Merchant Magazine - November 1988

CeWro Sidiry

Rich, inviting...cedar lends a special warmth and personality to structural designs that is refreshingly different yet uniquely functional. And CedarPro Knotty Cedar Siding is the right choice when the iob calls for a premium siding material. CedarPro is milled from genuine incense cedar by P&M in its own sawmills. CedarPro is kiln-dried and graded for its intended use for less waste and better

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IES

UwHoTBSALE I,,UMBDRCO. SPECIALIZINGINA

COMPLETE LINE OF THE FOLLOWING:

The same workmanship. The same energy efficienry. The same weathertightness you've come to expect from everyAndersen product, is now available in the highly attractive circle top window.

But while most window makers gle youbut one size and expectyou to make do, Andersen produces circle tops in two styles (one compatible with the Andersen Narroline' double-hung window, the other a perfect match with ttre Perma-Shield' casement or awning window), eleven sizes (including a new quarter round), and four glazing options (including High-Performance, High-Performance Sun, and a special glazingfor high altitudes). No one else gives you so many options.

There's so much more to tell. But then, that's why were here. Give us a call and we'll get you into the right circles.

Serving 13 Western Sfafes

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

IAssistant Editor David Koenig

Contrlbuting Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Strff Artist Carmen Wollerman

Circulation Lynnette A. Perkins

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite ,l8O 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 Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

ADVERTISING OFFICES

Advertising rates upon request. From all states east of the Rocky Mountains: Contact Jean waggoner Gogerly. national sales manager. I'rom 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.

I-rom Washington State, Oregon, ldaho, Wyoming, l\'lontana, Utah, Colorado, Northern California and Canada: Contact Carole Holm at (206) '7'74-3713 or 21819 77th Place West, Edmonds. Wa. 98020.

Change of Mdress-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.: $1 l-one year; $17-two years; $22-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35; surface-$30; South America: air-$55; surface$30; Asia: air-$68; surface-$30; Europe: air-$98; surface-$30. Single copies-$3; back copies-$4.50 when available plus shipping & handling.

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

DAVID CUTLER editor-publisher EDITORIAL

Wanna start a beef?

I F YOU enjoy arguments, a sure way to start I one is to bring up bar coding of lumber. From retailer to wholesaler to producer, the controversial subject is certain to raise some hackles somewhere.

While bar coding is old hat in grocery store packaging, it has had very limited application in the lumber business. A few major producers have put the codes on some packages of lumber, but not, to our knowledge, on the lumber itself. The impetus to bar code lumber apparently came from large retailers who wanted every product they sell to be so coded. Pricing and inventory control are believed to be the prime reasons behind their requests for this latest form of product/price identification.

The questions raised are many and varied. Not the least is who will pay? As one angry sawmiller told us, "if retailers want it so much, let them put it on." Much of the lumber produced in this country goes to markets that have no need for bar coding. Should mills code only parts of their production or is that impractical?

Will this lead to a few specialists bar coding and selling exclusively to retailers who need and want the codes? Will all mills eventually be forced into bar coding to compete?

Others are concerned about how the code will be applied to the lumber. Will it be stamped on or will a sticker be attached? If the bar coding can be made a part of the grade stamp will that confuse the marketplace; perhaps allowing the unscrupulous more room in which to operate. If added to grade stamps how will it be policed by the grading agencies and others concerned with maintaining industry standards? Should the cost of whatever method is chosen be shared between industry levels or passed on to the final customer?

Many knowledgeable people have come to feel that, like it or not, bar coding of lumber is inevitable. While that's probably true, we recall they said the same thing about metrics ten years ago.

Stay tuned, this one may just go into overtime.

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

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OST do-it-yourselfers rely on magazines for their home project ideas and have at least some carpentry experience. In addition, 840/o of those responding to a project information offer are serious about completing a project.

A mail-in survey taken by the Western Wood Products Association polled a sample of consumers who had ordered outdoor project literature from March to May 1988. Some 122 d-i-yers responded.

When asked to indicate one or more sources of project ideas, about 750/o of the respondents said they relied on magazines. How-to books were a distant second with 46%: newspapers and lumber retailers ranked third and fourth, with 270/o and l'l o/o respectively.

Such figures show that dealers have an opportunity to be a better information source as well as a materials source. "lf the dealer puts idea literature into racks for consumers," said Ed Thomas, WWPA's director of products promotion, "he can stimulate added sales."

Skill levels also showed a distinct trend. Two out ofthree respondents indicated they had some carpentry experience at least; the remainder considered themselves experienced and inexperienced weekend carpenters.

Overall, the d-i-yers spent from $600 to $1,800 for deck building materials and $30 to $600 for deck accessories such as benches and steps. In addition, they spent from $10 to $200 for wood planter boxes made from dimension lumber.

In general, a greater percentage of the respondents bought paints or finishes than either tools or sandpaper. However, tools ranked higher for those who worked on decks than for those who worked on planters or deck accessories.

The survey revealed a slight preference for building materials sources. Slightly more than half of the do-it-yourselfers went to a lumberyard for their materials, while 4lolo went to home centers.

When asked to list other projects they would like to have plans for, the respondents displayed a variety of interests. Seventy-four people wrote some form of individual response.

Of those 74, 20 indicated they would like more outdoor projects, ranging from deck plans to children's playground sets. Another 23 showed

Survey points out ways to sell more western lumber

a preference for storage ideas for indoors and out, including storage sheds and closets.

In addition, 13 wanted more information and ideas on house remodeling. Areas of special interest included attics and basements.

The remainder of the suggestions were a smattering of possiblities. They covered items such as plans for wood furniture, children's toys and play areas, flower boxes, outdoor furniture, and landscaping items.

Dealers can interpret the results of this survey to be an indication that their customers are interested in both large and small projects which will make their homes more attractive and functional. They will have plans available for a variety of jobs which can be done by both the very inexperienced and the moderately experienced as well as the expert. They might even consider packaging some kits including plans and all necessary materials.

RESP0I{DEI{TS to a marketing survey indicated a strong preference for outdoor project ideas, such as decks and deck amenities. Di-yers spend anywhere from 510 to S200 0n building materials for planter projects.

Story at a Glance

Dealers score low as source of project plans do-it-yoursel- fers buy more lumber from lumber dealers than home centers. conclusions to help retailers meet needs, encourage sales.

Let customers know western woods havewhat they want

I IGHT. Durable. Strong. Such L properties have long kept western lumber as the mainstay of building materials. But unlike most of today's building products, structural and shelving lumber do not come packaged in a neat bundle with an instruction booklet.

However, that can work to the retailer's advantage.

"The more you know about the lumber product, the more lumber you can sell," says Gunnar Brinck, assistant director of field services for the Western Wood Products Association.

Most times, all it takes is a little knowledge to provide that extra dose of customer service. By providing the right material recommendations, a retailer can not only cap a sale, he may also encourage repeat sales by becoming an information source.

Western species are characterized by their appearance, strength, nailability and workability. The species and species groups include Douglas

fir, hem-fir, Engelmann spruce, Idaho white pine, lodgepole pine, sugar pine, Ponderosa pine, western larch, and the western cedars.

The following provides a quick reference for the properties of these western species:

Douglas fir and western larch are often marketed together. The species are stronger pound-forpound than most other western softwoods. Although both woods have good nail holding abilities, bluntpointed or ordinary common nails are recommended.

Because of its strength and appearance, Douglas fir is highly suited for either structural applications or interior uses such as solid wood paneling.

Hem-fir (western hemlocks and the true firs) is an even-textured non-resinous species grouping. Hemlock has a grey-white wood, sometimes with a purplish tinge,

while the true firs are a flat white. This species group has an excellent strength-to-weight ratio, ranking just under Douglas fir and western larch. Because of that, it'swidely used in structural applications.

Engelmann spruce has a finer grain than most western softwoods. The species is nearly white in both heartwood and sapwood, which are difficult to distinguish from one another. The wood has one of the stronger strength-to-weight ratios and is commonly used for structural applications. It has good nailing characteristics and is superior in resisting nailing splitting. Foremost in the group of gluable woods, it is especially well suited for edge gluing.

Story at a Glance

How a retailer can sell more by telling customer what western species can do . quick reference properties guideto species.

Idaho white pine is a soft, even wood in which the summerwood is scarcely any denser than the springwood. Its color varies from nearly white to a pale reddish brown. The wood has good resistance to nail splitting and is one of the finest woods for workability.

Lodgepole pine has a sapwood that is nearly white and heartwood that varies from yellow to a pale redbrown. Its strength is adaptable to most residential construction uses. It is rated good for nailability and is slightly more resistant to nail withdrawal than other western pines.

Ponderosa pine and sugar pine have similar characteristics. Both are soft-textured woods with straight, close and uniform grain. Ponderosa is light in color, varying from creamy white to straw, whereas sugar pine is a soft-toned creamy white which darkens toa pale brown. Both of these woods are unexcelled for smoothness when surfaced and both have the characteristic pleasant pine odor. In addition, both pines have an even texture allowing them to be easily nailed. Sugar pine is exceptionally resistant to splitting. They are commonly used for interior applications such as shelving, mouldings, trim and panelings.

PR0PERIIES of western ideal for do-it-yoursell woods make them proiects. Dealers should be able to guide customer in making selection.

Good signs can sell more western lumber

t' W "tl"l'": i3J :'ftll';&Btr

mean?,,

"Does it matter what kind of wood I get?"

Though it may be second nature to the retailer, information in any form is a big help to the do-it-yourselfer.

An excellent place to include the needed know-how is at the point-of-purchase. This provides a double benefit for the retailer. First, a sales person's time is saved by not having to answer basic questions (but this does not mean they shouldn't be around if help is needed). Second, the signage display acts as a silent salesman by guiding the customer in making the correct material choice.

For example, instead ofjust labeling western studs as 2x4 or 2x6 Studs, list what studs canand cannotbe used for: "Studs are intended for use as vertical supports of either bearing or partition walls. Studs of any width must not be used for floor or ceiling joists or roof rafters. "

Information on the types of fasteners and cutting practices also could be listed. For instance, a reminder that floor joists must be used in the specified width and cannot be ripped to length would be helpful to the buyer.

Use information can be listed in a short paragraph placed next to the signage for the material. Another option is to include line drawings or illustrations showing the product in use.

Keep in mind that model building codes require that particular grades and species be used in specific structural applications, such as floor joists or sill plates in room additions. Exerting a little effort to research and display such information can result in repeated sales benefits.

Story at a Glance

Ways to use signage as a silent salesman. how to get information to the buyer check list for point of purchase effectiveness.

Another possibility is to establish an information center near the lumber aisle. This would contain brochures or literature describing grades, species, and application of the various lumber products. A pocket chart showing the difference between nominal and actual sizes - often a point of frustrationcould also be included.

Merchandising basics are needed to support the information display. These include aisles wide enough to

accommodate any hand carts used to move lumber through the store. Also, aisles should be bright, gaining light both from the color of the ceiling, walls and floor, and from the light source.

Signage detail is essential. A wood products association marketing representative, who visited yards and home centers in his region, noted several factors needing improvement.

Lettering was often too small to be read easily and signs were placed too low. Signage at times was confusing, with one sign directing the consumer to several lumber racks. Often, the essentials were not clearly marked. These included price, size, length. grade, and species. Signs were missing entirely at one store.

In some instances, accessability was a problem. Lumber racks must be low enough for the customer to reach the product. This is especially important for the growing number of women d-i-yers.

With the combination of information and solid merchandising practices, the retailer can boost his sales and service to the do-it-vourself trade.

IUMBER stacks should be clearly marked in large letters to show size, length, species, grade and price.

0lSPtlY aisles should be bright, clean, well organized and wide enough to accommodate customers and handcarts.

S0Ll0 paneling can be laid up in a variety of patterns. Interlocking tongue and groove edges will produce a seamless, contemporary

look while overlapping edges will have a more oronounced visual effect.

Join the western wood paneling revival

OR the first time in 20 vears. homeowners are increasingly turning to solid western wood panelings as a premium wall covering. Lumber retailers can benefit from this growing trend by becoming familiar with new paneling applications, as well as to the different species, grades, finishes, patterns and styles available.

Story at a Glance

How a retailer can benefit from wood paneling trends. . . marketing ideas and opportunities for add-on sales you can use the role of product knowledge.

The resurgence of solid wood paneling may be attributed in part to the continued growth of the repair and remodel market. Homeowners are looking for new, innovative and more sophisticated wall coverings to update their residences. In addition, there appears to be a willingness among developers and builders to

use more expensive and higher quality materials.

Solid wood panelings were popular until the mid-1960s. Then consumers turned to processed sheet panels, which offered greater variety and ease of installation. Until that time, solid wood had maintained a strong growth, particularly in knottypine boards. Applications, however, were limited to mostly vertical square-edged board or tongue-andgroove.

Today, the wide variety of solid wood patterns, species and color finishes, and availability provide the consumer with any number of application choices. The retailer's role, and sales incentive, can be suggesting to homeowners possible applications and guiding the d-i-yer to proper installation.

Thoughknotty-pine is still around, other species have made inroads. These include vertical grain Douglas fir and the western cedars with their reddish-brown hues.

Don'tlet your customers limit themselves to traditional vertical applications. Explain how horizontal boards can make a narrow room seem wider. Or show examples of a herringbone pattern which, with

The Merchant Magazlne

accent lights, can dramatize a room. Use a video or pictures to demonstrate how a simple wainscoting and plate rail can add visual stability to small rooms. Illustrate how, on the other hand, diagonal patterns give the illusion of greater height and width.

Along with application, also suggest style. Solid wood panels are available in a variety of patterns including channel rustic, beaded ceiling, V-joint rustic, and standard flat boards.

Numerous profiled patterns are made in tongue and groove. Such profiles have contours that are rounded, grooved, or a combination of both. These designs can lend a handcrafted appearance to a room's decor.

Remember to suggest rooms where solid wood paneling can be applied effectively. Unlike the '50s and '60s, when knotty-pine boards were used primarily for the den or basement, today's solid wood paneling makes a dramatic statement in almost any room.

For instance, beaded wainscoting with a chair rail is now fashionable in dining rooms. Ceiling panelings combined with exposed beams are becoming increasingly popular for living rooms, family rooms, and studies.

Point out the numerous possibilities for finishes, all of which leads to the possibility of add-on sales. These include stains, sealers, paints and glazes. (And remember that sandpaper, steel wool, brushes, tack cloth, and rubber gloves may also be required).

For a pale, aged effect, suggest the do-it-yoursefer try painting with a thinned white oil-based paint and wiping dry. Or, explain, to produce a durable, clear finish, a polyurethane varnish will suffice. Tell customers how, with added pigment, the varnish can be tinted to a light tone.

Rather than just explaining patterns and finishes, you'll find an instore wall display of various patterns and colors will go a long way in attracting customer attention. Displays of the product application can be fronted by bins or shelves where customers can select the paneling by the piece or by the package.

To complete the display, and the sale, a stack of how-to literature can help guide the unsure do-it-yourselfer.

1987 VOLUME: WESTERN LUMBER SPECIES

(Ercluder Redwood)

How to boost western lumber sales

lltHERE will the opportunities

UU lie in coming years for retailers who sell western softwood lumber products? Though no one can accurately predict where the markets will be, a look at the trends of the past decade will provide some direction.

Current domestic markets for all softwood lumber species include residential construction, non-residential construction, repair and remodeling, materials handling, and other items such as railroads, mining and furniture.

In 1987, repair and remodeling accounted for 30% of all market demand. New residential construction, the traditional leader, took 350/o for the same year. For comparison, totals for 1977 were l8% and 460/o respectively.

Non-residential construction was the one category showing a slight decline in 1987.

Overall, western species currently provide about 56% of all softwood lumber supplies from domestic sources. Of that total, the West Coast region accounts for 450/0, with the balance coming from the Inland region. The percentage of supplies from the Coast and Inland has been relatively unchanged for the past 10 years.

