Merchant Magazine - December 1984

Serving the lumber and home center markets in 13 Western Sfales-Since 1922

*ALWAYS c0lrsrsTEl{T QUAIJTY''

From green logs to lumber grading, Diamond Wood maintains the strictest quality c0ntrols and

the tigbtest.N H LA gradi n g fdards. State-of-the-art band milling procedures allow aprgiv' sion cut and a orecision trim every time. For Western Alder, Bigleaf Maple and Curly Maple, Diamond Wood has consistently superior grade lumber and pallet stock.

"Alwlr.s OIITIHE DEIilTRY"

word from Diamond Wood Products.

The most

hours a day for an annual production of over 35,000,000 board leet. Continuous operation guarantees a huge on-site _"" inventory. This steady s_upply, plus our policy oJ-nev6? overbookingmeafii we fulfill our , ;Comrtiitments.

,,ALWAYS A FULt --' IIIE"

Versatility is our secono most important word. We always-have a full, standard line in invenBod Buck tory:414,514,614, and 8/-4- And, adj ustments canje"rrr6?e easi ly and q uick.ldaadcommodate d iff ergnltll-rcknesses. widths, and

PIant Supervisor s in a wide variety of specifications for either grade lumber or oallet stock. Order exactlv

what vou need. Diamond is always happy togbffi truckloads.

,.AIWAYS cusToruFR"-.-Pn8TECil0il"

We always stand by our customeJS".'Even'fn the- tightest mar-

ketS, Our CuS- Jim Harrison tomers alwaYs Sales Manager get full service and a dependable supply. As we like to say, "Diamond select and all the better," in quality, service and dependability.

Oregonns largest haldwood sawmill specializing in Western Alder... the ultimate wood in

important

JerryVan.M' Qgneral Manager

#opeortunilies 85

March 17, 18, 19, 20, 1985 in Atlanta, Georgia!

Your OPPORTUNITIES FOR GROWTH can be found at the National Home Center Show!

The learning and buying event of 1985! The ONLY show specrf ically designed for retailers of do-it-yourself products!

THOUSANDS OF NEW PRODUCTS!

See the newest and best products and services offereo by leading manufacturers throughout the world at the ONLY Show offering the diverse and complete range of DIY products.

SPECIAL DISPLAYS!

"Opportunities for Growth" are everywhere at the NATIONAL HOME CENTER SHOW! Visit the exciting Home Centers of the Year display to gather ideas for your own operation. See how advertising dollars can work most effectively at the Advertising Display Center. Visit the Innovator Awards display for the best new products available at the Show. Learn about the home center industry's leaders and pioneers at the new Home Center Hall of Fame exhibit.

IDEA.FILLED SEMINARS!

lmprove your retailing knowledge AND profits by participating in the most stimulating seminar program for home center retailers in the world! Your "Opportunities for Growth" will include practical and sound ideas for effective management and merchandising programs for your operatron.

REGISTER TODAY!

Pre-register NOW for all of the products, information and excitement Vou have come to expect from the world's greatest event for do-it-yourself retailers.

The lOth Annual NATIONAL HOME CENTER SHOW March 17-2O, 1985 Georgia World Congress Center/Atlanta, Georgia

Free Pre-Registration Instructions

Must be received in the show office by February 15,1985. Conlirmation of preregistration and hotel reservation forms will be mailed within three weeks. Free badges will be mailed after January 2, 1985.

Late mail registrations will not be processed. Register again at Show.

(At-show registration fee $10.00)

REGISTRATION COMPUTERIZED, ALL INFORMATION MUST BE FILLED IN.

NOONE UNDER 16YEARS OLD ADMITTED.

Attach

..tt lh

ilAilXrAt- ltoitE c€ilrER l€TIE IMPflI'EME]|T ,85 cot\rcREss a ExFoslTFt

IMPORTANT: In order to process your registration, your company's business activity must be indicated below:

(l) ! Retailer/Dealer

(J) E Wholesaler/Distributor

(P) I Other (please describe)-

Sheet for Additional Names. National Home Center Shoq 600 Talcott Road, Park Ridge, lL 60068 U.S.A.

NOTE: Exhibitor Personnel should not use this form. Please use form provided in Exhibilor Kit.

NATIONAT I{OME CENTER HOME IMPROVEMENT €5 corucREss & ExPostTroN

The Merchant Magazine

Publisher Emeritus A'D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor Juanita Lovret

Assistant Editor Patricia Nowlin

C.ontributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha EmerY

Staff Artist Carole Shinn Circulation Dorothea Creegan

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

Yes,Virginia...

EEITORIAL

a1N THE following pages are two dozen bustlJness forecasts: the collected thinking of some of the top people in the business as well as bankers, economists and other experts.

But on this page, during this holiday season, we want to address ourselves to a subject that is a good deal less momentous. It has to do with the questions we continuously receive regarding those two sterling American Businessmen: Hugh Mungus and Freddy Fungus. You know, the ones from Climax, Nevada.

Now there are people about in this land who have the temerity to suggest that the items regarding Mungus-Fungus Forest Products in our Personals column each month are a Total PutOn. Imagine that.

The questions surrounding their existence bring to mind a somewhat similar question put to The New York Sun newspaper by an eight year old girl in 1897. She wrote, in girlish scrawl, to ask

DAVID CUTLER editor-publisher

Bowman Bill Gittings

the editor "Please tell me the truth, is there a Santa Claus?" It was signed Virginia Hanlon.

His response has become a minor classic, repeated yearly: "Yes, Virginia, there is a Santa Claus." He wrote in part about Santa, "He exists as certainly as love and generosity and devotion exist, and you know that they abound and give to your life its highest beauty and joy. Alas! How dreary would be the world if there were no Santa Claus."

So, too, on a far lower plane, our friends Hugh Mungus and Freddy Fungus exist just as surely as fun, laughter, a nudge in the ribs and a sly wink are part of our lives.

Hugh Mungus'name literally means something very large; such as the human spirit and its capacity to provide a touch of humor to give added meaning and enjoyment to our life in business.

Yes, Virginia, there is a Hugh Mungus.

ORIE]IIED SIRA]ID BOARD

ENGINEERED TO WORK IN THESE APPTICATIONS

Roof Sheathing Sub Flooring/Underlayment

. Stair Treads o Lamination Substrate

. WallSheathing . Shelving

. D.l.Y. Projects o Crating . Pallets

ENGINEERED TO INCORPORATE THESE SPECIAT FEATURES

Designed with a 3-layer perpendicular orientation for added strength, stiffness, and dimensional stability.

Constructed in thickness from Ya" lo11/a" and in panel sizes up to 8' x 24j

Designed in one gradereplacing several grades of plywood.

. Engineered with a solid core.

o Guaranteed Knot free, Void free and Patch free.

Furman Lumber, a coast to coast distributor of quality lumber products introduces Sturdi-Wood from Pelican Mills. This state of the art Oriented Strand Board is ideally suited for residential and industrial construction, plus a wide variety of do-ityourself applications. Furman Lumber has many years of experience in this new generation of structural panels and is confident that this improved OSB product will play a significant part in the dynamic growth of the western construction industry.

. Designed to cut, drill and naileasily. Formulated with a non-Urea exterior glue (Phenolic Resin).

Designed to be at least equalto plywood in every way.

39 PEL|CAI niUJ Seemstobecompatiblewithmyneeds.

! Please send me a Sturdi-Wood sample. ! Please send me more information on Sturdi-Wood. I ! lwould like the following additional information on Sturdi-Wood:

Vigorous wood market in 1985

corne in comntcrcial projects and d-i 1

high interest rates threatcn to slow the housing nrarket in 1985, lrrmber volumes going into the rnarketplace uill not nccessarily follow suit. Other nrarkets for lun'rber besidcs housittg are most likcly to sho"r' promising gains during the year.

Total dcrnand l'or softucrod lumber in thc United Statcs is forecast al 36.7 billion board fect in 1985, down just 2%r from 1984's anticipated lei'el. Of that demand, domestic producers will manufacture 24.8 billion board ieet while imports, mostly' frorr.r Canada, are erpectcd to total I I .9 billion board feet.

WWPA's forecast for lunrber used in home building next year is based on 1.65 million housing starts in 1985, down from the erpcctcd l il million units to be built in 1984. Lumber used in residential construction is expectecl to make up 39.5ore ol lumber consumption in 1985.

Despite thc tumblc in residential consumption, other markets for lurrber arc looking up. Lumber used in repair and renrodeling is erpected to increase nearly'290 to 8.4 billion board feet. Much of the increase n'ill

An increasc in denrand lbr industrial pallets and craling should inlprcr'e the malcrials haltdling tttarkct.

\{'c erpect this category' to shou a 3.5070 incrcase to nearlr'4 billion board fcct. Improvcments in the markets for firrniturc and othcr consufiler products, plus increased rlilitarl bui'ing should spur the "olher uses" consumption of luntber bl 3.50b in 1985.

Tlic strength ol'thc U.S. dollar rvill have an impact oll cxports o1'lurriber in 1985. This rear. c\porlr are alllicipated to rcacli only l 6 billion board feet. That total is forecast to rise 3o/o in 1985 to 1.65 billion board leet. If the value of the dollar falls, making the price of U.S. lumber abroad more attractive, the erport market rnay inrprove f'urther during tl'rc .vear.

The direction of interest rates u'ill again bc a delerrnining factor in the

Story at a Glance

Totaf softwood demand oll2Yo ...nonhousing markets show promise. .1.65 million housing starts mean usage in thal market of | 8.2"/". . .repair & remodeling will gain 2o/o.

forlunes ot'the lun.rber rnarkcl in 1985. Earlicr this 1,'car, the Feclcral Rescrve Board tightencd creclit to contl()l inl'lrrtion hr rlosinr ceonotttie gro\\th. As busincss acti\il)' slowecl, Fed C'hairrnan Paul Volcker tolcl Congrc.s tlritt fttrtlrcl rc\llitlnl\ ()ll credit *ould ltot bc lrecessarl' for the remainder ot' the ,vear.

Thc Fcd's neu l.lttsition has givcn rnore conlidence to the f inancial cclntrrrunity. ln Noremher'. matl\ maj(\t banks dropped their prirnc lcnding rates to I 1.5 oio.FLrrthcrdeclinc inintercst rates should take place in thc second half of 1985 if Congrcss and the adrninistration bcgin dealing with thc fedcral deficil.

The luntber industry rvill bc in a good position to serve all the nccds ol' the consunrer in 1985. Mills harc the capacitl,' to produce nrore lurnber, should demand increase substantiall,v. Consumers u'ill have a large varictl'of lurnber species and product sizes to choose frorn. Industry marketing efforts, such as Western Wood Products Association's lnrpetus program, will give consumer\ more information on ho*' to r.lse $'ood effectively.

In all, 1985 should offer the lumbcr industr,v sonte interesting challengcs as rnills continue to diversify their cuslorner base to even out the swings in the housing market. The industrl"s success in strengthening these new markets will set the stage for thc future.

Economic changes influence markets

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

IIHE market

I for housing in 1985 is unlikely to be either extraordinarily weak or extraordinarily strong. However,whether the market will be tending toward recovery or further recession is dependent critically on the unfolding of a number of events outside the housing industry itself.

The general status of the economy in 1985, of course, will play a major role in determining the health of the housing industry.

It is this author's view that the extraordinarily rapid growth in the general economy experienced in 1984 will not be repeated in 1985. With slower growth will come moderation and aggregate demand for goods and services in the economy generally,

Story at a Glance

Economy, balanced budget, taxes, trade deficit influence housing prospects. .lssues will affect 1985, set tone for luture.

Strong treated wood sales proiected

By Karl Mosher Chairman, Lumber Promotion Committee Western Wood Preservers Institute

WJT"'T;

strong treated wood sales the past two years, western treaters look for growth tocontinuestrong in 1985. This positive sales projection is not based entirely on interest rates or national building trends, but on the fact that, even though the overall market itself may not be expanding rapidly, western treaters are steadily increasing their proportional share of the market nationwide.

Treated wood sales are particularly strong in the home improvement market, where some homeowners have experienced disappointing performance from untreated lumber that was used in decks and fences, and now desire a replacement lumber that will hold its appearance and its structural integrity for longer periods of time.

Homeowners also appreciate and are attracted to the improved appear-

ance of pressure-treated wood, much of which is credited to recent modifications in the treating process. Approximately Qv/o of pressure-treated lumber shipped to the retail market is now stained before it is treated. Even with traditional products such as poles and ties, treatment processes now in use make these products more suitable for the home improvement market.

The landscape market is also a bright spot in the growth of pressuretreated wood sales, as do-it-yourselfers and landscape professionals alike increasingly ask for pressure treated

Story at a Glance

Western treaters increase na. tional market share...home improvement sales will gain... landscape market bright. . .EPA regulation flap lails so far to slow sales...AWPI protest halts implementation.

with a consequent reduction in the demand for housing. However, as total private credit demands abate, interest rates should fall, helping to relieve the "affordability" problem somewhat for new home buyers. On balance, some weakening of the economy probably will rebound to the benefit of housing.

The second major factor influencing housing in 1985-and one which interacts with the general economic conditions referred to above-is the resolution of the current imbalances in the federal budget. It is my personal belief that persistence of the federal budget deficit does not fore-

(Please turn to page 77)

poles, peeler cores, posts, ties and planks. Pressure-treated wood's durability and long-life are important to these customers, not to mention that it is necessary in many cases to meet recently enacted code requirements.

In July, pressure-treated wood received negative publicity as a result of stories published covering new Environmental Protection Agency regulations of wood treating chemicals. Many felt the unfair and adverse publicity would result in immediate sales declines. But this has not been the case, according to Western Wood Preservers Institute member companies, who report no adverse market reaction and "business as usual" since the new regulations were announced.

Many dealers felt that some press accounts ofEPA reports were "overstated," WWPI members report. Besides, the new regulations do not affect most traditional uses for pressure-treated wood, such as fences, decks, patios, walkways, etc.

It's also important to note that the new EPA regulations are being protested by the American Wood Preservers Institute, and, therefore, a^re not in effect until the protest hearings are concluded and a final decision is reached. The protest deals mainly with AWPI'S request to extend the time allowed for reformulating wood treatment chemicals, and making alterations in wood-treating plants, as requested by EPA.

A decision making year for home centers lf"uffr'i;

1985 should see a continued upward thrust. especially in the d-i-y segment. It appqus now that regardless of our country's future economic situation, during good times and bad, the home center industry will increase in size and scope' This trend appe:lrs certain regardless of who may be in the White House and what he might do concerning the massive federal deficit.

Competition for market share will continue to occupy an increasing share of management attention. Coupled with this will be an extended

By John W. Hechinger President Hechinger Co.

consumer need for more quality in the products we sell. Maintaining a competitive edge will force all types of home center retailers to keep their focus on pricing strategies which will greatly affect bottom line profits. How each company will plan to achieve the delicate balance required to survive could serve to confound

Story at a Glance

eontinued upward thrust for d-i-y. ..greater emPhasis on pricing strategies...educating customers will be more impor' tant ...more money will be spent on sales training.. .sen' ior citizen market riPe.

Changes ahead for housing

By Keith Lanning Executive Vice President & General Manager California Redwood Association

EoR the next I year, as m recent years, housing will be a major influence on redwood industry business. We all know that there is an enormous pent-uP demand for housing and

that the keys to this waiting market are interest rates and affordability.

For the coming year, the best estimates seem to be that mortgage rates will fluctuate around al3v/o level with housing starts between 1.6 and 1.7 million.

And while the sleeping giant of affordable housing waits, the character of housing continues to change, creating new challenges and opportunities for the producers that will supply the market in 1985 and beyond.

The biggest single positive influence on future housing sales will probably be the ernergence of the two-income

family as a dominant pattern. This trend, particularly noticeable among the young married professionals, creates higher income per household, an encouraging counterweight to high interest rates in the struggle for affordability.

For many of these new families, townhouses, low-rise condos, or planned unit developments offer the first step in home ownership. While these types of housing present a smaller square footage of redwood siding

(Please turn to page 39)

Story at a Glance

Amenlties create new market .remodeling continues strong . . .more shoulder trade. .quali. ty matedals for custom hous. Ing, commerclal construction.

even the most experienced retailers among us.

How does a company achieve the balance desired? Where better to start than with the consumers who have an impact on that bottom line. In 1985 companies who will thrive will have to establish better means of communicating with their consumers. Our customers have become more intelligent about analyzing their needs in the home center market. TheY will be even more aggressive in 1985 in their quest for knowledge.

In order to succeed, comPanies must be just as aggressive in satisfying their customers' expanded needs. I predict home centers will become better at listening to customers. If appropriate customer feedback is not planned for, and meticulouslY derived with increased perception, companies will place themselves in a position to fail in the long run.

Greater attention will be given to our respective work forces. By this, I mean there will be a dramatic effort to increase the product knowledge of our sales associates. In order to satisfy our consumer's need forinformation about our products and how to use them, our industry will be forced to take constructive steps. We will have to "put our money where our mouth is"-sales education and training will be increased with concomitant budgets to facilitate this necess:ry change.

Companies will be forcedto develop greater interest in what brings customers back into selling units, be they home centers or warehouse outlets. Again, this translates into increased emphasis on paying good salaries and offering improved fringe benefits designed to enhance the welfare of our industry's sales Personnel. Companies which will succeed in our sales markets will have to develop even better programs for recognition and promotion of deserving PeoPle into management levels. The increased training and support of management programs will necessitate increased monetary support based upon clear company policy decisions designed to attract and retain topnotch management personnel neces-

Economic upturn in place

By Frank W. Denny President Builders Square, Inc.

G.?"IiJ;

state of mind partially emanating from known historical events and partially created by a momentum within society. We have enjoyed two years of a steadily growing economy without runaway inflation, large declines in the unemployment rate and more importantly record real levels of employment. With more people working than ever before and their real income increasing due to bridled inflation. I see our markets being positioned for a long-term economic upturn without the boom and bust cycles of the recent past.

Within the d-i-y home improvement sector of retailing, I see two trends whose impacts warrant further discussion: (1) single family housing starts decreasing faster than total housing starts and (2) the shrinking size of new single family unit construction. With housing starts forecast to reach 1.66 million in 1985 and single family units, as a percent of that total projected to decline to 58.4t/o from a high of 76.80/o in 1975, the building material industry should not look for expanded sales from the new housing industry. Rather sales growth will come from the rapidly increasing d-i-y market.

Another function of these statistics is the stable rate of multi-family housing starts. As the multi-family dwellers are not primary d-i-y customers and their numbers are increasing as a percent of total, the need for building material retailers to target their marketing at the existing home market is magnified. Looking to the future impact of this trend, expansionminded d-i-y retailers cannot look at proposed new locations without weighing the growth potential of the site in terms of future single and multi-family units.

The shrinking size of new single family unit construction further reduces the building material market in new home construction yet increases the potential for d-i-y retailers in the room addition and remodeling seg-

ments of our business. Therefore. although the overall impact of this trend is negative; there should be virtually no impact on the d-i-y retailer. This bright outlook is dimmed only by one major impediment, the federal deficit. While it was not the rhajor issue in the 1984 presidential campaign, as maybe it should have been, the policy makers in both the public and private sectors are looking for

Story at a Glance

Housing trends change home improvement retailing...d.i.y potential increases. .confi. dence will bolster economy, bring prosperous year.

strong affirmative action from the Administration, including definitive targets for deficit reduction. I, for one, would be reluctant to make long term capital commitments at this stage of the recovery unless I can lessen the risk factor to project an adequate rate of return. To lessen the risk factor, I will need to see the Administration no longer satisfied with "down payments" on what may be deemed the selling of America's future into indebtedness.

