Merchant Magazine - December 1987

Tftere hsve 6een c-tulnrber of chnnges ct D-M-K (twne.lfor Deruni.s, 18, Michae[,, 75, m{ Kotre, 12). And qs our colllrpeny approacfus f,w

its 7Uh Anniversaryt jou've hs{ o dcxa{e to wsttfl tfvse young P*pk grow up; Detlnisis tww entenng *U"g? on{rvrchrct is stort1ry nign schail our compony fws grotwt an{ cfronged, too. But we hi"ott tost srgftt of tfte fa* that serving you, our custamet, is the most important tfing we do.

lJen[tfl, frappirress' an{ tong ftfe,

Curran

Dwight

Serving 13 l,Veslern Sfates

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Parie Petty

Circulation Alice Nielsen

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr:, Suite 480, Newport Beach, Ca. 92660, phone (714) 852-1990, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

ADVERTISING OFFICES

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I-rom all stales east of the Rocky Mountains: Contact Jean waggoner Gogerty, national sales manager. I"rom Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr.. Suite 480, Newport Beach, Ca. 92660.

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The Merchant Magazine is an independently owned publication for the retail, wholesale and distribution levels ofthe lumber and home center markets in 13 western states.

EDITORIAL

Ready for the worst case scenario?

I T'S been about two months since the New York I Stock Exchange had its Monday meltdown, losing 508 points in a single day. Since then we've read about 508 different explanations as to what happened, why and what will happen next. We get the distinct feeling that nobody really knows what's going on.

Given that situation, it seems prudent to do a little mental planning in the event a worst case scenario becomes the one that we have to deal with in real life.

While we are not necessarily forecasting that America is about to suffer another Great Depression like in the 1930s, that is not to say that we think it couldn't happen again. After all, who thought the stock market would drop 508 points in one day, losing half a trillion dollars in a single sickening slide?

Today, many companies rightly pride themselves on surviving the recession of 1981-1982, running mean and lean since. But that slump was a comparative piece ofcake alongside the hopelessly grim days

DAVID CUTLER editor-publi sher

of the 1930s. In those days business didn,t just slowdown, it virtually disappeared. Let one statistic suflice: In Detroit in 1926 construction was running at a $183 million annual pace. After the bank collapse of 1933, construction fell to $4 million.

Coping with that kind of a crash was often impossible and businesses died by the hundreds of thousands. Yet a few survived, somehow, to go on to what were to be the most prosperous times in U.S. history. The ways they did it were varied, ingenious, sometimes lucky, but always involved hard work and lots of it.

We've heard all the arguments as to how a replay of the 1930s can't happen. We don't buy it. We'll go along with the philosopher who said that those who ignore the lessons of history are condemned to repeat its mistakes.

It seems smarter to us to put in a little time preparing for something that supposedly will never happen again than to gamble on being unprepared.

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

Erecting buildings to fit on odd-shaped parcels of land or around existing structures is no Problem for San Antonio Pole Construction.

In this job for Frost Hardwood Lumber Co. in San Diego, Ca., we built a hardwood storage building in the shape of a flattened out L to fit around the blower system in an existing mill build' ing. The 11,000 sq. ft. pole building runs 195 {t., makes a 35 degree turn

and runs for another 50 ft. It has a concrete floor and a hot mopped roof supported by strong glu' lams. Redwood plywood siding provides it with a handsome exterior.

Like all San Antonio buildings, this one was

custom tailored to the special needs of our customer.

Whether your needs are involved or straight forward, San Antonio can build the structure you need.

D-l-Y market bullish

By Bradley T. Farnsworth Executive Director Home Center Institute

I N coNrnAST ro the recent un- I rest in the stock market, we remain bullish on the d-i-y market because the industry keeps turning in

solid growth numbers. Even on the stock market's "Black M onday " in October, both retailing and manufacturing companies tied to this industry fared much better than the market numbers in general.

F-or instance, our Home Center Stock Index declined only about 80/o compared to the 230lo slide in the Dow, while our Lumber/Building Material Index also fell only about 8%.

The d-i-y market should remain full of vigor through the end of the decade. Over $67 billion in retail sales moved through this channel in 1986, and sales are expected to hit $100 billion in 1991.

In fact, the d-i-y market is far out performing the nation's total retail community. Over the last ten years, total retail sales in the U.S. grew at an 8.1% compound annual growth rate while d-i-y retail sales set the pace with an 11.80/o growth rate for the same period.

In 1986 our sales were up 13.5%. We forecast a strong 12% jump in 1987, and we see sales growing at an annual rate of 9.6% through 1992.

While the d-i-y market is tallying

solid growth numbers in terms of sales, it is a maturing market in terms of store units. In the 1970s and early 1980s, the expansion of new stores and the addition ofnew square footage fueled the growth in this market. That we believe has passed. Retailers are going to have to become much sharper marketers, doing more business with existing customers and taking business away from competitors.

We have already seen a shake out in the marketplace especially among the most recent form of d-i-y retailingwarehouse home centers. The market was introduced to the format with the opening of the first Home Depot outlet. Other retailerssome experienced in d-i-y retailing, some less so - rushed to test this format, and many found that they didn't have the merchandising anil management disciplines or the commitment to stay the course.

As a result, we have seen a slow down and withdrawal in the ware-

Story at a Glance

Independents will continue to dominate d-i-y retailing. safes to grow 9.6/" yearly through '92. fewer new store openings. warehouse home center segment will remain below 10%.

house home center market, Today there are approximately 300 units in about 60 markets with 80% of these units controlled by three corporate giants.

Presently this warehouse home center segment has captured only about a 50/o share of the total d-i-v market. We believe that even if thev would reach maximum penetration, which we see at about 400 units. thev would hold only a 7Vo-9Vo markei share.

Warehouse home centers are an exciting segment of the d-i-y market, however, and like other corporate retail chains in this channel. thev receive quite a bit of ink in the trade press. However, it's interesting to note that our channel of distribution is not chain driven as are some others. For instance, let's compare us to the discount field. In the d-i-v industry, the top 25 retail chains account for only 13.50/o of the store units among home centers and d-i-y lumberyards and only 27.80/o of the sales through these outlets.

In the discount field, the top 25 chains account for 830/o of the store units and 90o/o of the sales, an extreme consolidation of power when compared to the d-i-y channel.

In fact, the market share of d-i-y chains has been declining since 1983 when about 320/o of this channel's sales moved through these outlets. As a result, you see a distribution channel dominated by independent retailers still poised for solid sales growth through the end of the decade based on our numbers.

Tremendous growth Potential

By T. Marshall Hahn, Jr. Chairman and Chief Executive Officer Georgia-Pacifi c CorPoration

lI INETEEN eighty-seven was an II outstanding year for the building products industry. Consumption of our products was at an all-time high, and many manufacturers and retailers posted record sales and earnings during the year.

At GeorgiaPacific, we remain bullish about the pros-

In addition, the recent volatility in world stock markets has the Potential to affect our future business plans. No one can predict what this market downturn will mean to our national or world economy, but building products manufacturers and retailers should be prePared for a possible downturn in demand should consumer buying patterns become more conservative.

lrom those in the United States, and if we are not prepared to make Products that meet their needs, we will lose those markets we have gained through favorable exchange rates.

ln ihe future. it is clear that those manufacturers who have reduced costs and continue to imProve Production efficiencies will benefit.

Consumption of building products is expected to increase, but to maximize our profit potential, manufacturers and retailers must strive to keep their operating costs down.

Story at a Glance

for building products in 1988. We believe, ho=wever, that continued growth will come increasingly from markets other than new housingsuch as home improvement and industrial marketsa trend that has gathered strength in recent Years.

Mpects

We expect a slight droP in housing starts next year as interest rates ri*, but overall housing affordabilitybased on inflation, interest rates and housing payments as a Percent of family incomeremains healthY and should keep the droP to a minimum.

Significant future growth in the industry will come from the remodeling, repair and additions market, a market that is exPanding at an impressive 8 to l0% annually. This growing army of do-it-yourselfers and professional remodelers has specialized needs that will require innovative new products. Manufacturers that are able to develop these products will be rewarded with higher margins and more consistent demand for their products.

Another area of oPPortunity is the growing use of wood Products in industrial applications. High-grade particleboard, hardboard and other composite panels, for example. will be in increasing demand for use in automobiles, ready-to-assemble furniture and other commercial applications.

The near-term outlook for the industry is not all positive, however. Overcapacity in structural panel production, with the resulting excess supplies, has kept prices for these products low for some time now, and there is no sign of that situation changing in the near future.

We can, nevertheless, be encouraged by improved export markets for wood products as a result of the lower level of the U.S. dollar compared to many foreign currencies. Pacific Rim countries, in particular, will be important markets for U.S. building products because of the critical need for housing in that area of the world.

American producers, however, must make a long-term commitment to continue serving these foreign markets. Many countries have building products specifications that differ

Bullish building Products future...home imProvement, industry, exports offer new markets. slight housing start drop in '88 foreign markets' special needs must be met.

There still is tremendous potential for future growth in the building products industry. By taking advantage of new market opportunities and better serving existing markets, manufacturers and retailers will continue to profit in years to come.

Economic difticulties can be opportunities

By Herb Zarkin President HomeClub

T

CURRENT upheavals

the dollar against other currencies coupled with the contrnulng lmpact of the trade deficit, in total do not paint an overly optimisticpicture of the comlng year. However, HomeClub views these difficulties as "opportunities" and feels strongly thai-it has properly positioned itself to maximize sales in the lumber and building materials categories. Thus,

Story at a Glance

More remodeling and rePair bY d-i-yers. retailers must Position stores to serve both amateur and professional ...dif' ficult economic times expected.

HomeClub expects to have a strong 1988.

Rather than continue to review all the negatives that passed in calendar 1987. we believe that the expansion of our buying staff, continuing

(Please turn to page 40)

He

in I ttre economy, "adjustments" of the stock market, the decline of

Economy will adjust to imbalances

By Randall J. Pozdena Assistant Vice President Federal Reserve Bank ofSan Francisco

T ue SPECTACLjLAR dectines

I in the stock market in October of 1987 illustrate that financial markets do not always adjust

smoothly to developments in the economy. A lthough trading and port- folio insurance programs may have contributed to the pattern of retrenchment in the market. the market likely had wearied of persistent imbalances

The high rates of spending by the household and government sectors have been enabled by capital inflows from abroad. The inflow of capital to the U.S. is the mirror image'of our trade imbalance; the dollars spent by Americans on foreign suppliers are being "borrowed back" by Americans to finance profligate private and public spending.

Such borrowing from foreigners need not be deleterious. If the borrowing were being done to finance real investment, that investment would generate the future incomes for Americans that will be needed to

pay back the accumulated indebtedness. Unfortunately, it appears that both at the government and household levels, the excessive spending is on consumption, rather than investment goods. This does not bode well for future living standards.

Thus, despite relatively high currentincome growth (fueled by heavy consumption spending), the prognosis would appear to be for slower future growth. Thus, despite a current real GNP growth rate of 3.3% and an unemployment rate that is at a lO-year low, it seems likely that the "piper must be paid" soon in deterioration of this pattern.

As foreign lenders increasingly recognize the imprudence of U.S. spending patterns, their willingness to lend will put continued upward pressure on interest rates. This will induce increased domestic saving in order to finance existing debt. Consumption of both durable and non-

Gradual decline in '88

By Peter Ganahl President Ganahl Lumber Co.

(Please turn to page 69) in the U.S. economy. The market may have been expressing concern that these imbalances - in trade. in the federal budget and in savings pat- terns were not going to be resolved. The behavior of the stock market has cast a spotlight on these problems, however; this makes it more likely that both government and private responses to these imbalances will be more vigorous in 1988.

Story at a Glance Slower future growth

housing industry likely to weaken.. serious imbalances in the U.S. economy must be resolved . good third quarter indicators not expected to be reflected in'88 market.

A few statistics reveal the extent of the imbalance in the trade position, in federal budget patterns and in household budgets. The federal budget deficit last year, at $221 billjon, was 5.3% of national output, up from2.60/o in 1981. The international balance of payments deficit also deteriorated to more than $150 billion last year. Finally, households have been spending at a rate that exceeds their income growth; the personal saving rate has declined from 7.50/o of after-tax income to barely 4o/o in the last six years.

These imbalances are all related.

f HIS year is going ro be a tough I act to fbllow. lt was rhe fifrh straight growth year for our industry in Southern California. For our com-

pany it was the best of the five. That is probably true for other contractor-oriented lumber and building material suppliers in this market.

Where do we go from here?

Probably down!

This is hardly a radical predictioir given that we've been in the largest peacetime business expansion of this century. You don't have to be an economist to see that we've passed the pinnacle of the business cycle.

How fast are we going down and how far to the bottom? This mav be the good news for 1988. The cohditions that precede our building recessions are: high interest rates, overbuilding of housing and falling consumer spending. Although these conditions do not exist in the fourth quarter, they may in the next few months.

If Christmas sales are lousy, this is

the first signal (second if you count Black Monday) that the roller coaster is picking up a little speed as it starts down. But even if this happens, our economy won't immediately be a disaster area. The Southern California construction economy will merely be making the transition from bonanza times to normal times.

Interest rates are still favorable and, for reasons unknown to me. we haven't overbuilt like we usuallv do. What this means is that 1988 willbe a year of gradual decline that we should be able to react to.

That's how fast (or slowly) I think we're going down . , but how far? I don't know. My guess would be that 1989 will be below 1988. but it's onlv a guess. Remember, I make my living reacting to what the future brings, not by predicting it.

Story at a Glance

No signs of recession at present... lousy Christmas sales could start downward trend probably won't hit bottom until 1989.

Diversification spurs panel industry growth

By William T. Robison President American Plywood Association

ARKET forecasts are alwavs fickle and subject to chanle - especially when such projections are made in a period not yet stabilized following a historically steep plunge in the stock market.with this qualification, however. I believe the U.S. structural panel industry can ap- proach the future - both immediate and long-rangewith its customary confidence and optimism.

There is an obvious need for discipline and calm in the prosecution of our nation's economic policies. The American Plywood Association joins with the industrial community everywhere in support of bipartisan efforts to harness and progressively reduce the federal deficit. We equally support national economic policies that will sustain a reasonable measure of economic growth while avoiding a new inflationary spiral.

Subject to the attainment of these larger objectives, America's basic economy appears sound, and founded on real achievements in productivity improvement and market expansion.

We are completing a great year which should see 1987 industry production at 27.1 billion square feet, 3/8-inch basis. This will be our fifth consecutive production record.

The interesting thing about the demand expansion is that it has been proceedlng steadily at a time when home building, as previously predicted, has been declining.

How will the panel industry manage to have easily surpassed the 25.6 billion foot record of 1986, with its largest single market in a moderate slump?

We were helped by the fact that panel volume increased substantially in each home builta direct result of promotion. But the driving force for the 1987 demand surge has been market diversification - again the result of a long-range approach to promotion tackling the best oppor-

tunities in every sector liom home building to repair/remodeling, nonresidential construction, industrial applications and exports.

The nonhousing markets and exports are the major areas where big promotional gains are being recorded.

Over-the-counter panel sales from home additions and alterations are continuing to grow from the hot pace of 1986, when there was a 34% gain in expenditures from 1985.

Adding to this is an unexpectedly high level ofpanel usage for nonresidential remodeling and maintenance. This market segment appears to be twice as large as APA previously estimated.

Export markets are expected to

top 800 million square feet for 1987, 33% over 1986.

Will the broad multi-market advances of 1987 continue in 1988?

While the full impact of the recent stock market crash and resultant world money market fluctuations will not be known for some time, we feel the basic economy will plod ahead. Housing should do better than previously expected, giving hope for another year ofstrong panel market activity.

With the close support of dealers and distributors, we look forward to doing our part in maintaining a healthy economy and providing mutually shared opportunites for all engaged in the manufacturing and marketing of structural panels.

Story at a Glance

Fifth consecutive production record this year. panel volume increasing in each home built. over-the-counter sales growth will top 34o/o... export market continues strong.

Rehab market positive in window, door btz

By John W. Shoemaker Executive Vice President National Wood Window & Door Association

llf OOn windows and doors will ! U continue to be a solid choice for American homeowners, particularly in the growing repair and re-

modeling mar- ket, through 1988 and beyond.

Independent research conducted for the National Wood Window & Door Association byMcGraw-Hill/ LSI Systems, Inc., indicates that wood will be the material of choice for windows, sliding and hinged patio doors, passage

doors and exterior doors used in rehab projects. In 1988, that rehab market is expected to account for nearly 600/o of all window sales and nearly 500/o of all exterior doors sales.

Interestingly, NWWDA research indicates that homeowners tend to renovate their homes within the first six years after they have moved in. This means that if the healthy home resale market continues as expected, the renovation and remodeling market should continue strong for some time to come.

This trend will create new opportunities for retailers who are prepared to address this growing market segment. Merchants should consider developing eye-catching displays

A NYONE who reads the new l{ boot by Tom Peters, titled "Thriving On Chaos: Handbook for a Management Revolution," might well conclude that the marketplace is becoming a very iffy environment.

To Peters, a well-run company in the near future will be one that flourishes on changes and chaos.

According to him, firms should add substantial effort towards quality services, quality salespersons and remain highly flexible in operations. There are other facets to a successful business but Peters makes some valid points. We think much of what he espouses should be heeded.

As we enter 1988, it looks as if our lumber industry should enjoy another good Year . at least through the first three quartels. Ri91 ing interest rates in late 1987 will diminish the demand for lumber somewhat, but unless rates get out of hand, good building activity will continue. Election year politics will not

Position your company in 1988

By Pete Niebling Executive Vice President North American Wholesale Lumber Association

Story at a Glance

Another good year for the lumber industry. 1.55 to 1.6 million housing starts. ..good markets for industrial lumber excellent remodeling market in'88.

provide us a boom but theY should keep a lid on outrageous money costs.

NAWLA projects a 1,475,000 housing start year; good markets for industrial lumber; an excellent

remodeling market in 1988; and further pleasant surprises in the 1988 export market.

On the negative side, we found a ereat deal oftalk about a serious business decline in 1989 as we conducted our Regional and Sector Meeting schedule last fall.

This leads us to conclude that lumber producers and distributors should use 1988 as a time to achieve internal excellence in operations. Objectives might include some or all of the following:

o Is your sales operation as lean as it could be? Is your sales staff as professionally excellent as it could be?

o Is your firm taking new precautionary measures on credit

exposure?

of highdoors in

Story at a Glance

Over half of all sales for rehab. increased glazing and other technological advances trend of more windows Per home will continue.

Several factors are influencing the demand for wood windows anddoors. First, and foremost, homeowners are placing a high demand on quality in the products theY select in both new construction and in remodeling. They are selecting wood windows not only for their strong aesthetic appeal but because of their thermal eiliciency, durability and ease of maintenance.

Wood windows and doors are hiehlv thermally efficient, and manufictlrers are improving this performance even more through new glazing systems, such as Low-E glass. NWWDA sees a continuing trend toward use of technologicallY advanced glazing systems for the foreseeable future.

Manufacturers also will continue to employ exterior cladding systems.

A trend toward the use of more windows in new single-family homes began in 1986. The single-familY detached home built in 1986 had an average of 14.2 windows per home, compared to 12 in previous Years. That number is expected to remain steady in 1987 but will close in on the l5-windows-per-home level in 1988. Average window usage in sinele-familv attached homes also willrise in 1988, closing in on the l2windows-per-home level, an increase of almost two windows Per home compared to 1986 and 1987 levels.

Average door usage per home will remain relatively steady in 1988 for all housing types.