Hem-fir and Ponderosa pine rank second and third for that same year, totaling 4.41 and 4.08 billion feet respectively.

Douglas firllarch is the most produced species, totaling 10.68 billion board feet in 1987. It has steadily increased in production since the recession lows of the earlv 1980s.

Story at a Glance

A quick run down on western lumber use and consumption and how that can aid you in market strategy planning.

The overall product mix of the western species has been changing. Dimension lumber has shown the greatest increase. Since the late 1970s, the production of western dimension lumber has risen roughly 550/0. It currently accounts for slightly more than one-half of all western lumber products.

For that same time period, commons, studs, and shop have risen slightly. Production of timbers and selects has remained about the same.

WE SELL BYTHE PIECE...OR THE LOAD

A VARIETY OF *TREATED FOREST PRODUCTS ARE IN STOCK FOR YOUR IMMEDIATE USE:

*TREATED FOR GROUND CONTACT WITH CHROMATED COPPER ARSENATE.

Treated Western woods find ready market

THE MARKET for pressure

I treated wood at the retail level continues to be large and dynamic. During the construction downturn of the early 80s, wood treating production increased by 25-300/o a year.

This resulted from two factors. One was the natural growth in acceptance of pressure treated wood by consumers and builders. The other was homeowners who, because they couldn't afford current housing

prices, turned instead to improving their homes by adding decks, patios, fences and other outdoor living amenities requiring pressure treatment.

Western woods, for the most part, are treatable. The treatable species include coastal Douglas fir, the hemfir group, Ponderosa pine, red pine, and redwood. Some species require incising to reach the required penetration of the preservative.

Steve Ryan, president of Western Wood Preservers Institute, says, "Best estimates for industry sources indicate approximately 20 billion board feet of lumber was pressure treated this year. That's about 10% of the total U.S. lumber sales for 1988. And of this, 50% went for decks and porches, fences, landscaping, docks and wood foundations."

WWPI is growing along with pressure treated wood. New members, including four new treater members and seven new associates, and new production capacities have been added to the membership roles, insuring continuing production of high-quality pressure treated wood products.

5O326N988 C6s Bsy 5O3r/H595 Hausd, OR

WOOD

FONTANA

KOPPERS COTIPANY, INC.

Marysville Bagqon Fld., P.O. 8ox 2077, Orpville, CA 95695

916/372-6920 Se6renb, CA 71'#391-157t Onlario, CA

30329+2823 Oenwr, CO

LOUISIANA-PACIFIC CORPORATION

P.O.8ox 120. Ukiah. C4964€2 707146€.4272

llcCORiiUCK & BAXTER CREOSOnNG CO.

400 tdontsmery St., Suile 950, Ss F6rcb@, CA 94104

415/982-4033 San Frarcis, CA 5O3/ZAH394 Por{and, OR

200/46S768 Sbckton. CA

LCFARLAND CASCADE

'1540 Edt tliec, P.O. Box 1i196. Ta@ma. WA9840l

206/572-3033 Ta@ma, WA 406,/587-5181 gozmil, MT

800621-213.| Wsh. WATS 612593-1869 Sl. Louis Parl, MN

800/426-€/(}0 Nd. WATS 208r'263-2i4i Sandxint. lD

NIEDERMEYER-ilARNN COMPANY

1727 N.E. lllh Ave., P.O. 8or3768, Pddmd, OR972(A

50V287-241 I Portand, OR 8@547-6S52

PACIFIC WOOD PRESERVING CORPORANON

5601 Disrid Blvd.. BalGfiold. CA 93(l13

805/833-0429 BakeE ield, CA 800/5823950 in CA only

PERMAPOST PRODUCTS COIIPANY

25600 SW T@lalin Valloy Hwy., P.O. Box 1@, Hillsbqo, OR 97123

503/648-4156 Hilbboro, OR 8@/828-0222 Outside Oremn

SAN DIEGO WOOD PRESERVING

aOl0 Halfry Awnue, NadoEl City, CA 92050

619/474-6Ul San Diego, CA

SELMA TREANNG COMPAT{Y

1735 oakery Ave., P.O. 8or 89, Selma, CA 93662

TAYLOR LUMBER & TREANNG, INC.

l3375 SW Honry, P.O. Box 567, Boavffd, OR 97075

5G?54H101 goavMs, Ofl S@t517-1417

UTAH WOOD PRESEBVING

P.O. Box 7367, Munay, UT84107 801/262-€428

WESTERN WOOD TREANNG

P.O. Box313. W@dland. CA95695 91&666-1261

WYCKOFF COMPANY

Story at a Glance

Western woods are part of a growing pressure treated market. some species require incising... continuing upswing in sales expected.

Pressure treaters aim to please the consumers, who ultimately judge the products, and work hand-in-glove with building material merchants so they can provide their customers with a good selection of pressure treated wood for home improvements and new construction projects.

209/896-'1234

sao Pike Srsl, Suils 1220. S€atde, WA 98'l0l 206/6243535

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A grade and species primer

LUMBER salesmen may not need

Ian intimate knowledge of western lumber grades, but it does help to know the basics.

Knowledge of western grades not only promotes better customer service and the potential on increased sales, it simplifies ordering lumber from the supplier. In addition, knowing why similar species are grouped together - either because of similar properties or because of timber stand composition - helps in recommending alternative species when stock runs low in the first species choice.

Essentially, the purpose of grades is to maintain a standard among mills that manufacture the same or similar species. This is done by harmonizing the natural difference in stocks of lumber, regardless of the character of the logs from which the lumber is produced.

In turn, this permits lumber of a given grade to be used for the same purpose, regardless of the mill of origin. Uniform grades also provide buyers and sellers of lumber with a measure by which each can be confident the other understands the grade or grades under consideration.

Framing lumber grades used by approved grading agencies in the U.S. and Canada (for stock exported to the U.S.) fall under a voluntary product standard published by the Department of Commerce. This standard is supervised by a National Grading Rules Committee.

Characteristics for these grades are listed in the National Grading Rules for Dimension Lumber,which is carried in the grade rulesbooks of the various grading agencies approved by the American Lumber StandardsCommittee (ALSC). These characteristics, which include knots, shake, and slope ofgrain, are judged from all four faces of the piece. Strength is the primary requisite. Appearance is secondary.

In finish, select, and common grades, strength-reducing characteristics do not normally govern the

final grade. Here, appearance is the main consideration and the practice is to use the best face to determine the grade. Characteristics on the back are less restrictive and do not affect serviceability.

Rules for timber grades, though not included in the National GradingRules,are covered by the various ALSC-approved grading agencies.

Western lumber is unique in that a number of western timber species are grown, harvested, manufactured and marketed together. They have similar performance properties that make them interchangeable in use.

For identification and standardization of design values, and because some species cannot be visually separated in lumber form, certain species are given a common designation on grade stamps. Design values for combinations are always for the weakest species in the grouping.

Some principal western species combinations include: Douglas fir & larch (Douglas fir and western larch) I hem-fir (western hemlock, California red fir, grand fir, noble fir, Pacific silver fir, or white flr) I western cedar (incense and western red cedar); ES-LP-AF (Engelmann spruce. lodgepole pine, Alpine fir): white woods (Engelmann spruce, any true firs, any hemlocks, any pines) I and western woods (any combination of western softwood species except redwood).

Because of timber stand composition and mill manufacturing and marketing practices, you will find some other species combinations shipped. (Refer to certified agency rule books for particular combinations).

Story at a Glance

Lumber basics to help in selling and ordering... grades, characteristics, design values. reference sources for additional information.

I Es I I LP I

wl

PPTP

WESIERI{ lumber soecies that have similar performance properties are marketed with a common species designation. This is indicated by a common designation on grade sIam0s.

II'or

IS AF

TlilEEB stand comoosition makes it necessary lor some mills to market additional species combinations. Although the grade stamp indicates the species possible, the lumber may be one only or a mixture.

Lumber marked with a combination grade stamp may be all one species or a mixture of any of the species in the combination. This is because the composition of species in timber stands varies and there is no practical way to determine the species percentage that might be included in a particular shipment.

Much of the above information is contained in agency-approved western grade rulesbooks. However, when in doubt about a grade, design values or species combination, it is always best to consult with a representative from an approved grading agency.

Engelmann Spruce, Lodgepole Prne

Whrte Woods (Engelmann Sp.uce. and true tfs. any hemlocks and prnes)

PondersG Prne, Lodgepole Prne

Douglas Frr and Larch

Ponderos Prne and Sugat Ptne

Engelmann Spruce and Alprne Frr

western woods (Arry combination ol western sottwood sptries except Redwood)

Engelmann SpruceAlpine FirLodgepole Pine

Calrlornra Red Fr[ Grand Frr Noble Frt Pacrlic Srlver Frr, Whrte Fir and Western Hemlock lncens and Western Red Cedar

Huge home center totally revamps store interior

If EOPLE find shopping in warehouses to be intimidatF ing. Or at least'tttutis the assumption behind one home center owner's plan to "de-warehouse" his store.

"The trend in the home center industry has been the warehouse, which has absolutely no decor. We wanted to project a quality image," says Lanny Gertler, president of All American Home Center, Downey, Ca., the nation's largest home center, its 170,000 sq. ft. entirely devoted to d-i-y.

Story at a Glance

How and why the largest home center in the United States redesigned its 170,000 sq. ft. store. next step: upgrade the exterior.

Gertler also wanted his customers to enjoy shopping at All American. To provide a fresh, contemporary look, he contacted Harper's Design Group, Fountain Valley, Ca., which redesigns retail stores, such as home centers, gift shops and markets.

The designer took the call, admitting home centers pose a special challenge. "In warehouse stores, you have high ceilings and a vast expanse of room," says Dennis Apodaca, Harper's director of design. "But people are psychologically uncomfortable in places with high ceilings. We had to de-emphasize the ceiling, bringing the

Golumbia Harbor Lumber Co.

Resawing:

r 54" Bandmill

I Comouterized Line Bar Setworks

I Rough Double-end Trim

r Sortinq Chain - 150 ft

Drying:

r Steam Drv Kilns - 2 000,000 Bd. Ft Capacity Per Month

r Dry Storage

Planing:

r Patterns - Splitterhead - Rougherhead

r WCLIB Grading

r Finish Double-end Trim

r Vinyl or Paper Wrap

Shipping:

r 15 Acres Paved Yard

r RailSiding BN & UP

r l-5 Direct Access

eye level down to the point of purchase since it's not cost effective to physically lower the ceiling. And we wanted to emphasize the merchandise, to create visual priorities. Starting with the minute you enter the store, we want to bring your attention to this and then this and then this."

white and blue without reproducing the flag," says Apodaca.

All American's new logo is a star emphasized by sleek lines. "lt's on their bags, aprons, walls, trucks, everywhere. People see the star and automatically think All American. In the offices, the wall coverings use a soft tone-on-tone pattern of the logo. It's a subtle thing, but it works, it helps create the image," Apodaca adds.

The logo's purpose is to say something about the company without words. The designer works to make it simple, easy to recognize and clear in meaning, he explained.

To begin, the company studied the environment and interviewed the owners. Then they designed an entire package of elements to support presentation of All American's products and image. To work within a company's budget, Harper's has a sister operation, the Brixen Group, which actually fabricates the store interiors.

Harper's didn't tamper with All American's floor plans or layout. But they did overhaul the store's lighting, wall coverings, floor coverings, signage, ceilings, wall gondolas, posts and logo.

With the name "All American," the color scheme was obvious. Although the store had already used red, white and blue elements, the designer gave them a twist. "We still relied on the colors and stars and stripes, but we also pulled in some neutral colors and played with the proportion of the colors. You get the feeling of red,

All American and Harper's are currently working together to upgrade the store's exterior, carrying the inside's theme to the outside.

But the success of the remodeling can't be imme'diately assessed. "lt's hard to measure benefits," admits Gertler. "l can't say people come flocking into your store because you painted a wall. But it's something we believe in for the long run. If you make it more attractive, it's a better place to shop, and you may develop new customers and hold on to the old ones."

[,iEWS BM!EFS

Wickes Cos., Santa Monica, Ca., including Builders Emporium & Ole's will be acquired by two New York investment firms, Blackstone Group and Wasserstein Parella, for $538.9 million; the deal, put together when a management buyout stalled, does not include Wickes chairman Sanford Sigoloffstaying past the transition period

Home Club opened a 103,909 sq. ft. warehouse store with a 9,880 sq. ft. nursery in Chico, Ca., this month. Joe Hill mgr.; a similar size store is being built near Boise Town Square mall, Boise, Id., for a spring opening...

Al Meier's stores in Gig Harbor and South Hill, Wa., are being remodeled while the co. looks for a site in the Auburn. Wa.. area for a seventh store. The new Pay 'N Pck store at Century Plaza, Pittsburg, Ca., reports business 500/o over projections

All American Hame Center, Downey, Ca., recently completed a redecorating project, and is now shopping for a replacement POS system to utilize bar coding and eliminate irem pricing . . Sundance Lurnber & Hardware. La Verne. Ca.. has remodeled its office area, adding a computer room for its new central processing unit

Haley Bros. lnc. has opened a new flush door cut stock plant in Sacramento, Ca. . . . Weathervane Window Co. has opened a commercial div., Mike Rodgers, sales mgr., at its Kirkland, wa., Hq..

Brad King and John Wright havemoved the Dover Forest Products office from Fremont. Ca., to Sisters, Or. . Hesperia Wholesale Lumber, Hesperia, Ca., has moved to new quarters, adding Janetta Cardoza. ofllce mgr.. and Dwight King. yard mgr. ...

Mokelumne River Forest Producls, Lodi, Ca., formed by John Diedrich and Cordon Roby, is a new office wholesaler of hardboard siding, green DF and plywood..

Conil'er Pacil'ic is the new name for Veneer Service, Inc., Newberg, Or., which includes Triangle Veneer, Eugene, Or.; Elma Plywood, Elma, Wa.; Con' ilbr Plywood, Willamina, Or., Lebanon Plywood, Lebanon, Or., and distribution centers in Clackamas. Or., and Lacey, Wa. (see page 38 for story) ...

Farmers Lumber & SuPPIY, Fresno, Ca., is now offering loading and unloading, storage and delivery services to the trade

Cavenham ltorest lndustries. Portland, Or., will sell its Omak, Wa., operation to Omak Wood Products Inc., a company formed by an employees group Copper State Wholesrzle, Phoenix, Az., is keeping its yard although the main emphasis is now on office wholesaling. ABZ Lumber Co.. Denver. Co.. has closed

Den-Pack Building Materials has been opened in Denver, Co., by Jerry Burglund and Tom Kostslecky {see p.58 for story.,

Trus Joisr Corp. wlll builcl a new laminated veneer lumber mfg. plant at its existing facility in Stayton, Or. Fibreboard Corp. has moved its Concord, Ca., Hq. to a larger building within the same office park

Soutlru:esl Laminating, St. John, Az., has declared Chapter I 1 bankruptcy,, . Jones Stevedoring, Puget Sound, Wa., and Columbia River, Or., is celebrating 130 years of operation .

..:.

Manville Corp., Denver, Co., is on its way t0 successful reorganization with bankruptcy proceedings left behind now that the .Supreme Court has rejected a reorganization challenge by the Mac'Arthur Co.. a distributor of their asbestos products . .

Potlatch's wood products group had $2.5 million third quarter earnings ... T,l Internationql Inc. has a 3306 increase in third quarter income ; .

Georgia-Pacfic Corp.'s building products profits rose to $ I 20 million in the third qu,arter Louisiana-Pacfc posted an 1l% corp. drop ... Weyerhaeuser Co. had a l5o/o earnings gain despite curtailedlogging and sagging lumber and structural panel prices Saf es of existing homes fell 2.20/t, in Sept, wirh sales in all areas except the west dropping; western sales increased 6.0%

Housing s/drls rose 1,50[ in Sept. (latest figs.) to an annual rate of 1,453,000 units single family starts were down 2.3%; multi family starts rose 13.20lo; permits were down 4.40/o contracting for total new construction was down 3o/o in Sept., the 3rd monthly decline in a row lor new construction starts .

