Merchant Magazine - December 1980

Serving the lumber, building materials and home improvement markets in 13 Western Sfafes-Sin ce lg22

"Vonguqrd Doors"

"Vonguord" Securify ond 20-Minule Fire Lobeled Doors ore the only Stile ond Roil Security Ponel ond Fire Doors mode in Americo with on occredited lobel. Also ovoiloble with opiionol fluted ponets. Stondord stock widths ore 30", 32" ond 36" x 80" x 13/e". Constructed of solid, cleor verticol groin Western Soft Woods. These "Vonguord" doors meet the demond for o quolity Securify, Fire ond energy conservotion door.

lmporled Doors

All solid Mohogony lumber, slile ond roil conslruction. Competively priced, size 36" x 8Q" x l3/a". Beoutiful lo stoin.

Heovier conslruction with exlro wide froming ond over-sized tongues on ponels ond roils.

OTHEI

Comporison of Bel-Air's "Vonguord" door ponel ond other monufoclurers ooor poner.

Unique leqded Gloss Inserls

Add o touch of decorotive elegonce to your entry with these unique leoded gloss unils inserted in open ponel entry doors. Units ore priced individuolly.

Atlos fl8072

$illfD

When you call, we deliver. Fast. And we deliver darn near everything. Lumber. Plywood. Timbers. Fencing. Masonite. Hardboard. Particleboard. Roofing. Hardware. No other distributor in Southern California comes close to handling as many products. That's why weare the Super Supplier. Slip into the nearest phone booth and call. We'll deliver full or mixed loads to

your yard or your customer's job site. Super? You said it. Louisiana-Pacific Corporation, Crown Distribution Center, 900 West Taft, Orange, California. Phone 71 4-998-6500 or 213-598-9675.

Publisher Emeritus A.D. Bell.

Editor-Publisher David Cutler

Associate Editor

Jt'anita Lovret

(-ontributine Editors

Dwight Curran

Gage McKinney

Al Keroer

Art Director Martha Enrcrl' Staff Artist Terry Wilson

Circulation

Marge Anderson

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THE MERCHANT MA(;AZINE is att itrdapt'trrlottl.r'-ovtrcrl ptrhlitatiott lor tlte rctoil. vltolesale atrl distribtrtiott lcvels o/ tltc ltrrrther. httilditrg rrtatcrials atrd ltonrc itrrprovorrt'rrl bttsitress irt tlre l3 U:cstertt states: con(entrutittg otr rrtercltaudisitt,q pltts irrtlttslrr ttcrl's ttrtd iillerprcletioil.

JUPERIIOU'I of ttrstern Red Cedal

Next time you have to kick off a big job that calls for Western Red Cedar, make a quick score by calling Fountain first. Our inventory of over 1 million ieet, oI the finest product turned out by the renowned Tahsis mill, will thrill your customers. A dazzling array of sizes, rough, re-sawn or smooth faces and virtually any detail desired gives you a winning combination of plays. Our STK Totem siding is an especially effective call for much of the current construction trend.

No order is too large because we have the greatest depth of dry Western Red Cedar in the West. .one customer was supplied over 400 thousand feet of the same size, grade and detail. .championship performance in any league. Call on your Fountain special team professionals to get you into the game fast!

Ed Fountain Lumber Company

6218 S.Hooper Ave. Los Angeles, Ca. 90001. (213) 583-1381. (7 r4l 97 2-9107

ED FOUNTAIN LUMBER COMPANY

EDITORIAT

Even lumber itself disappears

THE EXPERTS' projections that you can read I on the following pages deal with l98l and the years immediately following it. What we would like you to consider here is the world beyond that time, what is commonly called the future.

This vague, unsighted world has been the focus for a rapidly growing collection of experts called futurists; men and women who use science, art and hunches to divine what the future holds. It is a fascinating and unsettling business.

Alvin Toffler, author of the best selling book, Future Shock, this year published his latest work, The Third Wave. ln it he hypothesizes nothing less than that oyr present society began in the 1960s a change so radical as to be unlike anything preceding it. He describes the agricultural based society of man, from earliest times until about 300 years ago as the Fint Wave. The Second Wave is the industrial world that developed since then. He writes that his "Third Wave of historical change represents not a straight line extension of industrial society, but a radical shift of direction, often a negation,

of what went before it. It adds up to nothing less than a complete ftansformation . . ."

Many share his view and if they are correct, that sector of life involving work, business and industry are in for some wrenching changes that will make the change of recent years positively mild by comparison.

Futurists see technology, among other things, bringing rapid and radical change. Consider: will you or your employees perform the job at home, before a computer screen? Will trees be immediately converted into wood fiber after harvest, with all subsequent products being a reconstitution of the fiber and chemicals. If so it would mean the elimination of lumber itself, as we know it today, from the business inventory. All of this is clearly within the realm of possibility, futurists assure us.

Few of us think very much about that kind of fufure. Yet it seems reasonable to be concerned enough so that we don't find ourselves caught flat-footed by lightning swift change that so surprises us that we are unable to react successfully.

PAUL BUNYAN FACES THE NEW YEAR

Assuring his friends of continued service, Paul extends his sincere thanks and best wishes for the coming year.

SeNing thelumbeL building materials andhome improvement ma*ets in 13 Westen Slates-Since 1922

DAVID CUTLER editor- publ isher

Better But Not Great

By Pete Niebling Executive Vice President North American Wholesale Lumber Association

THERE IS a ! consensus among wholesalers that homebuilding will come out of its 1980 slump by the middle of the second quarter of 1981. Many of them feel that, near term, it will be a long, tough winter, and they are not referring to weather.

Our own view is that new home starts will improve in 1981, but that the indusry will be experiencing new and basic transitions: producers, distributors and retailers will be exposed to both new opportunities and new problems next year. The potential problems lead us to conclude that housing will recover in l98l but on a very gradual basis.

Our war on inflation has not as vet been successful. Our battle with

Story at a Glance

Any housing improvement highly regionalized housing starts 1.45 millioh, up from '80's 1.2 million overall industrial markets to improve gradually, remodeling up 10"/" in demand, exports off substantially in '81.

the inflationary spiral is being conducted with the weapon of interest rates. Not only are they high, but their course is unpredictable. It is perhaps this latter problem that will affect our industry and the housins indusfry the most. The home buver-mav we'll be able to adjust to higher hortgage rates, but he will likely defer purchases if those rates "yo-yo. " At the same time, the lender will be reluctant to commit to long-term fixedrate mortgages. The various variable rate financings can only provide part of the answer; perhaps the shared equity mortgage will help. Regardless, the problem of fluctuation of interest rates will put a damper on demand.

Improvement in housing next year will be highly regionalized. Although this is nothing new, regional variations will be more pronounced. As housing starts increase, there will be little or no improvement in some sections of the U.S. The outlook in Canada is much the same.

The legislative reform of hansportation will be a factor. The question of whether deregulation of truck and rail is good or bad won't be answered in a year's time. The fact that it is there will provide opportunities for some and obstacles for others.

Politically, the government will be sensitive to employment, but no matter how large the homebuilding indusfty is, as long as it continues to improve gradually, there will be a minimum of pump-priming.

It is reasonable to conclude that 1981 will be a better year for housing, but mediocre when compared to the boom years of 1.8 to 2.0 starts.

Other forest product markets, with the exception of overseas export, should also improve, and the industrial market will be enhanced somewhat by the overall economic re-

(Please turn to page 85)

The Economy in 1981

By Randall J. Pozdena Economist Federal Reserve Bank of San Francisco

THE recession

I of 1980 produced one of the largest quarterly declines in output ever recorded by our economy. Mercifully, however, these severe effects were shortlived.

The recession

struck in the first half of 1980 (as we forecast in last year's December Business Forecast Issue) and by the last quarter, most current and leading indicator3 were signaling improvement.

Does this indicate that, once more, our economy has shown its incredible resilience and we are back on an acceptable long-term growth track?

I do not believe that it does. On the contrary, the behavior of the economy in 1980 has ominous implications

(Please turn to page 84)

Story at a Glance

The behavior of the economy in '80 has ominous amplications for 1981 and beyond . . high interest rates and inflation are likely to prevail new type mortgages necessary to help housing.

A Railroad's Outlook

By John C. Kenefick hesident

Union Pacific Railroad

AI,'YT?ii,Ti;

we expect things to look up in some ways in the first two quarters of 1981'- not with the glowing prosperity and hopefulness of the '50s. but we

see signs that traffic patterns may start making the slow move out of the slump they've been in this year.

The economy still is going down, but at a slower rate than it has been. We look to a later part of l98l for any real improvement in the economic picture, bottoming out the fourth quarter this year or the first quarter of next.

Story at a Glance

President Reagan's tax relief pollcies will be critical to the economy . lumber hauling off severely . . . no real economic lmprovement until the latter part of '81.

Throughout this recession, certain of the commodities we move have taken a predictable beating while others, more immune to economic cycles, have helped sustain the railroad through hard times.

Sharply higher movements of coal and grain, which aren't as sensitive to the recession or to manufacturing cycles, were strong contributors to our railroad's accomplishing the best third quarter in its history-. Coupled with an intensified cost control program and the July 12, freight rate increase, the railroad was able to reverse its second quarter decline in earnings.

Although carloadings of some commodities have suffered major setbacks, UP's widely balanced traffic mix once again has helped maintain a healthy company through a difficult period.

Lumber has probably been hit the worst, housing starts being down so severelv.

While lumber lags, paper products

traffic has held up fairly well. This is due partially to a first-half inventory build-up in anticipation of a paper workers' strike in the South and in Eastern Canada and because newspaper circulation is high. Furthermore, more magazine pages are being printed today as television advertising rates continue to climb.

Consumer durables carloadings are down and may not pick up fo-r another two and one-half to three vears because people in 1979 stocked up on autos, refrigerators, washers ancl dryers and did their home additions and r.emodeling, expecting future pnce lncreases.

Predictably, auto traffic has been

down in this recession, but for us, the rate of decline has been nowhere near that which might be hypothesized lookins at domestic auto sales alone. The nrimber of imported cars that UP handles has moderated the domestic car downturn for us. We think new car hauling will be sluggish in the first half of 198 I because, while most American auto makers will be introducing smaller cars next year, the foreign manufacturers' penetration may not immediately change in 1981.

Generally speaking, chemical products are not terribly sensitive to eco-

(Please turn to page 85)

Monetary Policy and Pacific Northwest Construction

By John V. Russell Senior Economic Research Officer Seattle-First National Bank Seattle. Wa.

I AST year, b we thousht that the sluggishness of the recovery would be the most potentous economic event of 1981. We still think so. As of late October, in fact, the recover looks very slow; so slow, in fact, that there might well be virtual stagnation for a few more months. While this may be positive for economic performince in the long run, it means that l98l would be the third straight year of sub-par expansion.

The new monetary policy invoked in October 1979 has turned out to be different, indeed. The change was to use reserves as a short-run policy guide rather than interest rates. The effect on interest rates has been to increase their volatility substantiallv. Rates rose 100 basis boints immed'iately and continued up-until the prime was at 20Vo and mortgage commitment rates over 16%o.

Although the economy began to decline in February, the conhaction was not obvious in statistical reports until after a credit control prolram had been instituted in March.

Its impact was dramatic. Home and car sales plunged. Employment, production, and income did too. Real Gross National Product fell at a 9.6Vo annual rate, the steepest quarterly drop since World War iI.

Story at a Glance

Office and hotel construction strong in Pacillc Northwest for next two years. Industrial development will outpace the nation . . . resldential will be strong, if financial and landuse restrictions permlt.

Under the Fed's new policy, however, interest rates dropped rapidlv as demand for money fi:il. fnii un-doubtedly shortened the downturn, and the economy began showing signs of life in Augusl.

As economic activity rose, however. so did interest rates. Bv late October. short rates had climbed above long rates and the prime reached 14.5Vo. The construction industrv has once again been whiosawed bv the credit c-ycle. Nationally, housin! starts began to slip in 1978 but did not really plunge until mortgage commitnent rates hit 16%o in April of this year. Nonresidential construction displayed its typical lagging behavior, slipping in the second and third quarters of 1980.

With the decline in mortgage rates during the summer, housing revived with startling rapidity. Starts shot up from only 906 thousand in May (seasonally adjusted annual rate) to over 1.5 million in September; mortgage rates weren't far behind, hitting l4%o by October.

Although the manufacturing base of the Pacific Northwest-here taken (Please turn to page 90)

Redwood Running Hard in'81

By Keith Lanning Exec. Vice President & General Manager California Redwood Association

liotnttxc orr

V an unexpectedly strong 1980, redwood mills are working and planning to meet the demand for redwood throughout the eighties. They are ambitiously gearing up for the future with major investments in reforestation, advanced milling techniques, new product development and increased advertising and promotion.

Despite last year's sluggish economy, the California Redwood Association mounted an extensive campaign to promote redwood. Next year, CRA will produce even more publicity, literature and advertising. This commitment to promotion, through good years and bad, keeps redwood in a unique position among building products. As a result, it continues to

Promotion Seen Vital to Panel Market Growth

by Bronson J. Lewis Executive Vice President American Plywood Association

HROUGH the second half of 1980 the plywood industry has been slowlv recovering from the market collapse which accompanied the disastrous spring plunge of home building. The improvement to about 87Vo of capacityl working in mid-October, up dramati-l cally from less than half of the industryl producing in mid-April, gives an in-! dication of the contrasting marketl conditions in this past unusually testmg year.

be the preferred material for outdoor use and luxury paneling and siding application.

For the lumber merchant and home center, redwood offers high profit potential and pre-sold demand. It can serve as a hedge against periodic slumps in new construction. Redwood also offers security because it not only satisfies current building needs, it is used by markets which will continue to grow throughout the decade.

1980 was a dismal vear for most

Story at a Glance

Increased promotion and advertising of redwood helps it outperform other materlals in a poor year more promotion set for '81 mills have invested heavily in reforestation, machinery and new products.

Now that the worst hopefully is behind us, there is a pressing need to work for resumed industry growth. The reality confronting the plywood indusfry (now better described as the structural panel industry because of the waferboards, oriented strand boards, composites and other new materials joining the plywood family) is that with production of probably not much more than 17 billion sq. ft. forthe year 1980, the shortfall between demand and available capacity is about six billion sq. ft.

The challenge facing the panel producers of the West and nationwide in l98l is to make a determined effort to close the huge gap between production and the 23 billion feet of capacity now available. How can it be done?

Story at a Glance

Worst behind us . promotion essential to close gaP between supply and demand wood foundations, mobile home and repair markets will be up 19.4 billion sq. ft. of structural panel production.

The Merchant Magazine

businesses related to the building industry. Even so, redwood mills were surprised to find their shipments only slightly lower than the previous year. The sales performance of redwood lumber was considerably better than most other materials. In fact, prices for the architectural/finish grades barely dropped at all.

This isn't the first time redwood has overcome the effects of a slump. It has consistently out-performed other materials in past building crises. The reason? Redwood sells to a variety of markets. Some like remodeling and outdoor living are not directly linked to new construction cycles. But most important, more than 50 years of effective promotion, regardless of the prevailing economic situation, has sold specifiers and consumers on redwood.

Member mills of the California Redwood Association provide support for their product and their customers by channeling a percentage of their piofit back to-CRA. ThesJ funds pay for advertising, product literature and publicity. Realizing CRA promotional efforts deserve a good deal of the credit for redwood's excellent performance, the Board of Directors

(Please turn to page 94)

Most of all, in my view, by a vigorous renewal of industrywide promotion. Promotion, more than any other factor, was the reason production got to nearly 20 billion sq. ft. by 1978. And the American Plywood Association is confident that promotion will lead the panel industry out of the 1980 doldrums, provided reasonable stability returns to the nation's money markets.

There are many new factors that will affect mortgages and other types of finance as a consequence of the banking deregulation actions during 1980. These make forecasting a bit more tentative than usual.

However, there are strong indications that new home building activitv should continue the slow recoueiy started in June 1980. Through the early months of next Year we should see the starts rate around 1.3 million units, and by year end the rate should be near the 2 million level.

APA's best estimate at this late October time of writing is that there should be about 1.6 million new housing units built in 1981, with l.l million single-family and 500,000 multifamily.

We are convinced that the panel (Please turn to page 94)

A Pause on the Way to The Next Housing Explosion

As Walter Wristen of the Citv Bank once said, "The future isn't what it used to be! " and that bit of profound logic is a clever expression of the uncertain economic outlook we now face.

The strengths that we have going for us are in the fundamental need for shelter and the huge market potential to fix up existing dwellings and make them serviceable for the vears ahead.

edgers, greater breadth of hand tools and the demand in all of these areas for more quality instead of promotional price. Such an atmosphere calls for better trained sales personnel to on-the-spot sales to educate the consumer.

Story at a Glance

Corporation

By Clark A. Johnson Executive Vice President The Wickes

I N December

a1979.I commented quite extensively about the outlook for the decade of 1980s and how the demographic forces alreadv in place will posi- tively impact our businesses.

In the intervening twelve months, forces have been at work caused bv schemes of the government that havi postponed the beginning of this strong economic period and, accord-

Story at a Glance

Financial markets will steady by late '81 .. . '82 will be the first stage of a strong recovery . . . energy costs will continue high.. .d-i-y to remain strong.

ing to some, set into motion forces that will make house ownership, the backbone of our business, atmost a privilege of the chosen few.

It is my vrew, however, that the financial markets will steady by late l98l and that 1982 will see the first stages of a strong recovery in housing and building related activities.

The outlook for the next several years will be influenced by the displpportionate costs of eneigy in the allocation of personal expEnditures and that the cirnsumer wili be motivated to watch this expense category carefullv.

ttris witt influence how they live, work and recreate-the goals for us in the building materials and wood products business are the same. and we will te required to carefully analyze our business methods and-concepts to see if they are in keeping with the new "Energy Economics. "

It will be the proper strategists who gear their marketing plans to the growth areas and recognize that strategic shifts are necessary to grow and produce the desired rate of return on our investments and, in some cases, survive.

Those trade factors such as our Builders Emporium subsidiary in Los Angeles will continue to prosper because they are positioned to respond to the basic needs of people who live, in most cases, within close geographic proximity to their 53 stores.

In summary, the 1980s boom is delayed-the demand for housing and thus wood products is high and growing. These two forces will meet at some point in the future and we will enjoy the outcome in our businesses.

In the meantime, we will have to struggle along a few months longer and adjust our businesses to the reality that exists today.

Goes Hardware Electronic

By Offo Grigg Managing Director Pacific Southwest Hardware Association

E forecast l98l will again offer hardware and homecenters profit op- portunity.

Stronger competitive moves will make for better equipped stores in appearance and knowledge-

able sales people.

Greater opportunities will prevail in large ticket items when homeowners begin extending their own in-home service programs. Look for good sales in mowers, power tools, and such add-on areas as ladders.

Good sales in mowers, power and hand tools, and edgers with more demand for quality than price . . . greater use of electronic equipment in store operation continued sales/ profit gains.

More use of in-store visual selling especially, video sales projectors being used in departmental areas. With the availability of sales and product tapes most dctive merchandising stores will engage the use of these visual aids in many ways to supplement fewer employees on the sales floor.

This brings to attention the area of management concern for the 1981 sales performance with the advent of continually increasing expenses. Management will be confronted with increased expenses by sales costs or selling costs in store expenses, plus greater cost of energy facets such as lights and heat. A more careful look at open hours by management will better match store hours to match sales hours.

Probably the greatest single item of change in the l98l sales year will be the greater use of electronic equipment in the store operation. Management realizes the benefits now offered and young management is now in favor of even greater retail application by retail hardware and home centers. Programs are established and button pushing will far exceed seat-of-thepants management.

Cash flow and purchase control will become more critical with elevated management ability called upon to corral this problem, especially in view of continued inflation. Although the inflation rate will seemingly readjust to lower levels if the new administration approaches the problem with their campaign promise put to application.

All in all, the indusny will continue to surge with continued sales and profit gains, by containing control on expenses and by applying available improved retail techniques that demand being used.

This indusay will again post a two figure increase over the good 1980.

Western Lumber Outlook

By H.A. Roberts Executive Vice President Western Wood Producs Association Portland. Or.

I F there comes a lloud cheer from the West this New Year's Eve, it just might be lumbermen joy- fully celebrating the end of 1980: a vear that has beeri as difficult for operators as any in modem memory.

To say that it has been a crisis year for western mill managers and their employees, would be an understatement. In fact, probably many would tell you that 1981, no matter how it goes, would have to be an improvement over 1980.

Story at a Glance

1.6 million housing starts in '81 .. total U.S. softwood consumption up 12o/o. lumber exports wilf be olf 10o/o . . concern exists as to whether producers could fill needs if strong demand develops in early'81.

We are expecting a significant improvement next year. Our early forecast is for 1.6 million housing starts, compared to the 1980 rate that should end up between 1.2 and 1.3 million units. At the time of this writing we are keeping our fingers crossed for a 1.3 million-unit showing, but that performance hinges on interest and mortgage rates and what they do before [te- end of the vear.

As they always have been, interest rates are the key to the yearly success of our industrv. This vear we have seen the primd rate skyrocket to alltime highs, then plunge to around the ll%o level and then take right off again in a very volatile pattern. Mortgage rates followed the prime and brought new housing to a virtual standstill.

Earlier in the year we had at times about one-half of all Western sawmill

employees affected by the housing recession; either laid off, working short shifts, or working alternate weeks. Except for very early in the year, the highest weekly rate that production reached, was a level some lS%o below normal.

During April and May, six of nine weeks' production ranged between 35-45Vo below normal. Most of the time, though, it hovered around a level 25-3OVo below normal. Only solid management at all levels has prevented this crisis situation from becoming a total disaster.

For the upcoming year, a 1.6 million housing unit-performance should allow the western mills to manufacture l7.l billion board feet of softwood lumber (excluding redwood) compared to an expected 1980 total of 15.5 billion feet. We look for total softwood lumber consumption in the United States to reach 36.9 billion feet. That would be an increase of lL%o from the consumption we expect in 1980: 32.9 billion feet.

Residential construction should lead the way in consumption, increasing to 14.7 billion feet, or 39.8V0 of total consumption. Repair and remodeling markets are again expected to fare well, accounting for 8.1 billion board feet in 1981, compared to 7.8 billion in 1980.

Scarce good news for the industry in 1980 was the strong demand from our export markets. Lumber exports could reach 2.0 billion board feet this year. Italy, Japan, Canada, Mexico, Spain, the United Kingdom and West Germany have already proved to be good customers during the year.

Lumber exports are expected to fall in l98l to 1.8 billion feet, lovo off 1980. That fall-off can be attributed to the expected strengthening of the American dollar abroad and increased domestic consumption.

Of key concern to western producers is the possibility that l98l lumber demand might not be filled in an orderly manner. Inventories are expected to be down five percent lower than they were at the end of 1979. Besides the lower inventory position at many western mills, some producers are not building log decks for normal production schedules. Those two major elements for potential trouble are already here. Should a strong demand develop early in the year, lumber producers could find themselves unable to meet demand for some products.

The long-term prospects for the western lumber industry does indeed look brisht. Most economic exDerts project, -that to meet the cominj demand for housing during this decade, this nation will have to build two mil(Please turn to page 72)

New Particleboard Uses and Applications

By Robert E. Dougherty Executive Vice President National Particleboard Association

f, N interesting Fphenomenon is taking place amons builders and briilding supply dealers. They are discovering particleboard is not for floor underlavment only.

While floor underlavment remains one of particleboard's most important products, particleboard is now being sold and used for shelving, stair treads, utility panels, corestock for lamination, and a host of other applications.

The reasons are not hard to find. Inflation has caused prices to go skyhigh among most building products and while particleboard has also been on a roller coaster ride over the last few years, the highs and lows haven't been as severe. Consequently, cost-cutting without sacrificing product performance quality is the order of the day.

Story at a Glance

lncreased use of waterboard . . . particleboard studs are being tested . . Com-Ply mak' ing headway as are various oriented strand and flake boards . . . dealers improving in selling particleboard to d-i-yers.

The industry has been watching the shift for some time now and desPite the fact that total shipments of particleboard in 1979 amounted to onlY 3,376 million square feet 1t1o" basis), a drop of approximately 330 million square feet, the figures indicate that the drop was more in industrial products. door core, and mobile home decking. In fact, shelving and stepping showed an increase in shipments reported.

In the industry's western mills-

2l in all-the amount of particleboard shipped in 1979 compared to the record breaking year of-1978 was almost exactly the same for the floor underlayment category, which means that western mills were finding the markets for particleboard still there, though applications differed, and supply anddemand factors affected the pricins levels.

With the^ decline in housing, a much steeper drop in demand for particleboard was indicated and to some extent that is occurring in 1980. FV S" end of this year the slump in housing should have ended, however, and the increased starts predicted for the 1980s will beein ro affed the demand for particleS-oard.

