

Nevertheless, Willamette's latest addition is preparing to expand. As the industrial wood products division's experienced team gains more knowledge of their market and increasing capabilities, the plant's future seems brighter and brighter.

GEIIERAL manager Perry Nydigger consults with office manager Diane Cochran.

CEItIER ol the action in Willamette's sales office. Clockwise from bottom: Larry Smith' Leland Curtis, Ed Halter, Pam Davis, Nydig-

ger, Randy Gregory, Chris Re, Cathie Tomlinson and Doug Bussey.

Hotels: a big non-residential market for western wood

Major hotel corporations are finding wood-frame construction to be both economical and easier to design.for expansion into the suburbs. Three corporations alone will account for about I 53 million board feet of lumber by 1990. Lumber dealers looking to expand their business through industrial sales can capitalize on projects such as these in developing new sales-ed.

El EPAIR, remodeling and new housing starts are cer- I l tain to account for the lion's share of the lumber market in the 1990 s. But growing signs indicate that at least one sector of the non-residential market may also help to boost western lumber demand.

Within the past five years, three major hotel corporations have chosen to use wood-frame construction in planned expansions. The projects have the potential of using roughly 153 million board feet of lumber by 1990. Of these three, the Marriott Corp. of Bethesda, Md., will be the largest wood user, in a planned 300-hotel expansion.

"Most of Marriott's hotels in the past have been highrise structures in downtown areas, made of steel and concrete," said Doug Ketchum, Western Wood Products Association's Field Services District Manager for the Los Angeles Basin. "They are planning to expand into the suburbs, which is predominantly low-rise construction. There, wood is an ideal candidate."

Marriott hired the Pittsburgh firm of American Bridge Engineering to complete a structural and cost analysis of diflerent building materials. Ketchum assisted American Bridge with its year-long study, supplying it with information on materials, structural design and code considerations for low-rise wood-frame construction. The frrm recommended wood because it met design and fire code requirements, and was cost competitive with other materials, such as steel framing.

For similar reasons, architects from the San Diego,

Ca., firm of Mosher Drew Watson Ferguson also chose to build with wood when they designed a hotel called the Le l\4eridien San Diego at Coronado, Ca. In that project, WWPA District Manager Frank Stewart assisted in writing wood use specifications, locating materials sources and dealing with questions of code compliance.

Scheduled to open in May 1988, the three-story g50 million hotel will use more than two million board feet of western lumber. This includes nearly a quarter-million lineal feet of western red cedar and | .2 million board feet of Douglas fir studs.

In another project, architect Dennis Swets of Brown Raymond Boulton Szabo designed a four-story courtyard hotel in San Diego, which recently opened as the Clarion Suites. The 80,000-sq. ft. building contains 130 tworoom suites and required nearly a million board feet of western lumber.

Story at a Glance

Opportunities for non-residential building sales. case histories of West Coast hotels built using western woods...153 million b.f. potential by 1990.

Swets also chose wood as his building material because of its lower cost and design versatility. "There was good availability of materials, and wood works well in the exterior stucco applications. . and in the arches and balcony treatments," Swets said. In addition to structural and design flexibility, wood framing also provided excellent sound control and fire wall needs.

As demonstrated in these projects, western lumber's advantages in design, in construction and on the bottom line will continue to ensure its competitiveness as developers consider future hotel projects.

Western wood specialist thrives for 60 years

lltlTH LUMBER companies

lU coming and going as frequently as the tide, it takes a very special one to thrive for 60 straight years. Rolando Lumber Co., San Leandro. Ca., is one such firm.

Approaching $20 million in sales annually, the wholesale lumber distributor and remanufacturer boasts one of the largest, most complete Douglas fir timber inventories in Northern California. The company also offers a broad range of other

western softwoods, including redwood, western red cedar, pine and laminated beams. Complementing its diverse inventory are full line milling and processing capabilities, including specialized corbels and crane mat assembly.

Rolando was established in 1927 in San Francisco, Ca., by Joseph Rolando. He sold the company in 1946 to the Irwin and Lyons families, who owned the Irwin-Lyons Lumber Co., Coos Bay, Or. The Lyons became the sole owners in 1961 by acquiring the Irwin interest. When in 1968 the yard at 5th and Berry Street in San Francisco was vacated to make room for a freeway, Rolando bought six acres of land just south of San Francisco in Brisbane.

Accompanying the move was a change in marketing to supplying lumber only to wholesale accounts.

Thomas J. McHugh, previously a salesman for Western Pine Supply and a Marquette University graduate, joined the company as vice president to oversee its wholesale marketing efforts. McHugh was elected president three years later upon Stewart Lyons' resignation from active daily management. In addition to his current position, McHugh is a past director of the Lumber & Mill Employers Association, past president of the North American Lumber Service Corp., and a current member

of the executive board and board of directors of the North American Wholesale Lumber Association.

ln 1979, Rolando moved its distribution yard and milling operation to a 95-plus acre facility in Cloverdale, Ca., and its sales and administrative offices to San Leandro.

Vice president James W. Henderson, previously vice president of Western Pine Supply, manages 65 employees in Cloverdale using his 40 year's experience in the lumber industry. Harold Henderlong, who is also current president of the Redwood Inspection Service, directs Rolando's custom milling facilities to ensure quality milling and on-grade products.

Scott C. Kennedy manages accounting, finance, credit and data processing. He has developed additions to Rolando's main computer system, including implementing personal computers for financial management and reporting.

Secretary and office manager Helen D. Osborne is responsible for risk management, benefits, personnel and general office management. Previously she was an investment assistant at Van Strum & Towne Investment Advisors.

Sales manager and Doug fir trader Jeff Howard joined Rolando in l98l after graduating from San Francisco State and receiving his masters de-

IRR€GUIARLY - SHlPEll g5 acre distribution yard in Cloverdale, Ca., some 90 miles north of San Francisco, Ca. Prooertv includes the log pond to the south (left sid'e ot ohoto) as well as an access road at the other end. The Russian River (foreground) forms another boundary.

110. Bultllll{G is one of two the company owns in San Leandro, Ca. The staff of 20 works in the 8,400 sq. ft. building shown and rents out the other.

November 1987

gree from San Diego State University. The outside sales force "Andy" Anderson, Steve Bernardi, Gerald Chambers, Greg Gomon and Art Kellycalls on building material and retail lumber accounts in Northern and Central California. Sales support is provided by a staffof inside salesmen and an adminstrative group of 24 people.

Rolando's large milling facilities have allowed it to become a major processor of redwood and cedar. Redwood is managed by Abbie Hanlon; cedar and glue lams are managed by Bob Carlson.

Story at a Glance

Broad products range. Douglas fir concentration... wholesale accounts. veteran indus' try employees maintain high standards at Rolando.

The breadth and depth of Rolando's services are unique. Its one stop shopping success has been built from a long established reputation for service, dependability and quality. And the company prides itself on giving competitive and reliable quotes on its wide range of softwoods, providing high quality products, performing high grade milling, and offering timely delivery.

The company's success is also owed to its people. Key employees have logged many years of industry experience and sit on various boards of trade associations. Several employees hold certificates pertaining to their positions.

This combination of skilled, dedicated employees and high companY standards is what has made Rolando survive the first 60 years in a dynamic business environment.

Coming in January . .

The annual TRANSPORTATION Special lssue

With an update on the latest transportation regulations tips on cost effective management

. suggestions for improving delivery service

. . profileof atransportation professional ... a look at how lumber moves from point of origin todealer...

ADVERTISERS: Take advantage of this exceptional opportunity to get your message before our select group of readers. The Merchant's extensave circulation in the 13 Western states assures excellent coverage for your advertising dollar. This Transportation Special lssue offers a prime editorial environment for your advertising message.

Big bucks potential in industrial accounts

EWS BULLETINS from across the country:

"The largest wood-frame project ever built in Orange County, Ca., 770 apartment units resulting in 800,000 sq. ft. of living area, is underway. The four-story, $45 million complex will require 10,250,000 bd. ft. of lumber. ."

"Some 200 portable elementary school buildings, each 960 sq. ft,, are consuming thousands of bd. ft. of high-grade lumber, emptying the shelves of a local Fort Lauderdale, Fl., lumber chain. . ."

"The Twin Cities' first five-storv wood frame building, a self-contained retirement community, nears completion. While the final steel bid was more than $1.6 million, wood framing cost $836,000. ."

"Marriott Corp. has commissioned the design of wood-frame buildings for its 300 luxury hotel expansion. Along with the RaIIles and LeMeridien chains' expansions in wood, the three corporations have the potential to use over 150 million bd. ft. of lumber by 1990 ."

Story at a Glance

Ways dealers pursue industrial sales. . big money for both independents and chains ... how to use deep inventory, prompt, dependable senric€, special treatment to attract industrial accounts.

commercial wood uses continues to grow.

Industrial accounts can be big money repeat business for independent dealers and chains alike. Scotty's, Winter Haven, Fl." reached $515.3 million in sales in fiscal 1987. having long devoted equal time to pursuing commercial users. A fairly constant one fourth of sales are made to professional builders, contractors, developers and remodelers. Sales to commercial customers for the maintenance of hotels, office buildings, schools, government agency buildings and condominiums amounted to 8%, or well over $40 million last year.

To accommodate industrial accounts, it is necessary to have a large inventory and access to everything and anything a builder may need. "We have the quantity," says Herb Eaton, Minton's Lumber & Supply, Mountain View, Ca. "They know it's here. Our hardware department, for example, has a depth that most other dealers' don't."

Ruel Alexander, Canyon Drive Lumber Co., Amarillo, Tx., also has to stock his shelves with extra items for the benefit of his contractor customers. "We do carry some items, like treated materials, laminated beams, glulam, microlam and Trus Joist materials, that all dealers don't necessarily carry," he says.

The Merchant Magazine

trial salesman whose life revolves around pleasing his contractor customers. "He's well liked, knowledgeable and humorous," says Eaton. "They don't dread him coming by, Everyone looks forward to seeing him even if they don't need anything. But most of all, he puts up with their needs. So many times they have out of the ordinary requests. He goes out of his way to get the information or products they need, no matter how large or how small.

"He comes in at 5:30 a.m. and is available for them. He helps them get an early start on their day. He chases around in his pickup truck for whatever they need. And while we don't make anything off the little trips, it averages out just fine."

To attain new industrial accounts. Minton's doesn't have to rely on mail solicitation or "being a pest.'o The salesman might stop by to speak with new purchasing agents in the area, but he lets personal experience do the rest. "A satisfied customer soon talks," Eaton says. "It's amazing how much these businesses talk to each other. So, our industrial accounts have been built in a snowballing effect as people learn from each other that we have the timely delivery, daily service and top quality materials that they Reed."

In the small town of Edna, Tx., Edna Lumber Co. must look outside the city limits for business. Says Edna's Georye Natsis, "What we'll do is leave signs at the jobsites we supply, reading.'Materials provided by Edna Lumber Co.' "

Edna Lumber has also discovered that it must provide extra favors to maintain and handle industrial accounts. "We have to have someone on our staffwho can take the projects off," says Natsis. "someone who can figure out what goes into the project and how much of each material will be needed. It's a service you can't charge for.'n

Ground-breaking use of wood for mammoth industrial projects is making national news. Dealers are retaining their do-it-yourself customer base, while actively pursuing industrial accounts. And the pie of

But more importantly, because contractors have stricter deadlines than the do-it-yourselfer, retailers must be able to give each special attention. "It all boils down to service,tt says Alexander. "You can't really sell differently. Basically everyone has the same caliber of personnel and the same products. There are a lot ofdifferent approaches, but the primary factor still is prompt, dependable service."

Minton's employs a single indus-

These companies have found it helpful to also develop house plans, offer discounts based 0n monthlv volume, and have a tool maintenance department, which the industrial accounts in partieular seem to like and take advantage of.

Yet all the trouble and added energy can mean big money. "lndustrial accounts have grown to expect special treatment," says Eaton. "And we're happy to give it to them at no additional cost."

Western wood's role in the panel industry

lltEST COAST species have lU played an important part in the development and continuing popularity of particleboard, medium density fiberboard, waferboard and oriented strand board.

Oriented strand board and waferboard are often called structural panels because they meet performance standards of the American Plywood Association and carry the APA trademark showing they are designed and manufactured specifically for protected residential and other lightframe construction applications. Particleboard and medium density fiberboards are frequently used for cabinets, wall units, furniture drawer sides and shelving. They often have laminated surfaces.

All of these products are suitable for use by the d-i-yer and may be recommended by the retailer for projects ranging from dog houses to closet shelves. Their workability and reasonable prices make them attractive to the home owner. The large sheet dimensions and the ability to accept finish easily are pluses.

Approximately l8 particleboard plants in California, Idaho, Montana, New Mexico and Oregon will produce over 1800 million square feet of 3/4 inch basis particleboard this year. Ponderosa pine and Douglas hr predominate although other softwoods are included in the mix as well as some local hardwoods. Each species offers particular advantages and characteristics in its use. Pine is often cited for giving the particleboard an incomparable smooth finish, excellent paintability and fine machinability.