Disdero playsthe tlaSsics.

Tiere are those In any generat on whose role s to ,^ r^^ - .^^,^S. AndI-'IU)U VUt UUOJ-IU snecialtv rtrrrhe. -s Drsdero.

We p ay a i the grand masters. Top qualrty Western Red Cedar, Redwood Doug as F r Hemlock and Prne And we br ng out all therr f nest nuances n kr n-drred vertrcal and mixed grarn frnish pattern and srdrng

But urhat you I treasrre most about our performance s our versatrl ty We oifer both standard s zes and custom m I ng And we re a leadrng sr:pp rer of Lamrnated Beams and Lock Deck" Lamrnated Deck ng

So the next trme Vou re ookrng for a lurnber supplier who 1l grve \,nt I 2n pnco.p nerio.rance on al your tavorrte classrcs call Drsdero

The West s spec alty lumber distnbutor for over 30 years

Call toll-free (800)547 4209 In Oronnn nel rnl,-{rog 1$ee; 452 5737

Disdero Lumber Co.

P O Bor ,12247 15A4 S E Woodward

Port alrci aR 97242 (503) 239 BBBB

&

GALENDAR

NOVEMBER

Western Building Materials AssociationNov. 12-15, annual convention & exhibition, Sheraton Tacoma Hotel, Tacoma. Wa.

National Forest Products AssociationNov. 13-16, annual meeting, Marriott's Harbor Beach, Fort Lauderdale, Fl.

Seattle Hoo-Hoo ClubNov. 15, joint meeting co-sponsored by Tacoma Olympia and North Cascades clubs, The Swedish Club, Seattle, Wa.

Woodwork Institute of CaliforniaNov. 15, meeting, Michael's Restaurant, City of Commerce, Ca.

Lumber Merchants Association or'Northern CaliforniaNov. 15, product knowledge seminar, San Luis Obispo; Nov. 16, San Josel Nov. 17, Santa Rosa; Nov.18, Sacramento, Ca.

W.O.O.D., Inc.Nov. 16, membership breakfast, Denver, Co.

Paulina Hoo-Hoo ClubNov' 17, annual meeting, Gino's, Redmond. Or.

Spokane Hoo-Hoo ClubNov. 17, meeting with speaker, Spokane, Wa.

Pacific Logging ConferenceCenter. Portland. Or. Nov. 17-19, Red Lion Lloyd

Dub Ltd.Nov. 18, golf tournament, Crystal Springs Country Club, Burlingame, Ca.

Inland Empire Hoo-Hoo ClubNov. 18, golf tournament & dinner meeting, El Prado, Chino, Ca.

Shasta Cascade Hoo-Hoo ClubNov. lE, Turkey Trot, Western Ranches Clubhouse, Redding, Ca.

Lumber Association of Southern CaliforniaNov. 25-27, "Skins" game, PGA West, La Quinta, Ca.

Pacific Rim Lumber Marketing SeminarsNov. 28-30, Seattle Marriot Hotel, Sea-Tac, Seattle, Wa.

DECEMBER

Kitchen & Bath Industry West - Dec. 2-4, convention, Los Angeles Convention Center, Los Angeles, Ca.

Lumber Association of Southern CaliforniaDec. 7, Second Growth dinner meeting, Hyatt House, City of Commerce, Ca.

Portland Wholesale Lumbermens AssociationDec. 9, annual Christmas party, Jantzen Beach Red l-ion Inn, Portland, Or.

W.O.O.D., Inc.Dec. 14, holiday luncheon, Denver, Co.

Spokane Hoo-Hoo ClubDec. 15, meeting, Spokane, Wa.

Dubs Ltd.Dec. 16, golf tournament, Richmond Country Club, Richmond, Ca.

JANUARY

Mountain States Lumber & Building Material Dealers AssociationJan. 10, blueprint reading seminar, Denver, Co.; Jan. 13-14, residential framing/lumber estimating seminar.

Lumber Merchants Association of Northern CaliforniaJan. 13, board of directors meeting, Monterey, Ca.; Jan. 13-14, management seminar, Asilomar State Park, Pacific Grove, Ca.

Humboldt Hoo-Hoo Club - Jan. 26, annual crab feed, Eureka Inn. Eureka. Ca.

lP Buys Masonite From USG

International Paper Co. is buying Masonite Corp. from USG Corp. for about $400 million in cash.

The purchase is expected to upgrade the IP wood products when added to its existing laminated panels business. "Over the years Masonite has pioneered a number of important products for the markets it serves," said John Georges, chairman of International Paper.

The sale is part of a restructuring program which is exPected to net more than $535 million after taxes

Western Red Cedar For Hotel

Highlighting the growing use of wood products in hotel construction, the $58 million, 300 room Le Meridien resort hotel has opened in the San Diego/Coronado, Ca.

In keeping with the elegant and picturesque Coronado community with its renowned 100 year old allwood Hotel Del Coronardo, the resort is clad in light stained western red cedar siding.

More than a quarter million linear feet of 1x8 inch select knotty western red cedar siding was used on the grouping of three story structures and the 28 unit villa complex.

The 425,000 sq. ft. project makes extensive use of western red cedar dimension materials in railing, stairs and landscaping. Heavy laminated wood arbors over the front entrance and the poolside dining area complement the design.

Yard Loses Land-Again

Mission City Lumber & Millwork has moved to San Jose, Ca., after the state acquired its Santa Clara, Ca., property through condemnation.

Mission City reportedly becomes the first firm to lose its property twice through condemnation, since a portion of the company's 46-year-old home was acquired in 1961 by the city of Santa Clara to build an overpass.

The firm has also revised its name to Mission City Millwork & Lumber Co. to emphasize its main business focus.

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

Anyone can take orders over the phone.

But when it comes to fiUinS orders for wood products, that's where Willamette breaks rank.

Our salespeople know their way around the mill because they go there often. They check the qualityof the

lumber and plywood first-hand, to make sure you're getting exactlv what vou've ordered.

B6sides knowing their products, theyalso know your market. And when it's time to fill orders for your customers, the products you need are at vourcommand. -

So if you're looking for a few good men and women to do business with, cdl Willamette.

After all, if we only took orders, we might as well sell fast food.

Instead of wood.

/,\Willamette wz Industries, Inc.

Lumber & Plywood Divisions

Western Lumber and Plywood

Albany, OR (503) 926-7771

Southern Lumber and Plywood

Ruston, LA (318) 255-6258

Atlantic Plywood Rock Hill, SC (803) 328-3U4

Mike Huycke, \lbstern Lumber Sales

HOME GENTER MERGHANT

BILL FISHMAN

Bill Fishman & Afliliates 11650 lberia Place San Diego, Ca.92128

I f HnS not been easy throughout the I years to maintain a fresh approach to the week-in week-out advertising for home centers and building material retailers. After all, we're basically in an industry that is as old as mankind the shelter industry.

Although during any given week the ads for floors, walls, ceilings, siding, fencing, and those things that attach to, stand in front of, or hang from them will attract traffic to the store, retailers constantly seek the new and different to present to the homeowner. When my monthly package of clip ads arrives, I rip through the ads looking for the new and unusual.

Three cheers for those creative stores that find and promote 'em. Many of these items are already in stock but are considered unadvertisable. The more

imaginative find ways to work them into pnnt.

Here are some from mv latest oackage of tearsheets:

3-STEP ENTRY KIT WITH LANDING - Lowe's, North Carolina

WOOD RAILING SYSTEMChannel, Maryland

DOG HOUSE - Handy Dan, Houston

TV ANTENNA - Lowe's, Indiana

MARBLE CHIPS - Handy Dan, Houston

WORK GLOVESNational Lumber, Los Angeles

SAFETY GOGGLES - O'Malley's, Phoenix

FRUIT HARVESTERNational Lumber, Los Angeles

VIDEO RECORDING TAPEHandy Day, Houston

CHIMNEY CAP - [-evy's, Louisville

GROMMETED TARPForest Citv. Detroit

FLUORESCENT TUBES - Rickel, Maryland

LONG HANDLE CEILING FAN

CLEANERYard Birds, Calif.

UNDERCOUNTER RACKSSutherland, Ohio

CHAINSAW CHAINS Oregon Joe's, FRAMED POSTER ARTMr.

Good Buys, Pennsylvania

BUNGEE CORDS - Pay 'N Pak, Seattle

STANDING COAT RACK

Hechinger Co., Washington D.C.

OCTAGON WINDOWS - Triangle Building Centers, Pennsylvania

ROOF WINDOWSWickes Lumber, Florida

SWINGING PATIO DOOR84

Lumber, Maryland

UTILITY TUB - Payless Cashways, Texas

ROOF DUCTING KIT - Menard, Iowa

CONCRETE BLOCK FOR SHELVING - Ernst, Tacoma

ELECTRIC LEAF EATER

Central Hardware, St. Louis

ACCORDION DOORS Home Depot, California

LOG EDGINGBuilders Square. Florida

(Please turn to page 681

Palco ClearAll Heart Redrrood Unmatched Qualftl

alco Clear All Heart Redwood is the premium grade of California redwood, knot free and durable, with a beautiful reddish-brown color. Certified Kiln Dried to a low uniform moisture content, it stays straight and flat, holds finishes well, and has a natural resistance to fire. ldeal for many projects, Palco Clear All Heart Redwood machines well and is easy to glue or nail. This is the highest grade of redwood on the market and is unsurpassed in quality for interior

and exterior finish where dimensional stability is of prime importance.

Palco CIe ar Redwood Paneling Affordable Natural Beau ty

Stable

Certified Kiln Dried, this paneling lays flat, stays straight and maintains tight joints for exceptional interior performance.

Economical

A variety of thicknesses, widths and grades permits the use of Palco Redwood Paneling for any budget. ldeal for both new construction and remodeling of both residential and commercial structure.

Versatile

Available in several grades with a choice of smooth or saw-textured surfaces, in either vertical or flat grain. Vertical grain has a uniform texture which provides a more formal look, while flat grain has a more figured grain pattern giving an informal appearance. Palco Redwood Paneling can be applied horizontally, vertically, or diagonally to walls or ceilings.

Easy to Apply

Redwood's light weight makes it easy to handle. Tongue and grooved pattern can be blind nailed or glued.

FinishesWell

Takes and holds finishes for lasting beauty.

APPLICATION

Nailing. Nail to furring strips or blocking spaced 2' O.C. or less. Use 4 D finish nails for blind nailing through the tongue or for face nailing (interior only).

Colored nails can eliminate the need for countersinking and filling when face nailing.

Gluing. Palco Redwood Interior Paneling can be easily applied to flat surfaces using quality construction adhesives, following the manufacturers directions. Finishing. For the ultimate in a carefree interior use the saw-textured side unfinished. The surface color will gradually darken with age and stabilize.

Transparent and semi-transparent finishes work best applied to the saw-textured side. In areas subject to soiling, a clear sealer or low-luster lacquer should be applied to protect the beauty of the wood. These finishes are economical and easy to apply. In areas exposed to moisture, such as kitchens and bathrooms, use a polyurethane oralkyd resin sealer. This provides protection and a washable surface.

Penetrating oil-based stains are recommended if other tones and hues are desired. or if the surfaced smooth side is exposed.

WAYNE GARDNER executive vice president

NE of the things that always saddens the heart is to see a business that has flourished for years suddenly, or perhaps not so suddenly, close.

Many of these closings can be attributed to not having any younger people around who want to run the business, be they lamily or emploYees.

"Second Growth" can be an answer to that situation. This was one of the reasons for starting a group for young people and we are already seeing it work in some businesses.

The San Diego "Under 40" grouP got together, organized, and conducted a meeting for "second Growth" at the La Jolla Village Inn on October 6. Thirty people turned out to hear one ofthe best

presentations on the "No GrowthSlow Growth" initiatives of any that have been done for the association. And there have been many.

Kim Kilkenny, of the Construction Industry Federation of San Diego County, was the speaker. Kilkenny presented the facts about the slowdown in housing, the job losses and the other problems we would experience upon passage of the no grow initiatives. It was just the kind of information that all of us need to make the right decision at the ballot box in November

Cheryl Hill, San Diego Wholesale, and Charlyn Jennings, CJ Redwood, put a lot of time and effort into getting people out for the meeting and in conducting the meeting. They are both to be commended.

"second Growth" can offer the

forum to bring this and other valuable information to your "40 and under" people. It can give them leadership opportunities that will prepare them for management and ownership positions within the industry later on. It can help develop their self esteem and build their confidence in themselves as an integral part of the lumber industry.

It provides them an opportunity to meet people they know only by voice on the phonel an opportunity to discuss industry problems they have been confronted with: a chance to broaden their knowledge of the industry and be a better person for the industry.

Second Growth participation on the part of your "40 and under" people may mean the difference between your business thriving in later years or not ever existing.

Two or three dinner meetings and a weekend seminar is all the investment you need to make. The enthusiasm of the employees and their increased productivity through attendance will quickly offset those costs plus more. Get your people involved. 2nd Growth is the future of the lumber industry. Be a part now so there will be an industry to have a future in.

Grab the better part of the outdoor business.

Stock up with Western Red Cedar, the naturalanswer to your customers' outdoor building needs.

Western Red Cedar comes in all the sizes, len$hs, shapes and patterns your customers want, from decking and boards to fencing and lattice. There is also Cedar siding, paneling, trim, fascia, mouldings and industrial items for a wide range of other construction projects.

Protected by natural phenol preservatives, Cedar is treated all the way through, naturally, and makes imitators furn green with envy, So, bring that additional outdoor business to your store, Grab the coupon and get a selection of idea literature and a source list 0f Western Red Cedar Droducers,

Western Red Cedar Lumber Association

GARY L. SMITH executive vice oresident

I UVef n dealers who do a lot of reb sale business, and that probably includes most association members, should be aware ol a potential problem in collecting sales tax. A recent audit of an LMA member by the California Franchise Tax Board cost them several thousand dollars in extra tax and interest. The major problem is that it is tax they never even collected from their customers.

The scenario is lamiliar to us all. A contractor enters the store and orders several items for use on job X. He has a re-sale license and has filed a re-sale card with you. Among the items he picks up is a $20 framing hammer. The retailer does not add sales tax on any of the items on the ticket. The following day an auditor from the tax board arrives, discovers the sale of the hammer, argues that it is obviously not for re-sale and

applies tax to it. Rather than doing a complete audit, he or she samples tickets for a period of time and applies the resulting percentage to all resale sales for

the past three years, plus interest. The result: tax liability you never knew you had.

According to representatives of the tax board I spoke with, the seller has the ultimate responsibility for sales tax. The method he may use to transfer this responsibility to the buyer is to have non-tax items listed on a re-sale card. If a contractor merely lists lumber and building materials, it becomes necessary that the retailer question him or his representative about items that don't fall in that category. The concern then becomes how far to go with the "interrogation."

LIERE'S one that you may have overI llooked advertising on your own delivery trucks. This inexpensive mode of advertising is contingent upon the

overall appearance of your vehicle and your driver's appearance and courtesy. Research studies indicate that truck ads are certainly noticed!

A test was established with pre and post-test interviews of people shopping in a mall area. Truck ads, including a pic-

CHUCK LINK executive director

November 1988

A couple of possible solutions come to mind. One would be to exPlain the problem to your customers and ask that they list everything they intend to buy for re-sale with you. This seems like a lot of hassle and may be impractical. The other solution is to automatically add sales tax to all items that are not on the re-sale card and that would "appear" to be for individual consumption; leaving it up to the customer to call you on it. If he objects, ask him to add the item to his card at that time and offer to refund the tax.