One especially important area that builders and building supply dealers must watch out for is the iabiil acceptance of waferboard in the marketplace. Waferboard has been used in Canada for more than 15 vears and has withstood the severe winiers there admirably. It will come on stong as a wall sheathing and roof decking material in the next few years, esi pecially as builders and dealers recosnize its outstanding qualities an-d get over the habit of using only one material for these applications. The National Particleboiid Association is working with the various building code officials' organizations to obtain acceptance from them on a broad scale to replace the research reports that currently are being used.

In addition there is significant interest in a number of structural board products that are being tested and are moving onto the national scene. tsor example, particleboard studs are being tested. Com-Ply is making headway (a sandwich-lype panel with particleboard as the cor6 and wood veneers on the surface). and various types of oriented strand or flake boards are being marketed. The 1980s will see a number of new products serving traditional laree builder markets and it will be up io builders and dealers to become famihar with them to obtain the performance and economic efficiencies that are offered.

Thg pq{gleboard industry is going into the 1980s in a strong positionl Its products are in demand.-The housing market is expected to increase and stay at a high level. And the numper of new plants coming on stream has slowed tb the point w:here supply is not likely to cause severe imbal'ance in product demand.

At long last, dealers are beginning to be more comfortable with particleboard and are learning how to advise therr customers in its use. Still required is a massive effort to educate the consumer to cash in on the huee doifyourself market that exists.

Housing Gets lt in the Neck

By Robert D. Peterson Chairman of the Board Palmer G. Lewis Co., Inc. Auburn, Wa.

lT'S MY guess

Ithat '81 is going to be a re-run of '80 in both housing and autos. Here's the way I see it.

First of all. the inflation rate has remained high right through our 1980 recessionthis hasn't followed the pattern of other recessions. Since it's causing the Federal Reserve Board pleng oT worry, all members of the board are really committed to tightening the growth of the money supply. Therefore, interest rates will remain hieh.

Story at a Glance

High interest rates will hold housing to the same pace in '81 as '80, about 1.2-1.3 million . . . another record year for repair and remodeling interest rates down by the middle of '81.

Obviously, high interest rates will inhibit demand for housing. At this point.in time, mortgage rates are hovering around the l4Vo area, and the consensus opinion seems to be that these rates will remain hieh well into 1981. It's hard to belieie how high interest rates have gone. I did a little research in this area and came up with the followins data.

The prime rate wis only about 2Vo during the bulk of the 1950s! In fact, during the past 30 years it never rose above SVo until 1966, and, except for a surge up to SVzVo in late '69 and early '70, the prime never rose above 7Vo until late '73. Then it peaked, on a short needle-like apex, at l2%o in '74. That was the historical record until everything went benerk in late '79. The prime started out in 1979 at about llYzvo and held steady for the fust six months. Then it siarted soaring, all the way up to 20Vo, the point it reached in April, 1980. It started down just as fast as it took off, and it got down to about loyzvo

Iast summer. Now, it's back up to about lir/zVo. We don't think it's going to go up much more, but we doubt if it will fall much lower (possibly to the l2%o area) during-the months ahead.

In view of all this, it's our opinion that housing will be built at about the same pace in '81 as in '80. Once again,.the housing industry is going to get lt ln the neck.

As far as Palmer G. Lewis Company is concerned, we're going to laci: the facts, pay attention to the basics, and do what good common sense tells us what to do. In addition, we'll be budgeting for a modest increase in both sales and profits, and will go all out to hit our goals.

Just so there can be no misunderstanding, we are definitely not predicting gloom and doom for 1981. We think they'll probably build about 1.2-1.3 million housing units in '81, about the same as in 1980. Considering the need for housing, these are very low figures. But don't forget that we're probably going to have another record year in the repair and remodeling market. This market has become more important for all building material retailers and distributors who serve the dealer. We anticipate continued growth in this lmportant area.

Our high inflation rate is a fact of life. And there isn't any easy cure for it. The Federal Reserve Board is determined to lower that high inflation rate. With the cooperation of a lot of new faces in Washington, D.C., it's my guess that we'll see the inflation rate coming down before the middle of 1981, so we think there's light at the end of the tunnel.

And let's remember all the good news. Don't forget that conservative forgcasts predict an average of 1.9 million housing starts in the decade of the '80s. The figures of possibly 1.2 million starts in 1980'and iir 198 I mean that we'll have to have peaks of well over 2.0 million starts rluring several of the other years. It's also interesting to note thaf the low9_st {iggres for housing starts since World War II, 35 years ago, was 1.0 million way back in 1946.

The reason for this housing need is "old hat," but it's still valid-and that's the population mix. There will be approximately 12 million more 25-34 year-olds in '85 than there were in '65and 9 million more than in '75. With this basic demand for housing still there, it appears that the construction industiy, once again, will probably lead the way into the next economic recovery.

Patience and Moderation

By Philip Kuharski Executive Vice President Fidelity Mutual Savings Bank Spokane, Wa.

I AST year we L said "the party is over. " We expected a bad year in 1980 for the economy and for housing in particular. Most economic forecasters shared that view. The majority was rieht.-What

the majority did not see, however, was the dramatic, historic and fundamental change in real estate financing. Interest rates have apparently ratcheted up to a new higher range that will surely inhibit cost/benefit decisions over the next year or two.

More importantly, the fixed rate, long term loan that offered millions of investors and homeowners positive leverage (benefits and/or appreciation against interest cost) has been replaced with a variety of new loan programs that are full of uncertainty for the borrower.

The public is learning to accept short term loans, balloon payments, renegotiable or variable terms and even shared appreciation mortgages.

But this learning process will retard the normal bounce in real estate demand that we have experienced in past recovery periods. As a result it is difficult to project much more than a 25 to 307o increase in housing starts in l98l for the nation or even in the West.

The improvement in performance will take place after midyear rather than within the next few months. For the record, our national forecast for l98l includes the following essentials:

19'79 1980 l98l est. est

degree of accommodation by the Federal Reserve System. In order to reduce inflation and thus interest rates, the Fed is in the process of bringing down the growth rate of money and credit. That is causing pressure in the credit market and the pressure should continue as we go into 1981.

At some point in the first half of next year (I sure wish I knew when) the combined effect of continued monetary restraint and a stagnant economy will begin having an impact on inflation expectations. In fits and starts. the basic level of interest rates will moderate sufficiently so as to begin bringing real estate buyen out of their fox-holes.

Story at a Glance

Even in the West, only a25o/o30% increase in housing starts construction will improve at a slow pace . . no real estate pickup until the second half of '81.

If a delicate balance between demand and available credit can be maintained, these interest rates will not move back to the high part of the new range. During this period, patience by all of those involved in the real estate market place will be required. Construction will proceed at a slowly improved pace. A construction boom in 198 I without a sound economic foundation would not be good. Another year like this past year would certainly not be good.

What is needed is moderate but consistent improvement over 1980 production levels so that excesses are avoided. Along with the necessity of defense expenditures and business equipment purchasing, the solid rejuvenation of real estate construction is a major requirement and probability for our improved economy over the next two years.

While total real national production (Real GNP) will not improve in 1981, the real estate construction component can and will increase. A year from now those builders and suppliers who have weathered the storms of 1980 will be experiencing solid revenue improvement.

An Average Housing Year, Despite Strong Demand

By H. C. A. Hunter Director- sales & marketing Lumber & Plywood Division St. Regis Paper Co.

I T appears that I l98l shapes up as an average hou..sing year desprte strong carry-over demand from the I 980 disaster. Affordability and availability of money will remain the critical buyers.

Assuming a more moderate approach than exhibited in 1980 by the Federal Reserve Board there is little doubt housing starts will rise above the l1/z million level.

As it did in 1980 the West, including Texas, should provide the strongest area of activity. Florida will be another hot spot.

Story at a Glance

An average year for housing . . . affordability and availability of money critical West will be the strongest area more large distribution centers owned by maiors.

The remodeling sector proved to be surprisingly strong in 1980 and likely will remain a major user of wood products in 1981 and beyond.

Until more evidence comes from Washington, D.C. that revenues and expenditures are headed for equality over time. the focus of those interested in the economy will be on the

In summary, the time is not now for a real estate construction boom but the forces are moving in place to re-establish the basis for a sound market. Patience and moderation are the attributes to strive for 1981.

We see sheathing plywood and studs under heavy competitive pressures in the coming years. Acceptance of wafer-board type panels for structural use increased markedly in 1980 and poses a continuing threat in the future. As has been the case since the mid 70s, Canadian stud production will dominate that market arena.

Timber related problems of cost and availability will be the most serious problem facing manufacturers. Political and environmental

forces have reduced public timber supply at an alarming rate creating a critical shortage for mills not owning private lands.

The trend toward large distribution centers owned by major corporations will accelerate in the 1980s.

Independents, particularly in the West, will face a major challenge from the tree to home concept of these companles.

The 1980s still look to be favorable for housing but l98l probably be just a wann-up year.

Pressure Treated Lumber Looks Stronger for '81

By Corry McFarland President Western Wood Preservers Institute

THE pressure I treated wood industry has "held its own" during the 1980 economic turndown. With new housins starts down, th'e sale of treated sill plate stock has felt the impact.

However. a growing demand for pressure treated lumber purchased by consumers for residential outdoor uses has been strong. The fact that our industry has moved into these relatively new consumer markets is offsettiis the downfurn in new construction.

The member companies of Western Wood Preservers Institute are enthusiastic about the future business poten- tial for treated wood sold throush lumber yards and home centers. We believe this "over the shoulder" do-it-yourself segment will be even larger in 1981 ttran it has been this year. Remodeling and the expanded use of heated lumber bv new homebuilders will also improve 1981 sales.

Homeowners are adding on to their homes for many reasons; to gain needed. living space, to upgrade their financial investment and increase the values, especially since moving to a larger home is often impractical.

Lumber dealers and home centers tell us that this has been a year consumers seem to have "discovered" pressure treated lumber. They are learning that treated wood, conveniently available in all common construction sizes, offers them an alternative to traditional lumber choices. Now when people want to build or re-build a fence, install a retaining wall, add a sundeck, or build

1981 : A Year of Transition

by Thomas R. Ingham, Jr. Vice President- Marketing Simpson Timber Co.

THE besr that I can be said about the outlook for l98l is that its got to be better than the current year.

a raised garden planting area, they can choose between unheated lumber. the "so-called" durable species and pressure treated wood.

It has become a popular trend for people to throw open their doors and expand their living space into the fresh out-of-doors. By using pressure treated lumber it is feasible to turn backyards into flrst class resorts. Hot spas are being surrounded with sundecks; unique planters are being constructed to double as a table for outdoor barbeques; and rows of pressure treated strips can easily be assembled into attractive lattice overheads for patios. When an application requires direct contact with the ground, pressure treated wood has no equal.

In the area of aesthetics, pressure treated lumber is also gaining new converts. Depending on preservatives used, pressure treated lumber will range in color from natural wood tones to various shades of green and brown. The colors blend beautifullv in outdoor settings. If desired, treated wood will accept paint or stain. When left unfinished, treated wood weathers to an atfractive silver gray.

Story at a Glance

Do-it-yourself segment using pressure treated wood should be even stronger next year . remodeling and home builder use to rise . consumers "discovering" treated wood.

By all measures, 1980 has been a disaster for the homebuilding and related industnes. Starts are expected to total 1.2 million for the year, one of the lowest on record since the end of World War II.

Story at a Glance

Slow but steady improvement in housing . . . 1.45 million starts in '81 . higher percent of single family starts lumber mills and plywood plants will operate at 80% capacity . . . mortgage money supply & cost worries continue.

During 198 I we expect to see a slow but steady improvement in housing starts to about 1,450,000 units. The best part of that projection for our industrv is that the share of single family dwellings will increase from 60Vo of the total in 1980 to 65Vo in 1981. (It is interesting to note that the range of projections by various authorities is the narrowest in memory.)

While starts will be up substantially, there still are a number of clouds hanging over the economic horizon.

The level of 1.45 million starts still is not a robust year and will result in the lumber and plywood industries operating at only 807o ofcapacity. Mortgage money supply and cost worries will constantly dog the housing recovery. Govemment borrowing to finance the largest deficit in our history will keep interest rates high and money supplies short. While some of the new mortgage plans are

(Continued on next page)

Timber Supply: the Cloud on the 1981 Horizon

By N.E. Bjorklund Executive Vice President Indusrial Foresty Association Portland. Or.

I T'S impossi- I ble to view either the shortterm or longterm outlook of the forest industry in the West without discussing timber supply. It is the single most critical element in determining both the price and availability of wood products.

The short-term downturn in markets, primarily because of rising interest rates, has reduced production and taken a heavy toll among manufachrrers throughout the region. The improvement we witnessed in the latter part of the summer and early fall was encouraging, but it was offset somewhat by the increase in interest rates that prevailed during the latter part of the year. It is expected that the year-end housing starts will be around 1.2 million.

But the long-term market for housing is both bright and encouraging. The U.S. Forest Service in its recent assessment of national needs for wood predicted that the 1980s will be a decade in which the demand for wood products will soar. The postWorld War II "babv boom" will reach maturity durin! the next ten years and will attempt to form households in fine homes. In the lonqer term, demand for wood is expecied to nearly double in the next three decades, according to the same assessment.

Story at a Glance

Timber supply critical governmentcreates

All of this should be encouraging to manufacturers of wood products. It would be, if the supply side of the picture weren't so dark and depressing due to an impending artifical timber shortage. I say "artificial" because the U. S has softwood timber resources unsurpassed by any other nation, save the U.S.S.R. and Canada. but hasn't seen fit to manage them for maximum wood production.

In June of 1980 the Carter Administration issued a program for meeting the nation's wood needs of the next decade and beyond, as required by the Resources Planning Act of 1974 (RPA). That program, a companion to the assessment mentioned earlier, was totally inadequate and called for a net reduction in timber production nationally in the face of what the Administration recognized as a major increase in demand over the next ten vears.

For the National Forests, which contain over half of all the harvestable softwood timber inventory in the United States, the program offered a timid and inadequate effort aimed at maintaining the status quo. It projected no increase in National Forest production over the next five years to offset increasing demand even though the National Forest offered the greatest hope of meeting short-term demands for building pioducts.

The program offered, instead, the prospect of higher prices, or programed inflation, which could decrease demand. In short, prices would rise and cut some young-homebuyers completely out of the market, thus reducing demand. That was the rationale, believe it or not.

Increases in imports-which already account for nearly 30Vo of the total wood consumption in the counhy-were offered as one means for partly meeting short-term demands. Increasing imports, even in the face of our long-standing trade deficit in wood, was cited as ' 'anti-inflationary' ' in the program.

A doubling of wilderness, even under the lowest goal in the program, was not considered inflationary by the Administration, even though it would remove still more productive timberland and reduce still further the available supplies of softwood sawtimber.

Even before the election, Congress had expressed its displeasure with the RPA Program offered by the Carter Administration. Sen. John Melcher of Montana had hinted last summer that some legislative measures might be taken to improve RPA and present a more realistic program for meeting the nation's needs without the prospect of higher imports and pricing a majority of young homebuyers out

of the American dream of homeownership. Some action is still expected on RPA in the rump session of Congress, but stronger action will probably follow after the Reagan Administration and a new, more conservative Congress take office next year.

Amendment and improvement of the RPA program is crucial to the future of Western forest indushies. most of which rely heavily on National Forests for their wood supplies. It is essential to the nation because RPA will set the tone nationally for timber supply throughout the decade.

Resolution of the RARE II controversy involving millions of acres of roadless but productive National Forests is also essential to the future of the wood products industry. The debate over the future of those lands has carried on for 15 years without satisfactorv resolution.

For thd long-term, nonindustrial private landowners, particularly in the South and East. who own most of the land capable of growing timber, must improve management of their lands to provide an ever-larger share of wood needs for the nation. It is necessary for Federal lands, especially ttre National Forests, to increase their share of the needs of the 8kthere is no other current domestic source. This can be done without jeopardizing the long-term productivity of the land. Recent timber supply studies have also shown that imports, especially from Canada, are not a viable means of increasing wood supplies, even if the outflow of dollars they would represent were acceptable.

Few in our indushy are not more optimistic now than they were two months ago about our future. But without some immediate chanee from the current direction and policies of the Federal Government, the supply side of the success formula won't balance and a generation of Americans will be left out of the American Dream.

TRANSITION IN 1981

(Continued from page 15)

promising, it is much too early to fully evaluate their impact.

Inflation still will be the greatest economic problem facing the nation. We expect prices for goods and services we purchase tobe up lZ%o.

Another major cause of inflation is the cost of energy, particularly peholeum products. The current surplus of fuel is only a temporary thing; the long range shortage and resultant higher cost of energy are still gloomy

"artificial" shortage policies must change.

economic facs of life.

Like everyone else associated with the housing industry, we at Simpson are looking forward to brighter days. More important, we remain confident about the prospects for the decade of the '80s.

More and more we recognize the long term nature of our business and are conducting ourselves accordingly. Capital investments made by Simpson over the past five years have geatly improved our competitive position. As a result. we were able to ride out the rough times of 1980 with relatively little market-related production curtailments.

Indeed, Simpson continued its heavy capital investment program. The most notable expenditures are in our Redwood Region operations in

California Construction Outlook

By Dr. Shirley A. Stephenson Vice President Security'Pacific Bank Los Angeles, Ca.

A S 1980 draws hto a close. it becomes instructive to analyze those trends that dictated market directions with an eye toward the probable combined impact of current forces as well as new influences that will shape California's construction volume in 1981. Despite the nationwide economic recession, California accounted for approximately 46Vo of the 13 Western State's homebuilding activity in 1980, and 26Vo of the region's nonresidential construction volume.

In response to tight credit and high interest rates, the state's homebuilding indusby in the second quarter of 1980 fell to its lowest production level since the fust quarter of 1975, another recession trough.

Housing production accelerated following the second quarter trough, although homebuilding levels were kept in check by the tumultuous financial markets. For the entire year of 1980, approximately 140,000 new

northwestern California. There. a $33 million modernization program remained on schedule and neared completion. It will enable us to efficiently manufacture young growth timber being harvested in increasing volumes from the 300.000 acres we own and manage for permanent forest crops.

Another example of positioning ourselves for the future is the plan to spend $1.5 million this winter on reforestation in California and Washington. There won't be a return on that investment for decades, but we are committed to keeping our forests fully productive.

Summing it all up, we see l98l as a year of transition. Better than '80, but marked by caution and with the promise that the best is yet to come.

the economic recovery.

On the supply side of California's construction equation, the supply and cost of credit will remain the primary determinants of homebuilding volume. The supply of funds from such internal sources as savings accounts at banks and savings and loan associations will remain inadequate to finance the real estate activitv taking place in California.

dwelling units were included in the state's building permits-33Vo below the 1979 level.

California's nonresidential construction sector was somewhat sheltered from the effects of tight credit in 1980 -especially in the instance of extremely large projects with financial commitments allocated over several years of construction. Consequently, the second quarter slowdown in permit valuations was considerablv less severe than that experienced in the homebuilding sector.

Commercial construction dominated the state's 1980 nonresidential building scene, followed by industrial and institutional building. For all of 1980, California's nonresidential building permits are estimated to have topped $7 billion-little changed from 1979's $7.3 billion total.

The outlook for California construction in 1981 will continue to reflect an economy where demand outpaces supply and production is regulated by those supply constaints. On the demand side of the construction equation, employment will continue to expand, although not at pre-recession levels.

Vacancies in housing and office buildings will continue at low levels as production over the past few years has been unable to keep pace with the strong demand. While most analysts expect inflation to be less severe inl98l than in 1980, the upside risk in food and energy prices may temper the anticipated improvement. Finally, California home prices, which appreciated an average of 2OVo in 1980, are poised to move still higher than their present $115,000 average as pent-up demand enters the marketplace during

New sources of funds from out of state and from institutions such as pension funds and credit unions will likely be explored. Moreover, secondary markets capable of absorbing the emerging new mortgage instruments will have to be developed so that the proceeds from sales to this market can be re-loaned for new mortgages again and again. Finally, the housing product itself is poised for significant change designed to restrain costs. Smaller homes on smaller lots. more condominiums and townhouses. more manufactured housing and mobile homes, and a trend toward inclusionary housing and government-subsidized housing for low and moderate-income persons are all in store.

Story at a Glance

Cafifornia accounts lor 460/o of building in 13 Western states . demand will outpace supply. . . 200,000 home starts in California in '81, up 43"/" trom '80s anticipated level, non-residential construction also should expand.

Approximately 200,000 new dwelling units are expected to be built throughout California during 1981. This figure is 43Vo above the 1980 (Please turn to page 28)

A gov. sponsored panel has warned that the U.S. laces a severe housing shortage unless regulations at all levels, along with current tax laws, are altered. the bi-partisan group also expressed concern that a shortage of rental housing could trigger serious sacial problems. .

Building permits.for .luture construction have nose dived reflecling mortgage rates as high as 1506 and a prime lending rate that has soared to l8'l' and maY be l8t/zoh by the time you read this. permits plunged 14.8ol, in Oct. (latest data) from Sept... for the lst l0 mos. of '80, permits were off 21.80/o from the year earlier.

Housing starts in Oct. were up l.60/o above the previous mo.. to 1.569.000 units on a seasonally-adjusted an n ual basis; housing's best performance since last Oct.'s 1.7 million pace. the home bldrs. assn. economist called the nos. "misleading because they don't reflect how bad things really are out there. ."

McFarland Cascade has consolidated all its buying & selling for its L.D. McFarland Div.. Eugene, Or.; Idaho Pole Div., Bozeman, Mt.; and the Cascade Pole Div., Tacoma, Wa., at its bldg. products div., Tacoma, under mgr. Bob McBride.

The Burlington Northenu RR is still fighting in court to make its proposed merger with the St. Louis-San Francisco RR (Katy) stick; BN is also adding 300 new wood chip cars to its rolling stock. . Flathead Lumber Co.. Polson, Mt., has purchased J&D Lumber.

The western lr.rmber inclustry worked at 8l.2oh of its practical operating capacity in Sept. (latest figs); it was the 5th suc'cessive mo. o.f improvement in operating performance. asphalt shingle sales are expected to be level in '81 says the Asphalt Roofing Manufacturers Assn., tho long term gains are forecast.

Potlatch Corp. is purchasing about 93,000 acres of north Idaho timberland from rhe Milwuukee Land Co., a Milwaukee RR subsidiary, tor $134.8 million. . Union Pacilic' received approval to buy $19 million worth ol'track from the bankrupt railroad in Washington State.

Weyerhaeuser Co. is closing its Raymond, Wa., sawnrill in anticipation of opening a new $20 million small-log mill there in April. Weyerhaeuser also has agreed in principle to buy Fisher Lumber Co., Santa Monica, Ca., and Malibu Lumber and Hordware Co.. Malibu, Ca., to augment rheir Dixieline holdings in San Diego, Ca.

Japan, China, Gernnny, and Taiwan willbe among lhe 1800 exhibitors assigned space at the January NHMA National Housewares Exposition in Chicago. ..Pay 'n Save Corp.'s new 500,000 sq. ft. warehouse in Auburn, Wa., utilizingover 2 million sq. ft. of construction plywood, is the largest in the Northwest.

84 Lumber Co. has oPened store No. 326, the first in Washington State, at the Richland Y near Pasco.

Bill Weber, new co-owner of Forest Prorlucls Transportation with Gary Hartmann, is ntatnaging the new Dublin, Ca. offlce of the llrnt.. Brad.v [Iardn'ootls, /rrr'., headquarterecl in Tacoma. Wa., has a new offlce in La Mirada, Ca... d. W. A. Enterprises Co. is a new La llabra. Ca. harclwood f'irm, starled by Wally Atkinson. .

Tltriliw,ay Building Materials has broken ground for a new retail facility in Boise, ld. Snohomish Lumber Inc., located between Port Angeles, and Sequim, Wa., has added retail to its wholesale sales. . . Redwood Empire Ltd. is a new retail yard in Central Point, Or... Norton Lumber Yard and Phoenix Hardv,are are protesting a location vanance sought by 84 Lunber Co. in Phoenix. Or.

Larry and Dennice Fountain are the new owners of the Odessa Lumber Co., Odessa, Wa. Dttvall C'ash and Carrlt Lumber. Snoqualmie, Wa., is expanding. . Moss Lumber Co., Redding, Ca., has been selected by the Chamber of Commerce as the area's outstanding business of the month. . Diamond International Corp. has acquired Hardy Boy's Building Materials center at Three Mile Junction. in Id...

Charles Burd has opened Southgate lumber and building supplies outlet in Battle Mountain, Nv. "Skip" and Linda Swyers have completed purchase of Bolinger's Building Supply, Hood River, Or., from Jim and Gloria Graves.

