Your glulam inventory ius-t_got biggen And more profitable.

Starting today, our multi-million-dollar glulam beam inventory is as good as yours.

Just call the nearest of six Weyerhaeuser Customer Service Centers with stock glulam inventory.*

It's as convenient as your own warehouse. And more profitable.

Here's why: You expand sales using capitalwe've invested in our inventory, not your own; we take trim losses, you don't; we accept the inventory risks and provide the space.

All six Customer Service Centers have stock glulams in depths from 6 inches to 30 inches; in widths to 67q inches; in any length. They also supply architectural and industrial beams, designed, precision cut and delivered to your specifications.

One more point. Each of our Customer Service Centers is committed to Weyerhaeuser First Choice Service- a pledge to deliver consistent quality, reliable service, on time, at a competitive price.

This glulam beam inventory and the First Choice Service is available within hours of vour needs in the western states.

It's that way with stock glulam beams. And with our full line of building materials.

'Seattle: 1-800-562-0908, (Outsidewbsh.) 1-8m-426-6466, Extqsion 5813. Forttand: f8@-522-8a11,

Speakers Cite "Service Value"

This advice by Tom Peters, author of In Search of Excellence, was part of a presentation at the National Hardware convention in San Francisco. D. Bruce Merrifield Jr., president of Merrifield Consulting Group, joined him in examining the importance of value added services as a marketing tool and key to marketing excellence.

Peters concentrated on the perception of the customer, indicating that the winning institutions are those that are customer driven. He maintained that excellence in quality of the product should be seen as a given and that excellence in service is the key fector in a customer's perception of a product or company. "Perception is all there is. There is no steak," he asserted. "There is only sizAe."

Peters then turned to a discussion of the management attributes he has uncovered which foster an environment that produces excellence. Excellence, he indicated depends on "incredible quality plus incredible service plus in- novation. To achieve an innovative work environment, he advocated a willingness to take an experimental approach to problem solving; a willingness to champion new ideas; and a commitment to decentralization of authority. "Employee commitment, not authority, produces results," in Peters'view.

Merrifield concentrated his remarks on value added services as a key to improving the overall value of distribution services. He said that the great majority of hardline products are essentially commodities. The total product,however, is a combination of the product and a package of services related to how it is sold or delivered.

Merrifield observed that competitors vary widely in the quality and consistency of the expected and extra services they offer. These services are an essential component in the overall value of the product and the basis by which it can be differentiated from its competitors. They are a far more comprehensive and accurate measure of the value of the product than price alone, according to Merrifield. Therefore, to achieve a unique position in the market, it is necessary to achieve a high level of service excellence.

Having established this definition of value, Merrifield applied it directly to the services offered by wholesalers to manufacturers, noting that distributors perform the essential function of moving the product to its end user more efficiently and economically, in many cases,than can be done by the manufacturer when he is shipping direct. Merrifield listed some of the key value added services provided by the wholesalerdistributor as consolidation of selling, billing and credit costs; consolidation of purchasing storage costs and the halving of the transactional costs of a logistical breakpoint and assortment.

American Hardware Manufacturers Association president Robert W. Brady, National Wholesale Hardware Association president Don A. Wolf and NWHA vice president Michael C. Tucker presided at the Oct. 19-23 convention. The 1986 session will be held at the Hilton Hawaiian Village, Honolulu, Hi., Oct.26-29.

AHMA held its annual meeting during the convention and elected Richard G. Mason, president, Ames Co., Parkersburg, W.V., as 1985-86 president.

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Treated Wood Buyer's Info

The retailer is the key to the success of the voluntary Consumer Awareness Program for treated wood being instituted as part of the wood preservative settlement agreement with the Environmental Protection Agency.

Each person buying pressure treated wood must be given a Coirsumer Information Sheet (CIS) advising him to wash his hands after working with treated wood, wear a dust mask when sawing or machining such wood, wear goggles to protect eyes from flying particles when power sawing and to dispose of treated wood scraps by burial or normal trash collection rather than burning.

Treaters must attach a CIS to each bundle or batch of pressure treated

Home Centers Financial Clout

At a level of $43 billion, the homecenter/hardware industry is one of the most important industries in the United States economy today.