If your hrm is engaged in distribution, are you improving vour value added services to both your supplier and customer? What new customer services can you perform profitably?

Are you properly measuring your supplier and/or Your customer? You can be assured that they are measuring You, no matter which end of the board you are holding on to. Have you noticed improvement in staff productivity and staff motivation?

r Are you prepared for good times next spring and bad times next December? Just how flexible can your company be?

This is a tall order for management. Lumber firms, by their nature, must perform daily tasks leaving limited time for strategic planning and implementation. Yet, if the latter can be accomplished, it will keep the bottom line healthy in good times or bad times.

Our final thought is that it doesn't seem possible that a great boom in 1992 or 1994 or whenever, will occur. In other words there may be no "feast" beyond the next "famine."

illustrating creative uses quality wood windows and renovatron proJecm.

Unpredictable year ahead

By William P. Farrell Executive Director American Hardware Manufacturers Association

llf Htt-E the immediate casual- Ut ties of "the Crash of '87" have been widely reported in the media, the long-term consequences of the stock market's October 19 plunge remain unpredictable.

How the consumer hardlines market will be affected in 1988 by the Wall Street upheaval is difficult to

gauge. Overall, most members of the American

Hardware Manufacturers Association (AHMA) will close out calendar year 1987 with strong numbers.

Through September 1987, the United States had completed 58 consecutive months of growth, tying a peacetime record. The same month, unemployment fell below 6% for the

Story at a Glance

Consequence of stock market nose dive unpredictable... buying binge slowdown ahead good management needed. . housing starts down slightly.

first time in this decade, The manufacturing sector had been reinvigorated, accounting for fully 400/o of the 132,000 new jobs created in September.

While most economists predicted a slowdown in the buying binge, the industry and the entire U.S. business community may suffer a good case of whiplash if the consumer slams on the brakes too suddenly next year.

Thus, for many hardlines producers, the term "caution" will be

The Merchant Magazine reinserted back into 1988 game plans. As one Business Week editor noted in the aftermath of "Bloodv Monday:" "The success of a company, public or private, will depend increasingly not on financial alchemy, but on good management."

While the purchasing propensity of the American consumer will play a major role in determining the condition of the hardlines market. so. too, will the messages emanating from our nation's capital.

While many economists are predicting recession in 1988, the outlook for hardware/home improvement products is strong. Unless interest rates start to run up, housing starts are expected to be in the 1.65 million range for 1988, down slightly tiom thd estimated 1.7 million this year.

Yes, U.S. hardlines prgducers are taking a "wait-and-see" posture for 1988. It's difficult to look into the crystal ball and predict what consumer spending patterns are likely to be next spring or what Congress may or may not do on the critical issues it faces. Beneath the "cautious" veneer, however, is a quietly confident industry poised for continued growth in the coming year. Only time will tell how our business handles the fallout from "Crash '87" in l 988.

Consumer confidence is keystone

By Al Leitschuh, CAE Executive Vice President National Building Material Distributors Association

I USf when many rhoughr the U, 1988 economic outlook for building products was crystal clear, a major upset in the world financial wrcT

market has a lot of people scratching their heads and rethinking their earlier predictions. Not that NBMDA members were pre-

many members were confident that a relatively stable forecast for the market was in order.

And why not? Before the recent events on Wall Street, 1988 looked to be a year of stability. Building material sales were predicted to rise slightly above inflation rates at 4-50/0.

The housing market would continue to hold its own with an estimated 1.5 million single housing units, while multi-family and commercial would continue to slump. This largely due to the 1986 Tax law changes and an over-building of commercial units.

Once again, the remodeling and repair segment of the building materials market was showing strong signs of flourishing in 1988 as consumers continued to be more energy conscious and interested in improving their property value.

The end-dollar opportunity for 1988 looked to be consistent with 19871 however. if the world financial market continues to fluctuate, consumer patterns may be affected.

In addition, 1988 is an election year. Election years bring about a major unsettling of fiscal tax events of their own. The combination of

these two factors and their effect on the building materials market is difficult to predict.

Story at a Glance

Consumer confidence will dictate building materials market . election years unsettle fiscal tax events... economy will depend on control of deficit, spending and trade imbalances.

Until the government succeeds in controlling deficit, spending and trade imbalance problems, the 1988 economic stability will remain in question.

Market positioning for success

By Roger E. Peterson President Ace Hardware CorP.

T ug INTENSIT!' and diversity

I of competition in today's hardlines industry has created a greater need than ever for hardware/

home center retailers to make a strong, positive statement in their market. This need will continue to increase, along with competi-tion, into the 1990s.

The competi-

tion that hardlines dealers face today is different from that of the past. It includes not only the more traditional hardline retailers, but also the giant warehouse retailers competing against each other, wholesale clubs, catalog sales, tv home shopping clubs, buying clubs and specialtY retailers, as well as other retailers who merely "dabble" in the sale of hardware related products.

According to industry studies, doit-yourselfers comprise the largest segment of all retail customer makeup. and that trend will continue to iricrease in the future. However, there are other consumer groups which dealers in our industry need to address more aggressively in order to achieve full market share. These irrclude women as well as commercial/industrial customers, and each has special individual needs. To attract these customers to their stores effectively, retailers need the total support of their distributor.

Although there are common needs throughout the various retail markets, retailers in each region of the country have unique needs which the distributor must understand in order to offer total retail support. The regionalization concept helps distributors develop a greater a\\/areness of the make-up of their individual dealers' markets. For regionalization to be effective. dealers and their distributors

A slowdown from '87

By Jerold Tuft President Schlage Lock Co.

EING an election year means that in 1988 few changes will occur in our federal government's economic policies. Interest rates are I nearing their peak and should remain at their year end 1987 level. Unemployment will remain under 60/0, as the manufacturing sector rebounds and the service sector continues to expand. The federal spending deficit will continue to be a problem, feeding fuel to the smoldering inflation fire.

Another major concern is the persistent un-improvement in the U.S. trade deficit. The weak dollar has made domestic goods more attractive in foreign markets but is just

Story at a Glance

Hardlines dealers face increasing competition the challenge is to determine who is the customer, what does he want. regional factors increasingly important.

must remain flexible and willing to change wherever there is the need to attract new customers. The third element, manufacturers, must also support their two-step distribution network by remaining flexible and cooperating closely to develop programs and provide quality merchandise at competitive prices.

The winners in the hardware/ home center industry surely will be those who have prepared themselves to manage change through regionalized support from their primary distributor.

beginning to curb the flow of imports to the U.S. The deficit should improve in 1988 as the expanding world economy supports American exports.

New commercial construction will be slightly down from '87 levels due to past over-building and weak underlying demand in most major markets. Construction of new single

Story at a Glance

Few changes in election Year unemployment under 67o . fewer single familY starts ... products used in new construction will be down... strong growth in rePair and rehab products.

family housing units will be below the '87 level due to higher interest rates. The decline will be softened by a strong underlying demograPhic demand. Multi-family housing will remain depressed due to past overbuilding and slow absorption rates. Sales of existing housing will be below '87 levels but remain around 3.3 million units due to a continued demand for upgraded housing from existing homeowners.

How does all this effect the demand for building products? The need for products used in new construction will be down from 1987 levels. Demand for products used in the repair and rehab areas will experience strong growth. New owners have a tendency to fix uP and improve their newly acquired properties within two years of purchase; thus the strong real estate market of the past two years will carry over into 1988. The retail/d-i-y and the commercial retrofit channels will benefit from this growth.

In summary, 1988 should be similar to 1987, but could be our last good year for awhile as short comings in past economic policies catch up with the U.S. economy.

ue srRlNG of tbur consecu- I tive years of record demand for lumber in the U.S. will likely end in 1988. But market conditions should remaln posltlve for western lumber producers next year.

The U.S. is expected to use a record 50.1 billion board feet of softwood lumber in 1987 , 5.30/o more than the prevlous year.

Much of the gain can be traced to the unprecedented demand for lumber in the repair/remodeling market. Some l5 billion feet of lumber. 310/o of total consumption, will be used in repair and remodeling in 1987. This market has nearly doubled in volume in the past decade and all indicators are that it will remain a maior user market for lumber products.

Western lumber manufacturers have been the chief beneficiaries of the improved demand in 1987. Sawmills in the West's Coast and Inland regions should ship 21.8 billion feet to domestic and foreisn markets this year, 9.50/o above l9E6 levels and the highest annual volume since WWPA began keeping

Strong lumber demand

By H. A. Roberts President Western Wood Products Association

statistics. The West's share of the American lumber market in 1987, 40.50/0, is the highest since 1979.

Lumber demand is expected to ease in 1988, but that should be no cause for alarm. Consumption should still total 48.3 billion feet of lumber next year, offonly 2.50/o from this year's levels but stilt the second highest annual volume ever.

Except for offshore markets, the

Story at a Glance

Lumber consumption in '88 off 2o/" trom this year. repair & remodeling will continue strong more foreign business. West's share of U.S. lumber market highest since '79.

declines in lumber use should be across the board. Housing starts are anticipated to be 1.7 million units. down 3Vo from this year. The amount of lumber used in residential construction should dip to 17.7 billion feet, down 3olo from this year. Meanwhile, repair and remodeling should -remain strong, totaling l5.l billion feet in 1988. -

The volume of Canadian lumber used in the U.S. peaked in 1985 at a record 14.6 billion feet. Since then. Canadian mills have shipped at leasi 14 billion feet to the U.S.. with 1987 and 1988 being no different. This year, 14.3 billion feet of lumber should cross the border into the U.S. and next year, an estimated 14 bitlion feet should be imported from Canada.

The export tax on Canadian lumber, in our opinion, has not been a factor in the import totals. We

R&R spending to top $100 biilion

By William T. Hausle Director, Market Planning Gold Bond Building Products

xnExolTURES for residen- b tial renovation and remodeline projects are almost certain to pass th6 $100 billion level in 1988.-Census

Bureau data shows that $91.3 billion were spent on renovation and remodeling in 1986. This figure should hit $98 billion in 1987.With used home sales running at a 3.5 million unit rate, 1988 promises to be another banner year for residential R&R. Close to $105 billion will be spent by homeowners next year for maintenance, repairs, additions and major replacements.

There are nearly 100 million new home units in the nation's housing inventory now, but the 3.5 million used home sales each year form the

backbone of the R&R market. In the last three months, because of higher mortgage rates, used home sales have softened. But totals for 1987 should again exceed 3.5 million sales.

Third quarter 1987 witnessed sharp declines in the stock market which could hurt consumer confidence and result in buying cut-backs, such as new home sale cancellations or- postponements. The resulting effect on renovation and remodeling activity should be positive though-. Homeowners will be more likelv-to stay where they are and make needed or desired improvements to their present homes.

Gypsum wallboard usage in the renovation and remodeling market next year will exceed 1.5 billion square feet. Most of the wallboard will be used for room additions and completing existing unfinished spaces, such as basements and attics.

Only a small portion is used for repair work.

Vinyl siding has become the most frequently used material in the residential replacement market. Over I billion square feet will be used to reside existing homes in 1988. Usage has been growing by l0o/o or more and is concentrated in the northeast quarter of the country. However, this product is now being used in virtually all the R&R markets throughout the United States.

Story at a Glance

3.5 million used home sales fuel strong R&R market.

gypsum wallboard usage will exceed 1.5 billion sq. ft.... vinyl siding is most frequently used replacement material at 1 billion sq.ft.

year will bring for the pressure treated wood industrY, we might wish

HEN we look at the calendar and ask ourselves what next we had a gypsy to gaze into her crystal ball.

To shed some light on the future, we consulted with a cross section of Western Wood Preservers Institute members.

Some sources

expect to see material shortages of lumber next year. Despite concerns, pressure treated wood continues to experience sales growth in lumber and sawn products. We see a strong demand for treated wood to continue. We may see some slowing in the first half of 1988 because of lumber supply limitations, but things look more promising for the second half of the year.

It is estimated that Pressure treated wood sales exceed $100 million in the Western states. Treaters are positive in their outlook towards sales in 1988. WWPI members are placing more emphasis on treated

Treated outlook Positive

By Bill Bond, Jr. President Western Wood Preservers Institute

Story at a Glance

Some shortages of Pressure treated lumber in '88. strong demand... increased remodeling sales. more marketing support for retailers from producers.

lumber products'

Treated lumber sales have experienced strong growth for the Past 6 years. Will it continue? Even if we see a slight slowing in new home starts in the Western states, we still have the converse factor of PeoPle who want to add on and imProve their existing homes. As a result. we

expect the do-it-yourself market and the home imProvement construction to be very strong in 1988. And Dressure treated wood is the natural ihoice for these projects.

More dealers and home centers are carrying treated lumber or carrying a broader inventory of treated stock. They know consumer interest in pressure treated wood products is there, along with the sales. Our industry is becoming more sophisticated in marketing suPPort to retailers. Member companies are very much interested in assisting retailers in the education and information needed to communicate to their buyers the benefits and values of pressure treated wood they buy.

Retailers will continue to benefit themselves and their customers when they make it easy to obtain pressure treated lumber.

THE WEST is expected to grow

I at rates close to the national average in 1988, as the economies of those states which suffered declines in 1986 due to lower oil prices slowly recover. Although the region is expected to experience increased employ- ment and income in the next year, new housing and general construction will not equal previous highs. This is because many states have high vacancy rates and building inventories to absorb. A sizable amount of lumber use will be for repair and remodeling.

The West is expected to grow more slowly in 1987 and 1988 than it did during the previous period. Nonfarm employment is estimated to have increased 3% in 1987 and forecast to advance 2.80/o in 1988. The western states which exPerienced declines in 1986 probably reached bottom that year, but it will take several years until the impact of oil prices lower than $24lbarrel have fully re.verberated through their economles.

Western economy iffy

By Dr. C.E. Bray Assistant Vice President & Regional Economist First Interstate Bancorp

Housing is expected to have a nesative influence on national ero-wth in 1987 and 1988. Housing itarts are estimated to have moved down to 1.65 million units in 1987 and forecast at 1.56 million units in 1988. Single-family units are expected to be down primarily due to increased mortgage rates. High vacancy rates and the loss oftax advan-

Story at a Glance

New housing and general construction in the West will be off . . 1.56 million housing starts in '88. both single family and multiPle housing units will decline. reduced domestic lumber utilization; repair & remodeling will be bright spots.

tages will result in the decline in multiple-family units. The housing sector in the West is expected to reflect these national trends.

Housing starts for the nation during the first nine months of 1987 were down 10.20/0. The largest decline occurred in the South where housing starts decreased 160/0, followed by the West where starts declined l0o/0.

During the first six months of 1987, construction employment was also down in the West. The largest declines occurred in Utah, Arizona, and Colorado. California and Nevada. however. were two states which experienced vigorous growth in construction reflecting their continued overall high rates of employment.

The declines in new housing and construction are expected to result in reduced domestic lumber utilization in 1988. Repair and remodeling, therefore, will be the bright spot in domestic lumber utilization.

EUMS Btf;] !EFS

Blue her Lu m ber, A lbuquerque, N.M., is building a new drivethrough store as an anchor operation fior a home services business park on the west side of town . . . Kelsevville Lumber. Kelseyville. Ca.. has expanded its showroom to 4500 sq. ft. and added 12,000 sq. ft. of warehouse

Coast American Corp. and Amoco Oil Co. have ended their Denver, Co., market test of combination hardware/self-service gas stations with Amot'o bowing out while Coast America seeks a new partner for the Hardware X-Press venture

Driscoll Building Materials, Albuquerque, N.M., will have a grand opening this month for its relocated store in the Corrales area . . Front Ronge Lumber Co. is the new name for Hartmuller Lumber Co., Denver, Co., with new owners John and Marv Gunzner

Ace Hardware, St. Helens. Or.. is adding a 5,073 sq. ft. addirion plus off-street parking. . Kennedy Lumber, Springer, N.M., which has been purchased by Candelario Building Products, Raton. N.M.. is operating as the Springer outlet for Candelario.

Builders Square has opened an 80,000 sq. ft. store in Albuquerque, N.M. Gary Weiss is the new owner of the Coast to Coast Hardware Store in Woodburn, Or. Holladay Lumber & Hardware, Salt Lake City, Ut., has closed

Carl Diebold Lumber Co..

Wood Village, Or., has purchased 25 acres in Troutdale, Or., for possible relocation Lafayette Lumber. Lafayette, Co., has relocated to a former Diamondyard...

Inter-Mountain 14holesa le Nordware Co., lnc., has opened a 45,000 sq. ft. distribution center in Denver, Co... Jensen-Byrcl, Spokane, Wa., has expanded with a 252.000 sq. ft. distribution center . Ace Hardware Corp. is building a 362,000 sq. ft. DC in Rocklin (Sacramento), Ca.

GF Co., San f)iego, Ca., has formed a new division, Paci/ic Pine Producls, to market doors, jambs and mouldings, Dennis Lowe, v.p. and sales mgr. Tuba.for Mill, Morton, Wa., has relocated its sales office in Tacoma, Wa., Sandy Bremner, salesmgr....

Taltlar Lurnber & Treoting. Beaverton, Or., has established a wholesale div., Douglas J. Bergquist, mgr., and purchased Forest Grove Lumber Cs., Forest Grove, Or., to operate as a division of the parent co.

Ca nadian Forest Products, Y ancouver, 8.C., has a new lumber mfg. plant in Beilingham, Wa. . . . Holding Lumber Co., Adams Lake, 8.C., a div. of Whonnock Industries, is now named Adams Lake Lumber.

Precision Lumber Co.. Portland Or., is set to begin production at its new reman plant in The Dalles, Of., Jan. l...Houston Lumber Co., Las Vegas, Nv., has opened a new door plant and a l0 acre truss plant.

Martin Forest Products, Healdsburg, Ca., closed its Dublin, Ca., office on Dec. l...Gregory Forest Products will close its Fontana, Ca., DC and reman plant, selling the site, inventory and machinery; this has no effect on its Or. sawmills and plywood plant which are separate entities

Michigan-California Lumber Co., Camino, Ca.. has added a lumber shed and a new road to facilitate traffic ... West Coast Timber Praducts, a new Encinitas (San Diego), Ca., wholesaler, owned and operated by Dave Alward and Bill Wessner will handle sales for the Redcling Power Sawmill, Anderson, Ca,. when it is completed in mid '88, and the new Lassen Forest Prodacts. Nubiber. Ca.

Morgan Produt'ts ltri. has purchased Heritage Hardwoods, Inc.. Shawano, Mi., for $10 million cash . . Mitek Industries, lnc., in a joint venture with Bowater PLC has purchased Gang-Nail Systems, Inc., from Reland PLC and Braas & Co. GmbH.

Hydro .Systems has moved from North Hollywood, Ca., to a 40,000 sq. it. facility in Simi Valley. Ca... . LouverDrape, 1nc.. has purchased a$7.1 million bldg. in Valencia, Ca., for mfg. anddistribution...

Z- Brick Co. has been purchased by Contech Brands, a div. of Rexnord Chemical Producls. which will close the Woodinville, Wa., Hq., while retaining opefations at the I'ort Wayne, In.,plant...

Housing starts reached the lowest level in more than four years in Oct. (latest figs) with an 8.206 drop to an annual rate of 1,513,000 . . single family starts fell lolt with multi familv starts off 1601r permits fell3-.40k...

(Please turn to page 79)

Cut Stock

Finger-joint & Pine Solid

Hardwood Mouldings

Custom Milling

Redwood Lattice Panels

Fencing: Redwood

o Fencing: Western Red Cedar

o Fencing: Incense Cedar

o Redwood Stakes

o Surveyor Stakes

o Overhang: Pine WP-ll

o Overhang: Reversible Patterns

o On Rail SDIV Loading & Reloading

DECEMBER

BatimatDec. 8-15, international building exhibition, Paris, France.