The Minimum hourly wage will jump to $3.35 per hour effective Jan. 1...

Mendocino County, Ca., agricultural department's 1979 report says timber generated $l-28.5 million in revenue for the county followed bY mari' juanawith $90 million. For all of Ca., marijuana threatens to catch up with the $1 billion-ayear grape industry.

The sign of Quality and Service since 1943 has made Hunter Woodworks one of the nation's leading pallet man ufactu rers.

The Hunter trucking system is set up to deliver your Quality Pallets FAST! Plus- Railcarloads covering the rest of the United States. Call today and let our tradition of quality and service work for you.

...when you need Pallets, Industrial Boxes and Cut Lumber.

t=s-2s44,

Set Your Siehts on UALTTY

7653 Telegraph Rd. Montebello, CA 90640 (213) 723-3301 o (714) 994-6240

1576 South 300 West Salt Lake City, UT 84115 (801) 484-7616

DECEMBER

Portland Wholesale Lumber AssociationDec. 19, annual Christmas party, Jantzen Beach Red Lion Motor Inn. Portland, Or.

JANUARY

California Lumber Inspection Service - Jan., 4th alinual hardwood grading training school and clinic,.F-remonl, Ca. Write Fox 69-89, San Jbse, Ca., or phone (408) 2978071.

Los Anqeles Hoo-Hoo ClubJan. 8, Transportation Night, Montebello Counlry Club, Montebello, Ca. -

Nationat Housewares Manufacturers AssociationJrn. 11-15, 74th semi-annual National Housewares Ex-position, McCormick Place and McCormick Place West, Chicago, Il.

Shasta eascade Hoo-Hoo ClubJan. 16, initiation, Riverview Golf and Country Club, Redding, Ca.

Dubs Ltd.Jan. 16, golf tournament No. 377, San Jose, Country Club, San Jose, Ca.

930 Ashby Ave. Berkeley, CA 94710 (41 5) 843-4390

Main Office 21 50 0akdale Ave. San Francisco, CA 94124 (415\ 647-0782

WBMA's-Young Westerners' ClubJan. 16'18' annual conference, Boise, Id.

Lumber Merchants Association of Northern CaliforniaJan. 16-1E, Management Seminar, Asilomar, Pacihc Grove, Ca.

National .Association of Home BuildersJtn. 23'26, 37th annual convention and exposition, Las Vegas Convention Center, Las Vegas, Nv.

California Retail Hardware AssociationJan. 25-26' 80th annual convention and Western states hardware show, MGM Grand Hotel, Reno, Nv.

3rd Annual Hot Water Conference and ExpoJan. 30Feb 1, Expo Convention Center, Sacramento, Ca.

FEBRUARY

National Woodwork Manufacturers AssociationFeb. l4, annual meeting, La Posada Resort Hotel, Scottsdale, Az.

San Joaquin Valley Hoo-Hoo ClubFeb 14, Ladies Nigtt' Rogef Rocka's Good Company Music Hall, Fresno, Ca.

National Home Improvement CouncilFeb. 18-21' Expo/Convention, New Orleans Hilton and The Rivergate Exhibition Center, New Orleans, La.

Dubs Ltd.Feb. 20,, Pitchey Selects, Sacramento, Ca., area.

Imported Hardwood Products AssociationFeb. 25-28' 25th annual international convention, Boca Raton Hotel & Club, Boca Raton, Fl.

MARCH

National Association of Floor Covering DistributorsMarch 1-4, l0th annual convention, Fairmont Hotel, San Francisco, Ca.

American Wholesale Hardware Co.March 8, Sales Galaxy, dealer hardware, hortqewares & sporting^goods show,-Exhibition Hall, Long Beach Convention Center, Long Beach, Ca.

Conference with CongressMarch 9-11, Washington' D.C.

Western Wood Products AssociationMarch 10-13' annual spring meeting, St. Francis Hotel, San Francisco, Ca.

National Home Center/Home Improvement Congress & Expo - March 22-25,McCotmick Pl,-Chicagg' I-1.

San Jbaquin Valley Hoo-Hoo ClubMarch 27, Casino Night;Edison Social Hall, Fresno, Ca.

Douglas Fir - Hem Fir Redwood-Cedar Spruce

Our_ company has continued to grow this past year. And so have the three namesakes of DMK-Pacific. The D is for Dennis, now 11 years old; M for Michael, 8; and K for Katie , now all of 5 years old. They join us in wishing you the lumberman's toast: "Health, Happiness and Long Life. " Best wishes for 1981.

Dave Walton Hank Aldrich Eric Everson Ron Dybas Andy Haynes Lee Doud Linda and Dwight Cunan

@DMK-Pacific Corp.

MOUNTAIN STATES

FRED CARUSO executive secretary

EW OFFICERS elected at the convention are headed by Ken

Nelson, Ft. Collins, Co.

V.p.s are Ralph Hutchison, Albuquerque, N.M.; James Beardall, Ogden, Ut.; Kay Clark, Roberts, ld.; and Don MacDuffie, Casper, WY.

Additional directors are David Mclelland, Pocatello, Id.; Rick Heimsoth, Cheyenne, Wy.; Jerry Harwood, Rocky Ford, Co.; Derrell Ballard, Alamogordo, N.M.; Bob Young, Orem, Ut.; and Roger Wulf,

Aspen, Co.

National directors are Howard Anderson, Ogden, Ut. and Keith Ker, Idaho Falls, Id. Yours truly remains the fteasurer.

New trustees on the insurance board are Vern Russell, Douglas, Wy. and Dave Chambers, Ogden, Ut.

Nineteen left the convention with gifts donated by various groups associated with the region.

Door prize winners were Gary Woodward, Woodward Lumber, Las Cruces. N.M.: John Olson, Santa Fe Lumber and Millworks, Santa Fe, N.M.; Ed Kluesner, White Rock Builders' Supply, White Rock, N.M.; Tenv Parsons. Valley Lumber and Supfly, Basalt, Co.:-Peggy Arvin,

Teton Sales, Caldwell, Id.; Everett Babb, Taylor Lumber, La Junta, Co.l

Picie Hylton, Hylton Lumber, Salida, Co.; Rulon Miller, Jordan Builders Home Center. West Jordan, Ut.; Dave Gibson, Gibson Lumber, Albuquerque, N.M.; Carolina Rodriquez, Rio Grande Cash Lumber, Taos, N.M.; Susan Treft, NuWaY Builders Supply, Salt Lake City, Ut.: and Eleanora Richardson, Richardson Lumber, Castle Rock, Co.

Seven people went home with prizes donated by the MSLDA and the insurance trust. Winners were Linn Dunscombe, Tamko Asphalt Products, Joplin, Mo.; Kay Clark, Clark's'Luiiber and Miilworks, Roberts, Id.; Roberta Anderson, Boise Cascade BMC, Grand Junction, Co.: Lawrence Kantrowitz, Intermountain Enterprises, Aspen, Co.; Dave Jones, Financial Guardian Insurance, Denver, Co.; Les Anderson, Random Lengths, Eugene, Or.; Jerry Buderus, R-W Specialities, Denver, Co.

FRANK DAVIS executive vice

president

DUCATION for dealers and E employees has been the prime target of the Association's fall program with training programs and seminars conducted throughout the state

With the cooperation of the Western Wood Products Assn., a series of wood training programs is being held. The first session was held in late summer. Others will be given in the next few months.

Plywood training seminars have been held in Tucson, Phoenix and

Flagstaff. The informative sessions werE conducted by representatives of the American Plywood Assn. Followup seminars on wood treatment are scheduled to be held in early December. Definite times and places will be announced shortly.

Expanding the education theme in other directions related to lumber and building supplies, we will conduct a series of fork lift driver training seminars later this month. Tucson and Phoenix have been selected as locations for the classes which will update and inform all those in the industry who operate or supervise fork lifts. Definite dates will be announced.

In cooperation with the Workmen's Compensation State Fund for lumber yards, the association is developing a film on safety. Created to tie into yard safety programs, it will stress safety practices for all employees working with wood and building materials. As soon as it is ready for distribution, it will be available to association members for use in their yard safety programs. Safety managers will want to include this informative film on their upcoming safety agendas.

Looking ahead to 1981, the association plans to concentrate its educational efforts in the areas of financial management, inventorY management and yard security. Training sessions and seminars of value to management and employees will be organized and scheduled early in the Year.

In line with these efforts, a sound credit control seminar is included in plans for the l98l convention. May 7, 8 and t have been established as dates for the annual meeting in Phoenix.

HOME GENTER MERGHANT

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128

|rlo you want to hide from reality?

l/Join the crowd of building material retailers who find comfort in the big lie they tell themselves about their competition. They recite the rhetoric when they're asked if the competition is affecting their business. The phrase goes something like this: "They don't give any service. "

It's usually preceeded with"heck no they don't bother us. Their customers are not our customers." Then the big clincher. "They don't give any service. "

I've heard those words from presidents of retail chains, operations officers, merchandisers, store managers and department managers. The "they" they're referring to are the Handyman's the Builders Emporiums, the Ernst, the Ole's, the Grossmans, the Pay 'N Pak and the other mass merchandising chains even the K-Marc!

Another comforting but deadly device employed by some retailers is the "we can price l07o higher than our competition because they don't offer any service." But let's compare these services and conveniences from the consumer's point of view. Location:

The chain is probably located on

a main traffic artery near the heavily populated residential area. The "Full(?) Service" operator is possibly in the indusEial part of town or next to the railroad tracks on Depot Street.

Store Size:

Most home center chains boast 20, 30,40 or even 100,000 sq. ft. units. Many "Full(?) Service" stores try to compete in as liule as a2500 sq. ft. showroom.

Selection:

The ' 'Full( ?) Service ' ' store offers their customers 1200 SKU's against the chains 22,m0 or more.

Store Hours: Compare the chain store's 80 hours per week to the "Full(?) Service" store's 39 hours.

In-Stock Conditions:

The sophisticated chains now use EDP to maintain a constant stock vigil. How many customers does the poorly run "Full(?) Service" operator turn away because he's out?

Parking:

380 well-lighted spaces vs. 20 spaces. 'Nuf said.

Shopping Ease: During peak hours the chain offers 8 to 20 (or more) manned check-out counters to ring up the attractively displayed selfselection merchandise. And at the "Full(?) Service"

store . . well, how do you think customers feel about having to wait for a ticket to be written for a can of paint when the customer in front is having his take-off list priced?

Visual Merchandising:

Sorry, too many of the "Full(?) Seryice" retailers feature dustv endcaps with left-over merchandise. The chains merchandise and sign their store fixtures for excitement . . and change their displays frequently.

Instructions:

I'll give the "Full(?) Service" store lots of brownie points for individualized one-on-one selling and how-to-do-it information. But it's the chains who fill their aisles and activity rooms by offering clinics, demonshations, and well-stocked literature racks.

Sales Help:

You'll probably find from 15 to 50 green but aggressive young store employees at the chain store. The "Full(?) Service" store will boast four veteran countermen.

(Ray Kroc of McDonald's fame says .'.as long as you're green, you're growing. As soon as you're ripe you start to rot. ")

Pricing:

At the "Full(?) Service" store the customer is exposed to pricing that includes delivery and only sees the lower prices on advertised "cash & cany" merchandise. The chain prices low initially and then makes delivery available at extra cost when requested.

(Please turn to page 89)

CHUCK LINK executive director

lltHAT the 1980 Census will show I U about the West is predicted in Surcet Magazine' s newsletter quoting American Demographics

The West remains the fastest growing region of the country. It is expected that the population of the 13- 'state region has -increased to 41.6 million residents, a l9.5Vo gain since 1970. By contast, the growth rates for the other U.S. regions are: -O.ZVo for the Northeast, 3.5Vo for the North Central states, 15.47o for the South, and 9.l%o for ttre U.S. as a whole. Politically, this could add up to eight new Congressional seats for the West.

Nine of the ten fastest growing states are in the West. Since 1970, Nevada has increased by 50.l%o, followed bv Arizona. Wyomins, Florida, Alaska,'Utah, Idahol Colo-rado. and New Mexico. California added 2,980,000 new residents in the 1970's

to record the largest absolute population gain of any state. Other Western states with large population gains include Arizona (750,000), Colorado (620,000), and Washington (560,000). Overall. the 13 Western states will account for 37Vo of the nation's population growth.

If workers frnd they can get away with too-long coffee breaks or take paid days off when they are not ill, then they are tempted to steal.

Management can and should counteract stealing by screening employees carefully and adopting policies that lead to worker satisfaction, since increased tension and stress among workers leads to employee stealing.

It's not too early to begin Preparing your employees (and your budget planners) for the coming 1981 increase in social security taxes.

ln 1979, the tax rate was 6.l3Vo on a taxable income maximum of

$22,9N. This year the taxable income maximum moved to $25.900. Next vear (1981) the tax rate is slated to "so to'6.654o. and the taxable income inaximum will rise to $29,700.

Thus. the combined maximum tax Daid by both employer and emPloYbe will go to $3,950.10 in l98l ($1975.05 apiece), up from $2,807.54 in 1979 and $3,175.34 this year.

All employees will feel the imPact of the tax rate increase, and manY will be affected by the increase in the taxable income maximum. EmPloYers will likewise pay more.

Mr. and Mrs. William C. "Bill" Bell celebrated their 70th wedding anniversary recently. He was executive v.p. of the Western Association lor many years.

Phil Bjorn, Langley Building SuPply, Langley, Wa., is recovering from a heart attack.

Sid Voorhees, Eugene Planing Mill, Eugene, Or., Partner and WBMA v.p., was selected as Retailer of the Year by the Eugene Chamber of Commerce. He is also their nominee for the Oregon Retailer of the Year.

Bayview Lumber Co. had a grand opening of their new Elma, Wa,, yq{ wittr BoU Bush, owner, and Rick Bush, manager.

Ouick Ouotes

A random sampling of ideas and opinions

"Interest rates will begin going down by Christmas. That isn't a very popular view but I think it is correct."

Walter Wriston, chairman Citicorp New York. N.Y.

"The outlook for interest rates is very uncertain." If money supply growth is strong, "interest rates will ratchet upward. "

Eileen E. Spinner, economist

I{erry Christmas and Ilappy New Year from Knollwood

OREGON

A2A5 Southwest Nimbus Ave. Bldg. A, suite 1-2O

Eeaverton, Or. 97OO5 (r.O. nox 19855Portland, Or,972L9l

(5O5) 64|.A''7 |

Smith

Barney,

Harris, Upham & Co. New York Citv. N.Y.

"It will take several years for interest and mortgage rates to drop below double-digit levels. "

James Christian, senior economist U.S. League of Savings Associations

-"Th9 housing recession recovery will be marked by 1.3 million staru by year's end."

Lawrenc_e_B. Simons, assistant secretary Dept. of Housing and Urban Development

"Purchases of outdoor living products are likely to continue to grow at a rate exceeding the growth of the economy. "

William L. Fox, president Charmglow Products Bristol. Wi.

"Housing and general economic conditions should be better in 1981."

Richard B. Madden. chairman & chief executive Potlatch Corp. San Francisco. Ca.

Tom Conway Bill Goudge

If,ialker Gardiner Tim Larson

Doug Anderson Alan Brackett

Steve lYearne Carolyn Todd

=

SOUTTIERN CALIFORNIA = -

22737 Barton Rd.

Suites 7 and I

Grand Terrace, Ca. 92324 (71.4r 7A3-29OO

Roger Stainbrook llel Prlnce

Yera Osuna

NORTIIERN CALIFORNIA (headquarters)

4635 Old Redwood [lwy. Santa Rosa, Ca. 9540L (P.o. Box I Fulton, Ca. 95459) (7071 544-2O9O

Art Bond Tom Gatlow = -

Jlm Peterson Cllnt Culley

Ilax Qornlng Dolores Kovacovich

Itlarlye Southard Deniee Clowes

"There really are hard choices. If you want capital for homes, then you have to take money away from something else. "

-

Edmund G. Brown Jr.. sovemor State of California

"These rates aren't going to hang here for long, alth.o-ugh they may go even higher for a brief period. I stlll expect lower mortgage rates early next year."

John Williamson, executive vice president Gibraltar Savings & Loan Association Los Angeles, Ca.

Railroad Sees Better Times

By Thomas J. Lamphier President Transportation Division Burlington Northern

A S THE naFtion's largest rail carrier of forest products in terms of revenues and sales, Burlington Northern has a keen interest in the lumber and building materials markets. Forest products are our third-largest rail commodity. and we link the timberlands of the Pacific Northwest with the markets of the United States and Canada.

We also have extensive forest products activities of our own that heighten our interest in the state of the building materials and lumber industries.

In l98l we foresee a strong improvement over this year's rather bleak market for these commodities. Our

estimates and information from other sources indicate that housing starts will be about 1.2 million in 1980, well below 1979's 1.7 million. Inflation, high interest rates and scarce mortgage money confributed to the decline.

Story at a Glance

Much better year for lumber and building materials . . freight car supplies should remain adequate even with the anticipated upturn . new financing innovations are a long term plus.

Next year should see a greater supply of mortgage money, which is expected to increase housing starts to between 1.5 and 1.6 million. More conservative estimates place the range between 1.4 and 1.6 million, but we believe thev fail to take into account the 80,000'to 100,000 housing starts that the Housing and Com-

munity Redevelopment Act of 1980 should stimulate. Of course, a significant increase in interest rates or the rate of inflation could dim this bright outlook.

At Burlington Nor.hern, we expect freieht car supplies for forest products to rEmain adequate even with the anticipated upturn in the l98l housing market. This year we added 400 widedoor boxcars, which are used to ship a variety of commodities including forest products, and 300 bulkhead flatcars. used exclusivelv for forest products. We will add inother 150 bulkhead flatcars to our fleet in 1981.

This year's depressed housing market produced a side effect that we believe will have positive, long-range effects on the market. Because housing is more expensive and the future state of the economy harder to predict, consumers, lending institutions and the real estate industry have developed alternatives to the traditional means of house financing. We believe that plans involving innovations such as variable mortgage payments and land leasing will enhance growth in the housing market over the long term.

In summary, l98l promises to be a much better year for the lumber and building materials industries and the forest products customers Burlington Northern serves.

The 1981 Wood Products Market Outlook

By the National Forest Products Association

IIIITHOUT a doubt, the major I U factor in forecasting lumber and wood product markets in l98l is inflation.

Inflation rates are now at unfamiliar levels. We do not have enough experience with them to forecast with confidence. Other factors only add to our uncertainty. What will be the effects on mortgage fund flows of the deregulation of financial institutions now under way? Will the Federal Reserve Board back off from its efforts to control money supply growth and again focus more on interest rates? These are only a few of the questions that indicate uncertainty about the economic climate so important to wood product markets.

It now appears that many households are willing to pay l2Vo or more to gain a piece of real eslate as an inflation hedge and tax shelter. But, at these rates, affordability is a problem and many households are priced out of the market.

Affordability has always been a problem, of course. Otherwise there would be no need for housing programs for low-income households.

In the past, mortgage availability was the major cyclical problem because of the inability of mortgage lending institutions to attract passbook savings when short-term interest rates rose. But, with the growth in the use of savings certificates, passbooks have declined as the major source of funds

Story at a Glance

for savings and loan associations and the S&Ls have been able to attract funds more easily.

Now the major cyclical problem is not mortgage availability but mortgage prices because the high interest rates the S&Ls must pay to stay competitive for savings must be passed on to mortgage bonowers. This obviously makes that medium-priced house too expensive for many households.

Current high rates are not expected to sustain beyond the end of 1980. But it is unrealistic to think of mortgage interest rates dropping much below l2%o in l98l if the underlying or imbedded rate of inflation stays at 97o. Furthermore, it is unlikely the new adminisffation will be able to do much in its first year to bend the basic inflation rate downward. Fiscal and monetary policy actions that may ease the basic inflation rate could easily be offset by higher prices for food and

(Please turn to page 30)

Affordability the key to home sales very slight mortgage rate decline in'81 . nonresidential private construction will be strong more downsized housing units.

Today, as 53 years ago, our watchword is "Quality." Since its inception our K brand hasn't changed. It presents a faithful reflection of our founding principles and a constant symbol of our present philosophy.

Operating as an independent has allowed us to hew true to these guiding principles that established early on what we were and what Kinzua is dedicated to today: A dependable supplier of guaranteed kiln-dried

1981 Western States Outlook

By Dr. Raymond Jallow Senior vice president and chief economist United California Bank [,os Angeles, Ca.

THE economic I recoverv forecast in iggt bodes well for the 1l Western States. As in past recoveries, the West will again outperform the rest of the nation, although expansion rates states within the resron. YIhe West was generally less affected by the 1980 recession than much of the remainder of the country, but adverse conditions in several key sectors - namely construction, agriculture, and lumber-hurt individual states, especially Idaho, Montana, and Oregon. These areas should experience improvement in 1981, while other industries in the West resume their roles as growth leaders.

West will thus represent an increasing share of the total U.S. population, rising from 17 .l%o of the total in 1974 to 18.8Vo in 1981. This growth reflects continued in-migration to the area due to increasing job opportunities and the ongoing attraction of a more favorable climate.

nificant variance within the region in 1981, ranging from $8,548 in Utah to $12,692 in Nevada. The western states taken together, however, are expected to show a per capita income of approximately $11,500, a level more than $1,300 or nearly l3%o above that of the balance of the nation.

will vary among

The employment outlook is optimistic, with the number of new jobs created reaching 577,W0. This will be nearly twice the number of 1980, but will trail the average of over 800,000 new positions added in 1979. The West is expected to account for more than one-fourth of all jobs added to nonfarm payrolls in the U.S. during 198 l.

Personal income is predicted to show a sizable gain of over l3%o in l98l in the West.

Per capita income will exhibit sig-

Story at a Glance

West will see economic recovery in'81 . . . population growth optimistic employment . improved conditions in lumber and logging.

Gross regional product of the I I Western Stites is 'projected to reach $587 billion in 1981, an increase of $71 billion or l3.8%o over 1980. In real terms, the 4.8Vo growth will be substantially above the 1.57o increase projected for the rest of the nation and more than double the 2.l%o gain expected for the U.S. as a whole.

The western states are expected to account for nearly Zl%o, or more than one of every five dollars, of the total value of goods and services produced in the U.S. during 1981. If the western region were a separate nation, it would rank as the sirtlr largest economic unit in the world-behind the total U.S., Soviet Union, Japan, West Germany and France. but ahead of the United Kingdom, People's Republic of China, Italy, and Canada.

Population in the West will continue to expand at a faster rate than in the remainder of the U.S., reaching 42.4 million by the end of 1981. The

(Continued from page 28)

imported oil, both of which have been predicted for next year.

Although mortgage interest rates are expected to decline in l98l from their current high levels, it is unlikely they will fall so much as to ease the affordability problem for home buyers. Does this mean housing starts will be held down much by high morr gage rates? Not necessarily. First, there is a strong basic demand arising from the maturing of the post-war baby boom. That demand is boosted by the desire of households to acquire equity in the rising value of real estate. They are willing to make sacrifices in other purchases and savings by putting a higher portion of their income into purchasing a home. A1ready, many mortgage lending institutions are qualifying families who are willing to put 30-35 percent of their income into monthly payments. The old 25 percent guideline no longer applies.

Second, many households are willing to delay purchase of their dream single-family detached house on a half-acre plot in the country. They are willing to settle for a lowerpriced town house or a condominium apartment they can afford in order to get in on rising property values as early as possible. The affordability problem, therefore, will affect the mix

Construction, which in terms of employment is more important in the West than in the U.S. as a whole, is expected to register some improvement in 198 l, although modest by historical standards. Housing permits declined by 33Vo in 1980, compared with 25Vo for the rest of the U.S. Although the forecast of 396,000 units for l98l in the West is still below 1979's level, the 3l7o rise should provide an improved employment picture.

Lumber and logging activity in Montana, Oregon, and Washington came to a virtual standstill in 1980 due to the sharp decline in housing construction. The modest upturn in

(Please turn to page 58)

of housing starts perhaps as much as it will affect their number.

The rising costs of homes and home financing will affect the markets for wood in several ways. A town house or a condo counts as a housing start when it is begun, but it uses much less building materials than a detached single-family house. A modest trend toward these smaller housing units and less disposable incomes remaining after paying higher mortgage payments will also mean a smaller demand for furniture.

These considerations should not be regarded with alarm, however. The market is massive enough that their effects will be only marginal. However, they do mean that inflation will not likely allow the much-discussed market potential from the postwar baby boom to be fully realized, either in 1981 or in most years of the decade as long as inflation persists.

The need for governments to trim their spending (a prime cause of inflation when it is deficit spending) will dampen public construction. Nonresidential private construction, on the other hand, should show strength, especially in those types of buildings needed for the baby boomers to shop and work. These same types of buildings will also be boosted by the tax changes both major political parties have promised to promote for the reindustrialization of America.