Do you have another, better solution? We'd be interested in hearing it.

ture, circulated the mall area with astonishing results. Name recognition jumped from 200/o in the pre-test to 58% following the truck ads.

The campaign worked best with Persons between age 35 and 54, Persons who had a household income of over $40,000, and persons who attended college.

Why not use a removable sign hanging from the back ofyour truck bed from eye hooks?

The U.S. DePartment of Labor reported that employment costs for the private sector in the second quarter of 1988 rose by 1.10/0. That pushed labor costs' wages and benefits 4.60/o above their year ago level for the lastest yearly growth rate since the third quarter of 1985.

Benefits, which amount to about 400/o of overall labor costs, have caused most of the speed up. Higher Social Security taxes and health insurance premiums have lifted the costs of overall benefits 6.40/o over the past year.

Look for more of the same. Since 1980 the cost of medical care as measured by the Consumer Price Index, has risen about 85%, twice as fast as overall consumer Prices.

According to a recent HaylHuggins Company Survey, the average employee premium for family coverage under an employer sponsored medical plan has jumped 4000/o since 1980 from $97 in that year to about $484 in 1988' While that dramatic increase may sound bad enough, it doesn't include the higher deductibles and co-insurance payments that many companies have required of their employees in recent Years.

Wages and salaries, in the second quarter were uP onlY 3.70lo bY comparison. Unit labor costs in the northeastern section of the country have risen much higher than the national average, by 5.3% over the Past 12 months.

Quality

Control Starts at a Very Early Stage at Pacific Southeast Forcst Products

Whatever happened to .. .?

8y Matt Moulder

clen Dietz, former sales manager, Diamond Intern_ational. Corporation, nea sluii. ca. clen and his wife, No"rma, live in Red Bluff, spending.their time fishing, boating, and traveling. clen also devotes a good deal ot his enerSres to civic duties.

Unlike most sales managers, Clen was a production manager prlor.to becoming sales manager at Diamond. Clen's roots in the industry 8o back a tone *uvl His father r.ias a logger in the Smokey Mountains before moving to ealifornia ini912. Dietz reE6ived a degree in Forestry from the Universty of California at Berkeley in 1940. His first job was with Diamond Match Lo as assistant forester at their Stirling City, Ca., operation.Havine lived in loseing camps] waiching tiees being felled with hand saws rath"er than mot5idiiven chain saws, Clen has a feel for the old days t[at miny of the current generation of lumbe.rmen cannot appreciulg: FL"n savs that'the most notice;ble chang,es in the lumber business since his heyalu ur* tif fukeovers by large cor"porations, (2) complete utilization of the lod, (lt small log mills, {4r computers, and (5t trucks replacing rail cars' "Surprisinely,6ne change in the lumber business not mentioned.by any ol the people interviewed so far for this column is the increased intluence ot iuJi.ut .ont"ruationist groups on timber supply. These people have.had a devastating effect on all phases of the forest products industry by lorcrng cutbacks in'timber sales and in some cases even preventin8 the harvestlnS. 01 orivate timber. Higher lumber prices, lower g,rades, and increased operatlnE costs can be direc'ily tied to the successful efforts of this very.vocal element.

When driving spikes into trees didn't have the desired effect, our courts became the favSred weapon for the war on the lumberman'.Filing i ty.liuq of actions to block green timber sales wasn't enough. Now sales ot t,lre Kllled timber are being sto"pped and the trees allowed to deteriorate. We should all tip our hat to"the 'sbuthern Oregon group that p.ublishes the Evergreen nbwsletter. They recently organized a large counter demonstratton opposrng the views of the preservationists.

On the tighter Side

Attorneys are at the root of many.of our country's problems MulV lfi'1 Clubbers are attorneys. Many politicians are attorneys Lawsults .have become a way of life, thanks to attorneys. lt may be that hlstorlans wlll say that people of this era lived in the "sue-age."

qrut'tion' Do you know what you have when several attorneys are uP to their necks in sand? Answer: Not enough sand. Attorneys make.poor Eolrers because they lose their concentration whenever they hear a siren'

CAUTION: Dealers can be burned by some fire retardant lumber.

Dricon@ FRTW has stayed above all the recent problems.

You may have heard about the trouble that started back east. Fire retardant lumber installed on many jobswas literally breaking down structurally because of a chemical reaction under humidity and high ambient temperature. Dricon wood has a superior formulation that didn't degenerate, and most important, that didn't have the problems with

lawsuits,lost customers, lost money, and lost reputations.

The leader across the boardl'

Sure, the others have been trying to correct their formulas, and some are saying they'renow as good as Dricon FRTW. But that's what they said

HE SOLUTIOI{

These producers can deliver Dricon@ FRTW. The safe choice.

Pacific Northwest EXTERIOR WOOD ALASKA

206-835-8551

WASHINGTON

800-552-8044

OREGON

so}-224-8330

IDAHO

800-543-8462

Northern California

EXTERIOR WOOD

800-543-8462

KOPPERS CO.

9r6-533-7814

Southern California

EXTERIOR WOOD

800-543-8462

KOPPERS CO.

714-39r-157r

PACIFIC WOOD

PRESERVING

805-833-0429

Arizona/Nevada

ARIZONA PACIFIC wooD

602-466-780r

EXTERIOR WOOD

800-s43-8462

Utah

UTAH WOOD

PRESERVING

800-221-2467

Colorado

KOPPERS CO., INC.

303-295-2823

New NAWLA Chief Named

The North American Wholesale Lumber Association has selected Nick Kent as its new executive vice president and chief executive officer, succeeding retiring H.M. "Pete" Niebling.

Kent has served as executive director of the Northwestern Lumbermens Association since 1985. His l6 years in the industry also includes work with the Associated General Contractors of America in Minnesota and Washington, D.C.

Founded in 1893, NAWLA rePresents 638 wholesalers, wholesaler-

Niebling Joins Cole & Assoc.

H. M. "Pete" Niebling has joined John T. Cole and Associates, Beaverton, Or.

The retired executive vice President of the North American Wholesale Lumber Association, Niebling has relocated to Portland, Or. In addition to working in executive search, marketing and management consulting, he will implement some new and specific management Programs for producers and distributors.

"As a veteran of 40 years in the forest products industry," John T. Cole, president, Cole and Associates. said, "Pete will provide a varied expertise to our firm. With 14 Years in California and Oregon sawmills and nearly three decades with NAWLA, nine years as ceo, he Pro-

processors, mills and service suppliers in the U.S. and Canada.

Gedar Bureau Has New Name

During the 73rd annual meeting of the Red Cedar Shingle & Handsplit Shake Bureau, a name change proposal was unanimously approved, making Cedar Shake & Shingle Bureau effective immediatelY.

Michael Westfall, Bureau President. said. "Our marketing staff did extensive research regarding our name. Recall and recognition were exceptionally poor among homeowners. The new name, although shorter, more clearly defines the products our members Produce."

The bureau dates back to l9l5 when it was the Shingle Branch of the West Coast Lumber Manufacturer's Association. In 1923 the group became self-sufficient as the Red Cedar Shingle Bureau. In 1963 a

bably knows as much about the distribution of lumber and wood Products as anybody in the industrY today. His experience and bottom line track record will enhance the capabilities of our organization."

merger with the HandsPlit Red Cedar Shake Association created the Red Cedar Shingle & HandsPlit Shake Bureau.

Treated Shingle Use Ok'd

Red cedar Class C treated shakes and shingles have been endorsed bY the California Building Standards Commission for use in areas where hillside brush is a fire threat'

This follows a five Year camPaign bythe Cedar Shake and Shingle Bureau and the National Forest Products Association with proposed roofing regulations for wildland areas. The state fire marshal Previously specified Class C only for less severe hazard severitY zones.

OPERTryIING OPPORTUNITIES

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

THf question from a lumber dealer I asking about his delivery operation was "How are we doing?"

He had spent the last nine months revamping and restructuring his program. He now had fewer drivers and trucks even though sales were up.

Answering a question with a question, I asked, "Are you still using trip tickets?" When he said yes, I asked to see those from the day before.

We went into his office where I spent a few minutes looking over records of the previous day's deliveries and made a few calculations. When I had finished, he asked. "Well?"

"Three things stand out," I said. "First, your five drivers made ten trips and 40 deliveries yesterday, but it took over an hour and a half on average to turn around your trucks after each trip."

delivered four framing loads valued at around $3000 each and three of these were taken over 40 miles from the yard. Finally, the 40 deliveries were for a total value of $28,000."

"What's the significance of all this?" he asked.

"First, let's consider the second question," I replied. "My answers will describe what I call delivery management drift."

"A turn-a-round should take :15 if loads are prestaged and loading begins the moment the truck is spotted. The cost lor this 1:15 difference for l0 turns daily over 255 working days is easily discernible," I pointed out. "Per turn, 85 minutes times l0 daily is 3612.5 man hours annually. At $5, this is $18,062.50. Pre-staging will cost half of what you pay for idle drivers to say nothing of idle trucks."

"Three of the four framing load trips were averaged 90 miles each. At $2 per mile it cost $180 each to deliver them.

With margins on lumber of 200/0, you grossed $600 on each of these transactions. The $180 trip cost for each reduced margins to $420 or l4%, meaning you probably lost money."

"The reverse of this is taking six studs ten miles. The 20 mile trip at $2 per mile is $40."

"No one is checking load values against per mile delivery costs. There are some circumstances under which you would want to release unprofitable loads, but you should at least have the decision making information before every load goes out."

"Determine total miles to be driven, multiply by cost per mile and divide this number by your delivery cost ratio. Most yards will be between 50/o and 70/o of sales. This will tell you what sales value you need to be profitable."

"This is partially a marketing opportunity, but also a delivery cost reduction opportunity. lf the average stop value can be raised from $700 to $770, or 100/0, the miles you drive and the costs will be reduced almost proportionately."

"Now, the answer to your first question. You're doing better because you're employing flewer assets in servicing your customer's delivery needs. Fewer trucks and people mean lower costs to go with your higher sales. You'll do even better if you can remedy delivery management drift."

"Secondly," I continued, "you

SEUERETY degraded and sometimes totally missing middle lamella is identified by arrows in electron microscope view of the cell structure of MAP treated southern yellow pine plywood after exposure to 170"F and 90% R.H. for 28 days.

ARR0lltfs point out a sound intact middle lamella in this electron microscooic view of the cell structure of Dricon treated southern yellow pine plywood after exposure to 170'F and 90% R.H. for 28 days.

Roof failure cause identified

Researchers at the Wolman Division of Koppers Co. have identified ammonium phosPhates as the Probable cause ofrecent heat degradation failures of fire-retardant plywood (FRT) in roof applications.

Electron microscoPe analYses of actual samples showed that ammonium phosphates react under conditions of high heat and humiditY to attack the middle lamellathe natural "cement" holding individual wood cells together.

The findings reinforce the view of the U.S. Forest Products Laboratory, as noted in an American PlYwood Association bulletin. "The primary fire-retardant chemicals used, mono and diammonium PhosPhates (MRPs and DAPs), are very reactive with water [and] the resulting phosphoric acid can cause acid hydrolysis of the wood, destroying not only the middle lamella (the cement between wood cells), but also breaking cellulose chains which severely degrades the wood over time."

Roof failures can range from leaking or partial failure to total structural collapse of the FRT sheathing and dimensional lumber.

In fact, the APA has rePorted structural failures in a number of cases with "new generation" FRT plywoods containing ammonium phosphates.

tioned that these products become "charred, brittle, or punky" in as little as two or three years after construction and that "some Panels have failed or broken under light walking traffic."

Avoiding FRT wood with ammonium phosphates, studies indicate, could eliminate Problems of heat degradation.

But "not all treating comPanies' products have been involved in complaints," says the APA.

In addition CSI, Charlotte, N.C., which manufactures D-Blaze fire retardant'states that D-Blaze has not experienced any problems and will not if the product is properly used.

Pressure treated Dricon wood, for example. contains no ammonium phosphates and, in seven Years of commercial use, has never exhibited the strength deterioration of FRT plywoods with MAPand DAP, according to Koppers, the manufacturer of Dricon.

Specifically developed in 1980 as the first true second generation lowhygroscopic FRT wood, the earliest installations of Dricon are still performing optimally with no signs of structural degradation, say Koppers spokesmen.

Also, recent microscope examination of Dricon test samples from early applications revealed no middle lamella deterioration whatever.

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Simpson's Redwood Strategy

In a move to focus its marketing and production efforts on young growth redwood, Simpson Redwood Co., an operating division of Simpson Timber Co., plans to close its Arcata, Ca., remanufacturing plant in mid-1989. The office will remain open for the present, although it is expected that it will move to the young growth redwood facility Simpson operates at Korbel, Ca., in about two years.

Two other Simpson facilities involved in old growth redwood will continue to operate at current levels: Orick, Ca., and the Brainard mill between Arcata and Eureka, Ca.

Old growth redwood operations will be handled solely by Arcata Redwood Co., which Simpson acquired in June. It will cut all of Simpson's old growth logs and is expected to continue doing so for approximately seven or eight years.

In old growth, Simpson competes with the Pacific Lumber Co.. which is expected to be a dominant player well into the next century. Industry sources say Miller Redwood's old growth redwood supply is not expect-

ed to last beyond the late 1990s.

Major Simpson competitors in the young growth redwood market are Georgia-Pacific and Louisiana-Pacific. Smaller competitors include Eel River Sawmills, Redwood Empire and Harwood.

By dividing its efforts, Simpson says it can best direct its efforts to longer term operations in young growth redwood, which it anticipates to increase 300% in the next 10-15 years.

Weyerhaeuser Renews PBS TV

Weyerhaeuser Co., Tacoma, Wa., will continue to underwrite the Emmy-Award-winning public television program This Old House for a second year.

Weyerhaeuser decided to renew its backing based on the show's 130/o ratings rise last year and a survey of remodeling contractors conducted by an independent research firm.

The survey revealed most contractors consider This Old House to be a valuable application and product information source. Over half the

respondents said they watch the program regularly.

Sponsorship of the l0-year-old show parallels other Weyerhaeuser efforts to focus on the growing repair and remodeling market, joining the introduction of new residential products such as Stronglam headers and Structurwood oriented strand board.

PEIIAIERS Pete Peterman, Peterman Lumber, Inc., Fontana, Ca., and Jim Summerlin, Sumwood, Inc., Palos Verdes, Ca,, participated in the 50 mile Rosarito to Ensenada, Bala California, Mexico. Fall Bike Ride on SeDt. 24.

Announcing Sturdi-Wood

If vouVeever out in a subfloor vou know exactlvwhatwe mean aboutthe thrill of pfuobd. Iusthow much of this o<citement vou cantake is certainlvup tovou "

But i6 nice to know thereis a soothing possibly even boring alternative waiting at vour buildins supplv center "

Whenpbpefu"installedaSturdi-Wood floorwontwalp

floorwontwarp orbuckle. And under anycon-

Tongueandgrowesmadetomeetevactly. OntOpOf that, Sturdi-Wood is 1000/o ongade,panel

afterpanel,so vou setallof whatvou pav for without knothoEs and corevciids. '

'liv Sturdi-Wood on vow next iob. As with afl Weyerhaeuser pioducts wb absolutely guarantee your s atisfaction.

"F6r the disuibutor nearest you, call 800-328- 4646 ext 520.

Or writeWeverhaeuser Sturdi-Wood, PO. Box 822l debt. 520, Bumsville, MN 55337.Find out what life is like without all the excitement.

Sturdi-Wood.Tfw mare u 0u use it, the betteritlooks.

Te$burffiA

\reods .

Canyouidenf,fy the Ponderosa Pine? Or tell the Doug Flrfromthe Hemlock?

Even if youre an expert, it's hard to see the ffierence between species. That's why an experienced woods man looks for the difference between suppliers. Pope &Talbothas a r,aluable difference: we're a singlecall source forabroadmixof wood products and species.