In closing, confidence is the key. We must be confident in the future and invest in it. We must be confident that our fiscal policy will come under control. We must have confidence that our collective actions toward a sustained moderate economic growth will produce the projected results. Cautious, conservative confidence will see us through a prosperous 1985.

Industry must work harder

By A. G. Malamoros Vice President & Chief Economist Armstrong World Industries, Inc.

Ft'it.,i"?.X;

of the easiest pickin'since 19781979, participants in the building materials industry face a leaner harvestin theyear ahead. Clearly, a lot more imagination and perspiration will be required just to maintain momentum in 1985, as overall market potential grows at only half the rate realized this year.

Interest rate pressures have already pushed housing starts and existing home sales down from the levels reached in the second quarter. While the cost of mortgage money has eased recently, 5rrggesting that no further erosion of housing activity is immediately in prospect, a new upward interest rate move around tax time next year could prove troublesome.

The decline in sales of older houses

that has been underway since early summer, togetlier with conservative buyrng behavior on the part of consumers with heavier debt burdens have lead to a slackening in home improvement activity. Still, the home fix-up and refurbishing market remains and will continue in 1985 to be one of America's most robust.

Finally, the single strongest market for building materials next year will be found in the nonresidential area where both large project and main street activity promise to expand vigorously.

Story at a Glance

Leaner harvest ahead.. .mor1e work just to stay even...'85 market potential growth half of '84's...fix up and refurblsh. Ing remain one of America's mosl robust buslnesses.

Panel industry looking healthy

By William T. Robison President American Plywood Association

ITHE U.S.

I structural panel industry is heading for its second successive record production year in 1984, and there is the likelihood of another quite strong production performance in 1985.

That these prospects amount to much less than Utopia for producers of plywood and other structural panels is an indication of the Paradox confronting producers of all typesthe challenge of relatively high demand offset by low profitability and continuing excess capacity.

Our latest APA estimate is that U.S. structural panel production for 1984 will be about 21.8 billion square feet, 3/8-inch basis, or about 590 above the 1983 record of 20.8 billion feet.

The association's original estimate of 1.7 million housing starts in 1984 is likely to be exceeded by as manY as 150,000 units, We now expect a total for the year in the range of 1.85 million, or 9 9o above 1983.

Concurrent with this quite vigorous housing performance which has helped keep many mills busy, if not Prosperous, the panel markets beyond housing have continued to advance.

Nearly 6090 of total 1984 Panel demand will be in the nonhousing marketsover-the+ounter sales for repair and remodeling; nonresidential construction; industrial applications' and exports. These markets are now receiving increased promotional attention, and will be even more significant in 1985.

APA sees a more restrained housing performance in the 1.5 million start range for most of the Year ahead. There is no question that the still mounting federal deficit and a continuing high dollar will curb panel demand in home building and exports.

The preliminary APA forecast for 1985 is for 20.9 billion square feet of production, a drop of 4s/o from 1984 to just about the 1983 level.

Panel industry health in the years ahead will rely to an increasing extent

on our success in finding more diversified market outlets at home and abroad. This explains our continuing efforts to expand the nonhousing applications.

The overriding APA management objective for the next five years, as determined by the Board of Tfustees, is to expand the total marketplace for structural panel products of all types and close the present costly 2.8 billion

Story at a Glance

Panel production to be off onlY 4o/o ln'85 from a record '84. 1.5 million housing starts... nearly 60% of lotal panel demand now in nonhousing markets. .new promotions will expand usage.

square foot gap between industrY capacity and demand.

Projections by APA see the market for all panels rising to about 25.5 billion square feet by 1989, provided a substantial promotional attack on the total market is maintained.

The major structural panel markets are summarized below showing 1984 volume as estimated earlier this year, the target potential and the goal footage volume at current housing rates by 1989.

The homeowner or distribution

market, as the table shows, is the second largest outlet for structural panels after new home building. The market as defined bY APA has three major categories: (1) home repair and remodeling; (2) other homeowner uses; and (3) miscellaneous uses. It is served almost exclusively by retail distribution.

The home repair and remodeling sector promises new dividends for dealers and their suppliers in 1985. APA anticipates that 1985 additions and alterations expenditures will be about 590 above the strong 1984 level.

Wood systems promotion for room additions should produce excellent results. Wood foundations for this purpose reduce landscape damage, go in on time and don't require another trade. They can add 2090 wood use to the typical room extension on a home.

APA is upgrading its service to dealers, and plans to emPhasize its progr:rms educating dealer personnel at all levels on how to sPecifY or recommend the correct structural panel for each of many potential applications. Self-teaching programs for individual countermen and class-type instruction for dealer staff each have their place in the neverending job of education.

With its fellow associations in the Wood Products Promotion Council, APA wi[ give high priority in 1985 to encourage more dealer participatlon in the promotion of greater structural panel use by homeowners. There will be joint industry efforts to advertise and publicize wood use to consumers.

Dealer tie-in to these Programs is essential. I encourage all in the distribution chain to take advantage of the new promotional initiatives and market-building tools available from APA and the other wood associations. There is much opportunity to expand the market for the mutual benefit of our closely allied industries.

Home improvement on fast track

By Ray G. Sponsler President Millers Falls Tool Co.

$ffitrill::

ing starts will probably remain at or slightly below the levels reached in 1984, but home improvement demand will continue its strong solid growth, at least through the end of this decade. The d-i-y segment remains the fastest growth portion of home improvement, and by 1990 will represent over 6090 of the total market for all home improvement products.

Story at a Glance

@o/o of home improvement market in d.i.y by 1990...con. tractor business must be vigor. ously pursued...quality prod. ucts can improve ROl...invig. orating year ahead.

The importance of the d-i-yer is very evident to manufacturers, suppliers, distributors and retailers of building materials, hard goods and hardware, and power and hand tools. Although the d-i-y market growth rate of nearly l59o for 1984 will probably not be repeated, a compounded growth rate of approximately l09o per year is expected from 1985 through 1990. Very few markets in our whole U.S. economy will be able to grow at this outstanding rate!

To "be alive in '85" and beyond, and to grow with the d-i-y market, retailers, wholesalers and manufacturers must expand their market share, increase d-i-y awareness, and improve their sales productivity. The natural "pull-through" of building materialshardware-tools creates excellent opportunities for those willing to make the extra effort.

Manufacturers' support programs, through wholesalers and/or buyrng groups which provide advertising programs, point-of-purchase displays and d-i-y education, can help retailers

improve their sales per square foot, which will improve margins and R.O.I. which in turn will provide funds for increased advertising and additional d-i-y awareness. During 1985 we will see improved service from manufacturers on those quality products which have high perceived value by customers. Dealers and retailers who take advantage of these services will increase market share.

Even though 1985 will show increasing importance of the d-i-yer, the contractor portion of the home improvement market should not be overlooked. Generally speaking in the hard goods industry, and particularly in tools, the contractor is becoming more quality-conscious and less priceconscious.

In 1985 more and more lumber yards and home centers will introduce the proven successful concept of the "contractor's corner" or some similar special area set aside for displaying only highquality professional tools and equipment geared toward the building tradesman. A bonus of this plan is that in addition to capturing more of the professional market, which produces higher sales dollars and margins, it encourages many serious d-i-yers to "up-grade" themselves to items of higher perceived value.

Undoubtedly, 1985 will provide exciting opportunities and programs for all of us to participate in and nurture our businesses in an expanding market with excellent growth potential.

1985 looks tricky

By Burton G. MacArthur, Jr. Vice President Planning Building Products Champion International Corp.

rFl{Eyear 1985

I is shaping up to be a somewhat complex call. There's no recession on the horizon, yet prudence dictates that the recent boomfueled in part by budget deficits and foreigncashcan't go on forever.

We at Champion think the term "tricky" best describes the economic environment for the coming year. For most industries, periods of strong and slack sales will be interspersed as supplies temporarily get ahead of demand. In the building products business, conditions are unlikely to improve very much as housing starts decline somewhat and overproduction persists.

Acknowledging that economic forecasts do not exactly conform to economic performance, our caution for 1985 is dictated by the many optimistic scenarios which indicate a continuation of the present boom and the much more pessimistic analyses which

make an argument for recession.

Our baseline forecast is conservative but by no means unreasonably so. We are rejecting the more extreme optimistic and pessimistic alternatives.

Although housing starts have held up surprisingly well since mortgage rates for fixed rate loans went back up to l4v/o in 1984, a careful look reveals that the situation is deteriorating.

We don't expect the single-family market to deteriorate much further, settling at about .95 million next year, as mortgage rates stabilize. Those markets in part tied to new construction, such as building products, furniture and appliances will be adversely affected by the downturn in housing.

Story at a Glance

Unstable economic environment...improvement unlikely for bullding products. ..continued overproductrion. .housing downtum will aflect related markets.

There are good times coming

By Pete Niebling Executive Vice President North American Wholesale Lumber Association

TNDUSTRY

Iorganizations, including ours, have numerous forecasts regarding 1985. These predictions, however well researched, are subject to a number of unpredictable factors. One major example is interest rates and their effect on housing. By the end of October they were declining, yet the consensus of many economists is that rates will increase sometime between now and the end of next year. Next, nearly every lumberman agrees that the market problems in 1984 were largely due to overproduction. How else can one explain the depressed mill prices in a 1.7 million housing start year? Last year NAWLA termed it "a tad too much production." With many others, we simply didn't realize how production capacities had been improved at the mills between 1978 and 1983.

Which leads us to the conclusion that we should "crystal-ball" the 1985 marketplace environment rather than cite a litany of projected statistics. Sooner or later demand and supply will come into balance in 1985. We have no more idea when that will be than anyone else. Perhaps by March, logcally by mid-year, or it could be next fall, before production curtailment is sufficient enough to provide a strong market for lumber.

When this demand-supply balance occurs we will find our industry in a very healthy environment that should lead to excellent business activity. Let's look at some of these pluses.

Lumber manufacturers in North America have worked successfully to become low-cost converters. Although this translates into high mill production rates on the one hand, it can also be stated that surviving mills will be well positioned when demand equals supply.

More importantly, today's producer is thinking more about adding value to his products than adding a new high-speed widget to push up production. Manufacturer's have

geared up their trade associations to promote and expand lumber markets. We mentioned this change in thinking last year,and it's nice to report that these promotion projects are going ahead full throttle. NAWLA foresees slight improvement in every major lumber market except housing in 1985. These promotional efforts by the producer may do even better in terms of demand than we expect!

At the wholesale distribution level there are many changes going on. Wholesalers have also been forced to

Story at a Glance

Promotions will help achieve demand-supply balance...increased specialization by man. ufacturer, wholesaler and retailer..."it's going to be a hell of a year."

become "lean and mean," and many have developed a profitable niche in specialized products or narrow product mixes or special services for both supplier and customer. They too are positioned well forthe comingbalance in supply and demand. Wholesale distribution is currently receiving further impetus from the simple fact that when producers start thinking about added value rather than added production it helps wholesale distribution.

Finally, there is the retailer. He is fast becoming a larger and a more sophisticated operator. He has reduced his inventory costs and is already a "survivor" from much higher interest rates than we have now, or are likely to experience in 1985.

Wait a minute. What about the fact that production is becoming concentrated in fewer hands? What about the concentration at the retail level? How about the growth of the superlarge wholesaler? We would submit the following:

Can the vertically integrated producer invest :rs many dollars in his production units (thereby remaining the lowest cost producer) as his competitor who does not have to invest in

(Please turn to page 46)

It's the year of the computer

By Robert C. Vereen Senior Vice President/Director Home Center Institute

R a number of years, experts have been predicting the impact of computers on retailing, and most of the industry has been waiting for realism to match prophesy.

It is our belief that the long-awaited impact computers will begin to be felt 1985.

Computers are not going to be widely used at all, by any means, but the rapid reduction in prices, coupled with the surge of new turnkey computer systems companies coming into the field, means that point of sale systems are becoming affordable for a

great many retailers.

And perhaps even more important, the performance improvements being achieved by computer pioneers are breathtaking in their scope.

The hardlines business traditionally has been a slow-turn kind of business, and the industry accepted it. A hardlines retailer who achieved four turns a year considered that good-reaching the industry average. But now computerized retailers who are able to identify their fast-selling items as well as their slow-sellers are turning inventories five, six or more times a year.

Returns on overall investment and the growing use of GMROI (gross margin return on inventory investment) indicate that no retailer should be happy with what had been considered an industry norm.

Center Institute and the National Retail Hardware Association into product movement foretells tremendous changes at every level of the trade.

It will start at the retail level as an increasing number of retailers find out from their own data which items sell at what rate; which don't, and which are the major sales and profit contributors to the business.

For wholesalers, this means that traditional buyrng practices by retailers will be put under the microscope. Is it smart to buy as many items in drop-shipment quantity as had been done? Are some items selling so fast that they should be always bought direct or on drop-shipment? On how many items should order-points be reduced?

For manufacturers, the implica-

tions will be even more severe. Computerized retailers who know product movement at the item level will no longer blissfully accept factorydesignated quantities of items in deals and assortments if those quantities do not coincide with their own sales experience. Wholesaler markets and buying shows, always evaluated on sales per-

Story at a Glance

Point of sale systems become aflordable...close product movement tracking now pos. sible with computer.. .lremen. dous change at all levels.

formance, will play a less important role for those products that are found to be slow-selling in many stores, while they will grow in importance for the "A" or best-selling lines.

Factor packs on regular shelf goods will be under attack as well when retailers begin rebuying in smaller quantities pegged more to the real rate of sale. Wholesalers will find it necessary to repack more so they will demand changes in factory shipping quantities, even though some additional upcharges may be required.

The lonely voice in the wilderness of the computerized retailer of the past has become a quartet this year and will become a small chorus in 1985.

And another Mormon Tabernacle Choir in the years to come.

Industry must adapt to change

By Jerold Tuft Piesident, Lock Division Schlage Lock Company

changing consumer and economy.

con-

I AST DecemHrer I

cluded that everything was in place for a good year and I think there is little doubt that 1984 has been a banner year for the building industry.

Now, aftertwo years of very strong recovery and expansion, growth is beginning to plateau. The last half of 1984 has shown that the recovery has cooled as measured by a decline in both GNP growth and housing starts. The business climate is very different than last year in that restrictive monetary policies, high interest rates and an over-valued dollar weigh heavily in the consumer's mind. In addition, consumer spending has become attuned to current needs and is no longer rising sharply as a result of pent up demand.

Next year will be characterized by a continued slowdown in the economic growth. Analysts agree the recent drop in interest rates has postponed the possibility of a recession at this time. As we embark on 1985 we face a market place projected to have a lower growth rate than the previous two years. Therefore, the building industry must adapt to the needs of both a

Throughout 1984, the Federal Reserve modified monetary policy to sustain the recovery. Early in the year, the Federal Reserve's restrictive actions caused premature panic among financial institutions resulting in a dramatic increase in interest rates. Later, in order to stimulate future growth, policies were relaxed. Once again financial institutions reacted as shown by the decline in interest rates.

During 1985, interest and mortgage rates are anticipated to level off and remain stable. As a result, housing starts are expected to continue at the prevailing 1984 fourth quarter rate through the first half of 1985. In the latter halfofthe year, however, starts are predicted to pick upthe reverse of what occurred in 1984. The net effect will be a l09o reduction in housing starts amounting to 1.5 to 1.6

Story at a Glance

Economic growth slowdown ahead.. .'85 a year of stabiliza. tlon. ..15olo Increase In repair and rmodellng market. .mort. gage rates wlll level off.

million units. The "mix" of single to multi-family dwellings will continue toward the prevailing 60:40 ratio. Although demographics are the primary determinant of the demand for housing, the cost and availability of money will be major issues next year.

The outlook for residential renovation appears to be favorable throughout 1985. Overall, a llt/o increase is anticipated in the repair and remodeling market. This segment offers great potential for the building industry because remodeling spans the entire spectrum from single family homes to major urban development.

The d-i-y market is also expected to remain strong. It is estimated that 75v/o of existing homeowners will be involved in d-i-y projects. In order to remain competitive, manufacturers and retailers must speak the customers' language. They must meet consumers' needs through new product development, customer service and advertising programs. All of these areas will be prime targets for re<valuation in the coming year.

Compared to the past year of growth, 1985 will be a year of stabilization. As the economic pace tempers, the construction industry will be challenged by a static environment. The winnirs will be those who are able to face the changes with new and innovative ideas.

New trends in supply & demand

By Hank Ricklefs General Sales Manager Simpson Door Company

IUlAi3,1

for energy awareness among all building materials manufacturers and contractors will continue in 1985. Some products will lose favor because they are energy wasters, while new or adapted energywise products will be introduced. The cost of producing more energy+fficient materials will have to be weighed carefully against the real benefits provided, if the public is going to buy the more efficient materials.

The industry also must be keenly aware of traditional aesthetics which seem to counterbalance energy consciousness. For example, consumers still show a preference for traditional materials and techniques such as wood doors with leaded glass inserts. This means new product innovations will have to combine the best of both aesthetics and energy conservation.

Economic pressures for space efficiency (both land costs and building costs) will stimulate construction of smaller units and more multi-family dwellings. Builders will have to provide increased amenities and better aesthetics to balance the "value perception" among home buyers. Home buyers will demand more features and better quality to offset shrinking home size.

Strength in the U. S. building industry along with the soaring value of

FOR MORE FORECASTS SEE PAGE 30

the dollar, expected to continue through 1985, will draw increasing attention from foreign manufacturers who face stagnant domestic markets. This trend is already evident in the influx of products including Canadian dimension lumber, Asian entry doors and Brazilian hardboard products.

The emergence of the repair and remodel market with better profit potential 4nd greater stability than new construction is a long-term trend. Repair and remodel has all the economic factors going for it.

The building materials industry can no longer sit back and fill orders. It is necessarry to educate builders and consumers about new products and tech-

niques for using them. Continuing demand must be created through the use of merchandising programs, advertising, and publicity.

Story at a Glance

Energy awareness, economic pressures, foreign competition, changing technologies trends of the future...builders and consumers need education . ..demand for products must be stimulated.

Seller's market can be develoPed

Bv H.C.A. Hunter Director-Sales & Marketing Lumber & PlYwood Division St. Regis

r INLIKE dis. lUtributors and retail dealers, wood products manufacturers did not benefit from 1984's relatively high rate of new home construction.

Historically a 1.75 million plus level has meant at least reasonable profits for lumber and panel producers. Over-production in North America and a dead export market destroyed the supplydemand balance in the U. S. and at mid-year prices had sunk to l98l-82 depressed levels.

With 1985 housing starts forecast to be around 1.6 million, there doesn't appear to be much to look forward to for mill owners. Reduced production schedules and some permanent mill closures will have to occur before any semblance of a seller's market appears in 1985. Dstributors should have another good Year, however, because of low inventorY

strategy on the Part of dealers and builders.

On the positive side are the increasing non-housing light construction markets and the acceptance of Permanent wood foundation sYstems. Relief from part of their purchased timber obligation will enable several producers to continue in business, lending stability to the supply side. Renewed export demand is needed as well as the continued growth of the repair and remodel segment.

1985 just doesn't shaPe uP as a very healthy situation for lumber and panel producers. Long term prospects are positive, assuming there will be some downward capacity adjustments.

Story at a Glance

1.6 million housing starts. .. seller's markei possible. .good year for distributors. ..positive long term prospects for indus' try.

IT looks like Imore of the same for 1985!

Our own distribution business wls developing a nice little head of steam all during 1983 with every single month showing a tidy increase over the previous year. This favorable trend continued through April, '84. However, in looking back to that point, it's obvious that sales have been coming a lot harder during the past six months.