Latest Energy Tax Regs

Retailers can be of service to their customers by keeping up with the Internal Revenue Service regulations concerning tax credits for energy conserving purchases.

John M. Martin, exec. v.p., National Lumber and Building Materials Dealers Association. shares the following information from James M. Goldberg in Washington, D.C., general counsel for the NLBMDA.

The Internal Revenue Service has issued final regulations implementing the Energy Tax Act of 1978, which provides a residential energy tax credit for insulation. certain other energy-conserving components, and certain renewable energy source property expenditures made in connection with a taxpayer's principal residence.

In the case of insulation and other energy-conserving components, the credit is l5Vo of the fust $2.000 of expenditures, for a maximum credit of $300. In the case of solar, wind or geothermal energy property, the credit provided by the 1978 Act is 3OVo of the first $2,000 of expendi-, tures and ZOVo of the next $8,000 of expenditures, for a maximum credit of $2,200 for expenditures made after Apr. 19, 1977, and before Jan. l, 1980.

It should be noted that the Crude Oil Windfall Profit Tax Act of 1980 has increased the credit for solar, wind and geothermal property to 40Vo of $10,000 for a.maximum of $4,000 for expenditures made after Dec. 31. 1979 and before Jan. I, 1986.

The credit applies only to expenditures made on or after Apr.2O, 1917, and before Jan. l, 1986. In the case of insulation and other energy-conserving component expenditures, the credit is available only with respect to a taxpayer's principal residence the construction (including reconstruction) of which was substantially completed before Apr. 20, 1977. To the extent that the credit exceeds the taxpayer's tax liability, the taxpayer is allowed to carry over the unused credit to subsequent taxable years beginning before Jan. l, 1988.

The final regulations with respect to the definition of "other energyconserving components" are little changed from the proposed version. The following terms are included-if they are purchased new by the taxpayer and have an anticipated useful life of at least three years.

o a furnace replacement burner which must replace an existing burner. It does not qualify if it is acquired as

a component of, or for use in, a new furnace or boiler;

o an automatically operated flue damper;

o a furnace ignition system which replaces a gas pilot light. It does not qualify if acquired as a component of. or for use in. a new furnace or burner;

o storm or thermal windows or doors. The term does not include any film applied on or over tlre surface of a window or door;

o automatic clock-operated energysaving setback thermostats;

o caulking and weatherstripping; and

o energy usage display meters.

As for insulation, the regulations specifically exclude items whose function is primarily stuctural, decorative or safety-related such as carpeting, drapes, shades, wood paneling, fireplace screens, new or replacement walls (except for the insulating material inside) and exterior siding.

SEASON'S GREETINGS from

Bill Johnson

John Polach

Larry Hansen

Walt Hjort

Bill Robinson

Ruby Spoor

Sonia Mastriana

Lill Bruccoleri

Susan McAtee

QUICK QUOTES

(Continued from page 27)

"Approximately 190,000 housing units will be built in California as more normal conditions begin to return to the industry."

Bank of America

San Francisco. Ca.

"This nation must provide housing for 22.5 million new households-S million more than any decade in the past. "

Jay Janis, board chairman Federal Home Loan Bank

"We don't foresee any substantial increases until the second quarter of 1981 since we're entering the traditionally slow building season and significant mortgage rate increases have deferred the housing turnaround. "

Harry A. Merlo, chairman & president

Iouisiana-Pacific

Portland.

Or.

(On Reagan's Election) "Now at last, there is the chance of some victories ahead in our wood industry's struggle for survival against the anti-development, liberal obstructionist forces that have manipulated the lives and fortunes of ordinary working people for so long, and squandered awav the fruits of their labors with excessive taxes and pure waste. "

Dan Deardorff , chairman

American Plywood Association

Tacoma. Wa.

Plywood Market Perspective

Home projects, remodeling, and repair will use large amounts of plywood structural panels in 1981, approximately 5.2 billion sq. ft. or more than a quarter of the anticipated market.

Expenditures for residential repairs and maintenance will amount to almost SOVo of those for new residential construction. An estimated 6Vo of all households will add a room during the coming year. These 3.7 million rooms offer a potential for 385 million sq. ft. /a" basis of treated y2' CDX^ (2 ft. crawl space for a 12 x 15 addition). This is in addition to the poti:ntial for roof sheathing, floor and wall panels used in room additions.

Construction improvements account for 64Va of the total or about $27 billion. Although current dollar expenditures in this category have increased in the range of 20Vo per year for the past two years, the growth rate for the coming year is pegged at about 2Vo, reflecting an economy-related slowdown.

The retailer is the direct link between producer and do-it-yourself homeowner. About 85Vo of all plywood is sold through a retailer. About 93Vo of this total passes through a wholesaler. Retailers stocking and selling structural panels number about 20,000. About 2,800 wholesalers provide structural panels.

This distribution trade is responsible for moving structural panels from producer to consumer. It is the segment that can whet the desire and need for more product by encouraging interest and use.

Extensive use of the media to stimulate interest, plans and literature to create a desire, and trained sales people to follow up with guidance and direction,can do much to keep use and sales on target for '81.

and all the folks at Hobbs Woll

Wbknewinamoment itwasn't St.Nick

His eyeshow they twinkled! his dimples how merry! His cheeks were like roses, his nose like a cherry...

Buthis moustache gave him awaY. It didn't take us too long to figure out the "jolly old man" recently spotted at United wasn't the realSanta.

We'll let you in on a little secret, it's Miles Butterfield our full time president and parttime Santa.

Nicetry,Miles!

This put-on is just his way to greet you for the holidaYs and bring you Christmas cheen We alljoin Miles inwishing you the very bestthis holidaY season.

Robert S. Osgood, lnc. Sold

Robert S. Osgood, Inc. of Los Angeles, Ca., and MacMillan Jardine (North America) Ltd. of Vancouver, B.C., have announced that Montague L. Meyer, Ltd. of London, England has purchased all the shares of both companies from MacMillan Jardine International, Ltd.

Robert S. Osgood, Inc. will continue under the same name but MacMillan Jardine (Norttr America) Ltd.

Truck Deregulation Update

To bring you up to date on the Truck Reform Act of 1980. the following is what's happening.

o Don't call it deregulation; it is reform or reregulation. Although application for hauling authority must be submitted to the ICC, the form is simpler and most applications are approved. Time limit for resolution is 180 days instead of 378.

Within a Zone of Rate Making Freedom, rates can be raised or lowered. Next year this zone will be l0%o

will operate in the future as Canusa Wood Products, Ltd.

Montague L. Meyer, Ltd. is the largest British lumber and wood products organization with extensive European and Asian affiliates. Their acquisition of Osgood and Canusa Wood Products, Ltd. signifies the importance they attach to the North American market.

In fiscal 1979180, Montague L. Mever. Ltd. had sross annual sales in excess of $750.ti00,000.

down and lOVo up from current rates plus up to a 5Vo general rate incfease limit. In 1982, the same parameters apply; in 1983, l07o down to lOVo up plus a limit of lOVo in general rates.

o U.S. based truckers and Canadian based carriers are Feated the same with both required to meet state and/ or province carrier rules.

o Shippers owning their own trucks can apply by special form for back haul authority. Applications are readily available.

Stop Delivery Rip Off

Accounting, shipping, and delivery personnel can connive to rip you off by faking deliveries to phantom customers.

These seven steps will help you control the risk.

(1) Have billing department prepare sales invoice after the shipping departrnent returns the complete shipnins documents. '

(2) Prenumber and independently match sales invoices with shipping documents to identify customers, quantity, goods, and time of shipment.

(3) Have customers sign all shipping documents to show acceptance.

(4) Bill customers monthly for balances due.

(5) Investieate complaints of goods faiiirig to arive imm'ediately aid in full amount.

(6) Have records checked for duplicate invoice numbers each month by someone outside the billing and shipping deparfrnents.

(7) Reconcile quantities shown on invoices against quantities sent out by the shipping departrnent each month to spof unihvoiied shipments or inflated quantities.

Msnuiocturers ol Quolity Foresf Products

Growing Wy. Lumber Yard

Lander Lumber Co., Lander, Wy., with new modern quarters, is closely linked to the area in its history and development.

The original lumber yard was opened by Fred Brower in the 1800s on land purchased under the 1820 Congressional act. This buifding was added to over the years and was the rear of the Lander Lumber building demolished to make way for the new stucture.

In the early 1900s the operation became Noble Lumber and the first complete lumber mill in the state was added. Timber was brought in unfinished by string teams and wagons to be planed and made into workable lumber. When the railroad came to Lander in 1906 more building materials and supplies became available.

A carpenters shop and plumbers shop were added. Coal from the local mines in Hudson was sold. When Lander was growing between l9l2 and 1919, the yard (Please turn to page 42)

FAST GROW|]{G business enabled Lander Lumber Co.. Lander. Wy., to build spacious new 60 x 200 ft. building with added floor space and storage area. Dick Sawyer, (center photo) manager, has seen many changes in the lumber business in the past '13 years. Paneling center and bath shop are among the special product centers featured in the new store.

SEASON'S GREETINGS

1980 Lumberman Honored

Forest Products Week was highlighted in the Redding, Ca., area by a joint meeting of the Shasta-Cascade Hoo-Hoo Club and the Redding Trade Club, with over 380 lumber and industry men honoring the Lumberman of the Year. Dave Schaller.

President and owner of Schaller Forest Products, he received the award from Don Cherovsky, pres. of Shasta-Cascade Hoo-Hoo Club.

Dave was born in Bell, Ca., graduated from Paradise High School in 1957 , and Cal-State University at Chico in 1962. He worked as a carpenter in the Chico, Paradise area while attending college. After graduation he was employed by P.T.&T.in their management achievement program as a plant service foreman in Sacramento for two years.

Dave began his lumber career in Redding in 1964 when he went to work for a branch office of Industial Lumber Co. of Portland, Or. He was subsequently transfened to their main Portland office. In 1966 he moved to Menlo Park. Ca.. with Dant Forest Products where he stayed until 1968. He then returned to Redding to join North Valley Lumber Sales, sales agents for Heron Mills and Main Lumber Co., and worked there until Dec., 1977

Schaller Forest Products was formed in Redding in Jan., 1978, and the offices and disfribution yard were completed in the Mountain Lakes Industrial Park in 1979. The company specializes in pine industrials and commons for the millwork plants and furniture trade and distributes commons and dimension to the retail trade.

Metric Conversion Guide

Final guideline for industry to follow in organizing and planning meric conversion programs has been established by the United States Metric Board.

GORDY MARTIN

Under the Metric Conversation Act of 1975, all conversion programs must be presented to USMB for endorsement. The guidelines are said to have "strong and repeated emphasis on open and participatory conversion planning" since the USMB expects to examine plans for "evidence of ample and fair opportunity to participate by all parties affected by metric conversion. "

"Antitrust: A Handbook for Metric Planning and Conversion" has been prepared in response to concern over possible antitrust implications in organizing groups for metric converslon.

IUMBERMAiI of the Year, named by Shasta-Cascade Hoo-Hoo Club in conjunction with Forest Products Week, (1) Dave Schaller joins Al Kerper who received the honor in '1969. (2) Don Cherovsky,

George Rogers. (3) Audumar Declerck, Gene Siostrand, Claude Scott. (4) Rich McKenzie, Bill Hendricks. (5) Joe Silveira, John Crane. (6) Brad Broyles, Nick Elardo. (7) Vent Vaughn, Bob McKean, Greg Keller.

JOHN SOUZA GARY HART

(Continued from page 38)

provided the hardwood mouldings and lumber for many buildings including the Noble Hotel.

In the late '30s, the company built pre-fab houses. Some were shipped to Rangley and today a few of those buildings still stand at the Circle Ridge oil field on the reservation.

In the late '50s, Noble sold to a group of 15 stock holders operating as Quality Lumber. In 1966 the store was sold again, closed for a short time, and reopened as Pioneer Cash Lumber with Dick Sawyer managing the yard. In 1970, Bloedorns, a Torrington, Wy., based corporation, bought the yard and changed the name to Lander Lumber.

Every section of the new store is designed for the customer. A tool center is organized for self service. Special sections showcase paneling, bathroom and kitchen fixtures, as well as other materials for the do-it-yourself person. A larger storage area will enable the store to keep more building materials and supplies available.

The new facilities recognize the growth of Lander and enable the store to serve their customers better.

The 10 "Demandments"

Robert J. Dunn, Hudson Publishing Co., speaking before some 400 home improvement specialists at the National Home Improvement Council's second annual Western Regional Conference, Oct. 3-4 in Portland, Or., advised building better business profits through good customer relations or, as he called it, "the business of doing good business."

According to the publisher, today's customer "demandments " are:

Thou shalt give me the courtesy of hearing me out in tull.

o Thou shalt give me a straightforward and honest appraisal of the full scope and cost of my project.

- b Thou shalt itemize thy estimate carefully, completely and clearly.

o Thou shalt make me aware of all the newest products on the market and their comparative costs.

a Thou shalt minimize the inconvenience to our family during the project.

o Thou shalt insure that thy subs clean up after themselves, each and every visit.

o Thou shalt check with me regularly to insure a smoothly moving project.

. Thou shalt minimize any financial surprises on the cost of my project.

Housing Starts to 1984

Gradual improvement in housing starts in the next few years with growth reaching 2 to 2.2 million units in 198384 has beeh seen by the National Association of Home Builders' Annual Housing Forecast Conference.

Prediction for 1980 was 1.2 million; 1981, 1.5 to 1.6 million: 1982. 1.8 million.

Mortgage rates are felt to have peaked at around l4%o with an anticipated drop to around l2vo in the coming year. An approximate l07o increase in the cost of a single family home is expected with the cost of $69,000 in August, 1980, rising to $71,300 in August, 1981.

"Dataline

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2200 No. Glassell, Orange, Calif. 92667 (714) 637.5350 o (213) 860.7791

164 Healdsburg Ave., Healdsburg, Calif. 95448 (707) 433.3313

GET-AUTAY vacations to Hawaii and Las Vegas including transportation, lodging and expense money were won by five western building materials dealers through Simpson Buitding Suppty Co.'s redwodd get-away program with several dealers lreriting trips to both places. (1) George tnompson, sales mgr., SimDson Buildino Supply, Santa Clara, Ca., presentino trip6 for two to both Hawaii and Las Veoas to Dusty Destreul, owner of Mead Clark Llmber Co., Santa Rosa, Ca. (2) Steve Aht, coowner, All Heart Lumber Co., Ukiah, Ca., Lois Bright, Simpson sales rep making presentation of Hawaii trip, John Mayginnes, co-owner,. (3) Bob Gallo, mgr., Beronio Lumber Co., San Francisco, Ca., another winner headed for Las Vegas. (4) Frank Stanger, sales mgr., Simbson'Buildinq Supply, Cerritos, Ca., Vivian and Gait Rade: stock, North County Lumber and Garden Center, Vista, Ca., Hawaii winners. Jon Sivers Simpson sales rep. (5) Abe Witlis, owner of Charley's Fence Co., Baldwin Park, Ca., winnei of trips for two to both Hawaii and. Las Vegas. Ray McKendrick brmpson sales rep.

Remember This One

If you want to get the best out of people, you must use the best that is in them.

Knotty Pine Back in Style

Are we seeing a resurgence in demand for knotty pine paneling? The kind that highlighted the walls of at least one room in the millions of homes built or remodeled in the first 60 years of this century.

There's strong evidence that's exactly wha! is happening, according to a pulse-feeling market check by Western Wood Products Association field representatives across the country.

Except now there's interest in both knotty and clear grades, and in light and dark-colored species, an interest picking up where it left off when lower-priced, easily installed woodgrained decorative sheet materials dampened demand for solid lumber paneline some 20 years aqo. '

"Rei-ailers are hearin! more and more consumer requests for something real, not imitation," field service manager C.V. Riolo said in summarizing the field staff study.

It's a demand being initiated at the retail levels at the moment. People are willing to invest in the more expensive solid paneling to achieve what they believe is a higher quality livins soace.

"As ihe cost of new homes climbs. the extra expense of solid paneling

has become almost insignificant," notes WWPA marketing v.p. Robert Herbst. "So we shouldn't be surprised to see builders lmking to this kind of product again for competitive purposes."

The comeback means a new generation of do-it-yourselfers and professional installers must learn the finishing and installation techniques. "The same goes for producers, the sales departrnents, wholesalers, purchasers- everybody," Herbst noted. "If everyone knows what they're doing all along the line, the end-user will get the best satisfaction possible. "

An informational packet of literature on handling, finishing and installation of solid wood paneling is available from Western Wood Products Assn., Yeon Bldg, Portland, 4.972U.

Fir Your lnformation

The Douglas fir is the namesake of David Douglas, a Scottish botanist, not Gov. Sir James Douglas as many think.

A botanical collector for the Horticultural Society of London, young Douglas spent considerable time along

the Columbia River when the United States and England were still fighting over jurisdiction of the Pacific Northwest. While conducting a land survey of the territory to strengthen England's claim to the land, he discovered the tree and sent sample specimens with cones to England.

With boundless energy, Douglas is said to have covered over 12,000 miles on foot, horseback, and canoe, learnins several Indian dialects and having-, a brief marriage with the daughter of an Indian Chief. When he was 35 years old, he died in mysterious circumstances while climbing Mount Mauna Kea on the Island of Hawaii. He was found at the bottom of a six foot pit, a wild caffle snare, apparently trampled to death by a trapped bull.

Although the tree had been reported in 1795 by Dr. Archibald Manzies, a surgeon-botanist with Capt. George Vancouver, and given the scientific name of Pinus taxifolia in 1803, the designation was changed by botanists to Pinus douglasii, recognizing the work of Douglas.

The common name of the tree since that time has been Douglas fir although the scientific name has undergone numerous changes. At present, it is known officially as Pseudostsuga menziesii.

Tony GallegherPete

GanahlBen Gardiner - Wayne GardnerMax GarmonGene GauthierJim GauthierBob Gaylord - George

GeibPete GeibJohn GeijsbeekPhil Gilbert - Denny

GilchristIim GilchristGene GirardDale Goodwin -

John GrayRichard GrayLen GreenEv Guernsey -

Ray GutierrezAlan Hale, Jr.Bob HalvorsenJohn HamptonBill Hanen - Doug Hansen - Captain Kris

HansenTom HansenJohn HarmerRonnie HarnewFrank Harringtonfim Harrington - Ralph Harrison -

Ivan Hart - Hap HastyNorton HathawayHarold

HaynesBob HeberleButch Heberle - Jay Hebert -

Don HeilDon HelmigBill Herndon - Denny Hess -

Frank HigginsAnn HigmanDan Higman - Jerry

HigmanBob HirtRon HiteBert Holdren - Jerry

HoldrenFred HolmesRon HopkinsBill Hormuth -

|im HormuthDick Hotaling - ]ack HugheyBill Hunter

- George Hunter - Hugh HurthFrank lvanovichBob

IacobsenDick Jahraus - ]oe JahrausChuck fenkins -

Hank lensen - Evelyn Johnson - |ohnny Johnson - Scrap

Iron JohnsonLeonard JonesStan KaufmanDan Keller

Tim Keller - Doug Kelly - Iohn KellyRuss Kelts -

Phil KeltyA.L. KerperMead KibbeyDick Kilpatrick

Gordon KingBill KnudsenBill KoffardLowell

KolbManos KoulourisCarl KufferathJohn Kyncy -

Walley Lai - Floyd LaierGus "Cookie" Lamartine -

George LaneJohn LaniganHerschel LarrickMil

LarsonLeontlauderbachDick LearnedBob Lehow -

Mike LepageBob LindahlBob Linderman - Iim

LindermanJack Lindsay - Warren Lindsay - Wally Lingo

'- John Lipani - Crant Lor,'egren -- Marshall Lun.sden

Abe l.vmanTohn \lacintosh - l.lovd Mangrum [)or1ql3"

Maple Bill N'larmion ' Rrownie lvlarkstrorl Bolr

lvlarriottPete NlarshallJim Nlartin - R.rger Nlartin *

Jim Martindale - Jim Matthews - Biily Maxwell - Jim MaynardMac McCauley - Harry McCauley - Hugh

McConnellBill McCoy - Ralph McCulloughIason

McCuneStan McDonald - Vernon McGaheySam

McGaugheyFistula McGogartyEd McGowan - Jerry

McGrewBert McKee - Kingston McKeeEllen

McNamaraTom Melin - Wayne MeredithTom

Metzger - Toby MoehnkeCrew of tanker M/V MoisesArt MilhauptDon MillerWalter MillerHakalaka

MishebobFlorence MolenkampArchie MooreJack

MornorichWade Moseby - Bill Moyer - ]ohn Mullin -

Terry Mullin - Wayne Mullin - Captain Cece MullinsBill MurrayJim MurrayMike MuseBud Nelson - ]im Nelson - Jimmy Nelson - Virg NesbittArt NethJim NewquistIohn NewquistJack NielsenEd NolteGus NordstromArnold Nutter - Perry

Rodecker - George RodeckerBill RogersPete RogersJohn RontenKen RoseKen Rossjim RossmanJohn RudbachBill RuggClint RygelBob SandersPaul SauseFred ScaifeHarlan

SchroederClaude ScottBill SharpBob SheperdDean ShortJake ShugrueEd Shuman - George

SchmidbauerClaus ShultzNorm SiefkenBob Sievers

Charlie SiffordBob SiltainenGene SjostrandClark

SmithDarrell SmithDon SmithHarold SmithJack Smith - Ray SmithWalter SmithCliff SmootEk

SnopesFlem SnopesWalt SoppStark SowersPaul

SparsoPete SpeekDuke SpeerBob SpryGale

Stafford - Larry Stainbrook - Roger StainbrookPaul

StakeFrank StangerNeal StaufenbielStan Stenlake

Don StobaughEd Stoner - Capt. Bob StorckBob

SullivanJohn SullivanDon SundstromTom Supple

Fred SuverkrupHerb SuverkrupJohn Suverkrup -

Steve Suverkrup - Wally SwansonDon Swartzendruber

Merl TannerPhil Taylor - |ohn Tennant - Harry

TerrellBob ThompsonNat ThompsonFred Thomson

- Gary ThomsonAl ThrasherTim Timmerman -

Keith VogettRex VowellMitch Wagner - Maury

Walker - Terry WareKen WattBob Wells - Harley

WernerHerm WestFrank WestlakeIohn Weston -

Warren WexlerHal White - Hany WhiteJim Whitty -

Hugh WilhoitDick Williams - George Williams - Jim

WilsonCece WingardSam Witzel - Sterling Wolfe -

Gordon WoolardTed WoodTim WoodJack Young

Pat YoungJack Zalaha.

STEPHEN G. FREEMAN & CO.

5CI YEARS AGO fromn the pages @f

W. H. Daugherty, Daugherty Lumber Co., Cottage Grove, Or., was a recent visitor to San Francisco.

__ George J. Osgood, pres. of the Wheeler Osgood Co., Tacoma, Wa., is in the East on an extended tour of the countrv.

George' L. Meissner, well-known lumberman of Lodi, Ca., may lose the sight of his right eye as a result of a hunting accident when he was struck by a charge of shot on a game preserve near Terminus, of which he is part owner.

Arthur W. Bernhauer, Fresno, Ca., was re-elected pres. of the Millwork Institute of California at its sixth annual convention in Oakland, Ca., Howard Coor-Pender, Los Angeles, and C. W. Lammon, Oakland, v.p.s; Ed Nicholson, Los Angeles, treas., and H. T. Didesch, managing director.

Charles R. McCormick, Charles R. McCormick Lumber Co.. San Francisco, Ca., made a short business trip to the company's Los Anseles. Ca.. office.

Harry Hanson, California Panel & Veneer Co., Los Angeles, Ca., spent a few days in San Francisco, Ca., on business. While in the Bav district, he called on many of hii lumbermen friends.

The Defiance Lumber Co., Tacoma, Wa., has chartered the Barbara C and will operate her on a 16day schedule between Tacoma and San Pedro, Ca.

Albert Schafer and Otto Schram of Schafer Bros. Lumber & Door Co., Montesano, Wa., were recent visitors to California.

Ben Ostlind, pres. of the Coos Veneer & Box Co., Marshfield, Or., manufacturers of aircraft plywood, spent several days in Los Angeles, Ca., to take in the Western Aircraft Show.

C. W. Pinkerton, Whittier Lum. ber Co., Whittier, Ca., was elected pres. of the Orange County Lumbermen's Club. Leslie Pearson, E. K. Wood Lumber, Santa Ana, Ca., was elected treas.

John Poulsen, member of the Inman-Poulsen Lumber Co., Portland, Or., died at his home at the age of 81.