Lumber Merchants Association of Northern CaliforniaDec. 11, insurance trust meeting, San Jose, Ca.

Portland Wholesale Lumber AssociationDec. 11, annual Christmas party, Red Lion Lloyd Center, Portland, Or. National Building Material Distributors AssociationDec. 11-12, "The Best Seller List" workshop, Irvine, Ca.

San Joaquin Valley Hoo-Hoo ClubDec. 12, Cal Bowl trip & tailgate party, F-resno, Ca.

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; and will not gum up sander. Waterproof and weatherproof when properly applied.

16 malching wood colors

BEVERTY MANUFACTURING C(}MPANY

9118 S. Main Street.Los Angeles, Calif.90003, P.0. Box 73233

M!n!lact!rersolFamowood,Famoglale,Famosolvent 0islrib0l0randOealerlnquirieslnviled

FAMOWOOD ffi

gW

W.O.O.D., Inc.Dec. 16, holiday luncheon, Holiday Inn North. Denver. Co.

JANUARY

Coast to Coast StoresJan. 5-8, buying show, Anaheim, Ca.

National Housewares Manufacturers AssociationJan. l0-13, international housewares exposition McCormick Place, Chicago, ll.

National Association of Wholesaler-DistributorsJan. l016, annual meeting, Westin Kauai, Kauai, Hi.

Mountain States Lumber & Building Material Dealers AssociationJan. 11-13, residential framing lumber estimating course, Denver, Co.

Inland Empire Hoo-Hoo ClubJan. 15, dinner/initiation, Indian Hills Country Club, Indian Hills, Ca.

Lumber Merchants Association of Northern California - Jan. 16-17, annual management seminar, Asilomar State Park, Pacific Grove, Ca.

Young Westerners Club - Jan.2l-24, conference, Eugene, Or.

National Building Material Distributors AssociationJan. 22-23, "Best Seller List" workshop, co-sponsored by lrlorth American Wholesale Lumber Association, Seattle Marriott Sea-Tac Airport, Seattle, Wa.

Blish-Mize Co.Jan. 23-24, Sentry market, Denver, Co.

American Wholesale Hardware Co.Jan. 24, Beach Convention Center, Long Beach, Ca.

FEBRUARY

Holiday Inn, show, Long

California Hardware Co.Feb. 6-7, Sentry market, Los Angeles County Fairgrounds, Los Angeles, Ca.

Southwest Hardware Co.Feb. 7, Sentry market, Phoenix, Az.

World of ConcreteFeb. 7-11, annual concrete exposition, Las Vegas Convention Center, Las Vegas, Nv.

Central Builders Supplies Co. - Feb. 10-11, annual buying show, Louisville, Ky.

Lumber Merchants Association of Nothern CaliforniaFeb. 11, insurance trust meeting, San Jose, Ca.

National Wood Window & Door AssociationFeb. 20-24, annual meeting, Marquis Hotel, Palm Springs, Ca.

Western Hardwood AssociationFeb. 25-27, grade rule school. Thunderbird Inn. Kelso. Wa.

is the PR0FESSI0I{A['S ALt PURP0SE PLASTTC Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, fjllins wooo cracks, gouges, covering countersunk nails and screws. -

This is howsome building supplydeale will respond to their eompetition in 1988...

Make an important four-day investment in the future survival and growth of YOUR business by attending the 1988 National Home Genter Show9 March 13'16 at Chicago's McCormick Place East & North. You'll discover thousands of products and ideas to help you identify and build your competitive advantage at the industry's premier annual showcase of do'it' yourself and professional home improvement products.

Expanding to offer you more new products and vendors. We're making The National Home Center Show@ bigger and better than ever by adding the lower level of McOormick Place's new north hall. More than

of the newestand mostprofitable home ffi.i,iEtlffi* improvement products.

The only COMPLETE range of DIY and professional products. The National Home Center Show@ is the one and only annual industrY event offering the complete range of products for every one of your home imProvement departments, including lumber & building materials, hardware, electrical, paints & paint sundries, plumbing, kitchen & bath, building specialties and much. much more.

ttilf,ilfltirilillllilL g€rru

A comprehensive Professional education program. We've assembled an all-new professional education program for 1988 featuring hard-hitting sessions designed to help you identify and build your competitive advantage. Be sure to attend some or all of these

m portant sessions o 1ri 10

CIMPETITIUE dealers as you enioy rree hori d'oeuvres, mliAilTAcE

MARCH13-16,1988

DON'T MISS THE 1988 NATIONAL HOME CENTER SHOW9 PRE.REGISTER TODAY FREE OF CHARGE.

1.

MustbereceivedintheshowotficebyFeiluary12,lgsS.contirmationofpre-registrationandhotel

Nancy:

Me:

Cowling:

HOME GENTER MERGHANT

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128

It's a Mr. Cowling on the phone for you, Mr. Fishman.

(Hesitantly) Hi, Bill, how have you been?

(Controlled annoyance)

I've been good except for the negative remarks about Dixieline in your column.

Me:

(Surprised) Negative? I gave a pretty accurate description of what the people in my neighborhood feel about Dixieline. I didn't think it was negative. It's a great place for professionals to shop.

Cowling:

(Less Controlled) and do-it-yourselfers! Do you realize that we carry more

To squelch the current rumors.

o I have neverbeen on the Home Depot payroll.

. Home Depot has neverbeeen a client.

o I do not now... nor have I ever owned Home Depot stock.

Yes, I do know some of the principals at Home Depot, having served with them on industry advisory boards. I see and speak with them only once a year at The National Home Center Show.

My admiration for the Home Depot operation is based upon my judgments as a member of the home center industry since 1960.

skus than Home Depot, and we don't stock furniture, sporting goods and the other junk. I think our stores are better designed and better merchandised than all those other places you wrote about. What's more, our number system is only used when we're so busy that we owe it to our customers to take care of them first-come first-serve.

(Proudly) Have you ever been to our new Convoy Street store?

Me: (Smugly) No, but I'm very familiar with it. A few years ago, I was instrumental in designing the expansion and high profile merchandise presentation when Handyman owned it.

Cowling: (Assuredly) Well it's time you saw how we improved it. It's a fantastic store.

Me: (Defensively) Improved it! It was one ofthe best operating home center units in the country. That store won the Home Center of the Year Award.

Me: Tell you what, Bill. Meet me at the Convoy store any day

December 1987

next week, and we'll walk it together. Let me see the new Dixieline through your eyes.

Cowling: Next Thursday at 9:30. Me: Good.

Cowling: We'll meet out front.

The day after that phone call, I was on the way to the airport. I had plenty of time and the Dixieline Convoy Street store was less than five minutes out of the way. I pulled off the highway and headed for the store for a sneak preview before next Thursday's meeting.

I was prepared to see a store slightly upgraded from one of the Dixieline stores which is closer to home. I was also anticipating that the store would be substantially less d-i-y oriented compared to the Handyman unit that once occupied the same four walls.

I was wrong! The new Dixieline is a beautiful store. Easy to shop. Wide aisles. Well lit. Fairly well staffed. The di-y merchandise selection is outstanding. It's far more complete than the Dixieline I shopped before. The store features many display innovations of big ticket merchandise that make it easy to step up to quality.

While the high profile format was ideal for the Handyman goals of a few years ago, the more moderate gondola heights fit the Dixieline strategy.

I wish that the unit near home had the square footage needed to get this transformation.

EPILOGUE

I showed this column to Michelle and Joanne in my office. "What do you think?" I asked.

"It reads like you're trying to apologize to Bill Cowling," they replied.

"This store is different. Had I known about the newer Dixieline I would have not included the professional tag in my last column," I retorted.

Debt Reduction Strategy

The following responses to excuses offered by those who owe you money have been successful for many creditors.

If "the check is in the mail," ask when it was mailed and the account number. Volunteer to call the bank about its status.

If the bill hasn't been paid because the product isn't working, offer to send a repairman immediately to fix it and accept a check for the balance due:

The bill has been lost, destroyed in fire, earthquake or flood. Sympathize and offer to give all information over the phone so the debtor can pay immediately.

FlSHll{G trip sponsored by Louisiana-Pacilic down the lower Klamath River in Ca. resulted in a dozen lish, totalling nearl! 90 lbs., caught by (l-r) Randy Hayden, L-P; Mark Herms, Industrial Forest Products; Brian 0'Hagen, Lattice Works of Oregon, and Steve Baugh, Industrial Forest Products.

Seattle Co. Logs 75th Year

Blackstock Lumber Co., Inc., Seattle. Wa.. celebrated its 75th anniversary last month, continuously operated by first, second and third generation Blackstocks since 1912.

Carl Blackstock founded the company and passed it onto his son, RaY. Now semi-retired, Ray is turning the business over to his sons, Scott and Jim.

The company has been at its current location since 1924, offering retail lumber, building materials, customer manufacturing, millwork and pre-hung doors.

FRED CARUSO executive secretary

llfllr-tnu "Bill" Boddington,

I I founder of Boddington Lumber Co., Colorado Springs, Co., has been named an honorary life member of the MSLBMDA.

He is honored for his 40 years of dedicated service as a supplier to the retail lumber trade. In receiving the honor, the 70-year-old Boddington said, "What impresses me most about the lumber business is the quality of the people. When I accepted my first job in this industry in 1947, I accepted happily, saying that selling to people of this class would be pleasurable and surely profitable. Forty years later, the retail lumber industry still attracts wonderful people."

Boddington founded his wholesale moulding and millwork company in 1954 with the commitment to sell onlv to

retail dealers, with no preferential deals and to build an organization of loyal employees eligible to participate as stockholders and share in the profits.

A member of MSLBMDA since 1975, active in its convention, trade show and educational activities, the company has locations in Denver, Co., Cheyenne, Wy., and Albuquerque, N.M., as well as Colorado Springs. Boddington is officially retired although he goes to the office every day.

Plans are underway for the Building Materials Buying Show at the Denver Merchandise Mart, March l0 and ll. The number of exhibit spaces is now 136, a 340/o increase in the size of the show since 1983. The Intermountain Building Materials Buying Show, a new activity to debut in 1988, will be held April 14 at the Salt Palace Convention

(l'lcasc turn to pogc 76)

NORTHEAST

GEORGE MCQUESTEN CO.

Iron Horse Park North Billerica, MA 01862 (617) 663-343s

MID.STATE LUMBER CO. 2OO Industrial Parkway Bmnchburg, NJ 08876 (2O1) 7254SO

soulltEAsr FURMAN LUMBER CO. 8l9l Annapolis Junction Rd. Annapolis Junction, MD 20701 (3Ot) 792-2234

EARL RAIFORD LUMBER CO. PO. Box 5498 Ashwille. NC 28813 (7041253-sffi7

EPPERSON LUMBER SAIES. INC. PO. Box 1559 Statesville, NC28677 (7O4) 8734321

WOODFORD PLYWOOD PO. Box 1731

Albany, GA 31703 (el2) 8834900

Branches in Alabama, Georgia & Florida

NORTIIWEST HUMPHREY LUI'BER CO. PO. Box 99943 Tacoma, WA 98499 (206) 5U-6263

I'PPER MID WEST CANTON LUMBER CO. P.O. Box 9328 Minneapolis, MN 5544O.E328 (612) 42s-t4ffi

WEST

GARY

L. SMITH

executive vice president

llftfg all of the media attention

I I given to the admissions of public officials regarding what they used to smoke, I am ready to make my own past public. The withdrawal of Judge Bork's name from nomination for the Supreme Court and criticism of presidental candidates Babbitt and Gore for using marijuana seems pretty silly to me.

I have never used marijuana, but because of my age and background, I really feel more of a misfit than they are. I don't know why I was never exposed to the drug in high school or college, but my lack of experience probably puts me in the minority for my generation, nonetheless.

That's not to say Mrs. Smith's middle son was a perfect angel. I had some experience with the "legal" drugalcohol - at an illegal age, but that was

more or less accepted. After all, I could go to war for my country, so why shouldn't I be entitled to act silly at night and be sick the next day like other adults?

I guess what I'm saying is I don't really blame these public officials just because it was available and they tried. In fact, I would almost be surprised if a number hadn't, since it appears the majority did. I'll never try it now, legal or illegal. I already have enough expensive vices.

Enough about drug use. What I really want to talk about is experimentation. I officially do not condone it when it comes to things illegal, immoral or dangerous to life or limb. In our business, however, I think a certain amount of it is essential.

Most of today's surviving lumber

AII{OAST FOREST PRODUCIS, INC PO Box M Chino, CA 9l7OB (7t4) 627-855r

HEDLUND LUMBER & MACHINE SAINING PO. Box 6@38 Sacmmmtq CA 95860 (916) 331€6il

IMPERIAL WHOTESAI,E PO. Box 256O5 Salt Lake City, UT 85125 (8Or) 972-s656

CEDAR WESI CORP PO. Box 5224 Denver, CO 8O217 (3O3r 2e4-OO77

NORTHWEST.ffi

of this year and at least through much of next year as well.

it too high and drive too fast around corners."

Ask employees for ideas about making the job safer. And take time to listen. Show by your involvement and your willingness to commit resources to sufety that you care about your workers. you'll get a payoff in higher morale and increased loyalty, as well as fewer accidents.

J Hene won't be a recession next r year and inflation won't rise above 6% in 1988.

That's the optimistic outlook of the typical chief executive officer of a Fortune Industrial 500 or Service 500 company, based on a poll conducted by Fortune magazine.

Some 84% of the CEOs polled don't expect a recession by the end of next year. Those expectations line up with Fortune's forecast, which "bars the recessionary wolf from the door at least through 1988 and sees inflation averaging 5.5%" On inflation, Fortune says the correct mental attitude is "keep on fretting but don't panic."

More comfort can be taken from the Columbia index, a new index of fartherout economic indicators, whose recent rises suggest that the economy will probably continue to expand through the rest

The Commerce Department's index of leading indicators also rose in July, the latest period available, and suggested recession-free expansion through the rest of this year and beyond. Analysts say the Columbia index will flash a recession warning by an average of 14 months in advance, compared to the 10month lead of the Commerce index. With signals from both indexes flashing all-clear ahead, analysts think the chance of a new recession forming just beyond the horizon is slim.

As an employer, it is your job to make sure your employees take safety seriously, allowing them to go home safe and sound at the end of the day. Don't simply tell your workers to be safeteach them exactly what they should or shouldn't do, and why.

"Don't touch" or "keep out" doesn't carry the impact of "if you touch this wire, you will get a bad shock," or "your fork lift could tip over and crush you if you pile

Make safety rules believable by enforcing them strictly. Applying a rule in some cases but not in others makes the rule look unfair and unnecessary. Deal with the situation and not the person whenever possible. Remember that innocent mistakes can be made, but do enforce the rules.

When disciplinary action is indicated. apply it quickly and fairly. Don't make idle threats or play favorites. Ifyou practice good safety techniques, your employees will do the same. If you take dangerous shortcuts, they will think that,s what you expect from them. You must set the example.

Future Dates

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

It can be tough moving lumber and plywood profitably, especially in today's DUSneSS Wofld.

That's why, while others may

work direcfly with your dealers, we at Willamette continue to devote our efforts to you, our wholesaler.

For over 80 years now, we've hehed

get you competitively to market with [he best in lumber and plywood products, backed by non-stoP service. Real servtce.

You get personal, immediate attention from your Willamette sales professional who works right from our mills. Using our computer network and warehouse resources, we take Your order, track it through our system and get you the products you need, on time. Every time.

To put Willamette teamwork to work lor you, give us a call-in the

West at (503) 926-7771, in the South at (318) 255-6258.

Together, we'll steer a steady course to market. Profitably.

OPERANNG OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas, Tx.75243

f HIS is the month when plans and I prognostications for next year are being made. Dollar budgets are probably already planned and next month their implementation will begin.

Here is a "doable" method which will convert dollar inventory plans into manageable unit control. It's a simple and proven four point process which will work with or without a computer.

First, Identify a Shipping Performance Factor: Do this by evaluating each of your suppliers to determine how long it took on average the last 12 months from order placement to an instock position. This can be done by reviewing purchase orders, receiving tickets, invoices, etc. Compute this into "number of weeks." In this manner, assign a shipping rating to each of your regular sources. This will tell you at a glance how each may be expected to perform and when existing inventory will be depleted if no reorder is placed.

Second, Determine Inventory Coverage Needs: Convert your budgeted turnover target to weeks ofanticipated sales. Four weeks equals a 13 time turnover. Records of last year's unit performance should have been maintained and they will probably indicate that unit sales do not occur equally in each four weeks throughout the year. However, what you are attempting to do is establish an order placing discipline that is controlled by the unit sales activity, identified and planned for l/l3th of the year. You are setting how many weeks, in unit sales, of any one item to have on hand and on order for a given period. A 13 time turn averages four weeks of inventory coverage.

Third, Make Regularly Scheduled Stock Counts: Set up a count schedule by supplier or product line, category, etc. With each inventory count, place an order for enough units to provide inventory on hand and on order within the supplier's proven shipping performance record to keep inventory levels at four weeks of estimated unit sales by item.

Fourth, Analyze Inactivity: Plan to identify and take action, when indicated, to reduce units on hand or on order which exceed four weeks of anticipated sales. Most dealers will do 800/o of their business with 20% of their items. This is a built-in signal flag saying that sales will

take care of 20 items while lack of movement can be a disaster for 80 items. The danger is obvious. A few months of stagnation should tell you what must be done.

Like any other system or Plan, this

one is not perfect, but if you achieve 900/o of a budgeted 13 time turn you'll get 11.7 turns, 800/o would generate 10.4 turns, 70% gives you 9.1 turns and 500/o provides 6.5 turns. Any one of these variances might represent improvement, but in addition what you have done is to lay the framework to plan how to manage each item within your dollar budgeted turnover rate. You and your people will have inventory checks and balances that will help lower cash requirements, turnover rates and old inventory. Each supplier will have been evaluated for shipping performance and your people provided with re-ordering guidelines.

There are those in any generation whose role is to preserve the classics. And in specialty lumber, it's Disdero.

We play allthe grand masters. Top quality Western Red Cedar, Redwood, Douglas Fir, Hemlock and Pine. And we brino out all their finest nuances in "kiln-dried, vertical and mixed grain finish, pattern and siding.

But what vou'lltreasure most about our p6rformance is our versatility. We offer both standard sizes and custom milling. And we're a leading supplier of Laminated Beams and Lock Deck@ Laminated Decking.

So the next time vou're lookino for a lumber supplii;r who'll give" you an encore performance on allyour favorite classics, call Disdero.

The West's specialty lumber distributor for over 30 vears.

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

Disdero Lumber Co.

P.O. Box 422471504 S.E. Woodward Portland, OR97242 (503) 239-8888

nfiffifiiffifirfiilbffi

WAYNE GARDNER executive vice president

HE American Lumber Standards Committee met in San Francisco, Nov. 12, to discuss what has been happening in lumber grading over the past year and to look at the future.

The representation of members and guests was probably as high as anyone has seen since the adoption ofPS 20-70. Even though not many changes are taking place, the interest in proper grading of lumber still exists.

Herb McKean, who has been a long time member of the Board of Review, outlined its function.

The board's responsibility is to make certain that the standards adopted by the American Lumber Standards Committee are met. The standard being Product Standard 20-70, American Softwood Lumber. The fact that we still are using virtually the same standard today as was promulgated in 1970 speaks well for the

industry. Other industries are changing frequently.