One reason is that Alaska business definitely took a downward turn, starting in the second quarter. In addition, the depressed conditions that

1985: a re-run of '84

By Robert D. Peterson Chairman of the Board Palmer C. Lewis Co.

exist in the forest products industrythe number one industry in Washington and Oregonare not showing any signs of abating. In fact, we're seeing a steady increase in the number

Story at a Glance

More of the same in '85...oi1 prices and interest ratescontrol economy...improvement pos. sible, but extra elfort will be necessary.

of layoffs and closures. It's realistic to accept the fact that there's going to be a long shakeup period in that vital industry.

We think it's prudent to expect that today's business conditions will probably continue well into 1985. As a result, we're going to do our very best to pay extra close attention to business basics - trying to do what good common sense tells us to do. We're certainly involved in working the "cost side" of the business equation real hard. At the same time, we recognize

(Please turn to page 75)

Western economy upbeat

By Phillip E. Vincent Vice President and Regional Fconomist Manager First Interstate Bank

E 13 western states performed even better than expected in 1984. Housing construction was up significantly at an estimated 16.890 increase in housing unit permits over 1983, compared with an estimated 3.990 increase for the nation as a whole. In housing, employment, and personal income growth, the West continues to outperform the nation.

It is expected that this rapid growth in housing construction will fall off somewhat in 1985 as the surge of pentup demand coming out of the depressed 1980-82 period has been satisfied. Although interest rates are now forecast to fall slightly on into the middle of 1985 before turning upwards by the end of the year, housing permits are forecast to decline by 10.590 in the 13 western states.

The fxed, 3Gyear mortgage interest rate is now forecast to decline from a high of 14.50/o in the third quarter of 1984 to a low of around 13.090 in the second quarter of 1985 before returning to an upward trend,

hitting 13.590 during the fourth quarter of 1985. Overall, mortgage interest rates may average slightly lower for all of 1985 than they did in 1984. Of course, the sigrrificant increase in consumer acceptance of adjustable rate mortgages has made the fixedrate mortgage a somewhat less useful indicator than it has been in the past.

The western states experiencing the greatest percentage surge in housing unit permits in 1984 included California (30.190), Oregon Q7.6s/o), lJtah Q2.8s/o'), Arizona (21.50/o), and Washington (N.9Vo). For 1985, each western state is expected to show some decline with the smallest drops in Hawaii, Utah, Alaska, New Mexico, and Oregon.

The West continues to have an advantage over most of the nation in that it contains centers of the growth

Story at a

industries such as high technology manufacturing and services and a low proportion of the manufacturing industries that have caused so much painful adjustment in the East and Midwest. Of course, several important sectors in particular western states continue to experience difficulty including energy, metals, mining, agriculture, and lumber. The more specialized a region is in the latter sectors, the less expansion it has experienced since the economic recovery that began in early 1983. Although the lumber - dependent areas of such states as Oregon, Washington, Idaho, and Montana have been aided by the major housing recovery of the past two years, employment in this sector is still well below its previous peak.

The outlook for the nation in 1985 is quite positive, although the rapid growth experienced in 1983 and 1984 during recovery from a major recession cannot continue. It is expected that real gross national product (GNP) for the nation will increase 3.690 in 1985 after the 6.990 increase in 1984. Furthermore, the chances of a recession occurring in 1986 seern low at this time assuming that the Federal Reserve remains steady towards the low end of its announced targets for monetary gxowth.

Glance West will continue to outper. form nation in housing...lower interest rates. .GNP increase of 3.6%...little chance of re cuning recession.

[!EWS

United States Gypsum Corp. will become USG Corp. this mo.if stockholders approve the change at the Dec. 19, annual meeting. .

Spenard Builders Supply is errecting a 93,000 sq. ft. prototype store with retail facility, manufacturing and assembly plants and a customer drive through 'area in Fairbanks, Ak. . . .Anderson Lumber Store, Grace, Id., is expanding to 2,450 sq. ft.

Pay 'N Pak has purchased a 2.8 acre site in Bellingham, Wa., for a new retail store. . .Boise Cascade Corp. will close its building materials center in Eugene, Or., this month. . .Ernst Home Centers has opened a-new 34,000 sq. ft. outlet for d-i-y customers in Spanaway, W". ,..

Ganohl Lumber Co., Corona, Ca., has given its contractor areaa facelift. .Richmond Brothers, Inc.,El Sereno, Ca., has been purchased by The Terry Companies and will operate as Terry Lumber Co. of El Sereno, Bob Duran, mgr. .

Oahu Lumber & Hardware Co., Honolulu, Hi., has been acquired from the heirs of Elwood Christensen by Al Burger, gen. mgr. of the firm for the past ll years, and moved to the Houma lndustrial Complex. .

A new Hsciends Home Center will open on4th St., Albuquerque, N.M., in a 40,000 sq. ft. ex-Gibson Discount Store on 7 acres of land next month, converting to semi-warehouse merchandising; grand opening is Jan.4, J. R. Trujillo, mgr.

Wickes Lumber has closed stores in Grand Junction, Co., Napa and Mammoth Lake, Ca., and opened new units in Bullhead City, Az., Henderson, Nv., and Roseville. Ca.

Homecrafters Centers, which will open warehouse home centers in Littleton and Lakewood (Denver), Co., this spring, has selected an undisclosed site for its 5th store in the area. .

Santiam Wood Products, Inc. is a new cut stock plant in Sweet Home, 0r., Rod Andrews, owner . . .Hamptan Lumber Sales Co. has been named exclusive sales agent for the Edwards Forest Division, St. Maries, Id. . .

Kaibab Industries has consolidated its import div. at its Phoenix, Az., facility; is concentrating solely on glue-lam sales there and has leased an adjoining part of the property to Tucson-based Lumber Country..

Boise Cascade is relocating its Portland, Or., wood products marketing offices to corporate Hq. in Boise, Id.; the move is set to be completed April 30. .Pacific Lumber Co., San Francisco, Ca., is selling its Stoody Co. unit, City of Industry, Ca., to Polaris Capital Group Ltd., San Dego, Ca., for an undisclosed amount. .

Martin Horwitz, a Southwest Forest Industries Inc. shareholder, has filed suit to nullify the Phoenix, Az., company's recent issui ance of stock purchase rights he alleges aimed to block unwelcome takeover offers.

Hobbs Wall Lumber Co.. Terra Linda, Ca., the oldest redwood firm in the industry, (over 120 years old) is voluntarily closing. . Fir & Pine Lumber Co., Santa Fe Springs, Ca., is moving to a part of the United Wholesale Lumber Co.property inMontebello,Ca. .

Oro MillLumber Inc.. SantaFe Springs, Ca., is operating despite a haJf million $ in damages from a fire of undetermined origin last month; rebuilding will start soon.

Burnett & Sons Planing Mill & Lumber Co., Sacramento, Ca., suffered minor damage when a flare was tossed into a lumber bin by an unidentified person. .H & H Lumber Co., Coachella, Ca., lost most of a two story storage building and its contents in a recent fire.

Omark Industries,,Portland, Or., has been acquiredby Blount, Montgomery, 4., for $268 million. .Sonneborn Building Products Operation of Rexnord Chemical Products, Inc., has opened a warehouse and distribution center in Hayward, Ca., Lloyd Tuttle, mgr. . .Rexnord has purchased Canadisn Adhaives, Ltd., for an undisclosed amount of cash. .

Plastmo, Springfield, Or., is enlarging its plant by 25Vo and building a new 3-timesJarger manufacturing facility in Toronto, Canada; the company is celebrating its 25th anniversary.

Champion Internationol and Sl. Regir have completed their merger... i

Merchonts Home Delivery Ser, vice, Oxrtard, Ca., has a new div. specializing in lumber, truss and component delivery for lumber and building supply dealers.

Transfer of the Alaska Railroad from federal to state ownership will be completed early next month with the Dept. of Transportation receiving $22.3 :million for 520 miles of track.

Latest housing startJigs. show a sharp decline of 9.890 in Oct. from Sept., 9.390 behind the Oct. '83 pace; the seasonally-adjusted annual rate is now 1,515,000. single family starts sagged 9.3, multis 10.590. .bldg. permits for future construction declined 2.290 .$$ costs were mostly blamed for the drop. .V.A. mortgage rates were recently lowered from l39o to 12.50/0.

Keep Construction Tirnes and CostsDorrn with All-Weather Wood Foundations

\Zor are probably asking yourself, "Where's I the concrete foundation?" Our answer. there isn't any. Even the basement floor will bewood!

Consider these benefits: The insulation value of all that wood. You can place insulation right into the stud cavity. Finishing the basement walls is easywith a wood stud to nail to. you can build all year around and not worry about delays

caused by bad weather. A single trade can constmct this housethe carpenter. All model building codes and primary lending institutions approve wood foundations.

If you are interested in the whole wood foundation story, youVe come to the right place... J.H. BAXTER. Callusoroneof our stocking distributors. Between us, we'll put wood back in all the right places.

Set Your Sights on UALITY

7653 Telegraph Rd

Montebello, CA 90640

(i1 3) 723-3301 o (71 4) 994-6240

930 Ashby Ave. Berkelei" cA 9471 0 (41 5) 843-4390

1576 South 300 West salr Lake city, uT 84115 (801) 484-7616

Main Office 2150 Oakdale Ave. San Francisco, CA 94124 (415\ 647-0782

Kilns, Mill & Concentration Yard, Edinburgh, lN.

GALENDAR

DECEMBER

Los Angeles Hardwood Lumbermen's Club - Dec. 11' Christmas Party, Jonathan Club, Los Angeles, Ca.

Rogue Valley Hoo-Hoo Club - Dec. lE, Christmas shopping tour, Medford, Or.

Umpqua Valley Hoo-Hoo-Ette Club-Dec. 18, Christmas party, Roseburg, Or.

JANUARY

Western Wood Products Association - Jan. 7-11, district meetings: Jan. 1, 12:30 p.m., North Shore Plaza Hotel, Coeur D'Alene, Id.; Jan. 8, ll a.m., Sunriver Lodge, Bend, Or.; Jan. 8, 6:30 p.m., Valley River Inn, Eugene, Or.; Jan. 9, 12:30 p.m., Host International Hotel/Airport, Sacramento, Ca.; Jan. 10, ll a.m. Red Lion's La Posada, Scottsdale, Az.; Jan. 11., 12:30 p.m., Red Lion Inn/Lloyd Center, Portland, Or.

National Roofing Contractors AssociationJan. 11-12, workmanship and application conference, Reno, Nv.

World of Concrete 'E5 - Jan. 1.4-1E, Las Vegas Convention Center, Las Vegas, Nv.

Oakland Hoo-Hoo Club - Jan. 15, dinner and concat, Francesco's Restaurant, Oakland, Ca.

Western Building Material Association ' Jan. 15'30, district meetings. Jan. 15, District 15, Astoria, Or'; Jan. 16, District 9 & 16, Portland, Or.; Jan. 17, District 17, Eugene, Or'; Jan. 29, Dstrict ?, Olympia, Wa.; Jan. 30, District 8, Olympia, Wa.

WBMA Young Westerne$ - Jan. 17-20, annual conference, Eugene Hilton, Eugene. Or.

Dub's Ltd.-Jan. lE, golf, Marin Golf & Country Club, Novato, Ca.

Umpqua Valley Hoo-Hoo-Ette Club-Jan. 22, general meeting, Tom-Tom Restaurant, Roseburg, Or'

Black Bart Hoo-Hoo - Jan. 23, 1985 Sports Night, Michele's' Santa Rosa, Ca.

National Association of Home Builders-Jan. 26-29, show, Astro Hall & Astro Dome, Houston, Tx.

Jensen Byrd Co. - Jan. 27-2t, show, Spokane Convention Center, Spokane, Wa.

htblicotions lor the Industry since l!21

Crow's Buyer's Guides

Thousonds of Producers, Wholesqlers, ond Drstnbutors ln one ottroctlve volume: Lumber Guide, $79.50

Plywood/Pcnel Guide, S69.50

Il you're poying more, youie poying too much.

Crow's Morketing Services

Crow's Weekly: Morket onolyses ond prrce reports for the modem wood products compony, from monogement to production

Free Releral Services: Nqtionol exposure for yout personnel needs qnd product promotion. Free lo subscribers.

Send Ior o hee sample.

FEBRUARY

National Woodwork Manufacturen Association - Feb. 2{' annual meeting, Sheraton El Conquistador, Tucson' Az.

Southwesl Hardware Co. - Feb. 3, show, company headquarters, Phoenix, Az.

Winter National Hardware & Home Center Show-Feb' 17-19, Las Vegas Convention Center, Las Vegas, Nv.

MARCH

Montana Building Material Dealers Association - March 3-5, 50th anniversary convention, Heritage Inn, Great Falls' Mt. Cologne Hardware Fair - March 3'6, Cologne, West Germany.

National Working With Wood Show - March E'110, Cow Palace, San Francisco, Ca.

National Lumber and Building Material Dealers AssociationMarch 19-21, 1985 Conference with Congress, Hyatt Regency Hotel, Washington, D.C.

Construmat International Building Exhibition - March 22'2t, Barcelona Fair.Precincts, Barcelona, Spain'

Fir plywood

Partieleboard

Knotty pine & eedar

Marine plywood

Crezon overlay

Exterior plywood sidings, ineluding redwood, fir & cedar

Hardwood plywood (full line)

Prefinished paneling (full lioe)

Sheathing

Mouldirg, hardboard

Hardwood lumber

Gluee & ftnishes

Softboard & tile

HOME GENTER MERGHANT

BILL FISHMAN

Bill Fishman & Afliliates

11650 lberia Place

San Diego, Ca.92128 most. Ganahl Lumber is a Full Service Lumber Yard!

IIETER Canahl is one of my favorite Fpaopra. He rs cororar ano most considerate. I met him last year when he appeared on a panel at the Western Home Center Show. It was with much embarrassment that I discovered that in a recent article I neglected to list Ganahl Lumber as a "must visit" during the Western Home Center Show in Anaheim. The yard is the nearest operation to the Anaheim Convention Center.

I finally visited Ganahl Lumber for the first time a few days before the show. It's a magnificent operation. The yard and showroom are exciting. There is never any doubt as to what business this dealer is in. The store layout, floor and yard coverage and the merchandise presentation make a statement. First and fore-

I sat in Peter's office and we rapped for a short time. I mentioned how clearly his store and yard identified their positioning. Peter reached into his desk and pulled out a single sheet of paper. That paper says much more about strategy than many wordy textbooks.

With Peter Ganahl'spermission-here's what I read:

19t5 BUSINESS DEFINITION:

..WHAT WE ARE. , AND AREN'T''

Our facilities, equipment, procedures, skills and merchandise mix are those needed to sell professional builders of all sizes and industrial users. These same resources are also what's needed for a large segment of the d-i-y market. We want and need all three market segments.

This strategy sets us apart from the home centers around us (National Lumber, Angels, Ole's, Builders Emporium and Handyman) in that there are certain things we do that they can't or won't do:

Much more lumber and building materials.

Milling services.

Delivery trucks.

(4) Phone sales.

(5) Credit.

(6) Separate sales areas and sales teams for contractor and industrial.

(7) Outside sales force.

(E) More extensive special order service.

(9) Early morning hours.

And there are certain things that Ganahl Lumber is unwilling to do because it

might conflict with the builder/industrial side of the business:

(1) Installed sales: we don't want to compete with our builders.

(2) We don't have supermarket style locations that are within shopping centers.

(3) We don't have conventional home center layouts where you must pass through a line of cash registers to get out.

(4) We don't price all our lumber and building materials and, as a result, we are only partially self-service.

And, third, there are certain things we are not currently doing for the d-i-y market because it would be of little or no benefit to the builder,/industrial side of the business:

(l) We don't carry certain product lines:

*Housewares *FloorCoverings

*Telephones *Garden

*Furniture *Seasonal

*Wallpapers *Automotive

(2) We don't call ourselves a home center.

In 1985 we are going to continue this same strategy. We will continue to experiment with new products and new wrinkles in our existing services and procedures. But in so doing, we will take care not to do anything that conflicts with any existing market segment.

How clear is your 1985 mission?

"Certainly we carry whatchamacallis. You'll find them in the doo-jiggers section. "

IIANY factors combine to form lUIa work climate that helps employees to be motivated to greater productivity. Almost all of these factors relate to the way in which supervisors and managers interact with their subordinates.

A group of 230 supervisors, each with 20-plus years experience, was asked to share ways of motivating employees. The following is based on their responses.

Recognize employees for a job well done. This recognition may take the form of verbal or written comments or material rewards.

Emphasize safety. As a supervisor or management person you represent the company and your concern for safety shows that the comPanY cares.

Solicit better ideas. Consistently ask employees if there is a better way to do a job.

Find out what the workers need to do a good job. Whatever the resource, make sure they get it.

Delegate responsibility. Whenever possible, delegate. To get a job done, delegate to an employee's strengths; to develop an employee, delegate to his or her weakness.

Enforce good housekeeping. Develop the right work-group attitude about the workplace.

Discipline effectively. The number one priority here is the need to manage discipline problems in private. Never discipline in anger!! Cool off -get your emotions under control. Ask why before laying down the law and listen attentively. State what you expect without mincing or reducing the force of your words. Last, but not least, gain the employee's commitment, if possible, and encourage the employee, if appropriate. The aim of the disciplinary process should be to change work performance, not offend the employee.

Discuss work assignments with employees to gain their insights and involvement.

Talk to employees at their level-not at a level above or below them. Allow for feedback.

Keep a daily "to do list" and prioritize items according to importance.

Practice fairness. Favoritism will break down team spirit and lead to considerable discord. Realize that you (as a supervisor or manager) are a daily subject in employee conversation and exert strong influence.

Follow up on work assigned; resolve any problems you may find. Employees need to know that someone notices if they do a good job and that noncompliance with instructions will be noted also, and will affect their Performance evaluation.

Act quickly on employee complaints. As one supervisor said, "Justice delayed is justice denied with consequences for productivity."

Set a good examPle in whatever You do. Be enthusiastic about your own job. A good leader motivates by example.

Get to know the emploYees and build self-reliance. Allow people to have some degree of responsibility for making decisions about how they will do their own jobg.

Say hello to each of your workers. Initiate greetings rather than wait for the other person.

Maintain a good personal and professional appearance-hair, dress, office organization, and so forth.

Present job instructions clearly and slowly. Issue written instructions and review the instructions with them if necessary,

Build a positive attitude toward you, the company and other emPloyees.

Hold an annual dinner where each person brings an item of food, and you pay for the main entree.

Mail greeting cards on holidays to your employees or present a small gift.

Don't sit in your office; get out and talk to the employees.

Encourage participation. You make the final decisions, but that doesn't mean you shouldn't welcome subordinates' suggestions and ideas and use them when they are good.

CHUCK LINK executive director

MFI Named to Growth List

Martin Forest Industries, wholesale brokers and distributors of redwood lumber, Healdsburg, Ca., have been named number 63 in the annual ranking of the fastest growing privatelyheld companies in the United States by Inc. Magazine.

In order to qualify for this distinguished honor, a company must be an independent, privately held corporation, proprietorship or partnership with sales of between $100,000 and $25 million in 1979 and have a five year operating sales history that includes an increase in 1983 sales. California took 86 of the nation's 500 rankings with Martin Forest Products placing llth in that state. According to George Gendron, editor-inchief of Inc. Maganne, "this year's 1nc. 500 had an average five year growth rate of nearly 100090." In comparison MFI had a five year sales gain of 2379s/0.