Ponderosa Pine from South Dakota. Lodgepole Pine, Spruce and Larch from British Columbia. Our Port Gamble mill supplies Doug Fir. Hernlock and additional Doug Fir come from stands near Oakridge, Oregon. These, andmanyother Pope &Talbotwoods, are milled into products sold in all 50 states and as for away as Australia, the Meditenznean and Japan. Here inthe U.S., modem re{oad fucilities in San Francisco and I-osAngeles sewe our regronal buyers.

So now that you've tested your owrl shll as a woods man, put us to the test.

Call Pope &Talbot, at (tr,03) 220-2750.

POPE & TALEIOT

R&R To Topple Gonstruction

Despite a slight decline in the total lumber consumption for repair and remodeling, R&R (repair & remodeling) is expected to overtake home building as the nation's top lumber-using market in the 1990s.

Western Wood Products Association projections show in 1987 R&R used about 86% of the lumber used by the housing market. The figure should jump to92o/o in 1988 and 93% in 1989.

R&R lumber consumption is projected to fall only slightly, as 1987's record 15.38 billion board feet should slip to 14.86 billion feet in 1988 and 14.4 billion board feet in I 989.

New Cedar Tralning Plan

Retailers can teach their staff the facts about cedar, especially cedar plank paneling, using a retail sales training program available from P&M Cedar Products.

Organized into nine lessons, the CedarPro Institute of Higher Learning is designed to strengthen overall understanding of plank paneling including product information, shopper demographics, selling points, in-

stallation tips, finishes and project ideas.

The students who complete the series and the hnal exam will receive a Cedar Pro cap and a diploma signed by Professor Emeritus Woodward T. Sawyer. They also will be eligible to win a weekend in either San Francisco or New York or one of dozens of other prizes. The department manager of the vacation winner will receive a duplicate vacation prize.

Course information is available from Charles Berolzheimer or Doug Lyle at P&M Cedar Products, Stockton, Ca.

Veneer Service, Inc., Renamed

Veneer Service, Inc., Newberg, Or., has changed its name to Conifer Pacific, Inc., to reflect the company's expansion into new products and markets.

Founded nearly 20 years ago, the firm has annual sales of $100 million, operating a veneer mill in Eugene, Or.; plywood plants in Elma. Wa.. and Lebanon and Willamina, Or., and a wholesale distribution center in Clackamas, Or. A second dc will open in Lacey, Wa., in January 1989.

CENTRAL IDEA FOR

SP Absorbs D&RGW

The merging of the Southern Pacific and Denver & Rio Grande Western railroads should make it more affordable for western producers to ship further east.

By linking the Portland, Or.-toTexas and the Ogden, Ut.-to-St. Louis, Mo., lines, the single rail network now covers l5 states. connecting at Ogden and Kansas City. Possible results include quicker shipments, less expensive freight rates, access to new markets, more single-line routing, expanded piggyback service, and elimination of reciprocal switching charges.

The combined railroad will operate as the Southern Pacific.

Whitehouse-Grawford Closes

Whitehouse-Crawford Lumber Co., Walla Walla, Wa., has closed and is liquidating its inventory after 84 years at the same location.

The relocation of the Army Corps of Engineers to the lumber company's site would have forced Whitehouse-Crawford to move. The business decided that closing would be a smarter move.

Since 1932 Central Builders Supplies Company has served independent dealers by helping them remain competitive with large corporation chains.

We're a dealer-owned, non-profit buying corporation that serves as your central source for lumber, general building materials, hardware, tools, building specialties and more.

An experienced staff is trained to handle your needs,

Industry Education Foundation

The National Building Material Distributors Association has established an Education Foundation, seeking to attract young professionals to the industry and provide the industry with continuing education and training resources.

The non-profit, tax exempt organization's initial efforts will include developing an audio/visual training program, a building material distribution management institute, sales and marketing seminars, grant scholarships and research studies.

GE0RGIA-PACIFIC has moved its lumber sales group from Stockton to Martell. Ca.. to be closer to its Martell and Foresthill sawmills. The staff includes (l-r) salesmen Paul Jorgensen and Patrick Custer (transferred from Sacramento) and sales manager Randy James.

00UBl.E ll008WAYS, extra-wide hallways and specially designed closets, bathrooms and kitchen provide unimpaired access for people with limitations in mobility due to age or physical disability at the new Adaotable House in Portland, 0r. Contributors to the 5250,000 prolect included Simpson Door Co., which provided all custom interior and exterior doors.

Waldron Wins Maior Award

El Louise Waldron, owner of Waldron Forest Products, Sacramento, Ca., was presented the Governor's Outstanding Business Woman Award at the 4th annual Governor's Conference on Women in Bus-

ery. Despite being forced to relearn basic activities such as walking and eating, Waldron was back at the job full time three months later.

Lumber Dealer Internship

Applications are being accepted by the National Lumber & Building Material Dealers Association for its summer internship program. The 1989 intern, who will spend six weeks in Washington, D.C., June

l2 to Aug. 18, working with NLBMDA, will have an opportunity to visit government agencies, observe Congress and meet with officials of other associations. A stipend of $2,000 is provided.

Eligibility is based upon being a high school graduate between the age of 17 and 24 who is the son, grandson, daughter or granddaughter of a retail building material owner or employee. The company represented must be a member of NLBMDA.

Waldron was one of four winners, selected from 1600 nominees. More than 800 women attended the conference Oct. 12 in Los Angeles, Ca., including Cloria Deukmejian, wife of California's governor, who made the presentation.

Waldron founded her own wholesale firm in 1978, after working at Firco Studs, Hollow Tree Redwood Co., Masonite Corp., Marion Ward Wholesale Lumber Co., Al Thrasher Lumber Co. and R.F. Nikkel Lumber Co., and helping to start PSF, Inc., Fair Oaks, Ca.

In June 1987, she had brain surg-

Manufacturers of High Quality

iness.

ll0ll0BS winner El Louise Waldron, Waldron Forest Products, and Gloria Deukmelian, wife of California Gov. George Deukmeiian, who oresented the award.

Herb Winward is now v.p., international sales & marketing, for Weyerhaeuser Co.. Tacoma. Wa.

Joe Bowman, Bowman Lumber Sales, Cloverdale, Ca., and his son, David Bowman, Ridgeco Truss, Inc., Cloverdale, won the world's champion grape stomping contest at the Sonoma County Harvest Fair. They each won a trip to Puerto Vallarta, Mexico.

Floyd Brown has been promoted to sales mgr. of Idaho Timber Corp., Boise, Id.

Janetta Cardoza has joined Hesperia Wholesale Lumber, Hesperia, Ca., in salds and as office mgr., according to Ron Pugh, gen. mgr. Dwight King is the new yard mgr.

Gary A. Tharp has been promoted to plant mgr. of Haley Bros.' new Sacramento. Ca.. flush door cut stock plant.

Bob Kerr, Kerr Ace Hardware & Building Materials, Brookings, Or., has been appointed to the Land Conservation and Development Commission by Gov. Neil Goldschmidt.

Tony Orlandini is the new mgr. of Northern Yards, Inc., Tigard, Or.

Carl Snelling, Snelling Wood Specialties, Escondido, Ca., and William Bartoo, Western Millwork, Phoenix, Az., have been elected to the board of directors of the Architectural Woodwork Institute. Merle Reece, Bradbury & Stamm, Albuquerque, N.M., has been re-elected to another three-year term.

Bill and Dave Lentes, Dellen Wood Products, Spokane, Wa., represented their local Hoo-Hoo Club at the international convention in Orlando, Fl., along with Gene Zanck, their wives and Randy Lentes.

Rich Copeland, C.A. Co., Spokane, Wa., recently took a fishing and hunting float trip on the Snake River.

Jack Curran, Plywood Marketing Associates, Vancouver, Wa., has retired after 41 years in the industry.

Danny Dickson has joined the sales force at A.C. Dutton Lumber, Portland, Or.

The Merchant Magazlne

Don Witulski is new to ldaho Forest Industries, Coeur d'Alene, Id.

Charlie Schweitzer, Sierra Pacific, Redding, Ca., has been elected pres. of the Shasta Cascade Hoo-Hoo Club. New v.p. is Greg Moss, Moss Lumber, Redding; sec./treas. Joe Derrah, Western Woods, Redding, and sec. Tom Von Moos, Western Woods, Chino, Ca.

William Carruthers has been appointed director ofprogram and key accounts at Southwest Sentry Hardware Co., Phoenix, Az.

Ben Johnson has been named sales and marketing mgr. of Weyerhaeuser, Fontana, Ca. Lloyd Blake is now business finance mgr.; Ernie Rocha, hardwood lumber program mgr. Dorrie Robinson is a new sales rep.

William P. Farrell has been elected pres. and c.e.o. of the American Hardware Manufacturers Association.

Edward Amaya has been promoted to foreman at the newly relocated Foothill Builders Home Improvement Co., Pasadena, Ca. Project mgrs. are Gregory A. Palm and Doug Akins. Jim Wallace has been named v.p. of Henderson Corp., Boise, ld.

Three of the world's top producers of coostol, 1 growth, fine groined Western Red Cedor ore nowcombined underthe new nome INTERFOI the nome to remember for o consistent supply

November 1988

Jerry Walker has resigned as staff v.p. of National Lumber & Building Material Dealers Association, to join the Gypsum Association as exec. director, according to Harlan Hummel, NLBMDA exec. v.p.

Jack Butler, Capital Lumber Co., Chino, Ca., is the new pres. of the Inland Empire Hoo-Hoo Club. "Cap" Strano, John Suverkrup Lumber, San Bernardino, is v.p.; Chip Roepke, All Coast Forest Products, Chino, treas., and Mike Nicholson, All Coast, sec. Board members include Ron Robbins, Robbins Lumber, Fontana; Patric Taylor, Cal State Forest Products, Anaheim; Larry Stainbrook, Rialto Lumber Co., Rialto; Don Gregson, Capital Lumber, and Phil Abraham, Riverside County Lumber, Riverside.

Craig Word has joined Schaller Forest Products, Redding, Ca., specializing in industrial pine sales to the moulding and millwork industry.

Thomas R. Ingham Jr., pres., Simpson Timber Co., Arcata, Ca., has been elected chairman of the American Plywood Association's board of trustees. John N. Galloway is vice chairman.

Bill Gittings, Bowman Lumber Sales, Cloverdale, Ca., and his wife, Patricia, have been on a three-week vacation in England.

Alan Arbiso is the new distribution yard mgr. in Pomona, Ca., for Cal State Forest Products, Anaheim, Ca. Leonard Newman has joined Cal State's sales force, according to Patric Taylor.

John Bottini has joined the sales staffof Union Planing Mill and Union Forest Products, Stockton, Ca., according to George Little, sales mgr.

John Coker, The Ridge Co., Creswell, Or., has been elected chairman of the board of the Cedar Shake & Shingle Bureau. Bellevue, Wa. Marty Coker received the bureau's Lifetime Achievement Award.

Philip L. Hayden has been promoted to v.p. of Team MDF (Montana De Fibra), Albuquerque, N.M., according to pres. William R. Black.

Jim Hawkins is now sales mgr. of Westpac Mouldings of Oregon, White City, Or.

Michael Drorbaugh has been appointed mgr., special services, for the field services div. of the American PIYwood Association, Tacoma, Wa.

Phil Cocks has been elected pres. of Hoo-Hoo International, succeeding Australian Dick Campbell. Lyle Hoeck is lst v.p.; Brent Crosby, Domtar Gypsum, Walnut Creek, Ca., 2nd v.p., and Bernie Barber Jr., sec./treas. Directors include David Jones, Foster Lumber Yard, Fairfield, Ca., and Jeff Loth, Loth Lumber. Gold Bar. Wa.

Larry Hopkins is the new gen. mgr. of Spokane Moulding Corp., Spokane, Wa., succeeding John Dean, who will retire Dec. I after 40 years in the business.

Richard C. Clark has been named gen. mgr. and v.p. of Down River's White City, Or., laminating plant.

Doug Willis, Product Sales Co., Orange, Ca., recently enjoyed a Fiji Islands vacation.

John D.C. Roach has been appointed exec. v.p. of Manville Corp., Denver, Co.

Sterling Wolfe, Marquart-Wolfe Lumber Co., Costa Mesa, Ca., and his wife, Loraine, spent two weeks at Lahina on the island of Maui in Hi.

(Please turn to page 54)

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NEW PRODUGTS

and selected sales aids

Christmas Tree Treatment

A new Christmas tree flame retardant spray from WHS Sales helps ensure household safety during the holiday season.

The specially formulated spray-on solution sticks to tree needles and branches, providing an invisible barrier to flames and sparks.

Flame Barrier is said to be a non-toxic, waterbased chemical solution that is safe for use around children and pets. It is designed for natural Christmas trees, wreaths and other seasonal decorations.

The fire retardant comes in

TilelnStyle

Luxury vinyl tile in wood pattern and marble pattern designs are now available from Azrock Floor Products.

a 16-oz. spray pump bottle, reportedly providing enough coverage for a 6-ft. tree.

Knife Line

A knife set which includes three knives, two blade stores and 44 assorted blades and cutting edges, all packaged in a protective plastic storage case is new from Plasplugs.

Wood pattern designs include inlaid parquet (12" x 12" tiles in five colors); 9" inlaid wood borders (two teak/black walnut 9" x 36" styles); 3" inlaid wood feature borders (six different 3" x 36" pieces), and 1/2" feature strips (l/2" x 36" strips in five colors).

Marble patterns are 9" inlaid centurv marble borders (two 9" x 36" styies) and century marble (72" x 72" and 12" x 18" tiles in six colorations of natural marble).

Thetiles are greaseproof and alkali, stain and fire resistant. They come in .100" commercial gauge and have a 10 year warranty.

Premium Measurements

Colorful, flexible yardsticks, ideal as inexpensive premiums for special sales or events, are now available from DG Mouldings.

The merchandising tool can be personalized with a company name and logo. One-color imprint on the front and back is standard, although two-color is offered on request.

Background colors are blue, green, yellow, white or beige. Orders may be mixed or all one color.

The yardstick has an inch scale on both sides with a hole drilled in one end. Metersticks, imprinted rulers and folding yardsticks are also available.

For small scale projects, the pencil-grip, surgical-steel blade Precision Knife offers easy handling and accurate cutting. For larger chores, the pocket-sized and heavy-duty Utility Knives feature break-away, multi-blade edges for quick changes.

All three knives are constructed of ABS plastic for strength, durability and light weight. Features include handles molded for a sure grip, stainless steel blades, retractable blades for safe storage, and a front-loading, quick-release locking mechanism for easy blade replacement.

Pail Of Nails

Weatherproof nails for deckbuilding packages are now packaged in a convenient pail by Dickson. The reclosable pail contains enoueh Drive Screw nails for building a ieck up to I 50 to 200 sq. ft., depending upon the nail pattern.

The nails are said to drastically reduce cupping, as well as unsightly and dangerous nail pops.

Cedar ShakeOut

A residing product designed to end periodic painting of homes with cedar shake siding is new from Pilgrim Design Engineering.

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 re quest faster! Many thanksl

Clay Roofing Tiles

Made of rigid vinyl plastic with color that extends through the material, the product comes in 8" x 15" sections that resemble actual cedar shakes, including the wood-grain texture. However, the siding is only l/25 of an inch thick and is installed directly against the existing shingles.

The siding is installed using long staples or nails which are driven through a series of mounting tabs along the sides of each unit. The tabs are interlocking and self-concealing.

Home Center Shopping Cart

A newly redesigned Boston Bus specifically engineered to meet the changing demands of the home center merchandiser is now available from Boston Metal Products.

A kiln-flashed clay roofing tile is offered in three different styles from United States Tile Co.

Available in one piece "S," twopiece Mission and flat shingle styles, the El Camino tile comes in a premixed blend. from terra cotta to dark flash.

