Merchant Magazine - November 1990

CeWro Sidhg

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 job 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 performance where it counts...on the job. Consistent machining, breadth of line, protective packaging, and in-field customer service make CedarPro Siding a product you can trust from a source you can depend on.

Pleose see poge 64 for o lisl o{ CedqrPro distributors

her big or small, complex or simple, the first thing you see you pull in the driveway is the outside of the house.

Skookum's Knotty Western Red Cedar Siding projects the handsome, durable image you desire. Warm, earthy, rich... must be expensive. Not so! Comparisons show it to be only slightly more per house than panel and artificial sidings and considerably less than clear cedar ofthe same size. Natural wood siding also increases the resale value of the house over that of lesser products.

Skookum's use of young growth logs and unique processing methods are the ingredients necessary to achieve the appearance and performance desired.

Let one of Skookum's many siding patterns bring out the best in your home!

Ask your distributor about Skookum Sidings or phone us for information about the nearest source of supply.

WB when1!prytob II$O\MSUp e ?

A Georgia-Pacific redwood tree-and more.

It'll be one of the prettiest and mostr,arsatile woods in the world: smooth, straight, richly colored.

It'll be Green Redwood, Douglas Fir or Hem Fir: a renewable resource that lends its natural beauty to any setting.

It'll be rustic redwood siding, sappy colrllnons, or gar&ngndelumbe4 kiln dried, airdried, milled with precision at G-P's Ft.Bragg mill. And it will be professionally graded by RIS rules.

And its beauty will end up enhancing a deck, a

fence, a house-and your bottom line.

For your redwood customers, droose the redwood that has werything going for it: looks, promise, and a fine hmily nalne. Choose G-P redwood. A member of the California Redwood Association.

For more inficrmation, call the Ft. Bragg mill, (7O7) 964-0281, or the G-P Distribution Center nearest you.

i#

The principle behind our theory is relatively simple. P (profits) equal quality products and service.

When you call All-Coast you get quality products. We supply only the best materials available. As for service your order has top priority. Our staff of professionals makes on-time delivery happen. With distribution centers in Chino and Cloverdale, we get orders out faster than most other places.

We cut to length and ship Glulam Beams within 24 hours. lndustrial and Architectural Glulams in sizes from3'16x9to 83/ x 19.5 with lengths up to 60 ft.

Our specialty is Douglas Fir timbers, from 2 x 4s through 18 x 20's. Redwood timbers, too, from 4 x 4's through 12 x 12's, by the piece, milled to specification.

Quality materials include treated wood to help prevent termites and decay, also Dricon firetreated lumber and plywood.

part of our inventory. Highquality Cedar for great pattern stock.

Redwood uppers, Pine board and patterns, fencing and Hardboard are among the many other products we carry. With All-Coast's huge, diversified inventory and very competitive prices you don't have to be an Einstein to envision the potential.

Call us today to profit from our theory. Ask for mathematical genius Mike Nicholson (in photo) or one of our other super salesmen.

DAVID CUTLER editor-publisher

Glean Up Your Act!!

I T'S BOTH puzzling and disgusting that too I high a percentage of lumberyards and home centers look like dumps. With some it's the exterior, others the interior. Often it's both.

Why is this? Aren't these the same people who are trying to sell the beauty of remodeling, the joys of home improvement? It's like a 300 pounder trying to sell you a diet program. Or a beauty parlor run by liver-spotted, wrinkled old crones. A 98 pound weakling trying to peddle Nautilus frtness equipment.

Of all the businesses in Anytown, USA, the retailers of home improvement products and materials should have the best looking stores. It should be, but too often it just isn't so. If a bunch of minimum wagers at McDonald's can keep their store clean and spotless, what's our industry's excuse?

Exteriors too often are blemished with flaking, faded paint, yet inside, paint is for sale. Entries are cluttered and unswept. Yet indoors

trash cans and brooms are for sale. Weeds abound in the parking lot. Inside string trimmers are offered as a sale-of-the-week item. Similar horrors haunt the interior.

Two things are in order here. The first is obvious. Clean up the place. Make it as spickand-span as possible.

Next, take a step back to try to look at the place as if you had never seen it before. Is the outside inviting, bright and fresh? Does the exterior say here's a leading merchant in the area, one who knows what he's doing? Is there a pattern and layout to the interior? An overall design that reflects thoughtful planning and careful installation of displays, counters, gondolas and all the rest? Customers want to have a pleasant shopping experience. Notto wrestle a dusty purchase off a grubby shelf.

Take a look at your place of business with new eyes. Then tell yourself honestly whether you pass or fail.

Are you getting what you pay fota?

ll, HAT happens when an order lU of lumber arrives at your yard? Do the yard men unload it and put it in stock or do they check it carefully against the purchase order and invoice to be sure it is the lumber that was ordered?

You'll prevent mistakes and lost dollars if you train each new hire and makecertain that all present employees can identify and verify the material ordered by species, size, moisture content and grade stamp. The Western Wood Products Association, which teaches the basics in seminars for retailers, recommends the following steps.

First determine the size classification. Lumber is divided into three size categories based on nominal thickness: boards are generally one inch thick; dimension, two to four inches thick; timbers, five inches and thicker. Most of the lumber in dimension and timber categories is considered structural.

All lumber used structurally is required by the building codes to be identified, usually by a grade stamp. The code also requires that the grade stamp be of an approved grading or inspection agency. An approved agency is one that's certified by the American Lumber Standards Committee. Each official grade stamp contains the same five basic parts.

The stamp must contain the logo ofan approved grading agency, such as the Western Wood Products Association. All agency logos are registered trade marks, indicated by an "R" in a small circle next to the logo. If it doesn't have the logo, it is not a valid grade stamp.

Mill identification will appcar orr every grade stamp in the form of a mill name or number. Using this information, the lumber can be traced to its origin if necessary.

The official grade name or number to give positive identification of the grade of the lumber is also part of the stamp as is a species mark to

Story at a Glance

How to check in lumber de liveries how to identify species, size, grade, moisture content.. proceduresforquestions getting a reinspection.

identify the species or species grouping.

The stamp also will indicate the degree of seasoning. One of three industry moisture content designations will indicate how dry the lumber was

The Merchant Magazine

without grade stamps if specified for appearance reasons on a large job. Since the codes require that all lumber be identified, special arrangements must be made through the inspection agency for an inspection certificate which certifies the grade of the material without it having been stamped. The certificate must remain with the shipment until it has been approved by a building inspector.

If, for any reason, the lumber received appears to be not the grade, species or moisture content ordered, there is a right under the grading rules to call for a reinspection. Before calling for a reinspection, however, a careful check of the lumber against the purchase order, mill acknowledgement and invoice should be made. These three documents take precedence over the purchase order. After collecting all the information from the grade stamp, purchase order and invoice, you should call your wholesaler first to resolve the situtation.

0ESlGl{ATl0t for moisture content of the lumber when manufactured @ indicates it is Patent Office.

at the time of surfacing: S-GRN, above 190/o; S-DRY, maximum of l9o/o; MC-15, lsoh maximum. Southern pine is the only species for which the designation "KD," standing for kiln dried, is used on the grade stamp.

If any single element of the grade stamp is missing, or if it looks odd or unusual in any way, a yard man should immediately question it and bring it to his supervisor's attention. Otherwise, building officials may end up rejecting lumber the store has sold, causing contractor customers to go elsewhere.

Structural lumber can be shipped

SPEGIES mark.

Most problems and misunderstandings are taken care of at this point, but if you still can't get it resolved to your satisfaction. call the inspection agency. Ifa reinspection is called, a lumber inspector from that agency, not from the mill, will visit the yard to reinspect the lumber.

Reinspections, however. are rare occurrences. As a rule, the lumber you receive will be the size and species ordered with the correct moisture content and proper grade stamp. However, it is necessary to be sure that those handling it are able to identify and verify this. Mistakes can lose both customers and dollars.

GRAI!Il{G agency logo. registered with the U.S.

Worst case scenariot no western wood

By Troy Reinhart Executive Director Douglas Timber Operators Inc. Roseburg, Or.

home construction would be a double shock to the retail sales market.

The balance of trade must be considered. Trade has a direct impact on the amount of available supplies and cost of borrowing money. Increased disparity in the balance of trade will result in less capital available for lending, causing increased interest rates and less demand for lumber products.

T HE western forest products industry is under attack I by a movement which wants to limit, even eliminate, our opportunity to manage our private and public forest lands. Environmental special interest groups including the Audubon Society, Wilderness Society, National Wildlife Federation and others have a $250 million budget which they use in filing lawsuits, funding grass roots organizations and publishing misinformation about forest management.

These attacks, lawsuits and propaganda are putting a vise on the western forest products industry. More and more companies are looking to other regions and nations for their lumber needs.

While a large percentage of the softwood lumber consumed in this nation comes from the West, there are alternative sources. Canada, the southern and northeastern states and even the Soviet Union may be able to make up the 300/o to 600/o shortage. Nevertheless, these alternative supplies will come at a cost to both the retailer and consumer.

In the short term, wood fiber and lumber needs can be met by Canada, but how long will these supplies last? Canada has not been harvesting on a sustained yield basis (never harvesting more than they can grow), as we have. Many forest economists estimate their lumber supply will be greatly reduced in the next decade.

Buying lumber from outside sources will cost jobs and reduce the earning power of the American worker, resulting in decreased demand for building materials. Less disposable income will impact the ability to build homes. Smaller, fewer homes will be built, diminishing lumber demand.

Home starts have decreased and stagnated in the last several years, but lumber demand has remained steady, because of the desire to build larger homes. A decrease in housing demand and a reduction in the lumber used in

Lumber supplies from other regions in this country are in question. The same environmental special interest groups are at work in these regions. They are using many of the environmental laws passed in the late 1960s and early 1970s to shut down the forest products industry. The Endangered Species Act, National Environmental Policy Act and the National Forest Management are being used in ways the authors never intended.

Environmental special interest groups have targeted wildlife species in every timber producing sector to stop forest management. Reducing raw material results in a decrease in finished lumber for sale and higher prices for both the retailer and the consumer.

Story at a Glance

Higher lumber prices alternative supply shaky drastic impact on buildang economy.

Alternative building materials will come into play as the lack of supply removes the competitive advantage of wood products. Steel, cement, brick and possibly even plastics will be utilized in the home construction and remodeling market which now consumes 70% of the wood fiber in the United States. These materials will come at both an economic and environmental cost to the consumer. Wood products are the only renewable resource used in housing and construction. Many alternative building supplies depend on foreign sources (oil for plastic and steel) or are under similar environmental pressures from preservationist groups (mining).

Retailers should be concerned about supplies not only from the west, but from other parts of this country and the world. The nation already imports 30% of its lumber from foreign companies, thereby increasing the risk of shortages and cost impacts. A national policy of supplying timber for the domestic housing market must be realized above environmental special interests which wish to set timber aside, never to be managed.

Selling structural lumber

PROOUCT GRADES-Nos. In ( ) nfer to WWPA Gndlng Rulcs Soctlon Nor.

This category for use where high strenoth values are not requirod; such asstuds, plates, sills, cripples, blocking, etc. Oables 1, la, and 1b).

An optional all-purpose grade limited to 10' and shorter. Chanctoristics aflectin0 strength and stiffnes values are limited so that the "Stud" grade is suitable for all stud uses, including load bearing walls. (table |2x 2 through 4x4, Table 3- 2xO through 4x6.)

These grades are designsd to fit thoso engineering applications where higher bending strength ratios are needed in light framing sizes. Typical uses would be for trussss, concrete pier wall forms, etc. Oable 2.)

These grades are desrgned ospecially to fit in sngineering applications tor lumber 5" and wider, such as ioisb, ralters and general framing uses. Oable 3.)

llt HAT is western structural Ul lumber? How is it differenr from other lumber? These are tough d-i-y questions that you must be able to answer.

Structural lumber is graded primarily for strength rather than appearance. It is usually a nominal 2" or thicker, distinguishing it from board (1") and timber (5" or more) categories.

Structural lumber is used f,or construction framing. Building codes say where and how it can be used. Structural lumber has strength values assigned to the different grades by sophisticated testing methods. These are published in design value tables for the use of designers and engineers. Design values (such as Ft, Fc) describe the strength of structural lumber under various conditions.

The majority of structural lumber sold at retail is dimension lumber (2" to 4" thick) standardized for size and grade. If several pieces of dimension lumber are of different species, but the same size and grade, the grade limitations and allowable characteristics will be the same. The only difference will be in the strength.

Dimension lumber is framing lumber 2x2 through 4x16. It is divided into four size and use categories: Light Framing (2x2 through 4x4); Studs (2x2 through 4x6, l0' and shorter); Structural Light Framing (2x2 through 4x4, but of different grades than Light Framing material): Structural Joists and Planks (2x5 through 4xl6). (See accom-

panying chart.)

Using this information, what do you sell to the customer doing general framing on a residential project and wanting construction grade 2x4s?

Most 2x4s for this application come from the Light Framing category (2x2 through 4x4). In the grades column on the chart, Construction is just above Standard and Utility, but the industry practice for shipping light framing 2x4s is to combine the top two grades in a mixed shipment of Standard & Better. As far as your customer is concerned, he usually won't need the Construction grade and will appreciate the money saved with Std & Btr.

On the other hand, if you sell Economy grade for all studs, don't sell that grade for structural application. lt's fine for furring strips, blocking, nailers and even dog houses, but it won't be accepted by a building inspection department in permanent structural applications.

Some retailers stock 2x4s or 2x6s graded as Studs, often precision end trimmed to a specific length, such as 92-5/8" or 93-l /2" These belong to the Stud category, limited to pieces l0' in length. Stud is the single grade.

What if someone asks the difference between a Std & Btr and a Stud grade 2x4? Stud is an optional grade limited to l0' in length. Std & Btr has no such limitation. Since both are graded differently, design values differ. For most situations. Std & Btr

and Stud grades are the same, but check with your customer before substituting.

Some 2x4s have higher strength properties than grades of Standard and Construction. These are usually not stocked by retailers, but are sold directly to truss manufacturers.

SLF means Structural Light Framing category (2x2 through 2x4), the same size as Light Framing, but with different grade names.

No. 2 2x4s are a high grade product with limited availability. If a customer asks for them, don't substitute Std & Btr. The two grades look alike. but the No. 2 is much stronger.

Joists. rafters. window headers (wide dimension lumber) come from the Structural Joist & Plank category. Most wide dimension lumber is shipped as a mixed grade shipment. The industry practice is to ship the top three grades together in a No. 2 & Btr shipment. No piece will be lower than a No. 2; some pieces will be a higher grade (No. I or Select Structural) and will be stamped that way.

Story at a Glance

Basics of selling structural lumber. size and use categories, grades, design values. solutions to selling problems.

Ways to properly store and handle lumber

lA USTOMERS, both contractor V and d-i-y, sometimes complain about the quality of the available lumber.

Proper storage and handling are the best ways to assure that lumber keeps its value. A neat, well organized yard or lumber section will keep customers coming back to buy material which they perceive as being better because it's handled with care.

There are three primary goals for western lumber storage. The first is maintaining easy access to your stock so you can get what the customer needs quickly, easily and safely, saving time and money. Easy access also allows you to rotate the stock so that the first material in is also the first material out, keeping the quality of your stock high by not allowing the lumber to weather needlessly.