Waferboard was born in the West with Dr. James d'A Clark, its inventor. who established the first wafer-

board plant in Sandpoint, Id., in 1950. The plant produced some 50 tons a day utilizing low-grade forest stands. Dr. Clark was a conservationist who wanted to convert junktype trees into a viable commercial product, utilizing available fiber

Dr. Clark's dream has expanded to include waferboard, oriented waferboard and oriented strandboard plants all over the U.S. and Canada. Last year about 3.3 billion sq. ft. of reconstituted panels were produced in this country with Canada producing an additional 1.6 billion sq. ft. Idaho, Colorado, Oregon and Washington each have one or more such plants.

Story at a Glance

How western woods are used in particleboard, MDF and structural panel industries ways retailers can sell these products to do-it-yourself customers.

Under utilized raw material is still the main ingredient in waferboard, oriented waferboard and oriented strandboard, though more PoPular species such as Douglas fir and Ponderosa pine can be used successfully. For example, a Chilco, Id., Plant uses sawmill residue as its raw material. About a half a dozen species including Ponderosa and lodgepole pine, hemlock, spruce, Douglas fir and cottonwood are combined in the process. AsPen and basswood are considered to have the ideal physical properties for waferboard, but in the south, southern

pine and hardwoods are often used.

Waferboard is an engineered panel made from randomlY distributed wood wafers bonded together into a solid panel with heat and pressure using phenolic resins. Oriented waferboard uses non-directional alignment in the middle layer and oriented alignment in the outer layers of a three layer sandwich type panel. Oriented strandboard is made from flakes or strands of wood randomly arranged in three or five Perpendicular layers bonded with phenolic resin.

Planer shavings are the major raw material used to make particleboard although plywood ends and Particleboard panels that have failed to pass inspection are sometimes added. The material is screened for size and dried before being blended with resin and wax. This mixture is then spread in three to five layers on a metal plate in a process called mat formation. The prePared mats are placed in a particleboard press where heating platens that weigh from l5 to 40 tons compress the particles into the desired thickness and densitY using temperatures of 300 to 350 degrees Fahrenheit.

Medium densitY fiberboard (MDF) uses a similar Process of blending and matting wood which has been digested under pressure in a steam container. This sYstem softens the wood making it less brittle and less likely to be affected bY moisture.

Although they are manufactured, these products have the same enduring qualities as the woods used in their formation. Because they utilize so-called junk-trees or scrap material, they offer great value for a small investment.

iEWS B

Wickes Cos. plans to sell off its Wickes Lumber div., plus two other units, to help pay corp. debts . Wickes Lumber has 225 units in 36 states, primarily midwestern . .

PaciJic Supply, Boise, ld., a Paci/ic C'oast Building Products, Sacramento, Ca., supply yard, plans an open house for its new quarters this month Grassman's celebrated 10 years in Woodland, Ca.. with a grand re-opening of the remodeled store

Simmons-Pettv Lumber Yard has opened at Doheny Park, Ca. . A Payless Cashways' Lumberjack is due to open in Redding, Ca., this month .. Denault's Hardware Home Centers will open a 20,000 sq. ft. True Value Hardwar€ia Mission Vieio Marketplace, Mission Viejo, Ca..

Oceanside Home l)epot Plaza with an 80,000 sq. tt. I{ome Depot is under construction in Oceanside, Ca. Davis Lumber & Hardware, Davis, Ca., celebrated its 65th anniversary with an open house for the community . .

Builders Emporium has opened a 27,690 sq. ft. store in Portola Plaza in Mission Viejo. Ca.. Milwaukie Lumber Co., Milwaukie, Or., has been acquired by Steve and Richard Morse who plan to expand as a True Value Hardware . .

Home Depot has sued Office Depot, Boca Raton, F1., claiming name infringement due to a o'similar name, similar inventory, sirnilar advertising concept" and proximity 0f stores to HomeDepots...

Colorado Home Improvement Center, Denver and Littleton, Co., has purchased Big Tool Box, Aurora;,fg.; all three stores are

IEFS

now called Bis Tool Box . . lndustrial Lumber Co., lnc., San Francisco, Ca., lost a storage shed of plywood in a recent fire...

llor Cal Lumber Co. has been formed by Jim Leonard in Marysville, Ca., with a branch 1ocation in Concord. Ca. . . Bohemia 1ru'., Eugene, Or.. plans a $4.7 million laminated beam plant in Vaughn, Or., with 100,000 bd. ft. daily capacity

Gregory Forest Praclucts has completed an expansion of its Glendale, Or., veneer plant, lengthening its green chain and adding more sorting carts; new moisture detectors were added at the Klamath Falls, Or., veneer plant and computerized drying controls were installed in the GFP plywood plant . .

A new component div. of GF Co.. Encinitas, Ca., has been formed to import picture frames, bulletin boards and easels as well as mouldings, Scott Weinert, mgr. Precision Lumberwillbe the first occupant of a new industrial park at the Port of The Dalles, The Dalles, Or.

Plant Forest Products Coro. is lhe new name for Ratph S. itlant Ltd., Yancouver, BC, which is observing its 5Oth anniversary .. Potlatch Corp., San Francisco, Ca., is establishing sales of, fices in Australia and Japan early nextyear...

Thunderbalt Sales 1nc. is consolidating its Modesto and Riverbank operations at Riverbank, Ca. Apache Timber Products Co., is the new name for Mescalero Apache, Mescalero, N.M., Jim Rauch, sales mgr.

Wolseley PLC of London will acquire Familian Corp., Van Nuys, Ca.. to become the largest

The Merchant Magazine

plumbing parts distributor in the U.S.; plans are to increase locations in Ca., Hi., and Az. by 250/o annually, Bernard Shapiro stays on as pres.

Lttmbermens Credit Association Inc. has moved to new quarters at 111 West Jackson Blvd., Chicago, Il. 60604 . Koppers Tar and Wood Products has moved its central sales office to Oroville, Ca,, Paul Boyle, Jim Pisula and Eleanor Cox on staff.

Georgia-Paci.lic Corp. has a new gypsum wallboard plant due for start up this monih in Las Vegas, Nv.

Desert Partners, Midland, Tx., has acquired 9.830/o of USG Corp.... Wickes has withdrawn plans to redeem $200 million of 120lo sinking fund debentures

, Potlatch Corp. had a 37,% gain in rncome per common share in the third quarter . . . Stonline, /rc., Norwalk, Ca., declared a $.08 per common share dividend for the third quarter .

Santa Fe Southern Pacific and, Ihe Henley Group have discontinued discussions on the sale of all or part of Southern PaciJic TransportationCo....

An EPA decisior on how to regulate formaldehyde-containing wood products suspected to be a "probable human carcinogen" has been delayed .

The U.S. Forest Service will hold the biggest lumber salvage sale in Ca. history after hauling out more than 1.3 billion b.f. of burned timber lrom recently charred forests; commercial timber stands valued at $240 million have been destroyed or damaged in No. Ca. and Or. fires this fall ...

Housing s/4/"ts were up 4.40/o in Sept. (latest figs.) to a seasonally adusted annual rate of 1,669,000 units single family starts were up marginally at an annual rate of 1.17 million units; rnultifamily units were up 2.9a/0... permits were down 0.6Vs construction in the west slowed 0.50/o

ando Lumber Co., Inc.

Donurn

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National Forest Products AssociationNov. 8-11, annual meeting, Fairmont Hotel, San Francisco, Ca.

Woodworking ShowNov. 13-15, Portland Memorial Coliseum, Portland, Or.

Western Building Material AssociationNov. 14-17, annual convention, Red Lion Inn/Lloyd Center, portland. Or.

North American Wholesale Lumber AssociationNov. 16, regional meeting, Eugene, Or.; Nov. 17, portland. Or.: Nov. lE. Seattle. Wa.

Lumber Merchants Association of Northern CaliforniaNov. 17, wood products seminars, Fresno. Ca.: Nov. lgSan Jose, Ca.: Nov. 19. Santa Rosa, Ca.; Nov. 20, Sacramento, Ca.

Inland Empire Hoo-Hoo ClubNov. 20, dinner/speaker, El Rancho Verde, Ca.

National Decorating Products AssociationNov. 20-22, annual show, McCormick Place, Chicago, Il.

Interbuild 87Nov. 22-28, National Exhibition Centre. Birmingham, England.

DECEMBER

International Hardwood Products AssociationDec. 2. regional meeting, Portland, Or.

Lumber Association of Southern CaliforniaDec. 2, Second Growth dinner meeting, Hyatt House, City of Commerce, Ca.

Arizona Lumber & Builders Supply AssociationDec. 23, annual construction & architectural suppliers show, Phoenix Civic Plaza, Phoenix, Az.

BatimatDec. 8-15, international building exhibition, Paris, France.

Shippers of QUALTTY FOREST PRODUCTS

Truck & Trailer or Rail Shipments

t/ Douglas Fir t/ Hem Fir

z Redwood t/ Pine

Specializingin 2 X4 1750F

Catt (619) 244-9933

Ron Pugh or Sheny Corter

International Hardwood Products AssociationDec. 8, regional meeting, Hotel Queen Mary, Long Beach, Ca.

National Building Material Distributors AssociationDec. 11-12, "The Best Seller List" workshop, Irvine, Ca.

JANUARY

Coast to Coast StoresJan. 5-8, buying show, Anaheim, Ca.

National Housewares Manufacturers AssociationJan. 10-13, international housewares exposition McCormick Place, Chicago. ll.

Mountain States Lumber & Building Material Dealers AssociationJan. 11-13, residential framing lumber estimating course, Denver, Co.

Inland Empire Hoo-Hoo ClubJan. 15, dinner/initiation. Indian Hills Country Club, Indian Hills, Ca.

Lumber Merchants Association of Northern CaliforniaJan. 16-17, annual management seminar, Asilomar State Park, Pacific Grove, Ca.

Young Westerners Club - Jan.2l-24, conference, Eugene, Or.

VAAGEN BRIIS. IU}'|BER, INC.

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Knippen' Dave Ponts' John Souza' Steve Shudoma

HOME GENTER MERGHANT

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128 In the process, the national "center of population" creeps 72 feet to the southwest. wow!

lll ele BOOZER is president of Y Boozer Lumber Company, Inc. in Columbia, S.C. For the past few months we've been keeping our postmen busy exchanging interesting articles from different publications. His package this week struck some hot buttons.

An article entitled; "Every Day in America" by Tom Parker contained these thought provoking statistics:

Every Day.

Americans purchase 45,000 new automobiles and smash up 87,000.

The government issues 50 more pages of regulations.

One hundred and eight thousand of us move to a different home and 18,000 move to another state.

Dale also sent along a reprint of a card that is issued to all new employees of the Brown Boveri Company (BBC) at their orientation.

WINNERS VS LOSERS

The winner is always part of the answer. The loser is always part of the problem.

The winner always has a program; The loser always has an excuse.

The winner says, "Let me do it for you." The loser says, "That's not my job."

The winner sees an answer in every problem.

The loser sees a problem in every answer.

The winner says, "lt may be difficult, but it's possible."

The Merchant Magazlne

The loser says, "It may be possible but it's too difficult."

The winner listens

The loser just waits until it is his turn to talk.

When the winner makes a mistake he says, "I was wrong."

When a loser makes a mistake he says, "lt wasn't my fault.'2

A winner says, "I'm good, but not as good as I could be.l'

The loser says: "I'm not as bad as a lot of other people."

A winner feels responsible for more than his job.

A loser says, "I only work here."

BBC: Committed To Excellence

Lastly, there was the Robert Kuttner article that appeared in Business Week entitled, "Why Business Is At A Loss In A Free Market." Kuttner makes the point that despite the mythology about how free markets function, most businesses detest open competition on the basis of price. That's why companies go to heroic lengths to invent unique products that have no head-to-head competition. It's why companies marketing essentially identical commodities keep

(Please turn to page 24)

ffiEsftiufiffi?frrfiibffi

WAYNE GARDNER executive vice president

I N EARLY October Industrial

I Indemnity sponsored a dinner for all the participants in one of LASC's insurance programs.

Insurance has traditionally been one ofthe benefits ofbelonging to an association. Almost every association offers group health and accident insurance, and group workers compensation. There are decided advantages to these programs'

Many many years ago, a very foresighted insurance worker by the name of William Murdock, who has since passed away, came up with the idea of putting a comprehensive liability and frre insurance program together for the industry in Southern California. Certainly it was a novel concept in the late 50s. but Murdock's persistence paid off.

The plan was Put together and Industrial Indemnity agreed to underwrite it. The rules were tough, because a program as novel as this could fall apart

very quickly unless carefully controlled. Selected dealers were approached to get into the program, based on their size and the way in which theY operated. They were all considered to be low risks. And as a result the fire portion was written at below manual rates. Unheard of for lumber yard inSurance, but it worked. And it continues to work.

At the dinner, Dave Barry of BaYIY' Martin & Fay told the group that five of the original eight policy holders are still insured through Industrial. That's over 24 years with the same carrier. That is not a typical relationship between carrier and association. The average probably would be less than five years. This is usually true in health and accident as well as Workers ComPensation.