Each agency is checked periodically with the sample consisting of 50/o of each agency's members.ranging from small to large. These samples are selected and checked twice per year. Below grade material is held for the agency to see so that corrective measures can be taken with the mill and grader to bring the grading up to the ALSC standard.

In addition to the ALS graders making checks, each agency is required to check their graders at least once a month and file a report on them. Some operations are checked more than once a month. Quality control is necessary to make certain the standard works for the benefit of the industry.

Fraudulent and deceptively similar grade stamping as well as mill stamps were discussed at length. The feeling by some agencies was that as much as 100/o of all lumber produced was not graded to ALS Standards and carried a stamp that

was either fraudulent or similar to a certified agency stamp or a mill stamp. This practice is not prevalent in the West, but it could be. Seemingly, most of the problems are in the South.

Since we have little of it in the West doesn't mean the wholesalers and retailers should become complacent. It can happen here and has.

ALSC publishes a facsimile sheet showing all agencies certified by them. LASC usually takes the sheet and reproduces it to give to each building department and job superintendent as various jobs are visisted. Having a familiarity with the certified agencies stamps can be most helpful to lumber yard personnel, construction site people and particularly building departments whose job it is to approve all the material used.

The facsimile sheets should be available through your association or through the American Lumber Standards Committee office in reasonable quantities. The phone number is (301) 972-1700.

To insure getting properly graded material by a certified agency, all your purchase orders should request that all lumber shipped on the P.O. will be grade stamped by an ALSC certified agency.

It's important to recognize that the

(Please turn to page 76)

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

Lumberiack Enters No. Nevada

Payless Cashways has expanded into new territory Northern Nevadawith two new Lumberjack stores in Sparks, Nv.

The first store opened Nov. l5 on a 4.9 acre site with a 47,500 sq. ft. main store and a 20,600 sq. ft. lumber area. It employs 70 people and anchors the new $50 million Baring Village shopping center.

The second Sparks outlet, a 48,000 sq. ft. Lumberjack at So. Virginia St. and Zolezzi Lane, is set to open around the first of the year.

Payless Cashways, based in Kansas City, Mo., owns 190 stores in 23 states, including two Lumberjacks in Las Vegas, Nv.

Al Meier's Center Expands

Al Meier's Building Centers doubled the size of its Federal Way, Wa., retail space and increased its yard space by 50% in an expansion finished late in November. A grand opening sale under the direction of manager Tim Borg followed.

Expansion of at least one additional Al Meier's in the Pierce County, Wa., area is planned.

Product promotion is our challenge

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

REPARING an industry forel- cast is always risky business. The week I sat down to write this article, the stock market wavered with record losses and record gains, making any attempts of forecasting seem even more reckless than usual. The business of building is inextricably linked to availability of money for constructionwhether it is a developer building a shoPPing center or a homeowner adding a deck to his house.

I'll gladly leave the debate about the availability of that money to the

financial experts. Since a Primary DurDose of the California Redwood Association has always been promotion. I prefer to concentrate on the promotional challenges facing the redwood industrY.

Product promotion is a valueadded service that can take manY forms. The goals are to make Potential customers aware of your product and then convince them that they need it. This can be accomplished many ways, but the keY to effective promotion is always the same: Understand your customer's needs' The mills aren't the only ones promoting redwood and realizing the^ profits. Wholesalers, in all parts of ihe country, have discovered that the promotion of redwood results in higher profits. Time and agal_n, retailers have Proven that Profits

grow when they offer service, adverIise projects and provide how-to information.

There is plenty of comPetition out there. Redwood and pressure treated lumber compete in the deck and outdoor living market. There is competition from other wood sPecies and other materials in the siding and interior paneling markets. And the competition is not standing idle. They are mounting Promotion camoaiehs of their own. Still, in everY inaitetwhether it is outdoor living or siding, new construction or reinodeling, commercial or residentialredwood offers advantages not available from the comPetition. The promotional challenge for 1988 is the same for everYone in the business of selling redwood lumber' We must understand our customers' needs, and we must Provide solutions to their Problems.

Story at a Glance

Best promotions meet cus' tomer's needs.. mills, whole' salers, retailers all gain from promotion . Profits grow with service, proiect advertising.

Continued growth in '88

By Gary D. Schlaeger Vice President Forest Products Burlington Northern Railroad

I f tS HARD to conceive a more I dramatic economic event than "Black Monday," the Oct. 19th record drop in the U.S. stock market. Fortunately, what happens on Wall Street does- n't necessarilyrule the economy. The stock market is an im- perfect forecaster of economic activity. In the words of noted economist Paul Samuelson, "Wall Street has predicted nine of the last five recessions."

After effects of the stock market decline may be slower spending by the consumer and a reduction in capital. expenditure programs, but lower lnterest rates will help restore confidence as 1988 unfolds.

Our economy has its problems with budget deficits and imbalance of trade payments, but it also has shown remarkable strength for almost five years. We believe the

Story at a Glance

Economy will grow but at a slower rate... 1.5 million housing starts. . . lumber consumption off 34o/o... higher prices for products and transportation.

economy is sound and, since 1988 is an election year, it will continue to grow but at a slower rate than in 1987. The risk of a recession will increase sharply in 1989 as a weaker U.S. dollar causes a rise in prices and

inflation and federal spending cuts enforced by the Gramm-Rudman bill further reduce a stimulus by government spending.

U.S. housing starts in 1987 will be about 1.65 million units and are assumed to decline about l0% to near 1.5 million units in 1988. Mortgage interest rates are expected to average 50 to 100 basis points above the 1987 level as fears ofinflation increase. Also, as the "baby boom" generation gets older, family lormattons are slowing and shelter demand is reduced accordingly.

Single family construction. which has been 1987's bright spot because of'trade-up demand, will bear most o_{ the industry's decline. Regionally, all sectors of the U.S. will show lels new home construction with the Northeast and California markets being the most active. followed bv the Midwest and South. Repair anil remodeling spending again will be strong in 1988 as homeowners repair and expand instead of moving. With vacancy rates averaging 60/o for industrial buildings and l-60lo for downtown oflice space, industrial. commercial and office construction will remain soft in 1988. Lumber consumption is assumed to decline 3-40/o to about 48 billion bd. ft. in I 988.

G-P & USP Units Integrated

By Jan. 1, 1988, the 20 distribution centers and 24 shipping points acquired by Georgia-Pacific from U.S. Plywood will be fully operational as G-P facilities.

Georgia-Pacific will expand its 142 branch distribution system to 154 facilities, according to George A. MacConnell, senior v.p., distribution division.

Georgia-Pacific's distribution facilities will now include 138 full line distribution centers, l2 specialty sales and distribution centers, 3 mobile home/manufactured housing distribution centers and 2 satellite warehouses.

Two U.S. Plywood facilities will become full line distribution centers to service G-P's customers in the St. Paul, Mil., and Mansfield, Ma., areas.

Ten U.S. Plywood facilites will become specialty sales and distribution centers servicing the geographic sales territories of several G-P full line distribution centers.

The establishment of l2 sPecialtY sales and distribution centers, MacConnell added. will allow G-P to grow rapidly in many value-added

product lines that require specialized sales and service capabilities.

These centers will be Farmingdale, N.Y.; Philadelphia, Pa.; Alexandria, Va.; Atlanta, Ga.; Birmingham, A1.; Columbia, S.C.; Hillsborough, N.C.; Arlington, Tx.; Cincinnati, Oh.; and Tampa, Fl.

G-P's Providence, R.I., facilitY will become a specialty sales and distribution center servicing southern New England. The existing G-P facility in Mira Loma, Ca., will round out the company's specialty centers.

Two USP facilities, Harrisburg, Pa., and Lake City, Fl., will join with Georgia-Pacihc facilities in Elkhart, In., Birmingham, Al., and Riverside, Ca., to become distribution centers for the mobile home/manufactured housing industry.

Birmingham, a specialty sales and distribution center, and Riverside, a full line distribution center, will double as mobile home/manufactured housing centers.

In the Western region, two USP facilities, Missoula, Mt., and Tucson, Az., will become satellite warehouses of existing G-P facilities.

Twenty-two U.S. Plywood facilities. 19 of which were shipping

points, and four Georgia-Pacific facilities will be integrated into other locations within their geographic areas. The USP facilties are: Vernon, Ca.; Tustin, Ca.; Shreveport, La.; Houston, Tx.; San Antonio, Tx.; Corpus Christi, Tx.; Hilliard, Oh.; Louisville, Ky.; Mishawaka, In.; East Hartford, Ct.; Portland, Me.; Cranbury, N.J.; Allentown, Pa.; Seaford, De.; Greenville, S.C.; Charleston, S.C.; Statesville, N.C.; Kinston, N.C.; Roanoke, Va.; Miami, Fl.; Orlando, Fl.; and Tallahassee, Fl. The Georgia-Pacific facilities are: Waco, Tx.; Colorado Springs, Co.; Sherman. Tx.; and Albany, Ga. USP's Denver, Co.; Mobile, Al.; Nashville, Tn.; Richmond, Va.; and Phoenix, Az., branches remain oPen and are an expanded part ofGeorgiaPacific. Lumber Sales Central in Eugene, Or., will continue to operate as it has in the past.

Future Dates

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

Boise Cascade Sells the Last of Their Retail Stores

Boise Cascade Corp., Boise, Id., has sold its 2O-unit retail building materials division for $37.5 million to a new company, BMC West Corp., Boise, comprised of top management of the division.

In selling the last of its retail stores, which in 1980 had numbered 101 outlets, Boise Cascade takes another step away from the lumber business and nearer to the paper industry. The firm still retains nine wholesale building material distribution units.

Donald S. Hendrickson, formerly general manager of the building materials division, led the purchase and will serve as president of the new company. He was assisted by other members of the management team and the private investment firm McCown Deleeuw & Co., Palo Alto, Ca. McCown principal George McCown had been Boise Cascade building materials division senior v.p. before founding the investment firm in the early 1980s.

BMC West Corp. plans to continueoperating the stores as usual, just rechristening stores BMC West.

The division employs 770 and has annual sales of over $150 million, according to Doug Bartels, Boise Cascade communications director.

Included in the sale are retail stores in Boise, Emmett, Idaho Falls, Pocatello and Rexburg, ld.; Layton,

The Merchant Magazlne

Murray, Ogden, Orem and Tooele, Ut.; Aspen, Buena Vista, Eagle and Steamboat Springs, Co.; Healdsburg, Merced and Rohnert Park, Ca.: Bellevue and Tacoma. Wa.. and Beaverton, Or., and a truss plant in the Salt Lake City, Ut., area.

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

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

Steve Ryan, General Manager

In California (800) 582-3950

Outside California (805) 833-0429

Zarkin

(Continued from page 9)

modification of our lines of merchandise and strong improvement in customer service will make the difference for HomeClub.

Difficult economic times, slowing housing starts and concerns about a possible recession will force the current home owner to stay in their present home. Past experience shows that they will in turn fix-up, add-on and dramatically modify their dwellings. They may eliminate the middleman (the professional), opting to do it for themselves. HomeClub is uniquely positioned through its purchasing mode and service level to equally satisfy the amateur and the

professional.

In non-building materials and lumber categories, our continuins softening of the mix of merchandis6 that we offer will enhance the total do-it-yourself shopper (men and women) making HomeClub truly a destination shopping experience. . In summary, most companies view themselves against last year. Being a very new company, onlyfour years old, we are conhdent that the best years are yet to come and are not concerned with what took place in the past, but rather with what op- portunities there are in the future-

We feel strongly that HomeClub is well positioned to deal with the opportunities no matter what the economic climate really turns out to be.

Pressu re-Treated Lu mber

Brenda Baguley Betsy Bendix

Mary Lou Briseno

John Brown

Ricky Chambers

Billy Green

Scotty Halliday

Jim Hand

Bob Hershman

Jim Hynick

Mike Johnson

Curt Karstrom

Donna Lamberson

Jim Lawson

Mike Maddock

Bobbv Malone

Quick Quotes for 1988

A random sampling of ideas and opinions

"Housing starts will decline to 1.45 million, down from 1.6 million this year, with single-family just under one million-a drop of some 150,000 units. Multifamily will decline 160/o to about 400,000 units."

Michael Sumichrast Senior Economic Advisor National Association of Home Builders

"Lower interest rates will make the difference between a shallow and a steep decline of construction activity next year."

George A. Christie Vice President/Chief Economist McGraw-Hill Information Systems Co.

"Industry now expects a slowdown in one of its fastest growing markets of the 1980s: repairs and alterations of nonowner occupied housing. Because of high vacancy levels, multifamily starts will decline next year to the range of 300,000 to 350,000 units."

Lynn Michaelis Chief Economist Weyerhaeuser Corp.

"On balance. the stock market crash does not seem to have significantly eroded the confidence of manufacturers."

Jerry Jasinowski Chief Economist National Association of Manufacturers

"However, if I had to pick a year that I would be worried about as far as a recession is concerned, it probably would be 1989, the year after the election."

Kent W.

Colton

Chief Executive Offrcer National Association of Home Builders

". gross national product next year will probably be pulled down. We expect to ride it out."

Beryl Sprinkel Chairman Presidential Council of Economic Advisers

"Notwithstanding what happened with the stock market, the economy entered the fourth quarter as it ended the third, with vigorous growth."

Robert J. Bretz Survey Committee Chairman National Association of Purchasing Management

"Housing, which has been one of the steadiest performers during this five-year economic expansion, is extremely vulnerable to any further increase in interest rates. "

Jim Fischer President National Association of Home Builders

Montana Joins WBMA

The Montana Building Material Dealers Association will oflicially be a part of the Western Building Material Association on January l, 1988, according to Chuck Link, WBMA executive vice president.

The 90 member Montana association had been managed by Irv Dellinger, who has joined the WBMA staffin Olympia, Wa., coordinating Montana member services and legislative activities.

According to WBMA's Link, the changes "will strengthen both or-

ganizations. For retailers dealing with laws and regulations such as liens, workers compensation, liability and the like, this move creates a united effort to create a business climate most conducive to creating a proftt."

Ganada Shuns U.S. Plywood

A portion of the U.S./Canada trade agreement needs further editing if American plywood manufacturers are to be assured the opportunity to compete equitably with the

Canadian plywood industry.

Addressing a conference on U.S./ Canada trade, APA president William T. Robison said that the American Plywood Association "has never opposed fair trade. We do request, however, that our hands not be tied to an agreement that does not give us an opportunity to compete in the Canadian market."

The Nov. 6 conference chaired by Pacific Northwest Congressmen in Seattle, Wa., was scheduled to be repeated with the same format in Portland. Or.. on Nov. 7.

MTRRY CHRI$IMAS

The basic issue. noted the APA spokesman, "is Canada's longstanding maintenance of a highlY effective maze of nontariff barriers preventing utilization in Canadian construction of 800/o of U.S. plywood. Canada has a standards and codes procedure which Precludes the structural use ofany panel having D-grade

species of wood Canada."

The APA chief executive added that under present tariff regulations the U.S. duty on plywood of 200/o and the Canadian duty of 150/o "are deterrents to signiltcant trade in either direction. Dropping both duties to zero without removal of Canadian nontariff barriers would provide an immediate market in the United States for Canadian producers while the great majority of U.S. producers

would continue to be effectively shut out of Canada."

Tree Spiking Condemned

A resolution condemning tree spiking was adopted by the members of Hoo-Hoo lnternational, the lumbermens fraternity, during its recent 95th annual convention in Seattle, Wa.

Discussing the deadly practice which has endangered the lives of thousands of forestry workers and private citizens, Billy W. TarPleY, Hoo-Hoo International executive secretary, said that while the fraternity maintains its position as a nonpolitical organization, the officers and delegates felt it was necessary for the group to make a public statement on the issue.

"The international scope of the Hoo-Hoo organization prevents it from taking an active role in issues that can be construed as political," Tarpley said, "but tree spiking is a practice that is detrimental to our global industry, and we felt it was necessary to take a stand against it publicly."

The resolution states that tree spiking has resulted in "serious personal injury" and has caused the loss of "millions of dollars of revenue by preventing necessary harvesting."

The resolution further states that Hoo-Hoo International "strongly condemns the practice of tree spiking and makes this appeal to conservationist groups which are involved in these activities to cease this dangerous practice and seek to resolve differences through the peaceful method of negotiation."

Jenkins: Double End / Single End Machininq Centers.

Cerrco: Wide Bell Sander & Borino Machines.

lfiont-gomery: Hogs

Unitrcnics: Resaws

. Veniakob: Finishing Llnes lor mouldings

Palco's Position

The Merchant Magozine has acquired a copy of a letter being circulated by The PaciJic Lumber Co. relating the true story of their baule with rodical environmentalists and inoccurate reports in the national media. An excerpt follows. - ed.

The company is not cutting "the last" old growth redwoods. Conservatively at least 650/o of the remaining old growth redwood is preserved in state and national parks. A good share of this land came from The Pacific Lumber Co. through the Save The Redwoods League over the years.

Since the takeover there have been no changes in the operating management of the company other than the resignation of Warren Murphy, who fought the merger and was a party to several law suits trying to block the transaction. Turnover at the mills remains minimal. We have

hired 300 new employees. The operation is running smoothly and efliciently.

Since the takeover, Maxxam has authorized the building of a 25 megawatt cogeneration plant which will start up this year, the purchase of the Carlotta mill from LouisianaPacific to cut residual old growth redwood logs, the building of five new double track dry kilns at Scotia with total capacity of 750M BM, the installation of a new Weinig moulder at Scotia, the purchase ofconsiderable woods equipment, the installation of four new single track dry kilns at Fortuna next spring with capacity of 300M BM, the building of new air drying yards, and an extensive remodeling of our Mill B remanufacture facility.

Since the takeover, Maxxam has completed a timber cruise of the company's 194,000 acres in Hum-

boldt County - the first cruise of our timberlands since 1956. The cruise was conducted by Hammon Jensen Wallen Associates. one of the most respected firms on the West Coast. The cruise revealed the company owned 450/o more old growth redwood timber than was shown on the books, and 330/o more timber overall.

Since the takeover, the company has approximately doubled its cut. The major increase in old growth redwood has come in the harvest of residual redwood trees. These trees were left standing during the selective logging method the company used in old growth for the past 40 years. (From 1880 to 1947, the company clear cut.)

Since the takeover, the company has intensified its forest management practices. Even though redwood regenerates naturally from stump sprouts and seed trees. the company planted 750,000 redwood seedlings in 1986 and will do a like amount in 1987.

On the basis of the new cruise, Hammon Jensen Wallen estimates that at current rates it would take (Please turn to page 48)

Are You Absolutely Sure You Are Buying Your Building Materials Right?

If you have ever asked yourself - Am I Competitive? or Am I absolutely sure I buy my Buitdins Materials and Hirdware right? Then you need C.B.S.-Central Builders Supplies Company.

C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping independent building materiil dealers remain competitive with mammoth corporation chains. Because C.B.S. is a dealer owned non-profit corporation, all discounts, rebates, datings and advertising funds are all passed directly to the participating members.

C.B.S. Offers You These Advantages

*C.B.S. has been nationally recognized as "The Place To Go To Buy Low"*

* As you buy more the cost to belong goes down-not uP

* C.B.S. has an in-house Lumber Department

* C.B.S. has a General Building Materials Dept.

* C.B.S. has a program with the Blue Grass Tool Company

Central Builders Supplies Company 215 Broadus Street Sturgis, Michigan 49091 Phone: (616) 651-1455

* C.B.S. is dealer owned

* C.B.S. has a state-of-the-art internal communication system with participating members

* C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Building Specialties Dept.