Gary Malfatti, vice president and working partner, represented MFI at a press conference and awards ceremony held at the Plaza Hotel in New York City on Nov. 30 He noted, "It is very gratifying to see the culmination of vour efforts honored in this man-

ner. I'm very proud of our organization and hope we can keep the momentum going."

President Gordon Martin said "It is indeed an honor to be chosen for the Inc. 500. We have worked very hard these past five years. I'm very proud to have MFI rank alongside such prestigious firms."

Martin Forest Industries and Paulsel Lumber Co., Fort Worth, Tx., are the only two lumber companies on the list, according to an Inc. Magazine spokesman.

Martin Forest Industries was profiled in The Merchant Magazine in Dec. 1983, page 66.

Top Billing for Lumber

As of January, Terry Building Centers, headquartered in Tarzana, Ca., will change its name to Terry Lumber Co.

Terry Mullin, president, notes "At the time when the name "building Centers" was chosen, we felt that it best described our companies. We were, after all, what had become known in the trade as full service lum-

beryards. Along with lumber, we offered hardware, building materials and a high degree of customer service. Through the years, since its inception in 1971, the name has served us well."

Today, however, he explained, "there are a growing number of consumer-oriented home centers, all advertising profusely for the consumer's dollar. Our companies are not home centers in the true sense of the word. We don't compete with them and we really should not be confused with them. It is our feeling that the name "building centers" may be confusing to the public and might tend to identify us as one of the home center groups,"

The stores will continue to carrY hardware, sash and doors and similar building materials, but the primary thrust will be, as always, lumber. Mullin feels that the term lumber in the name will more correctly identify the company.

All yards presently under the Terry Building Center banner will change to the new name, including Burbank Lumber Co. Tarzana Lumber Co., Inland Timber Co., Precision Milling Co. and The Blanchard Co. will retain their names.

Baxter Fights Condemnation

A.X. Baxter, chairman/c.e.o. of J.H. Baxter & Company, San Mateo, Ca., has issued the following statement outlining the company's determination to contest proposed condemnation by the Port of Long Beach of its 60-year-old wood treating plant in Long Beach, Ca.

"The Board of Harbor Commissioners of the Port of Long Beach, Ca., has passed a resolution of necessity which is the beginning of a procedure ultimately to condemn and take our property at Long Beach. We intend to use every legal remedy available to us to fight this action.

"Our objectives are: (l) To overturn the condemnation proposal and to continue to enjoy the use of our property to serve our customers. (2) If we cannot keep the property, we wish to remain in operation there as long as it is necessary to locate a site, get building permits to construct, and to build an alternate facility to keep us in business in our California markets.

"We will keep our customers and employees advised when there are developments in this case. Court and other procedures could drag out for quite a while.

"A condemnation is supposed to be for the public good. We seriously question whether it is in the public good to throw out an Americanowned business that has enjoyed the use of its private property in the Long Beach Harbor area for over 60 years in order to facilitate the import of Japanese automobiles. This is the use proposed by the port."

The Long Beach operation, founded by Baxter's grandfather, is located at l7l0 W. 8th St.

Hardware lmports Protested

The threat posed by increased import penetration of the United States hardware market has been addressed by the American Hardware Manufacturers Association board of directors with approval of the AHMA Thade Policy Position, a document recommending specific solutions to counter the causes responsible for the growing influx of foreign-produced hardline products.

William P. Farrell, executive director of AHMA, said "This document is a loud and clear signal that AHMA intends to participate actively in the formulation of this nation's trade

policy. This Association will do everything it can to insure a fair and competitive marketplace. "

The trade policy position paper will serve as the focal point of the association's lobbying effort in Washington when the 99th Congress convenes in January. In listing the association's priorities, Farrell declared, "The Administration and Congress must act promptly to reduce the federal budget deficits. Deficits are a primary cause for the overvalued U.S. dollar which has placed many of our members' products at a disadvantage."

The document cites federal deficits and ineffective laws to counter unfair foreign competition as the primary

reasons for the import surge. Regarding federal budget deficits, the document proposes a number of solutions including a temporary freeze on discretionary and nondiscretionary spending, line-item veto authority for the President, and a combination of tax increases and spending cuts. As for United States trade laws, AHMA has asked Congress to amend the existing statues to include "upstream subsidies" and "downstream dumping" in the list of illegal foreign trade practices. Under the proposal, the government would impose duties on imported finished products which are manufactured from subsidized materials.

SEASON'S GREETINGS

Gordy Martin Gary Malfatti Bob Haas John Blatchlord

glc;o;liJg Pyloduets

Ponderosci- pine Douglas fir Sugar pineWhitefir

Ouick Ouotes

A random sampling of ideas and opiniond

toi1985

"I think 1985 will also be fairly good for new residential construction, certainly not as bad as some 'doom and gloom' forecasters are talking about."

Dr. Oliver Jones Economtist HID

"It's going to take a couple of more months before the lower interest rates begin to stimulate the economy."

Maury N. Hanis Vice president & economist Paine Webber Group lnc.

"As interest rates retreat during 1985, the next several quarters are likely. . .to see housing picking up strength in the second half of the year."

George A. Christie Chief economist McGraw-Hill Information Systems Co.

Our quatitg tumber caln be tsitored to gour exoct sPecifrcatronsr rougtt S2S or S4S, greer\ air dried or kitn dried- We can ship bg truck o;nd trailer or bg raiL

"The housing market next year generally won't be as good as this year, so we are scaling back to be profitable on a smaller market."

U.S. Home Corp.

"We look at 1985 to be the best in six years (housing)."

Frank Howard President & c.e.o. Mclean Financial Corp.

"Housing starts will decline by l4t/o to 1.5 million units next year."

National Association of Home Builders

Econometric Forecast I

"Business activity will continue to expand at an energetic clip next year, with interest rates declining through at least the first six months."

Saul H. Hymans

Sibert economic forecasting award winner

University of Michigan

"B€cause ofthe peculiar shape ofthe recovery, housing I is likely to take on a new cyclical role -that of sustaining I the expansion rather than fading as the upturn matures."

David Hale Economist

I

I

The problems of production

By William Baugh William E. Baugh & Associates

cate that 1985 will be no better in housing starts than 1984. Since 1946 our industry has assumed that we were in an automatic growth escalator, bringing us a selfdeceiving cycle of continuous market expansion and undetected erosion of historical markets.

There are three conditions which usually guarantee this cycle:

(1) The belief that growth is assured by our expanding and more affluent population.

(2) The belief that there are no substitutes for the industry's major product.

(3) Too much faith in mass production and in the advantages of rapidly declining costs as output rises.

The enticements of full mass production have been so powerful that for many years top management has told their sales departments, "You get rid of it, we'll worry about profits."

In such an environment wood products dealers and wholesalers no longer have an incentive to stock unneeded inventory or to establish long term commitments as price volatility due to over production has created risk far beyond reward.

As a result, wood products inventorying at the point of use, which in the past helped stabilize markets, has been reduced to levels of immediate use, creating short cycles of pricing "boom or bust."

Next year will probably generate 1,450,000 starts with a lower mix of single family units, thereby consum-

Story at a Glance

Gontinuous market expansion cycle deceivang. . .over Produc. tion has meant lowered incen. tive for inventory, commitments...increased home improvement activity...management ingenuity essential.

ing less material in total. Some mills will continue to be preoccupied with lowering unit cost by over-producing, causing periods of price weakness. Position taking by buyers will be done on a basis of reducing risk by reducing acquisition cost, which starts the marketing chaos all over again and causes the deterioration of inventory values.

When this problem is linked to high borrowing costs, it becomes evident that running your business will require even more concentration on management of assets such as inventory and receivables and an effort to understand asset turnovers as a means to offset profitability problems due to low margins.

The home improvement market will continue to grow, thus offsetting some of the slackening demand in the new housing sector. The inclination is growing for homeowners to remodel or improve their present housing rather than "trade up" into new housing, except in areas of rapid population shifts.

It is anticipated that the demand for business and consumer loans will have to compete with federal deficit financing needs thus causing interest rates to rise in 1985.

The general outlook for the first half of 1985 is not one of optimism. Dealers will not have any great desire

(Please turn to page 74)

Housing level in 1985-86

By Dr. Alison Lynn Reaxr Vice president and senior economist First Interstate Bank

r TOUSING

flhas staged a noteworthy recovery during the past two years, with starts of new units totaling 1.70 million in 1983 and an estimated 1.77 million in 1984. For 1985, we anticipate a total of 1.66 million new housing units, with another 1.56 million starts in 1986. While this forecast represents some modest easing in new housing construction, the projected levels will be a vast improvement over those of 1980 through 1982.

Some major factors will act to support housing during the next two years. Further increases in incomes, the recovery in employment, and the generally high level of confidence will help the purchasing power and attitude of potential homebuyers.

We look for real GNP to rise an average of 3.690 in 1985 and 3.2s/o in 1986. Unemployment should gradually move down to about 790. We anticipate an increase in the inflation rate, but are not projecting a major acceleration in prices. Our forecast indi-

Story at a Glance

Home buyer financing more favorable. .high point for housing in spring. .more stable years ahead...1.66 million new housing starts in'85.

cates an average rise in consumer prices of 4.60/o in 1985 and 5.890 in 1986, compared with the 4.2v/o increase estimated for all of 1984.

The deficit is likely to continue large during the next two years, but will not derail the recovery. Our forecast indicates a deficit of $187 billion in fiscal 1985 and $195 billion in 1986. The research we have done indicates that a significant relation exists between the change in interest rates and the deficit expressed as a percentage of GNP. The somewhat encouraging aspect is that this deficit-to-GNP ratio will ease to 4.890 in fiscal 1985 and 4.6s/o in the following year from 4.9s/o in 1984 and the peak of 6.1 9o in 1983. Consequently, the deficit will not by itself provide further upward

(Please turn to page 74)

The Perfect Christmas Gift .![r* t I r .dnt+

A thoughtful and sensible gift for your friends, busrness assocrates and employees. Beat the Christmas crunch with a meaningful present that keeps giving all year long. Use the coupons below, or call (714) 852-1990.

current trade news in-depth reporting on dealer home center, mass merchandiser news and wholesaler activities merchandising ideas social activities calendar of coming events reports on building trends personals technical features new product and literature info

Past,

PAST

San Antonio built Wall Dry Kiln's first building 22 years ago.

PRESENT

In the current five year period we have constructed three more buildings for Wall Dry Kiln.

A salute to a successful partnership between Wall ory rciln Company and San Antonio that has endured more than two decades {

FUTURE

San Antonio is already at work on a new umbrella structure (see picture above right). We will also errect two additional buildings for them as pafi of their six year expansion plan.

esent and Future

For nearly 30 years, San Antonio has been proud of the long term working arrangements we have with our customers.

Wall Dry Kiln was started in o+o by Rex Wall. His sons, Robert and Charles. carry on the business today. We built their first building and are working with and for them today.

San Antonio's commitment to the

highest professional standards has meant that our customers can count on us, year in and year out, to provide the buildings they require.

Customer needs are our first priority. We have the exper-

ience to supply the structure our customer needs and wants. And at a price that is reasonable.

Let us show you how San Antonio Pole Construction's expertise can work for you.

Mike Esposito. rngr.

1280 thir F-l

\\'est l-antberl Rcl.

Llrtril, 1;3. 92621

(2lri) 694-a361

l7r4) s29-775O

l-]rtrn<-h:

l'.(). [3ox 8:]7

\\'illiatrts, Ca. 95)987

(9r6)473-s3al

Western Softwoods, Moufdingls & Millwork

Agficultural Wood ProduGts, Pl5nrood, Particleboard

Space Age Products Seen At Show

It was "full speed ahead" at the 80th NHMA International Housewares Exposition, in a recovered economy that is setting new records for America's $45 billion-atretail housewares industry, according to Ronald A. Fippinger, managing director of the National Housewares Manufacturers Association, which staged the semi-annual industrywide marketing event, Oct. 9-12.

"Retailers came off a strong first half and are eagerly looking ahead to ending up 1984 with record sales," Fippinger noted. "And because of the economic recovery' manufacturers are doing more research and development of better quality new products to tempt consumer spending in the coming months, especially among those homemakers seeking'professional-use' housewares.

"The Housewares Show offered resellers and the final consumers more innovative new products in these and other home-use areas than have been on the market in many years," he continued.

Bill Hanrahan, Jim Haas. Bob Glatt, division mgr.

We are also Pleased to be a West Coast area distributor for CF&I steel products as well.

BERGER & COMPANY IS AN

INTERNATIONAL COMMODITIES TRADING ORGANIZATION WITH OFFICES

IN:

San Francisco, Ca. (headquarters); Chicago' Il.; Colfax, Wa.; Fargo, N.D.: Filer, Id.: Grand Cayman, British West Indies; Santiago' Chile; London, England; Geneva, Switzerland: Nicosia, Cyprus; Buenos Aires' Argentina: Moose Jaw, Canada; Johannesburg, South Africa; and Taipei, Taiwan.

The Housewares Show is not open to the public, but a survey of exhibitors in what is truly a "houserwife's paradise" indicated greater use of electronics in small housewares appliances, to give greater durability in timing devices because there are no moving parts. There also are increased numbers of microwave and other food preparation accessories, under-the+abinet appliances and healthcare products which reflect consumers'greater concern for their health and well-being, as well as time-saving convenience. Here's a sampling of some of the newsmakers at the Show:

o Undercabinet combination blender/can opener mounts underneath the cabinet as a fully automatic can opener and pulls down to give way to a l0-speed "Vortex" action blender, which when folded up, disappears as easily as it appears.

o Mini-food processor does virtually all the gourmet tasks a conventional processor does, as well as commonplace jobs more easily; the compact unit has no onloff switch, and can only be turned on and operated when the cover is in place.

o A battery-operated "speaking scale with memory" announces weight in pounds or kilograms, stores it in memory bank, tells variation in weight and indicates gain or loss on the next weigh-in, as well as offers five memory numbers for family household use.

o Electronic espresso coffeemaker from Italy has an electronic "sonarmatic" system that sounds when the coffee is ready, and the two-cup model operates off a car battery when the cord is inserted into the dashboard cigarette lighter.

o Personal activity computer is a lightweight, credit card-sized computer worn on a belt or in a pocket, which automatically monitors a person's physical activity and displays the calories used up.

o Non+lectric, water-operated oral cleansing appliance fits all faucets and has a metering attachment to provide mixtures of mouthwash, fluoride, etc.

(Please turn to page 44)

lf you're going to specialize in specialty lumber, there's no going halfway about it. You've got to carry the best.

And at Disdero Lumber Company, we do. We carry top quality Western Red Cedar, Redwood, Douglas Fir, Hemlock and Pine. And we have them in kiln-dried, vertical and mixed grain finish, pattern and siding. In standard sizes or milled to your specifications.

We're also a leading supplier of Laminated Beams. As well as Lock Deck@ Laminated Deckinq.

So before you settle for any" thing less than the best, get one thing perfectly clear: For top quality lumber, call Disdero.

A specialty lumber distributor for over 30 years.

In Oregon, calltoll-free (800) 452-5737. West of the Rockies (except Alaska, Hawaii, New Mexico and Colorado), calltollfree (800) 547-4209.

Disdero Lumber Co.

PO. Box 42247 1504 S.E. Woodward Portland, Oregon97242 (503) 239-8888

HECHINGER

(Continued from Page 10)

sary to maintain a competitive stance.

Home improvement retailers will ultimately recognize that there is a huge market potential of senior ci\izens among our population. This heretofore relatively untapped segment of over-55 consumers today numbers fairly close to 50 million people. Think of it! In the years ahead, the number of people in my age category will increase to the point where one out of every four people will be over 55 years of age. Do we want cater to this group? You bet your life we do!

Look at the statistics. Senior citizens control 28v/o of the discretionary income in this country of ours; their combined personal household annual income is over $575 billion dollars. Seventy percent own their own homes and most have already paid off their mortgages. I'm a do-it-yourselfer and I've seen 80-year-olds in our Hechinger stores who would put me to shame. We, as retailers, must cultivate this group by educating them. They can and should be an important, vital part of our industry's consumer mix.

As many in our industry know, the Hechinger Company is in the midst of a two-year expansion program which should result in 20 new stores. We, as home center retailers, are upbeat about 1985 and beyond. Along with our expansion, we know that finetuning our market approach is vital to our future. We are prepared and confident that our decision making skills and new awareness will result in 1985 being a growth year of opportunity.

LANNING

(Continued from page 10)

sales opportunity, the amenities of decks, patios, pool areas and saunas are an excellent market for other redwood products.

Affordable smaller houses, smaller lots and zero lot-line site plans are also indicated. They are made more salable with quality amenities like privacy fences, screens and trellised outdoor living areas.

Remodeling, another good redwood market, should continue strong especially where there is availability of equity mortgages and shorter-term variable rates.

The redwood industry itself will continue to produce a large amount of young-growth lumber-knot grades well suited to the remodeling,

NIEBLING

(Continued from page 14)

distribution? There is a cost to performing the wholesale function.

Can the large retailer rely solely on buyrng direct or utilizing buying cooperatives for his supply needs? Will these suppliers have the financing and the professionalism to increase their impact in such a changed environment?

In the past decade, the independent wholesaler has found that he cannot be all things to all people. He has also found' that he can be more than competitive when he specializes in doing something better than anybody else. The large nation-wide wholesaler of commodity dimension is just as specialized as the small industrial wholesaler.

outdoor living and add-on projects that are indicated by the affordability crunch. In an industry move to address the affordable siding market, young-growth redwood is being dried and cut to pattern, creating lowerpriced redwood sidings that have sold well and should continue strong.

At retail level, the two-income family trend indicates more shoulder trade and d-i-y purchases by knowledgeable, qualityconscious male and female shoppers encouraged by industry advertising and public television instructional programming.

In the custom home market and for low-rise commercial/institutional uses where affordability is not a major concern, continued sales of fine quality redwood siding and interior paneling are indicated.

We think it's goingto be ahell of a year. . .sometime in 1985.

Less Softwood Demand Seen

Less demand for softwood in 1985 was predicted by both exporting and importing countries attending the recent European Softwood Conference.

A drop of 4-50/o from the 1984 volume is expected. The strength of the U.S. dollar is constraining the market need, according to H.A. Roberts, president of the Western Wood Products Association and a delegate to the conference.

A Canadian export forecast for 1985, which U.S. delegates termed "unrealistic," showed exports to the U.S. of ll.l billion board feet, compared to 12.8 billion b.f. in 1984.

Temecula Lumber One rises from the ashes

I UMBER One, a Southern CalifLornia chain owned bY Cole Industries, increased its store count to four last August when it officially reopened its 30,000 sq. ft. Temecula Lumber One outlet in Temecula' Ca.

The new store was rebuilt on the same site as the Temecula Hardware building which a fire comPletelY destroyed in September, 1983, about 9 months after Lumber One acquired it from Bert and Gerda Hornsveld.

"For the past l0 months we've been working out of a l0 x 60 trailer and needless to say, we won't miss the cozy working conditions!" says store manager Hank Hornsveld.

The new store has aPProximatelY 20,000 sq. ft. of retail area and about 10,000 sq. ft. of warehouse space. Although the new building combines both modern concrete tilt-up building techniques and traditional frame and truss construction, the final result has the look of the Old West. This style of architecture is found throughout Temecula.

A complete line of hardware, electrical supplies, garden needs, housewares, paint, plumbing, lumber and

building material is stocked. Market radius is approximately 20 miles.

"We know that the residents of this area will expect to find exactly what they're looking for at Temecula Lumber One," Hornsveld said. "We're going to see to it that they are not disappointed."