The building trade accounts for 520/o of sales with the do-it-yourself market buying the remaining 4890. These figures were compiled for the 1985 Directory of Home Center Operators,/Hardware Chains published by CSG Information Services.

Home Center Show In Chicago

Expansion of Chicago's McCormick Place has made it possible for the National Home Center Show to secure dates on an annual basis beginning next year.

The lGyear-old exposition, designed to serve the $56 billion do-it-yourself home improvement market, has been forced outside of Chicago five of its wood leaving the plant plus attaching a CIS to each pressure treated wood sales invoice and provide adequate quantities of information sheets and signs or placards to wholesalers, retailers and other distributors. l0 years due to a conflict with the show's March dates.

In addition to distributing the CIS to each purchaser of treated wood, a distributor (wholesaler or retailer) must display the sheets at the sales counters and post signs in the sales area.

The program, which will go into effect immediately, will be evaluated in June. Pressure treated wood associations are urging all those who produce, sell or promote treated wood products to make every effort to ensure the success of the program.

The 1986 show is scheduled for March 9-12 and already more than 360,000 net square feet of space has been reserved by exhibitors.

Dealer Against Canadian Duty

All lumber prices will go up if duties are placed on Canadian lumber was the message from Bob Withers of Withers Lumber, Woodburn, Or., when he testified before the Senate Committee on Finance against restrictions on Canadian lumber.

Representing the National Lumber and Building Material Dealers Association, Withers said "The apparent benefit of increased prices to domestic producers would at best be only temporary, but the increased housing costs for U.S. homebuyers would be devastating to our building industry and to the overall U.S. economy."

Although most of his lumber inventory is from mills in the United States, Withers asked the committee not to place tariffs or quotas on the import of Canadian softwood lumber as incorporated in S. 1292 and S. l2U. "Should duties be placed on Canadian lumber, you can rest assured that there will be significant increases in the price of all lumber whether made in the U.S. or Canada," he testified.

Burnout Spurs Owner's Sellout

Boredom and burn-out continue as the number one reason that the majority of business owners cite when asked why they have made the decision to sell their business.

"In more than half of the 25,000 businesses that will change hands in the coming 12 months, boredom with running the business and burnout on the part of the business owners will top the list of reasons for selling," said Arthur D. Perrone, Jr., president of Geneva Business Services, Inc., a Santa Ana, Ca., headquartered merger and acquisition firm.

Tie-ln Sales For Skylights

"Let there be light" describes a major trend in home improvements today. Greenhouses, skylights, enclosed patios, replacement windows and window additions head the list of projects most demanded by homeowners.

Along with the advantages of natural sunlight come discomfort, increased air conditioning costs, fading of fabrics and discoloration of furniture finishes. To offset these inconveniences, a dealer should sell window treatments along with skylights, replacement windows and related projects.

Lack of operating capital and growth capital are the second most common motive for selling, according to Perrone. Third most common reason for selling is the fact that the owner's children have no interest in running the business. Only 3090 of businesses today are passed on to the second generation. Of that 3090, only 159o go on to the third generation.

Next most common reason for selling is the business owner's desire for liquidity. Age and health are other reasons that business owners sell. The final reason that many business owners sell is that thev have other interests.

Window treatments are natural tiein sales, especially with affluent homeowners. A wide variety of awnings, rolling shutters, skylight blinds and window screening devices iue available. Many come with motorized controls to regulate their adjustment and eliminate manual operation.

Aluminum Windows Sell Best

Aluminum windows accounted for 5890 of the residential prime window sales last year according to an American Architectural Manufacturers Association market research study.

Wood accounted for 3590, vinyl 590 and other materials such as steel for 290. Residential prime window sales have increased 3090 since 1982 with residential skylight sales rising 5090.

Grant Hardware Expands Plant

Grant Hardware Co. has more than doubled its warehouse and manufacturing facilities in City of Industry, Ca., increasing its square footage to almost 100,000 sq. ft.

Environmental Hotline

The Environmental Protection Agency has a toll-free small business hotline to aid those needing help in understanding and complying with environmental regulations. The number is (800) 368-5888.