* C.B.S. operates as a non-profit company

* C.B.S. members share in the cost to operate

*c.B.s. was featured in the December, 1986 edition of The Merchant Magazine

(Continued from page 46 )

some 20 years to complete the harvest of old growth redwood on the company's lands.

The decision to change the company's timber harvest policies was made before the merger.

ln 1979 and again in 1982 the company's independent consulting forester recommended changes in the company's timber harvest policies. He recommended an increase in the cut, a review of the company's policy of selective cutting in old growth redwood, the use of clear cuts in certain appropriate areas, and a new cruise. He also recommended the company start harvesting residual redwood timber which was becoming a higher and higher percentage of the company's old growth redwood inventory.

The proposed changes are exactly what is happening today.

Of the acreage harvested by the company in 1986, only 120/o was clear cut. The acreage of virgin old growth logged was up only 3% from 1985. The same program continues this year.

The company has scrupulously

abided by the very stringent rules of the California Forest Practices Act and will continue to do so.

The company's average timber inventory per acre is more than double that of all other California ownerships public and private combined. The company's volume growth per acre per year is more than three times all other California ownerships public and private combined.

Big W Backs Olympics On TV

Weyerhaeuser Co. will be a major TV sponsor of the 1988 Winter Olympic Games in Alberta, Canada. A series of 30 second commercials is being prepared for viewing on ABC Television during the games, Feb. l3-28. An estimated audience of 25-30 million Americans will,see the commercials at least 28 times.

The interesting background on an erroneous report on wood front doors that appeared in the Lltall Street Journal was reprised in a recent bulletin of the National Wood Window and Door Association. It appears below. Also see our Letters column on page 74 for further clarification.-ed.

Many of you may have seen the Oct. 7 story on the second front page of The Wall Street Joumal stating that. "Wood front doors are losing the war with metal and composite doors..." This statement was accredited to NWWDA which was incorrect. Here is what happened.

On the afternoon of October 6. Mr. Celis, a staff reporter for the WSJ.

telephoned the NWWDA olfice asking for statistics on wood entry doors. He was given figures for both new construction (which showed a decline) and repair and remodeling (which showed an increase).

A follow-up telephone conversation with Mr. Celis resulted in a "promise" to tell the full story in a supplemental story on building products.

We don't know what prompted this sudden attention to wood entry doors by the WSJ, nor do we know the intent. According to the reporter, "he was looking for 'filler' material for the column and thought the wood door story was 'inconsequential'."

May

A.L. Hoover Co. Closes

A remarkable 70 year sales relationship between a mill and a wholesaler is being wound down this month as the A.L. Hoover Co. completes its voluntary liquidation by year's end.

The company was founded in l918 by A.L. "Gus" Hoover in Los Angeles, Ca., and has continuously sold the products of the Pacific Lumber Co. as its exclusive representative in Southern California and Arizona. The closing of the Hoover Co. was described by its owner, Richard "Dick" H0over, as "mutually agreed upon and an amiable situation for all concerned. Our seven decade relationship with Palco has been very worthwhile for both parties."

As of January l, 1988, the Hoover oflice in El Toro, Ca., will become a company office for the Pacific Lumber Co., managed by Bill Jones with staffers John Allen and Cheryl Bahneman. Longtime Hoover employee Stu Jones, who joined the firm in the early 1950s, plans to establish his own wholesale lumber firm in the near future.

"Gus" Hoover had sold lumber

for the Pacific Lumber Co. in the San Joaquin Valley of central California before establishing his company as an office wholesaler, representing Palco and the Wendling-Nathan Co., which was located in San Francisco for decades and which is now operated out of Kentfield, Ca., by Paul Euphrat.

After World War Il, Gus's sons Bob and Dick, along with Bob Leishman, formed a partnership and moved the office to San Marino.

Housing Starts Forecast Down

In the wake of the recent debacle on Wall Street, analysts attending the 35th Semiannual Construction Forecast Conference of the National Association of Home Builders said they have dropped their forecasts of housing activity in 1988, but for the most part do not expect a recession.

Panelists said that it was still too early to predict the impact of the stock market collapse, which will hinge to a great extent on the reaction of consumers. But they noted that in the early weeks following

The Merchant Magazine

where it remained until 1982. Leishman retired in the late 1950s. Bob Hoover left in the early 1960s to become sales manager for Pacific Lumber, rising eventually to chairman of the board when he retired in 1984. The A.L. Hoover Co. has been a sole partnership since Bob Hoover's departure to Palco.

The firm has primarily sold redwood and secondarily Douglas fir, redwood plywood and Douglas fir plywood.

"Black Monday" builders and retailers were reporting normal flows of customer traffic.

Forecasts of housing production next year ranged from 1.4 million to 1.6 million starts. down from the more than 1.6 million units that are virtually assured for this year. The decline is expected to be somewhat sharper in single-family than in multifamily construction, which started to drop off significantly this year because of high vacancy rates and fewer tax incentives.

Adolph Schoepe, flounder, Kwikset Corp., Anaheim, Ca., was presented with the firm's "Key Man Award" by pres. John Lang and past presidents Joseph E. Madigan, Cal B. Mortensen and Roy C. Bolt.

Michael Bunch is the new So. Ca. sales mgr. for GS Roofing Products Co., Pleasanton, Ca. David Duncan is No. Ca. sales mgr.

Dick Lambert, his son, Randy Lambert, and Dennis Johnson, all of Lane Stanton Vance Lumber, City of Industry, Ca., and his son, Mike Johnson, Chamberlain Floors, Tustin, Ca., took a quail hunting trip to the Mexicali Valley near Rio Hardy in Baja California, Mexico. How many birds bagged? "Not very many," said Dick.

Philip J. Agnelli has been named gen. sales mgr. of Simpson Timber Co.'s Simpson Panel Door div., McCleary, Wa., according to Del Orren, gen. mgr.

Paul Thompsen has been promoted to v.p. of sales at WD-40 Co., San Diego, Ca.

Sandy Bremner is the sales mgr. of Tubafor Mill's newly relocated sales office in Tacoma, Wa., Kevin Johnson is asst. sales mgr., according to Dennis Nielsen, gen. mgr.

Thomas McHugh, pres., Rolando Lumber Co., San Leandro, Ca., has returned from a vacation in Hong Kong, where he met his son, Josh. a U.C. Santa Barbara student in a "Semester at Sea" program.

Craig Murphy is a new sales rep at Rolando Lumber Co., San Leandro, Ca., according to Helen D. Osborne, offrce mgr.

Rich Rapuzzi has been named branch mgr., building products div., at Spenard Builders Supply, Anchorage, Ak. Curt Lindner is mgr. of the Eagle River branch and Mike Reid mgr., Lois Dr.

Gerald A. Jewett has been elected chairman of the board of the National Lumber & Building Material Dealers Association. Earl T. Carpenter is now pres.; Merle Mensinger, lst v.p.; William P. Morton, 2nd v.p.; Robert K. Curtis, treas., and Harlan W. Hummel, sec.

David W. Lasier, pres., Schlage Lock Co., San Francisco, Ca., has been elected pres. of the American Hardware Manufacturers Association. David S. Marth is now lst v.p.; Donald W. Adams, 2nd v.p.; Lawrence E. Gloyd, 3rd v.p., and David J. Paulin, treas.

Jerry Franklin, Michigan-California Lumber Co., Camino, Ca., has retired after 21 years with the firm. Jim Salfen has joined the company as controller.

Bud Chenoweth has retired from North Bay Forest Products, Healdsburg, Ca., according to Ronald Lewman, pres. Paul Traba is new to sales. Barry Stagner, a salesman at South Bay Forest Products, Orange, Ca., plans a No. Ca. mill trip this month and a visit to his family in Rio Dell, Ca.

December 1987

Frank Stewart, Western Wood Products Association, Portland, Or., and his wife, Connie, are the proud parents of 7 lb., 1 oz. Crista Michelle Stewart, born Oct. 11, 1981

Thomas F. Mitchell, v.p., government affairs, Georgia-Pacific Corp., Atlanta, Ga., has retired after 21 years with the co. Clifford T. "Kip" Howlett Jr. succeeds him, and John M. Turner is now asst. director, government affairs.

Glenn Hart, pres., OrePac Industries, Portland, Or., has been named Pres. of the National Building Material Distributors Association. Steve Ellinwood, Building Material Distributors, Inc., Galt, Ca., is now v.p.; C. Keith Rust, pres. elect, and Mullen C. Walton, treas.

William J. Berdux Jr. is now marketing director at WD-40 Co., San Diego, Ca.

Jerry Phillips, Ganahl Lumber Co., Anaheim. Ca.. has retired after nearly 26 years with the firm. Also leaving the co. are: Pam Pyrak, who is moving to No. Ca. after nine years in data processing; Alecu Surugiu, who is moving to Id. after eight years with the architectural mill, and Nita Smith, who is retiring from full-time work after eight years at the retail counter.

Sandy Johnson is now administrative asst. at Marquart-Wolfe Lumber Co., Corona, Ca.

Bob Steele is new to sales at Mary's River Lumber Co., Corvallis, Or.

Jerry Evanich is now mgr. of Breckenridge Building Center, Breckenridge, Co.

Brook Clark is the new gen. mgr. at Alamo Do-lt Center, Alamogordo, N.M. David Moskowitz is store mgr.

Bob Denning, owner, Denning Lumber Co., Grand Junction, Co., has been re-elected as a director for Ace Hardware Corp.

Mark Ensley, warehouse customer service, Lumbermen's, Redmond, Wa., was elected November Employee of the Month by his co-workers.

Tom Stanford has joined the sales staff at Marquart-Wolfe Lumber Co.'s new Corona, Ca., plywood div. oflice.

Cindy Deitz is now in panel products sales at Georgia-Pacific Corp., Portland, Or.

Eugene Miller has been promoted to vice chairman and c.f.o. of USG Corp.

Ben E. Fitz has been named employee compensation program director at Mungus-Fungus Forest Products, according to owners Hugh Mungus and Freddy Fungus. (Please

and selected sales aids

.ffii-{i1RN$ii*r-b-*H,il\

The Pen That's Mightier

A three-in-one pen-shaped tool has been introduced by Weller.

Fueled by butane gas, the cordless Pyropen Jr, works as a soldering iron, brazing torch or hot-air tool, requiring neither a power cord nor batteries. It can be recharged in seconds and is electrically neutral.

Just 7" long, it reportedly heats up quickly and is equipped with long lasting soldering tips.

Temperature controls serve all three functions. They range from 392' to 842"F as a sokiering-iron, up to 806" as a hot air gun, and up to 2372" as a torch.

Tilt-A-Window

A tilt/take-out window sash and balance system for easy cleaning of outer panes has been introduced by Wenco.

The JX-7 premium tilt doublehung window's custom-designed jambliner and sash with ARLOCbulb weatherstripping between are said to virtually eliminate air infiltration.

The clad wood window also features springloaded fingertip latches for holding the sash secure in tilted positions, half-inch insulating glass, and a durable sill, guaranteed not to rot, warp, crack, split or twist.

Accessories include full-frame screens, combination storm/screen units, snap-in wood grilles and custom round and elliptical tops.

Water Chaser

A 4" mini-spread wet bar faucet is new from Artistic Brass.

The Prime Side

A new hardboard siding primer from Temple-Eastex Inc. is said to improve durability of the siding and not require additional primers.

Exclusively designed and proportioned for the 4" center to center faucet, the Corinthian style units combine black with polished brass.

Earth tone colored RainPrime reportedly is 200/o thicker, reduces water penetration by more than 500/0, and is twice as effective as previous hardboard primers.

Cup Board

A hardwood rack for displaying mugs is now available from Fieldstone Cabinetry.

Custom cup racks are constructed of 3/4" solid stock with 5/8" hardwood pegs.

Racks come in pecan, maple, oak and cherry, with a number of stain finishes available.

A Safe Finish

A water-based transparent wood finish that provides a water barrier and an ultraviolet sun screen is new from Excel Coatings.

Stainzit protects against wood's enemies while enhancing its natural beauty. Its unique binder system (transparent pigment and ultraviolet barrier) offers years of protection.

Mirror lmages

A beveled mirror wall Panel sYstem with a reported room installation time of one hour has been introduced by Mechanical Mirror Works. Bezsafe shatterproof panels come in five styles and in stock sizes that are expandable to fit a wall's exact dimensions.

The bags come in a number of sizes and are packaged in boxes for one-at-a-time dispensing.

Hasps Off

A hasp, consolidated from the best features of their top selling vertical and horizontal hasps. is new from Stanley Hardware.

The Lifespan 917 hasp features a post which rotates 360" for any application. An exclusive "hold open" feature allows for safe openirig in its full range of positions without sudden slamming or Pinching. Its corrugated leaf design makes the hasp up to twice as strong, and its

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,

Lighting The Way

Low voltage walkway light fixtures constructed of kiln-dried all heart redwood are new from Sylvan Designs.

The foam backing on each Panel is said to make them half the weight of conventional mirror Panels and six times stronger, while also facilitating transport.

No special tools or adhesives are required for installation.

Cover Alls

A complete nonmetallic, waterproof cover outlet line in single and

single, one-piece knuckle concept reduces sag and adds strength while providing a quieter, tighter design. Hasps come in 2-l/2", 3-l/2", 4l/2" and 6" in zinc and black finishes, or 2-7 /2" in satin brass finish. The zinc electroplate finish provides up to 250/o more corrosion resistance.

Under The Waterfall

Any bath can be transformed into a waterfall with Kohler Co.'s new wall-mounted sheet flow bath spout. Mounted 40 inches above the bottom ofthe bath, the spout sends a

two gang designs is new from Carlon.

Available in safety yellow or grey, the noncorrosive, nonconductive polycarbonate covers fit all standard plugs and receptacles. ,Springs. and screws are corrosion resistant with a unique spring design.

Draw String Lawn Bags

Draw string trash and lawn bags are now available from North American Plastics Corp.

The Ironhold bags are made with extra strong linear low densitY polyethylene and feature a full, hem seal.

6" wide sheet of water cascading

Reportedly adaptable to any bath, the Souris model comes in polished chrome, brushed chrome, brushed nickel, polished brass, polished gold and brushed gold finishes.

By day, the 18" tall fixtures resemble a natural element of the landscape. By night, their single l8watt lamp and clear, prismatic diffuser direct soft light downward to illuminate the way without glare.

The 4-7 /8" wide light is installed by direct burial, and is easily relamped by removing the top and replacing the l2-volt bayonet-type light.

Hardwood Floor Boards

Versatile new hardwood flooring, 5/8"-thick Oak Plank, has been introduced by BiWood Flooring.

The all hardwood laminated 4" and 5" planks with a mini (2.5mm)

bevel have four separate pieces preassembled on each 8' length. They are said to go down fast and easy whether nailed, installed with mastic, or applied with a "foam cushioned" system.

The plank utilizes sliced oak veneers and comes in three shades, each finished in no-wax, easy care urethane.

An economical display, brochures, advertising slicks and a mailer are available to support the product.

down.

Reflective Etchings

Bath cabinet mirror doors featuring glaceful etched glass designs are new from NuTone.

pull-out resistance, higher breakaway and back-out torque.

The fastener is heat treated for improved performance and coated for long-term corrosion protection. It comes in nine lengths from l" to 8".

Apron Art

A_ design-it-yourself apron kit, which includes a white apron and six fabric dye, non-toxic drawinq pens. is now available from Innovalive tndustries, Inc.

Puts Your Fire Out

A fire extinguisher with an attractive, protective cover for convenient wall hanging is new from G&B Plastics.

The First Impressions line includes five distinctive designs and a variety of shapes: an unframed arch. rectangular mirror with polished brass frame, oval mirror on unframed grey etched glass, oval mirror on unframed smoked, etched glass, and unframed curvilinear.

Behind the mirrors are rugged steel cabinets, protected with a baked-on enamel finish. Each cabinet recesses in a 14" x 18" x 3-l/2" cutout and comes with two adiustable glass shelves.

Goes Thru The Roof

A self-drilling roofing fastener with a reduced diameter point for fast- reliable penetration of heavy roof deck, purlins and joists is new from Elco Industries.

The sturdy apron sonalized with writing, grapnrcs.

can be perdrawings or

The Flame-Out cover molded of high-impact ABS plastic is held firmly in place with Velcro strips that allow the cover to be removed instantly when the extinguisher is needed.

The extinguisher is a standard marine type, size I, dry chemical unit with pressure indicator. Non-toxic, it can be used on oil, paint, grease, gasoline or electrical fires.

Closet Shoe Tree

Two new closet shoe organizers have been introduced by Clairson International.

Tanks For Air Power

A tank-mounted air compressor that combines the portability of a 20 lb. compressor with the convenience of a six gallon carry tank has been introduced by Campbell Hausfeld. The PowerPal l/2 hp model delivers 100 psi of air power and comes with a 15' air hose, tire chuck. legulator and gauge. The carry tank, fitted with a special bracket to mount the PowerPal, allows carrying the compressed air to where there is no electricity.

The

A nine-pair organizer can be installed on a door or onto a wall above waist-high shelving for easy access wltn no stooplng.

A three-pair rack turns the narrow front wall space of a "reach-in" closet, between the door frame and the shelving, into a new storage area.

The unit can harness air power three ways: using the PowerPal alone, using the carry tank alone or mounting the PowerPal on the carry tank.

screw's l/4" diameter increases column strength while its l/4-14 tapping thread gives greater

They've bained countless hours and ridden endless miles, driven bY an unyielding hunger to excel Because they know at the Olympic Training Center in Cdnraao Springs, onlY the best make the tearn

That's why at Colorado Springs, they use L-P krner-Seal sidingtom Louisiana-Pacific. A siding as sbong as the determination of our athletes in training.

So when our best go to Calgary and Seoul, theY

can coturt on us for suPPort all the way to the finish line. At L-B otr peoPle and our products embodY the sami: values as those of our athletes in baining o<cellent performance, a touglr competitive spirit,

and deep patriotisrn We re prcud to be an official spon- -sor of the U.S. Olympic Tearn"- Harry Merlo, Ctnirman and Prresident' lnuisiana-Pacific.

Call us todaY to find out how L-P krner-Seal can perform for you For comilete inforrnatioq sPecifications and samples, call Chicago area(312) 397-8833 or [.os fuigeles area?L4)ffi2ry77.

Gounter Toppings

A ceramic tile which offers a soft appearance with a fine texture and matte finish combined with a durable glaze is new from American Olean.

drainer also has a built-in grid to hold utensils.

Suedetone tiles reportedly resist scratching and staining, and are ideal lor kitchen countertops, walls, backsplashes, and on floors in wet areas. such as showers, bathrooms or kitchens.

They are offered in 12 colors. sized 4-l /4" x 4-l/4" and 6" x 6", and in octagon, dot and scored shapes. Tiles are 5/16" thick with cushion edge.

Blending tile trim is also available.

In Sink Drainer

An in-sink drainer from Rubbermaid air drys dishes without takins up any counter space.

Measuring 13" xl0-3/4" x2",the

It can double as a rack to thaw and drain frozen foods, and is available in alinond, choeolate, slate blue and white.

Electric Salesman

Electrical fittings from Neer Manufacturing Co. are now packaged in a container which transforms into a colorful countertop merchandiser.

^ The package's top folds back to l.orm .an eye-catching header, displaying an electrical box, wire and sales pitch.

- Measuring only 24" wide by 12,, deep by 6" high, the display holds uo to 58 sku's, containing- either a custom assortment or one of two standard mixes of fittines.