The second goal of good lumber storage is to keep the material clean and bright. Keep it out of the dirt and off the ground on stringers, where it won't get dirty or be stepped on. Also, keep it under cover or wrapped when possible so it won't be rained on or splashed. An added benefit here is that if you keep the lumber clean and bright, it will usually stay dry as well.

The third and probably most important goal of lumber storage is dimensional stability. This will be accomplished automatically when you control the moisture content of the lumber and keep it dry. Dimensional stability means minimizing shrinkage problems, customer complaints, and warp, crook, bow and twist, all caused by moisture content change. How is this avoided? Let's take it by category, beginning with green lumber.

Normally received unprotected and solid stacked (i.e.. without stickers), green lumber can be stored outdoors without protection in cool weather for short periods of time. Stock rotation is critical. If stored over standing water or in warm, humid weather, solid-piled green lum-

ber will begin to deteriorate.

The earlywarning signs of deterioration are stain and mold, with decay setting in later. This is called "pile burn," and the worst cases usually occur in the center of a stacked unit. To correct this, the lumber should be re-stacked, stickered, and allowed to dry. This will kill the mold and stop any decay that may have started.

A better solution is to prevent pile burn by stickering any green lumber that's going to be stored for awhile. This allows air to circulate around the pieces, preventing mold or decay. It also allows the pieces to dry evenly, minimizing warp and degrade.

If green lumber freezes, the moisture is trapped in the wood and it will not continue to dry until it thaws. That may be in the spring, or when the lumber is moved into a heated building.

The circumstances surrounding treated wood are different. Although there's no worry about mold or decay, it still should not be stored outdoors. It should be treated like any other premium product and placed under cover. It will lose value if it twists and warps in the rain or the hot sun.

Timbers are always sold green or unseasoned, so they will be in varying stages of seasoning when delivered. For best results, they should be stickered every course for air movement through the unit, thus allowing all four sides to dry evenly. To minimize end checking, timber ends should not face into the prevailing winds. Customers whoare concerned about end checking should be advised to paint or seal the ends.

Dry lumber will usually be shipped protected from the weather by paper wrap. That's the way it should be stored in the yard as well. Dry lumber tends to pick up moisture from the air, but proper storage practices minimize that. Lumber that's shipped paper-wrapped can yard well

outside if the wrapping stays in place. Any tears in the wrap should be fixed as soon as they're noticed.

Plastic wrapping is a different story. It can't "breathe" like paper wrapping can. Consequently, if it's left on too long, ground moisture can find its way into a stack of plastic wrapped lumber and be trapped there.

Dry lumber should never be stored outside unprotected because it will regain moisture. If it does, the effort and expense put into the drying process are wasted. Dry lumber can best be protected by storing it in either an open shed, closed shed or enclosed heated shed. The drier the lumber and the higher the grade, the more protection it should get. Finally, dry lumber should be solidpiled, to reduce moisture regained from the air. Moulding, trim and other premium products should be stored vertically.

Observing these precautions in storing lumber will build your reputation as a merchandiser of top quality lumber and lessen the importance of price.

Story at a Glance

How to take advantage of prop er storage and handling tips on keeping lumber clean, bright and dimensionally stable. .. specific needsof each product.

CLEAT{, bright lumber, the result of proper storage, pleases customers and brings repeat busi ness.

P

S o'

A.

IIOST employers trusr their emlUl ployees and most employees are trustworthy, yet the Department of Commerce estimates U.S. businesses lose over $53 billion a year to employee theft.

In addition, over 750/o of internal theft goes undetected. "Employers are too trusting when it comes to employee theft," says John D. Case, a San Diego, Ca., security consultant. "Most managers have a tendency not to believe their employees steal. They often overlook some telltale signs of thievery, attributing them to carelessness, incompetence or even loyalty."

The most effective and positive means to prevent theft, according to Case, who does numerous security seminars for lumber and building material dealers, is not to distrust your employees, but to remove the opportunities for theft.

Internal theft can have disastrous results on the profits of a company. Stopping any loss from pilfering to larceny can increase income.

Prevention begins with three steps, Case advises. First a store owner or manager should do a security review/audit, identifying risks and assigning a value to each. These risk factors should then be used to establish priorities for eliminating exposures.

The second step in Case's methodology is to educate supervisors and employees on the negative impact of theft, emphasizing the effect on company stability, pay increases and promotional opportunities. Having the majority of the employees on

Employee theft is a $53 billion loss €d b>t

management's side will often hinder or reveal those who are dishonest. Case adds.

The third step he recommends is the development of a formal loss prevention/security program including pre-employment screening. security awareness training, periodic security audits, security policies/procedures and prompt response to actual/suspected situations.

Overall, the main objective is to minimize the opportunity for theft within the business. Theft occurs. Case explains, when the "dishonest individual recognizes the opportunity for theft before the honest person."

From his 25 years of experience, Case has developed a list of almost 100 clues and hidden signs of theft often overlooked by the average store owner or manager. He has published them in a booklet entitled "How to ldentify Dishonesty Within Your Business," which he sells by mail for $5.45. Requests can be sent to John D. Case & Associates, 3510 Park Blvd., San Diego, Ca. 92103.

Employees looking for opportunities to steal from a business frequently reveal themselves in their behavior. Briefly, the chronic rule breaker, the faithful employee who never takes a vacation, the big spender, the person moonlighting with his own business, the gambler, the drinker and the befriender of shady characters all have characteristics of potential thieves.

Certain documents and records can flag out chicanery. "Lost" purchase orders. discrepancies in sig-

natures, frequent alterations, excessive register voids, returns or shortages, missing inventory, decline in profits despite increasing or stable sales are happenings worthy of investigation.

Story at a Glance

Detection of intemal theft. actions, characteristics, happenings that are early warning signs. prevention tips.

Merchandise found in areas where it should not be, unauthorized computer changes, lost keys, unlocked doors. failure of the alarm system and similar events can signal theft as vividly as a jimmied window. Employee actions such as insisting on bringing backpacks or coolers to work, parking near the loading dock, taking out the trash or always waiting on certain customers, friends or relatives may be indications of internal theft.

Many times people from outside the business will tip off management to an employee selling merchandise from his garage or at a swap meet or providing building materials to friends or family at little or no cost.

The alert manager or owner will be aware of these subtle signs and open to information from employees or customers. To ignore the danger signs of internal problems is foolish.

WITAT'S INANAME? -floor JJOISTS & MICRO=LAM' I,AIVIINATED \TENEER LI]MBER

by ]fl TBUSJOISTCOHPOHATION UA a division of TJ International

When you ask for the Silent Floor@ joist system and MICRO=L,,AM@ laminated veneer lumber by name, you're getting much more than just an I-joist and laminated veneer lumber. You're getting an experienced organization that is totally dedicated to satisfied customers. Through Sequoia Supply, in Fairfreld, California, only Tbus Joist Corporation offers:

Time-tested engineered wood products. A large full-line inventory.

Complete Northern California and Northern Nevada support in training, sales, and engineering.

Lifetime quality guarantee.

A proven 2D-year history of manufacturing and support of TJI@ joists and MICRO=I"AM@ LVL.

So when your needs call for structural wood products, go with the proven leader. Ask for Silent Floor@ joists and MICRO=LAM@ LVL by name!

/F\ RAND OPENINGS! Crand

\ll Re-openings! Home Improvement Fairs! Why are some jammed with people spending freely, while others have sparse attendance?

Atmosphere, activities, attractions and advertising make the difference, explains Bill Guzardo Sr., president of Market Builders, Kerrville, Tx., who has been staging events ofthis kind for over l0 years. "Something for the entire family and something happening every hour of the day."

Story at a Glance

Grand opening guru shares success formula. people want bargains, product demonstrations, door prizes and entertainment, in that order. advertising, excitement and good buys mean financial success.

He cites a survey of four different markets to determine attendance. "The results were the same each time so I feel comfortable using

them. People rate value first, information (product demonstrations) second, door prizes third and entertainment fourth."

Using these guidelines, Guzardo has developed a strategy combining advertising, demonstrations, prize drawings, entertainment, freebies, celebrity appearances, music, remote radio broadcasts and food.

Advertising is a triple thrust: an eight page, four color tabloid on Wednesday or Thursday for a Saturday opening; a color newspaper ad on Friday; radio from Wednesday. After evaluating the available newspaper, he selects either 1000/o mail or a combination of mail and newspapers for circular penetration. In addition to bargains, advertising lists events including times for prizes, demos, gifts, shows and celebrity appearances.

Radio advertising is carefully evaluated not only by considering the surveys and interviews with station personnel but also by listening to available stations and demo tapes from each. Guzardo recommends seeking a professional voice that doesn't advertise for other local businesses. Using a highly visible spokesman will give commercials

more authority, he adds.

Guzardo is quick to point out that advertising the right products at the right price is not enough. You have to have the merchandise in stock and take good care of the customers. "Hug 'em when they come in and kiss 'em when they leave," he laughs, adding, "Preparing the staff is something the dealer should not overlook."

Discussing what to advertise, Guzardo says, "We have all been taught to advertise a recognizable bargain on page one of any circular. However, you have only one grand opening, so buy some business with loss leaders, including building products, on the cover."

"A dealer should alert his suppliers and tell, not ask, them what he expects including a better price, coop funds, preferably 1000/0, a demonstration of how to install the product and products for door prizes, specifying what he needs."

A 15 to 20 minute entertainment act appealing to the entire f4mily, such as a ventriloquist or a magician, usually performs about five times a day at an event planned by Guzardo. "Professionalism is the key," he says.

SISKIYOU FOREST PRODUCTS

Hudson Dennis Tyrell Deon Duchi Dick Horrison Deonno Scott Dovid Wesl

His guest celebrity is someone who also appeals to the entire family, such as a sports star. Pictures to be autographed are printed with a phrase such as "Look who I met at XYZ Lumber's Grand Opening."

"You spend some money here," Guzardo cautions. "A good entertainer takes $500 a day plus travel and a sports celebrity, $500-$2500, depending on how popular he is."

Knowing the size of the market, Guzardo can estimate how many people will register for door prizes. The entry blanks, which ask questions about future projects and needs, become effective survey tools. Door prize winners are announced over the PA during the day as well as on the remote broadcast to build interest.

Having a local group, preferably a high school organization, sell cokes and hot dogs works best, Guzardo believes. The store buys the food and the group collects the profit. An organization using it as a fund raiser generates a lot of enthusiasm, incentive for people to attend, public service announcements and publicity.

Why some work

DOOR PRIZES!

"lt's a big letdown to drive up to a grand opening, park, open your door and hear nothing," Guzardo comments. "At my grand openings, live product demonstrations are in full swing (often on the parking lot). Music is lively, interrupted with exciting announcements. Banners and flags are flying. Balloons are bobbing 75 ft. above the store and from endcaps. Everyone including the staff is having fun and showing it."

Guzardo depends on local disc jockeys for music customers will like. "ln most cases, they're willing to record 120 minutes of No. I hits," he says. But, he warns, don't play the music over the store's PA. To intermix announcements, the system must have separate volume controls for music inside and outside as well as for the MC announcing door prizes and demonstrations

The MC or announcer keeps the excitement high, informing customers about prizes, demos, five minute specials, free gifts and entertainment. "Select an energetic personality," Guzardo advises. "Usually you can hire a local disc jockey, but he has to be able to shuck and jive."

The same applies to remote broadcasts, he emphasizes, adding you must provide the station with plenty of background material about both the event and the store to help them sell it on the air.

Organizing a successful major promotion involves hundreds of small details, takes alot of time, knowledge and enthusiasm. Helping dealers with these promotions is something Guzardo enjoys.

CELEBRITY to sign autographs, full shelves and attractive displays are important parts 0l a grand opening celebration. The same goes lor grand re-openings.

Toning up the

paint department

lI oT PRICE. Not service, Not l! variety. Perhaps the greatest factor in paint selection is color. And with increasingly sophisticated, fashion conscious customers, it pays to know hue's who.

Story at a Glane

Selling color is key to merchandising paint. jeweltones and textures are in . .. southwestern colors still hot.

Colors follow distinct fashion cycles. Changes, while not always gradual, are usually progressional. Consumers have made major investments in semi-permanent home furnishings, such as furniture, carpeting, countertops and appliances, so new shades must be compatible with the colors already in place. The ideal is to take the '80s look into the '90s.

"We'll be seeing brighter, more saturated colors in the '90s, jewel tones like aquamarine, amethyst and emerald green," says Chris McKenna, vice president/marketing, Plasti-Kote Co., Inc.

These colors are replacing the now overexposed mauve and grayblues ofthe 1980s. But the newjewel tones blend nicely with the earlier shades. providing an easy. instant update.

"Southwestern colors. which everyone thought would quickly be 'in' andthen 'out', are getting stronger," he says. "We'll continue to see lots of corals. some violets and teals. "

And white, McKenna says, is

stronger than ever. New grayedwhites and yellow-whites aim for a pristine yet cozy look. Out is the slick, perfect, untouchable white. In are casual, natural, creamy, soft offwhites.

To contrast neutral backgrounds, textured surfaces provide interest. Many manufacturers now offer simulated stone, granite and marble "fleck" coatings.

A growing number of retailers are using computers to achieve these

new colors. Some systems quickly analyze color swatches to produce the right paint formula. Some computer design systems feature color visualizers to allow consumers to review on-screen layouts in different color combinations.

The key is to stay in step with design conscious shoppers. "Working with these interior-aware consumers and offering them the latest new looks will keep retail profits looking good," McKenna says.

Add-On Opportunities

Many retailers offer low margins on the paint itself and make up the difference on accessories. Reminding customers not to forget the brushes or the rollers may save them a trip back to the storein the middle of their project. And they'll see the suggestion as a favor rather than a sales ploy.

So keep handy: brushes, roller covers and frames, sprayers, mixing sticks, trays, lid lifters, can handles, brush rests, pour spouts, spray texture machines, extension poles, tape, drop cloths, surface preparation materials, thinners, scrapers and turpentine.

Posts, poles, pilings, timber, crossarms, grapestakes, dimension lumber.

Pacific Wood Preserving of Bakersfield produces virtually all pressure treated wood products. And, with computerized inventory control, Pacific Wood Preserving of Bakersfield off ers accurate and comolete service. A single phone call can put this complete capability to work f or you. Call today:

Steve Byan Genera Manaqer

In Ca iforn a (800)582-3950

Outside Calitornia (805) 833-0429

FireRetardant-Treated Wood U.L. Approved

CREOSOTE

AWPB-FDN STAMPED for Quality Control

Pacific Wood Preserving of Bakersfield 5601 District Blvd. Bakersfield, CA 93309

Pressu re-Treated Lu m ber

NEWS BRIEFS

'1,):.,,:,:.''Efflst Hi'rng Centers llc. plans to open a 49,000 sq. ft. store in Northpointe Plaza, Spokane, Wa., next spring . . Dixieline Lu,mber Co. signed a $12.3 millio,n,'30 year lease on 66,990 sq. ft. of retail space in Oceanside, Ca., for their 1lth store,rin San Diego County...

Daly's /nc., Seattle, Wa., plans to open its third Daly's Home Decorating retailstore in Redmond, Wa., next spring... Castaic Hardware opened in Castaic,Ca.,Oct.6...

A-l lrrigation plans to open a ,retail lumber store in Valley Center,Ca....