Temecula Hardware, as one of the oldest businesses in town, was always well regarded for its wide variety of merchandise and friendlY atmosphere, he explained. The family tradi tion of customer service and "never out" of stock attitude has been the

Story at a Glance

Rebuilt on same site...sPacious Old West building comPle' ments town's architeclure...f ull line of d-i-y, contractor, indus' trial and agricultural merchan' dise attracts customers lrom 20 mile radius.

key to the success of the company throughout the years.

Cole Industries Plans to continue expanding the old traditions, Particularly in the lumber area, in an effort to accommodate the raPidlY growing contractor, industrial, agricultural and homeowner trade in the area.

Located in National CitY, Ca., Cole Industries operates three other lumber and building material centers in San Diego County.They are very familiar with the expectations of customers in the smaller towns which are expanding as the county's PoPulation increases.

The fire which destroyed the old store was caused by an electrical short in the main power box. The total Ioss was estimated at $1.5 million. The wooden walls were all that remained standing of the main building at2872l Front St. The remainder of the 20,000 sq. ft. building was charred piles of rubble and ash. Behind the main building the corrugated iron roof of the 10,000 sq. ft. secondary building was left crumpled and sagging from the heat of the fire.

()LD WEST architecture blending with lhe rest of the lown was used to rebuild the (1) 30.000 so. lt. Temecula Lumber One outlet.

(2) Customers vied for prizes including a Hrinda ATC. oatio/barbecue set and a $400

Black & Decker workshop. (3) Employees were ecstatic to be released from (4) the 10 ft. wide trailer which was the "store" for 10 months. (5) Customers found a complete line of home maintenance and building

maierials as well as lumber in the new store. (6) Loss from the Sept. 23, 1983, lire was esiimated at $1.5 million. (7) Po0corn and (8) hol dogs were served at grand opening,

ffiNw"3

UlffiFic Old'WfiFlil Uffi,

The populority of elegont porquet hordwood flooring spons severol centuries, Once selected by Europeon nobility for poloces, monor houses, ond costles, porquet floors remoin the modern doy fovorite for those who oppreciote room wormth ond mognificent beouty,

Todoy, new ond exciting design potterns blend yesteryeor's best with 2Oth Century creotivity, The showrooms of Virginio Hordwood Compony feoture o vost selection of the finest porquet flooring in the world, Come in ond see for yourself,

May

More Factory Built Homes

Housing will become more industrialized in the coming decade with more factory-built housing and more partially built units completed by large home builder companies in their own prefabrication plants.

Don Spear, president of LSI Systems, Inc., a housing market research firm, and Dr. Tom Nutt-Powell, of the Joint Center for Urban Studies at Harvard and M.I.T., credit present and future trends in the manufactured housing industry to continued high labor costs and more sophisticated automation.

One of the most drastic changes over the next decade will be a shift in the percentages of the different types of housing. Smaller family size, increased costs for land and continued high construction costs will prevent a return to larger and more expensive single family detached units, according to the two experts.

As the need for small houses increases, the manufactured housing industry should flourish. Mobile homes should increase nearly threefold, and panelized houses should increase more than 6990, according to their 10 year outlook.

Dr. Nutt-Pou'ell singles out manufactured housing from stickbuilt, pointing out that manufactured housing maintains a eon:istent creu , training and controllable costs for matcrials and personnel. Although manufactured housing's negative image has sometimes affected its market base and role in the housing industry, he feels the concept should appeal to the mass market.

NFPA Explores New Markets

\\ra1s thc inclr-rst11'can cxpand ntar kets for wood products \\'ere erplorcd in I I special sessior.rs at the National Forcst Products Association's 82nd annual meeting in Palm Beach, Fl Nov. l3 - 15.

A fire 1'ear plan for the proclucts division and opportunitics for tradin-e u'ith China were among thc topics covered.

W. Carroll Larnb, erecutir.'c vice president of the Florida Forestrl' Assoeiatitrn. ofrcllerl tlrr' errrrrcnlior) u'hich folloned tlie therrie "Opening the Door to Erpandcd Markets in the '80s." Also pulsuing this idea *as

('harlcs \\I. Ilingharn, crecutirc rice prcsiclcnt ol' thc \\'cverhaeuscl Co., *ho discussecl the industry ancl consumcr- trcncls for il'ood products, outlining actions nccessarv to crpand nrarkets for thcse products at honre ancl ovcrseas.

Dr. Anthonr, Don'ns, scnior fellori at the Brookings Institute, \\Iashington, D.C., highlighted factors inlluencing the outlook for residcntial and nonresidential constrLlction ove| thc coming Vears.

Douglas Kiker, Washington correspondcnt for NllC Nightll' Neus, appraiscd the groLrp of the task facing thc Prcsiclent ancl Congress in rcducin.' th.- f,-derrrl deli,'ir

Robert F. Higgins, prcsidcnt of the N1cdlord Corp., Mcdford, Or., u'as elccted chairman of the board ol governors, succccding .lohn F. Forrest, senior r'.p., timber and *ood products group, Boise Cascacle (-orp., *ho becamc past chairman.

Richard W. Buchanan Jr., Buchanan Lunrber Co., N{ontgomerl, Al., u'as electecl first vice chairman, and .lohn E. Stevens, presidcnt, Kirby Forcst Industries, lnc., Houston, Tx., was named second vice chairnran and treasurer.

Fks Choice METAL

Weyerhaeuser Customer Service Centers now carry a mix of metal products including nails, rebar and remesh, as well as farm and garden fencing in a number of popular styles.

COMPETITIVE PRICING

Weyerhaeuser prices are always competitive. You can count on it. You can also count on consistent quality of products at the best value in the industry. Day in and day out.

RELIABLE DELIVERY

When Weyerhaeuser people give you their word, you can rely on it. Allorders will be shipped when promisedon time. No excuses. lf a problem does occur, we will go the extra mile to satisfy our customer.

CONSISTENT QUALITY

Weyerhaeuser-produced products are measured against rigid quality control standards, We will not cut corners. You can rely on Weyerhaeuser products to meet your performance expectations. Products purchased for resale by Weyerhaeuser will meet

O Copyright 1984 Wey€rhaeuser Company

WEYERHAEUSER CUSTOMER SERVICE CENTERS:

ARIZONA

Phoenix: (602) 269-3541

CALIFORNIA

Anaheim : (7 1 4) 7 7 2- 5880

Fontana: (7 1 4) 877 - 61 0O

Fresno: (209) 486-6221

Hayward: (415) 786-1 700

the same demanding requirements, lf it comes fromWeyerhaeuse[ you can counton its quality.

DEPENDABLE SERVICE

Weyerhaeuser Customer Service Centers are conveniently located to meet the supply needs of our customersquickly and accurately, We work with our customers as partners, anticipating their needs and staying ahead with new products and new ideas. And ourTrading Centers are primed to give you prompt service on all direct mill needs.

PEOPLE WHO CARE

You will always get a quick response, accu rate information and insightful cooperation from the people of Weyerhaeuser. We are dedicated to solving customer problems, and working hard to be the prefe rred su pp er. You r respect is Weyerhaeu se r s top priority. We will never take it for granted.

Long Beach: (213) 436-8475

Los Angeles: (213) 748 - 5451

Sacramento: (91 6) 371 -1000

San Jose: (408) 297 -9451

Sepulveda: (21 3) 894-401 5

COLORADO

Denver: (303) 433-8571

OREGON

Eugene: (503) 461-0500

Portland: (503) 646-061 1

UTAH

salt Lake ciry: (801) 972-5525

WASHINGTON

Seattle: (206) 854-3550

V9eyerhaeuser

Willits/Eureka RR Back ln Action

Railway service between Willits and Eureka, Ca., is now being offered by the Eureka Southern Railroad Co., a company formed by the Northwestern Pacific Acquiring Co. purchasing the Northwestern Pacific Railroad, a unit of the Southern Pacific Railroad.

Bryan R. R. Whipple is president of the new company. Sherman A. Honnon will be manager{perations and John H. Kosack, manager-administration. Offices are in Eureka.

The first train sent north from Willits on Nov. I handled 29 empties. The first train south on Nov. 5 carried 14loads of lumber, according to company sources. The inaugural trip was the fourth time a train had traveled from Willits to Eureka since July 1983. The line which runs through some of the most inaccessible terrain in northern California has 30 tunnels and several bridges. It has been plagued with washouts, slides and fire and was twice destroyed by floods on the Eel river.

SPACE AGE HOUSEWARES

(Continued from page 34)

o Fitness system is a single, compact unit with all the strong points of professional gym equipment to exercise and develop all eight muscle groups. It folds to within 15 inches of the wall for compact storage, and has all appropriate accessories for a complete at-home exercise program.

o A bicycle exercise and storage/maintenance /repur stand that can be used with a l0 or l2-speed bicycle when the front wheel is detached. The bike is secured fork-tofront fork support, crank-to*rank supporti and the rear tire rides on a roller-bearing cylinder, with variable turbo resistance fans.

o A complete computer recipe software system for IBM PC, PCjr. and other lBM+ompatible computers. It is designed to organize recipes in cookbooks, magazines, notebooks and cardfiles; to reference 500 recipes from five popular cookbooks, as well as hold 100 personal recipes, and to print out a shopping list.

Other housewares newsmakers include a snack center non-stick bowl in the middle of a chrome serving tray, above a thermostatic controlled hot plate that allows onebowl ingredient preparation/melting to a "just right" serving temperature level; a cordless tray and serving board that can be built into the counter top as a permanent cutting and heat retention board; an oversized muffin tin that allows the cook to prepare as murny as six individual servings, all in one pan and all ahead of time, and a brush that is flexible to bend around odd shapes and clean areas that other scrub brushes cannot reach.

Finally for fun, a lap desk/study aid provides an easyto-use, portable writing surface, with a base that works on the "bean bag" principle and adjusts to the user's sitting position.

ilflr ut lilflrlfr ilumhr ruunt tu tftunh gnu fur grur hasinws uni rupport. All t[r hrut ruirfes tn gtu fur u iuguur luliiug uni u prosqwrur Nru flrur.

Dan Green D ! Barbara Thompson tr Sterllng Wolfe, Jr.

WOLFE LUMBER COMPANY

2720 East Goast Htghway P.O. Bor 8761, Newport Beach, Ga. 9A6GA

Store location's role in market management

The new retailing environment of the 1980s has compelled many leading retailers to replace their merchandisingoriented strategies with longer term marketingoriented strategies.

As part of this new orientation, store location planning becomes a vital part of the marketing management function.

\4b've onthe

In a report, "Location Strategies to Support the Marketing Management Function," Management Horizons Inc. explains how location strategies, geographical and locational analyses can be used to implement the marketing concept. According to the report, location decisions must be:

o Broad-based-Such an ap-

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proach goes beyond the simPle site selection or lease-renewal process, and includes strategies and tactics for exploring new markets, penetrating existing markets and other long-term issues.

o Proactive-From a marketing perspective location strategies are proactive or anticipatory to help meet goals for the long range, rather than being threat-related or opportunistic.

o On-Going-Locational analYsis is an on-going process which is found at all levels of the strategic planning process, from the development of corporate objectives, through the site selection process and including the monitoring of store location performance.

o Consumer Oriented-Location strategies are developed which are based on a thorough knowledge of the target market PoPulation, not only in terms of their merchandise and service needs but in terms of their desire for convenience in time and space, and the whole shopping experience.

o Whole-Market-Whole market decisions will occur with increasing frequency in the 1980s. These involve obtaining maximum market coverage within a market. The location of individual stores and their performance will be examined in the light of their impact on market or even regional clusters, and not on individual bases.

o Functionally Integrated-Location analysis provides input for merchandising, customer communications, and especially market share management, and locational decisions are coordinated with other functional areas.

The six strategy options include:

o Market Expansion-Entering new market areas, with new stores, but serving the same consumer segments.

o Market PenetrationIncreasing market share in current market areas, through infilling with new stores, but again serving the same consumer segment.

r Business Performance Improvements - Gaining incremental

1*] Willamette Industries, Inc. V Lumber and Plvwood Sales Division -

improvements within existing market areas, without adding additional space and while serving the same consumer segment.

r Market Diversification-This is the counterpart of market expansion. It involves adding new store formats to serve other consumer segments in the new markets.

r Market Intensification-This is the counterpart of market penetration (i.e. current market areas, and new stores) except, this involves the addition of multiple store formats to serve new consumer segments.

. RepositioningThis is the counterpart of business performance improvements (i.e. current market areas, current stores). This strategy includes stores which are reformatted or reprogrammed to serve a different consumer segment.

o Non-Store PresencePresence is felt in new market through spill over advertising or catalog distribution while no stores are added.

Selecting the appropriate strategy can be confusing. Careful attention must be paid to the firm's stage in its life cycle. In addition, one must consider the area's level of store saturation, the state of the economy, as well as specific corporate objectives. As

Doherty explains, "for convenience sake, these strategies are identified as independent thrusts. In actuality they do overlap, and a company may be engaged in several at the same time. This is especially the case for companies with divisions at different life cycle stages or at different levels of competition."

These strategic issues tend to involve varying degrees of risk for the retail company. During the 1980s most successful chains will automatically apply advanced site selection procedures. The result may well be a retail stalemate as all competitors have access to the same demographics and the same statistical models. "Those companies which develop location strategies that are strongly marketing oriented, in conjunction with sophisticated site selection techniques, ' ' says Doherty "will be able to pre€mpt competitive moves, lock up markets, and so rise above the retail competitive plane."

Dr. Peter Doherty, author of the reports, explains, "Location strategies should be thought of as broad-based directional decisions designed to help meet corporate objectives."

Such decisions involve not only locating new stores, but relocating

stores, renewing leases, changing the size of stores, and modernizing and reprogramming existing stores. Location strategies should be component parts of a total marketing strategy program which guides the deployment of all the retailing mix variables.

According to the study, once strategies have been developed, specific plans or tactics follow. These are the road maps which point to particular markets and include plans for entering these markets with specific numbers, sizes and types of stores. Thctics then lead to detailed analyses of specific trade areas and ultimately to a site-selection decision.

"The selection of sites is not a final decision," warns Doherty. "Location analysis is an on-going process -store performances need to be monitored on a regular basis. This information is required not only to identify changes due to life cycle changes in location, company and industry, but also to provide feedback as to the wisdom of the site-selection decision, the location tactics, the location strategies, the marketing program, and even the corporate objectives."

Location decisions are believed to

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L-P Forms Venture Subsidiary

louisiana-Pacific Corp., Portland, Or., has formed a new subsidiary, Louisiana-Pacific Ventures Corp., which will join venture capitalist Jacques B. Nichols in a partnership, First Source Capital Fund Ltd., to invest in start-up high-tech companies.

"We're looking forward to being a key participant in technological advances as they occur," said Harry Merlo, chairman and president of L-P. The company reportedly is venturing into the investment opportunities directly or indirectly related to the lumber business, including computerized industrial machinery, systems controls and laser technology.

Evadna Lynn, a Merrill Lynch vice president who analyzes forest products companies, says "It's a way to put their cash to work creatively. It will use a very small portion of the company's cash, and it keeps them abreast of technological developments related to the industry."

The company, according to Lynn, will receive a cash windfall approaching $2SO million in the next year or so. They expect to realize a net gain of $65 million from the reported sale of

their stake in National Gypsum Corp. In addition the company has $190 million in receivables due from the federal government for seizure of 27,000 acres of Louisiana-Pacific land for the Redwood National Forest in California.

Montana Dealers' 50th Year

Montana Building Material Dealers Association will celebrate its 5fth anniversary at its annual convention, March 3-5.

Heritage Inn, Great Falls, Mt., has been selected as the site. A buYing show with displays and the convention program are in the planning.

Who Buys What, Where

Baby boomers, shoppers born between 1947 and 1962, most often Purchase plumbing, electric and building materials, paint, wallpaPer and related supplies from a do-it-yourself store.

Additional statistics in a nation-

wide study monitoring consumers' retail shopping behavior showed that early baby boomets, (24'27 years of age) bought 9290 of their hardware, lawn and garden, and auto supplies from a d-i-y outlet while those in the late baby boomer category (a$e27-34\ made only 7790 of that type of purchase in such a store, according to Management Horizons, Columbus, Oh.

Remodeling Keeps HealthY

Despite relatively high interest rates for financing remodeling work, remodelers are optimistic that their business will remain brisk through the end of the year.

More than 270/o rate overall remodeling activity as good. Another 22s/o rate the market as fair. They expect those levels to remain about the same through the end of the year. Americans, who spent more than $49.3 billion on remodeling in 1983, are expected to spend an estimated $55 billion in 1984.

QUESTION:

Recently a reader we had met asked: "What should a dispatcher's normal responsibilities be in a lumber yard like ours?" His yard, in the $8 to $10 miuion volume range, owned and operated 12 trucks. The answer given was specifically geared for his operation, but the basis of it applies to almost anyone performing the "dispatching function."

ANSWER:

Literally, one definition of "dispatching" is "to send away," Delivery is often defined as the act of sending to an intended destination. Thus, a lumber and building materials dispatcher is the sender of materials to an intended destination. In many cases, the dispatcher must meet time requirements as well. The implementation of such responsibilities revolves around the l0 basic functions listed.

Questions on delivery costs? Send them to this magazine at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Wally Lynch will answer them in future issues. This is your chance to take advantage of his expertise in cutting your delivery costs.

How you can save on delivery costs

IMPLEMENT COMPANY'S DE. LIVERY POLICIES. First, does your company have one stating what your people will do for the customer? If not, why not? If so, what should it contain?

(2) DIRECT THE COMPLETION OF THE COMPANY'S DELIVERED SALES WITHIN THESE POLICIES. Delivery completes the sale and makes it a receivable, but not one dime can be collected until delivery is made. Liken management of delivery to management of receivables!

MAINTAIN THE COMPANY'S DELMRY LOG. Plain and simply, a list of things to be done. It's an almost indispensable planning and managing tool.

(4) DEVELOP AND PLAN LOAD SIZES AND MAKE-UP. Prevent the most costly disease in the delivery business-"reactionitis," which generates enormous yard chaos and sale losses.

(Continued on next poge)

(Continued from previous page)

(5) SCHEDULE AND ROUTE TRIPS. Take the loaded trucks to the customer during his work hours on a mutually profitable basis.

(6) MONITOR TRIPS AND DELMRIES. How effectively are the company's people being used? What is the average first out? How long is the turn-a-round time in the yard? How many miles are driven? What is the value of materials delivered?

(7) OBSERVE AND EVALUATE PREVENTIVE MAINTENANCE PROGRAM. Does the company have a program? Who is responsible for it being used? What is done to solve a problem when it occurs? How is a vehicle lost to maintenance replaced,?

(E) SUPERVISE DRIVER'S ACTIVITIES. Does every driver have a copy of his job description? Do drivers load, unload, drive forklifts, take orders, etc.?

COORDINATE LOADING ACTIVITIES AND EQUIPMENT USE. Are deliveries staged and preloaded? Is equipment rotated among drivers? Is paper work completed?

DEVELOPDAILYP&LONDELMRED SALES. Do you know the value of what is delivered and what your delivery costs are? Can you tell a profitable delivery from one that loses money?

Each of these functions will be further developed and explained in future issues. In the meantime, identify which of the above are in place at your company and which are not in evidence there. They won't all apply in every instance, but they represent a check list for any delivery operation.

"Management Suneys the Black Hole of Delivery," divided into three seporate dollar volume manuals, under 82 million, $2-5 million and over $5 million, is available for $45 from Builders Express Inc., Ib50 Plano Rd., Dallas, Tx. 75243. Attention: Wally Lynch.

Rx for Monday

Monday will look a lot better if you do some preventive planning on Friday.