In its natural state, the tile is made of a red S-tile base. lt is then

Elect To Tote

A huge tote box with a sliding drawer is new from Plano Moulding Co.

The top has five compartments while the latched pull drawer below has four sections.

The cart consists of four separate compartments: a retractable shallow basket for small items; a lower shelf for bulky products; a rack behind the handlebar to carry long products upright, and a side slot to support large, flat items.

Like a traditional shopping cart, the Boston Bus can be stored with its upper basket retracted.

"flashed" through a special firing process involving diflerent gases entered in intervals.

Double Duty Attic Light

A removable overhead lighting fixture that opens to reveal a swivel lamp to illuminate the attic is new from Modern-Aire Manufacturing.

The two sturdy tension springs which hold the metal frame and break-proof translucent lens flush to the ceiling are released by slight downward pressure. The 22" x 30" or 30" x 30" lens then snaps open to allow access to the crawl space and swivel arm fixture that swings up to 90".

Metal trimis available in standard silver or optional bronze or white. All other parts are finished in white baked enamel.

The red and gray tote is made of resilient plastic, measures 2l-7 /8" long by 11-5/8" wide by 7-7/4" high, and weighs about 3 lbs. when empty.

Key Hideouts

Two unique secret keyholding devices to prevent being locked out of the home or car are new from Creative Impact.

The first looks like a rock but contains a hidden compartment underneath to hold a house key. When olaced in a flower bed or under a bush, the "rock" blends naturally into the landscape.

The second device, the Key Safe, is a thin keyholder (the size of a credit card) that fits in a wallet and holds up to three keys. A resealable tab holds keys secure.

Profit from our abilities to serve you

iust in time delivery copobility from o strofegicolly positioned distribution network serving Northern Colifornio, Soulhern Colifornio, Arizono, New Mexico, ond West Texos. long estoblished direcl relotionships wilh top mill sources of redwood, cedor, ond fir. groding ond milling to the high quolity stondords of the Redwood Inspection Service.

,p""iorfl l"ri'#,X?:!Ti:3:y"i??,""Xffi ?,'X;?:""edon customized obilities for kiln drying, surfocing, ond profiling to your specificotions.

Copilol-ize on our speciolized obilities lo enhonce your Profil-obility. Wholesqle distfibutors of Redwood, Cedar, and Fir Finish oroducts. Dry Kilns ord Ploning Mill locoted in Northern Colifornio.

Glow In The Deck

Compact wood deck lights for illuminating small areas under railings and steps or in walkways and corners are new from Intermatic.

The light's prismatic lens and reflector system multiply the lighting efliciency so light is directed in a softer, more controlled Pattern. Glare is reportedly eliminated.

complete lamination.

Wire basket accessories are also available.

Gart Of Convenience

A yard cart that can be conveniently folded to take up less than 1.7 sq. ft. of storage space has been introduced by Tipke Manufacturing.

Foldit weighs 33 lbs. and can haul up to 330 lbs. With a retractable handle and removable legs, it measures 38" long, 22-3/4" wide and ll-l/2" deep.

The sturdy cart features marine erade aluminum for rust and corroSion protection and 20" pneumatic tires.

Holed ln

A heavy duty, variable speed hole shooter has been specifically designed for use in cramped, difficult to reach areas by Milwaukee Electric Tool Corp.

The 1/2" reversing tool features a 55" angled chuck to provide easy access in tight quarters; high impact housing; helical cut, heat treated gears; a double insulated, quiet running motor with no load speed of 0750 rpm, and a grip paddle switch for comfortable operation.

The lights are said to be easy to install, with no special tools required. The low voltage cable (carrying a 12volt current) can be placed beneath a rail or laid under the deck surface so it's hidden from view.

Models feature a cedar, redwood or stain treated pine backplate. All three versions are also available in a set of four lights, 50 feet of low voltage cable pack and either a manual or timer-controlled plug-in power pack.

Euro-Look Cabinetry

American-made kitchen cabinetry with genuine European frameless styling and construction features is now offered by Triangle Pacific.

Mutschler cabinets feature genuine European frameless stYling; seven laminate door styles in white, gray or almond with color or wood trim; wood dowel construction; concealed European hinges; easy glide epoxy-coated drawer glides, and

more rnformation on New Products write The

For

Merchont Magozine,4500 Campus Dr Suite 480. Newport Beach. Ca. 92660. Please mentron issue date and page number so we can process your re quest fasterl Many thanksl

Affordable Coverage

An easy-to-assemble aluminum patio cover that offers affordable protection from sun and rain is now available from Style Crest.

Available in 8, l0 and 12 ft. projections, the roof surface is formed of 6 in. wide, v-shaped interlocking panels. Standard length is 20 ft. (8' x l5' is also offered), and additional 10 ft. sections can be added.

Features include adjustable millfinish support columns and built-in

When lt Rains, Don't Pour

An automatic sprinkler system accessory that conserves water by

The tool weighs 3-l12" lbs., measuring l0 inches long end to end. The angled head and chuck measure 3-9/16" high.

Accessories include drill bits, screwdriver sets, and wire brushes.

gutters. Options are scroll design columns, downspout kit, auger type anchors and choice of four trim colors.

stopping the watering cycle when it rains is now available from Rain Bird.

Constructed of rugged plastic with solid state circuitry, the shutoff device is activated whenever a certain amount of water accumulates in the collector pan. A stainless steel sensor probe may be adjusted to trigger the device at 7 /8" to 7 /2" of rain.

The sprinkler system is automatically returned to its normal watering cycle when the rain in the pan has evaporated.

Yours For The Masking

\lasking fllnr rolls thlt allow a largc ri'all section to bc crivcrcil quicklr cluring painting ancl ilrirvull l)rcl)aration arc ncw fionr -lN{.

l'hc Scotch brancl fllnr loltls rkrrvn to coVCr rrn xrca up to six f'cct in hcight. Non-1rorous. repclling ntost

sizcs (2-1" r 180'. 8 ' r l8(l ancl 72" r

l(X)') t{cgular rolls are olllrccl in lirur sizcs (6 r 5-10 9' r -i.10'. 12" r 5-10'lncl lll r 510 ).

Garden Of Stones

Intcrlocking concrctc paving stoncs in un arrar' <lf shapes and colors irrc no\\ ar,'uilablc front t lni(iroup t i.S ,,\.

A Glowing Address

r\ non-wired solar powered light which illLrnrinatcs hriuse numbers throughout thc night has bccn introducctl bv Suncrgr. Int.

Macle of' clurable .\llS construction.l)igilitc clcarli, idcntifies addresses up to fivc cligits with bright

liclrids inclLrcling plrint. it clings to the surf lrce cr cn in brcczl rvclrthcr. 1'hin. light*'eight rncl tlr-rnrblc witl.r l high clensitl . thc translilccnt lrlrtcrilrl hus "\\ct paint" inrprintccl in rctl lct tcring.

1'hc proclr-rct can bc usccl il'ith ltnv kind ol'tupc. It crllnchcs tightll firr conrl)uct tlisposltl.

l)rc-lirklcrl rolls conrc in thrcc

Srricl to bc crccplionalll' strong luncl Lrnufi'cctccl b1 thc cxtremes of hcat uncl lrost. thc sloncs ntay be trrkcn r-rp ancl rcarnrngecl for changcs in lanclscaping.

rccl 4" numbers reportedly visible fionr 500 li. away. Only one and a hall' hours of' sun provides a full night ol' illunrination.

-f

hc light conrcs ready to install b1' attaching it to the enclosed theft resistant spike. a mailbox. house liont. trcc or sofllt. ,,\ll hardware is included.

l:or addecl f'lexibilitl . a sclf'-cnclosed l2-fi. wirc allons thc detachable solar panel to be stratcgicalll' placed in the sun.

Bright Ribbons

Low voltage linear lighting from Sylvan Designs adds brightness to a bar or mirror, accents paintings and defines handrails or stairways.

Light bud channels are said to offer uniform illumination without individual points of light, simple relamping, and quick installation.

Lighting is mounted on any of its three sides with double-sided foam adhesive tape or screws, even fitting snugly in corners.

Standard on-center lamp spacing is 1.5", 2" , 3" or 4", in lengths up to 20 ft. per section, with gold or silver reflector. Custom sizes and spacing are available, as well as anodized colored channels, multiple-light construction and mitered corners for framing.

Guard Duty

A steel window guard combining heavy duty protection with classic elegance is new from Leslie Locke. Part of the Village lronsmith line, the guard offers 1/2" x 1/2" tubular steel pickets with integral spearpoints on top and bottom and scrollwork ornamentation.

CBM

easlly rccogtszed ldentlty In the marketplace. Now lfs yqr turn to proflt from recognlzed quallU, value, and,pcl'otmance by Includlng Gommencement Bay Strd's b.and of perfecttolr on youl next older.

Widths available range from 24" Lo 12" and heights from 24" to 60".

Accessories, sold separately. include mounting brackets with oneway screws and both lever-operated and foot-operated fire release kits.

21A.'

Sanding In Orbit

A mini round-pad, orbital finishing sander from Nitto Kohki is said to remove materials quickly.

Weighing under 1.3 lbs., the sander uses pre-cut 5" round sandpaper. Four easy-to-remove screws permit quick pad changes and four accessory pads, each designed for a specific sanding profile, are available.

[t fi

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 showsrelativelysmall changes in dimension through absorption or drying.

Hem-Fir is easy to work and shape.

The tool's pad-mounted turbine motor eliminates operator fatigue by reducing vibration. High speed (20,000 rpm) operation and a tight (1/16") sanding orbit provide quick, "bounce-free" sanding even against vertical finishes.

Standard accessories include a 7-ft. hose and a universal hose nipple.

Pot Belly Relative

A new free-standing wood stove from Vermont Castings recalls the Franklin and pot-belly stove designs in a modern, efficient unit.

The Dauntless provides fully exposed fireviewing for those who want the complete ambience of a fireplace without the high cost of a masonry fireplace's installation.

The design originates from a handcarved, mahogany master pattern and is manufactured from sand molds. The stove's cast iron finish is available in black or porcelain enamel in antique brown or red.

Options include a stow-away glass door/screen system, in which the doors when not in use may be stored in a hinged side ofthe stove, and gas-fired logs, as an alternative to wood for maintaining a realistic fire.

-\o'd\" .,r"ar"i *-&$l( t.*.*to!$-r*n'

Secure Simulation

A simulated electronic alarm nackase designed to tbol even experien-ced buiglars is new from Dynatec International.

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 gour request faster! Many thanksl

Deck Mate

A deck design kit to help do-ityourselfers and contractors put their ideas and requirements on paper is new from Mellco.

Design-A-Deck Kit includes scaled, miniature punch-outs of benches, tables, railing sections and step sets, and an oversized grid, large enough to lay out an 18'x 27' deck.

After completing the design, the customer returns to the dealer to purchase the necessary lumber and accessories selected for the deck.

When activated, a flashing red lisht on the control plate is said to be eiactlv like that of an exPensive burglar alarm system, discouraging intruders.

Included with the panel are batteries, two keys. mounting screws and warning decals.

Adiustable Spray

A single sprinkler nozzle that can be adjusted to cover any pattern from 0 to 330 degrees is new from Rain Bird.

a display card with filter screens or already assembled on a 3-l/2" popup spray head.

Standard fixed pattern nozzles are also available in full, half, quarter, end strip, center strip, side strip and square models.

TwoNewNightlights

Two new nightlights from Honeywell overcome the common problems of flickering bulbs and monopolizing the electric outlet.

The llluminated Outlet stays lit whenever it's plugged in with its neon lights reportedly costing only a few cents a year to operate.

Designed to provide a matched flow rate regardless of the pattern, the unit adjusts with a twist of the fingers and requires no tools. The distance of throw can also be adjusted for spacing from 6 to 15 ft. apart.

Nozzles are packaged two units to

The Automatic Flickerfree Nightlight is guaranteed not to flicker due to its unique dual light sensor, which accurately "reads" the amount of light in the room at all times. As a result, it automatically snaps on at dusk and offat dawn without wavering.

Specializing in products lor use on Weinig moulders and grinders

Pad The Gutters

Guard-A-Gutter from Maxim Products provides roof access while protecting gutters from ladder damage.

About 24" long by 5" wide, the device fits any section of a standard gutter. Once it is installed, locator clips provide easy visibility from the ground.

All aluminum construction offers gutter protection at angles up to 30' and weights up to ladder capacity.

Weinig profile grinding wheels

Weinig soft pattern stones

Precision blued template stock

Weinig hydro cutter heads

Waner grease guns/cartridges

Corrugated HSS knife steel

Diamond dressing tools

Borazon/diamond wheels

Precision hand tools

Soft feed rollers

Two models (one for plastic gutters, one for aluminum or galvanized gutters) are available.

An in-store display, measuring 26" x 40" and stocked with 24 or 36 guards, is offered, shipped assembled and ready to hang.

The Grate Divide

A plastic grating that attaches to $utters preventing leaves, sticks and pine needles from clogging drain pipes yet allowing water to enter is now available from Bandwagon, Inc.

PaintBy Numbers

House numbers have been transformed into decorative accents bY Summitville Tiles.

AQuick Spin

A new rotary drive screw and nut drivers.

put additional torque into work, is now available from Xcelite.

The Quick Driver has a longer, easy-to-grip handle in addition to a bushing in the handle to reduce friction and allow it to spin freely.

The driver can be used with slotted and Phillips screwdrivers, nut drivers, and Allen hex drivers, as well as others in the Xcelite line. handle for designed to

A new series of glazed ceramic tiles features easy-to-read numbers and a choice of eight decorative themes, including morning glories, berry sprigs, sea horses and stylized hearts.

With white backgrounds and black numbers, borders and corner motifs feature garden greens, pastels and bright primary colors.

Each 4" x 8" tile can be glued directly to the side of the house, mounted on a plaque and framed, or hung using the pre-drilled nail hole.

Old Gronrth Douglas Fir Green,

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

1" x2" thru 8" x 14"8' thru 24'

Sales - Bob Norton

Phone: (503) 874-2236

FAX (503) 874-2123

P.O. Box 7 Riddle, Oregon 97469

Personals

(Continued from page 43)

Clyde Kunieda, National [-aminates, Honolulu, Hi., is the new president of the Honolulu FIoo-Hoo Club. succeeding Don Stiger.

Andy Jones is new to sales at C&D Lumber Co., Riddle, Or.

Gene Walters, Willamette Industries, Albany, Or., has been appointed chairman of the marketing services committee of the Western Wood Products Association. He succeeds Bob Courtney, Pope & Talbot, Inc., Portland. Or.. the new chairman of the American Wood Council.

Linda Walker, specialty sales, Lumbermen's, Redmond, Wa., has been named Employee of the Quarter.

Doug Westlake has joined the moulding and cutstock sales dept. at Pacific Southeast Forest Products, Diamond Springs, Ca., according to Don Crane. Doug had been sales mgr. for American Forest Products' Martell, Ca., lacility.

Joseph Horning has been named national sales mgr. of W. W. Henry Co., Huntington Park, Ca.

Grant J. Munro has been promoted to v.p. of forest products for ITT Rayonier, Seattle, Wa.

Maylon Noel, salesman, Western Cal Lumber, Montebello, Ca., just returned from a successful deer hunting trip in Ut.

Phil McCafferty, pres., Western Cal Lumber, Montebello, Ca., and his wife, Eileen. have returned from London, where they were surprised to see Sterling Wolfe, MarquartWolfe Lumber Co., Costa Mesa, Ca.

David Bradford has been promoted to v.p./gen. mgr. of The Modesto Lumber Co., Modesto, Ca. Great-grandson of co. founder C. R. Tillson, Bradford is a graduate of West Point and has been with the firm since 1979. Ray Christiansen, son of long time Modesto pres. Francis Christiansen, is now v.p./operations, according to C. B. Bradford Jr.