D. J. Ballantyne, sales mgr. of Cobbs & Mitchell Co., Portland, Or., recently spent two weeks traveling all over the No. Ca. territory in company with C. H. Terrell, salesman for Hill & Morton, Oakland, Ca.

E. D. Kingsley, pres. of the West Oregon Lumber Co., Linnton, Or., has returned home after a visit to San Francisco. Ca.

Roy Barto, pres. of CadwalladerGibson, Inc., has returned to Los Angeles, Ca., after a three week trip in the East to survev business conditions.

VEARS AGO fromn the pages of

Simpson Logging Co.'s redwood division will change its name to Simpson Redwood Co., according to William E. Lawson, v.p. and gen. mgr.

Paul Kardstedt has been named assistant to Clay Brown, pres. M and M Wood Working Co., Portland, Or.

"Bud" Bach, a young Los Angeles, Ca., lumbernran, with a group of associates, launched the Bach Lumber Co..

Jack Davidson, pres. of Davidson Plywood & Lumber, Los Angeles. Ca., has resigned to join his brother Norman in Pacific Wood Products Co.

James C. O'Malley, The O'Malley Lumber Co.. Phoenix. Az.l H. Park Arnold, Fox-Woodsum Lumber Co., Glendale, Ca.: L.R. Aldrich, Jr., Aldrich and Co., Billings. Mt.; and H.W. Blackstock, Blackstock Lumber Co.. Seattle. Wa.. are nrenrbers of the NRLDA executive comnrittee for l 955.

Jack Allenby has joined (iolden (iate Lumber Co., San Francisco, Ca., in sales.

(ieorge Kersley, assisted by "Dutch" (iravert, L.M. Wixon and Lewis Carroll. will chairman the nteeting of Hoo-Hoo Club 129, Reno, Nv.

John Saner, Jr. has taken a tentporary leave of absence from Santa Fe Lumber Co.. San Francisco, Ca., to visit a coconut plantation in the Philip- pine Islands in which he has an interest, according to A. J. "(ius" Russell.

Kenny Thim, former employee of the Wanack Lumber Co., Long Beach, Ca., has acquired ownership of the Columbia Lumber Co., Norwalk, Ca., and will operate it as the Freeway Lumber Co., specializing in do-it-yourself trade.

T. W. Gamble, v.p. and gen. mgr., Potlatch Yards, Spokane, Wa., has been named to the regional subconrmittee of the new Voluntary Home Mortgage Credit Progranr for Region XV. Wa.. Or.. Ak.

Walker Tilley, land and timber forester for the Masonite Corp., Ukiah, Ca., was unanimously elected 1955 chairman of the Ukiah Redwood Circle.

Mike Jason, Paramino Lumber Co., San Francisco, Ca., and his wife, Suzanne. announce the birth of a fourth son, Donald.

Joseph F. Halstead, sec.-treas., Halstead Lumber Co., Phoenix, Az., was shot and wounded in an attempted robbery.

A.D. Franklin. senior staff executive, Weyerhaeuser Sales Co., Tacoma, has retired after 23 years with the organization.

O'Malley Lumber Co., Phoenix, Az.. held a grand opening of its remodeled store in Glendale, Az.

O.Harry Schrader, Jr., has been named gen. mgr., United States Plywood Corp., Seattle, Wa.

J.E. Higgins, Jr., J.E. Higgins Lumber Co.. San Francisco, Ca., and Mrs. Higgins were recent visitors in Las Vegas, Nv.

Ivan Harrington, Ross Lumber, Medford, Or., has been vacationing in Los Angeles, Ca.

Founded ln 1922

NEYT from

The MODEL JOooFL - to ?xpond your copobilities ond flaxibility in the grouring mutol door rnork?t.

HERE'S WHY _

o rhe milling head was designed by Norfield specificaily for this apprication, providing two speed ranges for metal or wood.

j All machine controls are conveniently located on the miiling head to maximize operator efficiency.

I The open frame design allows for easy cleanup.

j The hand grips are designed for maximum control. The motor and plunge controls are located atop the hand grips for easy thumb control.

I The clamping mecfranism is designed so that no adjustment is required for various length or width doors. Ail cramping functions can be controlled from any of three locations.

The M00EL 3800F1 for window lite boring, cylinder lock boring, dead bolt boring and edge' preparation for metal and wood doors.

tutu h'offioon6*iA

FOREST PRODUCTS,

The AII'Coast production departrnent takes time out to say Happy Holidays.

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Vince Cunningham, Fremont Forest Products, Whittier, Ca., completed the Newport Beach marathon in 3 hrs.40 min., his first marathon attempt.

Harold J. Rodgers Bendix Forest Products, Newark, Ca., won a 2l day trip into Mexico as first prize in a drawing. He will go piggyback with his rv by train.

Chris Lueck is now the resident sales rep for Snavely Forest Products, Pittsburgh, Pa., in Az., according to C. M. Snavely. Rob Brown will continue to oversee the Az. operation.

Tom Fast, American Plywood Association's international markets mgr., is assuming the job of director, international operations, in the United Kingdom, according to William T. Robison, v.p. marketing.

Ben Patino, Bel-Air Door Co., Alhambra, Ca., is home, recovering after surgery, reports Bel-Air pres. Samuel Fineman.

Vaughan Pipes is the new director of marketing for Palmer G. Lewis Co., Auburn, Wa.

M. Lamont Bern, pres. and c.e.o. of Pay 'n Save Corp., is succeeding his father, Monte L. Bean, as chairman. The elder Bean has been named founding chairman and director.

George F. Baitinger, general products mgr., distribution div., GeorgiaPacific Corp., Portland, Or., is now responsible for product develoPment succeeding Kenneth W. Guenther who has retired. James D. Fuller has been Promoted to national sales mgr/housing and industry group, a merger of the former industrial and shelter sales groups, according to Stanley S. Dennison, sr. v.p., distribution div. Jack Edl, v.p. and gen. mgr., Yorktowne div., has been named v.P. and gen. merchandise mgr. of Wickes Lumber, San Diego, Ca., succeeding Charles C. Bender who will assume new responsibilities within the company, according to Richard L. Barker, sr. v.p. and gen. mgr.

Ronald Bickerton is now in sales at Missoula Forest Products, Missoula, Mt.

Dick Smallridge is a new trader at Dier Lumber Co., Sacramento.

Rich Vaughn is sales director of the new gypsum div. ofStandard Forest Products, Springfield, Or.

The Merchant Magazine

Chuck Fuller has joined Idaho Forest Industries, Boise, Id., in sales.

Kay Berry is new to purchasing at the International Paper building materials distribution div.. Tualatin, Or.

Max Madison is now in sales at Alpine Veneers, Portland, Or.

Dennis Lowe is the new sales mgr. at American Laminators, Swisshome, Or.

Ed Ascencio is a new So. Ca. sales rep for Ferrari Distributing Co., San Dimas, Ca.

Rod Gasser is the mgr. of the new Flintridge Lumber Sales re-load yard in Stockton, Ca., according to Tom Philips. Flintridge Hq. are in Springfield, Or.

Bill Johnson, Hobbs Wall Lumber Co., Terra Bella, Ca., has been on a hunting trip in Colorado.

Larry Stevens is the new sales mgr. at Sequoia Supply, Fairfield, Ca.; Phil Adrian is a new trader, according to Chip O'Neil, branch mgr.

Jim Hunter. Schmidbauer Lumber, Eureka. Ca., and his wife, NancY, are parents of a new baby, Vanessa Rachel, born on Oct. 30, weighing 8lb. 1% oz. Older sisters are Marisa and Jessica.

Gary Kirscher, Georgia Pacific Corp., has been elected pres. of California Oregon Lumber Association; John Wilton. California Forest Products, is the v.p.

Jim Adams is the new asst. sales msr. at Caffall Bros., Wilsonville. Oi.. according to Bob Walton. Jim is phasing out Totem Forest Products, _ Olympia, Wa., his old company.

Dean Adkisson is now moulding plant supt. at Oregon Windor Co., Lakeview, Or., replacing the late C.L. Huddleston.

Linda Wilder is new to the staff of Oregon-California Forest Products. Eugene, Or.

Dave Hansen is now director of packaging and export at McKenzie Trading Co., Eugene, Or.

Dave Wakagawa is new to industrial sales at Idaho Forest Industries. Boise, Id.

Alan Brackett is now a cedar trader with Knollwood Corp., Beaverton, Or.

Janice Wright is the new northwestern Wa., regional sales mgr. for Weyerlqaeuser Corp., Snoqualmie Falls; Steve Renn is a new industrial sales rep; Bill Gates, new mgr., customer service center. Kent.

Bill Carter, Carter Forest Products. U-kiah, Ca., has been vacationing in Mesa, Az.

Hu,gh Mungus and Freddy Fungus, Mungus-Fungus Forest Products, report that their Daughters of the American Revolution female mud wrestling contest has been a big draw at their Climax, Nv., yard facility.

Bob Brooks is now gen. sales mgr. at Plum Creek Lumder Co.. Colulmbia Falls, Mt.; Bruce Tate is replacing him as MDF sales mgr.

Larry Held is now a trader for Standard Forest Products, Springfield, Or.

Gage McKinney, MacBeath Hardwood. Montebello, Ca., has been elected to the board of directors of the Northwest Hardwood Assn.

Charles J. Meyers, dean of the Stanford Law School, Palo Alto. Ca.. has been elected to the board of directors of Southwest Forest Industries. Phoenix, Az.

Max Corning has joined sales at Knollwood Corp., Fulton (Santa Rosa), Ca.

Al Privette is now the McFarland Cascade head buyer in Tacoma, Wa., at their bldg. products div., according to mgr. Bob McBride. The new northern territory, Tacoma north through Ak., mgr. is Ed Shipley; southern territory, Olym- pia, Wa., to No. Ca., mgr., Bill Smith.

Dave Miller, sales mgr., lumber, Publishers Forest Products. Portland. Or., has hired a new lumber sales person, Scott Daley, formerly with North Pacific Lumber.

Paul Haacke has joined the sales team at Fremont Forest Products, Whittier, Ca., according to Peter Speek, pres.

Enos Davison is now a sales rep for Forest Fiber Products Co.. Forest Grove, Or., in Ca., Az.. Nv. and Ut., according to Earl Meyer, gen. mgr.

Brian Bonnington, Bonnington Lumber Co., Oakland, Ca., has been in Mexico City on a business trip, followed by some R & R on the Yucatan Peninsula.

Daryl Richardson, pres. of A & R Lumber Sales, Junction City, Or., has been elk hunting in Wy.

Bill Petit is the new m[r. of tire Lumberman's operation, Kent, Wa.; W.R. Rust is gen. mgr. for the Kent and Shelton, Wa., stores.

Mel Jensen is new to Del Dalev Forest Products. Inc.. Portland. Or.

Joe Ferreira has joined the sales staffat Hagle Lumber Co., Somis, Ca., according to Steven D. Hill, v.p.

Harold M. Frodsham, South Bay Forest Products, Orange, Ca., is back from an extensive tour of Eneland and Scotland

Craig Larson is a new sales rep at Selma Pressure Treating Co., Selma, Ca.

Rod Carpenter has joined Howrey Lumber Co., El Paso, Tx., as plant mgr.

Russ Whalen is new with Sagebrush Sales Co., Albuquerque, N.M.

(Continued on next page)

MORE PERSONALS

(Continued from Previous Page)

Alfred Trubin is now East Coast sales rep for Robert S. Osgood. Inc., Los Angeles. Ca., operating a branch o[fice in Cherry Hill, N.J.

Dee C. Essley, D.C. Essley & Sons, Montebello, Ca., has received the Hiram Award for community service, the Masonic Lodge's highest honor.

Pete Kepon, Arcata Redwod, Arcata, Ca., is back from an Oregon elk hunting safari.

C.M. "Chuck" Grieves and Bill Roberts are representing Hutch Mfg. Co., Louden, Tn., in N.M., Co., Wy., Mt., Ut., and Id.

Mary Ann Petery, pres. of Selma Pressure Treating Co., Selma, Ca., and Dr. Yuergen E. Schuessler were married on Oct. l8 in Fresno. Ca., and honeymooned in Acapulco, Mexico.

Pat Hunter is new to sales at Waldron Forest Products, Sacramento, Ca.

Don I. Carpenter has been named Northwesl Div. sales mgr. for Kaiser Cement CorP., Seattle, Wa., according to John H. WimberlY, gen. mgr. Tom Schlaak, former operations mgr. at Rolando Lumber Co., Inc., San Leandro, Ca., will be returning after a vacation "Down Under" to assume new duties as a redwood trader. Jim Lewman and Jeanne Heintz are new in inside sales. Bud Bucholz is home recovering from a recent operation.

Sash and Door Jobber Annual

Ralph P. Davidson was elected president of the National Sash & Door Jobbers Association at the lTth annual convention held recently in San Francisco. Ca.

Other officers are: lst v.P., T.W. Landskroener; 2nd v.P., David R. Toombs; treasurer Newell E. McCabe; and Carl W. Nagle continues as executive v.p.

Nine new directors were also elected. They are: Clare H. DraPer, III, exec. v.p., Jenkins Mfg., Anniston, Al.; Samuel Fineman, President, Bel-Air Door Co., Alhambra, Ca.; Edwin A. Griffith, E.A. Griffith, Inc., Manassas, Va.; Michael Harman, M W Manufacturers, RockY Mount, Va.; S.R. Lambert, Jr., Pacific Mutual Door Co., Kansas CitY, Mo.: John R. Pullum, Pete Pullum Co., Detroit, Mi.; Robert W. Shuster, Shuster's Building ComPonents, North Huntingdon, Pa.; Joe E. Walker, Cameron Wholesale, Waco, Tx.; Robert C. Williams, Edward Hines Lumber Co., Chicago, Il.

Former President Gerald R. Ford, hiehliehted the associations awards luichion with his current observations on the world and political scene. Former first lady Betty Ford graced the women's breakfast session and delighted all with her candor. Other noted speakers were: economist Morean Maxfield, Wall Street Week's Louis Rukeyser and keynote speaker Dr. Charles Jarvis.

Concurrent workshoPs were conducted on "What Will HaPPen to Your Truck Dollar in the 1980's" "The Outlook for Residential Housing," "Benefits for EmploYees and Estate Planning for Owners," "Executive Stress," and "Perpetuation of the Familv Business. "

One hundied and fourteen exhibiting firms, a new record, occuPied "conference booths" in the exhibit hall.

TED MATHEWS CHUCK WILLS

CALIF. CONSTRUCTION

(('otttittued .lrorrt pagt | 7 )

anticipatcd levcl but still far below the more than 300.000 ncw units estinrated to be needed each Year during the first half of the l9U0s.

Demand Dressures will continue ttr grow. even'if net in-migration levels ofT, due to the large number of current residents entering the homebuyin-{ years. Included in the 122,000' ncw single-family homes projected for 198 I will be a growing percentage of townhouse-style condominiums. Similarily, the 78,000 new multifamily units predicted in 198 I will be comprised of more ownership units than in years past as the slowdown of apartment construction continues.

Nonresidential construction in California should also expand in l9t3 I althou-eh not by the magnitude expected for the homebuilding sector. If realized, the 1981 projected level of $8 billion in nonresidential building permit valuations would represent

a l4t/c gain over the l9tt0 anticipated lcvcl.

Commercial construction will rcnrain the dontinant fornt of new nonrcsidential constructiott and. u'ithin that categorl . off icc huildin-cs. rctail storcs, and parking garages will provide most of the upward momentum.

Alterations and additions will comprise thc state'\ nc\l larges( n()nresidential building cate-sory exoandinq due to the effects of addi- ^tions ti, existing industrial/commercial complexes. Ncw industrial building is alsb expected to expand in 198 I as new warehouses are constructed in response to the lifting of Califbrnia's business inventory tax and in response to the stimulus expected from the January I, 1981, adoption of the state's new industrial bond financing program. Institutional buildings will round out California's 1981 nonresidential construction scctor with no real growth expected in the construction of such structures as churches. schools. and hospitals.

WESTERN OUTLOOK

1( orttintrt'd Intrtr ltugc .10) housing combined with substantial nonresidential buildin-s u'ill rcsult in improrcd conditi0ns lor l{)g.g.er\ 3nd luniber mills. althou-sh somc of the marginal mills shut down during the recession will remain closed.

On balance, althou-eh the Westem United States faces some difficult problems in 198 I and in tuture years, it is a region with many of the nation's most valuable resources and with industries Dosed for some of the most rapid rates- of -erowth.

Sales Duds Defined

How do purchasing executives rate your salesmen ? A poll revealed these 17 shortcomings in order of importance.

(l) Comes on too strong.

(2) Deficient in problem-solving skills.

(3) Too talkative.

(4) Poor taste in clothing and grooming.

(5) Doesn't do homework on project.

(6) Calls at inconvenient times.

(7) Uses sympathy approach rather than straight talk.

(8) Uninformed on competitive products.

(9) Doesn't know enough about customer's business.

(10) Depends on entertainment to offset inadequacies.

(1 1) Fails to keep commitmenrs.

(12) No real interest in customer.

(13) Doesn't listen.

(14) No ability to plan.

(15) Never on time.

(16) Deficient in ability to persuade.

(l 7) Lacks understandine.

tUllEnilm Ed Fountain, Ed Fountain Lumber Co., Los Angeles, Ca., can definitely bear bare bears, as this photo from thd Lone Pine Koala Sanctuary in Brisbane, Australia, bears witness. After his bear hug, the peripatetic Fountain visited a host of old friends down under.

A MOTION FOR MOTIVATION . .

ht'rr Ihinl

Q I R\ I\( iTl\lF in ln rrrslitrrti,'rr. 9 rrltltlt'rcf thr' \urT()undingr. rrh;-rt cr cl thc siluation. should nevt-r tllcan .loinrnu hlnrls w ith l l'icklc allr: I-ae k ol Nlotivutiolt.

Our inclustrr'. ilt \\hatevcr the levcl. bc it nrill. r'"'holcsalcr. rcntanufacturing or rctail cstablishlllcnt. prcscllts a inique challcngc.

Thcrc is scldottt a titttc thc'n thc t'ntr't'pttsittl. ltlr'tl. .lttiltL ol !()nscicrttious etltplttrec eallllot clltcrtain thc itlca o1' Prcsctltlttg a c()ll\tructivc idca t() lttattagelitcltt..\nd thc buck. cvcn though its valuc hls clccrcascd apprcciabll. shtruld not sl()p thcre.

The cnnrc ts ttot aluurs irt thc do-

F re t1u ent corttri butttr Tltittt, rho is enploved bv FlintfuttL' Suppll in Los Angcles, hus urr t'.rtt'ttsit'e background in tht' distribution of lumber und bui I di ttg suppl ie s. -cd.

inq; t,,,, nrillt\ lilllcs. ()n t()() llunier()us r,.tlrsirrns. llt(.\\t,'n!JoitlS i: ttt nrrl takin! action.

-l'hc tinrcs t ull l or rrl()rc pr()grcs.ire thirrkirrg. I)){)te,rplilttistir' altitudc's. a closcr re latittnship bctw ccrl sellc-r and buycr. truck drivcr and recciving clcrk. busincsstttan attd custontcr.

Shouldn't an arcna o1' tttutual uelfare. conscrvation ol- cnerg\'. prcscrvation of natural rcsourccs. tlltti()lial sccurit)' and an (un)ctlrtltrlon btlntl ot' tiicndship alert us to a broadcr arca of nrutual bencfits'l

How many titttes havc )t)u \\ol1dcrcd u'hy Son.rebodl didn't do Sonlething'l The vcrv same thought entercd nrt nrind and. rather than keep tt to niyscll'. *'hr don't ue sharc'.)

Tr1 ing to brcak this dotn b1 categuries was our ori-ginal intent but the task bccanrc an honcndous cndeavor and vou are- askcd to plcase select \'our i)\\ n classifications. - lf thc custonrcr disdains purchase of' an itcnr. ot'tcr an altcrnate.

N'lakc sure thc custitttti:r has as-

surance of havin! receivcd pr()pcr material . particularl) ri he n a si-tne cl receipt is tendercd.

Sell thc propr-r pan or tool for thc pr()ieet. Ciic u nel'\(rnill !u\'\\ itl u hat per.clrt rrl' tht' Jrt-tt rout rcll't ls arc trul) qualified to pertornl the task at hand. Consult someone nttlrc clualificcl *'hen questions arise that rcquire a rnore educated tlpinion. The happy customer is the one whtl rcturns arain. and again. and again .. Rccrignize thc customer-don't ignorc hint or be ttblivious to his presen!!. lt rhouldtt't be necessary to \\ait for hinr. or for management, to push thc alcrl button.

If *arranties or guarantees are part ol' thc program, rnake it evident io thc custotttcr. lt's pafl of thc sale; it's part of thc packagc

The "hold" button on the tclephonc rnay be onc of the greatest L'rirne s comnrittcd against nlankind sincc the square u'hecl. Put 1'ourself in the othcr fellou's shocs whcn ytlu

(Please tunt t0 pugt' 66)

More info on paints, stains

Part two of a two part series on selling paints and related materials

lN ADDITION to the latex and oil

I based paints for interiors and exteriors rise, your paint department clerks will often find it necessary to advise customers on using other mediums.

Lacquer is a finish with sPecial requirements. It is fast drying, but hazardous to handle. Fumes are noxious and the danger of fire is great. Lacquers can be applied only over other lacquers or on new wood. TheY should not be applied to asphalt base linoleum.

Because they dry fast, the clue to success is to work quickly and not go over the same spot twice. A 50-50 mixture of lacquer and lacquer thinner is recommended.

Varnish has no pigment so it gives a transparent, protective coat that allows the grain of the wood to be seen. High gloss, semigloss, satin, or flat finishes are available.

There are many varnishes, each formulated for a special purpose. Spar, urethane, vinyl, and alkyd are

among those available. Water clean up is an advantage of some. All must be applied to a clean, dust-free surface in a dirt-free area with a clean brush. Dust is an enemy of the wet surface.

Story at a Glance

Paint run-down continued stains, finishes, preservatives . information Your staff needs to help customers.

Polyurethane vamish is a favorite for heavy duty jobs.It is primarily used for floors, but can be applied to interior wood surfaces. furniture, paneling, cabinets and trim.

Shellac also is transparent. It drys rapidly because it has an alcohol base. It is not waterproof and spots readily. Wood stains are applied to bare wood to change its color, accent the natural grain, and protect the surface. There are stains for both exterior and interior.

Exterior stains which are primarily oil or latex based become part of the wood and weather with it. They can be aoplied to rouqh and unfinished or pi&iously finished surfaces, even damp surfaces. The latex stains do not have the moisture protection of the oil base stains and should be applied only to woods with good natural resistance such as cedar, redwood and cypress.

Interior stains are formulated in two basic types, pigmented or dYe. Pigment types apply easily with a brush or roller and are wiped to control the depth of stain. They finish without brush or lap marks. Because they are opaque, they maY hide some of the grain detail and give a slightly dull finish. They are suitable for large areas such as walls or floors.

Dye stains are difficult to use. Most come as a powder which must be dissolved in water, oil, lacquer solvent, or alcohol. Water and solvent dye stains are best for the amateur.

They have advantages of penetrating to lock in wood fibers without hiding grain detail. Compatible with any previous finish and easy to mix, they do not fade. Proper preparation is necessary. Wood must be wet to raise the grain and sanded before applvins dye stains. '

Nirn-.-grdin-raising (NGR) stains also are eood for do-it-yourselfers. These are-pre-dissolved in a solvent. Because they dry fast, it is necessary to work quickly to avoid lap marks and an uneven finish.

Special stains such as varnish stains to darken. tone. shade and seal wood, blending stains for touch up and repair, and aerosol stains for blending also are available.

Aluminum paint can be used on almost anv intdrior or exterior surface with eithei brush or spray application. It is often used on metal flashing, gutters, downspouts, tools, tool sheds,

Courtesy of Dutch Boy Paints

patio furniture, pipe, machinery, tanks, mailboxes and fences. It should not be applied during freeang weather and should dry at least overnight before a second coat is applied.

The customer with -iroblem walls may need texture paint. It is thick and covers minor blemishes with a decorator finish. Available as a liquid with tinting colors, it also comes as a powder in white and a limited number of colors.

Acoustical ceilings can be repainted with a special acoustical ceiling paint that forms a porous film which does not hinder the noise-reducing properties of the tile. It is applied with a brush, roller, or sprayer.

For table tops, floors, doors, cabinets, counter tops, boat decks and similar surfaces, pre-catalyzed clear plastic provides a scuff-proof, longlasting finish. It is said to provide the equivalent of nine coats of an average factory finish, yet is easy to apply by brush.