. Complete as many jobs as possible on Friday. Clean up all loose ends. Clean off your desk before leaving.

3 Try to get all your personal business done on the weekend.

o Keep Sunday night for relaxation with activities scheduled for Saturday evening and Sunday afternoon.

. Set a new goal in writing for Monday, but make it something simple; skip jobs which will make you dread going to work.

r Avoid putting problems on the Monday schedule. They will be taken care of more smoothly throughout the week.

o Don't indulge yourself with Monday morning blues. They're contagious for the rest of the staff.

. Plan something enjoyable for Wednesday. A mid-week break will allow you to anticipate and remember.

February, f985

An exclting addition to this magazlne's series of special issues will appear in February, 19E5.

Hightighting cedar, it will cover a wide range of topics of interest to anyone lnvolved $rith wood. tlbll be talking about cedar's oelling points, marketing possibllities and its growing role tn the wood market. . . plus: how to buy it and how to promote cedar.

ln addition, there will be case hlstorles and other success storles on how wholesalerc and retailers can proftt from cedat's growlng market acceptance.

ADVERTISERS: Make sure you're not left out of this important issue. Call oruritetoday to resewe space in our Februa4l Cedar Special lssue. The deadline for space resewations is Januargr S, 1985. Ib resenre space orfor more information, just call the telephone number shorm below.

Ron Vickers is now assistant plywood sales mgr. at Emerald Forest Products, Eugene, Or.

Tom Murdoch has joined Chintimini Forest Products, Inc., Corvallis, Or', as a lumber buyer.

Gene Baker is the new sales mgr. at Welco Lumber Co., Marysville, Wa'; Neal Mix is in charge of quality control and shipping.

David Bodtker is the new plywood sales mgr. at Alpine Veneers, Inc., Portland, Or.

Daniel Green and Gregory Taylor have joined Woodland Management, Inc., Portland, Or.

Rick Preble is now in sales at Colonial Cedar, Kent, Wa.

John DiPeri is new to sales at MSG Forest Products, Portland, Or.

Gordy Martin,Martin Forest Industries, Healdsburg, Ca., has returned to work after back surgerY.

Gene Skrivan has joined sales at Mary's River Lumber Co., Corvallis, Or.

Joe Bowman, Bowman Lumber Sales, Cloverdale, Ca., and his wife, I)oris, visited Korea, Taiwan and Hong Kong on a 15 day trip.

W. A. Hensler is now senior v.p. and gen. merchandise mgr. of Wickes Lumber, reporting to Leslie L. Hagen, gen' mgr., Wickes Lumber, and senior v.P. of The Wickes Corp.

Robert J. Singer is now director of loss prevention and security for Builders Emporium, Irvine, Ca., according to Bernard Kritzer, iterim c.e.o.

Terry Galbraith has joined Diablo Timber, Danville, Ca., in di5patcling' Scott and Lani Gates, Atko Building Centers, Tucson, Az.,are parents ofa son, Grant Cornett Gates, born Oct. 28, 7 lbs. 6 oz. and 2l in. long. Kirk is the big brother.

I)ennis Kennedy has been named territory mgr. for the Building Materials Div. of GAF Corp. in Arizona. Carl BaPtiste is filling the same position in Hawaii.

Ken and Jo Tinkler, Stahl Lumber Co., visited friends in Missouri for a few days after attending the National Hardwood Lumber Association convention in Kansas City. Mark Michie also attended the NHLA convention. Craig Murphy has moved to Western Wood Treating, Inc., Woodland, Ca., according to Tony Cline.

Alan S. Holmes, Georgia-Pacific Corp., Fort Bragg, Ca., is the new Pres. of the Redwood Inspection Service, succeeding Jack H. Razzeto, LouisianaPacific, Cloverdale, Ca. Harold Hen' derlong, Rolando Lumber Co., Cloverdale, is the new v.p. Peter Johnson' Jr. was re+lected gen. mgr' and sec,-treas.

Tom Baker has retired from Rimforest Lumber Co., Rimforest, Ca., after 22 years.

Allen and Lynn Bogh, Anchor Lumber Co., Beaumont, Ca., have been recognized for their contributions to the community.

Norm Jacobsen, Jay-Vee Logging Ltd.' Maple Ridge, B.C., is the new Pres. of the Pacific Logging Congress; Nick Kirkmire, Plum Creek Timber Co., v.p.; Raymond Luthy, Publishers Paper Co., treas.; William J. Cary, exec. v.p. and sec.

R.C. "Duke" Stetson has retired from MacMillan-Bloedel Building Materials, Portland, Or., after 23 years in the industry.

Guy M. MoDrak has joined the North American Wholesale Lumber Association staff.

Irving Littman is now treasurer of Boise Cascade Corp., Boise, Id.

Tom Garcia has joined sales at Oregon Cedar Products, Eugene, Or.

William R. Haselton, chairman and c.e.o., St. Regis Corp.; George P. Jenkins, director of St. Regis, and Regis W. Lear, former director of St. Regis, have been named directors, Champion International Corp., Stamford, Ct.

John Kendall, Standard Lumber Co., Spokane, Wa., is vacationing in Hawaii.

Bill Bueermann, NorCal region, and Ron Alvey, Mountain States region, received Most Valuable Performer awards from Champion International.

Josh T. Hulce, pres., Manville products group, has been named pres. of Manville Corp. Harry Sherman, former v.p. of the paperboard div., is now pres. of the forest products group.

Thomas Martin has been named controller of Water Jet Corp. in Canoga Park, Ca.

Randall Denos has joined Hydro Systems Inc., North Hollywood, Ca., as director of marketing and sales.

Mike Bowler is the new asst. mgr. of Coos Head Lumber and Plywood Co. and its sister co., Pacific Lumber Terminal, Wilmington, Ca. He was with Louisiana-Pacific and Sun Lumber Co. for 12 years in management jobs.

Bill Jacobson, Reid & Wright, Arcata, Ca., is back from a sales trip to Hawaii.

Mike Videtich and Dale Ragel have joined sales at Pacific Basin Forest Products, Portland, Or.

William Swindells Jr., pres, and c.e.o., Willamette Industries, Portland, Or., has been elected chairman ofthe board succeeding Gene Knudson who has retired. trloyd Vike is the new v.p., m.uketing, for building materials, succeeding Dick Davis who retires Jan. 3l after 33 years.

Richard Reid and Chris Lynch, Louisville, Co.; Robert F. Reid, Hawaii; Robert B. Reid, Bill Jacobson, Nancy Bettendorf and Ken Laudenschlager, Arcata, Ca., all attended the annual sales meeting of Reid and Wright Inc. at corporate Hq. in Arcata.

Gary A. Miller has been named v.p., personnel, at Southwest Forest Industries. Phoenix, Az., according to W. A. Franke, pres and c.e.o.

Dennis Moffet is now mgr. of the 84 Lumber store in Colton. Ca.

Scott Cardwell has joined Lakewood Forest Products, Cerritos. Ca.

Jim and Dawn Summerlin, Sumwood, Inc., Los Angeles, Ca., are flying to Rome, Italy, this month with plans to spend Christmas on the Island of Sicily.

Bob Cochrane, sales mgr. at Pope & , Talbot, Oak Ridge, Or., was in No. Ca. on a sales trip.

Alexis Dow has been named chief financial officer of Copeland Lumber Yards Inc., Portland, Or.

Francine Neff. former treasurer of the United States and v.p. of Nets Inc., has been elected to the board ofdirectors of Louisiana-Pacific Corp., Portland, Or.

Steve Garrison and Lisa Warren are in sales at Far West Fir Sales' new Chandler (Phoenix), Az., facility.

Bob Sullivan is now sales mgr. at Premier Plywood Corp., Westfir, Or.

Rei 0lsen, Western Turnings & Stair, Commerce City, Co., and his wife, Leila, vacationed in Italy and Greece.

Howard White has been promoted to comgr. of the 84 Lumber Co. store, Visalia. Ca.

Jim Bentley has joined Ernst Home Centers as sales and promotion mgr., according to Bill Boston, v.p. and gen. mgr. of the Seattle, Wa., based chain.

Scott Sell has joined LongTree Partnership, Spokane, Wa.

Ron Owens is now in sales at Workmans Forest Products. Clackamas. Or.

Robert S. Potter is now representlng the Western Wood Products Association from Denver, Co.

(Continued on next page)

PERSONALS

(Continued J'rom Page 55)

Keith Seitzer, formerly field sales mgr. for Champion in Santa Clara, Ca., has replaced John Jones as regional marketing mgr. of Champion's western sales region, Englewood, Co., with Jones transferring to Missoula, Mt., as area mgr.; Frank Franciscovich is filling the same slot in Santa Clara, where Rich Read will be the new field sales mgr.

Jim Ferreira, Progressive Wholesale Lumber Co., Los Angeles; Bud BY' ard, RB Lumber, Santa Ana, Ca.; Frank Rhoades, Roseburg Lumber, Newport Beach, Ca.; Dan Fitzgerald, California Timberline, Chino, Ca.; and David Cutler, The Merchant Magazine, marched as members of The Dull Men's Club of NewPort Beach in the 8th Occasional Doo-Dah Parade, Pasadena, Ca., behind club founder-pres. Steve Freeman, Stephen G. Freeman & Co., NewPort Beach.

B. Craig Guckert has been named southwest regional sales mgr. for Rubbermaid's Home Products Div., replacing Charles Seagraves Jr', now national sales mgr. for military sales. Fred H. Matthies Jr. is the new key accounts mgr., southwest, according to Charles A. Carroll, v.p., sales.

John B. Crowell Jr., former general counsel for Louisiana-Pacific Corp., has resigned as assistant Secretary of Agriculture for Natural Resources and Environment, effective Jan. 21.

Dwight Curran, DMK-Pacific CorP., and his wife, Linda, spent Thanksgiving with family in Yucca Valley, Ca. Ron Ashla is the new marketing mgr. at Cascadian Co., Eugene, Or.

Hugh Mungus and FreddY Fungus, Mungus-Fungus Forest Products, Climax, Nv., are sponsoring, on local KRUD-TV, a hard-hitting drama series that dares ask the question Was Jonathan Swift?, Was Thomas Hardy? and What Really Drove Oscar Wilde?

(Please turn to Page 82)

NLBMDA 68th Annual

Dean Leaman, Rosenberg, Tx., was elected president of the National Lumber and Building Material Dealers Association at its 68th annual convention, Oct. 3l - Nov. 4 at the Fairmont Hotel, New Orleans, La.

President of Home Building and Lumber Company, he succeeds William R. Morrow who became chairman of the board.

Other officers elected were: first vice president, Patrick McCormick; second vice president, Gerald A. Jewett, Jr.; treasurer, Earl T. Carpenter, and secretary and executive vice president, John M. Martin.

Regional vice presidents elected included William Morton, Home Lumber, Hazard, Ky., and E. L. "Al" Newkirk, Chandler Lumber Co., Van Nuys, Ca.

J. P. Bolduc, senior vice president of W. R. Grace & Co., opened the convention with a litany of recommendations which, if followed by Congress and Federal agencies, would improve the efficiency of government and greatly assist in reducing the nation's federal deficit. Bolduc served as c.o.o. of President Reagan's Private Sector Survey on Cost Control, which was chaired by J. Peter Grace, chairman of the board of W. R. Grace & Co.

In a dramatic look toward the balance of the decade of the eighties, Robert J. Day, president and c.o.o. of the United States Gypsum Co., predicted an overall growth in housing production, increased volume in do-it-yourself building activity, and an ever greater need for management efficiencies at both the manufacturing and the retail levels. In his "Focus '85" presentation, Day stressed the importance of being sure that government maintained its postwe that housing is a cornerstone of this country's economic system.

Delegates heard forecasts on interest rates and availability of mortgage money by James Christian, chief economist of the U. S. League of Savings Institutions. A three hour session headed by Dr. William Slaughter concentrated on the importance of retailers strategically planning ahead to be able to compete in a market of high volume and tough competition.

and selected sales aids

Guaranteed To Stick

Macklanburg-Duncan has added a complete line of quality adhesives including two new super strength construction adhesives that bond almost any construction material and eliminate the need for labor intensive nailing. They are available in 10.6 and29 ounce cartridges.

Six adhesives, each available in quarts and gallons, cove base adhesives, outdoor carpet adhesive and a flammable and non-flammable contact adhesive were introduced with the d-i-yer in mind.

Chimney Draltcap

Aerocowl, a chimney draftcap from Z-Flex, Inc., is said to be aerodynamically designed to accelerate and redirect wind-induced air flowing over a chimney to eliminate downdrafts and control draw of air.

The company claims that by installing the device, homeowners can save money on petroleum, gas, coal or wood used for heating.

Practical Blade Replacement

A new replacement bandsaw blade made to fit the three blade lengths most widely used is from Vermont American.

The high-quality carbon tool steel blade comes in 57", 59V2" and 62" lengths and are set and sharpened to provide clean, fast cuts. The blades are designed to handle constant flexing without binding or crystallization.

The blades are available in four widths and styles of cut. The fine scroll woodcutting blade comes in 1/8 " width with 15 teeth per inch. The general purpose blade comes in l/4" width with 6 teeth per inch. The two 3,/8 " wide blades are designed for cutting ferrous and non-ferrous metals as well as heavy cutting of wood, plastics, and compositions.

Three more adhesives, drywall and panel construction adhesive, wood parquet floor adhesive and acoustical ceiling tile adhesive will be added to the line.

Birds Of A Feather

Twenty eight new pewter sculptured birds are now available from Gatehouse Studios/Rawcliffe Corp.

The original designs are hand sculpted from the wax to the finishing casting. Each has handpainted accents.

The collection includes a downy woodpecker, mallard duck, pintail duck, eastern bluebird, chipping sparrow and the American bald eagle. The company will custom manufacture state birds or birds not included in the collection for a minimum order.

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

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

Painters on Guard

Two painters' trim guards are now available from Red Devil, Inc.

Made of red plastic, they feature flexible bevelled edges for firm placement into irregular corners and hard edges which may be used as straight edge guides. The flexible edges are also suitable for use during applications of vinyl wallcoverings, to remove air pockets and smooth the newly-applied surface material.

Paint forAllUsers

Both the do-it-yourselfer and the professional contractor are said to like the one{oat hiding, good touch up and ease of application provided by Classic 99 Latex Matte Flat interior wall paint from the Sherwin-Williams Stores Division.

A premium vinyl acrylic designed for interior use where a durable high hiding washable product is desired, the product is recommended for repaint and new construction in residential as well as commercial applications.

King Size Sheets

Oriented strand board (OSB) in cut-to-size and oversize sheets now is available in the western United States from Furman Lumber, Inc.

These structural panels, reportedly are perfect for the manufactured housing industry, for tract housing projects and for mass production building in general because they are available in oversize and cut-to-size sheets. When foam insulation is sprayed onto OBS panels, houses can

be built out of panels with the insulation already attached, another timesaving application.

APA performance rated equal to plywood of equal thickness, and APA and FHA/HUD approved for flooring and roof and wall sheathing, the product is available. in the western United States in a full range of sizes from 4xlo-ft. to 8x24-ft. sheets (in 2-ft. increments) in thicknesses ranging from % in. to lls in.

Mini Scrubber

Kiefer Brushes Inc., has introduced a new miniature scrub brush, the Li'L Wunder Brush, which is designed to clean the most difficult areas with minimum effort.

Made with a strong comfortable handle, the brush comes with three different types of bristles: nylon for delicate surfaces; brass to clean stubborn jobs and stainless steel to scrub the toughest jobs.

The tool has almost unlimited use for cleaning wall and floor tiles, barbecue grills, stoves, window frames, nooks and crannies, and any other har{to reach places.

You Can See Your Face

Contemporary styling and a brilliant mirror finish are said to be a style and design breakthrough in the new stainless steel sinks from Polar Ware.

Hold down channels and the channel weld are eliminated by a clamp which fastens directly to the folded under rim. The sink is said to install quickly and easily and be easy to transport and warehouse since the double thick rim is resistant to bent corners and dings.

Sanding Tools

New pressure sensitive adhesive backed sanding discs and pads have been introduced by Carborundum Abrasives.

Formulated with sharp silicon carbide grain and a coating that resists loading, they have adhesive backing that grips tightly but is said to peel off quickly for disc changes.

Fitting most standard power drills, the sanding pad provides a firm surface for adhesion in flat sanding as well as in contour applications. The sanding kit includes I frne,2 medium and 3 coarse 5" discs and a pad.

Two In OneTool

Combining the capabilities of an adjustable wrench and a pair of pliers, Shift-O-Flex, from Bahco Tools of Sweden, is said to give the user improved precision and control in tightening, loosening, and holding operations on round or angled surfaces.

The tool may be tightened in position with only one hand by using the knurl which is similar to that found on an adjustable wrench. The two handles are fitted for a comfortable crip.

Around in Circles

WindowThansoms, which come as halfcircles, quarter circle and elliptical transoms, are designed by Moulding Products, Inc., as accessories to the standard Andersen casement and Narroline window profiles prefinished in white or earthtone.

Constructed of edge-glued and laminated Ponderosa pine, they use 3/4" double paned insulated glass as standard glazing. Options available include removable prefinished grilles, bronze and gray tinted glass and divided-light glazrng. The Polycron fin-

ish, which is warranted for l0 years against chipping, peeling and blistering, reportedly is designed to weather at the same rate as the Andersen vinvl cladding.

More Light For Less

A new PL adapter system from VL-North American Philips Service Lighting Corp. converts 40 and 60watt incandescent lamps into energysaving PL lamps.

The adapter requires no special conversion work on existing fixtures and fits conventional incandescent sockets, including table and floor lamps which use harps. Each lamp reportedly lasts as long as l0 incandescents and uses only l/4the electricity.

The kit includes a ratchet socket base to allow optimum positioning of the socket without overtightening, a removable ballast affixed after the replacement socket is screwed in, and a recessed lamp holder to keep the lamp firmly in place. All parts come in offwhite.

The nickel-plated brass, corrosionresistant base contains its own starter for reduced maintenance. The lamps can be used outdoor, and emit less heat while producing an incandescentlike light.

Cure For Cold Feet

Designed to move warm air from one room to another, the Air-Stik is a new low profile super powerful fan from A. J. Carlow, Inc.

A transverse flow blower is said to provide variable regulating of air movement without making drafts or excess noise. A l0'x 12'room can be recirculated in about l0 minutes, according to the manufacturer. The product also can be used to recirculate cool air into different rooms when used with an air conditioner.

Power is supplied by I 15 volt house current. The fan comes with a cover and mounting brackets for either vertical or horizontal mountings.

Silent Telephone Light

A telephone strobe light with many applications in the home is now available from Wheelock, Inc.

TelStrobe's 70,000 peak candlepower flash is activated by the telephone ringing voltage. It can be used with or without the telephone's ringer to signal an incoming call, for overcoming noise, remote signalling, silent signalling, distinguishing between phone lines and alerting hearing impaired.

The product reportedly installs in minutes with a power cord which plugs into a standard (120 Volt AC) wall outlet and a telephone line cord which plugs into any modular jack. The lightweight unit may be affixed to any interior wall with a screwdriver.

Decorative Print Panels

Keeping pace with current color trends in home furnishings and appliances, Champion has added new decorative print panels to their Concept collection of woodgrain reproductions on lauan plywood.

Textured vertical print patterns have been created from specially embossed paper overlays laminated to lauan plywood in four styles. Two are classic grasscloth patterns and two employ delicate foliage and lace designs.

The decorative prints may be effectively combined with one of the offwhite woodgrain panels in the line as an accent wall or in a wainscotting treatment.

All patterns have the look and feel of fine wallpaper in soft gray and beige tones and are available in 4' x 8 ' sizes with matchins battens.