PaciJic Timber Salvage opened a retail lumber store near Waldport, Or. ... HomeClub and the, Salt Lake City Fire Departmenl cosponsored Fire Prevention Week in Salt Lake City, Ut...

lntermountain Supply, Burney, au,,,'.lr,ont yea{,old.. 'i,

laylar Lumber Co. moved from Anaheim, Ca., toa larger yard in Grand,,,,,Terrace;,.,:rCa.

Reid & Wright 1rc. closed its Camg'i'on Park, Ca., office . Green Tree Plastics Technologt Inc. is the new name for Replatec Co., An:aheim, Co., which manufacturers plastic lumber. .

American International, Beaverton (Portland), Or., is adding 4,700 sq. ft. of office space for a total of 17,000 sq. ft., to give themroom for increasing staff from 85 to 125

"T,hunderbird Moutding Co., Inc., Sacramento, Ca., has acquired the,,:,e€orgis|Pacific

moulding mill in':Yreka, Ca., to manufbcture jambs, frames, cut to length and lineal; sales will be handled from the Sacramsnto salesoffice...

Yellowstone Woodworks is a new remanufacturing plant in Livingston, Mt., opgned nexrt,,,,to their existing stud mill by BrandS Corp., Corvallis, Or.; Mike Wood is handling sales.

Atl Weather WAA,a broke:' ground on a new Osmose treating plant, in Medford, Or. .. . Cascade Veneer changed its name to Cascade Forest Groap..'Nov. l''l' handling distribution for Freres Lumber Co., Marysville Forest Products and Springfield Forest Products . .

I(bstern Hafdw'oods, Phoenix, Az., clbsed and liquidated after 25 years . Tricon Forest Prodacrs consolidated its trading staff at the Lake Osw0go,; Or., ohces, r keeping,::only administrative personnel in Bellevue, Wa.

Hampto.a Af/itiapt,, Portlinld, Or., clos€S, its Willamina, Or., :main sawmill for two weeks, Willamina twin mill for one week; Fort Hill mill at Grahd Ronde'' Or., for two tofour weeks, and Tillamook,'Or., sawmill for one week, beginning Oct. 29. rli'i

Rivendell Farest Produtts, Denver, ,Co., is ieorganizing under bankruptcy protection (see story p. 19) ... ''.',1'.

Fire:Sept. 2O,:lirr a cedar scrap and sawdust pile at Tyee Cedar and Lumber Co., Auburn, Wa., was contained with no damage to nearby stacks of lu:mber .':

Amduro Corp., Denver, Co., sold the assets of Amdura Na-

tional Distribution Co. to Ilnited 11syfl:*,gre Di'i:filburing Co. for abouir,S?I.5 million Hordware Wholesalers, Inc., will build a 338,000 sq. ft.noithrryest:diSlrib- ' ution center in Woodburn, Or. . California Hardware, Cityof Industry, Ca., acquired Southwest Hardwore, Phoenix, Az. . .

, NafianAt,Gypsurt',"Co., the 2nd 'ilargest U.S. gyp. board maker, has filed Chapter I l bankruptcy; declining prices, weak markets and asbes,tos'r liab'ililyl worries were blamed...

Ensworth .,Forest Fig.dacts i'tr',,'..],. .' shutting down,,l. its AicAA, Ca., plant,,'and liQu:idating its inventory,1ryl16 plans to reopen ffi gL ,,,,, fice in the Sacramento, Ct,; *tg6':r':r,r,:'rl in the near fu$re . .'Biibh'*ood " of Las,, Ange@','City of" fommefce;:rCa., has filed for bankruptcy... ,",1r,1r1

Loews Corphas received clearance from the Seeurities and'Exchange Commission to acquire up to 250/o of Champ-ion Inlernational Corp. shares ,r,,,,i,l ' 'rrr'rl

::,,,,;.,,. l'l'/go 1 6d|va ne Window Co., Kirkland, Wa., opened a customer service dept. ... Jeld-Wen, Inc., parent co. of Nord Door Co., Etite Daar,',,Klamath Doar Co. and 'Daorcraft, among other firms, BCrr:ir,' quiredTwin Y Corp., including Yakima Manufacturing Co. and Yakima Door, Yakima, Wa.

Pine Mounta in Corp., Oakland,,,,,,1,.,,,;,.,. Ca.. had a 23.6Ys sales in*ease il1 ' "i l9S9:90. . Pailblch Co4p; San Francisco, Ca., reported a drop of $10.4 million in third quarter earnings .. . Western Wood Products Associalron:',:,''Portland;,':,:,'Or., reportedr:produCti6n, orders and shipments of western lumber thus far this year at 15.067, ',1:6,1 and I 6. 174 biilion b.;f, respeixittly, compared to l:6,::723, 16.739 ,iand 16,847 billion b.f. last year.

Housing starts for Sept. (latest figs.) droppedr0.69o ts an annual' li"r,'adjusted rate of 1.14 miL, lion single family starts rose 4.20/0, multi-family fell 14.30/o . ., buildin,$r':',r,:.permits slipped 4.20/0.

November

Celotex Files Bankruptcy

The Celotex Corp., Tampa, Fl., and its wholly owned subsidiary Carey Canada Inc. have filed for reorganization under Chapter 1 l.

Celotex and Carey Canada have been engaged in defending asbestos related litigation for over 15 years. Reorganization, Kenneth E. Hyatt, chairman, president and ceo, said. "permits us, in a much more orderly and structured environment, to deal with the complex asbestos related litigation issues facing the companies. Given that opportunity, I am confident we will emerge from Chapter I I as an even stronger and more viable company."

Rivendell Bankrupt

Rivendell Forest Products, Denver, Cg., has filed for Chapter ll bankruptcy protection to reorganize.

The wholesaler anticipates a four to six month process, said general manager Mike Natvig.

New EPA Paint Reguhtbns

Interior house paints can no longer contain mercury and exterior paints containing mercury must carry a warning label.

Although there has been no indication that retailers should pull paint containing mercury from the shelves, the EPA order involves about 300/o of the paint currently on the market. Mercury has been used in some water based paints to extend the shelf life and in some exterior paints to prevent mildew.

Current stock must be relabeled to identify paints containing more than 200 parts per million of mercury, to specify that they should be used outside only and to instruct i consumers how to use the paints safely. Manufacturers are responsible for developing and placing these labels.

Other products being examined by the EPA for possible regulations include acoustical plaster, adhesives, spackling and joint compounds that contain mercury. Retailers can call I800-858-7378 for the National Pesticide Telecommunications network which has lists of manufacturers who do and do not use mercury in paint and paint products which contain mercury.

Quality

Control Starts at a Very Early Stage at Pacific

Southeast Forest Products

fi:ffiti

Whatever happened fr-. . .?

8y Matt Moulder

Bob Higgins? Many middle-age types will remember Bob as sales manager at TiriSer Products and at Medfdrd Corp. during the 1950s and 1960s. ATter attending college at lowa State, Bob went to work at the former Brooks Scanlon sawm'ill in B6nd, Or., where he learned lumber grading. From there he went into sales at Medco, then to Timber Products for a few years and, in 1 964, back to Medco. ln 197 5 , Bob was made president of Medford Corp. and remained in that position until the sale of the company to Amalgamated Sug,ar in 1984. Higgini stayed on for one year and remained on the board of directors until 1966. at which time he headed north to Seattle to become executive vice president of Pacific Lumber and Shipping Co.

Bob says he enjoys the Seattle area and is working on switching his allegiance to the University of Washington Huskies. His work is about 30% minufacturing, and 7Oo/o exporting. His-firm has offices in Japan, Australia and England.

Owl Droppings

The mood struck us recently to take a tour of the Sienas before the winter snows. The first stop was the quaint village of Craeagle, Ca., about 30 miles east of Quincy. During the day one could see a helicopter logging operation in the hills iust west of town. Logging trucks were streaming throug,h town one after the other, many with LARCE old growth logs aboard. It didbne's heart good to see these big logs, knowing that the overmature trees thev came from would not be allowed to rot and waste.

The local motel had a no vacancy sign, but we were able to rent a home for two days. This house decorated with no fewer than 20 owls - paintings, figurines, sculptures and fuzzy little creatures on the wallwas not a fit olace for a lumberman and tended to detract from the enioyment of the oay.'Chester, Ca., was our next destination to check out the new planing mill and log infeed apparatus at Collins Pine Co. Dan Wolters and crew have made some fine improvements, with more to come

Another jaunt took us to Redding, Ca., to do battle in the annual Shasta Lumberments Colf Tournament, the final event on the "Summer Lumbermen's Colf Tour." The tournament was, as usual, well run by Don Cherovsky and his assistants, but the Breens were less than ideal due to a bout with Fred Fungus.

ihis problem hits many Sacramento Valley golf courses during the hot summer months. A course that lplay fairly rbgirlarly was so badthat the local iuvenile delinquents who came out to vandalize the course went home because they thought it had already been vandalized.

Quote of the week: Entertainer Jay Leno on the subiect of today's foulmouth comedians, "Over 2oo/o of all Americans are illiterate. Someone has to entertain this group of people!"

b 6 e a

PACIFIC SOUTHEAST FOREST PRODUCTS

P.O. Box 819, Diamond Springs, Ca 9561 9

Larry White

Curt Crane Q1O 626'4221

Manufacturers: Ponderosa & Sugar Pine Mouldings and Cutstock

Located in the Heart q/' \ig Timber Country

YOUR MOST DEPENDABLE SOURCE OF OUALITY PANEL PRODUCTS

CALENDAR

NOVEMBER

Jensen-Byrd Co.Nov. l1-12, market, River Park Convention Center, Spokane, Wa.

Lumber Merchants Association of Northern CaliforniaNov. ll-13, owners seminar, Ojai Valley Inn, Ojai, Ca.; Nov. l3-16, product knowledge seminars, San Luis Obispo, San Jose, Santa Rosa, Sacramento.

CAN NOW BE YOUR MOST DEPENDABLE NEW SOURCE FOR

California Pacific Southwest Hardware AssociationNov. ll-14, annual convention, Red Lion Inn, La Posada, Scottsdale, Az.

National Forest Products AssociationNov. ll-14. annual meeting. Seattle, Wa.

Woodwork Institute of California - Nov. 14, area meeting, Butcher Shop Steak House, San Diego, Ca.

National Exposition of Remodeling, Renovation & RestorationNov. 14-16, McCormick Place, Chicago, Il.

A'merican Lumber Standards CommitteeNov. 15, annual meeting, Seattle, Wa

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

Los Angeles Hardwood Lumberman's ClubNov. 16, golf tournament, California Country Club, Industry, Ca.

Western Wood Preservers InstituteNov. 18-21, wlnter meeting, Biltmore Hotel, Santa Barbara, Ca.

Woodwork Institute of California - Nov. 20, area meeting, Los Angeles, Ca.

DECEMBER

NOW OFFERING HARDWOOD LUMBER MOULDINGS AND MILLWORK, IN ADDITION TO OUR VAST INVENTORIES OF PARTICLEBOARD. PLYWOOD.

HARDBOARD AND FIBERBOARD WE ALSO OFFER DRAWER SIDES, COMPLETE CUT TO SIZE AND FABRICATING FACILITIES, AND DIRECT MILL SHIPMENTS

PANEI.TEX

P.O. Box 2425, 155 Lonq Lane. Industry, Ca.91746

18r81 968-e322

l2t3l 686-2s87

17 t4l s29-9008

FAX 818 369-7lll

Insurrnce Management Servicrs - Dec. 6, insurance & risk management seminar, Denver, Co.

San Diego Hoo-Hoo ClubDec. 6, initiation meeting, San Diego, Ca.

Spokane Hoo-Hoo ClubDec. 6, meeting, Spokane, Wa.

Lumber Association of Southern CaliforniaDec. 11, Second Growth dinner meeting, Industry Hills Sheraton, City of Industry, Ca.

Woodwork Institute of California - Dec. 11, area meeting, Bowser Cabinet & Casework, San Diego, Ca.

Lumber Merchants Association of Northern CaliforniaDec. 14, insurance trust committee meeting, Sacramento, Ca.

Portland Wholesale Lumber AssociationDec. 14, Jantzen Beach Red Lion Inn, Portland, Or.

Los Angeles Hardwood Lumberman's Club - Dec, 22, Christmas party, Balboa Bay Club, Newport Beach, Ca.

JANUARY

National Housewares Manufacturers AssociationJan. 69, international housewares expo, McCormick Place, Chicago, Il.

Mountain States Lumber & Building Material Dealers AssociationJan. 7-9, residential framing lumber estimating seminar; Jan. 10-11, speed estimating, Executive Tower Inn, Denver, Co.

Mountain States Lumber & Building Material Dealers AssociationJan. l4-16, residential framing lumber estimating seminar, Albuquerque, N.M.

Lumber Industry Reacts To Fuel Costs

Although crude oil prices paused in their upward spiral and even dropped for a few days, the wood products industry is feeling the effect of higher fuel costs.

"Since August 2, the average price of diesel fuel for Southern Pacific has increased more than 45 cents a gallon," Tom Brueckheimer, assistant vice president, lumber products, said at his Lake Oswego, Or., office.

Since SP uses about I million gallons offuel each day, this increase is substantial. To offset it, SP increased rates for lumber and panel products from 2 to 4o/o on Sept. 15 and Oct. l. These increases were "tempered by competitors' actions and the current depressed market conditions in the building products and construction industries," Brueckheimer said, adding, "While it is still too early to determine what effect if any the rate increases will have on SP's lumber and panel shipments, SP is closely monitoring the situation to make sure that its ship-

persrand receivers remain competitive in the marketplace."

SP was not alone in its price hikes. Rick Jackett, Forest Products Transportation Association, Memphis, Tn., notes Union Pacific, Atchison, Topeka and Santa Fe, ConRail, Burlington Northern, Norfolk Southern and Kansas City Southern increased rates as much as 4olo because of higher fuel prices.

Truckers also felt the higher fuel prices. "Even before the recent petroleum price hikes, fuel represented one of the largest truck operating expenses, next to drivers' salaries," explained Chris Cavette, Peterbilt Product marketing manager, Newark, Ca.

"The effects of rising oil costs are already being felt in the lumber industry," said Nicholas Kent, executive vice president of the North American Wholesale Lumber Association.

He expects wholesalers to shift to more economical modes of transportation such as rail and piggyback

where possible. Retailers, he pointed out, can benefit from the large volume freight advantages offered by office wholesalers and by using lumber reloads and distribution yards to maintain inventory.

Lumber Demand 2OOO

Despite jolts to timber supply, demand for forest products is expected to be much more stable, with falling housing starts offset by rising repair, remodeling and industrial usage.

Resource Information Systems, Inc., also foresees that Chile and New Zealand timbers will compete with North American wood in several major markets in the late 1990s due to U.S. environmental restraints.

After the year 2000, the private U.S. timber supply is forecast to expand as secondary stands mature in the West. Meantime, Southern lumber producers should see their U.S. market share grow from25o/o to 300/0, then settle at280/o during 2001-2010, says RISI.

The

Merchant

WESTIERN ASS0ClAll[0N NEWS

Lumber Merchants Association of Northern California is seeking volunteers to serve as key contacts with elected officials in the area.

Legislators are generally aware of an association's political activities through daily contact with registered lobbyists, an association spokesperson explained. However, it is equally important to have backup support in the district lrom the constituent lumber dealer. Even dealers without working rapport at present with their three elected officials can be successful as volunteers.