FRED C. HOLMES'

LUMBER tot,.,

Fred Holmes 347O lowa City Rd., Marysville, C^. gilg}l (916) 743-3269

P.O. Box 8O0, Forr Bragg, Ca. 9j437 (7o7) 964-6377

Steve Holmes, Steve Hautala, Tod Holmes. Phyllis Haurala, Toni Matilla

Pantry Cabinetry

Vegetable storage drawers ideal for displaying beans, dried Peas or pasta are new from Fieldstone Cabinetry.

For more information on New Products write The Merchont 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 thanksl drawer heads. Also included are all steel, 1 25' six-way adjustable hinges; epoxy-coated, steel drawer glides; sturdy doweled 32mm construction, and finger-dovetailed oak drawer boxes.

A partition in each drawer allows its front viewing area to be filled and multiple goods to be stored behind it.

The cabinetry features four-sided 3/4" solid maple drawer boxes with 3/4" solid pecan drawer fronts. A number of custom finishes are available.

Kitchen Cabinet Combination

New kitchen cabinetry from International Kitchens combines the warmth of traditional styling with sleek European design.

Brussels cabinetry features full overlay, cathedral raised Panel doors, matched with raised Panel

The line comes in solid oak with a hand-rubbed wood finish or in bright white enamel.

Wire storage accessories, concealed step ladders, pop-up ironing boards, toekick drawers and manY specialty cabinets are also offered.

Redwood Decking Promotion

The name TopDeck is more than coincidentally prophetic. Simpson Timber is aiming to put redwood on top in the decking market with a total decking program. Indicative of the potential of the market opportunity perceived, the TopDeck introduction is backed by the strongest promotion support program ever generated on a single end use redwood product by the company.

According to redwood marketing manager Michael Couey, "the new TopDeck name reflects Simpson's extensive reorientation of sawmill and remanufacturing facilities to include superior state-of-the-art capabilities for production of redwood decking. It positions redwood where it belongs as a natural top choice among decking species based on its beautiful appearance and affordability plus its outstanding Stability in resisting warping, twisting, and checking along with the natural durability of redwood heartwood in resisting rot, decay, and insect attack."

The TopDeck debut is riding on the crest ofa widespread resurgence of redwood decking demand. In addition, the new generation of redwood forest is producing increased volumes of decking grade lumber at affordable prices. While there appears to be an increased consumer awareness that all decking woods are, in fact, not created equal, redwood boasts one of the very lowest rates of volumetric shrinkage. It goes

down flat and stays flat on deck surfaces. Redwood's heartwood is naturally resistant to rot and decay with nature's grown-in warranty.

The new TopDeck product line will feature the most popular Simpson grades including construction heart, garden heart, B grade and construction common. Lengths pulled to customer specification are available up to 20'. Dimensions include 2x2, 2x4, 2x6, 2x8, and 4x4. All TopDeck stock is milled and graded after seasoning in the air yard.

Couey emphasized that the TopDeck promotion support program, implemented through Simpson wholesale distributors, includes coop funding, product literature at the point ofsale, ad slicks, and suggested radio and television spots. "The TopDeck progr:rm offers building material dealers a top marketing package of redwood decking beauty, quality, performance, and solid profit margins along with outstanding value at an affordable price for the customer."

REllW000 marketing program offers dealers lots 0f support in selling material for decks

Small Dealer Computer

A business computer system said to offer expandability and reliability never before available to the smaller independent lumber dealer is now available from Aid ln Management.

mance and rapid response times. Its single-board integrated construction is said to be low maintenance. Due to compact design, it fits under a desk and operates with low noise levels appropriate for normal office environments.

Stain Place

Wood stain and clear finish displays featuring interchangeable wood chips and sell copy have been introduced by UGL.

The Merchant Magazine plastic extrusions attached to price channels.

The headers are 2 ft. wide bv 153/4" high. The shelf-edge displays are 2 ft. wide by 3-3/4" high.

Fuel Fillers

One and two gallon capacity containers have been added to Justrite's line of safety filling cans,

The system features 32 bit processing, 4MB of main memory (expandable to 8MB), up to I I ports for CRT's and printers, a 21MB cartridge tape for backups, and a 38MB, 70MB or 160M8 disk drive.

The computer operates at a rate of one million instructions processed per second, providing high perfor-

The ZAR Wood Finishing products merchandisers are designed to showcase finished chips on traditional rack-mounted headers or on

Joining the three and five gallon cans, the containers are ideal for filling fuel tanks and other vessels with small receiving openings.

A 5/8" diameter flexible hose provides for control and minimal spillage. Both fill and pour openings are protected by a flash arrester.

December 1987

Wide World Of Windows

A flexible modular window display is new from Caradco.

clad and primed units and in slider, casement. and double-hung models.

The merchandiser allows customers to see an actual window from all directions, operate the hardware. and examine the double insulated glass and solid wood construction. Product information inserts are also included with each display.

Dressed To Spill

Three heavy duty canvas painting aprons have been introduced by Tufco Industries, Inc.

The canvas nail apron is waist style, featuring two large pockets in front for wallpaper and painting tools.

header fiom Convenience Products, Inc.

The merchandiser holds 72 aerosol cans packaged in individual boxes, stair stepped for both eye appeal and easy removal.

Ths Show-off system includes a hexagon-shaped base, which allows the unit to work as a free-standing display or to combine in any number of ways with other Show-off units. Units, therefore, can be arranged to fit any display space.

The unit can accommodate any of ten window sample units, so the display can be changed by simply changing the window unit. Window samples come in white- and bronze-

An over-the-head model, the canvas bib apron, covers the chest to below the waist and also has two large front pockets.

The knee-length, over-the-head denim shop apron includes waist pockets. Slick

Sealant Seller

Touch 'n Seal Tub 'n Tile sealant can now be showcased in an attractive floor display with full color

The display is fiee to retailers when 72 units are purchased.

Fingertip ease of application is the main selling point of the white kitchen and bath sealant.

Personals

(Continued from Page 53)

Jerry Walker has been promoted to staff v.p. of the National Lumber & Building Material Dealers Association, according to Harlan W. Hummel, exec. v.p. Mark Gallant is now director of governmental affairs. Tara Leigh Whitmire is the new education and meetings coordinator.

Terence L. Smith, California Sentry Hardware, City of Industry, Ca., has been named a Sentry Corp. director, along with Mark E. O'Malley, Southwest Hardware Co.. Phoenix, Az,

B. Corry McFarland, McFarland Cascade, Tacoma, Wa., has been elected treas. of the American Wood Preservers Institute.

Rocky Chapman, Ken Pennefoss and Steve Schmidt have joined the trading team at Stimson Trading Co., Portland, Or.

Dale Lindsay has joined the sales force at Green Hill Lumber Co., Bridal Veil, Or.

Paul Caba is the new marketing mgr. for Idapine Mills, Grangeville, Id., and Clearwater Forest Industries, Kooskia, ld.

Frank Ferguson is now trading for Maywood-Anderson Forest Products, Eugene, Or.

Robert E. Weber has been named c.o.o. of Osmose Wood Preserving, Inc., according to John L. Surdam, pres. Stan Pion has joined Ed Fountain Lumber Co., Los Angeles, Ca., as a sales rep, according to Ed Fountain Jr. Charles Ortlam, Masonite Corp., has been elected pres. of the American Laminators Association. Seattle. Wa. Richard Brunet, Panval, Inc., is the new v.p., and Arthur Langlie continues as exec. director.

Bill Barr, Pacific Forest Products, Fresno, Ca.; Sean Kelley, M&M Builders Supply, Tracy, Ca.; Tom Fogerty, Osborne Lumber Co., Newark, Ca., and Mike Reiley, Fresno-Clovis Lumber Co., Fresno, have been on a steel head fishing trip on Oregon's Rogue River, courtesy of Ron Adkins and South Coast Lumber Co., Brooking, Or. Trip is "in lieu of the World Series," according to Barr. Wayne Gardner, exec. v.p., Lumber Association of Southern California, was the installing officer for the 7th consecutive year for the Hotel Sales and Marketing Association of The Coachella Valley.

Alan Johnson is now with English Bay Forest Products, Portland, Or., in sales.

Joel Donovan is mgr. of the new MacMillan Bloedel Building Materials distribution center in Tacoma, Wa.

Chris Carter has joined PrudentialBache Securities, Portland, Or. He had been with Pacific CommoditY Futures.

Bill Carter, Carter Forest Products, Ukiah. Ca.. is back from a vacation trip to England and Scotland.

Denise Williams, bookkeeper, Wald' ron Forest Products, Carmichael, Ca., married Tom Nelson Sept. 21, 1987, according to El Louise Waldron. Pat Hunter and his wife, Jennifer, vacationed with a Mexican Riviera ocean cruise, and Linda Weber is back from a trip to Portland, Or.

Paul Meyers, Cascade Hardwood, Chehalis. Wa.. has been reelected pres. of the Western Hardwood Association. Portland. Or. Other oflicers include v.p. Juel Sheldon, Ross-Simmons Hardwood Lumber Co., Lynnwood, Wa.; treas. Jack Lundberg, Barton Wood Products, Lynnwood, and directors Jerry Van Dorn, Diamond Wood Products, Eugene, Or.; Charles Slocum, Pacific Coast Hardwoods, Portland; Jack Kohl Jr., Kohl. Inc.. Wilsonville. Or.. and Jack McMurtrie, McMurtrie Bros., Inc.. Alhambra. Ca.

Jean P. Wassenberg has been named mgr. of Georgia-Pacific Corp.'s new gypsum wallboard plant in Las Vegas, Nv.

(Please turn to page 75)

LASC management conference

l\ ESPITE some rain in normally

sunny Palm Springs. the Lumber Association of Southern California's annual Management Conference was a shining example of what a business gathering should be. Paced by a program that was both interesting and informative, the conference was enlivened by enough social events so that casual business talk and some fun could be included as well.

The first gathering point at the conference was at the table top exhibits, set up in a ballroom of the Marquis Hotel, where LASC met again this year.

The President's Luncheon that followed took special note of one of the grand old men of the industry and honored George Clough, 85, with the President Emeritus Award. ln his acceptance, Clough spoke of the people he had known in his 60plus-year career, especially remarking on the high quality of lumber people.

New oflicers this year include Dick Hawthorne, Northridge Lumber Co., president; Marty Temple, Weyerhaeuser Co., lst v.p.; George Swartz, Mar Vista Lumber, 2nd v.p.; Daryl Bond, All-Coast Forest Products, treas.; and Bob Slettedahl.

Lumberman's of Palm Springs, sec.

The first speaker on the program was Wayne Quasha of the Merrifield Consulting Group, who talked on

Story at a Glance Distribution,

taxes, management and computers featured Ed Fountain, Sr. named Lumberman of the Year. Dick Hawthorne elected new president.

H01{0R11{G 0utg0ing president lll Phil Butterfield, past president Al Newkirk presents the traditi0nal plaque. lZl Steve & Jackie Gwaltney, Rick & Leslie Ann Ponce, Dan & Kim Croker, Jerry & Colleen Higman. l3l Wayne & Katie Gardner, George & Mary Clough. l4l Bill & Nancy Sullivan, Julie Tom-

lin, Terry Wesseln. l5l Paul & Susie 0rban, Donna & George Swartz. 16l Bob & Jack Schmelter, Robert Reed, Leon Lauderbach. l7l Dinny Waters, Joy Purcell, Duffy Waters. (81 Dale McCormick, John Jenkins, Robert Marriott. {91 Jackie & Gale McBride. ll0l

Russ Primrose, lda Chavez, Jack Price. Tammy Thomas. llll John Newquist, Julie Hosg. lt2l John Hollstein. ll3l Kevin Lindsay, Claudia Jennings, Patric Taylor, Tom Mullin, Bill Jones. ll4l Gordon Beach, Frank Velez.

profits and costs for products that move though the channels of distribution. He cautioned the retailers to be aware of their costs of carrying inventory and how that applies to buying direct versus from a distributor. "The savings of buying direct can be more apparent than real," he said, adding that ego is sometimes the root cause of buying direct.

"The cost of distribution is a wholesale function, even if you are a retailer. You still have to maintain the inventory, carry the paper, make collections and the like," Quasha added. He said that entrepreneurs make money selling, not buying. He

noted that retailers and wholesalers both should study the products they sell to be certain which products are most profitable so that they can devote the most time to selling the most profitable products.

Techniques of transferring ownership and minimizing taxes was the topic of lawyer Bruce Givner, the next speaker. He detailed several methods that allow estates to be passed to spouses and children with a minimum tax hit. Noting recent changes in the law, Givner said that in certain circumstances substantial gifts before the end of this year can effect considerable tax savings. He

Dick McArthur. ll9l Kevin Childs, Don Swartzendruber. l20l Nancy Newquist, Ted Schafer.

observed the current popularity of irrevocable insurance trusts noting their positive features in various cases.

The following day of the convention, held Nov. 4-7, the lead off speaker was Dr. Ivan Browning who described how climate affects business far greater than the acts of man.

Historical research proves, he claimed, that man is more humanitarian in warm times, with the reverse true in cold times. Dr. Browning said "we are entering times when it's getting very cold very fast, historically this

llALt 0F FAiIE oanelists at c0nventi0n included (ll Ed Fountain, Clint Rygel, Frank Purcell, Bill Cowling. l2l Phil Butterfield, George Clough. l3l Jim Moss, Claudia Jennings, Drew Sasser, Clyde Jennings. l4l Creighton & Carol Anfinson, Colene & Bob Porter. l5l Dennis & Sue Richardson, Pete

Nieblinq. l6l David Still, Newell LaVoy, Jack Finnegan. l?l Ray Haroldson, Luke Hall. l8l Rod & Cheri Jones. l9l Phyllis & Pete Speek. ll0l Herb Winward, Sheryl Velez. ll ll Kathy & Steve Thurgood, Patti & Kevin Lindsay. ll2l John Berthe, Jim Taft, Ed Swauger. ll3l Mike Jameson, Barry & Teri Stagner. (l4l

Dellana & Milt Johnson. llSl Marion & Andy Ersek, Bev & Tom March. ll6l Jim Frodsham, Miguel Hernandez. {l7l Ed Gavotto, llene & Jerry Zins, Claude Scott. llSl Bob DiMeco,

G0tF & tennis awards party, sponsored annually by Fremont Forest Products, took place the final day of the convention. ll I Winners included: Janet Arnds, a tennis finalist, and Lorraine Lauderbach, ladies mixed doubles champ. l2l Chip Roepke, Att-Coast Forest Products, won golf low net and longest

Lumberman of the Year

The following talk was delivered by Ed Fountain in accepting his award:

My Social Security card identifies me as one of those people you are all striving to bea survivor. By accident or good luck I happen to be a survivor in the lumber business as well.

The business has been good to me. A good living, and best of all, the association with many wonderful people and the memories of many more. In each generation, our commodity business has attracted and held honest, substantial persons. It was usually a pleasure to know them.

About 75 years have slipped by since I brought in supplies to the cook shack at the sawmill, with the dog team I trained myself. I have seen the motive power change from oxen to horses and then through the many changes in mechanical transportation. The sawmills we used, which made a small amount of poorly manufactured

drive. (31 Al Reed, Bisco/Enarde International, "earned" the Hobbs Wall high gross trophy. l4l Birdie winner Don Stobaugh, Inland Timber Co., and Marty Temple, Weyerhaeuser Co., who was low gross and closest-to-the-oi n winner.

(Continued from previous page)

has always produced dramatic social upheavals."

Because of climate changes, Dr. Browning had a number of rather remarkable predictions to make. Among them: a depression from 1989 to 1993, nuclear war by 2000 with 250 million killed, and half of the world's population dead of AIDS by 2010. The good news consisted of a forecast that the Southwest would enjoy the U.S.'s greatest growth in the next 25 years.

At the luncheon following, Ed Fountain, Sr., Ed Fountain Lumber Co.. was honored as the Lumberman of the Year. The widely respected Fountain. 84. was cited for his innovations and progressive marketing programs over a long and successful career. (Please see accompanying story for his thoughtful remarks.)

Two panel discussions followed, the first the Hall of Famers that included four successful Southern California lumbermen. Lead panelist was Ed Fountain, Sr., who spoke

material from only the best logs, to the marvelous machines used today to make superior products from the timber we passed by as useless.

My experience moved from bringing wood and water to the

steam engine that powered the mill to accounting. selling and linally management and ownership. There were many side ventures such as pioneering the glued laminated timber business, and making exotic paneling from the lowly pecky cedar. Probably the most interesting, but least rewarding financially, was help- ing to pioneer the American Institute of Timber Construction.

During my long career lumbermen have attacked the various problems in many ways. Some of them worked, some didn't. Looking back on some of them I wonder that we had the nerve to try them. Any of us who had an original idea found they were quickly copied and improved upon by others.

LUMBERMAI{ of the Year Award is oresented to Ed Fountain, Sr., 84, by LASC president Phil Butterfield. The plaque recognized the numgr0us wood products innovations developed by Fountain during his decades in the industry and his progressive merchandising methods.

Hopefully the things we did right will be carried on by others. I have come to believe that peo- ple are much alike in each generation, and I have great hopes that lumbermen will con- tinue to contribute to the improvement of how our people live.

of the changes in handling lumber, from animal to mechanical. as well as the amazing increases in utilizing the lower grades of lumber.

Clint Rygel, Rygel Lumber Sales, noted that the basics of business don't change and how management copes with them is the key. Rygel added that the formation of capital remains tough, despite financial market changes.

Frank Purcell, Builders SuPPlY, commenting on the greater access today to industry information, counseled the lumbermen to get involved in both industry and community organizations. "Try new things," he said. "Life is a series of new beginnings. Do everything with integrityand be honest.We're in a people business so assemble the best people you can."

Bill Cowling, Dixieland Lumber, said that service is number one. "Pay attention to all your employees, manage by walking around, so that you know what's going on."

Cowling stressed: "Get paid for everything you do, don't give discounts you don't have to. Do Your own thing, rather than merelY reacting to your comPetition."

The final panel discussion of the conference was staffed by four members of the Second Growth, LASC's group for members under 40.

Lead off panelist Kevin LindsaY, Lindsay Lumber, related how his firm, now in its third generation of family ownership, has develoPed more formalized management lines to control and operate the business. "Computers," he forecast, "will continue to revolutionize the industry."

Claudia Jennings, Redwood Forest Products, commented on the decline in the number of lumber mills supplying products to the marketplace, saying that this had reduced for retailers the probability of being able to purchase lumber from a particular mill. Jennings observed the effects environmental issues have had on lumber suPPlY and urged everyone to get involved to protect his interests.

Tom Mullin, The Terry Companies, said that employees today have a different value structure than in the past. "Our challenge today is to motivate our PeoPle to be loyal and committed. Give Your people a chance to raise their standards of performance," he said.

Wrap-up panelist Patric TaYlor, Cal State Forest Products, reviewed the role of the broker in the industry, noting that this function is one of several developed by the industry to fill the channels of distribution.

With the formal program concluded, LASC members and guests then relaxed with tennis and golf, enjoying some of the famous Palm Springs sun that, belatedly, made an appearance.

Pozdena

(Continued from page 10)

durable goods must then decline, and with it, the pace of economic activity generally. With higher savings rates, weaker incomes and higher interest rates, it is likely that the housing industry will weaken accordingly.

We alieady have seen signs of this

pattern emerging; in the first half of 1987, growth in consumption spendins did slow to 7.40/o at an annual rate (v-ersus 4.lo/o in 1986) and interest rates were rising: Similarly, residential building declined at an annual rate of 5olo in the first half.