Bob Spagnolo has joined Maywood-Anderson Forest Products, Eugene, Or.

Deanne Connon has joined the lumber sales force at Timber Products Sales Co., Eugene, Or., according to L. J. Moore, general partner.

Jerry Van Dorn, Diamond Wood Products, Eugene, Or., has been elected pres. of the Western Hardwood Association, Portland, Or. Other new officers: v.p. Juel Sheldon, Ross-Simmons Hardwood Lumber Co., Longview, Wa.; treas. Jack Lundberg, Barton Wood Products, Lynwood, Wa. Directors: Joe Cortese, MacBeath Hardwood Co., San Francisco, Ca.l Don Bovee, Thunderbird Furniture, Days Creek, Or.; Bruce Bauer, North Pacific Lumber Co., Portland; Bill Morrison, International Hardwoods, Portland, and Jimmy Ohno, Wood Products International, Portland. Paul Meyers, East Asiatic Co., Portland, was honored as 1988 WHA Man of the Year.

Jeff Justice is new to the sales team at Skibba Lumber, Inc., Orange, Ca.

William E. Johnson has been named pres. and c.o.o. of Phrllips Plywood Co., North Hollywood, Ca.

Walter Hjort, Hurd Lumber Co., Berkeley, Ca., has retired after more than 40 years in the industry. Hjort also spent many years with Hobbs-Wall Lumber Co., San Francisco, Ca., and was an examiner for the National Ski Patrol.

Dan Olson, Olson Lumber, Seattle, Wa., and his wife, Margie, are back after a trip to Turkey.

Ed Williams, Columbia Wood Products, Seattle, Wa., represented the local Hoo-Hoo Club at the recent international convention in Orlando.

Oleta Rose Walker is new to Jones Wholesale Lumber, Lynwood, Ca.

Ken Thim. retired James Hardiesalesman and Merchant Magazine contributing editor, and his wife, Janet, vacationed in Maui, Hi.

Al E. Baba has been put in charge of cash disbursements at MungusFungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus. owners.

Portland's Record Shipment

The largest single shipment of lumber from the Port of Portland was recently loaded aboard a ship en route for Japan.

Fifteen million board feet - topping the previous record by two millionwas loaded aboard the Hoegh Line auto transport Sept. 23.

The charter company, Pacific Commerce Line, had had huge shipments before, but never access to a large enough ship.

The shipment included lumber irom about 20 exporters, including Pacific Lumber & Shipping, Stimson Trading Co. and Weyerhaeuser Co.

The trip to Japan with lumber is only one leg of a round-the-world business trip for the ship. After arriving in Japan, it will leave for Europe with Japanese automobiles, set out for the U.S. East Coast with European cars, and sail empty to the West Coast to gather more lumber.

Economy Steady Into 199Os

The U.S. economy should exPand moderately into the 1990s amid the threat of potential economic problems, predicted a group of business leaders.

In a meeting sponsored bY the Conference Board business organization, executives identified the dangers as the U.S. trade and budget deficits, trade protectionism, Possible debt default by less developed countries, and the growth of corporate debt in highly leveraged transactions, which could threaten some companies in a recession.

Economists expect interest rates to rise above the current 9% level, inflation to climb above the 4.40lo rate, and the economy to grow bY 3

to 4% this next year.

"l've never been as optimistic as I am now taking a long range view," said Sears Roebuck and Co. president Richard Jones.

Wood Finish Rules Adopted

Responding to protests from the industry, the South Coast Air Quality Management District board of directors has adopted a compromise rule designed to cut air pollution from wood finishing in the [-os Angeles, Ca., basin.

One of the biggest reductions in recent years, 93%, is expected. "This rule will eliminate 20 tons of hydrocarbon emissions that form ozone. the number one air pollution health threat," said Norton Younglove, chairman of AQMD board of directors.

The adopted regulation will not impose major costs and will not cause loss of jobs, Younglove claimed. Use of low solvent coatings and cleanup fluids is expected to cut down on the risk of fire and lower insurance bills in the industry. Cumulative emissions of ozone-forming hydrocarbons are expected to be cut from 22 tons to 2 tons a day by adopting the regulations on a phased-in basis.

Furniture makers will be required to use more efficient spray equipment to cut down on the amount of coating used and thus on smog forming fumes; to wash equipment and store cleaning rags and fluids in covered containers, use low polluting cleaning solvents and over the next eight years change to water based coatings that do not emit significant amounts of hydrocarbons.

MEM0BIES at the annual Shasta Lumbermen's lnvitational G0lf Tournament silver anniversary: lll Don Cherovsky takes some good hearted ribbing from a friend. (21 Dave Seeger, Rich Sabbagh, John Morrison, Mark Setzer. l3l Mike Rosa, Jefl Setzer, Frank Pendola. l4l Del Lehr, Joe Bambino, Jim Hawkins.lSl Jerry Hahn, Pug Oewitt, Mike Webster. 16l Jon Main, Bob Turner, Bruce

Main. l7l Scott Kassahn, Chet Gonczeruk. (81 Jim Costello, Bill Anders, Jim Murray, Bill Berry. l9l Bill Duchi, Nifty Gay, Les Doddington, Ken Caylor. ll0l Greg Moss, Sal Chinnicci, Randy James. llll Bob Reagan, Bob Borhast, George Rogers, Les Swisher. (l2l Bob Abbott, Angelo Benato, Larry lce, Charlie Schwietzer. ll3l Jay Robbins, Bernie Tomasko, Len Richert. ll4l Don Vollmer, Bill

Schubert, Jack Dasch. llSl Casey Curry, Jack Jenkins, Steve Hagen, Steve Lausmann. ll6l John Hale, Tom Atkins, Dave Yeazell, John Streder. llTl Jack Lehr, Wendell Lawson, Bill Conroy, Jeff Lehr. llSl Rick McKenzie, Stu Lemke. |80 golfers participated in the Sept. 16 toumament and dinner at Redding, Ca.

M0RE SHASIA lt{t|lTATl0l{At G0LFEBS: lll Jim Hunter, Greg Keller. l2l Stu Westlake, Bud Perkins, Al Ryan. (31 Sam Witzel, Bud Perkins, Ted Pollard. (41 Ted Saunders, a waitress named Liz, Dutch Wiseman. l5l Tony CeCoito, Jack Greene, Ron Breedlove, Dan Byrne. 16l Don Porter, Don Cherovsky, Earl Moore, {71 Craig Word, Dave Schaller,

Chris Schaller. l8l Harry Lausmann, Elmer Lewis. l9l (front) Dan Bordett, Jim Murray, Jim Catto. (back) Sam Paul. Dan Wolter, John Maple. Il0lJohn Campbell, Dan Merrill, Joe Derrah. Illl Bick Kavooras, Franz Miller, George Kavooras. ll2l Sam Baskins, Ron Knight, Dolf Peterson. (l3l Pete Norgaard, Larry Wood. ll4l Harry Bleile. ll5l Bob

Borghorst, Mark Stearns. fl61 Ron Hoppe, Chase lsraelson. llTl George Sharp, Gene Sjostrand. llSl (front) Chase lsraelson, Len Richart. (back) Jay Robbins, Dave Rix, Bernie Tomasko (l9l Kent Weaver, Rich Carpenter, Paul Pike, Don Lincoln. l20l Bill Gray.

New Denver Firm

Den-Pack Building Materials, Denver, Co., has been opened by Jerry Burglund and Tom Kostelecky, the former president of the now closed Denver Wood Products, Denver.

A veteran of Denver Wood Products for 20 years, Kostelecky opened Den-Pack on a nine-acre site which includes a 10,000 sq. ft. truss plant and 12,000 sq. ft. prehung door shop previously operated by a home building company.

Founded in 1945, Denver Wood Products was purchased by Southwestern General, Golden, Co., in 1985 and recently saw the troubled Denver economy cut its $40 milliona-year business to $20 million, according to assignment agent James R. Brandt.

To repay Denver Wood Products' debts, a neutral assignment firm will liquidate the assets, including a truss plant, door manufacturing plant, pallet business and lumberyard.

TRAUELIIIG to Redding, Ca., from all over the U.S , 555 lumber industry people attended the 1Oth annual Sierra Pacilic 0oen House, Sept. '15. The party is traditionally held the evening prior to the Lumberman's Invitational Golf Tournament although the two events are not related. lll Rich McKenzie, Red Emmerson, George Emmerson, Dan Walters. l2l Greg 0'Neil, Kim Condit, Keith Wright. l3l Vic Hadley, Don Reagan, Bob Reagan, Tom Flint. l4l Tim Marcy, Terry Aggelar, Terry Johnson. l5l Rocky Smith, Tom Hardy, Elmer Lewis. 16l Tom Bonner, John Maple. l7l Rick Wilson, Sam Sangrette, George McConnell, Rich Stolz. l8l Randy Stainbrook, Robbie Cattanach, Tony De0oito. l9l Al Reed, Hap Hasty, John Campbell. ll0l George McConnell, Todd Lund, Rocky Smith. llll Bob Borghorst, Jim Johnson, Jerry Wilcox, Mvrtle Wilcox. ll2l Sue Nickle, Mark Maiors, Lirri Collins. ll3l Bob Ahrens, Stu webtlake. ll4l Pitt Pittman, Bev Allen. llSl Ron Hoppe, Tom Hardy.(l6l DougWestlake, Charlie Schweitzer. llTl John Snead, Larry Fuller, Mike Webster. llSl Sterling Wolfe, Claude "Scotty" Scott.

Optimism at national dealers convention

TGEEMINGLYconfident that rilgood times will hold into 1989, more than 400 dealers at the 72nd annual National Lumber & Building Material Dealers Association convention sampled a smorgasbord of business topics including bar coding and economic theory.

Bar coding was a phrase heard repeatedly in conversations and semi-

nars. Although adoption of the concept is thought by some to be inevitable, bar coding of lumber won't be accepted easily judging from the schism in opinion developing between d-i-yer and contractor-oriented dealers. National, already working with wholesalers and manufacturers on the project, sought dealer input with a bar coding questionnaire

included in convention materials. D-i-y is still the growth market with growth departments related to remodeling: lumber, doors, windows. millwork. kitchen and bath project materials, Harry Franta, Home Center Magazine, told dealers attending a seminar. More needs to be done to attract women shoppers who originate the majority of the

& Mark Goeser, Earl Carpenter. 16l Harlan Hummel, & Mimi Bill Coady. l7l Jesse R. Brand, Ron Walker. l4l Dave [8] Alice & Richard Bullack. [9] Jim & Doris & Maroe

Merchant, Mack Giles. ll0l Scott Turner, Frank Stewart. llll Betsi Powers. ll2l Terry & Diane Mullin.

November 1988

projects and carry out a fair number of them, he added.

Pointing out that 25oh of the top chains have changed hands within the last four years, he stressed that an LBO costs lots of money. Payless Cashways, he said, needs to do $3 million a week to pay the interest on their LBOdebt. Despite chain growth, single unit stores still predominated at a ratio of 80%, according to his figures. Customers, he told his audience, base their selection of a store on product needs, although price still outranks quality as the top buying factor.

Cahners economist, Kermit Baker, although not optimistic about housing, projected 1.45 million starts in '89. He sees more single family detached houses, fewer condos and rentals being built with high growth in the custom building.

Lumber markets will shift away from the traditional housing, he told the dealers. Remodeling and repair will be strong.

Nationally, he counts the deficit as the No. I problem with the balance of trade becoming better. He believes the economy will continue strong through '89 with interest rates declining after a peak near the end of this year.

Story at a Glance

Merle Mensinger new president... bar coding of lumber a hot topic 1.45 million housing starts forecastfor 1989 industry changes, the economy, computers covered by speakers. Oct.'89 meeting: Nashville, Tn.

Speakers in numerous seminars urged and advised those attending to teach their sales people to sell, cut insurance costs by utilizing pre-employment physicals, use computers

to their best advantage and make rack-supported buildings and rack components work for them. A seminar on drug dependency, attended by both spouses and dealers, zeroed in on recognizing the problem and offering help for employees needing it.

Incoming president Merle Mensinger and outgoing president Earl Carpenter were saluted at a poolside reception preceding the presidents banquet on the last evening of the Oct. l3-16 meeting at the Wyndham Hotel and Conference Center, Palm Springs, Ca.

Awards from the board of directorswent to Howard Guss, J. Howard Luck, H. Wayne Meyer, James R. Perrin, B. Harold Smick Jr., Carl Tindell, Roger Scherer, James Beardall, Joseph Arndt, Billy Thompson, Evalena Mayo, Joseph Orem and Edgar Harman.

Next annual convention will be Oct.25-29, 1989 at Opryland Hotel, Nashville. Tn.

The 1935 Cheurolea Master Delue tuo-d@r sedan uas a neu economg leader the Aear Bonnington Lumber uas founded.

Western Woods Are Hot Stuff

A report on flame-spread ratings for major western lumber species is free for the first 25 copies, or $10 per 100 from Western Wood Products Association, Yeon Building, 522 SW 5th Ave., Portland, Or. 97204.

Particleboard Publications

A buyers guide and a specifiers guide for particleboard and MDF are free from the National Particleboard Association, 18928 Premiere Court, Gaithersburg, Md. 20879.

Glued Lumber Ledger

A revised structural glued lumber technical information page is free for the first 25 copies, or $10 per 100 from the Western Wood Products Association, Portland, Or.97204.

Stress Therapy

Information on machine stress-rated (MSR) lumber is free from the Western Wood Prpducts Association, Yeon Building, 522 SW 5th Ave., Portland, Or.97204.

Cedar Seekers' Directions

A western red cedar lumber products buying guide is free from the Western Red Cedar Lumber Association, Yeon Building, 522 SW 5th Ave., Portland, Or.91204.

Wood Finishing Wheels

A wood finishing wheel booklet (form C4-9024) is free from Carborundum Abrasives, Box 350, Niagara Falls, N.Y. 14304.

lmprovements By The Yard

Information on a mulching blanket for growing lawrls is free from Hoechst Celanese Corp., (800) 24'l-3319.

Ear Force

A 4-p. hearing protectors brochure is free from American Optical, l4 Mechanic St., Southbridge, Ma. 01550.

Wood Coloring Book

A wood stain catalog is free from Daly's, 3525 Stone Way No., Seattle, Wa. 98103.

Select Redwood Siding

A data sheet on tight knot, saw textured select knotty siding is free from Simpson Timber Co., Redwood Div., Box 1169, Arcata, Ca.95521.

LookInto Windows

"Build Your Business," a window sales program of 20 25-min. VHS tapes, is available from Andersen Corp., Bayport, Mn. 55003.

Covering Roofs

"How to Keep Your Money from Going through the Roof" is free from Celotex Corp., Box 22602, Tampa, Fl. 33622.

Get Satisfaction

Customer .Satisfaclion Guaranteed, a two audio-cassette program on building a business through effective customer relations, is $39.95 from Caddylak Systems, Dept. PZ, 60 Shames Dr., Westbury, N.Y. 11590.

Shake The Cedar

Three new technical brochures on cedar shake over shake applications, new construction roofing and fire-retardant, pressure treated shingles and shakes are free from the Cedar Shingle & Shake Bureau. Ste.275,515 1l6th Ave. NE, Bellevue. Wa. 98004.

Wood Products Almanac

The Forest Industries North American Factbook, a 2nd annual, 300-p. softcover compendium including production figures, directories and other data, is $97 from Forest Industries, 500 Howard St., San Francisco, Ca. 94105.

TheRightSalesQuestions

"The Sales Question Book," a guide to structuring sales from the first hello to closing the deal, is $99 from Personal Selling Power, ll27 International Park' way, Fredericksburg, Ya. 22405.

Wood Doctor's Orders

"Protect Your Wood With Borates," a pair of videotapes on treating wood against pests, is available from USDA Forest Service, Forest Pest Management, Box 2680, Asheville, N.C. 28802.

