Merchant Magazine - December 1989

When you wantthe handsome, long-lasting quality of redwood lumbe[ come to Georgia-Pacific. We offer everything from garden grades, rustic sidings and trim to architecturalgrades of Bee, Clear and Clear all-heart. Our dedication to a Dry Program means more choices for you!

Our Common Program is both S-Dry (190/o or less) and green.We do it naturallyon our ocean bluffs with cool breezes off the blue Pacif ic. And as a f i nal assu rance of q ual ity' G- P is a memberof the California Redwood Asso-

ciation and the Redwood Inspection Service. So lookforthe grade stamp on our lumber. Get the powerful advantages that only the finest in redwood lumber can provide. Rely on Georgia-Pacific to deliver the Redwood orDouglas Fir you neeQ, B9l! ere availl able through our Fort Bragg mill-of throughour extensive distribution network. To findout more, simply call the Fort Bragg mill d7A71964-0281.

erving the tumber and home center markets in 13 Western StafesSince 1922

PENOFIN@ TRANSPARENT WOOD FINISHES

f-)on t hide your beautiful wood with an opaque stain. Discover it with l-l Penofin@ transparent wood finishes. Instead of using inexpensive impenetrable clay pigments like most semi-transparmt stains Penofin@ uses microscopically ground shategic metals that are so small you can see right through them. These microscopic metals also offer the best in UV protection because they don t absotb sunlight, they reflect it.

From Penofins@ color system to its Brazilian Rosewood Oil base, Penofin@ contains the finest ingredients available for wood protection. Brazilian Rosewood Oil penetrates deep into the wood fibers allowing them to breathe. It doesnt leave a film on the surface to crack, peel and chip. We could make it cheaper but it wouldn't be the finest wood finish in the world.

For information on how you can discover the beautv of vour wood with Penofino call our toll free number for the nearest dealer in your area. In California, (800) 1168-8812 outside California (800) 468-8820.

Happy Holidays from Weyerhaeuser

Thank you for relying upon \fleyerhaeuser in 1989 for providing a complete line of quality building materials and services with all the trimmings,

Al of us at \feyerhaeuser eagerly look forward to providing you with the quality products and the satisfaction you have come to expect from us in the New Year.

Best wishes to you and your families for a healthy and prosperous 1990!

Vestern Curto*., Service C.nt.rt

Seruing markets in

DECEMBER I 989

the lumber and home center 13 Western StatesSince 1922

VOLUME 68, No. 6

BUSINESS FORECAST SPECIAL ISSUE

MERLO: Lots Of Changes Ahead In New Decade

BINGHAM: Problems To Solve & Conquer ln 'gO

HART: Pressure To Continue On Timber Supply

PETERSON: Industry Has To Commit To euality

LONNING: lncreasing Market For Treated Wood

ROBISON: Bright Future For Structural panels

STEBBINS: Enivronmentalists Are Big Threat

DORAN: 1.45 Million Housing Starts For 1g9O

ROBERTS: Western Lumber Use To KeepGrowing

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Associate f,ditor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Ginger Johnson

Circulation Lynnette A. Perkins

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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From all slates east of the Rocky Mountains: Contact Jean Waggoner Cogerty, national sales manager. [:rom Arizona, Nevada and California: Contact David Cutler. Both mav be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

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Change of Address-Send subscription orders and address changes to Circulation Dept., The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue if possible, new address and zip code.

Subscription Rates-U.S.: $l l-one year; $17-two years: $22-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35; surface-$3O; South America: air-$551 surface$30; Asia: air-$68; surface-$30; Europe: air-$98; surface-$30. Single copies-$31 back copies-$4.50 when available plus shipping & handling.

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.

DAVID CUTLER editor-publisher EDITORIAT

It's Liters and Meters Time Again

I S WE enter the final decade of this

millenium, forecasts abound on expected changes in supply, products, merchandising and marketing. Wethink they're overlooking a development likely to have a major impact on how you conduct your business: measurement.

Metric measurement is far closer to widespread use in the United States than many believe. By the turn of the century we think it will be more often the standard, than the exception, as it is now. It could be commonplace far sooner.