It does tell a story. The participants in the plan are happy since rates have been good over the years. Claims have been settled adequately and quickly. One can't

(Plcasc turn to Pagc 24)

Dlstdbutors

NORI}IEAST

GEORGE MCQI.'ESTEN CO, hon Horse Fark

North Billerica, MA 01862

(617) 663-3435

MID.STATE LI.JMBER CO

2OO lndustrial Parkway

Branchbug, NJ 08876

(z0t) 7254SAO

SOUTHEAST FURMAN LUMBER CO.

8l9l Annapolis Junction Rd. Annapolis Junction, MD 20701

(3Ot) 792-2234

EARL RAIFORD LUMBER CO.

PO. Box 5498

Asharille, NC 28813

(7O4) 253-567

EFPERSON LUMBER SALES, INC.

PO. Box 1559 Statesville, NC2ffi77

(704\ 873432r

WOODFORD PLYWOOD

PO. Box 1731

Albany, GA 317O3

(912) 8834900

Branches in Alabama, Georyia & Florida

NORTITWEST

HUMPHREY LUI'BER CO.

PO. Box 999{3

Tacoma, WA 98499 (206) s84€263

I'PPER UID lIIEST

CANTON LUMBER CO.

PO. Box 9328

Minneapolis, MN 55440-9328

(6t2) 425-t4oo

WEST

ALL.COAST FOREST PRODUCTS, INC

PO. Box M

Chino CA 91708

CHUCK LINK executive director

SHe has expanded its Hazardous V Communications Standards (HCS, or the Worker Right-to-Know rule) to cover all industries, including the retail lumber and building material sector, which are in any way exposed to hazardous chemicals.

Already twelve states, including Alaska, California, Oregon and Washington, have extended the federal ruling beyond the chemical sector. While manufacturers have already been required to provide proper labeling and material safety data sheets (MSDS), retailers must conform to the regulation by May 20, 1988.

OSHA has estimated that the HCS will cost the average building material retailer $475 for the first year of compliance, stemming from (l) maintaining

MSDS from manufacturers, (2) creating labels for in-house manufactured containers of hazardous chemicals, (3) developing a written hazardous communications program, and (4) developing and implementing chernical hazard training.

In lumberyards and home centers where employees handle only chemicals in sealed containers which are not opened under normal conditions, employers must:

(1) Ensure that labels on such containers are not defaced or removed;

(2) Maintain copies of all MSDS, obtain the MSDS should the manufacturer fail to provide it with the shipment' and ensure that the MSDS is readilY accessible to employees; and

(3) Provide employees with informa-

(7t4) 627-855r

HEDLUND LUMBER & MACHINE STAINING

PO. Box 6O038

Sacrammto, C.E 95860

(916) 331€611

IMPERIAL WHOLESAIE

P.O. Box 256O5

Salt Iake Gty, UT 85125

(8O0 972-s656

CEDAR WEST CORP

P.O. Box 5224

Denrrer, CO 8O217 pa3)2944077

The Southland

(Continued /rom page 23)

help but remember the instance where an adjustor was on the scene of a fire before the smoldering embers had been fully extinguished. All within hours the insured had a check to cover a large portion of his loss so that operations could keep going without delay.

The insurance committee has looked at other plans, and some participants have changed. But over all, it has been one very good program. Another benefit of belonging to an association. If you haven't tried it you should.

Home Center Merchant

(Continued from page 22)

complicating their true prices inventing convoluted customer{oyalty gimmicks intended to frustrate shopping around. Frequent flyer programs are one example.

"lf companies marketing essentially identical commodities competed openly on the basis of price," said Kuttner, "everyone's profit margin would plummet, and the firm with the most staying power would simply drive competitors out of businessand then be free to raise prices."

Today, every retailer of lumber and building products is facing head-to-head price competition whether in metropolitan areas like Los Angeles or in rural communities such as Columbia. The competition is from the home center down the street or the one in the big city whose color tabloid drops out of the Sunday paper. Retail strategies must look to private labels, package selling, add-on services and hoopla to maintain market share.

But, then again, maybe you're the one with the most staying power.

Quick Cures For Ear Aches

What can you do when the guy on the other end of the telephone keeps talking? Try these ideas for a fast hang-up. Delay the conversation by telling the caller you are in the middle of a deadline project and will call him back. Return the call a few minutes before he is due to quit work.

lf this doesn't work, set a time limit. "Sorry, this is a bad time. I've only got three minutes before an appointment."

Signal the end of a call with "Before we hang up" or "lt's been great talking with you" or "l think we've pretty well covered everything."

If you fail on all counts, cut yourself off in the middle of a sentence. No one will believe it is anything but an accident.

LMA NEWS

GARY L. SMITH executive vice president

ll oNrEnEY, Ca., was the site for lUl ttre pioneer meeting of the LMA Associates Council. Eleven representatives from nine associate member companies met with the LMA executive committee to lay the foundation for the activities of the council, formed to increase intcrest and participation by LMA's associate members.

The individuals and companies represented were: Bob Mullen, Armstrong World Industries; Don Koch and Vern Miller, BMD; Rolston Johnson and John Baker, Butler Johnson Corporation; Carl Wildenradt, MacMurraY Pacific; Earl Van Buskirk and Dale Fernandi, Palmer G. Lewisl Len Viale, Redwood Empire; Bob Riggs, Sequoia Supply, and Phil Wirtz, State Compensation Insurance Fund.

These eight firms, plus SimPson Strong-Tie, represented by Ary Linn, will make up the nine member council. The Associates Council will elect representative firms on a staggered basis at the annual LMA convention, with three new companies rotating on annually' The formative council consists of Sequoia Supply, Simpson Strong-Tie and Redwood Empire with one year terms, Butler-Johnson Corp., MacMurray Pacific and State Fund with two year terms

Northwest News

(Continued lrom puge 22)

tion and training from the time of their initial assignment and whenever a new hazard is introduced into the work area. EmPloYees must also be informed of the HCS program's purpose, any operations in the work area where hazardous chemicals are present, and where the HCS written program and accumulated MSDS are located.

Other provisions of the HCS include:

(1) Wood and wood products exemption: their inflammabilitY characteristics are self-evident and therefore excluded from HCS coverage:

(2) Treated lumber: pesticides used in wood are covered under a separate EPA regulation and therefore not

and Palmer G. Lewis, BMD and Armstrong represented for the first three years. Earl Van Buskirk of PGL was elected chairman and will also serve on the LMA board of directors for three years. Don Koch of BMD was selected as a two year representative to the board. The association board of directors approved the addition of two positions to its 20 member board for Associate Council representatives at their January meeting.

It has long been felt that LMA's associate members, vital to the survival of the association, as well as the retail dealer, should play a broader role in the affairs of the association. Some areas with which the council will be concerned will be convention/trade show activities, membership development (both regular and associate), political action and dealer/supplier communication.

This first meeting was an exciting and refreshing beginning. with the increased participation and assistance by members of the Associates Council and all LMA associate members, Lumber Merchants Association of Northern California can expect to increase its value and service to the lumber and building material industry as a whole. The council's next meeting will be at the 1988 LMA Convention, May l5-17, at the Nugget, SParks, Nv.

For further information on the Associates Council, Call (408) 295-4103.

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currently defined by HCS as hazardous chemicals.

(3) (4)

Formaldehyde: building materials containing formaldehyde are cur' rently being analyzed under a separate OSHA standard and, for now, is not exempt from the HCS.

Wood Dust: like formaldehyde, it is currently being examined separatedly, and it is covered under the HCS.

The OSHA HCS will essentially preempt all state hazardous communication standards which do not meet the minimum federal requirements. State regulations which exceed the federal standard remain in effect. Thus, lumber and building material retailers should be aware of state laws which might require additional hazardous communication standard compliance.

OPERANNG OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas. Tx.75243

lf's fHnf TIME of year again. ConI tractors are roofing over and closing in their latest starts. The leaves have gone. Business has fallen off. Turkey Day is just around the corner. It's time to plan for next year.

Another signal has been the annual mailing from the American Management Association on their How To Manuals covering a business plan, marketing plan and analyzing competition. As a sometime participant in that organization's programs, I have seen that it has been easier to be impressed than to put something in the bank. The content of their offerings is awesome, but exposure makes one feel more equipped to run a Fortune 500 company than to win the rumble of the Do It Yourself world.

Though not totally clear, it appears that the creators of these sophisticated tools were directing their efforts to those

companies run by managers heading a department or section of an operation. The sole proprietor, or small dealer who personally directs the activities of each employee, is faced with a dilemma in planning to grow without the time or people with which to bring it off They are in the twilight zone; they are the "tweeners." For all of you in this ptight, here is a transitional exercise that will begin to move you out of your shirt pocket to a time when sophistication will serve you better.

In planning, you are programing what to do, how to get it done, the cost and the pay back. Direct these questions to the four major cost areas of your business (labor, communication, inventory and facilities), each with a qualifying question and areas ofconcern.

Labor Costs: Would the company and its people be more eflective with a change in:

o Training?

o Compensation?

o Benefits?

o Responsibilities?

o Management?

o Career Paths?

Communications: Could the company's performance benefit from implementation of or changes in communications with its:

o Customers?

o Government?

. Associates? o Competitors?

o Stockholders? o Suppliers?

Inventory: Is it possible to improve sales and profits by a change in: Assortments? Market Visits?

o Buying?

o Pricing?

o Competitive Shopping?

o Unit Control?

Facilities: Will the company be able to provide better service at less cost to the customer through a change in:

o Facility o Alterations? Utilization?

o Housekeeping? o Equipment?

o Signing?

o Customer Accomodations?

As you go through each ofthe above with your associates, ask the questions about what, how, the cost and the pay back time of each possibility. Answering this little drill will make the benefits obvious.' The approach is not totally inclusive nor always 1000/o applicable, but it will provide a useful, preliminary step which will someday make the transition to more sophisticated planning easler.

Panel Industry On A Roll

The U.S. structural panel industry is heading for its fifth consecutive production record in 1987, and another record appears possible in 1988 despite an expected further decline in home building.

This was the optimistic message for manufacturers of Plywood and other structural panel products at the annual meeting of the American Plywood Association. APA board chairman James R. Morris, vice president, Western Division, Wood Products Group, Potlatch CorP., Lewiston, Id., noted that as recently as June of this year, APA was forecasting a modest reduction in 1987 structural panel demand. This was linked to the expectation that U.S. housing would be down about 10% from 1986.

"The interesting thing about the revised industry forecast issued by APA at this annual meeting," Morris added, "is that the Predicted home building decline is taking place. Yet expansion of the nonhousing segment of the total Panel market has continued at a strong pace."

The APA chairman rePorted that structural panel industry production has been at a rate 8o/o ahead of the 1986 record level Q5.6 billion square feet, 3/8-inch basis) for the first 40 weeks of this year. He noted that while this kind of accelerated demand will be unlikely to continue through the winter, "APA appears on track in its new estimate of 1987 industry production at 27.l billion square feet."

Morris told industry members that the fifth consecutive production record expected in 1987 represents a 60/o increase over 1986 and "nearly 200/o industry growth in the past two years.tt

Answering the question of how they will manage to surpass the 1986 record in a year of reduced housing activity, he said, ". in market diversification, through unihed promotion tackling the best opportunities in every sector from home building to repair/remodeling, nonresidential construction, industrial applications and exPorts."

Leading the demand exPansion are nonhousing markets and exports, with strong help also from steadily growing over-the-counter sales for home additions and alterations. The chairman also pointed to

"an unexpectedly high level ofpanel usage for nonresidential remodeling and maintenancethis market segment appears to be twice as large as APA previously estimated."

Morris stressed that the exPort market "also continues on a roll, nearly 30% ahead ofthe strong 1986 pace for the first halfofthis year, and still gaining to the point where it would be no surprise to see 1987 offshore shipments surpassing 800 million square feet."

Acknowledging that the Panel

industry faces the possibility of a slight production drop in 1988, Morris added that "not even this is certain."

"APA's current thinking is that demand could reach 27.2 billion square feet in 1988 even with a 9olo housing drop. The comPensating gains can come from the diversified market develoPment at home and abroad that has repeatedly exceeded

(Please turn to Page 57)

PGL Closes 2 Warehouses

Palmer G. Lewis Co.. Inc.. Auburn, Wa., has closed unprofitable PGL Building Products division warehouses in Spokane, Wa.. and Boise, Id., convinced that the regions' unfavorable economic conditions prevent turnarounds at the locations.

"These decisions should emphasize our determination to transform any underperforming assets, wherever they are, into assets which contribute an appropriate return on shareholder investment," said John N. Anderson, c.e.o. "We believe

this can be accomplished first by reduction ofdebt and then by expansion ofour profitable businesses and acquisition of better performing business entities."

Palco Takeover Questioned

Maxxam Group's 1985 takeover of Pacific Lumber Co., San Francisco, Ca., may have evaded federal disclosure regulations by having another company "park" stock, according to a congressional staff report.

The Merchant Magazlne

Since a person or firm owning 5olo or more of a company must frle a public disclosure, corporate raiders wishing to keep down the price and avoid alerting management may have other companies hold. or "park," shares for them.

The congressional subcommittee report alleges former Jefferies & Co. executive Boyd Jefferies, alleged to have parked stock for raider Ivan Boesky, parked Palco shares until Maxxam's tender offer was announced.

Maxxam's Charles Hurwitz denied any improprieties, saying Maxxam bought 500,000 palco shares from Jefferies but was still under the 50/o ceiling required for disclosure.