Jim Leonard, Jim Merchant, Gary DeYoung, Phil Larios, Breeze Cross, Bob Patterson and Bob Rader are among those volunteering at present.

Mountain States Lumber and Building Material Dealers Association is surveying lumber retailers, associate

suppliers and national retail leaders on timber issues.

So far 222 responses have been received from 672 targeted. The survey measures four major concerns. On a scale of I to l0 (10 representing the strongest feelings), the group was asked to rank endangered species/northern spotted owl; cutting of old growth forests; exportation of logs to foreign markets, and timber supply.

Many of those responding wrote comments providing insight into how the issues affect them, ideas to resolve problems, and comments on the quality of the survey.

On the whole, the exportation of logs ranks as having the most impact on business at 7.58. As a regional retailer put it, "I feel the exportation of logs costs us jobs and depletes one of our resources that cannot be renewed overnight."

Most respondents feel that their associations do an okay job of providing information on timber supplies, ranking information provided at 6.93. Respondents feel least informed about log exportation with an average response of 6.42. Knowledge of the cutting of old growth ranks slightly higher at 7.20. An average response of 7.22 places knowledge of the endangered species issue at the highest level. However, respondents indicated that knowledge is not enough.

Future Dates

Check our Calendar on page 20 tor information on upcoming conventions, meetings and trade shows in your region.

One national retailer commented that the National Lumber and Building Material Dealers Association has provided adequate information "of issues regarding legislation, but has not been able to

Inc.

. Ponderoso Pine

Professionol Services

Specified Timbers o Precision Trim

Job Site Orders o Resowing/Ripping

o Customer Service Oriented

Coll us lodoy for o quole:

Jerry Hohn (23 yeors) (503) n6-4100

o Rick Roy fl2 yeors) (5031 776-4101

PACIFIC NORTHWEST PTYWOOD DIVISION

Product Speciolizotion:

. Concrete Ply-Form o Closs-1 o Struct-1

Ponel Sizes 4' x B' through 5' x 12'

Coll for oll your plwood needs:

o Ron Doyle (27 yeors)

o Loin Osborn (27 yeors)

Tommy Clow I yeors)

Sfone Forest Industries, Inc.

Pocif ic Northwest Division

2611 Whittle Ave.. Medford, OR 97501

pHoNE (503) Z6-5750 TOLL FREE (800) 541-6906

FM 503-n6-4107

s e r v i c

ROCKY

MOUNIAIN DIVISION

Sowmills locoted in:

o Reserve, New Mexico

. Eogor, Arizono o Flogstoff, Arizono Your Supplier of:

o Spruce Ponderoso Pine

. Douglos Fir. White Woods

Professionol Services:

o Speciol Potterns o Resowing/Ripping

. Precision Trim End/Edge Motching

. Lorge Producer of Ponderoso Pine 5/4" #3 & Btr Shop

_THE BESI E.S.LP. STUDS PRE.CUT FRO]II OUR SOUIH FORK, COIORADO, IUMBER OPERATION

Feoluring Studs ond Stud By-producfs

All Precision Trimmed. ovoiloble in:

Englemonn Spruce o Whiie Fir o Surfoced 2x4 - 2x6,5'-8'

Alpine Fir o Douglos Fir o Rough 2x4 - 2x6,6'-8'

Coll us todoy for o quote: (800) 528-3670

o Emil Romero (28 yeors) o Rondy School (13 yeors)

. Leslie Kuhn (11 yeors) o Greg Doy (4 yeorsJ

Slone Forest Industries, Inc.

Rocl<y M ou nt o in Division 825 E. Butler Ave., Flogstoff, AZ, 86001

TOLL

support dealer needs for education of employees or customers." Another participant responded "These issues are real and we need strong support from National in our defense - our lawmakers are not very well informed on these matters."

Overall, the general feeling is that action needs to be taken on these issues. One Mountain States retailer wrote, "Building materials dealers must become environmentalists in the eyes of the public before the radical environmentalists will lose their credibility and public clout. We cannot argue our case based on loss of prohts." One associate supplier suggested MSLBMDA organize subgroups by state to tackle the timber problems.

Western Building Material Association is offering a suggested disclaimer for dealers furnishing material estimates.

They recommend that it will minimize, although not totally eliminate, the chances of liability for dealers in errors furnishing take-offs of building materials estimates. They advise adding the disclaimer in a conspicuous place on the estimate in bold or easy to notice type or

print, because a sign in the store will not sullce. They also pointed out that there can be no guarantee, regardless of the disclaimer, that a court or a jury will not find a dealer liable if he was negligent in his calculations.

The recommended wording: "Dislaimer: This estimate is designed solely to provide the Contractor/Customer with a rough estimate of the amount of material used in the given project. The material estimate will be based upon calculations or data provided by the Contractor/Customer and such estimate assumes, among other things, normal and typical building construction techniques. The actual amount of material used may vary from material estimate due to a number of factors. Consequently, no representation or warranty has been made that the actual amount of material used will not vary from the estimate."

WBMA is seeking assistance in updating its 40 Year Club membership list and securing new qualified members. A person who has worked in the building material industry 40 years or more qualifies for membership. People recommended to the association office will receive membership invitations. At present the 40 Year Club has I l5 members.

Thol's How lt Goes!

Grab the better part of the outdoor business.

Stock up with Western Red Cedar, the natural answer to your customers' outd00r building needs.

Western Red Cedar comes in allthe sizes, lengths, shapes and patterns your customers want, from decking and boards to fencing and lattice. There is also Cedar siding, paneiing, 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 turn green with enlry. 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 producers.

Western Red Cedar Lumber Association

"l/ you don'l stop hounding me./br not making pa))menls, I won't buy ./rom you again."

East Bay Stores Rely On D-l-Y

Sluggish home sales and recession jitters don't seem to be seriously affecting the home centers in the East Bay region of Northern California. While sales have flattened slightly, customers keep piling carts fullof repair and remodeling materials.

It's do-it-yourselfers who keep the business robust, says Maynard Jenkins, president andceoof Orchard Supply Hardware, headquartered in San Jose. "ln tough times, people may not remodel the

bathroom, but they're going to fix the faucets," he said.

His store is encouraging do-ityourself customers by teaching them how to fix things. Customer clinics tackle everything from repairing faucets to fixing toilets and operating power tools.

The Home Depot in San Leandro has built bleachers to accommodate those attending their free classes and workbenches. "We try to grow our customers into do-it-yourselfers."

"The Quiet Giant"

explained Sam Sandobal, manager. "Laying tile is the most popular course, but we're hoping to teach people to be able to construct a house."

Home Depot, which will open stores in Pleasanton in December, Concord in January and Union City next summer, aims to have l4 stores in the East Bay by next year. "We're pretty recession resistant," said Lonnie Fogel. "ln downturns, folks do their own repairs. Or they buy their own materials and get contractors who lower their rates in recessionary times."

HomeClub, Grossman's and Pay 'N Pak units in the area also seem to be persevering. "These companies appear to be able to survive in a variety of economic conditions," said Doug Rossiter, Management Horizons, Columbus, Oh.

He considers the industry to be in good shape because of the high number of families with two wage earners, an aging stock of homes that need fixing up and a relatively high disposable income among homeowners. Because many home repair products are non-discretionary, good sales are possible even in a weak economy.

Thot's How lt Goes!

"Which lumber company shall I coll? The one that gets the order right but is never on time or the one that's on time but screws up the order ? "

ALCO'S reversible, redwood paneling for walls and ceilings combines natural beauty with two truly classic architectural pafterns. Redwood beaded panelrng. reminiscent of the days when family life centered around a country kitchen, is currently popular lor both renodeling and new construction. On tl"e reverse side, the "V" pattern has a handsome prof rle that complements modern or contem porary settr n gs.

Prlnn'c rorirainnri n:nolinn ic norfe/-t fnr vq rvr'' ceilings, wainscoting and other panel rng applications. lt shows the beauty of ^r^^, {rar ^,^;^ ,^^,.,^ro and benefits utudt, ildt 9toil t cuYvu! from thc snecies' Sr rnprror dimensional stability Redwood shrinks and swells less tnan olhe' woods, so tongue and groove loints stay tighter. Certtfted Kiln Dried redwood s virtually pre-shrunk for maxrmum stabilrty.

When paints or stains are going to be used, redwood s the rig ht choice. Studies have shown that no other wood absorbs and holds frnishes better than redwood. PALCO's redwood beaded paneling is ideal for kitchens, breakfast rooms and even bathrooms where protective finishes, sr,ch as polyurethanes, are subject to repealed scrubbing.

This redwood beaded ceilrng ts ftnrshed with an intertor parnt. The Pacific Lumber Company

PALCO'; redwood beaded cetlrng and watnscottng rs polyurethane varntsh for a natural appearance rn thrs

'f inished with multiple coals ol a country kttcnen.

PALCOREDWOOD

Patterned Paneling and Ceiling

Patterned redwood paneling and ceilingis sfy/lsh with either a naturalfinish or a paint. TheV pattern shown has been painted with an interior paint.

Redwood patterned paneling for quality interior designs

Palco's patterned paneling and ceiling comes in Clear grade which has a varying blend of cream colored sapwood and russet colored heartwood.

The s/sx4 inch pattern has an edge and center bead on one side and an edge and center V on the other, providing two distinctly different design options. Redwood patterned paneling comes in random lengths from 3 to 20 feet with plenty of long lengths to span ceilings and walls with a minimum of joints.

Palco's paneling has allthe exceptional qualities that made redwood famous. Unlike other wall coverings, natural

redwood has a special beauty and elegance. Redwood is a good insulator and it helps to reduce the transmission of noise through walls. Redwood has a naturalfire resistance and it has a lower flamespread rating than most other woods. These unique properties make redwood a favorite of architects, designers and builders.

Redwood makes the job easier too. It is lightweight and contains little or no pitch or resins, making it easy to handle, saw and apply. This pattern can be glued or blind-nailed through the tongue, eliminating the timeconsuming chore of countersinking and covering exposed nails.

Specifications:

Name:

Palco Redwood

Patterned Paneling and Ceiling

Nominal thickness: 5/s inches

Net thickness: e/ro inches

Nominalwidth:4 inches

Net width: 3slo inches

Lengths: 3 to 20 feet

Pattern:

Reversible pattern, edge and center bead one side, edge and center V one sroe

Grade: Clear grade, flat grain

Seasoning: Certified Kiln Dried

Sample Specification: 5/sx4 3/20' Clear, FG. redwood ceiling, E&CB1S/E&CV1S, Certified Kiln Dried

Other redwood paneling and ceiling products are available in a variety of grades, sizes and patterns.They can be special ordered in single piece, full length boards or PALCO-LOC which is made of several short pieces fingerjointed and end-glued.

This 4-inch reversible Dattern has a bead on one side and aV on the other.

New NLBMDA Exec Director

Gary W. Donnelly, CAE, newly named executive director of the National Lumber and Building Material Dealers Association, was formally introduced to members at the national convention in Colorado Springs early this month.

Appointed in late September, Donnelly immediately took office although the board did not officially

gypsum board, lumber, shingles, shakes, felts and products used in room additions or roofing will grow at a below average pace since fewer d-i-yers tackle them.

D-i-y sales are forecast to increase 7.40/o per year through 1994 to $21 bilfion, a 2.80/o inflation-adjusted annual gain, although they will vary by geographical region. However, The Freedonia Group, whicb conducted the study, thinks the west and the south hold the best prospects due to stable economic growth and continued population influx.

Treater Adds Number 8

Permapost, a pressure treater and fabricator of wood products, has added an eighth method of wood treatment at its Hillsboro, Or., facility. The new treatment is Permaclear 65, a clear preservative.

Hawaii Wood Treating in Maui, Hi., is believed to be the only other company in the West to offer eight types of treatments. Permapost uses two 50' treatment cylinders and an extensive clean out procedure. The firm is an Osmose licensee.

sanction his appointment until convention. William P. Morton, NLBMDA president at the time of his appointment, said "We are delighted to have Gary on board and look forward to his helping us reach our full potential."

Robert Curtis, Curtis Lumber, Ballston Spa, N.Y., was named president at convention. More details of the meeting at the Broadmoor will be printed next month.

Donnelly has nearly two decades of senior association management experience and most recently served as senior vice president of the Building Owners and Managers Association International. He also worked for five years as an assistant to a California congressman.

Steady D-l-Y Sales Growtr

Products used for interior repair and remodeling such as wallpaper, ceramic tile, wood flooring, cabinets, power hand tools and hardware will experience good but mature demand over the next five years.

Kitchen and bath remodeling will remain the most common d-i-y activities. Plywood, particleboard,

Susan Riggs has joined the sales force at LJB Lumber Sales, Tigard, Or., reports Louie Buschbacher.

Jeff DeBartolo is new to sales at Berdex International's Omaha, Ne., oflice.

Wayne Mosby, Plateau Forest Products, Albuquerque, N.M., went elk hunting in Co.

Ben Cassinerio, Diablo Timber Co., Napa, Ca., and his wife, Jean, are the proud parents of 7 lb. 8 oz. Marti Marie, born Oct. 16, 1990.

Dave Foster is now sole buyer of all lumber and associated building products for Crow Canyon Lumber, San Ramon, Ca., according to pres. Mark A. Mctoy. Jeffrey N. Mc{oy has been promoted to buyer of all inside merchandise and smaller building materials.

Keith Wright, Bohemia, Inc., Eugene, Or., has returned from a trip to Japan.

Pat Hunter and Dale Fleshman, Waldron Forest Products. Carmichael. Ca., are back from a Vancouver, 8.C., business trip. El Louise Waldron and daughter Marie vacationed with a Montreal to New York trip.

Jon H. Miller, Boise Cascade, Boise, Id., has resigned as pres., c.o.o. and a director to pursue personal business interests. Chairman and c.e.o. John B. Ferry assumes his duties.

Fabrizio Foffano, Intercontinental Lumber Exports Ltd., Eugene, Or., is back after a buying trip to Russia.

Joan Urbaniak is a new mktg. mgr. for General Marble Corp., Rancho Cucamonga, Ca., reports Bob Tsuchiyama, pres.

Nick Napier has joined Ace Hardware Corp., Beaverton, Or., purchasing building materials for Ace dealers in the West.

Dan Swenson has been named sales mgr. for the wood door div. of Viking Industries, Portland, Or.

Robert Kincaid, the former president of American Hardwood Co., Los Angeles, Ca., recently resigned from the firm.

Michael Niall is new to So. Nv. truss sales at Schuck Component Systems Inc., Glendale, Az., reports truss plant mgr. Curt W. Cress.

Barbi Shinno has joined Aloha Lumber Co., Lihue, Hi., as credit and finance officer.

Daniel G. Hennessy is now national sales mgr., consumer products at Schlage Lock Co., San Francisco, Ca., according to John R. Devin.

Gerald "Gerry" Nelson, chief inspector, Redwood Inspection Service, Eureka, Ca., has retired after I 7 years with RIS. Dan Bosler is the new inspector, while Charles Jourdain, v.p., technical & inspection services, will oversee RIS administration from parent California Redwood Association's Novato. Ca.. offices.