Richard Passaglia is the new retail div. gen. mgr. of the O'Malley Lumber Co., Phoenix, Az. He was most recently western regional v.p. of K mart's Builders Square and before that with Wickes and W. R. Grace. He will work with long-time div. mgr. Dean Drake until Drake's retirement Jan. l. James C. O'Malley Jr. will become mgr. on that date of the company's industrial yard, succeeding Bill King who is also retiring.

John McTavish is back as lumber buyer at Ray Lumber Co., Phoenix, Az.

Ralph Lamon, Lamon Lumber Co., San Francisco, Ca., is back from a New Orleans trip.

Kurt Kuhn is new to TreeSource, Inc., Portland, Or.

Ron J. Holton has been appointed v.p. of marketing and sales for Canfor U.S.A. Corp., according to Dennis R. Hustom, pres.

SterlingWolfe, Marquart-Wolfe Lumber Co., Tustin, Ca., and his wife, Lorraine, are back from a month's trip to the British Isles and Mallorca.

Bob Walten is now co-mgr. of 84 Lumber Co., San Dimas, Ca.

Mike Dunkle has been appointed gen. mgr. of Mendo Mill Home Center and Lumber Co.,Fort Bragg, Ca.

G. Raymond Lopp has been promoted to senior v.p. of Babbitt Brothers Trading Co., Flagstaff, Az., according to William R. Gails, pres.

Bob Erickson is the new western sales mgr. for Dutch Boy paints.

James R. Daniels has been named So. Ca. sales rep for Evanite Permaglas, Inc., Fontana, Ca.

Bob Connell is now v.p. of sales at Fluidmaster, Inc., Anaheim, Ca. GaryHarris replaces him as national sales mgr., Norm Anderson is the new exec. v.p. and Bob Schoepe is the new v.p. of special assignments. Fred Schmuck, senior v.p. of corporate development, heads the new marketing committee.

Dick Hoover, A.L. Hoover Co., El Toro, Ca., is back from a three week East African vacation in Kenya and Tanzartta.

Wayne K. Lincoln has rejoined MidPac Lumber Co., Honolulu, Hi., as gen. mgr.

A.H. "Ike" Parker. National Lumber and Building Material Dealers Association director and Western Building Material Association past pres,, was honored at a special luncheon by the Bremerton, Wa., Chamber of Commerce.

Lce Xlain is new to sales at Canyon Timber Products, Myrtle Creek, Or.

Jim Morris, Potlatch Corp., Lewiston, Id.; Bob Barles, Multnomah Plywood Corp., St. Helens, Or.; Bill Black, Plum Creek Timber Co.. Inc.. Columbia Falls, Mt.; Don Graves, Southwest Forest Industries, Phoenix, Az.; Bill Gregory, Gregory Forest Products, Inc., Beaverton, Or.; Tom Ingham, Simpson Timber Co., Shelton, Wa.; Duke McQueen, Kogap Manufacturing Co., Medford, Or.; Chuck Mintken, Anacortes Plywood, Inc., Anacortes, Wa.; Lanny Osterhage, Weyerhaeuser Co., Tacoma, Wa.; Dick Parrish, Boise Cascade Corp., Boise, Id.; Jack Rowbotham, Bald Knob Cress-Ply, Cresswell, Or.; John Schick, LouisianaPacific Corp., Portland, Or.; Darrell Schroeder, Miller Redwood Co., Portland, Or., and Floyd Vike, Willamette Industries, Inc., A-lbany, Or., are serving on the 1985-86 American Plywood Association board of trustees.

Ronald A Pink is now managing director of Sentry Hardware Co., Cleveland, Oh.

Suzanne S. Beaver,who was the wife of Stanwood A. Murphy, late pres. of Pacific Lumber Co., San Francisco, Ca., has resigned from the Palco board after I 3 years as a director in protest of its acquisition by Maxxam Group Inc.

Jim Hunter, Schmidbauer Lumber Co., is back in Eureka, Ca., after a European business trip.

Bob Croy is new to outside sales at Sequoia Supply, Orange, Ca. Glen Hall is now in inside sales at Fairfield, Ca., where Debbie Johnson has moved to outside sales from purchasing, according to Bob Riggs.

Allen McDevitt has been named v.p. softwood div. and elected to the board of directors of Universal Lumber Co., Inc., Portland, Or., according to Dick Winn, pres. and chairman of the board.