1989 Recession Foreseen

A 1989 recession will follow a year of continued moderate growth, predicts the National Association of Business Economists.

The country's inflation-adjusted output is expected to expanded 2.70lo in 1988 after a 3% rise this year, according to a survey of economists.

The consensus forecast for the slowdown believed to begin in 1989 stems partly from a belief that the new Federal Reserve Board chairman will not allow a recession to occur during an election year.

Next year's anticipated growth will result largely from a reduction in the trade deficit from $155 billion this year to $140 billion in 1988, the group forecast.

Posner Pleads No Contest

Victor Posner, Miami, Fl., financier whose holdings include Evans Products Co., has pleaded no contest to tax evasion charges.

Posner faces a maximum 40-year prison sentence and $75,000 fine for evading $1.2 million in taxes by over valuing 22 acres of land he donated to a Miami college in the late 1970s. He was initially convicted last July, but the hearing was declared a mistrial (see The Merchanl, Oct., 1986, p.51).

The Justice Department has urged the court to deny Posner's current no contest plea because it could complicate efforts to collect back taxes and fines, unlike a guilty plea or conviction.

November 1987

LMA Seminar Open To Dealers

Interested dealers from outside the Lumber Merchants Association of Northern California boundaries are being invited to attend their annual management seminar at Asilomar State Beach in Pacific Grove (Monterey), Ca., Jan. l6-17.

In issuing the invitation, GarY Smith, executive vice president of LMA, announced that the main Program will feature Bruce Merrifield of the Merrifield Consulting Group. He will be speaking on "Service Excellence-Mastering, Achieving, Selling and Getting Paid for It," "Productivity Tactics for Retailers" and "Inventory Management Techniques."

The association also has Plans for a presentation on an employee training program that is fully funded bY the state and a mini-seminar on store

ESTER MacHTNERY

planning and display.

Those attending the seminar maY bring their spouses. Information on registration fees is available from the LMA office in San Jose. Ca.

Slena Pacific Timber BuY

Reorganizing railroad comPanY Santa Fe Southern Pacific CorP. has agreed to sell its Northern California timber business to Sierra Pacihc Industries, Redding, Ca.

The sale of subsidiary Santa Fe Pacifrc Timber Co., which includes 520,000 acres of timberland, is a move toward restructuring the parent firm. Also planned are the sales of their railroad, commercial real estate holdings, pipelines and

construction operations.

Sierra Pacific operates milling facilities throughout the general area of Santa Fe's timberlands and has been a major purchaser of the timber allotted for sale each year.

"We could not aflord to lose that supply," said A.A. "Red" Emmerson, Sierra Pacifrc president. "This is not a cut and run situation. With prudent timber management, which includes proper re-forestation activity, our mills will have a sound timber supply for years to come."

Santa Fe Pacific Timber Co., a forest management comPanY without any forest products manufacturing facilities, has derived its basic income from the sale of timber from the 520,000 acres located in ten interior counties of Northern California.

N/C

Jenkins: Double End / Single End Machining Centers.

. Cerrco: WidgBelt Sander & Boring Machines.

Montgomery: ttogs

. Unitrcnics: Resaws

. Venja.kob: Finishing Lines lor mouldlngs

oPtimizing cut-o{f-saws & Finger Joint Lines

NEWMAN WHITNEY Award Winning Hiah Speed Pliherd/Matchcrs & Multiple Trimers

We're Bohemia's sales team,

Everyone of us really caresa lotabout serving all the needs of all our customers with superior quality wood products. Lumber. Plywood. Glulam. Particleboard. MDF. Our oroducts are competitively priced, efficienfly and rapidly delivered, with the very best service in the industry

We'll do it for you, too.

Jim Sloan Danel Products Sales Manager (s03) 341-4630

PaulHellwege Particleboard/MDF Sales (s03) 341-4624

Uanessa Starr Sales Clerk (503) 342-6262

Jerry Singer MDF/Particleboard Sales (503) 341-4623

Ronda Harris Sales Clerk (503) 342-6262

tona Davis Sales Office Manager (503) 341-4635

Keith Wright Marketing Vice President (503) 341-4622

Itlike Kirkelie Glulam Sales (5031 942-4473 Gary llurdoch Lumber Sales (s03) 341-4637

Gyndi Hengstler Sales Clerk (s03) 342-6262

Pat Rue Traffic Clerk (503) 342-6262

Al Wirth Plywood Sales (503) 341-4636 Lumber Sales

H

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('.8.S. can tltkc thc gttcss$Ork out ot'buving. Sincc 1917. ( .ll.S. h.r: lrccn hclping inclcpe n- dcrlt htrilclirlg tllatcrial dealers rcmain cornpctilirc u irh nranrnr()tir e orporatigr chui'r. []ecattsc (.ll.S. i. a clcalcr ouned non-prot'it corponrtion, all clisct)11t\. rc.biitc:, cilrtilg, urtl ttcl'''crlising l'uncls arc ali passecl clircctlr to thc purticipating rlernhcrs.

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lndustry Backs Tree StudY

Supported by many companies in the wood products industry, Trees Are For People is a free science program for students in fourth, fifth and sixth grade classrooms. Goals of the presentation, which includes hands-on activities, are to encourage awareness and appreciation of the value of forests in people's daily lives. The program also aims to provide a better understanding of the protection, management and conservation of trees ds a renewable resource.

Sanctioned by California Women In Timber's education foundation as well as the County Oflice of Education, the California Department of Forestry and the United States Forest Service, TAFP, as it is known, is provided upon the request of a teacher. A professionally prepared, easy-to-use unit of study called Caring for the Forest is sent to the teacher prior to the presentation. It includes a teacher's guide, four lessons, a wall chart explaining reforestation, astudent testand an explanation of how to prepare for the classroom presentation by a TAFP representative.

During the presentation, which is augmented by reinforcement material and articles for hands-on demonstrations, the presenter, a teaching professional, helps the students become involved in the benefits of trees, tree indentifications, the photosynthesis process, forestry as a science, the roles people play in conserving the forest and the myriad of forest products which people depend upon in their dailY lives.

An independent evaluation of the program indicates that the average student gains from it about 250/o in knowledge of the forest as a resource.

At present the program has been presented to over 125,000 students in Orange, Los Angeles and San Diego counties and Northern California. Expansion into Eureka, Redding and Sacramento is planned. Information is available from Trees Are For People, P.O. Box 543. Pioneer. Ca. 95666.

RETIBEMEI{T PARTY feted Dick Johnson (2nd lrom left), sales mgr', Michigan-California Lumber Co., Camino, Ca., loined by (l-r) Vern Lindgien, Don Peek, John Ferguson; seated: Lanny 0wens. Johnson has set sail with his wife and son on his 37-loot yacht from Benicia, Ca., for November in Southern Calilornia, December in Cabo San Lucas, Mexico, and through the Panama Canal {or a winter in the Caribbean with later stops in the Carolinas.

Ouake Shakes Up Sales

The major earthquake which rocked Southern California last month caused varied damage to nearby home centers and lumber yards, yet also inadvertently helped business in some stores.

Customers filled local stores for home repair and earthquake preparedness items as retailers hurried to clean up fallen displays and broken merchandise and ensure their buildings suffered no structural damage.

A number of outlets, including National Lumber, Bellflower and South Gate, Ca., and Home Depot, Cerritos, Ca., closed or delayed opening due to the Oct. I temblor which measured 6.1 on the Richter scale. Another nearby retailer to temporarily shut down, All American Home Center, Downey, Ca., estimated damages at $15,000.

Fremont Forest Products. a Whittier, Ca., wholesaler located about one mile from the quake's epicenter, found offices to be "a real mess, but there was no structural damage" to the 8-year-old building. PacificMadison Lumber Co., Downey, faced a similar scene, as a huge air conditioning unit crashed to the floor.

Wood Dust Termed Hazardous

Determining wood dust to be a hazardous chemical, OSHA will require sawmills to provide material safety data sheets and training to employees on wood dust exposure, according to the Western Wood Products Association.

Under OSHA's Hazard Communications Standard, a reasonable amount of time will be allotted for mills to comply with the program. Sample data sheets will be made available, including one from WWPA for its member mills.

Meanwhile, an industry-wide effort has been launched to gain scientific data on wood dust exposure in the workplace.

Harwood Consolidates

Harwood Products, a major redwood producer, has closed its Willits, Ca., facility and moved its entire operations to its other plant in Branscom, Ca. Included are the oflice, sales, and forestry departments.

The Merchant Magazlne

The Willits sawmill is set to be auctioned off December 10. The remanufacturing facilities are slated to be sold as an operating unit and negotiations are currently in progress with an unnamed buyer, according to "Bud" Harwood, managing partner. The only change planned for the Branscom headquarters is a revamping of the office to allow for additional personnel. There will be a minimum impact on people during the move, according to Harwood.

Despite the plant closure, production is not expected to decrease as the Branscom mill will add a third shift. Production in 1988 is anticipated to be approximately 70 million feet, some 20% more than in the early 1980s. Redwood will comprise about 400/o-500/o of the total. The balance will be in pine, Douglas hr, cedar and white fir.

Art Harwood is the new sales manager of the consolidated sales force. Anticipated changes include greater responsibilities for the salesmen, including collections and coordinating sales and shipping. "These changes," Harwood said, "will allow us to improve productivity so that we can expand our product lines to better serve our customers."

Former sales manager Warren Lewis has left the company to establish his own wholesale firm in Willits.

Wholesaler Sales Trends

Wholesale wood products jumped ll.2% from 1985's $4.9 billion to 1986's $5.5 billion, according to a North American Wholesale Lumber Association sales survey of its 367 member firms.

Increased sales were attributed to a 13.60/o rise in direct shipments and a 7.10/o climb in distribution yard sales, despite a continuing trend towards consolidation.

The study also revealed the average wholesaler spent $130,571 on phone communication in 1986. up 300/o over two years ago. Travel and entertainment expenses rose l7o/o to $73,565 per company.

Shippers continued the trend towards intermodal shipments, relying on piggyback vans for 700/o and reload centers for 300/o of such orders. Rail, truck and water transportation all suffered slight declines.

The strike in British Columbia

aggresMe new compgny. combining enmusasm and experience"

hampered sales of Western Canadian softwood lumber, with sales Picked up by Southern pine, eastern softwoods and western U.S. species. The 35% duty on western red cedar shingles and shakes adverselY affected the shingle and shake market.

As for personnel, the 367 hrms employed 3,960 sales Persons in 1986, representing a slight increase to 10.79 from 1985's 10.74. In terms of total sales, individual productivity gained 70/o to average$2.172 million.

Ziegler Expands Westward

Ziegler Building Center, Spokane, Wa., has opened a store in Vancouver, Wa., its ninth location and first west of the Cascades.

The 2.25 acre site features a 17,400 sq. ft. building and 12,000 sq. ft. shed.

Other Ziegler stores are throughout Spokane; Boise, Hayden Lake, Lewiston and Idaho Falls. Id.. and subsidiary Big Bear Lumber, Deer Park, Wa.

Homeclub In Albuquerque

HomeClub will open a retail warehouse sometime next month in Albuquerque, N.M.

Located adjacent to the Price Club on Alexander Blvd. and Interstate 25, the 103,907 sq. ft. warehouse will include an additional 10,000 sq. ft. nursery, according to Herb Zarkin, president of the Fullerton, Ca., based company, a subsidiarY of the Zayre Corp.

Personals

(Continued from page 39)

Jim Sullivan is the new interim mgr. of the retail div. of The O'Malley Lumber Co., Phoenix, Az., succeeding Michael O'Malley who has left the company.

Jim Forrest has joined the trading stalf at Louisiana-Pacific CorP., Samoa, Ca.

Roger Cox is the new sales mgr. of McKenzie Trading Co., Eugene, Or. Jim Hodge and Greg Nee are now in cedar fencing sales for DoughertyHanna. Portland. Or.

Chuck Dotson is new to the lumber sales staff at Plum Creek Timber Co., Columbia Falls, Mt.

Bob Kemper has been named mgr' of Copeland Lumber, Redmond, Wa.

Frank Penberthy is a new salesman at All-Coast Forest Products Inc', Chino, Ca., according to DarYl Bond. Brad Johnson has joined Tom Summers at the order desk.

John Allen has joined Pacifrc Lumber Co.. El Toro, Ca., in sales, according to Bill Jones, not A.L. Hoover Co', as incorrectly reported last issue. The A.L. Hoover Co., expected to be wound down by year's end, has represented Pacific Lumber in Southern Ca. for decades.

Thomas McHugh, Pres., Rolando Lumber Co., San Leandro, Ca., and Robert Patterson Jr., pres., Central Valley Builders Supply, St. Helena, Ca., were speakers at the recent National Forest Products Association meeting in San Francisco, Ca.

James J. Davis has been named v.p., sales & marketing, of Roseburg Forest Products Co., Roseburg, Or., according to John J. Stephens, pres. He succeeds Charles S. Gardiner, who has retired after 30 years with the co.

Chad Frampton, Spenard Builders Sup- ply, Anchorage, Ak., was named 1987 Associate Member of the year at the recent annual Alaska State Homebuilders Association convention.