Jim Brown, Arcata Redwood Co., Arcata, Ca., has been elected chairman of the board of the California Redwood Association. David Kaney, Simpson Timber Co., Arcata, is vice chairman; Keith Lanning, pres./ c.e.o., and Martha Hamilton, corporate sec./treas.

Chuck Weaver is now handling engineered products lrom Palmdale, Ca., for Cascade Empire Corp., Lake Oswego, Or.

Hap Hasty has joined the sales team at Reid & Wright, Inc., Chico, Ca. Fred Kern, Cindi Smith and Paul Zartman are in sales at the new Bend. Or., distribution yard.

R. Dale Lausch has been named pres. of Universal Forest Products.

Ken Zyvoloski is a new lumber broker at LJB Lumber Sales, Tigard, Or.

Linda Prefontaine has returned to Pacific Coast Trading, Eugene, Or., as a lumber trader.

Richard Jordan is new to Johnson International, Seattle, Wa., as softwood div. mgr.

Gary Armstrong, Ganahl Lumber, Anaheim, Ca., and his wife, Dolores, are the proud parents of6 lb. 13 oz. Kristin Elizabeth, born Sept. 20, I 990.

Judy Taggart, Ganahl Lumber, Anaheim, Ca., is celebrating her lOth anniversary with the co.

Dick Gaugler, chairman, MacklanburgDuncan, has been elected to the board of directors of Creative Hardware Specialties Inc., Los Angeles, Ca.

Chris Tansey is the new credit supervisor at Weathervane Window Co., Kirkland, Wa., reports pres. Ted Vander Hoek.

Randy James, sales mgr., GeorgiaPacific, Martell, Ca., enjoyed a recent fishing trip to Oregon's Rogue River.

Mike Wood has joined the sales staffat Brand S Corp., representing their new millwork plant, Yellowstone Woodworks, Livingston, Mt.

Michael J. Baumann, c.f.o., Ernst Home & Nursery, Seattle, Wa., has assumed additional duties in the human resources dept. as exec. v.p., reports pres. and c.e.o. Hal Smith. Senior v.p. of operations Thomas C. Stanton will also head up the personnel training div. as exec. v.p.

Craig Word has left Schaller Forest Products, Redding, Ca.

Pat Kellerman is new to industrial sales at Reliable Wholesale Lumber, Temple City, Ca.

Larry Kelson is a new sales rep for the building products mktg. div. of ITT Rayonier, Seattle, Wa.

Peter Ganahl, Ganahl Lumber, Anaheim, Ca., was a recent guest speaker at Orange Coast College's Behind the Headlines lorum. Norm Rodriguez, Corona, Ca., and Ezekial Rodriguez, Anaheim, are celebrating their fifth anniversary with Ganahl.

David Lentes, Dellen Wood Products, Spokane, Wa., married Marlene Livingston Sept. 15, 1990.

Steve Stephens, Allied Forest Products, Portland. Or.. has been named sales mgr.

Ed Maher is new to Buckeye Pacific Corp., Portland, Or.

Jack Price has joined All-Coast Forest Products, Chino. Ca.. as a sales executive.

Steve Thurgood and Frank Gonzales, Jones Wholesale Lumber Co., Lynwood. Ca.: Joel Marrinette and Todd Russell, Marrinette Lumber, Cedar City, Ut.t Dale Thompkins, Highland Refrigeration, Los Angeles, Ca.; and "Pop" Frassier, Frassier Construction, Sunland-Tujunga, Ca. are back from a successful Utah elk hunting trip.

Jim Murray, sales mgr., Snider Lumber Products, Turlock, Ca., checked out the action at the recent PGA Seniors Golf Tournament in Rancho Murietta, Ca.

Eric Shelby has been transferred lrom the Sacramento, Ca., distribution center to the corporate office of Kelleher Corp., Sacramento, according to John Ahlers, v.p.

Richard "Rich" Molina is now co-mgr. of 84 Lumber, El Centro, Ca., replacing Michael Jimenez, who has left the firm.

Jerry Mandaring is back after temporary assignment by Mungus Fungus Forest Products, Climax, Nv., to "Get Out The Vote" during the November elections, according to owners Hugh Mungus and Freddy Fungus.

andcomeswhenyoucall?

\A/hat has 15 million feet

ope 6( Thlbot.

\Xtth 15 million board feetatour reload facilities in San Francisco and LosAngeles. Green Douglas Fir, straight from the mill for consistent qualiry. In every size from 2" x3" to2" x14". Lengths to 26'. Any mix. Just-in-time inventory. At predictable prices. Call (503) 220-2750.

\fdil fill your order right away for shipment rcday. Vete got the wood.

Pattern Siding

Lud McCrary Janet Webb

eoq 423-4A98 &O8) 423-47s6

FAX: 4O&423-2AOO

Big Creek Lumber Co., 3564 llntg. 7, Dauenport, Ca.95017

tllG CUTTII|G ceremony by president Jim Halpin oflicially opened the newest HomeClub warehouse store in San Jose, Ca., Sept. 8. General manager Alan Byrnes (lar right) and a group of HomeClub employees parlici pated.

BEllEtlIS ol new Inner-Seal l-joists manufactured by LouisianaPacilic are described by Tom Mock, L-P sales mgr. (lelt), to John Jones, mgr. ol the G-P distribution yard in Beaverton,0r. An alternative to hard-to-get wide dimension lumber, the l-joists are stronger and lighter than solid loists of the same depth. The long lengths, up to 64 ft., give distributors flexibility in cutting them to sizes requested bv customers.

F00TBAtl- Rites of Fall were celebrated by Weber Plywood Co., with their seventh annual tailgate party at the Los Angeles Rams - Philadelphia Eagles game Sept.23 in Anaheim, Ca. The Tustin, Ca., wholesaler, along with two other host f irms, entertained approximately 200 with a lavish BB0 leaturing the roasting of an entire cow. From left: Don Weber and his wife Sandi with v.p./gen. mgr. Butch Pope. The Rams lost 27-2.1

b really put our salespeq

lfuou$themill.

At least once a week, all our salespeople at Willamette leave their offices and head for the mill.

They inspect inventory to make sure the stock is being rotated. They pass along market information so the people in the mill know what products to make. They discuss new products. And they check on your orders.

But their trip isn't limited to just one mill. They're also familiarwith the products and capabilities of all Willamette lumber and plywood mills. Because they've gone through them, too.

That means, if you ever have a special order, our salespeople know immediately which mill to call. They don't have to "get back to you" with answers to your routine questions, because they know from firsthand experience what's happening.

In fact, it's almost like talking directly to the mill yourself. This not only saves time, but makes sure your orders are handled in the most professional manner possible.

So find outwhatWillamette can do for you. Call our salespeople and start asking questions. They'1l be happy to tell you what they know. And if they offer to putyou through the mill, well....enjoythe tour.

0willamette Industries, Inc.

Lumber & Plywood Divtstons

Western Lrmber and Plywood

Albany, OR (503) 9267771

Southern llmber and Ptywood

Ruston, LA (318) 2516258

Atlantic Plywood

Rock Hill, SC (803) 32&3844

More Demand For Plywood

Good news from the American Plywood Association's 54th annual meeting at Hilton Head, S.C. A slight improvement is expected in 1990 structural panel production compared to 1989 with further improvement in 1991.

.Production figures announced:

1989 - 26.5 billion sq. ft. l/8" basis

1990 - 26.6 billion sq. ft. 3/8" basis

1991 - 21.3 billion sq. ft. 3/8" basis.

Forecasts assume nc outright hostilities in the Middle East, a long siege for Iraq, paring U.S. defense spending, lower interest rates and some home building recovery. However, structural panel demand at present in nonhousing applications is 640ft compared to just over 50% in the early '60s.

Four companies have joined the affiliate American Wood Systems and will begin marking their products with the new APA-EWS trademark in 199 I . These companies. Boise Cascade, Emmett, Id.; Bohemia Inc., Saginaw and Veneta, Or.; Rosboro Lumber Co., Springfield,

Or., and Weyerhaeuser, Cottage Grove, Or., represent over 50oA of the production in their industry sector.

Thomas R. Ingham Jr., APA chairman, warned those attending the Oct. 9 meeting that demands by environmental special interest groups for public and private forest set asides will exact a huge social cost on present and future generations.

Ingham, president of Simpson Timber Co., noted that 36 lumber. structural panel and veneer mills closed in the Pacific Northwest during the first nine months of 1990, primarily because of limited timber supply. "The 20 plywood and veneer plants that have closed represent a greater number than any l2 month period in history."

In addition to rising unemployment and devastating effects in the industry, the continuing lockup of commercial forestlands will have dire consequences for all Americans. Ingham said. "Without a drastic change in direction, the public will

be confronted with wood product shortages and inflation at levels unimaginably higher than today."

Referring to government plans to reduce old growth harvesting to protect the northern spotted owl, Ingham said while some believe this is not likely to happen in other parts of the country, "the evidence is otherwise. environmental special interest groups are developing new tactics aimed at obstructing harvests in all regions. "

APA president William R. Robison underscored this adding "let it be clear that our wood products industrystrongly supports open minded and balanced professional efforts to safeguard wildlife by following forestry regulations that are among the most stringent in the world. What we strongly oppose is the outright misrepresentation of facts which push lawmakers and bureaucrats into unbalanced panic decisions."

Ullhrork At Home Genter Show

The best and most innovative millwork products will be shown in

"The Showcase of Profit in Windows. Doors & Millwork" at the l99l National Home Center Show, March 24-26 at McCormick Place. Chicago, Il.

Coordinated by the National Sash & Door Jobbers Association, the display will be adjacent to their information center for home improvement dealers.

Design Purchase Option

The Weyerhaeuser DesignCenter will now be available for purchase instead of the current lease arrangement.

"Customers want to purchase the DesignCenter. Wenow have a package that has more design capability and speed than anyone, the most comprehensive training and support, and proven performance all at a very attractive price," said Bob Revell, general manager for the DesignCenter program at Weyerhaeuser Co., Tacoma, Wa.

Currently, the DesignCenter produces designs for outdoor decks, shelving/storage, and garages/outbuildings. Software for other home improvement projects is being

developed. More than 100 home centers and lumberyards in l8 states use the system.

Redwood Summer Costs High Humboldt County, Ca., had to dip into its emergency fund as well as

budgets of various departments to pay the costs of policing and trying activists involved in the Earth First! "Redwood Summer."

An estimated $400,000 was spent to control demonstrations and pay court costs. The county was said to be on the verge ofbankruptcy before taking on these expenses.

44.|B N€ Heller Rd. Rosoburg, Oregon 97470

FAX 5031672-5676 5031672-6528

Cal State Expansion

Cal State Forest Products. an Anaheim, Ca., wholesale firm, is expanding,opening a Northern California sales oflice.

John Turner, one of the partners

Softrvood Consumptkn Dropo

U.S. softwood lumber consumption will be in seasonal and cyclical retreat for the next five months. according to Resource Information Systems, Inc.

of the company, heads the new office. Situated in Nevada City, Ca., it will offer customers cedar, redwood. Douglas frr, pine and hardwoods as does the Southern California oflice.

The firm was founded in 1987.

Third quarter consumption was estimated to be off 60lo from 1989. , Total consumption, RISI predicts, will drop 40lo this year to an estimated 46.1 BBF. Demand in l99l is expected to end up lolo above 1990.

Ernst Home & Nursery, Seattle, Wa., is building its largest store yet, with 49,000 sq. ft. showroom and 14,000 sq. ft. nursery, in Spokane, Wa.

Anchoring the new Northpointe Plaza shopping center, the store will unveil a "much brighter and more shoppable" prototype design, hopefully by spring, said a company spokesman.

Ernst currently operates 72 stores in six states, including two others in Spokane.

lf you enjoy talking lumber with peoplC

Douglas fir, pine, green & dry hemlock, white fir, plywood

who know how it's produced, where it's produced, and who produces it, call us. We have

Altemate Energy Products

As heating and cooling costs continue to take a larger chunk of your customer's energy dollar, products that can ease this expense become more important.

Many dealers stock rotating turbine ventilators and recommend them as do-it-yourself energy saving products. These ventilators operate on natural forces of air pressure and thermal effect to reduce summer heat and winter moisture in attics. Using centrifugal action, their spinning blades produce a region of low pressure which draws air from the attic. They are actuated by the slightest breeze and even after the breeze has stopped, the fly-wheel effect of the cage uses its stored energy to continue to remove air from the attic.

In recent years the popularity of the turbine ventilator has suffered from an influx of inferior, poorly made products. However, reliable, heavy duty ventilators are available and retailers should be sure that they stock these rather than the low end models.

Clinics. demonstrations and liter-

ature to explain the principles of using moving air as an energy source as well as the installation of turbine ventilators are recommended.

Plywood Survey Glaims

Seven out of l0 home builders prefer plywood over waferboard or oriented strand board for structural paneling, according to a Boise Cascade survey.

"Plywood isstill the structural paneling of choice," claims Boise's John Bender.

When asked to indicate their preference for structural paneling, 244 of the 347 builders responding (700/o) said they preferred plywood. However, slightly fewer were actually using plywood: 660/o were using plywood for roof sheathing and subflooring; and 540/o for wall sheathing.

"Builders are saying that their customers demand plywood because of its superior quality," he said. For example, 56% said quality was a factor in choosing plywood, whtle 220/o cited consumer demand.

Major problems associated with waferboard or OSB were edge swell and moisture damage, Bender said. Thirty-nine percent of the builders reported problems with edge swell in waferboard or OSB, compared to l2o/o for plywood, he said.

"Admittedly, both products have some incidences of edge swell and moisture damage, but it is clear that plywood holds up better under difficult conditions," Bender said.

Other deficiencies reported were OSB's workability, weight and inconsistent quality. Builders who said they preferred waferboard or OSB, did so because ofprice, Bender said. "The message here is that builders and consumers are willing to pay a little more for the consistent quality they find in plywood," he added.

10 Inventory Control Tips

(1) Don't make theft too easy. Lock up anything easily pilfered.

(2) Use a gate guard. The big retailers have been using greeters for years. They are there not only to say "hello," but to check in packages and make sure returned goods aren't picked up on the way in the store.

(3) Check in any returned goods and require proofofpurchase. If no original invoice is available, hand write a return slip and research further. And get a reason why the items were returned.

(4) Label bulk merchandise bins, use bin labels in the store. Can your salesmen and loaders tell the difference in grades of plywood?

(5) Look for recurring discrepancies. If you are always short in a particular product and not in others, find out why.

(6) Do cycle counts. Specifically on

high volume and/or high cost items. These have the greatest effect on total valuation.

(7) Keep it neat. It is easier to count and see errors in a well kept store. Pilferage is discouraged by having almost everything in its place.

(8) Keep your receiving timely. Enter goods received as soon as possible to keep from selling into negative quantities. This keeps quantities current and average cost calculations correct.

(9) Research all adjustments. Make sure any time an adjustment occurs, there is a good reason. Document as they occur.

(10)Put some trust in the quantity on hand your system reports. Those numbers were entered for a reason, and if the count is incorrect, find out why.

These suggestions were compiled by Dave Waddell, Southern Solution Center manager5 Dataline Corp., Atlanta, Ga.

-"firREDW|!||0 Gfl0UE in Dimmock State Park was a 50th anniversary gift to James A. Jones, Foster Lumber Yards Inc., Vallelo, Ca., from his wife, 8etty. Officers and lriends from Hoo-Hoo International, the fraternity for the lumber industry, attended a dedication of the site on Highway 128 between Cloverdale and Fort Bragg, Ca. Ukiah Hoo-Hoo-Ettes assisted with the ceremonies.