For use on fine furniture and paneling,, a plastic oil and sealer penetrates to bring out natural beauty with protection against water, alcohol and food stains. It also can be used to prevent rust on metal. When applied to masonry it resists "dusting" and stains.

Epoxy finishes are good recom-

Sales:Paint and Paint Sundries

'ing Acntal $2,521,900,000 lS0 projccted $2,9m,278,000

l98l trojecred $3,311,153,m0

1982 projectod $3,774,715,m0

Xffi*"*n*t of die Bu€u of Buildirg Mertaing

be applied with a brush or cloth. They also can be applied to concrete floors. This type of finish comes in a onepart system which can be tinted or a two-part system of equal size cans which are mixed for use.

Also for finishing are transparent urethane finishes which combine varnish and paint characteristics. The finish is transparent with a glaze of color. Rated as'extremelv hani'and wear resistant, it protects the surface. The finish also can be applied to glass or plastic to add color without destroy-

mendations for interior wood surfaces where a clear gloss, easy-to-clean finish is needed. Primarilv intended for bare or previously finished wood floors, they penetrate rapidly and can Manulaclurers

(Please tum to page 69)

UJe <on help gou provlde Vour custorners protoction ogoinst firo, ureother ond Insect domoge. Count on Hoppers to toke good core of you, nou ond in the future. lf you'd like, o Hoppars'representotlve con (orne to gour yord to help gou uith o ukJe ronge of solos ond morketlng ideos. Coll us todoy.

You suPPlY the Pattern . . . we will make it. We mill AllTypes, Patterns' Sizes, Sidings, Mouldings' etc'

Home lmprovement Jump Seen

Retail sales of home improvement products are proiected to continue their phenomi:nal growth through thi cirrrent decade, jumping 255Vo from -an estimated'$48.0 billion in 1980 to $170.6 billion by 1990.

Growth will be particularly strong in home centers, spurting 366Vo from $18.1 billion to $84.4 billion. With that, this upstart retail category, which accounted for under 1Vo of home improvement product sales in 1968, is expected to build its market share from an estimated 3'7.7Vo in 1980 to 49.5V0 by 1990.

.-With the surge in home centers, most other retail groups will witness a decline in market share. Consumer-ofrent6d t-u-.!_". and building materials outlets are targeted for a 3047o sales increase, from $5.0 billion to $20.2 billion. with market share increasing slightly from lO.4Vo to ll.BEo. Sales at conftactor-oriented lumber and building materials dealers are projecred to rise 2O9Vo from $tZ.i bittion to $54.0 billion, with market share shrinkine from 36.5Vo to 31.7%o.

Hardware stores will sustain the most significant dip in market share, from l4.8%o to 7Vo, as voluire advancei just 69Vo from $7.1 billion to $12.0 billion. Paint and wallpaper dealers are seen becoming even less of a factor, with- sbles dropping from $300 nrillion to $200 millioi and market share dwindling from 0.6Vo to O.l%o.

.Although h-ome improvement product retailing is dotted wrth strong, fast-growing chains, these companies are by no means dominant. In 1978, the 2l largest chains accounted for $5.2 billion or l4%o of industry volume. with the next l0 retailers adding about another'2vo. ,,While it pngarq that chains will continue to outgrow independents in the future, we do not believe that this will be a concentrated-industy,'_ a representative of Frost & Sullivan, Inc. observes- "Particrilarly through the growth of cooperative buying groups, independents haveiemained snong and are expected to remain so in the future. "

Dealer-owned hardware wholesalers have grown rapidly in recent years making sEong inroads in all store categories, -most notably in hardware. Retailers report a high level of satisfaction with the services provided by these groups. While next-day delivery is still considered the single most important service that wholesalers provide, advertising, market information and inventory checking/ ordering are not far behind, a retailer poll fouid.

The success of the home centers supermarket approach has convinced other retailers to broaden their mixes. Many hardware stores are moving into building materials lines, in some cases, emerging into full-line home centers. At the same time, many outlets classifying themselves as lumber and building materials dealers have gone heavily into hardlines. This diversification, however. tends to halt at decorative products other than paints.

Looking ahead, an analysis of projected sales for key product categories in home centers shows automotive produc6. a ryl4ively small category today, leading the pry\ *iq a 250Vo increase in constant dollars during the 1980-1990 period. Rounding out the top five are adheiives and-sealants (240Vo), lawn and garden power equipment l!96Eo),.insqlation (l9lVo) and carpeting (186%o).- Twenty five of -the 39 categories studied are,expe-cted to grow more than lNVo over the l0 years. The only goups forecast to record gains below 5OVo are hand tools, unfinished furniture. ceiling tile, dimensional lumber and resilient tile. Millwork, one of the few categories to become less do-it-yourself oriented, is projected to sustain a l3%o decline.

MOTIVATION

(Continued from page 60) ask someone to wait a minute. Return to the call and explain a further delay. Or ask if vou can call back when you've finiihed your call(s). It's a gesture that will save, or make, money for all parties.

Shorten your conversation when possible. Don't misinterpret your personal palaver as business while someone elses is personal, private and imprudent. Immorality always looks more conspicuous on the other person, more fashionable on yourself.

Clean up, fix up, spruce up. Everything can't stay new forever but it doesn't hurt to camouflaee the cuspidor, clean the crevicesl cover the cracks. Cleanliness is not only next to godliness, it's contagious.

Don't ask what happened to the bottom line if vou never bothered to look at your business at ground level. Delegation of authority and responsibility doesn't always equal accomplishment. It's strange how many know when the boss is coming but how few do anything until he gets there. The Marine Corps didn't always tell us when there would be an inspection. If the rifle wasn't clean, you slept with it, after you cleaned it.

Develop pride in craftsmanship. Use personalized company, or in-

dividual, inspection and/or quality labels. Put a signature on your work product.

Material delivered to job-site, to customer. or on will-call, should be checked and double-checked. Any and all errors can cause delay in work at all levels.

On telephone orders. make sure material i3 properly identified and available in inventory before confirming pickup arrangements. Any misunderstandings can cause delays. Fuel and manpower expenses are the most obvious result of unnecessary travel.

Courtesy is contagious at all levels. That criterion applies to telephone, written conespondence and in-person contact.

Merchandisins is an art and a science. Repair or iepackage broken bags

ffi*

The cost of training a qualified employee is an expensive one, but the price for not training that same person could be astronomical. The hidden expenses are the costliest ones. The profit picture hinges on all of the contributing influences, not just on the obvious, the visible, the apparent.

The key to it all is Communication: Whatever your rung on the ladder, make sure there is conversation. When there is a combination of conversation and communication, there is customarily "common ground." And from that point can be built the foundation on which every lofty structure of success is eventually assembled.

?TXii"Ji .il$1'J?J"-"::"H11: check out creativiry

sandorfertilizerdottingthelandscape. Employees capable of generating And further, nothing is more aggravat- ideas are essential to growing firms ing to a customer than having to handle in higNy competitive industries. a iroduct of this nature. -

Wf,eri interviewing, seek out those

Instructional and training tech- who appear to be observant and alert niques are vital. All too many people, with excellent reasoning power, all too many times, are turned loose ability to concenfrate, and a readiness with no thought of their productivity to offer suggestions. and their performance. A resume anl Don't bE-put off if they seem rejob application are flimsy facts on sistant to n:urow job specifications, which io support a company's future. but keep in mind that the most creative Or to induce management to replace employees are often uncooperative a proven and trustworthy employee. in following company procedures.

HOW TO SELL PAINT

(Continued from page 63)

ine the transDarencv.

?aint deplrtmeni clerks also may be called upon for advice on antiquing kits. Used on unfinished or old furniture, the process is popular because it does not require stripping. The kits usually contain all necessary materials and complete instructions. Refinishing kits ilso are marketed. These vary with manufacturer so that instructions should be studied for information.

Wood Dreservatives are another paint depirtment item. Three types are available: a clear alkyd or oil base preparation without fungicide, sometimes called log oil or log cabin finish; the same base with fungicide such as penta, cuprinol or a preservative added; and a non-paintable preservative containing wax or creosote oil.

There also are exterior stains combined with wood preservative properties. The principal purpose of preservatives is to repell water and prevent warping, cracking, mildew, mold, and fungi. Reading the labels and manufacturer's literature will help the sales person.

The paint department need not be a mystery to either customer or clerk.

While it is not a big ticket source, paint can stimulate a multitude of add-on sales. Educate your personnel to help the customer. Manufacturer reps can back you with training, clinics, literature, charts and posters. Both your sales staff and the customer will profit.

A Dozen Profitable Don'ts

o Don't use canned presentations.

a Don't misrepresent the product.

a Don't make promises you can't keep.

o Don't drown buyers in technical information.

o Don't question a customer's final decision to buy from a competitor.

o Don't badmouth a competitor.

a Don't try to impress a customer with your professional qualifications, education. or social status.

o Don't socialize too much with a customer.

a Don't complain to a customer about personal life.

o Don't overdress.

o Don't gossip.

o Don't ignore personal sensitivities to smoking and drinking.

SHOW AllD TELL with slides reviewed the Hoo-Hoo International year for members of Black Bart Hoo-Hoo Club. Ukiah. Ca.

Dave Damon, pres., Del Cole, Jimmy Jones, lnternational Hoo-Hoo pres., and Bernie Barber.

ul'Af'u FRIZE 0r

Bond at the Palmer G. L show was won by Nort was bv North Citv Lum6erl Seatile, wa. (1) Richard E. 'Lundoren, Seattle, rya, (1) Richard E. Lundg pres., and J. 'Cutler Lewis, senior r

"''T-,i,,,,t,;g'ff,.q

senr0r v. p.

9RA!D PRIZ_E of $1,000 U.S. Savings conduct the drawing. (2) Customers crowd display booths in 50,000 so. ft. exhibit in t0,000 ft.

area. (3) Booth drawing prize ceremony is conducted by PGL sales mgr. phil Harris with Clay Henderson, Z-B;ick Co. (4.) Magician C. Allen mystifies spectators with slight of hand tricks. (E) Weather stripping products from Futura Co. attract attention. (6) Nail Doundino contest was a. f avorite challeng'e. (7) Model Engtish Channel troller m-ade'of fiberglass-was backdrop for large marine exhibit. (8) Nautical decorations decorate 0wehs Corning-Co. booth. (9) Herman Cain, Beadex Corp. explains'his product to an onlooker. (10) All 80 manufacturers and suppliers attracted sales with valuable merchandise prizes disolaved invitinolv. (11) PGLers Linda Benttey and Joyce 6rip man advertising/promotion booth. (12) R.e.p from Alco Venta-Ridge system frol vides information for customer.

LUCKY ORAW at the Palmer G. Lewis Co. buying show gave North City Lumber Co., Qgattle, Wa., a $1,000 U.S. Savings Bond. Richard E. Lundgren, PGL pres,-(center) makes the otficial oresentation to Bob Hill. p.res., North City Lumber Co. Looking on (1. to r.) Jim Ladg, PGL branch asst. riqr.; Wayne Skager, PGL trucking dept.; Fied Scheffler, v.p., purchasinq, North City Lumber; Bob Maibrs, PGL iccount sales'man.

Buying show breaks records

"The increase in attendance. more purchase orders than ever before. the feeling of excitement, increased sup- plier participation-all indicated optimism on the part of our building material customers." observes Richard E. Lundgren, president of the Palmer G. Lewis C6., Auburn. Wa.. in analyzing their eighth annual buyins show.

-Figures show that attendance was up 250 to 300 persons with 25Vo more orders written than for the recordbreaking 1979 show. Esrimated attend-

ance was 1,800 with 3,051 orders written on show day for a projected $3 million in busineis.

There were 70 product display booths with 150 reps staffing them. Prizes, contests, en'tertainmeit. food and friends were part of the show which follpwed a nautical theme. A boat display, marine equipment, and maritime antiquities as well as decorations carried out the tneme.

The PGL staff already is anticipating the 1981 show, the-PGL Stampede with a western roundup theme.

Call

LOCAL INVENTORY

0llCE lil0RE the San Joaquin Valley Hoo-Hoo Club hosted the 33rd annual Valley Frolic at the Fort Washington Golf and Country Club, Fresno, Ca. (1) Ken Miller, Alton Parker, Jim Acton (sitting). (2) Arlie Rawls, Bob Rader. (3) Tom Tayloi, Sr. {4) Lyle 0lson, Elvin Haworth. (51 Dave Walton, Tom Long, Bob Abney, Giry Long. (6) Harold Fuerst. (7) Chuck Wills, chairman of the event; Ted Mathews, low net winner. (8) Mike Mensinger.

WESTERN LUMBER:8l

(Continued from page 12) lion units a year. All short-falls during the early part of the decade must be made up in subsequent years. Projections point to the West as being a key growth area, as it has been during the immediate past. This suits the western lumber producer just fine, as most of the lumber manufactured in the West is consumed in the western region. The upcoming year will ProbablY give producers an opportunity to ptepare for the huge-demand years that are anticipated in the 1980s. While we do have many problems facing the indusfty, they are solvable ones. The underlying reasoning for this is, the American people need the western lumber industry to provide them the materials to build housing, a primary need of any civilization.

The Perted Christmas Gift

NEW PRODUGTS

and selected sales aids

Countertop Line

Chandler Corporation's building materials distribution division is now marketing the SUBA countertop line to retailers in a five-state area of the Northwest.

Certified by the National Association of Plastic Fabricators for quality and consistency, they are for both the professional and the do-ir yourselfer. Custom-fit reportedly can. be achieved with accessory kits including iron-on endcaps, end splashes and precision-cut mitered countertop blands for U-shaped and L-shaped applications. Measuring and installation instructions specify everyday tools.

Chandler will be offering retail dealers a product support program, including co-op advertising, merchandising racks and displays, consumer literature, training programs and quick custom cutting service.

Clear As Glass

Clear Tuff-Glas is new from Yancey Co. for storm windows and doors.

Tough and shatterproof, reportedly with a long life, the insulating film is easy to install. It is available in 12 and 16 mil. thicknesses in36,42,48, and 52 in. widths.

Dispenser-display rack is available to retailer. Suggested price is 27 to 309 a sq. ft.

No Kickback Here

A plastic tree-felling wedge for use with chain saws is available from Safe-T-Wedge Co., New Hampshire.

This Way Up

New model spiral stairs in steel or aluminum for residence, townhouse or commerciril use are from Spiral Mfg.,Inc.

The free-standing stairs come in prefinished dark bronze baked-on enamel finish on steel models.

In a wide range of heights in 48, 54, and 60 in. diameters, it is shipped disassembled complete with all necessary fasteners and instructions.

See

the Light

ODL Inc. has a new line of skylights with both curb-mounted and flush styles for new construction and/ or remodeling.

All are made of translucent or clear Lexan@ sheet. a durable weather resistant material.

Keep Your Cool

Fashioned of acrylic, Tumbler II from Evans Specialty has double wall thermal construction to seal in an insulating cushion of air.

Beverages stay cold or hot for more than an hour. No condensation collects, so you can place your drink anywhere.

The l3-oz. size takes a full can of beverage. Dishwasher safe, shatter resistant, they are available at $12.95 the set of four.

The wedge features a patented cross-ridge design on top to prevent kickback. even in frozen timber. Recognized effective by the American Pulpwood Assn., it is said to resist splitting, cracking, and shattering.

In bulk or individually blister packaged, it is aVailable in 4 sizes. Custom colors can be provided on volume purchases. Suggested retail is $2.95 to $4.50 each with quantity discounts.

Home Repair Shrink

Raychem Corp. now has ThermoFix Shrink-To-Fit Tubing for home repair.

Used to insulate, repair, cover, mend, protect or mark, it can be used to insulate ,wire splices and connectives, to repair rustv or splintered handles, to provide strain ielief, or to mark tools, utensils or equipment. It can be shrunk to fit anything up to one half its diameter by heat or steam.

It comes in five colors and eisht diameters in informative packagEs. Suggested retail prices are $1.49 to $7.99.

Chopping Block Goupon

Franklin Chemical Industries is offering retailers an alder hardwood chopping block kit coupon program. Consumers may order the kit for $6.99 plus $1.25 postage and handling. Assembled dimensions are II x 11 x l/e". Instructions are provided.

Special offer coupons are part of the Franklin's new Titebond wood glue display rack.

FREE READER SERVICE

For more inlormation on New Products and New Literature, write fhe Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue dale and page number so w€ can process your request faster! Many thanks!

Cedar Shingle To Show

A new four color display from Shakertown promotes Fancy Cuts decorative cedar shinsles.

The adjustable display which is 50" wide x 36" high for flat wall mount folds to 36". Providing a three dimensional effect for gondola or endcap mount, it can also be used on counter or case display.

Real shingles in the nine available patterns border a full-color poster.

Beat the Heat

With the new Heat Shield from Hop Cap, Inc., a stove can be placed as close as six inches to the wall.

Tesled to UL Standard 1482. it is also listed for use in mobile homes. Brick, flagstone and barnsiding designs are available in a variety of srzes.

Thev can be installed on a hard surface floor or on the wall over l" ceramic spacers for air flow. The shield is predrilled and screwed to studs.

Each is individually cartoned for shipping and handling.

Saw Blade Guards

Midwest Automation has new saw blade guards for its Model 5033 Cur ting Station.

Glass-Based Roofing

GAF Corp. has a new line of glassbased roofing material.

From base sheet to cap sheet, Gafglas products are said to be moisture and rot resistant and flame-retardant.

The product line includes Gafglas Ply 3, designed forWest coast application, meeting ASTM III requirements.

Stratavent, a ventilating base sheet surfaced with mineral granules, is available with perforations for application over non-nailable decks, and without perforations for mechanical application to nailable decks. Base and Ply Sheet is fully asphalt coated on both sides.

As a finishing ply for hot-applied roofs and flashine construction. Mineral Surfaced Cip Sheet may be used. Combination Flashing, a glass reinforced asbestos flashing sheet, can be used in constructing all types of builrup roofing systems.

The guards are designed to give additional protection to the operator when

the saw blade is in extreme front and rear travel positions without interferingwith machine function or capacl.ty.

They reportedly are simple to install. '

Foam Repairs Away

A new do-it-yourself product for performing a variety of weatherproofing chores and home repairs, Great Snrff is from Insta-Foam Products, Inc.

A multi-purpose urethane insulating foam sealant that dispenses from an aerosol can in a froth form. it expands and solidifies to fill cracks, holes and voids. It reportedly can be

used to form an airtight seal around doors, windows, electrical boxes and outlets, and other areas where air leakage occurs.

Each can comes with a long flexible nozzle that allows the foam to be applied quickly and easily in such hardto-reach places as behind electrical boxes and around wiring and hose bibs. The exact amount offoam can be applied in different bead sizes, to fill various sizes of cracks and voids.

It adheres quickly to any surface, wet or dry, and humidity or moisture actually helps speed up the curing process. It will cure tack-free in less ihan one hour and completely set in eight hours at normal room temperatures. The foam can be painted or coated to match wood or other materials.

A l4-oz. can sells for $7.75 (suggested retail price) and yields over 175 lineal feet of %" round bead. which is equal to 15 ll-oz. tubes of conventional caulking.

Blanket Insulation

A new, blanket-type fiber glass insulation, designed to be used as additional thermal protection in the roofs and sidewalls of metal buildings, is now available from CertainTeed Corp.'s Insulation Group.

The insulation is made of fine glass fibers bonded with an inert thermosetting resin. Furnished in rolls or panels without a vapor barrier, it is normally applied as a second layer over vapor barrier-faced metal building insulation.

FREE READER SERVICE

For more information on New Products and New Literature, write fDe Merchant Magazine, 4500 Campus Dr., $ttits 480' Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!

It is available in thicknesses of 3. 3r/2., 4, and 5 in. in standard widths and lengths with varied R-values. The insulation reportedly will not absorb moisture readily, is non-corrosive to steel, copper, aluminum, and zinc; and it emits no odor. It has a flame spread rating of no greater than 25.

SPECIALIZING IN PINE AND FIR PRODUCTS FOR THE INDUSTRIAL AND RETAIL MARKETS.

Flberglass

Column

Dixie-Pacific Manufacturing Co., Inc. has a new fiberglass simulated wood grained column.

The Colonial column reportedly will not split or check, and is impervious to termites and weather. In off-white, it may be painted or stained.

Design styles include plain and fluted round. from 6" to 12" in diameter, in 8', l0', and 72' lengths.

Sepalate, fiberglass caps and bases are pre-drilled for installation.

Birch Woodgrain Paneling

The grain pattern of birch is reproduced on hardboard in a new series of NorthWoods paneling from Masonite Corp.

Available in natural and white. it

feaurres a random plank design. The 4' x 8' sheets of prefinished paneling are Vt" thick. They install with nails or adhesive directly over studs, on furring strips or on an existing flat wall surface.

Bathroom storage is no longer limited to the medicine cabinet. Many cabinet manufacturgrs now offer attractive and durable vanities, wall cabinets and open shelving to solve bath storage problems.

Specializing in

WESTERN RED

CANADIAN WHITE CEDAR REDWOOD SPRUCE

Rough Dimension 5/8" & 1" Fencing

Timders lo 12 x'12

Post & Rails

Dimension

Fascia

Siding Dimension Alaskan Yellow Cedar

Fencirig 2 .a

saw-sized Trim ffi1lf siding

Decking p.T. Foundation Lumber

Decking, starter Board aa+-,

Fluorescent Fixtures

Nutone/Sterling has new genuine walnut framed fluorescent fixtures with distinctive rounded corners and basswood grids.

They blend with cabinetry and panelled rooms for residential and commercial applications. Smooth white acrylic diffusers swing down from either side for relamoins.

Square model 28" x 28r, uses 2 40 W U-shaped lamps. Two larger oblong models- are available

Also available are universal shields to convert track fixtures to energysaling spots or floods. In a variety of finishes, the fixtures have accessories including roto-groove louvers and color filters.

Ready for the Draft?

A new charcoal-fueled outdoor cooking appliance is from The Earth Stove. Inc.

It features a thermostatic draft control system that regulates cooking surface heat from 200 to 90ff Fahr: enheit; and maintains temDeratures within 25o of desired iettinss throughout the entire burning cycie. The draft contol can also be-used to shut off all combustion drafts to smother burning coals for re-use later.

- _Reportedly this unit does everything an ordinary barbeque can do as well as other cooking such as baking a turkey, a pineappile upside-dowi cake, chocolate cookies, bread, pizzas, pies, casseroles and thick pot roasts.

A special paint coating protects the steel unit with cast aluminum ends from heat, weather and cookins chemical corrosion

The appliance weight 83 lbs., is 4ot/z in. high, with a cooking surface rack that measures 221/z in. bv l2L/z in. and can be adiusted to three levels. Additional ieatures include removable redwood shelves. redwood handles, an external frontmounted thermometer to measure heat on the cooking surface, and rubber wheels for easi mobilitv.

FREE READER SERVICE

For more inlormation on New Products and New Literature, write fhe Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your r€quest faster! Many thanks!

Shingles by the Foot Shakertown CorP. is Producing round and diamond patterns of Fancy Cuts shingles in 8' panels with other patterns available on special order.

Panels are packed four per bundle' each bundle covering 20 sq. ft' of sidewall at the recommended 7t/2." exposure.

MARY'S RIVER TUMBER CO.

Specialists in Western Red Cedar

Channel sdg. or Lxl2SLS2E (Clear Tight Knot €s Standard A Btr.) Rough and Surfaced Dimension Fencing and Shakes Rail or truck shipments

North Hwy 99W 45151 N.E. Elliott, Corvallis. Or. 97330 1503\ 752_0218 . (503) 7s2_0r22

FRANK CLEMMONS O BOB AVERY

They are manufactured bY bonding 5" wide hand-shaPed cedar shingles to a s/a" plywood back. The laminated panels rdquire no sheathing or funing itrips and-can be nailed direct to studs for-either exterior or interior accents' Thev can be applied over old exterior sidine or interior walls, nailed at stud spaclngs.

Sewage Solution

Hydr-O-Matic PumPs has introduced a l/z horsepower low pressur€ sewage system for residential applications in areas where gravity systems are impractical.

The'sewage slurrY lines can be placed in the ground just below the, irost line, foilSwing the contours of the land. T\e llz horsePower PumP features patented two-stage grinder assembly which most effectively reduces sewage to a fine slurrY. The upper cuttei and cutter ring can be reversed to extend their useful life without disturbing the pump, seals or motor.

An oil filled pumP motor Provides lifetime lubrication for motor bearings, and reduces maintenance while exiending operational life. The model SPGl50-reportedly can be installed or serviced by one man.

Bob Leyva

Matching Doors

The E.A. Nord Co. has a new matching interior door and bifold door design, the Sierra Nevada.

Featuring 14 or 2l raised panels (depending on the width of the door), both doors are made from verticalgrain Western hemlock which takes stain or paint.

A contemporary design, they complement the Sierra 2l exterior door.