Rusty Rice has been transferred to Ziegler Building Center's new Vancouver, Wa., store as mgr.

Dan Allen has joined the Woodwork Institute of California, Fresno. Ca.. as No. Ca./Nv. rep.

Marilyn Ganahl, wife of John Ganahl, Ganahl Lumber Co., Anaheim. Ca.. competed in the recent Ironman triathlon in Hawaii. Tim Davis has left after five years with the co.

Dale C. Pond. is now senior v.p., marketing and merchandising, at Payless Cashways, assuming the duties of John Breedlove, who has resigned.

Kula Thaxton, head cashier, Lumbermen's, Redmond, Wa., was elected October Employee of the Month by her co-workers.

Edward G. Downing has been named Los Angeles, Ca., district sales rep for Azrock Floor Products.

David L. Powell is the new SW regional sales mgr. for Dual-Lite lnc., based in So. Ca. Vincent P. O'Connor is NW regional sales mgr., Seattle, Wa.

Ken Thim has rejoined James Hardie Gypsum Inc., Los Angeles, Ca., as a part-time consultant, according to Roy Weymss, gen. mgr.

Norm Clow, Serra Lumber Co.. Capistrano Beach, Ca., is back after two weeks in Hong Kong.

Harry Horrocks, National Lumber & Building Material Dealers Association, Washington, D.C., has resigned to join Cape Fear Supply Co., Fayetteville, N.C.

Roy Liles has been named operations mgr. for Thunderbolt Wood Treating Inc. and Thunderbolt Sales Inc., Modesto, Ca. Paul Carrol is new to sales for the So. San Francisco Bay Area.

Dieter Luloh has joined the sales staffof Western Machinery Sales, Santa Ana, Ca., covering Riverside, Los Angeles and San Bernardino Counties, according to Brian Reynolds, pres.

Donn Massett has joined the new Fibreboard Corp., Concord, Ca., as hardwood plywood field sales rep, according to Mike Sampson, marketing mgr.

The Merchant Magazlne

Melody C. Teppola, National Builders Hardware Co., Portland, Or.. has been elected to the board ofdirectors of Northwest Natural Gas Co.

Richard Tinney is the new pres. and c.e.o. of Bohemia, Inc., Eugene, Or., succeeding S.E. Pittman, who has retired after I I years as top man.

Martin Nymann is now managing sales from Indonesian mills for plywood Tropics USA, Portland, Or.

Bernie Kuse, Lumbermen's Credit Association Inc., Chicago, ll., has retired after 25 years with ..the Redbook." He previously worked l7 years for Dun & Bradstreet. Kuse has retired to LaGrange, Tx., where he was raised.

Pete Kepon, Arcata Redwood Co., Aracta, Ca., has postponed his retirement six months until Dec.3l, 1987, to provide additional time for a replacement, according to Burnette Henry, pres.

Jack Beverage has been named gen. mgr. of ldaho Timber Corp., North Powder, Or., a div. of ldaho Timber Corp., Boise, Id. Dan Rupe is now a sales rep.

James A. Kerr is a new No. Ca./Nv. commercial sales specialist for The Marlite Organization, San Francisco. Ca.

Lanny Owens has been appointed asst. sales mgr. at Michigan-California Lumber Co., Camino, Ca.

Ken Hoevet, Andersen Corp., Portland, Or., is back after a 17-day EuroPean vacation.

Guy MoDrak, mgr. of education & market analysis, North American Wholesale Lumber Association, married Julie Hayes on Oct. 3, 1987.

Rick Brooks, Ranger Wholesale Lumber Co.. Glendale, Az., has been appointed a bankruptcy trustee by the state. He is handling both business and personal liquidations in addition to operating his lumber co.

Ernie Glanville is now representing inland mills for TreeSource, Portland, Or.

Fred Passmore is now a moulding buyer for Georgia-Pacific Corp., Cottonwood, Ca. John Hale is new to the millwork sales grouP.

Gary Nees has been named v.p./corporate controller at Pope & Talbot, Portland, Or., according to R. Steven Mason, pres. Donald R. Berry is now v.p./tax management, and Craig Broady, sales mgr.

Dave Greene is new to sales at Western Cascade Lumber Sales. Medford. Or.

Duncan D'Ohnutz is now in charge of coffee breaks at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

(Please turn to page 37)

NEW PRODUGTS

ffiiffifi,Hq"ffi.

and selected sales aids

Swinging Playground

The Swing-N-Slide kir. a do-ityourself backyard activity center, has been introduced by Newco Engineenng.

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:

Sandwich Board Framing

Connecting treated lumber with the E-Z frame brackets is said to be a simple process, following the well illustrated instructions.

Other accessories include ari 8 ft.. l8 gauge galvanized steel slide with formed hand rails; nylon bushing swing hangers; belted-strap safety seat; swivel hanger for tire swings; climber cargo netl iron man rings, and deluxe molded baby seat.

A Door In Victorian

An elegant Victorian swinging patio door has been introduced by Louisiana-Pacific Corp.

Composed of l-3/4" unfinished western pine, the door is ready for stain or paint. The intricately etched glass features a delicate pattern replicating Victorian styling.

The door also has solid-wood construction, 3/4" insulating glass and Q-Lon weather stripping. It has been bored for both lock set and dead bolt with 2-3/8" back set.

It comes in 6 ft., 2-lite width and 9 ft., 3-lite sizes.

A composite structural framing material combining l-l/2" thick oriented strand board sandwiched between multiple layers of wood veneers has been introduced bv Arrowood Technologies.

The framing material is uniform in strength, stiffness, weight and appearance, and it remains free of bow, crook, cup, twist and warp.

Virtually knot-free, Arrowood comes in nominal lumber sizes of 2 x 4 through 2x12.Larger sizes,2 x l4 through 2 x 16, will measure l-l/2 x 14" and 16". All lengths are available up to 36'.

The Merchant Magazlne

Western Pine Laminates

A new Western pine melamine roll laminate designed for use on vertical and horizontal surfaces, such as wall panels, cabinet interiors and shelving, has been introduced by Ponderosa Products.

MelaPine 201 is produced by a cold roll lamination process that bonds medium weight melamine paper-foils to a particleboard substrate.

The use of Western pine is said to ensure a smoother, more consistent surface; tighter edges, and greater strength-to-weight ratio.

Floor Product Push

A helpful finish and flooring display is now offered by PermaGrain Products.

Designed to feature the acrylicimpregnated Heritage Group, Pennwood urethane and stain/wax finish. and GenuWood vinyl-sheathed wood flooring, the strong, all-metal merchandiser is easily assembled with four thumb screws and occupies less than 3 sq. ft. of floor space.

The 60" x 20" x 20" flooring display features 13.5 sq. ft. of l8" x 18" removable panels, with a closed-cell, expanded plastic header.

November 1987

Sits & Sells

A generic, battery-operated shelfedee iomputer from MarkitStar providles consumer information, product recommendations and helP in selling a wide variety of products.

Smaller than a desk-toP calculator, the unit features adjustable brackets for fitting on anY shelf.

By touching keys on a Push-button, telephone-like keypad in. response to questions or instructions on the liquid crystal screen, consumers can select, ask for and receive information needed to make a buying decision.

Options include logotYPes and sraphics for the screen; a design ilhich allows the units to fit on a peg-

Personalized Square Deal

The versatile Speedlite square from Swanson Tool Co. now has the ability to accept a hot-stamped company logo.

Printed on the light weight, flexible square, which combines a rafter/ framing square, protractor, trylmitre square and saw guide in one, the company name and logo can be in a choice of contrasting colors.

Correct Stair Cuts

A simplified device for measuring the exact cut necessarY for stair treads and risers is new from Mardon Industries.

The bisson tread bevel Produces precise measurements in two easY iteps, eliminating the measuring, rechecking and wasting of lumber.

It can be used to measure kitchen cabinets, drywall, shelves, framing, dormers, etc.

Options include wine racks with built-in stemware holders, microwave cabinets and matching dishwasher and refrigerator Panels.

board wall; a digital recorder, so the products can "speak for themselves," and a printer to Produce a "hard copy" of the advice for future reference.

Laminated Veneers

Laminated, scarf-jointed wood veneers are now available from Tecton Laminates.

The parallel grain veneers are said to be less likely than solid wood to twist, warp, check, shrink or sPlit. They are millable and'can be Produced from pine or fir veneers.

Another advantage of Teclam LVL is that the flaws that Plague solid wood are scattered randomlY throughout LVL, negating their effects.

The standard square comes in black but is also available in custom colors with a minimal color charge.

Trendy Cabinetry

Excel's distinctive Sigma kitchen is now available in a semi-transparent white finish, Frosted Oak.

Ornate Opening

An elegant door featuring old world style scrollwork, deeply embossed curved panels and leaded glass lites is new from Castlegate.

The veneers come in widths from 3/4" though 48", in lengths from 4' to 50', and in thicknesses from 5/8" to 2". Options include poly patching, face sanding and edge treatments.

The cabinet line combines American oak with advanced EuroPean styling featuring a vertical groove desiEn. Included are oak frames, front and sides; mortise and tenon joints; dovetailed sidesl drawers that glide on side-mounted ball-bearing slides; an oven-cured finish resulting in stain- and scratch-resistant surfaces; wipe-clean interiors, and adjustable shelves.

Also included are an R.l5 rated insulated core, all steel construction and a choice of five styles of glass lites, in beveled or marbled cathedral glass.

Bath ln A Whirl

The Catalina whirlpool bathtub, uniquely fashioned into a graceful oval for bathing comfort, has been introduced by Americh Corp.

Built with a non-skid bottom, the bath comes with six adjustable jets, an air control valve, one hp pump (115v. 12a) and a 30 min. timer. water capacity is 46 gallons, and all

jets are fully adjustable with a 360" flange that moves with fingertip pressure.

Option packages include all copper jet system, PVC system with brass jets, or PVC with color match jets.

The whirlpool comes in approximately 100 colors and all standard finishes.

Outdoor Power Extensions

A line of outdoor power cords designed and packaged especially for lawn and garden applications has been introduced by Royal Electric.

Accurately power-rated to be used with power tools such as hedge trimmers, string trimmers, snow blowers and electric chain saws, the cords are also lightweight for easy handling, even in 80-ft. lengths.

All cords feature all-weather jacketing that remains flexible and delivers full-rated power at any temperature from -58'F to -t221 'F. The

The Merchant Magazine

distinctive yellow-and-green colored cords come in lengths from 25 ft. to 100 ft. and power ratings from 10a, l25v to 15a. 125v.

The flagship of the line is the hedge trimmer cord, ergonomically designed to make cutting shrubs and hedges easier and safer by lessening the chance of cutting the power cord while working. The cord features a length of retractile cord and a belt clip to keep the cord safely out of the way.

November 1987

Wall Patch

A rustproof aluminum patch for repairing holes and surface damage in drywall, plaster and paneling on walls and ceilings is new from Goldblatt Tool Co.

Self-adhesive Pace-Setter Repair Patch can be cut to any size and shape. Applied over the damaged area, it can be quickly covered with finishing compound, sanded and painted.

interlocking slats made of weather resistant PVC.

windows and sliding glass doors, are adjustable for an exact fit on most windows, can be hosed down and wiped clean, and may be painted to complement any decor.

When not needed, the slats can be rolled up into the valance.

Cornered By Drywall

Drywall corners and coves that add a soft touch of contemporary elegance to drywall construction are new from Beadex Manufacturing Co.

Featuring specially treated drywall tapes laminated to galvanized metal, the 3/4" radius Softline corners and coves adapt to both l/2" and 5/8" drywall.

Two sizes are available: a Package oftwo 4" x 4" patches, and an assortment package of a 6" x 6",4" x 4", and two 2" x 2" patches.

ln addition, the shipping carton can be converted into a colorful point-of-purchase merchandiser.

Blinds Fold

Protective shutters that provide security, insulation and weather protection have been introduced by Filon.

Designed as an alternative to window bars, storm windows, curtains, mini-blinds and other window coverings, Band-O-Lite shutters employ

The shutters are controlled bY an indoor beaded cord, are put outside

The outside corners accommodate tape-on or nail-on application

Easy lssued Tissue

A "one touch" toilet tissue dispenser is new from Xeno Products. Inc.

The Merchant Magazine

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

Out The Grout

A carbide grout saw with a specially designed handle for controlling pressure and adding comfort is new from Goldblatt Tool Co.

The Kakudai holder utilizes two support flaps which recess inward as the roll is inserted, falling back to securely fasten the roll in place. The system also facilitates similarly simple removal.

Measuring 6-3 /4"x4-l /8" x3-3/8" the holder is available in a varietv of colors. It includes screws for mounting the dispenser to a wall and features a peel-off, self-adhesive back for attaching to other surfaces.

Its sharp-pointed, carbide-coated blade saves time by quickly and easily removing old, hardened grout.

WE SPECIALIZE IN PRE-STAINING ''YOUR MATERIAL" IN ALL OLYMPIC COLORS. COATING ALL 4 SIDES OF EXTEROR SIDING AND DIMENSIONAL TRIM, PLUS 4 COAT APPLICATION ON ALL SIZES OF PLWOOD, ENCLOSED WAREHOUSE FACILIW.