Brass Refinishing Center

A brass refinishing center is now available from Klean-Strip as a counter display assortment. Included in it are a brass refurbisher that dissolves tarnish, grime and old clear finish or paint. A brass neutralizer to wipe away fingerprints and grease, and a protector coat which is sprayed on to protect the renewed finish.

The products are available in kit form or as open stock.

DIY Driveway Repair

Gardner Asphalt Corp. has introduced a Do-it-Yourself Asphalt Driveway Survival Center for use in home center stores and building supply dealerships.

The 4' x 4' display features ProSeal and Bond-R products, including driveway patch, driveway sealer and filler sealer.

A header can be customized to include the merchandiser's name. The expandable display can be adapted to fit available floor space.

For The Record

A 60 lb. bag of dry ready mix can be transferred to the Minit Mixer and, with water added, reportedly mixed in 60 seconds or less, not a l0 lb. bag as was stated in the New Products section storv page 54 in October.

The Cost Eslimotor Series

Field Tested

Lumber Yord

Esfimotot...HOT

oDoes .|00 line cost estimotes in minutes

.Moke mojor chonges in seconds

.use your own inventory file

.Your copy will show:

oPrints out hord copies

.Totolly outomotic

.Poys for itself the first month,

oAllows quick estimotes with no mistokes sls(X)oo

2. Generol Conlroctor

Eslimotot

.Does smoller cost estimotes with some lightning speed

. Designed for controctors thot need to enter prices & rotes os they do estimotes

+ Mini Accounts

Receivoble sTSPo

For IBM rc, )fi ond Compotibles SoJt-Touc\

Flexible 12V Lighting

Two spherically-shaped l2-volt lights that can be rotated almost 360o in any direction have been introduced by Sylvan Designs, Inc.

The new low-voltage light fixtures are designed to use l2-volt qvartz reflector-type lamps, providing 20 or 50 watts of light in either narrow spot or wide flood patterns. They report-

edly can be mounted almost anywhere, and the light direction changed with finger pressure.

The lights are magnetically coupled to a mounting magnet, which can be attached to any surface with screws. Because of their global shape, they can be twisted in any direction on the magnetic coupler to focus light precisely where it is needed.

Designer Kitchen Faucets

Harden Industries has introduced two new styles of designer kitchen faucets, a fixed 8'with solid one piece rough, and an expandable (from 6 " to 16') with flexible roughs.

Both styles have three different spouts: solid brass tubular low arch, solid brass tubular high arch, or a cast solid brass contemporary model. An optional standard plastic-type spray or deluxe brass-type spray attachment is available. Porcelain handle,/escutcheons in several colors are available to complement kitchen decor.

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

We use the best MINICOMPUTER hardware (no micros or PC's). . including Data General, Point 4, lNl, Televideo and Printronix.

We have COMPLETE, integrated software packages and will tailor any software to your specifications. COMPLETE hardware systems start at $15,000.

Caution: Fast Braking

Delta International Machinery Corp., has a new compactly designed electronic brake that provides frictionless braking for all types of wood and metalworking machinery. Automatic brake operation permits fast, controlled braking in as little as two seconds, increasing productivity and reducing costly machine idling time.

Operator controlled adjustments allow braking action to be set from two to 28 seconds, depending on the machine operation. Similarly, brake torque setting can also be quickly and easily adjusted by the operator. A patented solid state, integrated circuitry, combined with an electrical isolation system, insures accurate, reliable brake performance and protects against contact arcing. The system also prevents wear of the type associated with mechanical brake systems.

For operating safety, a positive lockout feature prevents energizing while the AC motor is running. This also prohibits the motor from inadvertently restarting during a braking cycle. The combination is packaged in a dust tight, standard enclosure which mounts easily to all types of machinery. Standard wiring and mounting arrangements permit users to easily upgrade existing machinery.

Job Specific Sandpaper

A unique, new line of sandpaper for power sanders from Norton Co. offers job-specific products and packaging that help d-i-yers pick the right sandpaper for the job.

The line includes sandpaper for disc, sheet and belt sanders, packaged for each of the four most common d-i-y sanding tasks, wood, drywall/ plaster, paint and varnish removal and metal sanding.

Each of the 16 packages includes usage tips. The line comes with a colorful pegboard header.

FOP AUAIIryCONTrcUED PRE-STAINING. . .

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

LUMBER & MACHINE STAINING

RosEvllle Rood, Norlh Highlonds (Soclol, Collf.95860

SNAP ToGETHER PIECES are part of the new C-Sash Press Lock Corner, a patented slorm panel sash, from Amesburv Industries. lt is made from high impact'ABS, reportedly eliminating the need lor mitering ano staKrng.

Swinging Door Sales

Maywood's new Four Season inswing, patio door display allows merchandising flexibility to meet the requirements of distributors, dealers and home centers.

Designed to act as an extra salesman, the attention getting display invites customers to "See what you've been missing," and serves to encourage customer inspection of construction features and product benefits. The versatile header can be used on top of the free-standing display unit, as a hanging sign or is lightweight enough Io be used as a wall or window banner.

A four+olor, consumer-oriented brochure is offered to the customer via a high-backed pocket holder attached to the side of the display. Key selling features are highlighted on the pocket holder, and a laminated version of the brochure hangs from the pocket on a chain.

The free-standing display consists of a 6 '0 " wood operating door and an adjoining stationary door. The display is 82-l/2 inches wide with a height of 103 inches including the header. Display area is 32 square feet and shipping weight is 220 pounds.

Tub in a Kit

Deluxe PVC Thermoplastic Durawall bathtub wall kits include four soap/shampoo storage shelves and seamless, one-piece corner panels with pressure sensitive tape applied to reverse side of overlapping edges to prevent moisture penetration and better/ quicker installations.

Rust and leak-resistant they fit any standard five foot (or less) bathtub. Adjustablepanels adapt to a wide variety of surfaces, out of plumb walls

and around existing alcove windows.

Each kit contains center panel, two corner panels with built-in shelves, two end panels and two decorative trim molding strips, plus three cartridges of adhesive and easy to follow illustrated instructions. They are available in popular colors.

For A Cool Pool

Utikem's algaecides and shock treatments can reportedly rid pools of green, slimy walls and associated odors as well as help cut chlorine use.

The algaecide line includes standard-strength algaecides complete with defoamer for use with all types of filters, sanitizers and black algae killer and preventive.

The shock treatment products include ones to kill algae on contact, restore water clarity and a calcium hypochlorite formula which kills bacteria while preventing growth.

A line of chlorinating products includes long lasting, 8-day no residue tablets in two sizes. a chlorinator stick, daily tablets, powder concentrate and a liquid chlorinating agent. All chlorinating products are guaranteed to be 10090 soluble, 10090 active and completely stable.

A line of herbal fragrances in-

cluding jasmine Oriental, pine and eucalyptus keeps water scented. These also help inhibit algae growth and keep water clear.

Tiny Bubbles In The Wall

A new Foil-Ray insulation material, comprised of a single layer of polyethylene bubbles with aluminum foil bonded to both sides, is being marketed by Energy Saver Imports, Inc.

The l/8 " thick material comes in a variety of rolls for retail, home, commercial and construction applications. It is said to be hypoallergenic, non-irritating, feather-light and possible to cut with scissors and install with stapler, nails or liquid nails.

gins with a handwiped oil base stain, followed by a lacquered hand-sanded seal coat, and ends with a catalyzed lacquer top coat.

The line also features a mortise and tenon door frame with l/8 inch allowed for expansion and contraction. Other finishing touches are beveled doors, grained shelf edges, matching interior shelves, and self+losing hinges. The cabinets meet ANSI specifications and are NKCA certified.

A full complement of accessories such as etched glass doors, wine rack, lazy susan, knife rack, undercabinet spice rack, appliance garage, and rollout pantry are available.

Kitchen Glamour

Hand+rafted oak kitchen cabinets from Western Cabinet & Millwork have a satin finish highlighting the doors, drawers and insert panels.

A deep grain finishing process be-

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

Miracle Garden Tool

A cultivating tool said to have a long and cherished history among British gardeners is being introduced to this country by True Temper.

The Swoe cultivator, reportedly the most basic gardening tool next to the shovel, has a long, hard, high-gloss handle attached to a shank that is angled for working behind plants and in confined areas.

The blade has three working edges which enable it to be used to smooth dirt, draw sgil, cut furrows or work as a cultivator or aerator.

"LOOKING AROUND" says Paul Bunyan

Paul does not rest on his fame as the lumberman's symbol of accomplishment. New requirements and changing conditions keep him alert to progress.

Stress Fighter

Water Jet Corp. has rntroduced The BathWomb, an electronically controlled whirlpool designed to alleviate stress and tension.

The l6-function control panel offers the bather fingertip control access to stereo, telephone, temperature, whirlpool massage action, cooling facial mist and a PillowMassage built into the headrest,

The tub features comfortable armrests and handgrips. A hidden compartment offers storage space for grooming aids or reading materials. An adjustable folding tray is concealed in a second compartment.

Treated Lumber For Patios

A new 5,/4 pressure treated lumber for patio decks has been introduced by Wickes Lumber.

The 6" x 8' to l6' radius-edged decking features rounded edges eliminating splinters and wane. It is reportedly easy to handle, cut and nail, and meets load-bearing requirements of patio decks. It is Wolmanized with a 30 year warranty.

The lumber can be used for tables, benches and steDs as well as decking.

Laminated Lumber

Three new sizes of Micro-Lam laminated veneer lumber headers and beams by Trus Joist Corp. are designed for single-family, multi-family and light commercial buildings.

Available in 14", 16" and 18" as well as 9 l/2,'and ll 7/8" depths, they can be ordered in any length up to 60 ft. Lighter than steel, the engineered lumber is said to be easier to nail and trim on-site.

Uniformly consistent in size and strength, they reportedly resist twisting, splitting, checking and shrinkage.

FAMOWOOD

is the PR0FESSI(INAI'S Att PURP0SE PIASTIC

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

Can be used under Fiber Glass!

Ready to use right out of the can, Famowood " ! applies like putty-sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not qum u0 sander. Waterproof a a'nd wili gum up lander. and weatherproof when properly applied. z1

Ayailallc in 16 matching woorlcolors and wiite, BEVERTY MAN UFACIURING

Maximum Strength Saw

An electric powered chop saw is new from Goldblatt Tool Co.

The saw can cut a full bundle of drY wall studs to length in one motion. It can handle up to l0 3-5/8'studs at a time, any gauge, and also cut pipe or shaped steel.

A 120 volt, 3.5 horsepower motor powers the blade at 3900 rpm. The saw comes complete with a 14" abrasive blade.

Colored Siding

Masonite Corp. has introduced four new colors for its prestained l/2 " Woodsman planked panel wood fiber siding.

Featuring a deeply textured surface, the siding presents a natural rough-sawn look. The 4' x 8 ' and 4' x 9' panels are separated by wide vertical grooves which give the appearance of individual planks. The l/2" thick siding reportedly has high dimensional stability and non-buckling performance.

Pine - Douglas Fir - Plywood - Redwood - Cedar

framing dimensions of a 36" unit, the space-saving design provides the appeal of a larger fire viewing area, but allows contractors and builders to install it using the same amount of floor space required for standard 36' fireplace installations.

The unit features a built-in convective heat circulating system, durable enamel finish, fire screen, convenient front control flue damper, brickpattern refractory firebox back and side walls, a 20" grate, and a new refractory ash guard designed as part of the poured refractory firebox floor.

AWelcome Hangup

An all metal, white vinyl coated rack with 4 vinyl suction cups to attach to a shower or tub wall, the Wet Cloth Caddy from Applied Ideas is also useful near the kitchen sink or in the laundry room. It also can be used on the front or side of the refrigerator.

Slim & Trim Fireplace

A new fireplace model has been added to Preway Inc.'s Builder's Edge built-in fireplace line. A 42' firebox opening with the

Double Wheel Buggy

Tlue Temper's new Yard Buggy lawn cart dumps like a wheelbarrow, but is balanced like a cart for easier hauling.

Unlike any wheelbarrow, it has only one handle which simplifies steering. Two 12 " spoked wheels make it easier to push and roll over curbs and steps.

The tray has a heavy duty rolled edge for added body strength and features a sloped front edge for easier dumping and large flat bottom for carrying loads.

(Continued from page 47) be proactive or anticipatory, rather than reactive to threats or opportunities. The location strategies stem from research into the needs of a target market population. They must be integrated with other strategies into a comprehensive marketing strategy progr€rm, and designed to meet specific goals involving return on invest-

ment and return on net worth. According to Doherty, "careful consideration should be given to developing locations which are difficult for competitors to assail or neutralize."

Specific location strategies will vary according to the size of the firm, the available assets, the nature of the business, and the company's attitude toward risk. However, each strategy can be classified, based on its impact on the target market segment, the

market areas served, and the changes in the number of retail outlets.

Asbestos Suit Awards Vary

Settlements awarded to those who sued about 300 manufacturers because of health problems related to asbestos exposure averaged $64,000 each with the highest awards going to people in their 50s who filed individual suits against the multiple defendents.

This was the second study done by the Rand Corp.'s Institute for Civil Justice, Santa Monica, Ca. The first study concluded that lawyers received 630 of every dollar spent to settle the cases.

Settlements and trial verdicts were influenced by the type of job and the type of disease developed by the claimant as well as his age. Those who opted for trials received jury verdicts netting 2.28 times the awards granted in pretrial settlements.

QUICK QUOTES ON 1985

(Continued from page 28)

"A supply/demand imbalance continues to depress prices and profit margins. We do not expect the demand side to absorb excess industry capacity in the near term and, to date, there have been only relatively minor permanent reductions in industry capacity."

Richard B. Madden Chairman of the board and c.e.o Potlatch Corp.

"However, even despite the rise in interest rates and a seemingly lackluster buyer attitude, we feel there are enough positive forces in California's economy to assure a generally favorable construction market through 1985."

Joseph A. Wahed Senior vice president & chief economist Wells Fargo Bank, N.A.

"The future looks encouraging to us. Despite high interest rates now and the negative effect they are having on current housing activity, we are convinced that there are some good years ahead for housing and the wood products industry in the 1980s."

Peter T. Pope Chairman & c.e.o. Pope & Talbot

"The prospects for the survival and prosperity of the savings institution industry are dramatically better now. We have made great progress."

Edwin Gray Chairman Federal Home Loan Bank Board

REDWOOD. CEDAR

DOUCLAS FIR . HEM.FIR

PINE COMMONS. PLYWOOD SIDINCS

CEDAR SHAKES & SHINCLES

TREATED STOCK

MASONITE BRAND

PLYWOOD SHEAT

DirectMill T&T

A SALUTE to veteran lumbermen, the 0akland Hoo-Hoo Club Old Timer's Night h_onored (lefl to right) Ralph Boshion, Brent Crosby, Herb Farrell, Vic Roth, Tim Fogarty, Bob Bolton and Charlie Noble.'Dwiqht Curran presented a $250 check from the club lo Jimmv Jones lor fhe Hoo-Hoo International museum at Gurdon. Ar.

Wholesalers' fearless forecast

Alfflfffi'IdLli*T:"1,:;

starts in 1985 has been made at a series of regional meetings of the North American Wholesale Lumber Association by its executive v.P. H.M. "Pete" Niebling. The gathering shown here, in Long Beach, Ca., was one of more than 20 held around the U.S. this fall.

He foresees a slight decline in interest rates in 1985, some action late in the year on the federal deficit by the Congress, and a better balance between supply and demand for lumber producing somewhat higher prices.

More multifamily housing next year is expected to produce reduced demand for lumber and other wood products. Demand will essentially "be blah," Niebling said.

The success of the NAWLA schools was graphically presented at most of the meetings in the form of a new video tape made from school proceedings. The tapes are now being made available to members as an educational tool for their employees.

The Southern California meeting also featured an illustrated presentation on the Mount Saint Helens'eruption and its effect on the lumber industry by Dr. Barney Pipkin, an expert in geology.

PONDERING 1985 are (1) John Weston, Bitl Buettner, Pete Niebling, NAWLA exec. v.p., Ted Pollard. (2) Chris Hexberg, Jerry McGuire. (3) Carl Henoch, Jim Moss, Jack Butler. (4) Frank Bader, Dennis Richardson, Bob Bonniksen. (5) Jack Secoy, Dan Eye, Michael Mullen, Gordon Woolard. (6) Francis

Rich, Mark Lofland, Pete Parrella. (7) Jack Price, Blaine Smith, Bill Sullivan, Dan Kipley. (8) Jon Wolle, Frank lvanovich. (9) Eill Gunnell, Jack 0'Bannon. (10) Don Reagan, Tom Flint, Greg McGuire. (11) John Newquist, Andy Ersek. (12) Paul Haacke, Vince Cun-

ningham, Pete Nbvins, Tim Gaflney. (13) Bob & Jim Golding, John Turner, Ted Gilbert. (14) Jeff Lynn, Peter Svenkerud. (15) Ken Lobue, Jim Haywood. (16) Bob Wells, Dorman Dane. (17) Harry Selling. (18) John Hodge, Ralph Cardwell.

HOUSING LEVEL IN 85

(Continued from Page 30)

pressure to the trend of interest rates in the immediate period ahead.

The financing side of the housing industry should be relatively favorable. We expect mortgage rates on 3Gyear fixed-rate loans to average 13.28s/o in 1985 and 13.8490 in 1986, compared with an average of 13.9090 in 1984. Our forecast shows mortgage rates dropping to a low of l39o in the spring of 1985 and then gradually rising to l49o by the end of 1986. knders have become more conservative in the initial terms offered on adjustable-rate mortgages, but these instruments will continue to play an important role in underwriting housing activity.

Three primary forces are likelY to restrain housing from even higher totals in 1985-86. Ttre level of home prices and mortgage rates will still imply prohibitive financing costs for various potential homebuyers. Two years of strong housing construction have also produced an overhang of units in certain areas, such as the southern part of the U.S., which will

need to be absorbed. Finally, in contrast to the situation of the 190s, housing will not be purchased primarily as a hedge against inflation. We expect home prices to rise about 4.590 in 1985 and 5-5.590 in 1986.

Housing should reach its highest point next spring at the low point of mortgage rates, with a gradual decline occurring thereafter. On balance, we look for the homebuilding industry to perform relatively well in 1985 and 1986, with the welcome absence of the wide swing of recent years.

PRODUCTION PROBLEMS

(Continued from page 30)

to stock inventories in advance of real need. It should follow that price levels of wood products should continue to be depressed with some seasonal fluctuation.

All in all, the year will be one that will require the ingenuity of management in developing improved methods of asset utilization, better product management and improved marketing outreach. In so doing, 1985 can be made to be reasonably acceptable and even better than the year just passed.

British OKWestern Lumber Use

Western lumber has pierced the British market a little more with the publication of a revised code of practice for wood construction.

Slated to be the standard guide in the United Kingdom on how to use wood in construction, the information, published by the British Standards Institute, BS 5268: Part 2, lists the U.S. visually graded species for the first time.

The Timber Research and DeveloPment Association, a British industry trade group, also has released a wood information sheet on North American machine stress-rated lumber. Both publications should help encourage more demand for western lumber in England, Craig Larsen, Western Wood Products Association exPort manager, notes.

Hardware Sales Headed UP

The business climate is terrific in the Southwest with excellent sales in the first part of the Year, forecasts a National Wholesale Hardware Association executive.

