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.

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? o When proven wrong, do you still refuse to change your mind?

. Do you go from project to project without finishing any of them?

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

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.