November 1987

Vinyl Floor Samples

A display featuring an album of vinvl composition floor tile samples is now aviilable from Azrock Floor Products.

ing to stop rattles and squeaks. Three sizes are available.

Closed-cell weatherstrip prevents air and moisture from Passing through the tape, especially in extremely cold temperatures. An effective insulator around doors, storm windows and air conditioners, it comes in woodtone or original grey in six different sizes.

Laminate- Faced Gabinets

A new series of cabinets with woodgrain laminate faces has been introduced by Homemark.

semi-concealed hinges

Stain and scratch iesistant, the solid maple face frame comes in I I stain colors.

Drawers are fully extendable and have a 75 lb. load capacity. Adjustable guides are epoxy-coated to resist corrosion and provide smooth, silent operation.

Snow Fight

An ice-melter from Koos, Inc., works fast at low temperatures, Yet reportedly will not leave a chalkY residue.

A proprietary blend of ingredie-nts that synergistically combine to effectively melt snow, Safe Step Icemelter ouicklv penetrates ice and breaks the surfac6 bond, preventing the melted ice from refreezing.

Up to 22 samplers can be inserted and replaced as needed in the sturdy, chrome tubing merchandiser. Coming almost fully assembled, it requlres only a few minutes and no tools to complete.

A shelf at the bottom of the display accommodates samPle boxes and literature. The entire display requires less than 4 sq. ft. of floor space.

All-Weather StriPPing

Both open- and closed-cell weatherstripping is now available from Mortite. Inc.

The Essex line features flush doors with a polyester finish. Edges are back-beveled and finished with 0.30 PVC edging. Doors utilize

The product is said to dissolve completely, without harming trees, grass or other vegetation. It report6dlv works faster than conventional peliets or rock salt and can melt a mass of ice 30 times its own size.

One quarter lb. (one cup) of the Droduct covers a sq. yard surface. It bomes in 6, 50 or 100 lb. boxes, 100 lb. drums and 10, 25, 50 or 80 lb. bags.

TIMBERS

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

Drawer 4779, Arcata, Ca.95521 707-822-3648

The compressible oPen-cell foam tape seals doors and windows, helP-

Profit Panels For The Study

A new concept in high end wall paneling, the Welsh Oak Librarv Wall Paneling System, has been introduced by Welsh Forest products.

The prefinished plywood panels are simulated oak woodgrain on hardwood plywood. The mouldings, fluter stiles and rails are prefinishld solid red oak.

The stiles, rails and panel mouldings come in kits containing the material for a 4 ft. wall section, either full wall or wainscot only. The kits are shrink-wrapped with full instructrons.

Also available is a self service rack

holding the dealer's inventorv and featuring "how to" illustrations and color pictures of the room settins.

Previously, this type of wall iys- tem was said to be available onlv through specially designed architectural plans and produced by certain millwork houses. The Welsh svstem can be installed by do-it-yourseifer or contractor.

Rust Buster

An anti-rust paint that can be applied directly over rusted surfaces has been introduced by Revere Products.

Rust-Nix reportedly penetrates the rusted surface, absorbs the rust into the pigment of the paint, and seals the surface to prevent further corroslon.

Covering in one coat and drying to a high gloss, fade resistant finish, it can be applied over any metal surface, indoors or outdoors, with a brush, roller or spray. There is said to be no need to sandblast or scraDe down to bare metal, just sweep away loose rust.

The product comes in nine different colors.

Lights & Lullabies

With the help of the Intermatic Walt Disney musical light switch, Mickey Mouse can lull kids to sleep with a melodv.

The tunes play electronically when the light is turned off and the switch may be set to play one song at random or a total of six melodies.

Mickey and his guitar are pictured on the switch, which plays six favorite Disney songs.

The switch is reportedly easy to install and replaces-any si'ngle frole light switch.

November 1987

Sky Blinders

Venetian blinds designed for roof windows and skylights are new from Velux-America.

The blinds offer manual or electric control of the amount of shade or light entering a room, while their egg-shell white slimline aluminum slats permit privacy in a decorative fashion.

The reverse side features a bronze Thermostop coating which stops the metal from radiating as much heat as the normal white-painted slat.

Waterproofing Products

A full line of elastomeric waterproofing products is now available from the Battley-O'Brien CorP. Marketed under the brand name SECA, the line includes caulking, clears, elastomerics and cementitious asphaltic coatings for masonry and concrete surfaces.

o Pressure Treated Forest Products

o Gustom Treating Service

o Fencing

Calculighter

A combination pocket-sized calculator and lighter has been introduced by Red Line Supply.

The calculator features a liquid crystal display, a l6 digit calculator, many memory functions, automatic shut-off if left on accidentally, and long-life replaceable battery.

M illieQ Spccialists

The built-in lighter has Piezo electronic ignition eliminating the need for flint or unnecessary sparking. The flame is adjustable and the butane is refillable.

a a a a

Water-Borne Salt

CCA Twe A

Grape-Stakes

Posts & Polee

Broom Bracket

A wire broom bracket that holds up to eight brooms and mops is new from Clarison Commercial -Display.

The Merchant Magazine their handles at the bottom of the gondola, permitting the tops of the brooms and mops to be at the customer's eye level.

It is finished in an attractive, offwhite baked epoxy. A l-in. grid on the bottom of the bracket prevents handles from slipping through the rack.

New Timer

A timer with an attractively styled incremental knob designed for use with a standard switchplate is new from Paragon Electric Co.

The point of purchase display mounts directly onto a pegboard and can be moved up or down a gondola to achieve the desired height.

The bracket extends 15 inches from the gondola, takes up minimal space, and holds products firmly at

Timers come in 15. 30. and 60 minute ranges, and all can be used in both single and multiple gang switch boxes with the consumer's own decorator or standard faceplate. The four color packaging features a clear vinyl shell.

November 1987

Chime & Ghime Again

Musical door chimes are now available from Bellevue Manufacturing Co.

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

Old Time Tin Tops

Old time pressed tin ceiling material is now available from Chelsea Decorative Metal Co.

number of sizes, styles ranging from Victorian to Art Deco, and in 6', 12' and 24' repeat patterns.

Cornice is also available.

Ring-A-Tune chimes play l6 different melodies, and can be set to play a different melody each time or to repeat the same tune.

Operating on two "AA" batteries, they can be used as auxiliaries or to replace the present bell.

A l4-l/2" x 6-3/4" "Try Me" counter display is offered free to dealers ordering six or more chimes.

The tiles come in imProved electroplytic tin plate, which makes it more iust resistant and better for paint retention.

The bright shiny sheets come in a

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* Ven.ered Productg

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150,000 Bd. Ft. Deh.mtidlllcetlo,| Ihy Kitns

Surlace & stnightltna ilPqlng eveitabtc

BOX828,ROuTEl MONTELLO,W|539.I9

Gomplete inventories and prompt delivery of the finest

quality timber.

Seals Base Lines

A blue, l/4" thick polyethylene foam sheet which acts as a gasket to seal gaps between foundations and sill plates is new from Dow Chemical.

Styrofoam brand Sill Seal's unique corrugated structure is said to greatly reduce air infiltration and facilitate compressibility.

Available in 50-ft. strips and in three widths, it is easily applied by stapling to the sill plate or by unrolling it on top of the foundation wall.

Open Wide

A tool for removing the lids from five-gallon containers is new from Akro-Mils.

Made of cast aluminum, the heavy duty Pop-Top tool features a long-body design to give maximum leverage needed to open the toughest contalners.

Specially designed claws on its head provide a secure grip on the thin lip common to plastic lids. Crimped metal lids are easily removed with the beveled pry tip on the nail of the tool. Unused contents can be stored by resealing the lid

with the tool's hammer head end. A hole, cast in the handle, per-

High Rise Padding

Reversible ladder bumpers with a no-mar flexible foam for use on most extension ladders have been introduced by Crawford Products, Inc.

The bumpers are said to prevent denting and scratching wood, aluminum and vinyl siding; prevent damage to wall coverings, sheetrock or plateglass, and help reduce electrical hazards.

mits easy storage, keeping the tool handy and off the floor.

FAMOWOOD

is

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass! ,h&*^

t{eaoy Io use rgnl oul ol lne can, iamowoo'! applies like putty-sticks like glue; dries *_ quickly; won't shrink; and will not gum up sander. Waterproof and wealherproof when properly applied. -t4

*i";flli.:" 16 matching ryood colors

The pads are reversible in that when the ladder becomes worn on one side, the bumpers can be shifted for use on the opposite side. They are available with "feel me" windows on packages designed for peg board merchandising.

milfi

HEM'FlR

This fine-textured, non-resinous timber has an excellent weight/strength ratio. lt ranks high in fiber stress (FB) and elasticity (E); and shows relatively small changes in dimension through absorption or drying.

Hem-Fir is easy to work and shape.

Try our HEM-FIR Dimension!

November 1987

Wall Of Fame

Lazerline, a series of designs which sport a textured effect in woodgrain and decorator panels, are new from Weyerhaeuser Co.

available from PermaGrain Products, Inc.

Acrylic-impregnated throughout to provide up to l0 times the strength of untreated wood, the flooring is stain and soil resistant, allowing for easy maintenance with a simple spray mist and buffing.

The l9-l/4" x l5-l/2" x 58-l/2" merchandiser is shipped knockeddown in one box. Featured is a photo of a gallon of yellow paint spilling.

Wallcovering Kit

An inexpensive kit of basic yet essential wallpapering tools is new from Red Devil.

The Big Red's Can Do kit includes an instruction pamphlet, general purpose trimming knife, sturdy plastic trim guard for smoothing vinyl and removing air pockets, pasting brush, seam roller and plumb bob with string.

The Colony Manor series, a beaded plywood woodgrain that retails for about 50% less than comparablelooking veneer oak, has a real wood look offered in several finishes.

The decorator patterns make for a textured, linen-look panel in a variety of styles.

Tupelo Below

Tupelo Wood Plank, hardwood flooring ofa species reportedly never before offered for flooring, is now

Available in a choice of classic and designer colors, tupelo comes in 2-3/4" x 48", 9/16" thickness, fiveply lamination, eased edge, tongueand-groove, and 2-3 /4" x 16-l /2" for herringbone, basketweave, ashlar and one-directional.

Drop Cloth Display

A plastic drop cloth display is now available from Poly-Tech, Inc.

The kit is packaged in a printed polyethelene pouch. An 800, tollfree telephone number is listed for consumers to obtain advice directly from the manufacturer.

Pine Redwood

Cedar

GREEN

Hem-Fir

Hemlock

Douglas Fir

PRESSURE TREATED LUMBER

STIMSON TRADING COMPANY OFFERS

A FULL LINE OF LUMBER, TIMBER, AND PREMIUM SIDINGS.

Yard & Ofllces:

End of AlrPort Rd. P.O.

Timber owner, manufacturer, and wholesaler, Stimson Trading delivers a full line of lumber and timber products: dimension lumber, heavy timbers and premium sidings of redwood, fir, and hardboard. Scheduled delivery is by truck, rail, and barge. Competitive prices and fulfillment of contract obligations are the basis of our service.

Call us at (503) 295-0951

T0 H0N0B a successful 20 year working relationship the Lumber Association of Southern California was feted recently at a dinner at the Los Angeles Club by its insurance broker Bayly, Martin and Fay and their insurance carrier Industrial Indemnity. lll Exec. v.p. of LASC Wayne Gardner, his wif e, Katie, Dellana

& Milt Johnson. (21 LASC's pres. Phil Butterfield received Dlaoue from B.M. & F's Dave Barry. l3l George & Donna Swartz, Norma Delagardelle, Ed Gavotto. (41 Carol & Creighton Anfinson. l5l Phil & Lynne Butterfield. l6) John, Nilda, Anne & Chuck Jenkins. l7l Linda & Bruce Whitaker, Loren McCarthv.

[8] John & Nall Stobbe, Leon & Lorraine Lauderbach. [9] Chuck Peck, Chuck Cook. ll0l Tim & Jane Thalman, Mark & Kim Boone. llll Luisa & John Mullin. ll2l Russ & lda Primrose. [l3l Anita & Jim Julian.

Hoo-Hoo Annual Convention

Hoo-Hoo International elected a new board ofdirectors at its 95th annual convention at the Seattle Sheraton Hotel, Seattle, Wa. Hoo-Hoo is a lumbermen's fraternity with more than 7,000 members in the U.S., Canada, Australia and New Zealand.

Elected to the board were Snark of the Universe (president) Dick Campbell, Woy Woy, New South Wales, Australia; 1st international v.p. Phil Cocks, Orlando, Fl.; 2nd internationl v.p. Lyle Hoeck, Sioux Falls. S.D.: chairman of the board Jack Jacobson, Vancouver, B.C., and international sec./treas. Bernard B. Barber. Fresno. Ca.

The regional representatives, or Supreme Nine, elected were Charlie Eaton, Jeff Loth, Rod Abel, Bruce Woodrow, Bill Franks and George Olsen. Directors with one Year remaining are Gordon Graham, Brent Crosby and Frank Gray.

The group's oldest living Past Snark is Dave Davis, Greenbrae, Ca., who holds the office of Seer of the House of Ancients.