Middle East & Asphalt

As a result of the Middle East crisis, prices for asphalt-related products such as roofing are climbing. In 12 weeks, the price of oil skyrocketed from $16.50 to near $35 a barrel at presstime.

Western Lumber Down 5olo

By the end of this year, lumber shipments from Western mills are projected to decline more than 50/o from 1989, setting this year's shipments from the 12-state Western Wood Region at 20. l2 billion board feet.

For 1991, shipments are forecast to drop another l.lolt lo 19.78 billion board fleet. This all assumes log supplies will be adequate. A Western Wood Products Association survey in early summer found those mills which did take log shortages into account were estimating average reductions in 1990 production at l0%.

Projected shipment reductions for lumber are based upon a softening market, WWPA President H.A. Roberts reported at a September meeting in Monterey, Ca. Housing starts have plummeted to levels reminiscent o[the recession years of the early 1980s.

WWPA expects the nation's 1990 starts to total 1.224 million units, a drop from its March forecast of 1.35 million units (at the time among the lowest forecasts to come from any organization making housing projections). WWPA forecasts l99l starts at 1.2 million if improved economic conditions stimulate construction during the second halfofthat year. Concerns over log supplies have an impact too.

"To date log supplies have been sufficient to serve market demand for lumber." Roberts said. "But with environmentalist pressures building, mills have had to cut back because of the threat of log shortages. Some have shut

down completely. Others are on short shifts or reduced numbers of shifts.

"But month after month, shipments by other mills have matched demand levels without a significant draw on inventories. That means production has kept pace.

"lt is almost certain that inevitable log supply changes in the United States and Canada will alter and affect marketing planning, market shares, lumber uses and company strategies both here and in mills to the north.

"lt is not a matter of lF such changes will come about. The question is merely when and to what extent."

Other highlights of the wwPA economic forecast:

. Home building will require 32.70/o of all lumber consumed in the U.S. during 1990, and should increase to 33.3% in 1991.

o Repair and remodeling lumber use will remain stable at 32.706 of U.S. lumber consumed both in 1990 and 1991.

o U.S. softwood imports, virtually all lrom Canada, are projected to decrease 70lo from 1989 to 1990, and by another 3.40h to 12.245 billion board feet in 1991, or 27.50/o ol total U.S. softwood consumption.

. Processed U.S. softwood lumber exports (most from the West), which reached 3.414 billion feet in 1989, are projected to decline by 9.90/o to 3.075 billion feet in 1990, and then to decrease another 3.1% to 2.98 billion board feet in 1991.

Gustonl M illi4Q $pccialists

Forestry Genter Exhiblt

Interactive exhibits and displays for all ages tell the story of old growth forests in a special program at the World Forestry Center. Portland, Or.

Subtitled "treasure in transition." displays explain the four major components of old growth forests and their benefits to the world. Fairly well balanced between ecological and economic viewpoints, the exhibits were designed to recognize the significance of today's decisions for

tomorrow's forests. A program of lectures and hikes was in conjunction with the May 5 through Nov. 5 display in Merlo Hall.

Benefts Outsell Low Price

Price is not the deciding factor for do-it-yourself shoppers in some categories, a Befter Homes & Gardens consumer panel discovered. When buying caulks and sealants.

M

The Merchant Magazine

most respondents (690/o) considered package symbols to help them select the right product the most important factor. Less than 7% thought low price the most important criteria.

Resistance to termites, water damage, mold, mildew and decay was considered by 86% to be the most important feature in an outdoor wood protection product. Only 3olo indicated they would buy the brand offering the best rebate or special offer and 90/o the most advertised brand.

THE BEAM KING

PHILIPS:IH:: ffi

SPECIALISTS IN

IQn-dried Frontier Incense Cedar Siding is an affordable alternative to Standard & Better green cedar sidings. Every unit is paperwrapped and contains a twoJength mix,pre-bundled and end-capped for added protection. And Frontier Siding is available in a variety of patterns suitable for a wide range of architectural styles.

Features

J Kln-Died; Dimensionally Stable

J Protectiae Bundling with End Caps

Z All-Weather Paper Wrapped Units

Z 6- to 1-6-Foot lcngths

Z Milled from lncense Cednr; Naturally Decay Resistant, Exceptionally Durable

Remodehg Receeelon-Pt,rcp/t?

Though residential remodeling is often considered recession-proof since hard times tend to keep homeowners in their old homes. remodeling outlays were down last year despite a growing economy.

"Sagging home prices have apparently made homeowners aware that they may not be able to recoup the cost of improvements when they eventually sell their homes," said Lawrence Horan. Prudential-Bache Securities.

From Russia With Plywood

Lumber trade withthe Soviet Union, suggested as a solution to a U.S. lumber shortage (see story page 9), is nearer with Ply*Gem Industries Inc. naming Valery M.Suslov, an officer of the Soviet agency responsible for import and export of forest products, a vice president.

Suslov will be responsible for international products within Ply* Gem's Allied International division. With his appointment, Ply*Gem "has become an agent of the Soviet

wood industry" in the U.S., Herbert P. Dooskin, Ply*Gem executive vice president, said. The appointment was approved by both the U.S. State and Commerce departments.

The company will facilitate cash and barter transactions for U.S. buyers of Soviet forest products as well as for Soviet companies needing U.S. made sawmill equipment and machinery, Dooskin said. He sees no' conflict in the appointment since V/ O Exportles, the Russian agency involved, is scheduled to become a joint stock company owned by its employees, the Soviet timber and lumber industry and possibly its customers including foreign companies such as Ply*Gem, Jan. l.

Bankeru Back TreeSource

WTD Industries, Inc., parent company ofTreeSource, has reached an agreement in principle with its lenders that will improve the company's cash position.

It includes restructured principal payments and improved working capital borrowing arrangements, as well as relaxed financial covenants,

which will bring the company into compliance with its financing agreements.

"We are executing our plan to cut costs, selectively curtail operations, maximize cash flow. and we remain ready and able to respond to any movements in our resource or product markets that allow for improvement of bottom line results." said WTD president Bruce L. Engel.

"W'TD has managed to maintain a strong ongoing position, despite the worst imbalance in log and lumber prices in recent years. We have also had to contend with repeated published rumors and speculations about our imminent demise. in many cases originated by short sellers of our stock and competitors. The support of our people and our lenders in the face of these operating conditions is gratifying," Engel added.

For The Record

Photo credits on page 9, Sept. | 990 issue, were reversed. The lower photo illustrated Georgia-Pacific paneling, the top, Ply*Gem.

NEW PRODUCTIS and selected sales aids

Seasonal Lighting Extras

An eye-catching seasonal countertop display is now available to merchandise Stanley's lamp remote control and dimmer kit. Holding l5 kits, thel9-7/4" x12" x l8-l /4" display is ideal for impulse sales or to cross merchandise with Christmas tree lights, lamp or security products.

Flush Right

Future Flush, designed to save up to 700/o of the water used in flushing toilets, has been developed by ConTech Industries.

Easily installed in new or existing toilets, the system features a double

components in its disposable pinpoint applicator nozzle as the product is being used.

Waterproofing Sealer

A clear water-based modified acrylic-silane waterproofi ng treatment that can be applied by brush, roller or low pressure spray to prevent water damage to concrete, masonry, brick, stucco and adobe is new from OKON.

handle and flapper valve to control the amount of water used with each flush.

Epoxy Gun

A new epoxy repair system from Revere Products is said to eliminate mixing, waste and mess.

It utilizes a storage/dispenser cartridge which combines the epoxy

Available are three repair cartridges: Epoxi-Joint for interior sawcut joints, Epoxi-Flex for interior floor joints with extreme movement, and Epoxi Anchor, a non-shrink grouting for machinery and objects subject to impact and movement.

Computer Printers

A full line of printers ranging fronr an inexpensive desktop nrodel to a high speed reporting printer is now available fronr Dataline Corp.

Offered are seven nrodels: two for single copy printing of short reports; one for nrost on-denrand back office functions; two versatile paper handlers, one for narrow fornrs, the second with a wide carriage: a serious fornrs printer, and a high speed printer.

The waterproofing sealer may be used as a primer, additive or topcoat to prolong paint life. On interior and exterior concrete, stucco and adobe, it seals, dustproofs and helps prevent freeze-thaw damage and staining. On brick, it guards against unsightly white salts.

It is designed to penetrate below the surface ofthe substrate to form a strong, breathable water barrier that prevents water damage by reducing absorption and migration.

Stainless Steel Squeegee

A new stainless steel squeegee from Ettore features a specially formulated "no streak" rubber blade to leave surfaces dry and dirt-free in one Dass.

Other features include durable rust-proof construction; illustrated, instructional packaging, and an unconditional guarantee.

Super Shakes

A newroofing system from Nailite International simulates the aesthetic appeal of handsplit cedar

used for security and accent lighting purposes; for "R" type bulbs, generally used in recessed lighting, and for incandescent lights (up to 200 watts).

Extension poles are also available.

Waterproofer Trio

Damtite Waterproofer from Thomas Waterproof Coatings Co. is now available in three sizes: 7, 2l and 45 oz. pails.

The product is said to permanently waterproof, protect and beautify masonry surfaces inside or out, above or below grade.

For more rnformation on New Products write The Merchant Mogazine.4500 Campus Dr.. Suite 480. Newport Beach. Ca. 92660. Please mentron issue date and page number so we can process your request fasterl Many thanks!

shakes using a high performance, flame retardant engineering thermoplastic.

The roofcovering and accessories reportedly can also withstand heavy impact and extremes in temperature.

Lights Out

Smart Bulb Changers from Mr. Longarm reportedly make switching liehtbulbs safer and easier.

Spray Can Gontrol

Can-Gun aerosol spray can handles are available with superior trigger control from SafeWorld International.

Scandinavian Stone Tiles

Beautiful, durable stone floor and wall tiles imported from Scandinavia have been introduced to the U.S. by Skanston.

Stone is quarried, dimension cut and finished in Scandinavia and available in 12" x 12" x 3/8" thick tiles.

While less dense stones may present the problems of walking out, lifting and curling, all Skanston's stones meet national and international testing standards for specifications including specific gravity, crushing strength, tensile strength, wear and water absorption established by ASTM and DIN.

A choice of five stones (serpentine, marble, gneiss, syenite and granite) with 20 colors is available.

Offered are three models: for "PAR" type flood bulbs, usually

Ideal for use with spray paints, lubricants and adhesives, the polypropylene attachment incorporates a form-fitting handle with an integral safety shield to protect the user. The more comfortable trigger design reportedly provides greater spray control.

Pocket Watch

A four-in-one personal security device which works as a flashlight, motion sensor, burglar alarm and emergency signal has been introduced by Watson Inc.

Operating on three "c" batteries, Watcher can be set to sound an alarm or flash a light when someone comes within l0 feet of it.

A spare bulb and wall bracket are included.

ST0I{E tiles from Skanston are designed lor interior and exterior use, shown here on New York's landmark Chrysler Building.

No Pain Drain

A new remote control kitchen drain from Geberit opens and closes with the turn of a deck-mounted knob. Moving dishes and putting hands in water to lift a basket strainer are avoided.

A sturdy metal cable connects the knob to a lever, which lifts the strainer. Included are stainless steel basket strainer and flange.

Available in six decorator finishes, the non-corrosive drain fits intothe standard 3-1/2" hole in stainless steel, cast iron, enameled steel and composite sinks.

The Merchant Magazine

Radiant Barrier Display

A free-standing Insul-Foil Radiant Barrier display holding 28 threeply rolls, each containingl44 sq. ft., is new from R-Fax Technologies.

OUALITY

The 37" x 25" x 84" merchandiser also includes a literature rack.

The product, when properly installed in attics, can reduce home air conditioning costs by more than 250/0.

I lluminating Addresses

The NightFinder backlighted address plaquefrom Lamplighter Industries mounts on home exteriors to provide maintenance-free, high visibility illumination of street numbers for less than a penny a day.

The plaque is said to be wafer thin, cool to the touch, highly durable and weather resistant. Frames are cast aluminum or solid antiqued brass with traditional styling in a choice of four colors.

151 Long Lane, P.O. 9ox2425, Industry, Qa.91746 FAX 818-369-7111 (8181 968.1428 Harold Kauffman, manager

stNcE 1969

Portable Motion Sensor

A compact indoor motion sensor light which can be used on a tabletop or easily mounted on a wall to automatically provide momentary lighting is new from Hitachi.

The small, triangular-shaped unit uses an infrared sensor to detect body movement, turning on the integrated light for about 15 seconds. A photo sensor activates the detecting system only when the room's ambient light is low.

It is powered by four "C" batteries or optional acldc adaptor.

Chlorine Converter

Rainshow'r, a compact device said to reduce free chlorine in shower water by 90%, has been introduced by Vicki E. Jones Sales/ Gifts.

The device reduces the adverse effects of chlorine on skin, hair and sensitive areas by changing chemically unbound chlorine into zinc chloride, a harmless salt.

Each unit includes an attached water conserving shower head. A chrome-plated, solid brass, designerlook shower head is optional.

Power Plate Cover

Safe-Let, a twin-receptacle-hole outlet plate with a built-in spring mechanism that closes the cover when an electrical plug is disconnected, is new from Molvan Enterprises.

The product's locking tabs discourage small children from opening the plate covers, but the unit can be easily opened by adults for use.

The ABS plastic cover is offered in a variety of colors.

Garage Door With More

Garage doors constructed fronr high density polyethylene so they reportedly are impact and abrasion resistantl will not crack. rust or waterIog, and will never need painting are new fronr General Anrerican Door Co.

and 8'and widths fronr 8'to l8'. Sections are 1-3l4" thick and held in place by rigid aluntinunr franting.

Sanding Sponges

Easy to grip sanding sponges are now available in four color-coordinated textures from 3M. Black is 60 grit, red 80, brown 100 and tan 150.

and can be used for wet or dry sanding.

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

Sawdust Buster

Freedonr Series doors feature a raised panel, natural wood look with a deep grain pattern.

Energy saving insulation is standard,and individual sections and panels are fully weather sealed. They are available in 6'6", 6'9" .7'

THE TREATED ANSWER

The 4" x 2-7 /8" x l /2" products combine sponge and fabric for flexibility to conform to contours, curved surfaces and hard-to-reach corners. They are washable for reuse

Lumber, plywood, round stock stokes, poles, & pilings Agency stomped, ground contoct fire retordont oressure-treoted wood oroducts

A sander accessory that attaches quickly and easily to the work surface to keep dust away from the operator is new from Leo P. Rosetti.

The Dust Guard helps protect woodworkers from minute particles of any item being cut, including wood, fiberglass and metal.

November 199O

Temporary Window Coverage

Attractive temporary window coverings have been introduced by Sashades, Inc.

Introducing a New Product?

Please send details to New Products Editor, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

Ready To Roll Paint

A five-piece, five-gallon painting kit has been designed by Great American Marketing.

NAVA.PINE

Premium Quality

Lumber

Half Pak HIL.

NAVA.PAK

Handi-cut/ Home Ctr. Brds.

Used instead of makeshift sheets or blankets over windows or patio doors, Sashades use a special nonwoven material that is non-transparent yet lets in daylight.