At year end, the signals were more mixed, but probably only because of transitory disturbances to the markets. Interest rates declined sharply in October, for example, as investors fled corporate equities for government bond. In addition, consumer spending had picked up somewhat in the third quarter. But this is likely not part of the longer trend in financial and economic developments. Indeed, it cannot be if the serious imbalances in our economy are to be resolved without radical disturbances in the marketplace.

The opinions expressed in this article are those of the author and do not necessarily represent the view of the Federal Reserve System. Dr. Pozdena is the author of the book, The Modern Economics of the Housins Market, to be published in 1988 by Quorum Books (Westporr, Ct. ed.) -

Roseburg Heads Oregon Gos. Roseburg Forest Products Co., Roseburg, Or., toPPed the list of the 100 largest privately held companies in Oregon for the second Year in a row, according to Oregan Business magazine.

Roseburg and second-Place North Pacific Lumber Co., Portland' both were ranked in the $500 million-plus annual sales categorY.

Jeld-Wen Inc.. Klamath Falls, ranked 8th and was the onlY new company to the annual ToP 10, compiled by the Arthur Andersen Co.

L.A. Glub's Major New Award

The Los Angeles Hoo-Hoo Club has presented its Ken Coleman Mr. Hoo-Hoo Award to Chuck Lember. Pacific Madison Lumber Co.

The first annual bestowing of the honor included a plaque that read: "ln memory of Ken Coleman for his unselfish and untiring work for the

]J,L

FIRST AtINUAL [] Dave Bufe' 0resents the Coleman Award to Roger Braniger who accepted for recipient Chuck Lember, who was unable to attend this presentation. l2l Jack Culligam ol the American Cancer Society receives a 51 400 check in L A club's

name lrom Dave Bufe'. l3l Bill Conrov. (41 Andy Ersek. Ted Gilbert, Pete Boqers (seated), Ed Gavotto. (Sl Ooug Willis -Bud Nelson, Henry Voorhees. (61 Ed Moss, Bud Nelson. (71 Jerry Carlson, Rod Kautz. (Bl Louie Escobedo, Bob Bonniksen.

C0l.EMAll Award presentation was made prior to the Los Angeles club meeting t0 Chuck Lember, (second from lelt) Paci{ic Madison Lumber Co. Accepting a duplicate plaque ol the Coleman award is Dolores Coleman, widow of the late Ken Coleman for whom the award is named. At left is club v.o. Rod Kautz, South Bay Forest Products; at right: club president Dave Bufe', Mesa Forest Products.

betterment of the Los Angeles HooHoo Club Two and its regional, national and international affi liates. " Coleman was a club member until his death May 3, 1986.

As part of the award ceremony, club president David Bufe presented a check from the club for $1400 to the American Cancer Society in Coleman's name.

The meeting was held October 16 at the Anaheim Hills Country Club in Anaheim Hills, Ca.

Lindhal Retirement

A surprise retirement party was held by Orange County Lumber Co., Santa Ana. Ca.. to commemorate the mid-September retirement of their lumber buyer Bob Lindhal.

Lindhal began his lumber career with the old Hammond Lumber Co. in 1951, moving in 1957 to Ward & Harrington Lumber and in 1964 to Orange Coast Lumber Co., Tustin, Ca. In 1970 the firm was sold to Boise Cascade and Lindhal remained with them until 1984 when he joined Orange County Lumber, a firm specializing in selling framing contractors. It is owned and operated by the Hormuth family.

Retirement plans include a move to Sandy, Ut., where Lindhal now plans to live.

Oil Overcharge Refund Plan

Major buyers of oil and refined petroleum products are eligible for cash refunds, due to past crude oil overcharges by oil companies. according to federal government sources.

Dealers purchasing at least 18,750 gallons of products such as gasoline, diesel fuel, heating oil, propane, motor oil and greases from August 1973 through January l98l may file with the Department of Energy by December 31, 1987.

A certain amount of verification is required for eligibility. For each 100,000 gallons bought eight-year period, dealers ceive about $80.

the re-

ffililH PONDEROSA PINE

A soft-textured wood with straight, close and uniformed grain, Ponderosa Pine is unexcelled for smoothness and fine appearance when surfaced. Suitable for many purposes, it has less tendency to split than denser woods. Excellent workability; extremely paintable; tops in gluing.

Try one of our full range of PONDE ROSA PIN E products!

tlSI PURCHASE order: lll Bill Hormuth, Bob Lindhal, Vi Lindhal, Rick Hormuth. 12l Ken Vise, Jack Finnegan. (31 Ralph Cardwell, John Holstein, Clint Rygel. l4l John Weston, Tim Timmerman, Petter Svenkerud. l5l Cal

Reiten, Jack Price, John Holstein, Phil Finston, Phil Dodson, Rick Hormuth, Mark Lofland, front: Mike Jameson. l0l Ed Nichols. (71 Tenas De Jong, Sterling Wolle, Bob Lindhal, Frank lvanovich.

Bill Walker . Dave Simmons . Jim Joseph Philio Graue Bob Witts George Leach . Bill Cox

Distributors Like New Format

Reaction to the switch from table top displays to booths was positive among most of the 800 attending the National Building Material Distributor Association's 36th annual meeting.

"A couple of samples atop a table doesn't do as much (as a booth)," commented Tom Welsh, Welsh Forest Products.

"The booths are good, the right size, not too big," added Hal Huff, Sequoia Supply.

Ron Pott, RW Specialties/Western Turnings, also liked the booths, "You've got to show the product. I think the days ofjust talking to people and glad handing are over."

Over 150 booths were open for two days during the Oct. l0 to 13 meeting at Caesar's Palace Hotel in Las Vegas, Nv. Response was so good that 100 booths have already been sold for the 1988 sessions in New Orleans. Oct. 29-Nov. l. 1988. at the Hyatt Regency.

Educational sessions with their new ideas and suggestions for increasing profits in the building products industry were equally well received.

EXCHAI{G|I|G ideas at the National Buildino Material Distributor Association's annua'i meeting exhibits: lll Bob Martin, Al Leitschuh, association exec. vp. l2l John Campbell, Simmie Whittaker, Mark Setzer, Dick

Thurston. l3l Clayton Barns, David Ferris, Ashby Reardon. l4l Jerry Kohnker, Tom Welsh, Hal Huff. l5l Rob Heuay, Dave Hickman. {61 Joshua Ziv, Paul Hylbert. l7l Glenn Hart, 1988 NBMDA pres., Bill Axline.

Construction Decline Expected In'88

The construction sector of the economy faces something close to an across-the-board decline next year. But most of the setbacks will be relatively small ones, leaving total 1988 construction contract valuejust 3% shy ofthis year's projected $248.4 billion, it was reported by George A. Christie. chief economist for McGraw-Hill Information Systems Co.

Weakness will be evident next year in contracting for new homes and apartments. "Residential building faces double trouble in 1988 high vacancy rates in multifamily housing, and economic insecurity for potential home buyers," Christie said. "As a consequence, total housing starts are headed for their second consecutive decline from the 1986 peak: down another 5% to I,525,000 units."

This year's setback in housing starts will produce a ripple effect in the retail building sector in 1988, with an 11% decline. Industrial building, which has failed to advance beyond a 150-million-square-foot plateau reached in 1984, is expected to remain at the same low volume of activity.

WHAT WAS billed as a "Gentlemen's Roast" (though the deportment of those 0resent did not dignify it as such) was held for Steve Freeman, oresident of the Steohen G. Freeman Co., Newport Beach, Ca., by the Dull Men's Club of Newport Beach. More than 30 were present, many of whom roasted and toasted Freeman, a long-time member of the lumber community. Among lumbermen present were Fred Suverkrup, Suverkrup Lumber; Frank Rhoades, Roseburg Lumber; Freeman; Ted Gilbert, Product Sales Co.; Dull Men's Club president Jim Ferreira, International Forest Products; Don Derbes, Product Sales Co.; Dick Hoover, A.L. Hoover Co.; and Don Swartzendruber, Davidson Industries.

0BEG0tl lumbermen surprised Will Marshall (second from left) at a retirement dinner in Junction City,0r. Am0ng those honoring him for his 30 years with the DRGW Railroad in Portland and his close association with the lumber industry were (left to right) Don Forbes, R J. Hioqins. Bill Grav and Pat Pond. Marshall, a past president of the Erig;ne, 0r., Hoo-Hoo Club, was instrumental in organizing both the Roseburg and Medford Hoo-Hoo-Ette Clubs.

OBJECTION SUSTAINED

This letter is in response to Bill Fishman's "Home Center Merchant" published in the October issue of Ifte Merchant Magazine. Secondly, I have begun to question the credibility of an editorial review board that would allow such a biased and inaccurately negative presentation to be made about organizations that have viewed The Merchant Magazine as the "bible" of their industry.

Mr. Fishman's presumptious article used a forum that is designed to help and support the membership of the lumber and building materials business. In fact, his presentation was counterproductive and destructive. His statements tended only to support those who have long held that Bill Fishman is dangerously naive.

Because Mr. Fishman stated "Home Depot is by far everyone's favorite shopping experience," one would believe that Home Depots in any of the l3 states served by The Merchant Magazine

would maintain the same standards. In the same breath, one might assume that all Ace Hardware stores in the 13 states would be similar to the one he depicted, which had short hours, uncaring clerks and over-priced inventory. As an owner of an Ace Hardware store, I resent his published description. If he would care to visit Lumbermen's Building Center Ace Hardware in Palm Springs, he would find his representation of Ace Hardware stores to be absolutely inaccurate.

In my opinion, Fishman's description of Dixieline Lumber was equally jaded. Dixieline's commitment to service is legendary in the Southern California home improvement market. Mr. Fishman suggests, however, that Dixieline customers were treated rather poorly. Secondly he comments that Dixieline had a limited inventory in d-i-y and household items. Contrary to Fishman's perceptions, I have found Dixieline's home improvement inventory to be extensive.

Finally, I think it is great that Bill Fishman has had the opportunity of being so close to the personnel of Home Depot that he can describe their subjective attitudes toward work. It is just too bad he didn't find the equivalent amount of time to discuss these very important attitudinal issues with the personnel of Dixieline Lumber and the Ace Hardware stores.

Bob Slettedahl President/Owner

Lumbermen's Building Center

3455 N. Indian Ave.

Palm Springs, Ca.92263

WOOD DOORS ALIVE & WELL

Recent press reports have attributed comments to NWWDA stating that wood exterior doors are losing the battle with metal and vinyl products.

While it is true that non-wood doors account for 630/o of the new residential construction market, wood doors are still the number one choice for renovation and remodeling projects with a 570lo share of market. As you may know, this market accounts for nearly 5070 of the overall market for exterior doors and is growing every year.

Wood doors are also far and away the number one choice for interior doors, making up nearly 900/o of the market in both new construction and renovation and remodeling.

John W. Shoemaker Executive Vice President National

Wood Window & Door Association

1400 E. Touhy Ave., Suite G-54 Des Plaines, Il. 60018

PHILIPS:IT?:: ffi

SPECIALISTS IN LAMINATED BEAMS & ARCHES both custom and stock beams

Personals

(Continued from pase 65)

Dave Sweitzer, sec./mgr., Western Hardwood Association, Portland, Or., is back after a two week alder promotion trip to Taiwan and Japan, as part of Oregon governor Neil Goldschmidt's Trade Mission.

Jerry Van Dorn, Diamond Wood Products, Eugene, Or., was named Man of the Year by the Western Hardwood Association.

Dan Larrea has left Peterman Hardwood, National City, Ca., for CottonHanlon, Inc., Cayuta, N.Y., to work as a regional hardwood sales rep.

Don Derbes, Product Sales Co., Orange, Ca., got in two weeks of aloha time on a recent Hawaiian vacation.

Thomas Grove has been appointed v.p., sales & marketing, at Weathervane Window Co., Kirkland, Wa.

Wally Turner is new to the sales team at Coastland Forest Products Co., Corona, Ca.

Tom Stanford is new to sales at Marquart-Wolfe Lumber Co., Corona, Ca.

Keith B. Sletten is now v.p. of human resources at Plum Creek Timber Co., Seattle, Wa.

A. Hugo Berg is now in sales for Cambrian Forest Products, Seattle. Wa.

Curt Lindner is the new branch mgr. at Spenard Builders Supply, Eagle River. Ak.

Kyle Kincaid, Knoll Lumber & Hardware, Kenmore, Wa., married Robin Stricktand on Nov. 21, 1987.

Joe Campero, Standard Lumber Co., Pullman, Wa., and his wife, Helen, are on a trip to Hong Kong, JaPan and Hawaii.

Mike Sullivan has joined the sales force at Dougherty-Hanna Lumber Co.. Portland. Or.

Todd Ferry and Jeff Stelk are new So. Ca. technical service reps for Bruce Hardwood Floors, Dallas, Tx.

Mike Walsh, H&M Wholesale Co., Rancho Cucamonga, Ca., spent three weeks of November vacationing in Australia.

Michael Blanchat has been named v.p., domestic marketing, at Tumac Lumber Co., Portland, Or.

Bill Ford, DAW Forest Products, Lake Oswego, is expected back at work soon, following heart surgery in early November.

Jim Hodge works at Green Hill Lumber Co., Bridal Veil, Or., not DoughertyHanna, Portland, Or., as incorrectly reported last month.

Don R. Hughes has been appointed senior v.p., roofing, at LundayThagard Co., South Gate, Ca.

CallCollect: (80s) 495-1083

Norwegian Show Sales High

The 12th Nordic building materials exhibitionthe ten day Byggreis deg '87lured a record 104, 500 visitors, including a growing percentage of industry professionals.

This year's Sept. 25-Oct. 4 fair in Oslo, Norway, included 520/o trade representatives, uP from 1985's 38%. The exposition featured 403 exhibitors from eight countries. In addition, eight seminars, which attracted a total of 750 participants, were held.

Some dealers reported brisk cash sales, including two tool suppliers who took in $80,000 and $160,000 apiece. Other hot sellers included holiday cabins (a Finnish supplier sold 30 cabins for a total of $l million, a Norwegian manufacturer sold 50 for $575,000), fireplaces, and kitchen furniture (one manufacturer took orders for $1.3 million worth).

The next Bygg-reis deg organized by Oslo's Association of Building Materials Distributors will be held in Oslo from Sept. 22-Oct. l, 1989.

CTASSIFIEDS

Call (714) 852-1990

DON PHILlPS, JR. . RANDY PHILIPS 1 W. Thousand Oaks Blvd.. Thousand Oaks' Ca' 9'1360

One beam . . . or a carload Yard or Jobsite delivery . . .sold through dealers only

(Continued Jntrn paga 24 ) dealers are beyond the point of being able to make money in spite of themselves because they lack competition. I

Mor6[eine

by WESTERN TURNINGS

Majestic Columns for a Llfetime of Grace and Beauty

Genuine Marble Particles. Polymers and Fiberglass Form an fuchitecturallytue Entasis Taper.

Marbleine Means a Virtually maintenance-free, Matte White, Paintable Surface in 6 '. 8'. 10 ' and12 'Widths, and lengths to 18'.

haven't heard anyone complain of such a lack in some time, as a matter of fact. Most of you who have "found your niche," the currently popular method of competing against price cutters, chains, etc., have done it by experimenting with several new concepts, lines, methods of operation, advertising ideas or whatever.

In most cases it hasn't been a giant leap into a whole new arena, but several tentative steps or refinements of the existing business. More simply put, one of LMA's successful members, when asked what he sells in his business, responds, "Anything I can make a profit on." This same dealer has in the past sold Rolex watch "look alikes" and sunglasses at the cashier's station. The inexpensive glasses meet the criteria; the watches didn't. The point is, you'll never know unless you try it.

Flexibility and innovation are part of the edge the independent has on the competition. It's not necessary to bet the farm on a whole new direction for your business when a few dabs offine tuning will do it. Periodic adjustments are needed in any business, and you can get away with even a failed experiment in yours as long as you don't put all ofyour eggs in one basket. or decide to run for President! The Southland

(Continuatl Jrortt page 33)

American Lumber Standards were developed by a committee of people representing the producers, the wholesalers, the retailers, users and specifiers. It's a voluntary consensus system for the industry that gives it strength.

The committee is appointed by the

The Merchant Magazine

Secretary of Commerce, which is a valuable protective measure. The standard is promulgated under National Bureau of Standards Procedures, which makes the standard very legitimate, yet the committee enforces the standard on its own. The committee operates under an anti-trust decree. It lays down a code of ethics and enforces it.

Many standards of earlier years have been abandoned as unworking. Of the more than 400 that existed at one time, the standard for softwood lumber is one of the few remaining. Remaining because it works. Work within the standard by asking for and selling only ALSC certified agency stamps. It's your best guarantee of quality.

Mountain States

(Continued from page 24)

Center, Salt Lake City, Ut., as a counterpart to the Denver show.

The Supplier Directory and Product Guide listing all associate members of the MSLBMDA is being updated for 1988 and will be sent to more than 700 retail dealers in the five state region.

A three-day Bill Darling Residential Framing Lumber Estimating course for intermediate level estimators will be held Jan. l1-13 at the Holiday Inn, downtown Denver. Instructor will be Bill Darling, Ontario, Canada, a management consultant.

December 1987

InAUEtlt{G around the Mountain States, lll (center photo) Ed Sandlin (right), immediate past president of MSLBMDA, visited with Jim Ridd, Standard Builders Supply, Salt Lake City, Ut. and (clockwise from top left) (21 Jim Brunk, Sunrise Home Center, Jackson, Wy. l3l Bill Bohrer, B-Mart Home Center, Pocatello, ld., l4l Mark Swager, Anderson Lumber Co., ldaho Falls, ld. (51 Fred Hale, Colonial Building Supply, Bountiful, Ut. (61 Ted Johnson, Max Ker & Son Lumber, ldaho Falls. {71 Dan Burton, Burton Lumber, Salt Lake City, {81 Merlyn Jolley, Jolley Building Supply, Shelley, ld., l9l Jerry Reeve, Tyhee Home Center, Pocatello. ll0l Dick Paras, Chris & Dicks, Salt Lake City.

Optimism in Mountain States

Optimism and innovation amidst poor economic conditions formed the major theme encountered on a recent tour of Northwest WYoming, Southeastern Idaho and Northern Utah by Mountain States Lumber and Building Material Dealers Association immediate past president Ed Sandlin, Trinidad Builders SupPlY, Trinidad, Co.

Sandlin visited 24 operations on a four day tour that began in Jackson, Wy., and ended in Salt Lake CitY, Ut. Other communities visited included Idaho Falls, Shelley and Pocatello, Id.; Ogden and Bountiful, ut.

Among the conditions Sandlin found were:

o Construction in Idaho Northern Utah has been down some time. Unemployment is high in many areas.

o The Salt Lake City area is very active compared to the surrounding region.

o Most dealers are optimistic. Sandlin said he was most impressed by the variety of ideas dealers have for developing their individual niche in the market.

Sandlin announced that a new trade show called the Intermountain Building Materials Buying Show will be held Thursday, April 14, 1988, at the Salt Palace Convention Center in Salt Lake City.

and for still Shippers of QUALTTY FOREST PRODUCTS Truck & Trailer or Rail Shipments '/ Douglas Fir t/ Hem Fir t/ Redwood t/ Pine Specializingin 2 X 4 1750F CnII (619) 244-9933 Ron Pugh or Sherry Carter

Revealing the roots of the upside-down hardwood

A RABIAN LEGEND states:

Fl "The devil plucked up the baobab, thrust its branches into the earth, and left its roots in the air."

This, as aptly as any other explanation could, perfectly describes the unique baobab (Andansonia digitald), with its long, tangled branches stretching out to the sky, resembling a massive root system.