More than 300 people journeyed to the great Northwest for the Sept.

t{EWtY-EIECTE0 oresident of Hoo-Hoo Inlernational Dick Campbell, from Woy Woy, Australia, (in hat) is seen here at a meeting with members of the Los Angeles, San Diego and Inland Emoire Hoo-Hoo clubs held soon alter his election. Members heard a convenl3-16 convention, which was hosted jointly by the Seattle, Tacoma-Olympia, Wa.. and North Cascades (Everett, Wa.) Hoo-Hoo clubs.

Hoo-Hoo International was founded in Gurdon, Ar., on Jan. 21, 1892, by five lumbermen stranded on a

tion report from Campbell and later discussed club business. From left: Chuck Lember, Roger Braniger, Rodger Morris, Campbell, Dave Bufe', Rod Kautz, Ed Gavotto and Doug Willis. This meeting of the lumbermens fraternity was held last month in lrvine, Ca. railroad trestle after a heavy rain. Its main purpose is to act as a catalyst between all aspects of the forest products industry and to serve as a unifying body creating goodwill and fellowship among men who work in the industry.

Stalking lranian Hardwoods

I NSIDE IRAN. For years the I media has scrutinized the puzzling country from almost every angle. Its leaders, its people, its tactics, its motives have all been examined. Now it's time to weigh the strengths and weaknesses of the hardwoods of Iran.

Iran's keyaki (Zelkova carpinifolia) features a lustrous, light golden brown heartwood, resembling elm with its coarse texture. Its varying grain runs from straight to quite irregular and wavy.

The wood is hard, strong, tough and resilient, especially for its moderate weight. It also has good steam bending properties and dries quickly and well, if extra care is given. It works well and nails, screws and glues adequately. An especially durable wood, it is very resistant to insect and fungus attack.

Story at a Glance

Strengths and weaknesses of lranian hardwoods. woods are usually light in color, not large in size, moderately durable though susceptible to attack, and strong especially for their weight.

Keyaki also grows in China and Japan and recently was introduced to the United Kingdom. It is mostly devoted to decorative work, including carvings, cabinetry, inlay work, structural work and light construction.

European hornbeam (Carpinus betulus), another Iranian species, is a

medium-sized tree, similar to beech in appearance though usually not as large and often with a somewhat poorly formed stem. Its cold, dull, white wood slightly streaked with grey has a fine texture and near featureless look. Its grain may be irregular with undulating growth rings, especially if the stem is badly mis-shapen.

Hornbeam is one of the denser temperate hardwoods, a bit heavier than beech. Technically, in fact, it is like a dense beech, drying readily and well, although it may be unstable under changing humidity conditions. It is comparable in strength to beech, with good bending and high resistance to splitting. Yet it is harder to work, since it is heavier. And while it is not resistant to fungus attack, it can be treated with preservatives for outdoor use.

Since the only commercial stands are in parts of Iran, Turkey and Europe, hornbeam's limited supply has resulted in its use as a specialpurpose wood. It has produced items requiring hard-wearing, splinterfree qualities, such as billiard cues, drumsticks, cogs, tool handles, clubs, and piano parts.

The eastern plane (Platanus orientalis) is sycamore's sister in Iran. It has a light reddish-brown heartwood with a straight grain and a fine to medium texture.

Plane dries readily, with a tendency to distort. Its mechanical properties include the moderate strength of mahogany and low stiffness, resulting in a good steam bending wood. It works well despite minor proneness to blunt cutters and to bind on saws. It stains and polishes to an excellent finish. The trees are also perishable.

Its uses have centered on employing quarter-sawn veneers for paneling, and also for furniture and cabinets. It can be used for handles on brushes and other non-striking tools.

A compact timber, pale yellow in color, European boxwood (Buxus sempervirens) features a slightly

varying grain with an intricately fine, even texture. Boxwood is an extremely heavy, dense wood, also equipped with high stiffness, steam bending, crushing strength and shock resistance properties.

The hardwood does dry slowly, often prone to surface checks and liable to severe end splitting if dried in the round. Its high resistance to cutting makes it a hard wood with which to work. But it is a durable one, despite its heartwood's susceptibility to attack by the common furniture beetle.

A terrific carving and turnery wood, boxwood has been used for textile rollers, pulley blocks, tool handles, rulers, bandings and stringings.

Commercially, the local product is known as Iranian boxwood. and is similarly called Persian boxwood, Turkish boxwood, etc., according to its country of origin.

Cabinet Manufacturer Expands

Cascade Cabinets, Woodinville, Wa., is undergoing a major expansion which will increase production

by 300/o and improve manufacturing of popular European style cabinets.

The expansion includes the addition of 8,000 sq. ft. to the plant, expansion of the shipping/receiving area, additional machining equipment, and increased parking area.

The manufacturers of Homemark cabinets expect the construction to take 2-l/2 to 3 months and the enlarged facility to require an additional 20 employees.

I0P|!ECK, the name of a new Simpson Timber line of redwood decking just coming on stream, was named in a company contest by employee Donald R. Brandon, a night shift worker at the company's Korbel, Ca., plant. Redwood marketing mgr. Mike Couey (left) awards the prize of two expense paid trips to Reno. Nv.. to Brandon.

tMEnn/l I ilTtt--i-D /il5?nil-ill-F

UUIELV\U [U ti LiLriAU t_UtrrllE

A Look At John Day Lumber

A 4-p. introduction to John Day Lumber Co. is available by writing Box 280, John Day, Or. 97845.

Truss Worthy

A manufactured wood truss guide is free from the Wood Truss Council of America, 111 E. Wacker Dr., Chicago, il.60601.

Door Frame Video

A l0-min. videotape demonstrating how to install a pocket door frame is available for salespeople or d-i-yers from L.E. Johnson Products, Inc., Box 1126, Elkhart, In.46515.

Gregory Story On Video

"Forest Crossings," a 3S-min. videotape profile of Gregory Forest Products, is $10 from GFP, Box C, Glendale, Or. 97442.

Hot Stuff

"WoodHeat/88," the 120-p. annual consumers' guide to wood and coal heaters, is $6 from WoodHeat/88, Box 2008. Laconia. N.H. 03247.

Silent Floor Movie

"How to Build a Silent Floor," a l2min. training session, is available on VHS videotape and l6mm film from Trus Joist Corp., Box 60, Boise, ld. 83707.

Rack'em Up

A l4-p. storage rack technical brochure is free from Webb Rack, Webb Dr., Farmington Hills, Mi.48018.

Reflective Reading

A 30-p. mirror products catalog is free from Binswanger Mirror Products, Box l7ll73, Memphis, Tn.38187.

Western Wood Stability

"Dimensional Stability of Western Lumber Products," a revised 32-p. second edition, is free for the lst copy, 750 ea. thereafter, from Western Wood Products Association, Yeon Building, 522 SW 5th Ave., Portland, Or.97204.

Another Dimension

The updated 32-p. "Dimension Buyers Guide" is $2 from National Dimension Manufacturers Association, 1000 Johnson Ferry Rd., Suite ,{-130, Marietta, Ga. 30068.

A Case Of Shingles

A 4-p. fungus resistant shingle brochure is free from the Celotex Corp., Box 22602, Tampa, Fl. 33622.

Door & Window Dictionary

"Talking Windows," a l2-p. pictorial glossary of window and door terms, is free from Andersen Corp., Bayport, Mn. 55003.

Remodeling Report

"Professional Remodeling: A Profile of a $65.4 Billion Industry" is free from the National Association of the Remodeling lndustry, 1901 N. Moore St., Suite 808, Arlington, Ya. 22209.

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

Window & Door Specs

Window and patio door product specifications are now available on Macintosh and lBM-compatible computer diskettes from Andersen Corp., Bayport, Mn. 55003.

Locking In Sales

"How to Sell Padlocks Without Saying A Word" is the theme of a free 4-p. merchandising catalog from American Lock Co., 3400 W. Exchange Rd., Crete, Il. 60417.

Taxing Business

Transfer Your Corporation to the Next Generotion. . Tax Free and, How to Value Your Business for Tax Purposes

And Win the Tax Game are $2 I ea. or $36 for both from the Book Div., Blackman Kallick Bartelstein, 300 S. Riverside Plaza, Chicago, ll. 60606.

On Valves

A 4-p. pressure balancing valves brochure is free from Leonard Valve Co., 1360 Elmwood Ave., Cranston, R.r. 02910.

Finding Phony Faucets

"Buyer Beware," a brochure on how to recognize genuine Delta Faucet parts, is free from Delta, 55 E. lllth St., Indianapolis, In. 46280.

Ad Aids

"Ad Magic," a packet of advertising and promotional ideas to help sell insulation and shingles, is free from OwensCorning Fiberglas Corp., Fiberglas Tower, Toledo, Oh. 43659.

Working With Curves

Curved drywall construction tips are free from USG, 101 S. Wacker Dr., Chicago, Il. 60606.

It's A Breeze

A 20-p. venting products catalog is free from Bede Industries, 8327 Clinton Rd.. Cleveland. Oh. 44144.

our expectations in recenl years," he continued.

APA president William T. Robison urged members of the structural panel industry to continue to be "confident, resourceful, adaptable and optimistic."

He added that the industrY has "good reason to be optimistic. The crepe hangers among those who analyze us no doubt will continue to wring their hands and warn of disaster ahead. While they are doing so, our markets can continue to expand. With continued hard work and commitment. manufacturers of all structural panels will have strong roles to play in the even more segmented. niche-oriented marketplace of the year 2010a market that conservatively can be l8-l/2 billion feet more than our record 1986 production."

"This is only a 7201, increase in the next 24 yearscomPared to a 200%r increase in the last 24 years, and a 1600Vr increase between 1936 and 1961." he noted.

Robison underlined that the battle for future markets "is not between the different wood-based panels but between the panel industrY and its well-financed steel, concrete, plastics and aluminum competitors. Favorable opportunities have been identified for expansion in everY major market."

The 51st annual meeting of the American Plywood Association on the theme "Passport to Progress" was held Oct. i3 at the Red Lion Inn, Columbia River, Portland, Or.

Two In Lumber ln Top 1O

Two building material companies, are among the Top l0 businesses to make the Arizona 100. a list of the state's largest privately held companies conrpiled by accounting firm Arthur Andersen & Co. Kaibab Industries, Phoenix. ranked fifth, and O'Malley Lumber, Phoenix, seventh.

Other building material-related firms on the list are Empire Southwest Co., 11t Ed Holderness Supplies, 23; Roofing Wholesale Co., 41 Precision Components. 15 Specialty Forest Products, 79, and Naumann Material Handline. 96.

GtLASSnF[ED ADUERTISEMENTS

Twenty-five (25) words for $19. Each additional wond 65C. 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: $40 camera ready, M5 if we set the type. Names of advenisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 45fi) Campus Dr., Suite 480, I\errport Beach, Ca. 92660. Make checks payable to The Merthant Magazine. Mail copy to above address or call ('714)852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

SEQUOIA SUPPLY

Sales and Management Opportunities

Sequoia Supply, lnc., with 33 Distribution Centers nationwide, is the nation's largest independent lumber/building products distributor. We have career opportunities in many areas, including branch management, _inside and outside sales, operations management and purchasing. We are interested in aggressive, experienced professionals who understand the importance of protit and ROl.

lf you prefer individual autonomy to the cookie-cutter approach to managemenl, and are serious about exploring opportunities with an established and respected industry leader, get in touch with us. We offer a competitive salary, bonus, company car and excellent benefits, including a company matched, pre-tax savings plan. For confidential consideration, send resume and cover letter describing your accomplishmeryqgnd goals to: Frank Courtney, Sequoia 9upply, P.O. Box 19727, lrvine, CA 92713 or contaci your'nearest Sequoia branch office. Equal Opportunity Employer.

HARDWOOD OPPORTUNITIES. Two positions: hardwood lumber inspector and hardwood orderman. Excellent potential with many benefits. Contact: George Caudill, Scott-Caudill Lumber Co., 14624 E. Nelson Ave., City of Industry, Ca.91744. (818) 3332295.

LUMBER SALES II'ANAGER-

Louisiana-Pacific is looking for a lumber sales manager for its Southern California distribution center. Must be experienced in buying, selling, and inventory control. Send confidential resume to Louisiana-Pacific Corp., P.O. Box 1017. Rocklin. Ca.95677.

HARDWOOD lumber sales. Excellent growth potential. Yard centrally located in developing area. Applicant must have verifiable past sales success. Send resume to Lumber Sales, P.O. Box 2637, Capistrano Beach, Ca.92624.

LUMBER BROKER

lndividual must have 3-5 years experience selling any species to retail lumber dealers. Direct mill buying a plus but not necessary. We offer: excellent compensation package; medical, dental and optical insurance; pension & profit sharing; paid relocation. Send resume in confidence with salary requirements to: HWl, P.O. Box 868, Fort Wayne, In. 46801. ATTN: Personnel Manager.

D/C SALES MANAGER

We are looking for an experienced sales manager in Southern California. Must be able to coordinate sales, shipping and administration. Preferably with a background in panel products sales and management. Send resume along with salary history and references to Louisiana-Pacific Corp., P.O. Box 1017, Rocklin. Ca.95677.