Each 50" wide by 27' long roll includes enough material to cover six to eight average windows and convenient double-sided installation tape.

TIMBERS

D,F, CLEAR

Kits contain a 9" paint roller frame, roller cover, three-piece wood sectional extension pole, fivegallon bucket opener, five-gallon screen grid and instructions.

REDWOOD COMMONS

REDWOOD PTYWOOD

Half Pak PLL. and PlV. NAVATRIM Premium Mldgs. and Millwork

Entre Nous In Entry New

The Newport entry door from Peachtree combines the look and feel of wood with a core of polyurethane to offer six times the insulating qualities of wood.

Panels of a space-age thermoplastic compound molded from actual oak door casings simulate the grain and construction features of wood. Stiles, rails and moulding enhance the authentic appearance.

The door is built to fit Peachtree's weatherproof frame systenr, which features compression weatherstripping and a rubber bottom sweep. Added security is provided by a steel reinforcement plate at the strike jamb.

Vent Vest

A molded plastic cover for home rooftop exhaust ventilators is now available from Kayann Enterprise. Easy Cover keeps rain and snow out of the attic while preventing heat from escaping in the winter. Its interlocking grooves allow easy installation with no tools or hardware. And during summer, it can be taken off the ventilator and separated into four smaller sections for storase.

Shower Ensembles

A "direct-to-studwall"'shower ensemble featuring Durawall walls and Durabase floor in white, bone or silver is new from E.L. Mustee & Sons.

Enclosures come in silver or gold with horizontal striped, tempered safety glass. Offered are four sizes: 34" x 48" single threshold, 36" x 36" single threshold, 36" neo-angle and 36" double threshold/corner.

November 199O

Garage Door Safety

A unique Safe-T-Close non-contact sensor system that stops and reverses a closing garage door if the system's infra-red beam is broken has been introduced by Stanley Home Automation. Reportedly, the door can not close if an object blocks the path of the beam.

The system is quickly and easily installed with the industry's first one-piece receiver/transmitter and built-in beam alignment indicator. The feature is available as optional equipment on all seven Stanley U-lnstallgarage door openers.

Bench Marks

Benches from Bench Manufacturing Co. are now available with custom lettering. Personalized messages are expertly designed and tooled on a 6-l/2" diameter medallion.

Benches feature vertical cast aluminum back spoke section, cast iron stanchions with weather resistant polyester powder coating, and Douglas fir stained in a variety of shades.

Postal Post

The rugged, one-piece Post-Box from R&R Manufacturing reportedly withstands impact from vehicles without damage to itself or the vehicle.

with one bag of sand or other ballast and set in place.

The product is offered in weather resistant red, green, brown, black, white or gray.

Time Out

A portable timer to provide accurate control of pool and spa equipment and outdoor lighting is new from Intermatic.

Masked Dispensers

Two [ree-standing merchandisers for painting tape and masking products are now available from Daubert. A wire rack holds 37 shrink-wrapped rolls of Easy-Mask tape. Hung on a pegboard or placed on a shelfor counter, it requires less than 1-ll2 sq. ft. of space.

Constructed from high impact plastic, the unit includes a postmaster-approved box molded to the stand so it cannot be knocked off. To install, the post is simply filled

Included are l5-amp timer with power cord, 48 on/off trippers allowing a wide combination of scheduling times, built-in ground fault circuit interrupter, two outlets and rainproof, dustproof plastic case.

A coordinating paint masking center stocks both tape and Tape 'n Drape products. Both displays feature attractive, informative header cards.

Door Trim Kit

The Decra-Tive reversible door casing trim kit from Kay-Wood Industries includes 36" long header, two 72" long side pieces, two 3-3l8" square rosettes and two 8" long plinth blocks.

Available in pine or oak, fluted or reeded, the casing comes attractively shrink-wrapped, ready to install around 3' and 2'8" standard doorways.

3'l 20 Chicago Ave. #1 80, Riverside. C^.92507 (800) 446-9621

vI4)276-1164 FAX 714-276-3303

ll|0 [il10 cal|$ t',ill| |l|0 ilfi Pnoflffi!

FAMOWOOD

is the PR0FESSIOt{A['S Att PURP()SE PLASTIC

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

Can be used under Fiber Glass! ,,i.t/M .^- r^-^..,^^l : Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, KIY; will and will not gum up sander. Waterproo weatherproof when properly applied.

lffi";lli.:r 16 matciins wood colors

Textured Walls

Fabric-backed wallcoverings meeting Class A fire requirements are new from Borden.

Available in 2'l-in. wide by 27-ft. long double rolls, the durable unpasted wall coverings come in 15 patterns in 30 colorways, including stitched, woven and silken looks.

How',lndonesia

deUelops its'forest$'

Ours isn't the only country \)ith an increasingly restricted timber industry. Prol. Dr. Rainer Trede, qf the West German consulting .firm Atlanta Consult, and E. WoUl tell how Indonesia is working to keep both industry and environmentol inlerests happy. -editor.

li RIVATE industry vs. F mental protection. don't have to be at odds. Indonesia has devised

please both sectors, combining restrictive measures with promotional incentives to help turn the hardwood rich country into the world's top plywood exporter and second leading exporter of tropical sawn timber, employing a workforce of 350,000.

In the last five years, the Indonesian government has imposed a total ban of log exports, outrageous export duties on rough sawn timber, and a 7 5o/o then an additional 40% hike in reforestation fees, and closed many forest concessions found not to comply with national policies of rational forest management.

Story at a Glance

Market driven program uses strict government controls and private enterprise to develop the country's hardwood forests.

But to promote private investment, the government left the development of the timber industry almost entirely up to private sector initiative, creating only the necessary legal framework. Coupled with Indonesia's political stability, the strategy is paying off.

Case Study: Nearly three years ago, a group of small scale private In-

out, ""irodel hardwood program fior ;- Sumatra. Their eenttal objectiveql_,,:-

. sustained utilization of .fprest resources in a largely untouched areal

o rehabilitation of forests in peripheral areas degraded by farming with reforestation using native hardwoods;

o processing timbers into diverse high grade products for export instead of the usual mass production of standard items;

o identification, investigation and marketing of species new to most markets.

The group launched the project with uncommonly comprehensive research and planning. They hired local consultants for the infrastructure and local market anaysis and a German consulting firm for overall project organization. The company would introduce European methods of work preparation, marketing organization, accounting, financial management, and quality and deadline control.

Initially, an intensive forest inventory determined standing volumes, wood species, sustainable cut levels, and required reforestation and forest protection measures.

Seedling proliferation and growth patterns were noted by evaluating natural regeneration. The sustainable annual cut would consist of 750/o well known species, such as agathis and meranti , and 250/o lesser known hardwoods.

,doneiian -Jpvesiom ari all

In Germany, laboratory tests examined the "new" woods' properties and workability to determine the best processing methods.

Equally in-depth investigations analyzed sales markets. Many tropical countries mass produce products and then search for buyers. Conversely, this project is highly marketoriented. Interviews with potential buyers in the U.S., Europe and Asia are seeking longterm agreements to guarantee the flow of funds and products.

The planned production program includes special sawn timber (e.9. scantlings, strips, wagon planks, marine and outdoor construction timber), mouldings and profiles (wall paneling, tongue-and-groove products, flooring, window/door parts, round rods), and further processed products (solid wood/laminated furniture and window parts, interior/exterior doors, outdoor furniture, stair steps).

For the first time in Indonesia, high grade face veneers from native hardwoods will be produced in a special veneer slicing plant. Familiar species including agathis and podocarpus as well as newly uncovered woods such as Sumatra oak will be used.

Trained personnel is mandatory. Detailed job descriptions and training schedules were prepared for all employees, from management to machine operator. And to enlist qualified Indonesian manpower for the semi-remote region in Sumatra, housing will be provided for employ-

ees and escalating wages will be based on performance, wood recovery rates and production quality.

Imported experts who engineered technical plans and feasibility studies will remain on during startup for at least a year to aid management. In sum, 800 jobs will be created. Plant construction is set for 1991.

The studies show the venture should be profitable while complying with forest policies. And increased forestation is assured since the improved utilization of raw materials and high degree of product upgrading willincrease the value of existing forests.

EIPERIMEt{TAt slicing of native Indonesian species is included in lhe research of a large scale hardwood manufacturinq and marketing enterprise.

Dovid

Lorry Nelson

Croig Kincoid

Donold Tockey

Fox 916-624-9175

lqr6l 624-8222

lsool 32r-r706

Northern Galifornia Lumbermen's Annual

AIM0ST EUEnY0ilE laughed: lll Ron DeWitt, Chris Schaller, Gregg Moss, Dan Byrne. (21 Mark Jantzer, David West, Gary Owen. (31 John Gottwald, Jim Spangler, Ed Sturza. [41 Larry lce, Angelo Benato, Randy James. l5l Ted Saunders. {61 Ed Bochman. Tom Flint. Don Reagan, Dick Gavis. l7l Sid Johnson, John Wall, Mike Massa. l8l Bob Bootay, Jack Chase. l9l Rick Houk, Claude Scott, Jack Boardman. Golfers numbered | 88 at the Sept. 1 4 Shasta Lumbermen's Invitational.

27th ANNUAL Shasta Lumbermen's Invitational ooll tournament at Riverview Golf & Countrv etuO, neoOing, Ca.: lll Earl Moore, Dave Rii. l2l George Kavooras, Jack Jenkins, Mark Young, Rick Kavooras, Joe Lausmann. l3l Sam Witzel, Ted Pollard. l4l Don Cherovsky, t0urnament chairman. l5l Dave Schaller,

Darrell Moss. [6] Tom Osborne. {71 Rex Zeiger, Paul Boyle. l8l Don Lincoln, Bob Prouty. l9l John Maple, Dan Burdett, Jim Catto, Dan Wolter. ll0l Mike Hamburg, Eleanor (waitress), John Campbell, Dan Merrill, Frank Weber. {lll Don Frank, Bob John-

son. ll2l Tony DeCoito, Mark Stearns. ll3l Larry Whitaker, Marv Keil, Elmer Lewis. ll4l

Dick Lamoureaux, Paul Pike, Kent Weaver. [l5l Wayne Murphy, Joe Brown. {l6l Larry Fuller, Ken Hopper. (l7l Dave Simmons. (l8l Jack Martin, Mike Rosa. [l9l Don Porter.

FINE GRAIN DOUGLAS FIR

PRODUCED

I|0tl.l[S raised for Children's Hosoital of 0range County by Los Angeles Hoo-Hoo Club were 5485 closer to the 55000 1990 qoal after a recent golf outing. lll Dave B-uf6, CHOC fund drive chairman. and Rod Kautz. sec./treas. l2l Frank Rhoades, Jim McFadden, Doug Willis, incoming pres., Frank McClean. t3l Henry Voorhees, Don Mathis, Louie Escobedo, board member. l4l George Wilson. l5l John Higman, Joe McGuire, Will Higman. l6f Ted Gilbert, Mac MacNalley, Mike Mankey. 17l Mike Nicholson, Jack Berutich. 0ther new officers: Bob Golding, 1st v.p.; Richard Miller, 2nd v.p.; Steve Shudoma, golf chairman; Dennis Richardson, publicity; Joe McGuire, Mike Garrety, board.

NEW LITIERATTURE

Treated Picture Show

Outdoor Uses el' Pressure Treated )lood, an 8-min. video on treated wood's history, uses, requirements and lasteners, is $15 from Western Wood Preservers Institute, 603 Stewart St., Suite 1018, Seattle, Wa. 98101.

Specifying Lumber

"Specifying Lumber" is free lor the first l0 copies, 150 ea. thereafter lrom Western Wood Products Association, Yeon Bldg., 522 Sw 5th Ave., Portland, Or.97204.

lnside Hickson

"Resources to Build Your Business," a packet of five booklets profiling Hickson Corp., is available from Hickson, ll00 Johnson Ferry Rd., Ste.680, Atlanta, Ga. 30342.

Lift Parts & Services

"Why Unisource Parts & Services Program Is Your Best Parts & Service Solution" is free from Hvster Co.. Box 847, Danville, Il. 61832.

Storage Suggestions

Filiy Storage Projecrs ./br the Home, a 249-p. paperback, is $ I 2.95 from Sterling Publishing Co., 387 Park Ave. So., New York, N.Y. 10016.

Estimates For All

The new Means Estimatine Handbook, a 905-p. reference, is $89.95 from R.S. Means. (800) 448-8182.

Fastener Strengths

A 56-p. lastener capabilities booklet is free from Asquared Industries, Box 945, Torrington, Ct. 06790.

Treatment Retention Poster

An 18" x 24" point-of-purchase poster to help consumers and retail personnel select the proper treated lumber is free from Southern Forest Products Association. Box 52468, New Orleans, La. 701 52.

A Side Of Cedar

A technical information brochure on western red cedar siding specification and installation is 500 from Western Red Cedar Lumber Assn., Yeon Building, 522 SW 5th Ave., Portland, Or.91204.

Pine Gase Book

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

Hardboard Directory

"Hardboard Sources," a listing of American Hardboard Association publications, programs and members' locations and production, is free from AHA, 520 N. Hicks Rd., Palatine, Il. 60067.

A 4-p. case study of hotels and motels constructed of engineered southern pine systems is free from Southern Forest Products Association, Box 52468, New Orleans, La.70152.

Swell Cupolas

A 4-p. brochure on the new Estate Series of ventilating cupolas is free lrom Webb Mlg., Box 707, Conneaut, Oh. 44030.

Nuts & Bolts

A 338-p. catalog ol fasteners packaged in code-compliant boxes, poly bags, see paks and snap paks is available from Dave Grattan & Sons. (800) 468-9513.

CLASSNFNED AEVERTNSEMENTIS

EXPERIENCED

SALES REPRESENTATIVE

Cal-Forest Lumber Co., established 33 years, seeking softwood and/or hardwood salesperson to cover the Southern California area. Salary plus excellent commission and benefits. Contact Larry Thompson (213) 516-0150.

CREDIT MANAGER

Established California Wholesale Distribution

Firm looking for experienced Credit Manager. Excellent mmpensation and mmpany paid benefits package. Come on and be a major player with a winning team. Reply to: Joe Tidwell, All-Coast Forest Products, P.O. Box M, Chino, Ca. 91708-4012.

EXPERIENCED TUMBER TRADER

We are Hardwood and Sottwood loo and lumber wholesalers wifr ofices in Cinada and the United Stales. We are seekino sincere, experienced lumber traders whd have a vienr towards the long term. Wofi from your patt of he country, or trom our offices'in trb Toronto area.

This is an excellent opportunity wilh a well-established company.

We enjoy an outstanding financial and marketing reputalion.

For omflele details, please drone or write Bob Wilson in stdct conlidence.

Twenty-five (25) words for $21. Each additional word 700. Phone number counrs as one word. Address counls as six words. Headlines and centered copy' ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready. $55 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 Merchrnt Magrzine. 4500 Campus Dr.. Suite 4E0, Newport Beach, Ca. 92660. Make checks payable to The Merchrnt Magazine. Mail copy to above address or call (714) 852-1990. Deadlrne for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have esrablished credit with us.

BUYER

Ganahl Lumber Company, a leading So. Ca. lumber & building materials dealer, with locations in Anaheim, Garden Grove & Corona, has 2 openings for Product Managersone specializing in hardware, the other in doors, windows & millwork, at the Anaheim HQ location.