Since the design is lTa" thick, the added thickness with the strength of hemlock reportedly makes it nearly twice as sftong as lr/a" pine bifolds.

Display for Blinds

A new in-store demonstrator from the Marathon Carev-McFall Co. assists in the sale of Sali blinds. The demonstrator, 29rh," wide, 76r/2." high, 20th," deep, is wood with a high-gloss finish, chrome legs, and plexiglas copy panels. [t shows the three most popular blind styles, a Bali color selector, and a supply of product information literature.

FREE READER SERVICE

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

Custom Cabinets

American Heritage is Haas Cabinet Co.'s newest line of kitchen cabinets, vanities and modular wall units.

Crafted of western alder hardwood in a honey-maple finish, they come in a wide range of units and sizes to allow customized designs.

The doors are framed in solid alder with recessed panels of cherry veneers. and an incised border. Polished brass hardware is used.

Additional features include drawers with dovetailed joints; solid wood fronts, backs and sides; concealed three-point suspension system for

drawer operation; slide-out shelves; adjustable shelves; magnetic catches and strike plates; western hardwood face frames with mortise and tenon joints; finished interiors-; ten-step iinish including Durasyn@ coating: National Kitchen Cabinet Association certification; and one year warranty on materials and workmanship.

The line features customizing accessories including lazy susans, cuttine boards. veeetable bins and spice -racks; decoraEve spindle rails: crown mouldings; modular shelving; and wine ragks. An antiqued glass door is availaible.

Forest Products

All species of cedar productsTreated and untreated poles for farm E ranch supply dealers

WHOLESALE ONLY

JACKSMITH (4O8) 637-7455

225 6th St., Hollister, Ca. 95023

DON WELD (2O9)292-2755

61238 N. Blackstone, Fresno, Ca. 93710 Please write

NEW LEADED glass door, available for the

Haas Cabinet Co. Ranch series, f-eatures hand cut glass set in brass channels, surrounded by an inch{hick solid ash frame. The door' used in olace of a standard cabinet door, is suggested for showcasing bhina and other collectibles.

lnsulated Garage Door

A new concept in insulated overhead garage doors is from Howmet Aluminum Corp.

Called Weather BreakeP, the door features a lr/e" injection-filled polyurethane solid foam core. bonded on both sides to seamless aluminum panels. Built to resist rotting, warping, sweating, it reportedly will not gain weight from moisture absorption. The completely sealed unit is fire resrstant.

Weighing less than a conventional wood door, it is said to be maintenance free. With a wood grain effect, it is offered in a wide raige of contemporarv colors.

Cold Feet Cure

Rusth Industries has a destratification device to extend to homes comfort and heating fuel savings.

Heat stratification, warm ceilings, cold floors, exists in virrually all enclosed spaces, wasting oil, gas and electricitv.

StratoJet MkII hung at the ceiling captures rising warmth before it escapes and redirects it to the floor with a low-velocity fan and honeycomb air concentrator nozzle. A nafural convection current is created to distribute the warmth throuehout the room.

Measuring 6" in diameter and 7" high, alriost silent and drawing less current than a l0-watt liehtbulb. it is capable of destratifying in average-sized room with up to a l0' ceilmg.

We dry and surface all western softwoods

THE ECONOMY IN 1981

(Continued from Page 8) for 1981 and beyond.

First, unlike the case of previous recessions, there was little cooling effect on interest rates. Indeed, longterm rates at year-end are considerably above their pre-recession levels. Since long-term rates are determined, to a large degree, by people's expectations of future inflation, this suggests that the recession itself has done littleto remove the inflation

bias from our economy. As long as these expectations remain high, the prospects are faint for reducing actual inflation any time soon without severely weakening the economy' Second, the consumer-who drew down savings balances considerably to finance an inflation-motivated spending sDree in early 1980-now his cori'siderable rebuilding of his household balance sheet to do. Consumers came out of the sharp diP in 1980 with a greater debt burden (as a percentage of income) than theY have had in previous recessions. This

debt constraint will limit the consumers' discretionary sPending abilitv and limit the likelihood that a re6ound in consumption will strengthen the recovery, as it has after prevrous recessrons. -

Finally, monetary policy has had a hard time coping with the one-two punch of a weak economy and effects of the credit-controls program on the psychology of the nation's money markets. In more normal times. the transition to the new procedures instituted by monetary authorities in October 6, 1979, might have been smoother. In the helter-skelter environment of 1980, however, the new procedures yielded the worst of both worlds: unprecedented variability in interest rates and a roller-coaster of money growth. This performance has, understandably, confused the market place and made it less certain that monetary authorities have found a way to wrestle inflation to the mat. This in turn, adversely effects inflation expectations and interest rates.

DISAPPOINTING PICTURE

Converting this perspective on 1980 into a forecast for 1981, a disappointing picture emerges. The welak positi-on of the consumdr is likely to make the recovery from the recession a delayed one. Indeed, a weak consumption sector and the uneven movement of the moneY suPply in 1980 could produce a second dip in 1981.

By far the most ominous turn of events, however, is the continued high level of inflation expectations. In my forecast in last year's issue, I had expressed the hope that the new Federal Reserve control procedures would add to the credibility of inflation-fighting policy, thereby making the policy itself more effective. It is clear from the signals that the financial markets are sending, however, that events have caused few to shed their inflation psychology, and

Prompt service, quality, and a desire to please is our business. Call us for your custom milling requirements.

inflation can only be brought down quickly at a huge cost in lost output. Thus, for 1981, and the immediate period beyond, high interest rates and inflation are likely to prevail.

Mortgage rates, of particular interest to the housing industry, are likely to remain at double-digit levels through 1981. For some households, incomes will be insufficient to support the borrowing necessary to become home-owners. To assist these households-and revitalize a depressed home-building industry- it is important that mortgage instruments be developed which provide relief from the effects of inflation on monthly mortgage payments. The liabilities of the conventional. fixed payment mortgage, in an inflationary era have become increasingly apparent. Graduated payment mortgages, equity-sharing agreements and other special mortgage instruments may be necessary to carry the housing industry through what is shaping up to be a weak and inflation-prone economy in the short-term.

BETTER BUT NOT GREAT

(Continued from page 8) covery. The remodeling market will increase as existing home owners decide to upgrade rather than buy up. We hesitate to look in the crystal ball in regard to the farm market but see no slump on the horizon.

During 1980 the export market overseas was excellent. Sales and activity began to soften by mid-September, and it doesn't look good for the frst half of 1981. The bright spot of this year will be the dull spot next year.

At our eighteen regional meetings in the fall of 1980. we summarized the 1981 market to our members with the following numbers:

1981 Housing starts at 1,450,000, up from about 1,200,000 in 1980.

Overall industial markets improving gradually throughout 1981.

Remodeling markets up l07o in demand and l0Vo in inflation during l98l Export markets off substantiallv in 1981.

Our estimates are admittedly conservative. On a note of optimism, we feel that there is more upside potential than downside risk.

RAILROAD'S OUTLOOK

(Continued from page 9)

nomic cycles. UP fortunately serves the great Wyoming soda ash producing area. That tonnage is steady.

So, although there recently have been small and still uncertain indications of hope, the counry's economy could be in the doldrums until the second quarter of 1981.

One real uncertainty concerning l98l is what tax policies the next hesident brings to the office. Unless there is tax relief, the economy rnay dip even lower with Social Security increase, inflation-induced personal income tax rise and new oil profit taxes added to the burden.

However. once the recession bottoms out and movement of all commodities begins to ever-so-slowly accelerate, there is a key to keeping the acceleration moving.

That key is the maintaining of a sense of optimism in businessmen.

The thing that determines the rate of increase and volume coming out of a recession is principally the optimism on the part of manufacturers and retailers and how rapidly they build up inventories.

These are the author's personal opinions and do not necessaril-v represent opinions or policies of the Federal Reserve Svstem.-ed.

You may also look for two entirely different teams in the Super Bowl this Januarv.

Not only can the American economy survive the recession and prosper, Union Pacific will, too.

SINCE 1876YOUR COMPLETE GUIDE. lumbeFmen$ rcil b00lr $GrulGe

The Lumbermens Red Book llstsall producers, wholesalers, retailers of lumber and wood products of any kind, and. . all manufac' tur€rs ofwood fumiture, cabinets and millworkmobile homes, prefab hous€s and modular unitswood recreational products, sportsware and toys - boxes, crates, pallets and industrhl productsand all other products using wood in any form.

A Red Book llatlng showsthe exact business name - complete address, including

P.O. Box andZlP CODE!concise description of what the business do€s - sp€cial data such as location of purcharlng dcp.rlmenlth€ financial strength rating (not alone the net worth, but what is available to crcdltors)the exact payment rating (how lt p!ys: prompt, slow, very slow).

A Red Book credit rating is.ccutlte, bocause the man who assigned it is a spcclellst in the field we cover. His rating allows you to make an lmmedlato d€cision!

Please enter our subscription tor Lumbermens RED BOOK service for one year. Bill us: $198.75 quarterly !; $397.50 semi-annually !; $795.00 annually !. Please send more intormation, without obligation i

BUSINESS NAME

YOUR NAME

ADDRESS

REDW000 WATLS and framed logging prints backdrop chat (1) as former lumberman Hugo Miller is brought up to date on the industry by Capital's president John Gaskin. (2) Sandie & Mark Lofland, manager of the facility. (3) Lloyd Swindell, Wayne Wilson. (4) Joannie & Wally Wolf, Tina Kovac, Pete Parrella. (5) Joe Tidwell, Don Stobaugh, Al Neville. (6) Gail

Lamson, Sterling Wolfe. (7) Bob Deacy, Richard & Rick Romero. (8) Harold & Dottie Hess, Ted Schafer, Pete Clouqh. (9) Don & Bill Dickensen, Chuck Lemb-er. 00) Ed Fountain, Paul 0rban. (11) Ted Gilbert, Dennis Heet, Mike Buford. (12) Stan & Barbara Cochran. (13i Leo'Hu: lett, George Otto, Frank Stanger, Ray McKendrick. (14) Bill Humphrey, Dennis

DeBritz. (15) Tom Johansen. (16) Don Manning, Tom Engels, Jon Siv'ers. (17) Pete Almeida, Mike Wolk, Jim Taft, Rick Hormuth, Lance Baker. (18) Paul Bielec, lvan Schultz, Bob Newton. (19) Dick & Craig Mellen. (20) Steve Hill, Claudia Jennings, Chuck Russell.

Roy Nielson Gene Pietila

A double-barreled housewarming

A set of open houses, one for cus- fa tomers. the other for suppliers. has been held by Capital Lumber Co. of Phoenix,' Az., for its new Chino, Ca., facility. The company's previous location in the area had been in Orange, Ca.

Situated on ten acres, five of which have been developed, Capital's allredwood office building has I x 8 t&g

redwood siding applied diagonally, giving the exterior a dramatic appearance.

The interior is also a showcase of redwood and cedar oroducts. the firm's specialties. Redwood plywood is widely used as a wall covering as well as I x 8 v-joint pattern 7ll R.

In addition to the office building, there is a 2,400 sq. ft. mill building

as well as 24,000 sq. ft. of covered storage for the wholesale distributor's lnventory.

The manager of the operation is Mark Lofland. In addition to Phoenix and Chino, the company has additional distribution vards and sales offices in Albuqueriue, N.M. and Lubbock. Tx.

0PEl{ HOUSE for suppliers, held on subsequent night to open house pictured at left found (1) Bob Britt, Leo Jordan. (2) Bettv Foster, Russ Britt. (3) Harold Bratten,- Bob Deacy. (4) Gene Giesie, Jim

Cross, Dennis Snow, Pete Reyneke. (5) Paul & Sandy Boyle. (6) Gale Ellingsdn, Rick Pierce. ftl fian Arriould, Gary-Hartmann. (8) George Kreiss, Bud Bruner.

(9) 8ob Line, Phil Duzan, Stu Jones. (10) Dave Poppe, Frank Rhoades. (11) Leona &rabe Willis. (12) Mark Lofland, Stan

WARP & W00F of the current western lumber picture was discussed at a recent North American Wholesale Lumber Association dinner in Los Anoeles, one of 20 1eg!onal meetings recently concluded by NAWLA. Speaker Arthur H. Whittman, Jr., Union Pacific RR, 0maha, Ne., detailed the road's current position reoardino rail deregulation and thd lumber shrpprn6 situation. (11 Larrv Roberts and NAWLA exec. v.p.' Pete Niebling. (2) Weyman Maxey, NAWLA 1st v.p., John Weston, Pete Levine. (3) Gary Thompson, Ted Schafer, Steve Johnson, Larrv Roberts. John Hodge. (4) Bill Connor, Fiank Bader, Ken Thompson. (5) Daryl Bond, Bob Wetts, Bruce Harris. (6) Ted Gilbert, Mark Lofland, Andy Ersek. (7) Ed Evans, John Wolfe. (8) Donn Holienbeck, John Mazanet. (9) Bill Perkins, Frank lvanovich. (10) Jim Frodsham. (11) Jeff Lynn, Scott Watson. (12) Ed Fountain, Dennis Richardson. (13) Steve Asay, Bob Gaylord, Sr. qng Jl (14) Harry Selling, Greg Arnds. (15) Jerry McGuire, Jim Barnes, Steve Coontz.

HOME CENTER MERCHANT

(Continued from page 23)

Credit:

If Visa and Mastercharge aren't enough, then score one fcr the "Ful(?) Service" store.

You're missing my point if you take my argument as a hopeless case for the independent. It isn't. My intention is but to illustrate the fallacies of the false comfort behind the shield of "Full Service." Poor facilities, poor operational procedures, and incompetent merchandising cannot be overcome by a copywriter's catch phrase.

Actually a good independent merchant can run circles around a chain store competitor. He has the flexibility to movo swiftly and to read antl react to trends. He is also in a better position to capture the big ticket sales and retain the patronage of repeat customers. Being smaller and independent offers a big edge. But, it requires applied skills in marketing, merchandising and management. Get'em!

Do You Know This Buyer?

Those with the responsibilitv for buying often fall into one of ihree categories. If you can recognize the type, you can be better prepared to deal with them.

o Aggressive: drives a hard bargain on price and terms; won't sign until he has what he wants, often discourages a new salesman to the

point of quitting sales.

a Reputation: is more impressed by those who use the product than the product; is swayed by recommendations from satisfied users, especially if they are big names in his field.

o No-decision: doesn't say yes, doesn't say no: wastes a salesoerson's time with repeated calls and no order.

(Continued from page 9)

as ldaho, Montana, Oregon, and Washington-did not suffer from the slump of national consumer demand for durables as did the industrial Mid-

west; its construction industry was no more immune to high interest rates than was any other region of the nation.

In June. the number of units on residential construction contracts nailed the year-earlier level by 48V0. BY September, that shortfall had "nar-

rowed" to 24Vo, albeit in Part because starts were declining in 1979, too.

Contracting for nonresidential construction has plunged even more. The square footage on nonresidential permits in the four states was off 53Vo in September from the -year earlier. Cumulatively, square footage was off more than a third through September from the year-earlier total. Ongoing activity, of course, has not ilack-ened that much, as previously started projects are being completed.

Further, potential demand for some building types continues.strong due to high- occupancy of existing structures. Industrial vacancies, for instance, are still below national averages. In the Seattle-Everett-Tacoma area, Coldwell Banker's latest survey showed the industrial vacancy rate up from O.Wo in March of 1979 to 2'.6Vo in September of 1980, still well below the latest national rate of 3.5Vo. In the Portland-Vancouver (Wa.) area, the industrial vacancy rate has moved up only to l.lEo

Potential demand for office sPace also seems to be sffong in the region. Coldwell Banker's office vacancY index for downtown Seattle shot uP in September due to recent comPle-

December, 1980

tion of two new buildings, but prior to that it had been falling steadily for a year. Although the market will certainly experience more slack as several large projects underway are completed during the next twelve months, high absorption is expected to continue. The Portland area is also experiencing a boom in office building construction.

Major additional hotel construction is also proceeding in Seattle. One complex was completed recently, and six more are under construction or have major renovations in progress. In addition, three other hotels are being built in suburban King County, and another three for the downtown area are on the drawing board or under discussion.

If current stringency breaks the escalation of inflation over the lons haul, construction generally will bE sfionger; builders in the Pacific Northwest can expect to benefit as much as those in any other region. Recent permits will keep office building and hotel construction shong for another two years or so, after which the boom will probably cool. Industrial development will undoubtedly continue as the region grows faster than the nation. Residential development will most likely remain as stiong as financial and iand-use restrictions"permit.

Who ls The Problem?

Do you solve problems or add to them? Check yourself out with these questions. Each yes increases the possibility that you are part of the problem.

. When confronted with the pos-

sibility of disaster, do you drop a project rather than seek a way to overcome the trouble?

. Do you go from project to project without finishing any of them?

o When proven wrong, do you still refuse to change your mind?

LeBeck Forest Products is a specialist in redwood.

Our contacts and sources can get you the redwood items and products you need. Our experience in redwood is a plus for you in finding those hard-to-get items.

In addition to redwood, we can supply your needs in Douglas Fir, Particleboard and, Plywood. (7O7) 542-O82O Dave LeBeck

PRAISE HELPS KIDS

Thank you for the excellent article on our woodshop progam at Canyon High School. This type of cooperation and publicity is priceless to me and my kids. They really feel they are special and work even harder to achieve your and others approval.

The motivation and good you have done is priceless. The kids thank you from their hearts. (seeThe Merchant, Oct., p. 35.)

My program is based upon good attitude and self discipline. Your article has boosted all dreas. Thank you so much for the time and effort you spent.

Our goal is to impress upon people the good kids can do if given a chance.

Thank you.

Ed

Ernst

509 Avenida Faro Anaheim. Ca.92807

SORRY ABOUT THAT

In the October issue of your publication, you ran an item in your "Personals" column that listed Lee Haskin as the new president of the Nord Company. This information is incorrect.

Scott Nord has succeeded Paul Eklund in the position of president. A copy of our press release is enclosed. Sincerely,

Carol Trotto Advertising Manager

E.A. Nord Sales Co.

P.O. Box ll87

Everett. Wa. 98206

GET INVOLVED

I am writing this letter in regards to H.R. 7702. the California RARE II Bill, that has passed through the House of Representatives and is now before the Senate for its approval. This bill would take 2.1 million acres of timberland out of production in our national forests with a potential annual yield of 132 million board feet of timber. It is estimated that if this bill becomes law, 2,600 jobs will be lost in Northwestern California.

Right now, as in the past and will be in the future, there is intense pressure by the preservationists being put on our local, state and federal representatives in government to reduce the amount of timber harvested on public and private lands. This is very evident in the recent Redwood National Park bill which took away private lands, RARE I which took away public lands, RARE II which proposes to take away more public lands. Wild Rivers. which is becoming a big issue and will take away private and public lands and RARE III which will be the next preservationist land grab after RARE II is settled. There will not be any end to this reduction of timber harvesting until people in the timber industry and people who are involved with timber products start to play the political game with the same effectiveness as the preservationists.

In addition to jobs there is a desperate need for housing in this country at an affordable price. Reducing the timber supply will create less housins at hisher prices.

"Waste" material from the production of wood products is being used to help with the energy shortage by making electricity. Once again, less timber supply means less potential for more energy.

Timber companies share the same

a division of Noyo Investment Co.

December, 1980

environmental concern for our forests as you do and as most people do. Millions of dollars are spent each year on reforestation projects and meeting the stringent environmental laws on forest practices helping to ensure that there will be trees available for future generations.

In the interest of savine what I sincerely think is the best i-hing for the United States, and especially Northern California, I URGE you to get involved in the political process. Write your Senator now on RARE II and all of your local, state and federal representatives in the future on issues that affect you. Give a damn!

Sincerely,

Art Harwood

Harwood Products

P.O. Box 225 Branscomb, Ca. 95417

NATIONAL PRIORITY

Many thanks for your editorial on housing. (See The Merchant, Oct., P. 6.)

Your support in our campaign to keep housing as a high national priority is most appreciated.

Cordially,

James N. Kendall United States League of Savings Associations

I I Wacker Dr. Chicago, n. 60601

PANEL MARKET

(Continued from page 10) industry has far from saturated its opportunities in the residential and nonresidential construction markets. In any reasonably normal year, such as is expected in l98l despite the continued high cost of money, there remains a iide anav of ndw fields to conquer.

Foundations of block or concrete dominate the residential market. The All-Weather Wood Foundation currently has less than a one percent market share, but it is starting to take hold. As concrete becomes higher in cost the wood foundation will become even more attractive to builders and buyers. The system will respond readily to increased education and promotion.

A wood foundation in a basement house adds about 1,600 sq. ft. of demand, 3/a-inch basis. The treated wood basement floor adds another 2,000 sq. ft. The current average woodbased structural panel volume per single-family unit is 5,800 sq. ft., so the basement floor and foundation could add as much as 60Vo to existing volume.

Sidings also offer potential for increasing the present 20Vo sharc of

the basic wall market, though $owth is expected to be gradual.

Mobile homes will be an important segment of the future single-family housing market, as they have been for a number of years past. About 280,000 mobile units are expected in 1981. There is a variety of opportunities for roof sheathing, ridge beams, shear walls and exterior facing as the mobile home industry seeks to make these units look more conventional and continues to feature double-wides.

Major additions and alterations by homeowners should surge strongly in the second quarter of 198 I in step with a generally improving economy.

A gradual improvement is seen in industrial markets, where healthy activity in materials handling and transportation equipment should help offset a slower pace in furniture and fixtures.

The economies of several European countries are now feeling the effects of the worldwide recession more severely, with some impact on the panel markets. However, code acceptances for APA trademarked products are opening up new opportunities.

The greatest cloud on the wood products' industry horizon is the uncertainty of timber supply-particularly from the federally-managed

western lands where wood production is severely and unnecessarily rationed. This major consfaint threatening inflation on an unprecedented scale will require the concentrated attention of the industry if massive future shortages and price escalations are to be avoided. A coordinated communications effort will be needed to underline the disastrous consequences for the consumer if the present public policies impeding efficient management and renewal of the forests are continued.

The Plywood Association forecasts 19.4 billion sq. ft. of structural panel production in 1981, of which about 18.7 billion sq. ft. should be veneered, and 730 million sq. ft. nonveneered.

REDWOOD

(Continued from page 10)

recently voted to increase the promotion budset for 198 1.

CRA ad"vertising and publicity will continue to tell the public about redwood's natural beauty, ability to weather well and resistance to wood failure.

Lumber retailers and wholesalers can capitalize on CRA's promotion (Please turn to page 96)

llEWtY-REFURBISHED offices hightighted well-attended open h0use recentlv held by Mariners Forest Products, ai their spacious Santa Ana, Ca. facility. Yard and mill tours plus food, drink and a live band for dancing combined to produce a well-received event. Several hundred from the local hardwood industry attended. Lavish use of hardwoods make-company offices a living display of beautiful W00ds and qualitv millino aoolications. Newport Plahing'Mitt, Marih6rs slster

c0mpany, is located on the same site. Mariners' headman (1) Clint Bower, Drew Stewart; Clint's father and sister, Dick Bower and Mary Bower; and Al Bernstein. (2) Jim Barsugli, Marc Halliburton; and Pete Bower, a principal in Mariners. (3) Jim Moore, Mike Jamison, Larry Crabtree. (4) Jim Summerlin. (5) Joan & Jack Cole, John Muckenthaler. (6) Gary Scroggins. Garry Durham, Jerry Peterman. (7) Gil Reel. (8) Ed Gavotto, Bill Evenson.

(9) Dan Marsh, Brent Bouslog. (10) Bill Carscadden, Mary Whitaker, Pete Petersen. (11) Milan & Mark Michie. (12) Clyde Friend, Mike Wolk. (13) Mike Shaver, Jim Klingaman. (14) Charles Wall. (15) Butch Pope, Don Simon, Torsten Matheson, Ron Dearden. (16) Chet Jones, Morrey Lohrey, Lee Marlatt. (17) Darlene & Pete Peterman. (18) Dave Dintino, Jerry Ockerman, Scott Lorden. (19) Toni & Craig Kincaid.

(Continued from page 94) by stocking a wide selection of redwood lumber, offering CRA literature to customers and tying-in to advertising and publicity with promotions of their own.

It's easv for redwood merchants to see evidence of the mills' commitment to promotion, but they should also be aware that redwood manufacturers are equally committed to every step of lumber production.

In recent years, redwood mills have invested heavily in new, small log mills and other equipment designed to use more of each tree. This alio has contributed to the shift in the production balance between archi-

tectural/finish and garden grade redwood. While traditional old growth products will continue to be produced, more young growth will be available as reforested areas reach mafurity.

In 198 l, lumber merchants can broaden their redwood product lines by offering two new sidings-BGrade and seasoned rustic.