1963 Hyster forklift, model TC200. 20,000 lbs. Completely overhauled. Good running condition. Halbert's Lumber, 1750 w. 220th St., Torrance. Ca. 90501 (213) 320-5340. Stotemeil LUMBER CARRIERS from Berkot z Especially adaptable to customer needs ' rz Scimtifically designed for all types of work z Balanced for ease of handling Let Us Proae This Is the Cart for You! Call or unite for a free brochure BERKOT MFG. GO., lNC. 11285 Goss SI.,(P.O. Box 218)Sun Valley, Ca. 91352 Phone: (213) 875-1163

ofownelship, management and circulation (Required by 39 U,S.C. 368, l. Titte of fiblicgtigl,^lhe^ Mjrchail Maga-zine:

79656400.

subsctiption pqig9, $l: 4. Complete mailing addrcss ol knoin oIJice of pilbtic;tion, 4500 CqryOus Qr,, Suile 480, Neryon Beach, Orange County, Ca. 92660; S.'aomplete maiting addrcss of the h-eodquailers ot generul business oltces of the publishers, 4500 Camitus Dr., Suiie 480,.Newport Beach,_Orange County, C9, 92660: 6. Namei and complete mailing addreises of publisher, editor, and managing editor: EdircrPublisheL David Cutle4 4500 Canous Dr., Suiie 480, Newport Beach, Orunge.Countt, Ca. 92660: 7. Owner (ifowned by a corporition, its name and address must be stated and also immediarcly thercundet the iames'and addresses of stockholders owning ot hoding I percent or mote of total amount of stock. If not owned by a coiporution, the names ard add.esses of the individwl owne6 must be giten. If owned by a paftner ship or other unincoqnrutedfrrm, its name ond address, as well as that ofeach individuai must be given.) The Merchant Magazine, lnc., 4500 Campus Dr.. Suite 480,-Newport Beach, Orange C-oun|y, Cg. 92660: David Cutlet 4500 Campus Di., Suire 480, Newport Beich, Orcngi Counly, Ca. 92660: 8. Known bondholders, mortgagees, and othet secuilOhotders owning oi hotding" i percent or morc of rctal amount of bonds, mongages or other secwities (lf there are none, so state) None: 9; Not applicable: 10. Extent and nature ofcirculotion; A. Tola! no. copies printed (nel press run): averuge no, copies each issue during preceding I 2 months, 4,100: actual number

SURPLUS MACHINERY for sale: SCMI

Model M-3 gang rip saw, 60 HP 12" arbor, carbide blades, new track, good condition. Challonder Model 820 S double end trim saw, l0 HP motors, 16" blades, good door sizer or pet machine. Contact All-Woods Laminating, ot3) 269-'ts5s.

TIMBER FOR SALE: 5,000 acres Virginia. 4,000 acres Tennessee. 20,000 acres Minnesota. 5 million board feet West Virginia. Details: TIMBER, Box 80009-BPD, Mesquite, Tx. 75180.

FOR SALE or lease: Dataline Computer Systemall programmed for.retail lumber yards. Primo condition, partially still in boxes. Incredible price for state of the art turnkey system. We would cash out for $40,000.00 plus tax or if credit approved, customer can assume balance of rentals. Give us a check for two payments of $2,475.00 each totalling $4,950.00 and then l6 remaining payments of $2,475.00. Chuck Thorn or Marie Q13) 94'7-8742 or Q13) 947-9436.

HYSTER FORKLIFT No.l65. Good running condition. Hunter Woodworks, 21038 S. Wilmington Ave., Carson, Ca. 90749 (213)

77 5-2544

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 't7 5-2544; (213) 83 5-5671

LUMBERYARD SALES

(S mall Operators) Jpc-!91!

I'll assist with advice & counsel

Flat Fee (reasonable)

LOCAL LUMBER hauling Southcrn

California rollcr bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Bcach. 3C Trucking (213) 422U26.

IET'S TAII( FACTS

FACI *t

Cascade Empire is looking lor a few special people who already successfully trade Forest Products as office wholesalers and have the facts to back up previous experience.

FACI #2:

We have a few facts of our own. lf you trade $150,000 Gross Trading Margin at Cascade, your income would be $55,000. lf that gross was $250,000, your income would be $100,000. ln addition, we have benefits which include life, health and dental insurance, disability insurance, 401-k savings program, business expenses paid and incentive travel trips for our top proclucers.

FACT #3:

We try to keep it simple. You trade-you earn. You must be experienced in order to respond to this ad, you must have a proven record of top production, integrity and be a team player. We're looking for a perfect match-your skills and our needs.

Our main office is in Portland, Oregon, with a branch in Newport Beach, Calilornia.

FACT #I:

We're serious and we hope you are. Reply to me personally and let's talk facts-including the possibility of adding you to the Cascade team.

_SOUTHERN CALIFORNIA_

LOSANGELESAREA

Amorimn Hardwmd Co.

&rkot Mfq. Co.

&verly Manulacturing Co.

Burns Lumber C0. .........

Capital Lumber C0.

Camll Moulding Co.

Chaparral oislributors

Chozon Trucking Co.

Coastal Lumber Co.

Co0s 86ad Lumber & Plywood

3C Trucking

0ooley Lumb€r C0.

El&El Wood Products Corp.

Fountain Lumb€r Co., Ed

Fremont Forest Products

Galleher Hardwood Co.

Gemini Forest Products

Georgia-Pacific Corp.

Guerero Lumber Handling

Hull Lumber Co.

lnland Timber Co.

Johnston Hardwmd

Jones Wholesale Lumber C0.

Lane Stanlon Vance

Lumber Assn. ol So. Calit.

MacBealh Hardwood

Maple gros., Inc. Mouldings

Marquart-Wolfe Lumber Co..

iar) soa-5ss1 (213) 431-543i l"il 1". l'i'

Mulual Moulding and Lumber Co. .

Norlh American Plywood (ln Ca.) (800) 421-1373

osgmd Inc.. Robert S.

Pacific Lumber Terminal

Pacilic Madison Lumber Co. (2131 773-2292

Par Lumber Co.

P6nberthy Lumber Co.

P8tarman

oRANGE, RIVERSIDE & SAl{ BERI{ARDI}IO COUNTIES

Seaver Lumber C0.

California Foresl Products

California Lumber Inspeclion Seruice

California Redwood Assn.

Casella Transportation

Crestwood Foresl Products

oMK Pacilic Corp.

Dmrs, Inc.

Fibreboard Corp.

Floor Seryice Supply (San Jose)

Gmrgia-Pacilic Corp.

Georgia-Pacific Corp. (San Jose)

Hamess Timber Products

Higgins Lumber C0. (Monterey)

Higgins Lumber Co. (Union City) (800) 972-0906

Higgins Lumber Co. (Concord)

Hirl & Wood Lumber Co.

HMS Syslems Corp.

Hub City Golden Gale Terminals

J. H. Eaxler & Co. Kelleher Corp. (Novato)

Lumber Insoecth Seryice

U.S.A. Cor9.

Lumber Co.

Mouldino Co. Cas€de Empire C0.

C@tinos (714) 943-28't8

West Fir Sal€s Fontana Whol6sal6 1umber Founlain Lumb0r Co., Ed Frooman & Co., Stephen G.

Fremonl Forsst Products Ganahl Planing Mill

Goorgia-Pacilic Corp.

Golding Sullivan Lumber Sales

Grcgory Foresl Products

Hssperia Wholosale Lumb€r

Industrial Foresl Products Inland Timkr Co. ....

Johnslon l'lardwood Inc. . Jones Wholesale Lumber Co.

Kelleher Corp.

Ko0pers Co., lnc.

L-P Distribulion Center

L-P Waferwood/lnnersal

Laminated Timber Seruic6 Inc.

Mac8eath lladwood

Marquarl-Wolle

Corp. (San Ralael)

..... ..

Corp.

Lumber Co.

Inspection Seryice

Lumber Co., Inc.

Supply (Fairlield)

NORTHERN AND CENTRAL CALTFORNTA_

IRCITA/EURE|(I/FORIUI{A

Lumber C0.

Trucking, Joe Eureka Soulhern Railroad Co.

Louisiana-Pacific Corp.

PVM Redwmd Co. Schmidbauef Lumber, Inc

AU8Unil/GnrSS YIU.EY All-Coast Forest Products. Inc

Capilol Plywood eabuertLirmbiisaies teoot sii-rlss

Georgia-Pacitic Warehouse

Hedlund Lumber & Machine Stainino .. ....

Higgins Lumber C0. . . -..

Kelleher Corp.

Xoppers Co.

Laminated Timber Services, Inc.

Louisiana-Pacilic Corp. ..

Michigan-Calilornia Lumbef Co.

M&MBuildersSupply...

I'likkel Corp., The PtMCedarProducls..

PGL Building Products

Stanline, Inc.

Slockt0n Wholesale Union Foresl Products

CI|,UENl,ATE

Bowman Lumber Sales

Louisiana-PacilicCorO . . .

Rolando Lumber (Kinton 0iv.)

FllRT ENAGG

Geor0ia Pacilic Corp. (Redwood) Holmes Lumber Co., Fred C.

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Georgia-Pacilic Waf ehouse

Hig0ins Lumber C0. (800) 742-1945

Pacific Foresl Producls

Western American Forest Products

Weyerhaeuser Co. ......... (800) 742-1939

Woodwork Institute ol California

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0M|(-Pacific

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Snider Lumber Products

Sward Truckin0

Thunderbolt Wood Treating, Inc. (No. Ca.) (800) 692-5744

NEl|llITG ANEA

Louisiana-Pacific Corp. (Red Elulf)

P&MCedarProducts..

Trinity Fivef Lumber Co.

Wisconsin-Calilornia F0resl Products

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Eeadex Manulacturino Co.

Berger & Co.

California Cascade Industries Cantor U.S.A. Coro.

Union Planino Mi|| Waldron Forest

NoRTHWEST

BUVE A,lS' ffiUIEE

ALASKA

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IDAHO

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William C. "Bill" Connor. president of'C'onnor Lumber Sales, Rialto, Ca.. died following a hearr attack on Sept. 5. l9ll7. in Pasadena, Ca. tle was 49.

Ilorn in I)es Moincs. Ia., hc entered the lumber industry with Neiman-Reed, Van Nu1,s. Ca.. in 1961. He worked for various other companies before lounding his own in 1917.

Mr. Connor is survived bv his widow. Joanne. t\ o daughters. und one brother.

Peter Vaida , 1917 -18 president of the American }lardware Manufacturers Association, died Sept. 29, 1987, after a plane crash in western New Jersey. Iie was 65.

An experienced pilot. N{r. Vaida was alone in the twin-engine aircraft when it crashed just alter take-off in heavy morning lbg at ,\lexandria Irield Airport.

At the tinte ol his death. he was a consultant with the Warren Tool (iroup, IIiram, Oh.. and a member of'the AIIMA board of directors and government relations committee. Ile had served as a member of the AHMA show/conference committeet founding menlber and past pres., AHMA Young Executives' Club, and past pres.. Hardware Marketing Council.

Mr. Vaida is survived by his widow, Ritter. two daughters, two stepsons, two brothers, a sister, and five grandchildren.

George Parks, a hardboard salesman at Stimson Trading Co., Portland, Or., died Oct. -5, 1987, near Mount Shasta, Ca., afier suffering a heart attack while driving on the freeway to a sales meeting. He was _5 -5.

A 30-year veteran of the lumber induslry, hc joined Stimson in 198,1 in regional hardboard sales for the l:orest Iriber division.

Mr. Parks is survived by his window, Dorothy, two daughters, one son, and one grandchild.

Arnold )1 Koutonen. a Dioneer of the U.S. plywood industry. died Sept. 20, 1987, in Olympia, Wa. He was 83.

After emigrating from Finland with his family, Mr. Koutonen began his career in l92l as a floor sweeDer in the firsl worker-o\\ned cooDerative. the Olympia Veneer Co.. Olympia. IIe held virtually every job in the plant, including president lrom I 942 to I 946 and later general nlanager when the company was purchased by the St. Paul and Tacoma Lumber Co. Ile also served as president of Associated Plywood Mills. Inc.

Mr. Koutonen is survived by his wiclow, Maureen, three sisters, two grandchildren and two great-grandchildren.

At Britt Lumber we specialize in producing quafity fence posts, boards and raifs directly from the fog in our modern sawmill

We're big enough to meetyour customers'needs...yet small enough to guarantee quality.

And now Britt Lumber products are avaifable in cedar, too.

If you want the beauty and versatility that onlyCedar can give, but need the stability and other benefits of seasoned wood-you CAN have it all. . with Kiln Dried Cedar from loth Lumber!

Employing the latest in industry technology, the drying system used for Ioth Lumber speeds up nature's natural seasoning process while it carefully preserves all the unique features that make Cedar so popular. The result is a top quality building material that is pre<onditioned

to withstand tough dimatic extremes.

What are some of the important advantages of Kiln Dried Cedar?

greater stability ' ,ncrre knot seatity in tight-knot products' lightu weight' ta ight-knot u)etght' takes paint easiu. adiusts more quickly to tight-knot

weathq machines bettu fot finishing

Don't shrink away from Cedar.

Order it Kiln Dried from Loth Lumber.

For information contact: Mike Carlson, Don Dye, Dick lGsperson