Wood Finishing Guide

Wood Finishing with George Frank, a hardcover manual with 80 full color illustrations, is $19.95 from Sterling Publishing Co., 2 Park Ave., New York, N.Y. 10016.

AllAbout Asbestos

Asbestos in Buildings: Wat Owners & Managers Should Know, a 38-p. booklet, is free from Safe Buildings Alliance Booklet, Ste. 1200, 655 15th St. NW, Washington, D.C. 20005.

New Panel Styles

"New Wall Styles - Decorating with Plywood Paneling" is free from the Plywood Paneling Council, 1633 Broadway, New York, N.Y. 10019.

Over Alarmed

For more information on New Products write The Merchant Magozine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

Please mention issue date and page number so we can process your request faster! Many thanksl

Over 490 security and alarm products are featured in a free 32-p. catalog from Mountain West Alarm, (800) 528-6169.

Door Display Directory

A 12-p. brochure on a full line ofdoor displays is free from Castlegate, Box 76, Pittsburg, Ks. 66762.

GIASSIF!EE ADVERTiSEMENTS

I AM experienced in lumber yard operation

Seek management level position with either start up of new yard or position with existing firm heavy to contractor sales. San Francisco Bay Area/Northern California. Reply to Box 590, c/o The Merchant Magazlne.

SOUTHERN ORf,GON Building Supply & Home Center looking for experienced commodities buyer. Duties include inventory management & contractor sales. For details call Richard Grow (503) 884-3144.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $50 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Megrzine, 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92660. Make checks payabletoTheMerchrntMrgazine. Mail copytoaboveaddressorcall (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

ANDERSEN DISTRIBUTOR has an immediate opening for two experienced persons: Architect Specialist and a Sales Manager. We sell a two step market and represent Andersen, Arcways, ODL, Perma-[)oor, Maywood, and Nicolai in Arizona and Las Vegas. Call R.M. Taylor (602-254-6104), Arizona Millwork, lnc., Phoenix, Az.

NORTHERN California Wholesale Distribution Yard has outside sales position open, wholesale experience preferred. Contact Kent Bond or Jeff lloward at 007) 894-4281 or send resume to: All-(loast Forest Products, lnc., P.O. Box 9, Cloverdale, Ca. 95425.

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LOOKING FOR PONDEROSA PINE WIDE BOARDS?

WE HAVE THEM AVAILABLE FROM 14'TO 42" IN 414 & 5/4 THICKNESS, LENGTHS AVAILABLE IN 6716'ON 1'MULTS OR CUTTO-LENGTH. SHRINK-WRAP AND POINT OF PURCHASE INSERTS ARE AVAILABLE. QALL OR SENp YOUR TNQUTRTES TO: TREE PRODUCTS ENTERPRISES P.O. BOX 280 LAKE OSWEGO. OR 97034 (503) 635-9931 FAX 503/636-1180

TIMBERS

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

Complete mailing addrcss of the heodquarters or generul business oflices of the publishers, 4500 Campus Dr., .Suire 480, Newpoil Beach, Orunge County, Ca. 92660; 6. Names qnd complete mailing addrcsses el publishet, editor, and managing editor; EtlitorPublisher, David Cutlet, 4500 Campus Dr., Suire 480, Newport Beach, Orange County, Ca. 92660: 7. Owner 0l owned by a corporution, its name and address must be stated and also immediatelv thercunder the names and addrcsses ol stockholde5 owning or holding I percent or more ofiotal amount ol sto*. lf not owned by a torporulion, lhe names and addresses ef the individual owners must be given. If owned by a partnership or olher unincoryoruted firm, its name and address, as well as that of each individual mul be given.) The Merchanr Mogazine, lnc., 4500 Campus Dr., .Suite 480, Newpott Beach, Orange County, Ca. 92660: David Cutlet, 4500 Campus Dr., Suite 480, Newpoil Beach, Orunge County, Ca. 92660: 8. Known bondholders, moilgqgees, and othet security holden owning ot holding I pe(enl or more of lolal amount ef bonds, mongages ot other secutilies (lf lherc are none, so state) None: 9. Not applicable: 10. Extent and nature ofcirculation; A. Total no. copies pilnted

no. oftopies of single issue published neoresl rc rtIng date, 215: 2. Mail subscriptions: averuge no. copies each issue duilng pre<eding l2 months, 3305: q.lual no. ol.opies oJsingle issue published nearest tolilingdate, 1290: C. Total paid and/ot rcquested ( it(ulation (sum qf l 0 B I and I 0 82 ): average no. copies ea. h issue duilng preceding I 2 months, 3605; ailual no. of copies of single issue published neorest to liling date, 1505: D. Free distribution by mail, canier or other means samples, complimentary, and otherfree copies: ayeruge no. epies each issue dwing preceding l2 months,400: actual no. ofcopies of single issue published nearcst to liling daIe, 5 I 5: E. Total disttibution (Sum of C ond D): averuge no. copies each issue during prcceding I 2 nonths, 4005: actual no. of copies of single issue published nearcst to./iling date, 4020: F. Copies not distributed; I Ofjice use, left-over, una<counted, spoiled aftet printing: averuge no. copies each issue during preteding I 2 months, 95: attual no. oJ rcpies ol single issue published nearcst to filing dore, 80; 2. Returnsfrom news agents; not applicabte: G. Total (Sum ol E, Fl and F2 should equal net prcss tun shown in A); average no. copies eadl issue duting Needing l2 months, 4,100:

MATTISON 276 moulder. See it run.

$18,000. XL Model 208 ripsaw: $5,000. Clark 5000-lb. propane forklift: $2,000. lrerrari-type offbearer machine: make offer. Ask for Jim, /6t9\ 744-4700.

SPECIAL DEAL! Short pine mouldings. frollis Millwork. (619) 744-4700.

ACQUISITIONS AVAILABLE

No. 231Il-UMBF.R & BUILDING SUPPLY COMPANY - Central California Coastal Area. $250.000 cash flow on sales of $3.3M. High degree of leverage. 3 acres w/buildings on commercial zone. Motivated seller.

No. 9266 - BLJILDING SI-JPPLY/HOME

CENTER'88 est. sales $18M. pretax cash flow $1.25 M. Multiple locations in Northwest. Includes real estate. Over $7M in equity, allowing substantial leverage.

No. 13338 - wOOt) PRODLJC'TS MFRQuality construction products mfr. located in Pacific NW. Projecting $3M in sales this year. ('ompany historically showing steady growth. Significant upside potential in new product areas. Real estate available.

Please reply with background to: T. King, PO llox 7069, Newport Beach, ('a. 92658 or [;A X 7 I 4/979-501 ..]. bkr.

HERITAGE

BUILDING SYSTEMS

1-800-643-s55s

NATIONWIDESALE

Commmlrl st*l bulldlng! bsturlng sy boli up 8!Embly. 2Gyear mmnty 20# of @lq mlb. cngl|w lttmped permtt ddl.U!, wlth 3(xl0 !t rdud da mllable. FOB lactory. Callb. prbc qwiG. snd FREE b@hu6.

AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 7 7 5-2544,(2 I 3) 83 5-567

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland, Or.97212, Attention John Matschiner, Real Estate Manager. (503) 232-718 I All inquiries kept confidential.

|||e flfls cal|$ uil]| lI|0 il0 PR0r[$!

FAMOWOOD

is the PR()FESSI()ilAL'S Att PURP0SE PIASTIC

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!

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterproof and. ano wrll up sanoer. waterpr weatherproof when properly applied.

*e"ffllf.:" 16 matching wood colors

COMPUTER 50LUTION5

Comouter solutions for the lumber industry. Wholesale, retail, manufacturing and freight management. Call or write Penberthy Micro Systems, 39 Willowgrove, lrvine, Ca. 92714. Phone: (7'l 4\857 -2207.

LOCAL LUMBER hauling S<.ruthern California roller bed truck and trailgrs and bobtails radio dispatched. Rail car unloading at our spur in Long Bcach. 3C Trucking (213) 4224426.

COMPUTER SYSTEMS AND PROGRAMS MULTI.USER/PC/,)(T/AT/M IN I

Accounting

Financial Distribution lvhnufacuring ON

genlnl W InllAalp Lunrbp,r

Hem-Fir Hemlock Douglas Fir

GREEN or DRY . DIRECT MILL SHIPMENTS . LCL o CARGO o

RAIL . TRUCK & TRAILER o PRESSURE TREATED LUMBER Yard & Offices: End ol Alrport Rd. P.O. Box 723, Ukiah, Ca.95462

- SOUTH ERN CAII FORIiI IA_ LOSANGELESAREA

BUVE M]S'

SAN FRANCISCO BAY

Canfor U.S.A. Corp.

Capital Lumber Co.

Carcll Moulding Co.

Cascade Empire co.

Certilied Coatings

EI&EI Wmd Prcducts Corp.

Far Wesl Fir Sales

Fontana Wholesale Lumber

Fountain Lumber Co., Ed

Frmman & Co., Stephen G.

Fremont Forest Products

Ganahl Planing Mill

Georgia-Pacitic Corp. (Anaheim)

NORTHERN AND CEI{TRAL GAL|FORN|A_

... (714) 943-2818

eeiriii piiiric (uiia Loma) ..

Gmrgia Pacilic (Riverside)

Golding Sullivan Lumber Sales

Hsperia wholesale Lumber

Hiogins Lumber Co.

Induslrial For6l Products

lnland Timber Co.

International Foresl Products

Johnslon Hardwood Inc.

Jones Lumber Co., Slu

Jones Wholesale Lumber Co.

Kelleher Corp.

Koooers Co., Inc.

L-P Distribulim C€nter ....

L-P Waleil0od/lnnerseal

Laminated Timber Seryices Inc.

Mac8€ath Hardw0od

Mariner's For6l Producls

Marouart-Wolle Lumber Co.

Mesa Forcst Products Newport Planing Mill, Inc. oregon Canadian Fo6t Prcducls 0l Calilomia

Pacilic Lumber Co. Pacific Madison Lumber Co. . ....

Pail Lumb€r Co.

Penberthy Micro Syslems Product Sales Co. Rancho Hardwoods R*l LumberSeruice.... Reoal Cuslom Millmrk

utunrS San Anlmio Pole Co0st. Co. ....

cltElt^u8

Cascade Hardwood

ffiUIEE BUVE M]S'

pActFtc NoRTHWEST STAT ROCKY MOUNTATNS_

WASHII{GTON

Columbia Harbor Lumber C0.

c0tnu.E

Vaagen 816. Lumber, Inc.

r(ltArNl

R.S.G. Forest Products

KETTllIE

PGL Euildino Products..........

0sErTtn sEtn[E/Itcom mEl

American Plywood Association

Beadex Manulacturing C0.

Brady International

Eurns Lumber Co.

Georoia-Pacilic Corp. (Tacoma)

Gmrgra-Pacilic Corp. (Seattle)

Hub City Seattle Terminals

PGL Buildino Products (Auburn)

PGL Building Producls (Marysville)

PGL Burlding Products (Alaska Div.)

Loth Lumber

McFarland Cascade (ln Wa.) (800) 521-2131

Northomst Bedwmd & Cedar Co

Simpson Timb€r Co. ...

Tumac Lumb€r Co.

Western Turnings & Stair

Weyerhaeuser Co. (Seattle)

Weyerhaeuser Co. (Tacoma)

sP0t0rE

8€rger & Co.

Georgia-Pacific Corp.

Weyerhaeuser Co. (ln 0r., ld., Mt.)

At EAI{Y

CanlorU.SA Cofp.

c00s 8tY

OREGON

Conrad Wmd Preserying Co. (503) 756-2595

Coos Head Lumber & Plywmd

Sause Bros. ocean Towing

c0ntlAU.rs

Brand S {800) 547-3401

oiamond-B Lumbef Cg. (Philomath)

Mitit niueiLurueibo. -. .-. 'tsott zsz-oae

NorthgaleLumberCo.

EUGEl{E/SPNIilGFIEI,O

oiamond Wmd Products

Ffemonl Forest Pfoducts

Georqia-Pacific Corp.

Hirt & Wood Lumber Co.

Jasper Wood Treating

Leavitt's Fr€ight Seryice

Lumber Products

McFarlandCascade....

McKenzie Trading Co.

Rolando Lumber Co.

Weyerhaeuser Co. .. (outside0r.).......

Joltlr oAY

John oay Lumber Co. itE0F0R0

PGL Euilding Products....

Snavely Forest Products

CREIIER P(INIUTll IREI

Allwood Industrials, Inc.

Caffall Brolhers

California Lumber Inspection Service

Cascade Empire Corp.

Cole & Assmiates, John T.

oisdero Lumber C0.

Estacada Lumber

F&L Lumber |nc.

Forest Fiber Products Co.

Friesen Lumber Co.

Fullmer Lumber C0.

Furman Lumber, Inc.

Georoja-Pacific Corp.

Gregory Forest Producls

Hampton Lumber Sales Co.

Hub City Portland lerminals

Kuzman Forest Producls

PGL Building Products.......

Louisiana-PacilicCorp.

Lumber Products

Penberthy Lumber Co.

Pope & Talbot

Sause Bros. ocean Towing

SCR Incorporaled

Trans Pacilic Export (TransPac) Treesource

COLORADO

@tsITqAR[trS

Ken Gohrick, a sales specialist at PGL Building Products, Auburn, Wa., died of head injuries sustained in a motorcycle accident Sept. l, 1988. in Seattle. Wa. He was 57.

Born in Stanley, N.D., he worked as assistant manager for Paul Bunyan Lumber, Anderson, Ca., before joining PGL in 1972.

Mr. Gohrick is survived by his widow, Helena, two daughters, one son, and two sisters.

Home Center

(('ontittuetl Jron page 24)

Cranted that items such as these will not bring in the total sales budget lor the week, they will increase the readership of the ads and attract those readers who are shopping for basics. It is items such as these that help a store to establish their dominance in a product category.

Walk your own aisles to find unusual candidates to promote. lf you can't find any in stock, there's a good possiblity you're losing touch with your customers.

ADVtrRTIStrRSO IEIDtrX

Hardwood Plywood Fall Meet

More than 245 hardwood plywood and veneer manufacturers, prefinishers of hardwood plywood, and suppliers to these industries gathered at the Loews Le Concorde Hotel in Quebec City, Quebec, Oct. 5-8, 1988 for the Hardwood Plywood Manufacturers Association's fall meeting.

The gavel was passed from board chairman Gene Nelson, GeorgiaPacific, Atlanta, Ga., to Clay Howell, Howell Plywood, Dothan, Al., who will take over as HPMA chairman of the board in January.

The following new members, secured since the 1988 Spring meeting in San Antonio, Texas, were welcomed by the membership: Alexander-Harris Co., Inc., Pelham, Ga., Contact Lumber, Portland, Or., Duespohl North America, Inc., Orillia, Ontario, Fibreboard Corp., Concord, Ca., Kentucky Veneer, Smithfield, Ky., Lake Jericho Veneer, Inc., Smithfield, Ky., Laminating Services, Inc., Louisville, Ky., Sieling and Jones, Inc., New Freedom, Pa., Specialty Plywood Inc., Fullerton, Ca., Timber Products Co., Medford, Or., and Willamette Industries, Inc., Rock Hill, S.C.

HPMA members will meet for the spring conference at the Westin La Paloma, May 10-13 in Tucson, Az.

Future Dates

Check our Calendar on page 20 lor information on upcomrng conventions, meetings and trade shows In your region.

Now coming to you

STAMPEDWITH PRIDE

45 carloads a day heading to market stamped with our new RSG logo. We say "stamped with pride," Pride in the quality and consistency : of our products, pride in .: = the knowledgeable pro- ffi fessionalservice our

customers have come to expect. Size, capacity, production flexibility and technical innovation make the difference. You can count on RSG.