The hardwood grows in low altitudes in the hot, dry grasslands of Africa. It is a member of the Bombacaceae family, related to the kapok, balsawood and cacao families. The baobab is also known as the monkeybread tree or the Cream of Tartar tree because of the tartaric acid that comes from its fruit pods.

Typically, a baobab may reach 60 feet in height and more rhan 30 feet in width. Its branches will grow more than 30 feet out from the trunk and its roots may spread out as far as 300 feet away.

As strange as it looks, the baobab is an extremely valuable tree. with nearly every part of some use to man. The seeds can be ground and

roasted to make a coffee-like drink. The pulp of the tree itself can be made into a seasoning, which then can be mixed with water to produce a refreshing beverage. The pulp is also used commercially, as a coagulant for rubber.

Story at a Glance

Baobab's branches resemble far-reaching roots. African hardwood grows over 60 feet high and 30 feet wide. almost every part of the tree is useful.

The tree produces sausage-shaped fruit, 6 to 10 inches long and 4 inches wide, that are eaten by wild animals and natives. Pulp of the fruit can be used as a leaven for bread,

and the fruit's outer covering can be used in the manufacture of fertilizer, soap and plaster. Fresh leaves have been used as a vegetable, and dried leaves as condiments and seasoning.

The fibrous bark of the baobab, often up to 3 inches thick, is used to make paper, cloth, clothing, rope, fishnets, drinking vessels, and in the making of certain musical instruments.

The barrel-like trunks are often excavated to serve as temporary shelters or water reserves. At 90 feet in circumference, a trunk can store up to 25,000 gallons of water.

When baobabs die, they collapse into a huge fibrous mass which decomposes quickly. The mass has even been know to burst into flames through spontaneous combustion.

Everything about the tree seems foreign and ancient. Its name, having existed since Biblical times, originated in a language of equatorial Africa. But although the baobab is native to Africa, it is grown as a curiosity in other warm areas, including Florida.

News Briefs

(Continued from Page 18)

Oct. contracts for newlY started construction climbed 6% to an annualized rate of 9261.4 billion

Lumber exports from the U.S' established an all time single month volume record in Aug. with 254.4 million feet of softwood lumber shiPPed overseas..,

Sales of existing homes fell 28.3V0 in Colorado and 25.8% in Wyoming during summer's Peak sales period; California resales were up 0.40/o . .

National Lumber & SUPPIY Inc., F-ountain Valley, Ca., revenues for the quarter ending JulY rose 8% . Boise Cascade CorP.'s third quarter profit tripled

Pope & Talbot, Portland, Or., had income climb 65% in the thirdquarter...

The replacement market for vinyl-framed windows is expected to grow l5-25V0 in the next few years

Pay 'N Pok Stores /rc., Kent, Wa., profit tripled in the second quarter Georgia-Paci./'ic Corp.'s net income for the first 9 months of '87 was up 62oh . . Louisiana- Paci/ic's third quarter earnings were up a record 920/o ...

TIMBER SIZER PRE-EABRICATION

The Federal Trade Commission has voted to file civil suits alleging that Wickes Cos. and a firm controlled by Canada's Belzberg family violated antitrust restrictions in separate takeover bids lastyear...

{/SG is seeking an injunction against Wagner & Brown, a Texas partnershiP,which hasbeen acquiring USG's stock for a hostiletakeover...

D.F. GRAPE STAKES REDWOOD & D.F. LAIH

TIMBERS

From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-rVe'll do them all to customer sPecification.

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Srruce 1876YouR coMPLETE GUIDE... lumbGrmGn$ rG0 b00k scrulcc

The Lumbormens Red Book listsall oroducers, wholesalers, retailers of lumber and wood products of any kind, and. all manufac' turers ofwood turniture, cabinets and millworkmobile homes, prefab houses and modular unitswood recreational products' soortsware and toys - boxes, crates, pallets and industrial productsand all other products using wood in anY lorm.

A R€d Book listing showsthe exact business name - complete address' including

P.O. Box and ZIP CODE!concise description of what the business does - special data such as location ot purchasing departmentthe financial strength rating (not alone the net worth' but what is available to creditors)the exact payment rating (how it pays: prompt, slow, very slow).

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

Rcd Book rcrvlcc alvct you -

o LUMBERMENS RED BOOK

o WEEKLY CHANGE SHEETS

CUMULATIVE SUPPLEMENTS

o SUPPLEMENT BINDER

r TRAVELERS EDITIONS

o SPECIAL REPORTS

o COLLECTION SERVICE COMPUTERIZED MAILING LISTS

for one year. Bill us: $29O.OO quarterlv E; $58O.0Osemi-annually [; $1 ,160.00 annually n. Please send more information, without obligation D.

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Tee Time

A 4-p. decorative strap and tee hinge booklet is free from Stanley Hardware, 195 Lake St., New Britain, Ct. 06050.

Low-E Glass Video

A 4-l/2 min. video on low emissivity glass is available in VHS or Beta format from AFG Industries, Box 929. Kingsport, Tn. 37662.

Log Home Log

"Build More Business," a log home sales pamphlet, is free from Ward Los Homes, by calling (800) 341-1566.

Shelf Help Guide

Shelves, Closets & Cabinets, a guide to 304 different woodworking projects, is $12.95 from Sterling Publishing Co., 2 Park Ave., New York, N.Y. 10016.

Oil You Need To Know

A brochure detailing linseed oil as a naturhl wood preservative is free from NL Chemicals, Box 700, Hightstown, N.J. 08520.

Pave A New Way

A 32-p. brochure and informative videotape on a mortarless brick paving system are available from Higgins Brick Co., 1845 Elena Ave., Redondo Beach, Ca. 90277.

Treated Tips

A revised treated lumber technical information page is free for the first 25 copies, or $7.50 per 100, from the Western Wood Products Association, Dept. ,4-6, Yeon Building, 522 SW 5th Ave., Portland, Or. 97204.

Computer Seminar Video

"Computerize Your Business," a I hour step-by-step consultation on VHS or Beta videotape, is $49.95 plus $3.50 shipping from InfoVision, 2040 Great Highway, S.an Francisco, Ca. 94116.

A Step Below

An easy-to-build understair storage brochure is free for the first 25 copies, 150 ea. thereafter, from the Western Wood Products Association (Plan Sheet 5l), Yeon Building, 522 SW 5th Ave., Portland, Or.97204.

Skylight Assistance

"Glass Design for Sloped Glazing," a skylight glass selection guide, is $10 lrom the American Architectural Manufacturers Association, 2700 River Rd., Suite 118, Des Plaines, 11.60018.

Metal Portals

A 4-p. catalog of steel door and frame systems for pre-engineered metal buildings is free from Ceco Corp., 1400 Kensington Rd., Oak Brook, ll. 60522.

Fan-Folded Insulation

A lree fan-folded underlayment panels pamphlet is available from Dow Chemical Co., by calling (800) 258-2436.

Body Language

"Nonverbal Selling Power," a guide to sending and interpreting unspoken signals, is $20 from Personal Selling Power, by calling (800) 752-SELL.

Looking Glass

"More Clear Advantages," an argongas filled window brochure, is free from Crestline, One Wausau Center. Wausau. wi. 54401.

Around The Pool

A pool and spa enclosure brochure is free from Atria, Inc., 10301 N. Enterprise Dr., Mequon, Wi. 53092.

Plug For Appliances

A compact 36-p. home electronics and appliances catalog is free from Samsung, 301 Mayhill St., Saddle Brook, N.J. 07662.

Conveyor Belting Bulletin

An 8-p. conveyor belting booklet is free from Goodyear Tire & Rubber Co., Marysville, Oh. 43030.

Computer- Designed Windows

A window and door design software package designed to work in conjunction with AutoCAD is available from Marvin Windows, by calling (800) 328-0268.

Flooring Adhesives

A professional-level flooring adhesives specifications guide is free from W.W. Henry Co., 5608 Soto St., Huntington Park, Ca. 90255.

Written On The Wall

Wall lettering to identify store departments is shown in a free bulletin (No. L822) from Sentry Hardware Corp., 2700 River Rd., Des Plaines, Il. 60018.

Build Your Own lsland

Instructions on how to build a kitchen island (plan sheet 53) are free for the first 25 copies, 20Q ea. thereafter, from the Western Wood Products Association, Yeon Buildine, 522 SW 5th Ave.. Portland. Or. 97204.

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

Millwork Standards

"lndustry Standard for Non-Pressure Treating of Wood Millwork" is $20 from the Wood Moulding & Millwork Producers Association, Box 25278, Portland, Or.97225.

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GLASS!FNEE ADVERTiSEMEINTIS

YARD FOREMAN _ DISPATCHER wanted for So. Ca. contractor-retail lumber yard. Must have experience in handling men and building materials, ability to dispatch our trucks, knowledge of both gas and diesel equipment, and ability to minimize fall down and rotate inventory. All applicants will be kept confidential. Send resume to Box 571. c/o The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660.

LUMBER BUYER: I{omeClub. America's do-it-yourself warehouse, is expanding its buying staff in step with the company's expansion. We're looking for an experienced buyer with mill-direct and/or wholesale buyer experience. Must be high energy with sense of urgency and have a commitment to excellence. Excellent salary, bonus plan and fringe package for the right person. Position located in Fullerton, Ca.; travel required. E.O.M./lr. Send resume to : Lumber Buyer Search, HomeClub, 140 Orangefair Mall, Suite 100. Fullerton. Ca. 92632. No phone calls please.

WHOLESALE LUMBER SALES

Northern California remanufacturins and distribution wholesaler. due to a relirel ment, is seeking an outside sales person for the Sacramento Valley area. Must be self motivated, have lumber sales experience, and be knowledgeable in Western softwoods. We offer salary and/or commission. Full benefits. Send resume and complete history in confidence to Box -573 c/o The Merchant Magazine.

T*'enty-five (2-5) s'ords for $19. Each additional word 65c. Phone number counts as one rvord. Address counts as six u'ords. Headlines and cenlered copy ea. line: $5. Box numbers and special borders: $5 ea. col. inch rate: $.10 carnera ready. $.{5 if we ser the type. Narnes of advenisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca, 92660. Make checks payable to The Merchant Magazine. Mail copy ro above address or call (714) 952-1990. Deadline lbr copy is the 22nd ol'the monrh. PAYMENT MUST ACCoMpANy copy unless you have established credit rvitn us.

HARDWOOD lumber sales. Excellenl growth potential. Yard centrally located in developing area. Applicanl must have verifiable past sales success. Send resume to Lumber Sales, P.O. Box 2637, Capistrano Beach, Ca.92624.

SALES professional wanted to sell hieh pressure laminates and related produits (formica style). So. Ca. sales area. Excellent financial opportunity with well-established company. Experience in plastic laminates sales preferred. Send resume and cover letter in confidence. Write Box 570 c/o The Merchant Magazine.

WANTED: Full charge bookkeeper for 12year-old Orange County, Ca., growth company. Lumber experience preferred, but not essential. New 5,000 sq. ft. offices, great atmosphere and benefits. Computer experience required. Send resume in total confidence. Our employees know of this ad. Write Box 572, c/o The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

LUMBER BROKER

Individual musr have 3-5 years experience selling any species to retail lumber dealers. Direct mill buying a plus but not necessary. We offer: excellent compensation package; medical. dental and optical insurance; pension & profit sharing; paid relocation. Send resume in confidence with salary requirements to: HWI, P.O. Box 868, Forl Wayne, ln. 46801. ATTN: Personnel Manager.

FOR SALE or lease: I)alaline Computer System - all programmed for.retail lumber yards. Primo condition, partially still in boxes. Incredible price for state of the arl turnkey system. We would cash out for $25,000 plus tax if credit approved, customer can assume balance of rentals. Give us a check for two payments of $1,295.00 each totalling $2,590.00 and then 36 remaining payments of $1,295.00. Chuck Thorn or Marie Q13) 947-8742 or t2r3) 947-9436.

SHRINK FAST GUN Model 975 wirh tank. Very reasonable. Shaw Lumber Co. Contact Jack Jackson (916) 324-1761.

SHAVINGS BAGGER. 25 hp. Allis-Chalmer motor w/ dual vane hydraulic pump. Thousands of 7 cu. ft. bags. $1 150. 1555 La Mirada Dr., San Marco. Ca. (619)'144-4700.

HYSTER FORKLIFT No.l65. Good running condilion. Hunter Woodworks, 21038 S. Wilmington Ave., Carson, Ca. 90749 Q13) 77 5-2544

LOOKING FOR PONDEROSA

PINE WIDE BOARDS?

WE HAVE THEM AVAILABLE FROM 14'TO 42" IN 414 & 5/4 THICKNESS, LENGTHS AVAILABLE IN 6716'ON 1'MULTS OR CUT. TO-LENGTH. SHRINK.WRAP AND POINT OF PURCHASE INSERTS ARE AVAILABLE. CALL OR SEND YOUR INQUIRIES TO: TREE PRODUCTS ENTERPRISES P.O. BOX 280 LAKE OSWEGO, OR 97034 (503) 620-s868

20#

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enginer stamp€d pemit dEwinqs. with 3000 standsd 8ta!i mitabte. FOb factory Call bftee brcchuEs.

COPELAND I,UMBER WISHES TO BTiY Lumber Yards in the \rVestern States. Contact Copeland Lumber Yards Inc.. 901 N.E. Glisan, Portland, Or. 972-12, Artention John Marschiner, Real Estare Manager. (501) 232-7181 All inquiries kept confidential.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter. Hunter Woodworks. (213) 77 5-2544'. (21 3 ) 83 s-5671.

LUMBER COMPANY For Sale-long established-new on market-fastest growing area in Southern California-asking $480,000 plus inventory. Agent (714) 614-2229.

_SOUTHERN CALIFORNIALOSAXGELESAREA

Beaver Lumber Co.

Berger & Co.

Calitornra Forest Products

Calitornia Lumbef hspection Seryice

California Fedwood Assn.

Casella Transporlation

Crestwood Forest Products

oMK Pacific Corp.

Doors, Inc.

Fibreboard Corp.

Floor Seryice Suppty (San Jose)

Georoia-Pacilic Corp. (oakland)

Geor0ia-Pacilic Corp. (San Jose)

Harness Timber Products

Higgins Lumber Co. (Monterey)

Lumber co [313i 33i-?1li

Lane Stanton Vance (81S) 968-S331

Lumbor Assn. ol S0. Calif. (818) 965.4344

Mac8€ath l'lardwood (213) 723-3301

Maple Bros., Inc. l4ouldings (213) 694-3271

luarquart-Wolle Lumber Co.. (213) 625-1494

Mutual Moutdino and Lumb€r Co. (213) 321_0827

North American Plywmd (tn Ca.) (800) 421-1373 (800) 421-1372

essmd Inc, Rob€rr s .. [313i 8il.lll8

Pacilic Lumber Terminat .... .. (ZtSi ZZS-tiZo

Pacilic Madison Lumber Co. (213) t7g-2292 iztfi eei-ozOi

Parr Lumb€r Co. (atg) Szq_tggt

Penberthy L.umber co. tlsi Ass-aiiz

PelermanLumberCo. ...... ..... (213)595.8657

oRAilGE, R|VERS|DE & SA}I BE FilABDII{O COUT{TI ES

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BUVE MJS' IDE

SAN FRANCISCO BAY AREA.

Hiogins Lumber Co. (Union City) {800) 972.0906

Hiogins Lumber Co. (Concord)

Hirt & Wood Lumber Co.

HMS Systems Corp.

Hub City Golden Gate Terminals

J. H. Baxter & Co.

Kelleher Corp. (Novato)

oRTHERN AND CENTRAL CALTFOBNTA_

IncuuEuiEt(t/F0uuM

Blue Lake Focst Prcducts

Bracut International &itl Lumb€r Co.

Costa Truckino, Joe................

Eureka Southern Railmad Co.

LNisiana-Pacific Coro.

PVM Fedwood Co.

Schnidbauor Lumb€r. Inc

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PACIFIC NORTHWEST STATES +OCKY xlOUlrTAlNS

GOLORADO

WASI{INGTON

8ros. Lumber, Inc.

Building Products

SErnU/ItC0tt

Lumber C0. .........

Lumber Co., Ed

Products

Euilding Products

Forest Products

PONIUTO ANET

Industrials, Inc.

Brothe6

Empire Corp.

Simpsm Timber Co.

Tumac Lumber Co.

Western Turnings & Stair

Weyerha€user

OREGON

ARIZONA

Ray Lizotte , a 37 -year veteran of the West Coast lumber industrv. died Nov. 12. 1987. in Medford. Or. He was 58.

Born in Yakima, Wa., he moved to Southern California in the earlv 1950s, joining Baugh Bros., Los Angeles, Ca., as a lumber sorter and grader. In 1955, he became a lift truck driver at Tarter, Webster and Johnson, Los Angeles, later joining the company's sales staff in Rialto.

Mr. Lizotte went to Inland Lumber Co. in 1962 as a lumber trader and was later promoted to vice president in charge ofpurchasing. In 1975 he formed his own company, R&L Wood Products, Rialto, which he later moved to Grass Vallev. Ca. In 1984 he became lumber sales manager for Gregory Forest Products, Glendale. Or.. where he worked until his retirement.

Mr. Lizotte is survived bv his widow. Minnie, a daughter, two sons, five brothers, three sisters, and two grandsons.

Irving "Bud" Boldt. lumber manager of Lomita Lumber. Lomita, Ca.. died Sept. 30, 1987, in Long Beach, Ca. He was 67.

A native of Los Angeles, Ca., he entered the lumber business in 1938. He worked for various companies, including Consolidated Lumber, Long Beac_h, and Sun Lumber, Long Beach, before joining Lomita Lum-ber as lumber manager in 1965.

Mr. Boldt is survived bv his widow, Thelma.

Glen Nelson, a sales rep for Sun Plywood, Inc., Roseburg, Or., died following a sudden heart attack on Nov. l, 1987. in Sutherlin. Or. He was 57.

A native of Medford. Or.. Mr. Nelson entered the lumber business

in the early 1950s with Timber Products, Grants Pass. Or. In the earlv 1970s, he was hired by Getty Oil Co. to oversee the building and running of a plywood plant in Africa. When the government took over the plant five years later, he returned to the states to join Random Widths, Albany, Or. He joined Sun in 1984.

An alumnus of Southern Oregon State College at Ashland, he was a football star during his college years.

Mr. Nelson is survived bv his widow. Mary, a son, a daughtei, and a grandchild.

Charles B. "Chuck" Shafer, owner, president and general manager of Irrigators Lumber Co., Caldwell, Id., died Oct. 10, 1987, in Caldwell. He was 62.

A lifelong native of Caldwell, Mr. Shafer joined Irrigators Lumber in 1947 after serving in World War II. He gradually accumulated stock in the company, becoming its major shareholder in 1983.

He had been an active member of the Western Building Materials Association, serving on its board of directors, as an insurance and pension trustee from 1978 to 1983, and as president in 1977.

Mr. Shafer is survived by his widow, Bonnie, two brothers, three sisters, and two sons.

Larry White Sr., well known Arizona lumberman, died Oct. 27, 1987, in Gilbert, Az., after a bout with lung cancer. He was 73.

Born in St. Anne, Il., White participated in the initial WWII invasion of Italy as a first lieutenant. ln 1946 he became co-owner and general manager of Swede Basin Lumber Co., Grants Pass, Or., selling the firm in 1955 to Bates Plywood Co.

He moved to Phoenix. Az.. where he worked as general manager of Ray Fab, a division of Ray Lumber Co.. until his retirement in 1973.

Mr. White is survived by his widow, Genevieve, a daughter, two sons, and five grandchildren.

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