SINCE 1876YOUR COMPLETE GUIDE... lumbermGns rcd b00lt senulcG

Th. Lumbcrm.ns R.d Eook llstsall oroducers, wholesalers, retailers of lumber and wood products of any kind, and. all manufac' turers ofwood furniture, cabinets and millworkmobile hom€s, pretab houses and modular unitswood recreational prbducts, sportsware and toys - boxes, crates, pallets and industrial productsand all other proclucts using wood in any form.

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

P.O. Box and ZIP CODE!concise description ol what the business does - sp€cial data such as location of purchaslng depattmontthe linancial strength rating (not alone the net worlh, but what is available to credltor3)the exact payment rating (how lt psys: prompt, slow' very slow)

A Red Book credit rating is accuraio, because the man who assigned it is a spocialisl in the field we cover. His rating allows you to make an lmmediate decision!

Rod Book rorrlcr glvo t/ou -

o LUilBERIIENS RED BOOK

r WEEKLY CHAilGE SHEETS

o CUIIULATIVE SUPPLEMENTS

o SUPPLEilENT BINDER

o TRAVELERS EDIT|ONS

o SPECIAL REPORTS

r COLLECTIOI SERVICE

quarterly n; $487.50 semi-annually !; $975.00 annually l. Please send more information, without obligation D.

BUSINESS NAt\r€

1985: A RERUN

(Continued from page 17)

that 1985 is going to be a year where we've got to figure out more ways and means of improving the results on the revenue side of the ledger.

We've often told our stockholders, "As interest rates go, so goes PGL." In view of that statement, we've been extremely pleased to see some favorable developments in the following critical areas:

(1) Oil Prices

Many economists feel that the extremely high level of oil prices has been the biggest single factor behind worldwide inflation and hieh interest rates. Here's a brief summary of oil price history.

October 6,1973: War between Israel and Syria and Egypt erupts. Benchmark price of OPEC oil: $2.80 a barrel.

October 16, 1973: Arab members of OPEC more than double oil prices, and later embargo oil shipments to USA and other Israel supporters. By end of 1973, OPEC oil price: $l1.65 a barrel.

February, 1979: Success of Iranian revolution sparks panic oil buyrng. OPEC oil price: $26 a barrel.

End of l98l: OPEC oil price: $34 a barrel.

March 14, 1983: Due to pressure from a worldwide oil glut, OPEC reduces oil price for first time from $34 a barrel to $29.

October 17, l9M: Britain lowers price for North Sea oil by $1.35 per barrel, to $28.65. Similar cuts were made by Norway. Most "experts" predict continud softness in oil prices, especially by spring.

(2) lnterest Rates

The prime rate rose from ll9o in mid '80 to 21.50/0 at the end of the year. Prime rate was extranely erratic over the next 2 years, but gradually fell to the l0-l/2 - llgo area, where it stayed for a good share of 1983. However, interest rates started to rise in early '84, with the prime hitting and remaining at 130/o until a couple of months ago. It was down to ll-l/ 2tloat the time this article was wriiten, but there was a feeling in the air that rates might work lower.

In conclusion, let's all keep our fingers crossed for continued favorable developments in oil prices and in interest rates. If they occur, our fortunes would show decided improvement.

THE MOST SUCCESSFUL HOME CENTER'BUILDING MATERIAL ADVERTISING PROGRAM AVAILABLE

o 36 Different Promotional Themes

o 36 Feature ltems

36 Sub-Features

. 432 Generic Product lllustratlons

All in a sensational line drawing technique that makes it easy for you to adapt to your own advertising image.

'and you gel 2 sels ot all art work!

GUARANTEEO! ll you're not fully satisfied we'll relund your money pay the shipping costs both ways.

A Place for Everything

A do-it-yourself consumer booklet, "The Storage Book," is free from Georgia-Pacific Corp., The Storage Book, Dept. NR. Box 48408, Atlanta, Ga.30362.

Light Reading

"Light Streams" describing a tube lighting system is available free from Sylvan Designs, lnc., 19767 Bahama St., Northridge, Ca.91324.

All Wood Frame Up

Illustrated 4-p. brochure describing a composite floor system for all wood frame residential or multi-family construction is available free from Canam Hambro, 140 Gould St., Needham Heights, Ma. 02194.

Catch a Thief

"The Check & Credit Card Fraud Prevention Manual" information is available from Publishers Services, 6318 Vesper Ave., Van Nuys, Ca. 9l4ll.

High Performance Board

An 8-p. color brochure of asbestos-free building board is free from Brit-Am Venture Marketing, 601 Bound Brook Rd., Middlesex, N.J. 088,{6.

Heating Cost Control

"Treat Your Heat Like Your Lights" is free from Solid State Heating Corp., P.O. Box 908, New Canaan, Ct. 06840.

Smooth Pipe Flow

A new brochure of PVC and CPVC piping products (FL-001) is free from Elson Thermoplastics, P.O. Box 2M96, Charlotte, N.C.28224, Attn: Sales Dept.

Where & Who of Buying

"The 1985 Buyer's Guide and Directory to Wood Machinery Manufacturers of America" is free from WMMA, 1900 Arch St., Philadelphia, Pa. 19103.

FOR PROMPT SERVICE

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

100 Maintenance Helps

A24-p. catalog of building and ground maintenance products is free from Garon Products, Inc., Raritan Center, Edison, N.J. 08817.

Things Are Looking Up

Literature (form No. 3951-0784) on residential mineral lay-in ceiling panels is free from The Celotex Corp., Building Products Div., P.O. Box 2260, Tampa, Fl. 33622.

Foreign Connection

A 4-p. directory of wood products and services from International Paper Co. is free from the company at 77 W. 45 St., Rm 4l-56, New York, N.Y. 10036.

Lots of Hot Air

Form C47A detailing an energy-saving heating and destratification system is free from Acme Engineering and Manufacturing,Box 978, Muskogee, Ok.7M2.

Light Up The Sky

Ballast lighting brochure is available iree from Hunt Electronics Co., Lighting Products Div., P.O. Box 3020, Plano, Tx. 75074.

Dream Kitchen

"Riviera Builds Kitchens To Fit Your Plans" is free from Riviera Cabinets, Inc., 825 Greenbrier Circle, Suite 200, Chesapeake, Ya. 233?.0.

Dealer Computers

Information on computer software programs for building material dealers is available from Jerry Walker, National Lumber and Building Material Dealers Association, 40 lvy St S.E., Washington, D.C. 20003.

Keep Your Roof On

A new 4-p. brochure on roofing anchors is free from the Rawlplug Co., New Rochelle. N.Y. 10802.

Wood on the Side

An 8-p. brochure of plywood siding specifications, installation and finishing recommendations is free from the Building Products Div., Union Camp Corp., P.O. Box 38, Chapman, Al. 36015.

From the Bottom Up

"A Guide to Floor Tile Value," 8-p. publication with color photos and diagrams, is free from Tarkett Inc., P.O. Box 2il, Parsippany, N.J. 07054.

lnstant Chic

"Kitchen & Bath Color & Design Cuide. Volume 5" is $4 from Success Systems,Box 2256, Fort Worth, Tx. 76113.

This Way Down

Information on fall protection, a 20-p. safety booklet, is free from the Research & Trading Corp., P.O. Box 445, Wilmington, De. 19899.

Information Please

"Do-It-Yourself and Save," a guide to telephone installation, is free by calling AT&T at (8W) 222-3rrl.

Hardwood Test Results

"American National Standard For Hardwood and Decorative Plywood" is $5 from the Hardwood Plywood Manufacturers Association, P.O. Box 2789, Reston. Ya.2?-0X).

ECONOMIC INFLUENCES

(Continued from page 9)

bode necessarily continued high interest rates; interest rates are likely to drift down even if the deficit remains unresolved. If the deficit is resolved via budget cuts, i.e., the overall size of the public sector is reduced, the stage would be set for a rigorous and sustained rejuvenation of housing. If the deficit is resolved by greatly increasing tax rates (and, particularly, tax rates on taxpayers who do most of the saving and investing in our economy), then the longer term prospects for housing are less certain.

A third issue concerns the resolution of the problems created by the treatment of housing in the Tax Act of 1984. The features of that Act which penalize noninstitutional mortgage lending (i.e., seller financing), for example, will depress both new and used home sales if that feature of the Act remains in force. The increase in the depreciable life of rental properties from 15 to 18 years should have the effect of reducing somewhat the shares of multifamily starts but probably will not have a major impact on

overall housing investment.

Lastly, the housing market will be influenced by the selection of policies to treat the present imbalance in the current account ("the trade deficit").

If this problem is addressed by imposition of trade barriers, housing is likely to be affected adversely because of the increases in the cost of steel and other building materials, appliances and other equipment used in the construction and outfitting of housing. If foreign retaliation attends the imposition of U.S. import quotas, domestic forest products suppliers may be injured. The foreign trade problem is caused by a number of factors, including perhaps the federal budget deficit, the relatively strong growth of the American economy and the resurgence in the role of the dollar as a "haven" currency, and the best outcome from the standpoint of housing probably would be to allow these developments to take their natural course.

In summary, 1985 will be a good year for housing but the future will be infuenced by the resolution of an unusual confluence of other policies. The resolution of the federal budget

deficit, trade imbalance and housing tax treatment issues will have some influence in 1985 but more importantly will set the tone for longer term prospects.

The opinions expressed are those of the author ond do not necessorily reflect the views of the Federal Reseme Bank of Son Francisco. -ed.

TWO SCH0LABSHIPS are awarded each year bv the National Hoo-Hoo-Ette Club to women mlajoring in forestry. (left to right) Kay Lazenby, Weyerhaeuser Co., Hayward, Ca., national scholarshi0 chairman; Sandra Davidson. 1978-79 recioient who is now employed by Hammon, Jensen, Wallen & Associates, 0akland, Ca.; Syma Gapski, Rygel Lumber Sales, Newport Beach, Ca., national oresident.

GI-ASS:F:EE

AEVERTISEMETNTS

$ LUMBER SALES $ LOS ANGELES, CA. AREA

Experienced lumber salespersons with customer following. Are you tired of taking home peanuts? Always working for the other person? Don't take it any longer, accept the challenge-be your own boss. Operate as an independent, use our buying power. We are looking for qualified salespeople. Individuals preferred, however, existing sales teams with substantial customer bases will also be considered. 10090 financing, no money of your own required whatsoever. Just talent !

Facilities and services provided:

(1) Complete custom mill

(2) Covered storage

(3) Office space

(4) Trucks

(5) Rail spur

(6) Secretarial

Literally the chance of a lifetime. Send resume to Box 519 c/o The Merchant Magazine. Our current staff is aware of this ad.

sation plan with solid company. Mature individual needed for Fremont. Ca.. office. Prefer minimum 5 years' experience in lumber/wood products. Wholesale background preferred. Contact Dwight Curran, DMK-Pacific Corp. Days: (415) 796-3670. Nights: (415) 792-4496.

EXPERIENCED counterman for retail lumber and hardware sales. Small retail yard in North Bay, Solano County, Ca. Hospitalization, vacation, pension plan. Contact Jimmy Jones (707) 557-3000.

A newly formed company, but with 20 years experience and mill contracts, has requirements for representation in various territories throughout the U.S. and Canada. The candidates must have experience in selling lumber and dimension imports from the Far East. Write Box 517 c/o The Merchant Magazine.

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $30. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 45fi) Campus Dr., Suite 4t0, Newport Beach' Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (?14) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

ESTABLISHED Orange Co., Ca., hardwood yard, with full mill, seeking experienced lumber salesperson to service So. Ca. area. Excellent opportunity. Send resume to Box 516 c/o The Merchant Magazine.

DFW - LUMBER TRADER

Aggressive Texas wholesale firm seeks experienced lumber trader. Unlimited earr{ng potential. Hospitalization and retirement provided. Excellent work atmosphere in a growing area. Please send resume to Box 518 c/o The Merchant Magazine.

MANAGER for small retail yard in N. Bay area, Solano County, Ca. Salary open. Hospitalization, vacation, pension plan. Contact Jimmy Jones (707) 557-3000.

SALESMAN,/TRADER

Young, aggressive wholesale lumber company with offices in Seattle, Wa. and Dublin, Ca. presently selling western softwoods and cedar shakes and shingles, looking for experienced traders in either office. Top compensation and benefits plan. Contact Cascade Timber Products, Inc. P.O. Box 963, Issaquah, Wa. 98027. Phone (206) 192-9156.

EXPERIENCED lumber salesPerson, wholesale lumber company, industrial accounts in So. Ca. area. Commission plan, benefits. Send resume to P.O. Box 2627, Pomona. Ca.91769.

LUMBER TRUCK - 1970 Ford 600, 18' hardwood bed with rollers, 6 ton, air brakes. Fully conditioned, including engine. Price $9,900 or best offer. Call (714) 496-4881.

HARDWOOD PEOPLE

A 70 page history of the Pacific Coast hardwood lumber industry. It preserves stories of the hardwood giants of the past: Capt. Robert Dollar, Bob Osgood, Roy Barto, Paul Penberthy, Leroy Stanton. Sr.. Donald F. White. l0 pages of historic photos.

Anyone in the hardwood business anywhere will enjoy these stones.

Limited edition. $12 special offer includes postage and handling. Order from author: Cage McKinney, P.O. Box6'772, San Jose, Ca. 95150. Publication endorsed by the Los Angeles Hardwood Lumberman's Club.

TWISTED AND WEATHBRED

NORTHERN CALIFORNIA wholesale lumberman retiring. All equipment, including office machines and RC 150 Hyster forklift, for sale. Write Box 515 c/o The Merchant Magazine.

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 77 5-2544; (2 I 3) 83 5-567 l.

COPELAND

WANTED:

W]LOS AXOETES AREA

ts UYE M]S' GUIDE

BAY AREA

B€aver Lumber Co.

Calilornia Foresl Products.

DMK Pacilic CorD.

Doors, Inc.

Floor Seruice SuDDlv {San Jose)

G&RLumberCd...

Georoia-Pacilic Coro.

Geordia-Pacitic Corb. (San Josel

Harn-essTimber Prdducts........

Hiooins Lumber Co. (Monterev)

Hiiiins Lumber co. isan Josdl

Hiddins Lumber Co. iunion Citvl

Hidiins Lumber Co. (Walnut Cidek)

Hirt&Wood LumberCo..........

Louisiana-Pacilic Coro..

MacBeath Hardwmd

P.R.0.0. Wholesale Distributors.

Rolando LumberCo., [nc.........

SeQUoia SuDDlv

SiriDson Bdildlno SuoolvCo.

Simbson Timberto. :: .-..

Trianole Lumber Co.

Trus Jjoist Corp.

Wendtino-Nathan Weslernlorest Product Sales

]IORTHER]I A]ID GEI{TRAL CALIFORI{IAW

i FlmrseruiceSupply .......

Georgia-Pacilicwarehouse....

Hedlund Lumber&MachineStaining.........

Higgins Lumber Co.

Koppers Co.

LewisCo., Inc., PalmerG. ......

Louisiana-Pacilic Corp.

Nikkel Corp., The ostermann &Scheiwe USA .... P&MCedarProducts.

RocklinForestProducts

Siskiyou ForeslProducls .......

Stockton Wholesale TrusJoisl....

Union Forest Producls

Union Pacilic Railroad

Union Planing Mill

Waldron ForeslProducts

Western Wood Trealing Co.

WeyerhaeuserCo.. (800) 952-5616

SAI{TA iIARIA

HigginsLumberCo.

SANTA R(lSA AREA

J.H. Blevins Co., Inc. .

Hiooins Lumber Co.

M;ilinForesllnduslries...

NovoTimberProducls. Inc.

Nu:Forest Producls Rich ooss, Inc..

WindsorMill, Inc.......

WoodlandProductsCo., Inc.

UKIAH/GAtPELLA/WILLITS

All Hearl LumberCo., Inc.

Cmsl Wood Preseruino. Inc.

F0rest Pr0ducts Trans-porlation

HamoodProducls

HoplandForestProducts

Little Lake Induslries

Louisiana-Pacific

RedwoodCmstLumberco.

Willils Redwood

WEEO

SiskivouForeslProducls

wtLLlAlrs SanAnloni0Pole0onst.

oRAllOE, R|YERSIDE I sAil BERXARDTilO COUI|T|ES

Goldrng Sullivan LumberSales........ Inland Timber Co. xoppers0o., tnc.............. :.... L-PDislributionCenter..............

BUVERS'GUIIDIE

I

PACIFIC ]IORTIIWEST STATES

WASHINGTON

AU8UR1{ LewisC0.. lnc., PalmerG. .. ......

SEETERTON

LewisCo., Inc., PalmerG.

EVENETT LewisCo., Inc.. PaherG.

t(E1{lr0RE LewisCo., Inc., PalmerG. KIRXLAN|l

WeyerhaeuserCo.

HEPPl{ER

Xinzua Corp.

JOHII OAY

John Day Lumberoo.

K|'lilATH FALTS

LumberProducts

IIE|!FORD

CornettLumberoo.

Fountain Lumber Co., Ed

LumberProducts

R&RlruckBrokers.....

Snavely Forest Producls . union Pacilic Railroad.

GREATER MRTLAIIO AREA

J.H. Baxter&Co.

8el Air Door/Alpine Veneers,lnc....

Boise Cascade.

CascadeEmpire

Cole & Assoaiates. Jbhn T.

Crow's Weekly Dataline Corp.

DisderoLumberCo. Friesen LumberCo.

FullmerLumberCo. ......

Furman Lumber, Inc.

Georgia-PacificCorp.

Hamplon Lumber Sales Co.

Lewis Co., Inc., Palmer G.

Louisiana-Pacific Corp..

LumberProducts

Northwest Hardwoods

PenberthyLumberCo. ....

PorllandHardwoods......

Publishers Forest Products

Sequoiasupply

Simon, Crabtree & Rvan

ROCKY TOUIITAINS

COLORADO

ALsAr{Y oREooN

I{EYADA

CItsITUARIES

Edward John Smith Gilbert, 85, retired president of Halstead Lumber Products, Alhambra, Ca., died on November 4, 1984, in Pasadena, Ca.

Born December 14, 1898, in Old Orchard, Me., he had been active in the lumber industry for 40 years. In addition to his position with Halstead

Lumber Products, he had been president of Halstead Lumber Co. in East Los Angeles and previously had owned and managed a sawmill and trucking operation in Garberville, Ca. Mr. Gilbert retired in 1978.

He was a Mason, and had been a president of the Rotary Club of Belvedere, Ca., and the East Los Angeles Chamber of Commerce.

Mr. Gilbert is survived by his widow, Edith, a son and two grandchildren.

MORE PERSONALS

(Continued from page 56)

David J. Delagardelle is now mgr. of Mullin Lumber Co. of North Hollywood, Ca., and Matthew H. Free is mgr. of Mullin Lumber Co. of Tustin, Ca., according to John F. Mullin, pres. of the Burbank, Ca., based co. Frank Bader and Ed Fountain, Jr., Fountain Lumber Co., Los Angeles, Ca., recently returned from a business trip to Washington State.

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

This holiday season finds both our family and DMK-Pacific growing. Dennis, 15, Michael, L2, andKatie, g (the D, M and K of our name) are adding inches to their size as DMK-Pacific has added new people to continue our tradition of excellence and service.

From our family to yours, all the best wishes for the happiest holiday ever. Health, happiness and long life!

DMK-Pacific Cor

4529 Mattos Dr., suite B, Fremont, Ca. 94137 Kansas City, IG. (Bill Cressey) (9I3) 34r-9j22

Dwight Curran

Hank Alddch Randy collins Gene kis tinda curran rlwight curran Donna Migliardi Skip Cressey Bill Cressey Sam Aprile

a Masterpiece"

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Calif. 92667 (714) 637-5350 o (213) 860'7791

No. Glassell, Orange,