For years, Clear All Heart and Clear grade redwood have been demanded by consumers and specified by architects for their long lasting b6auty and performance. Now, with new B-Grade there are three toP quality redwood sidings to choose from. B-Grade is available kiln dried and will have limited tight knots.

Like all quality redwood, B-Grade is lightweight, dimensionally stable and holds finishes better than most woods.

Seasoned rustic sidings introduce a new look in redwood with their natural rugged appeal. They are competitively priced with other knotty sidings while offering the special advantages of redwood. Saw-textured, with tight knots seasoned rustic sidings come in several attractive patterns.

Today there is a strong demand for lasting quality. People are looking for products which will satisfy practical and aesthetic needs for years to come. Redwood is such a product.

MERRY CHRISTMAS

Forest Products

Bill Carter

P.O. Box 1236, Ukiah, Ca. 95482

(7071468-9329

Bill Walker

Dave Simmons

Dale Grabe

Larry Grabe

Dave Grabe

Larry Butler

Erian Torry

CALIFORNIA FOREST PRODUCTS

436 14tb St,, suite 404

Oa6land, Ca. 94612 (415) 46t-2658

John Wilton

Redwood and Douglas Fir Lumber. Cedar Shakes and Shake Felt

Plywood Siding and related items "Where

Getting Organized

Cabinet storage organizer literature !s flee from Nutone/Ajax Division, Madison & Red Bank Rds.. Cincinnati, Oh. 45227.

Training Films

Two narrated slide training programs, Residential Gas Furnaces and Two thru Five-Ton Packaged Equipment may be obtained on a loan basis or purchased for $30 each from the Advertising Dept., Climate Control Div., The Singei Co.. 1300 Federal Blvd., Carteret, N.J. 07008.

Water on Tap

Information on push button oneline plumbing is free from Ultraflow 9o.p., P.O. Box 2294, Sandusky, oh. 44870.

Stoves, Accessories

Stoves, home and fireplace accessories catalog is free from Hutch Mfg. Co., Box 350, 200 Commerce Rd., Loudon. Tn.37774.

No More Weeds

Single copies of Grasscrete-The Best of Both Worlds are free from Bomanite Corp., 8l Encina Ave., Palo Alto, Ca. 94301.

Space Dynamics

For a free copy of Facility Solutions contact OFI , Office Facilitv Solutions, 294 E. Robbins Ave.-, Newington. Ct. 061I l.

For Do-lt-Yourself Buffs

American Colonial, How to llork With Wood Mouldings, Wood Moulding and Millwork, each 50d. Fun-ToMake Picture Frames, 6OQ, andDesign and Decorate with Wood Moulding, 75Q, are available from Wood Moulding and Millwork Producers, Dept. DD, P.O. Box 25278, portland, Or. 9'7225.

FREE READER SERVICE

For more information on New Products and New Literature, write fhe Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660

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

All You Want to Snow

For a free copy of the 24-p. Snow Almanac, write Jacobsen Div. of Textron lnc., 1721 Packard Ave., Racine, Wi. 53403.

Chimney Installation Film

A l0 minute LaBelle film featuring step-by-step instructions for installing their triple-wall chimney system is available from Preway Inc., 1430 Second St. No.. Wisconsin Rapids, Wi. 54494.

50 Ways to Strike

A 4-p. brochure SS580 describing 50 hammers, hatchets and axes is free from Vaughan & Bushnell Mfg. Co., 11414 Maple Ave., Hebron,Il. 60034.

Man the Pumps!

Water alarm system literature, bulletin No. 710.3, is free from HydrO-Matic Pumps, Box 327, Ashland, oh. 44805.

Steel Sheets

Brochure No. 8081 on steel galvanized corrugated sheets is free from Storex Corp., 4055 Tonesdale Ave., Philadelphia, Pa. 19124.

Build lt Better Build It Better Yoursef, directions and plans for nearly 250 d-i-y projects, is $19.95 from Rodale Press. 33 E. Minor St., Emmaus, Pa. 18049.

Millwork Catalog

Millwork products including mouldings are detailed in Catalog No. 4 available free from Union Forest Proucts, P.O. Box 348, Stockton, Ca. 9520r.

Signs of the Times

What Is The Real Cost Of Broken On-Premise Signs?, accompanied by a worksheet, is free from 3M National, 6850 S. Harlem Ave., Bedford Park, Il. 60501.

Increase Reroofing Sales

A Homeowner's Guide to Quality Roofing is $22.75 per 100. A sample copy is free from Asphalt Roofing Mftrs. Assn., c/o Sumner Rider & Assoc., Inc., 355 Lexington Ave., New York, N.Y. 10017.

Saw Merchandisers

Merchandiser catalog on the full hole saw line plus accessories and kits is free from American Saw & Mfg. Co., Box 504, E. Longmeadow, Ma. 01028.

How to Sell

"Successful Outside Selling," a six-carnidge LaBelle series, is available for $45 each or at $225 for the complete series from James C. Stanley, NBMDA, 55 East Monroe St., Chicago, Il. 60603.

Sample Wood Inserts

Samples of the Rapier Sharp wood insert are free from Rensen Products. 6307 E. 18 Mile Rd., Sterling Heighrs, Mi. 48078.

Need A Lift?

Bulletins covering various weight capacity lift trucks, electric, cushion or pneumatic tire, are free from AllisChalmers Corp., Industrial Truck Div., 21800 S. Cicero Ave., Matteson, Il. 6M43.

WANTED

EXPERIENCED, self-reliant person to manage full service lumber and building material retail yard in Greater Los Angeles, Ca., area. Must be able to oper- ate as own profit center, handling purchasing, accounts receivable, personnel. Excellent medical and dental program, other fringe benefits. Replies Confidential. Send resume to Box 384 c/o The Merchant Magazine.

LUMBER SALES

WELL ESTABLISHED independent distributor of softwoods is seeking experienced traders and outside sales personnel. Must be aggressive and have a good following. Excellent salary and fringe benefits. Must have knowledge of retail type sales. Contact Jeff Barnes, Kelleher Lumber Co., at (415) 4548861 or send resume to P.O. Box 3433, San Rafael, Ca. 94902. All responses will be kept in strictest confidence.

EXPERIENCED knife grinder. Custonr nrilling. Pernraneni.iob. Conttct: Joe (213) 324-455t.

LUMBER SALESMAN needed by established San Francisco, Ca., yard. Inside and outside sales work with millwork, industrial and contractor accounts. Salary commensurate with experience. Ricci & Kruse Lumber, Hawes & Armstrong Sts., San Francisco, Ca..94124. (415) 822-6790. Artn: Mr. Ricci.

INDUSTRIAL LUMBER salesman, experienced inside salesman for direct mill. Hardwood and softwood. Salary and commission open for right person. Good medical benefits. Write Box 383 c/o The Merchant Magazine.

EXCELLENT OPPORTUNITY for WELL ESTABLISHED

Wholesale Sales Manager

FREMONT FOREST PRODUCTS is looking now for an experienced Industrial Sales Manager. Must know pine and other dry white species and have a successful record of managing a sales team. New dockside distribution yard at Port of Long Beach with dry sheds and milling facilities will be ready next April. Excellent salary, bonus, profit sharing, plus other high quality lrince benefits. Send resume to P.O. Box 4129. Whiuier. Ca., 90607, attention Pete Speek. All responses will be kept in strictest confidence.

MANAGER wanted for large retail lumber company in San Francisco, Ca. area. Excelfent safary. Send resume to: Box 364, clo The Merchant Magazine.

NORTHERN CA. lumber wholesaler needs experienced wholesale salesman for direct T&T and carload sales to retail and industrial accounts in So. Ca. All replies confidential. Write Box 381, c/o The Merchant Magazine.

600 a word, min.25 words (25 words : $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $4. Box numbers and special borders: $4 ea. Col. inch rate: $30. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of The Merchsnt Msgazine, 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY.

RETIRED lumbermen, tired of being retired? Your old contacts can help both of us. Growing company looking for retired lumbermen to work commission sales in San Gabriel Valley and East Los Angeles, Ca., areas on commercial and contractor sales. Call Joe at (213) 222-7101.

EXPERIENCED pallet

Carl Boesch, Hunter 775-2544.

salesman. Ask for Woodworks, (213)

CAN YOU buy and sell lumber in full load quantities? Would you like to be in business for yourself? Call (209) 233-2674 or (209) 642-3575 evenings.

TELEPHONE SALES, pleasant telephone voice, light typing and basic familiarity with general office functions. Apply in person. Hunter Woodworks, 1235 E. 223 St., Carson, Ca. Ask for Tom.

INDUSTRIAL LUMBER salesman needed. Call or see W.M. Hunter, Hunter Woodworks, 1235 E. 223 St., Carson. Ca. 90745 Q13) 775-2544.

PERSON who has some exposure to lumber wholesaling for back up to yard foreman and sales manager and eventually full time sales manager. Oregon location. Reply Box 385 c/o The Merchant Magazine.

SUCCESSFUL LUMBER YARD

BIG BEAR LAKE, CALIFORNIA CHOICE BUSINESS, ideal location, unlimited potential. $1,500.000. includes commercial real estate. O.W.C. own/bkr.P.O. Box 867, Big Bear Lake, Ca. 92315. 014) 866-3301.

FORMER LUMBER and building material independent dealer will purchase working interest with other(s) in medium sized retail in Central or No. Ca. Have credit/financial experience. Reply your strengths & trade emphasis to Box 382 clo The Merchant Magazine.

WHERE TO BUY Hardwood Plywood and Veneernow available from the Hardwood Plywood Manufacturers Assn., a comprehensive listing of manufacturers of hardwood plywood and veneer. Includes detailed information on species and specialty items. Send $2 to cover printing and handling costs to Dept. M, HPMA, P.O. Box 2798, Reston, Va. 22090.

BARNWOOD

NATURALLY weathered, 60 year and older, quality selection, references available. F.O.B. Santa Cruz, Ca. Pacific Coast Shelter Inc. (408) 427-2007.

SAVE YOURSELF MONEY

HALF PRICE OFFER for l0 or more subscriptions to The Merchant Magazine, when paid in advance. You and your employees can enjoy and benefit from The Merchant Masazine for one year for only $3 per subscription. That's a 50% saving over our standard $6 per year rate, which is a real bargain in itself.

Use this special bulk rate subscription to make sure that the key people in your organization are assured of keeping up with industry developments as well as gleaning the merchandising and management information they need to do a better iob.

BURROUGHS Computer Accounting system, programmed for door distributor. One L-4 Accounting Computer, One L-7 disc control unit, One L-7 accounting computer, two each tape readers, two each tape punches, one circular compartmentalized 10,000 capacity card file holder, and blank product cards. Call for further information: Bel-Air Door Co. (213) 283-3731 or (213) 5'16-2545. Service contract included. Best offer considered.

December, 1980

,$l$s* $*1{i$$$LrWlTiffi i1*i$S.tL{Si$i$iilff f **+Sfi iSb$.tiSfFS

ADVEMTISEMENTS

rrtt:1.-r"t-rl{_+"til*,ttlifii;J}ili:i,t:l* i$tlfsll$*lll1l

Professional coil,lBf,s/ recfuitin0. Executiveiearch and placement.

Elpoileocad $rvlcas lnthr sarrch and glaaa- mant of managament p€fsonnal tor Bta fof- ast products Indu3try.

Your retirfrstk n b ourftrtrrr. Ail f..s crn. !!_o-y-cl p9!!:1_P o. Box 927 /Eusnnr, oR 97440 | a503r484- 7055

LO('AL LUMBER hluling Sourhern Calil'ornrd roller bcd truck and tftrilers und bobtails radio dispatched. Rail car unloading ar g!I splr in Long Beach. 3C Trucking {213) 422-0426.

THE 5 DEADTY SINS OF HOME CENTER ADVE,RilSING

. Walt tlll the newspaper rep ls at gour shop for thts week's ad before chooslng the advertlsed ltems. Allow the newspaper to dlctate Aour aduertlstng

Ioolc

Allow coop funds to explre ur,spent, or worse, to advertlse the products and neglect to apptg for relmbursemenL

o Contlnue to place perlodlc advertlslng wlthout an annuallzed program.

. Neglect to re-eualuate the auallable medla and Identlfy gour markeL

lf you must admit to any one of the above advertising sins, you,re wastlng your advertlsing dollars and thelr potential ... neediessly.

STAND TOE.TO-TOE wlTH THE CIANTS

The wise independent is finding ways to offer his customers the same professionalism as the giant chains. He knows he must service the consumer of the l9B0's with crisp clean store layouts, attentive trained store help, an adequate merchandise mix and an effective promotional plan. Even those dealers who are the only game in town recognize that they must promot€ wisely to secure their position in their own market or face the future invasion of the chains.

ADVERTISINC & SALES PROMOTION

F-r\.-1 California Lumber

BEQIN NOW!

llarketing Sewices, Inc., is an affiliation of professionals specializing in marketing services. Developing annualized advertising and sales promotion programs for retail stores is one of our key services. Many times our service fees equal only a small percentage of the coop dollars we're able to recover.

TOAETHER WE WALK THESE STEPS

l. Establish advertising goals

2. ldentiry the market area

3. Research & evaluate the available media

4. Development of individualized advertising format

5. Determine a viable budget

6. Balance the budget with cooperative funds

I l- L I Inspection Service

\ 9/ Certified Agency

@ -v- L.A. (7r4) 546-5tt2

t-t | -

s.J. (408) 297 -8071

1190 Lincoln Ave., San Jose, Calif.

INVENTORY: experienced ex-dealer will arrange, pnce, count. calculate Oct.. Dec.Jan., inventories. Central Ca. onlv. Riedle. Box 505, Los Banos, Ca., 93635 OOq SZO4290.

TWISI'ED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. Hunter. Hunter Woodworks. (213)

77 5-2544;(2 I 3 ) 83 5-s67 l.

REMINDER: Payntenr nlusr accontpany the copy you send in lbr cllssilled ads. Jusr use the instructions above to figure the anrount. When you call in ads. we'li tell vou the.rnrount thar nrusr be senr for rhe ad.

Too often, the well meaning building material dealer can't find the time to think about his advertising program until the newspaper rep is standing in front of him "to pick up this week's ad." Then, the selection of merchandise is limited to on-hand stock in sufficient quantities to promote. Many times the sufficient quantities are on hand because the items are losers. With this type of promotional merry-go-round the dealer is advertising a 52 week-ayear clearance sale of bad merchandise.

That's not what advertising is about.

To be effective To bring new customers and repeat customers To bring immediate traffic And to build penetration in the market as the place to shop for everything for the home advertising should contain a mix of timely wanted items, competitively priced.

Ads should be placed to present mix of merchandise from different departments and a mix of price points to assure "feet" traflic. Ads should reflect a retail store's personality and address themselves to a specific market segment!

7. Detail an annualized promotion program

8. Coordinate the vendorS sales Program

9. Integrate the newspaper's production capabilities

lO. Segment the program by product category ll. Allocate advertising space and product candidates by month, by week

12.

15.

Systematize the creation of each ad Set up a cooperative advertising fund administration system

74. ?repare the weekly ads

15. Develop an advertising success yardstick

16. Manualize the program

YOU CAN MAKE TIIINQS NAPPEN

Your professionally merchandised, professionally designed, professionally written and professionally illustrated advertising program will bring you results in many mor€ ways than just the ringing of your cash registers. You'll see new faces! You'll see greater repeat customers. You'll witness a new p€rsonality in your sales staff.

Do it now! Contact Bill Fishman at BILL TISHMAN & AFTILHTES

ffi LOS AI{GELES AREAi.'ffi

BUVERS'MUIEE

S.F. BAY AREA

GREATER BAY AREA lriansle-Lumb9tc0., (11!l s24-e5e5 Bonninoron LumberCo.. ........]iiS1 OgS-lSSs TliniltForestProducts........ (7qzl 829'2333

ABEA lflansre_LumDor c0.... rumoeico... (!1ql glg-$t: ililli[ 5ff:ii,:f i#" lf'rt?ioi;;si,o;i,co: [i?!f 6i6:Eili iffiiiJd,i;ffij:.:'::

ru*En *D prw000 #iy;l;lltlfiisi,oi;, cn lii$ iii.#ii wii:6J,ilflii::iT: fi$ lli ilf il"1iiffiff,ilfi3l;e; : [313i913:!!l; 8:iiislliS5',!1'llt','Lhiiilrs;;;v ffllll9l-??91 san FRA]rcrsco

roar & Westem Pine Aoencv. . (415) 342-4178 Ufffilft

r;Bst Pr0dicts.. .:.. (41!) !q0-?8!! 3Al

Burns Lumber co.. (213) 98j-s750 qatirffnia suOar E western.pine Aoency...... Udit dl6-ii65tUUEi-?tW000-lUltDllG t0??llEt

capita|Lumbefco..''..''..''.'.[!]3i3?li33liii'Eiili.'i::11::

Coos Head Lumber & Plywood. (213) 834-5261

Connor Lumber Sales coosHeadLumber&P|yw0od'''.'''iijii;5;:$3iiiii,:bilfbiooiv(

riar& Westen Pine Aaenci... .. ({0t -e'siern Wtiotesate. tnc..l...'. tlttil ldi-C000 Bel-Air Door C0....... :0...... (415) 637-7455 94rye0 ui0r9' In-c. esuootv(san Jose)............ (408) 280-0222 oeorgra-racmcuorp... irii-Ci,:,i '- - ' iliSl al6-OSSi Higgins Lumber Co., J.l

Gallehor Hardwood C0..... (213) 752-3796 Inland Lumber Co. (Fremont)..

ilJ'li1ilJ'T,1'i,9h.5!'.iiiiiiii.$ii

[i|$ff?ttqJ,j,.'...d1,::::6.:r.lij$iis.i33|fi{q[i!ii:flf!$F1;;i''.''.'.....liiiliii.iiiifliff',iit* iiriiumuiico',uix.,,........'']:P:fgl9tlt Hufl Lumber C0... Hu;ierw;i';;iG.'.'...tzlstg,'.u';i}?jliii9:f1I$.i11ll'53I3'lf!31,','.a |n|andLumberco'..''..'.''....(213)445.4950

*ll*:.*r.r.tl1*o,,i,o..i.i'''''.]iiisiss3.3is|}fit.iffdilt[f:ll'..'.l..llll.l.

$ff::lt:v:r!'

Mac8eath Hardwood. (213) 723-3301 Rolando Lumber Co., Inc....

iileilit,i# 0soood|nc.,Roberts....[3l3i33?.3?39ffiNoRTHERN&cENTRAtc.^..!!F9RN|AW Pacitic Lumber C0...................

PACIFIC NORTI{WEST STATES

turum wAsllll{GTol{

Palmer G. Lewis.

rflUt0Itr

Jersledt Lumber Co., Inc.

ITETEiT||T

Palmer G. Lewis.

EUEiEN

Palmer G. Lewis.

[ITI||iE

Palmer G. Lewrs.

Kinlt0

Simpson Euilding Supply Co..

uctY

Palmer G. Lewis.

L0I8iltu

Union Pacifrc Railroad...

lE0[0il|

Plycap America, Inc..

STTIIIE

Georgia-Pacific Corp..

Manke Lumber Co.

Palmer G. Lewis.

Baintree Lumber.

Simpson Timber Co.....

Union Pacitic Bailroal....

Wasco (Maicro Ind.)..

$tEtr0r

Simpson Building Supply C0...

t?0nrt

Georgia-Pacilic Corp.

Palmer G. Lewis.

Union Pacilic Railroad.

nc0It

Burns Lumber Co.

Galco Lumber.

Georgia-PacilicCorp...

Louisiana Pacilic Corp....

McFarland Cascade........ (800) 426-8430

Manke Lumber Co........

Union Pacilic Railroad.

u tc0utm

International Forest Products, Inc.........

f tumru

Union Pacilic Railroad.

fETITCIIEE

Palmer G. Lewis.

vtnrt

Palmer G. Lewis.

OREGOil

urE 0tuE80

Continental Forest Products. (800) 547-8465

Kinzua Corp..

Simon, Crablree, &Ryan....

tEDf0i0

Byrne Trucking. (800) 547-9655

Fountain Lumber Co., Ed.............

Lumber Products.

Medlord Corp..

Union Pacilic Railroad.

Weaver Foresl Products.

llEtrEi torluto titt

Alpine Inlernalional Corp..

J.H. Baxler & C0.........

Contact LumberCo......... (503) 228-7361

Dant & Russell, lnc........ (800) 547-1943

Emerson Hardwood C0...

Far West Fir Sales.

Friesen Lumber C0......... (503) 397-1700

Georgia-Pacific Corp.......

Hamplon Lumber Sales Co...

Inland Lumber Co..

Knollwmd Coro...

Louisiana-Pacific Corp........

Louisiana-Pacific Corp. (Eeaverton).........

Lumber Producls.

Mcoormick & Eaxter Creosoting C0..........

NiedermeyerMartin C0... .. (800) 547-6952

Nizich Hardwoods, Inc..........

North Pacific Lumber Co.... (800) 547-8440

Northwest Hardwoods, Inc.......

0regon Lumber Export Co..

Pacific Commercial, Inc..... (800) 452-8617

Sunrlse Forest Products C0... (800) 547-1771

Union Pacilic Railroad. Western International Forest

$#Effi ROCKY MOUNTAIN S!fi## COLORADO

l0ut0En

Reid & Wrioht.

cot0mDo siilici

Therma-Tru, Inc........

c0rrEtcE ctn

R W Soecialties. Inc..

0tilEt

Brown Lumber Sales C0........

Denver Reserve Supply Co..

Georgia-Pacilic C0r0.......

Koppers Co., Inc........

McFarland-Cascade.

Wasco (Factory oirecl

Corp.................

Pacilic Corp. (Coeur d'Alene).

DOUG GAYTORD MARK GAYLORD

Douglas Giylord, president of Coast Wood Products, Bell Gardens, Ca., and his brother, Mark Gaylord, an officer in the same firm, were killed on Nov. 8, 1980, when Doug Gaylord's private plane crashed at Grand Junction, Co.

Also killed in the crash were Douglas' daughter, Sharon, and her two small sons.

Survivors include Douglas Gaylord's widow, Doloresl Mark Gaylord's wife of one week, Dana; and Mrs. D. E. Gaylord, Sr., their mother.

MARCY SULLIVAN

Marcy Sullivan, wife of James E. Sullivan, publisher of Sullivan's Plywood Advisory Report, died at her home in Woodland, Wa., on Oct. 22. She was 41.

Mrs. Sullivan had worked with her husband in publishing the plywood market report.

Potlatch Relatively OPtimistic

While housing appears headed for another bout with rising mortgage rates, Potlatch Corp. expects homebuilding and general economic conditions to set better in 198 l. Richard-B. Madden, chairman and chief executive officer of the diversified forest products company, says

.F,,FiFit3rtr,i.rT.:.t[F;I:is.ls.!4.iii illii:'.i;lii /,1 T:\ n nn rnl [e \7

ItNll LJil L9 U UU L!-JI! A iliiiiiliit:ittiil:iiin$itlilT;:iiif,i!.li?i:ilt' i+::l.eg-E

ALL.COAST FOREST PRODUCTS..... 52.53

AL PEIRCE CO...... ..........7r

AMERICAN HARDWOOD CO.. ..,... 77

ARCHITECTURAL MOULDING CO.. ,..56 Bf,AVER LUMBER CO...... ......91

BEL-AIR DOOR CO.....

ttrat despite a possible relapse in housing construction, "we think the bottom of the business cycle for us was reached last spring and we look forward to full year l98l with relative optimism."

"It's fairly clear that the recent surge in mortsage costs means more bad'months ioi housing well into the first half of next year," he said.

Need Clear All Heart Hot Tub Stock?

That's iust one of the items we specialize in from rough K.D. to pattern staves, chime ioist, seat and cover material. We maintain an inventory of a million feet or more of redwood kiln dried uppers and kiln dried shop at our distribution yard, located on Humboldt Bay, between Arcata (three miles south) and Eurek?, C?., on Hwy. 1O1. Rail or T&T shipment.

Call Jerry Guin with your inquiries.

Bracrrt lnternational

P.O. Drawer 4779 | Arcata, California 95521 PHONE: 707-822-3648

I,tte don't play anound with lumbershipments *@

With open-end incentive rates, diversion and transit privileges, plus computerized loading programs for maximum loading and cost reductiorr, we take your lumber shipments seriously. We also have some 4500 cars for forest products, including dunnage and strap-free center beam cars and stretched out extra wide door boxcars that load 39 plywood units vs 36.

And now we have a new ultra modern, strateg ical ly located classification yard at Hinkle, Oregon, to speed lumber trains to your major markets. You'll also find our experts are on the beam with rates, routings and schedules to prove that we can handle it without knotty problems.