The successful candidates will be knowledgeable in their product lines, have a proven track record in aggressive merchandising including new lines development, sales, market trends, inventory and pricing. Must be able to work with employees at all levels to help solve company and customer problems and needs.

Send resume, with salary history, to: John Cavers, GANAHL LUMBER COMPANY, 1220 E. Ball Road, Anaheim. Ca. 92805-5993.

WANTED for lumber sales in Southern California area. Experienced in sales of redwood & treated lumber. California Cascade Industries, P.O. Box 130026, Sacramento, Ca. 95820.

EXPERIENCED/motivated salesperson wanted for Western U.S., selling engineered components to established customer base of window/door manufacturers and building products distributors. Also manage rep agencies in territory. Must have old fashioned work ethic with ability to understand and translate technical needs ofcustomers to product features/benefits. Independent worker, highly organized. 750/o travel. 4 year degree. Excellent salary, full benefis package. Cover letter, resume and salary history to Box 616, c/o The Merchant Magazine.

DIRECT SHIP SALES/TRADER SOUTHERN CALIFORNIA.

A unique position with unique rewards! We are interested in a professional with established mill and customer relations in the Southern California market. Direct ship success with lumber and panel products is a prerequisite. Our combined salary/commission/ expense incentives are very competitive.

Please reply in confidence:

Pete Nevins, VP Sales Manager Snavely Forest Products, lnc. P.O. Box 9209 Ontario, Ca. 9,l761

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Twisted and weathered 2x4 and wider, 4x6 and wider, economy green or dry, mixed species. Call Bill Hunter or Bruce Benton, Hunter Woodworks, (213) 775-2544:' (213) 835-5671.

Everyone Planted Just ONE Tree

FOR SALE: Yates C-55 moulder and heads, Hermance 50 moulder. Ensworth F-oresl Products. Arcata. Ca. (707) 822-3085.

'H,lBfitRD ,'l(ohola

SPECIAL l/4 x l-l/4" flat louvers, solid pine clear.2' thru 5-ll2'. $550/C lin.: 40 M lin. minimum. F.O.B. San Marcos, Ca. Call Jim, Follis Millwork, (619) 744-470[, or FAX inquiries to I AX 619-744-0126.

Ve needpeople

\rtro can see the forcstfortlre trees.

Air pllution. Acid rain. Gypy moth infesation. Glohal warming. The problems affecting America's forests impact us all. We need pople who understand the value of protecting existing foress and planting new acreage. To find out more, write Global Relraf, American t'orestry Asociation, P.O. Box 2000, Depr GRJ, Vashingon, DC 20013.

CALIFORNIA/Mexico border opportunity. U.S. hardwood distributor has 2-l/2 acre yard at Chula Vista, Ca., next to Otay border crossing. Fenced & graded. Excellent yard potential. Lease or buy. Tradewest Hardwood Co., Tom Flynn, (213) 493-7500.

MILLWORK factory: complete capabilities with ltalian/German machinery, includes 20 room house. Near Izmir on Turkish Aegean coast. Perfect for entry into Eastern Bloc markets. FAX for details: Jeanie Waggoner 0l l-90-(5t ) 688571.

Multi-User Accounting System

R'ns on IBM-PCs. On Baiance Inc 41512%-5807

LOCAL LUMBER hauling Southern Caliiornia roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking (213) 422-0476.

Selling Down South?

lf you're selling in the South, Building Products Digest advertising reaches your market. A sister publication of The Merchant Magazine, the Digest has a monthly circulation of 12,750 dealers, wholesalers & distributors with at least twice that many readers. It provides blanket coverage o[ Texas. Oklahoma, Arkansas, Louisiana, Mississippi, Alabama, Florida, Georgia, South Carolina, North Carolina, Virginia, Kentucky and Tennessee. The rates are right and response excellent. Call Q14) 852-1990 today to become one of our satisfied advertisers. It'll pay you.

No. of iw publbhd annwlly, 12: 38. ,lnwl vkriptiu pb, 8l l; 1- Cm#e milhg a&6 o/ knon otrce of Nui@ti@, $40 Cnmpw b., fuile 180, NcrQa Mt, Onnee Ceily, Ca- 92660: 5- Cmpbe miling a&r6 of the hufuurtn or gwl b6i6 ofu6 of ,he pttlMm, 45N Canrys Dr-, Sttitc 460, Newptt fud, &ang Centy, Co. 92660; 6- Nm and wy'ae wiling a&M of ptblisho, ditor, atd wnaging ditu: Edto-hltlbheL fuvid Cukr, 15N Cangu Dr-, Suie 4E0, Ne*wrt fud, Omrye CMty, Ca. 9266t 7- Ovrq (ifovnd fo a corporutiu, its Mrc and 0&6 M b stord atd alp inndbkly It€mt dc. tfu M ail a&M of grckholdcd owing or hMing I EMtt u M of roul M, { go(*- U,pt oM by a @rQruti(n, the Mrc and addM of the irdirihul ow mt6t b giw. Uowd bf o Fnreahipil othq niwQratd jm, irs w and a&w,6 wll 6 that of qch ittdiriful ,rN b gim.) Th" M&hont L{ag@ire, |rc., 15N CoWs Dr., SuiE 4U, NewQn fuch, Orong Ceny, Ca. 92660: hvad Oab, 15N C4np6 D/., fuite 180, Nerwn Beach, Onng CmU, Ct. 92ft0: E- Knon bndhol&rs, wtgat6, otd o,het wiv h&6 owing or hffing I Fmn u w of total Mt of bon&, m.tgag6 q othq gffifg (lf tkn ore nw, so gte) Nw: 9. Nor adi@tle: .,0. Eflqt and Mtue of cimdatiu: '1,- Totol rc. colb printed hd pa m); owgc no. cq*5 reh iw duingprcding 12 m@ths, 1,050: ocrul Mbr of co*6 oJ

liryle iw pttbtrhd MMt ,o fling fute, 1,050; B- Pad ond/ot rqsd Cnalatin, I- &b thwSh &lc6 ord @ni6, strd undw ond wntq sla; swsge no- apkr ad bw furlng pe c&rt I 2 Mrhs, 27q ocfral no. oI @ of sin& iw publishd w ,o flng fup, 297: 2. Mail s@krc: ow4e N- Nr*s @ch iw dtrins pecding 12 mnths, I,J0I; aawl no- q@b of :ialc iw pblarM mt6! tolilw &ae, 3,299: C. Total pA ond/or reEstd cimlotiq (w oJ l0 8l ond I0 B2): awe no- cot*t reh iw duins pwding l2 muths, 3,571; adul no. olqb o! singlc iw pttilthd mrct tofiliry hte, 1,596: D. Fre distrihtiq b wil @nb q othq Mrc e,fu, MplilMtqry, and aherfre calb; awge m- cot*s wh lw AUW @ng 12 wth\ 121: 6nsl rc. of copiq ot:tingle iw NtlisM Mrd tofling &te, 1lC E TtuI edhb tiu 6ut of C ad D): awoge no- NIi6 wh iw ar@ Fadins I 2 nnth4 1,995: Mul rc. of (ryhs 6 t'j'/6/€ elc piland Mres to fling &te, 4,006: F- Cofix not dtubad: I @ w, lefow, mtd, gtild qfrs Fiatins: awmge rc. @ti6 ech iw dw@ pt&rg I 2 ,twttts, 55; actul m. ola*soIsirgk iw'/blit,€d Mr6l tofilW&te,44: 2. Rdumlwffiagaa: noa afublc: G. Ttul (Sn oI E, Fl ad F2 shuU equl ,Et pt6 M show in 'l): oyemce rc. qi6 reh eE Alnng @ing 12 nmth' 1,050: ocrul rc. of cepls olrnngk iw pnblishd wtd toflW fure, 1,050: I I I e,lify that ,he sta@rcna mde by rc oble are Mre orrd @e (kMture and tik oI&or, putlislw, ksiw mmgu, u ow) fuvA Cabr, fuu-MIshet-

BUYERS'GUIDE

-SOUTHERN CALIFORNIA- SAN FRANCISCO BAY AREA LOSANGELESAREA

Accurate Planrng Mrll Lo.

American Hardwood Co.

BerkotMtg.Co.......

Beverly Manulacturing Co. ...

Buchanan Hardwood 1213) 774-2046

Eurns Lumber Co. ..

Capital Lumber Co.

Carcll Moulding Co. .

Chozen Trucking C0. ........

Cms Head Lumber & Plywmd

Cuslom Mills, Inc.

3C Trucking

omley Lumber Co.

El&El Wmd Producls Corp

FountarnLumberCo.,Ed....

Fremonl Foresl Pfoducts

Geminr Forest Products

Gmroia-Pacilic Corp. (213) 968-5551

Gsrgia-Pacilic Corp. (San Fernando)

Guererc Lumber Handling (213) 431-5437

Hutl Lumber Co. {800) 347-HUFF

Inland Timber Co

Johnstm Hardwood (800) 247-9486

Jones Wholesale Lumber C0.

Keep 0n Truckrno

Lane Slanlon Vance

Lumber Assn. ol So. Calif.

MacBealh Hardwood

Maple 8106.. Inc. Mouldings

Marouart-Wolfe Lumber C0..

Mercury Hardwmd Lumber Co.

Mutual Moulding and Lumber C0. ..

Norlh American

GFEATERSAI{ DIEGOAREA

NORTHERN AND CENTRAL CALIFORNIA

oRAilGE, R|VERSIDE & SA]I BEBNABDII{O COUNTIES

All Cmst Forest Products

AllgeierCmputerCorp...

Ameflcan Hardwmd Co

Anfinson Lumber Sales

Eeadex Manulacluring

B€r Forest Products

Lumber Co.

Sums Lumber Co.

Cal Stale Forest Products (800) 266-2737

Calilornra Lumber Inspeclion Seryice

C&E Lumber Co.

Cantor U.S.A. Corp.

CaDilal Lumber Co.

Catroll Moulding Co.

Cmstal Lumber C0.

0MK-Pacilic

El&El Wood Products CorD.

Everoreen Lumber & Molding

Fmtana Wholesale Lumber

Founlain Lumber Co., Ed

Fremont Forest Products

Georoia-Pacilic Corp. (Anaheim)

Georgia Pacific (Mira Loma)

Gmrgia Pacific (Biverside)

Golding Sullivan Lumber Sales

Gcat Weslem Transportation (714) 276-1164

Seruices, hc.

Loursrana-Pacitic Corp.

M & M Builders Supply

Nikkel Corp.. The Pacilic Southeasl turesl Producls

Truckino, Roy

Srothe6

Kelleher Lumb€r Co.

Martin Forest Industries

Tamalpais Lumber Mi||

uKfit/uruJTs

Ahl For€st Products

All Hearl Lumber Co., Inc.

Cal Cmst Wholesale Lumb€r, Inc.

Louisiana-Pacilic Corp.

Perlormanc€ C@tings, Inc.

Redwmd Cmst Lumber Co.

Western Wmds, Inc.

Willits Redwood Co.

YREIO Siskiyou Forest Products

BUYERS'GUIDE

PACIFIC NORTHWEST STA ROCKY MOUNTAINSwasH|l{Gtoil

@ GffiM

NORTHEAST

OtsITIUARIES

AUTHORIZED 6 DISTRIBUTORS

George McQuesten Co.

Iron Horse Park

North Billerica, MA 01862

(s08) 663343s

Mid-State Lumber Co.

200 Industrial Parkway

Branchburg, NJ 08876 (207\7',2s49ffi

SOUTHEAST

Earl Raiford Lumber Co.

P.O. Box 5498

Asheville, NC 28813 (704) 253-5667

Epperson Lumber Sales, Inc.

P.O. Box 1559 Statesville, Nc2ffin (704\87M327

Furman Lumber Co.

8960 Henkels Ln. Annapolis Junction, MD 20701 (w792-22U

LAKE STATES

Boehm-Madisen

N16 W2210 Jericho Dr. Waukesha, WI 53186 Gra\J!44669

Detroit Forest Products 12707 Eckles Rd.

Plymouth Township, MI 48170 (313) 459-s808

Empire Wholesale

P.O. Box 249 Akron, OH t14309 (216) 43/.454s

Forest Products Group, Inc. PO. Box 310 Piqua, OH 45355 (513\n8-0272

UPPER MID-WEST

Canton Lumber Co.

P.O. Box 9328

Minneapolis, MN 55440-9328 (612) 425-'tn0

WEST

All{oast Forest Products, Inc.

P.O. Box M Chino, CA 91708

(7r4') 627-8551.

All{oast Forest Products, Inc.

P.O. Box 9

Cloverdale, CA 95425-0009 (707\89+4281,

Colorado Forest Industries

P.O.Box764M

Denver, CO 80216

(303) 288-2600

Stanley C. "Bud" Powning, 61, retired manager of Walled Lake Door Co., Gila Bend, Az., died of a heart attack Sept. 15, 1990, while elk hunting near Flagstaff, Az.

Born in Reno, Nv., he spent in his life in the lumber and woodworking industry in Arizona, Nevada, Oregon, California and South America. He retired from Walled Lake Door Co., after five years at the helm, when the firm closed in 1988.

Mr. Powning is survived by his widow, Zina, his mother, his grandmother, two sons, a brother, a sister, six grandchildren, and a great-grandchild.

Seldon W. VanderWegen, 68, an associate member of the Western BuildingMaterial Association, Olympia, Wa., died Oct. 7, 1990, in Tumwater, Wa.

A native of Thorpe, Wi., he owned and operated accounting firm VanderWegen & Associates, Shelton. Wa.. which works with WBMA and a number of building products companies in the area.

'Mr. VanderWegen is survived by his widow, Cassie, three daughters, a brother, and six grandchildren.

Elmer Rru, 74, former owner of Madera Lumber Co., Madera, Ca., died Oct. 17, 1990, in Madera.

Born in Kermit. Ca.. Mr. Rau joined Pierce Lumber Co. in 1934 as bookkeeper, becoming manager in l944.He bought Madera Lumber in 1953, reselling it in 1979 to Boise Cascade.

He was an honorary director-atlarge for the Lumber Merchants Association of Northern California, having been LMA president 196l1963, President's Award recipient 1977, and a director for l0 years. He was also president ofthe San Joaquin Valley Hoo-Hoo Club in 1958.

Mr. Rau is survived by his widow, Eleanor, two sons, a daughter, a sister and 12 grandchildren.

Ernest John Wilson. 65. retired sales manager, Canadian operations, Pope & Talbot, Portland, Or., died Sept. 20, 1990, in Portland.

A native of Everett, Wa., he worked for Edward Hines Lumber Co., Wickes and Balfour Guthrie before his l6 years at Pope & Talbot. He retired five years ago.

Mr. Wilson is survived by his widow, "Mike", two sons, and two daughters.

Edwin G. "Bud" Goudge, 69, a 38 year employee of Pope & Talbot, Portland. Or.. died Oct. 13. 1990. of heart failure in Portland.

Born in Boulder, Co., he moved to Portland in 1947 after serving with the Marines in the South Pacific during World War II. He started in Pope & Talbot's steamship division and managed lumber sales at their Oakridge, Or., sawmill until his 1983 retirement.

Mr. Goudge is survived by his widow, Ruth, three daughters, two sons and five grandchildren.

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