Wayne Karnoski has been appointed west coast regional sales mgr. for Wing Industries, based in Orange, Ca.

Bob Jacobs, Los Angeles, Ca., is now a sales rep for BFGoodrich wallcoverings product group in So. Ca., southern Nv. and Az., according to Ed Gill, gen. mgr.

Gary Stewart, Stewart Hardwood, Los Banos, Ca., is back from a Montana hunting trip.

Bud Swanson, Iseman's Inc., Hanford, Ca.; Ken knhart, Lenhart True Value Hardware, Mesa, Az.; Bill Meanley, Meanley & Son, La Jolla, Ca., and Dick Morris. Morris & Co., Weaverville, Ca., have been named outstanding members of the California Pacific Southwest Hardware Association, according to William R. Maze, executive director.

Ken LaRue is a new asst. mgr. at Sequoia Supply, Orange, Ca., according to Bob Riggs.

Paul Andenon has joined the sales team at Berger & Co., Sacramento, Ca., according to Robert Glatt.

Paul W. Frederickson is now in sales at Fullmer Lumber Co., Tigard, Or.

Ben Beddingfield has joined Westgulf Export Lumber Co., Portland, Or. Rick Schaefer, pres., Pacific Commercial, will work with Westgulf now that the company has taken over PC's sales activities.

Ed Fountain Sr., pres., Ed Fountain Lumber Co., Los Angeles, Ca., and his wife, Vivian, spent four days recently on a house boat on Lake Powell, Ca. Jim Vandergrift is new in sales at F. H. Stoltze Land and Lumber Co., Columbia Falls, Mt. Joe O'Rourke is in charge of traffic.

Art Mills is now in sales at F & L Lumber, Wilsonville, Or.

Ed Mason, Great Western Lumber Co., Everson, Wa., has been elected pres. of the Western Hardwood Association at their annual meeting in Scottsdale, Az. Also on the board are v.p. Paul Meyers, United Forest Products, Portland, Or.; treasurer Jack Kohl Jr., Kohl, Inc., Wilsonville, Or., and directors Don Reel, Reel Lumber Service, Anaheim, Ca.; Bill Morrison, International Hardwoods, Inc., Portland, Or., and Mike Starling, Tumac Lumber Co., Portland, Or.

Frank Sween will continue as mgr. of the former L-P Lumber and Home Improvement Center, Ventura, Ca., just purchased by the Terry Cos. Gary Overmyer will also remain as mgr. of the new Terry Lumber Co. in Camarillo, Ca.

Kathy Perkins is new to sales at The Nikkel Corp., Sacramento, Ca.

John Strader has joined the sales team at Thomas Forest Products, Eugene, Or.

Kurt Kuhl is new to the sales staff at TreeSource, Inc., Portland, Or.

Jeff Moore has been promoted to sales mgr. at Warrenton Lumber, Warrenton. Or.

Dick Miller has joined Hearin Forest Industries, Portland, Or., as lumber and plywood coordinator. Debra Roser is new to lumber and plywood sales.

Ron J. Holton has been appointed v.p. of marketing and sales for Canfor U.S.A. Corp., Boise, Id., according to Dennis R. Huston, pres.

William D. Rehm has been appointed general operations mgr. of Click & Geddes Lumber Co.. Denver, Co., according to L.D. Click, pres.

George Schmidbauer, Schmidbauer Lumber Co., Eureka, Ca., recently visited So. Ca, on business.

Bob Britt, Britt Lumber Co., Arcata, Ca., is back in his office after a So. Ca. visit.

Ted Gilbert, Product Sales Co., Santa Ana, Ca., and his wife, Rosemary, were joined for a week's vacation in Baja California, Mexico, by Willard and Glenys Simmons, Louisiana-Pacific, Ukiah, Ca., and Ray and Kathie Louvier, Trimco, Inc., Santa Ana, Ca.

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Poxy Coat, an oulslanding protective (-oaling, is useci ort roofs to seal nail holes, ancl provicle a seamless one piece surfac--r: that aclually expands and contracts wilh weather changes. Guaranleecl for lO years, it reflects heat and lo',vers interior temperatures by ts-zgo