Why all of a sudden is a movement to metric upon us? Generally, it's government responding to changing markets. In an effort to make America more competitive overseas, Congress last year passed a Fair Trade bill requiring metric measurement for all products leaving the country. The U.S. Department of Defense will require metric measurement from all its suppliers as of January 1 , I 990. It is the same date that the

European Community has established requiring all products sold in the 12 countries that comprise the EC to be in metric measurement.

ln 1992 Europe will begin removing virtually all trade barriers between its members, a move expected to produce a business revolution and a boom of sizable proportions. Whether 1992 proves to be all currently claimed for it or not, it will inevitably pressure the United States into greater conformance to metrics.

As the astounding political changes in Eastern Europe and Russia evolve, increased world trade seems a likely by-product. Coupled with the Pacific Rim growth, these factors inevitably mean that further isolation of U.S. business will be shortlived.

Every business of every size in America will feel the impact of these changes. Whether we like it or notand most don'twe'll have to adapt. There is no other viable option.

Seruing the lumber and home center markets in 13 Western StatesSince lg22

1990 BUSINESS ,"', 'FORECAST

Lots of changes ahead

By Harry A. Merlo Chairman and President Louisiana-Pacifi c Corporation

i;J.E.i'"'?i.',? ii"fl "Si,ll":l

Pacific to what changes our industry might expect by the Year 2000. It's

clear to us that there will be major differences in the way we'll all do business by the turn of the century.

For example, there will be fewer new homes built as population growth slows and the so-called "babv boomers"

enter middle age. But, there will be increasing opportunities to those who concentrate on the move-up buyers with a desire for quality and an eye out for affordable ways to achieve that quality. We're already seeing the start of this trend. It's a healthymovetoward building homes "better than thev have to be," spurred in part by a renewed emphasis on quality and partly by an increased threat of litigation if things go wrong. The American Plywood Association has formalized the trend with its new "Code Plus" program. Repair, remodeling and the do-ityourself markets will take on even more importance. In the structural panel area, for example, the Ameri-

can Plywood Association figured that we can increase demand by more than a billion feet by persuading another four percent of U.S. households to purchase panels at least once a year.

More homes in the Year 2000 will be built, at least partially, in a factory. While predictions along these lines have been made beflore, there's a new wrinkle factory manufacturing will be applied to upscale homes.

There will be mandatory recycling in many areas by the Year 2000. We expect that necessary trend to provide us with a stable source of aluminum for our window and door products and waste paper for the fiber gypsum wallboard we're currently developing in Nova Scotia. The largest remaining forest that has absolutely no environmental problems, spotted owl or otherwise, is wastepaper.

On the resource side, all signs point toward a sharp decrease in the amount of available timber and a sharp increase in the political constraints on harvesting, even on our own timberlands. Even more of our national forests will be off limits to timber harvesting as preservationists lake increasing advantage of the forum provided by the courts. Products that rely on old growth will be

at an increasing disadvantage compared to products, like L-P InnerSeala which are made from "iunk wood" species. Wide dimension lumber for floor and ceiling joists will be replaced almost totally by engineered trusses - another big market for our Inner-Seal panels.

Story at a Glance

More factory built homes, mandatory recycling willaid supply, fewer timber resources, more eng ineered products, expanded world trade.

Finally, there will be fewer trade restrictions by 2000, especially with Pacific Rim partners, and more world trade generally. That's both an opportunity and a challenge, since we'll all be up against some stiff worldwide competition. L-P is gear- ing up now with more overseas marketing,more new product development and manufacturing expansion into Canada and Mexico. We're looking forward to some exciting years for our industry as we approach the new century.

Problems to conquer

By Charles W. Bingham Executive Vice President Weyerhaeuser Company

l\ EMAND for wood products in IJ the 1990s is expected to grow modestly, similar to what we've seen in the latter part of the 1980s. Although overall housing start trends are expected to remain near 1.4-1.5 million units, demographic factors favor a somewhat higher percentage of single family starts.

tors.

However, this outlook for continued strength in product demand is dependent upon improvement in the federal budget deficit and our trade deficit. The large deficit, coupled with low personal savings, has led to an ever increasing flow of foreign investments into the U.S. These now account for 250/o of net credit raised.

The implications are sobering. As more of our GNP goes to service our foreign debt, less money is available to spend on housing construction or on remodeling our homes. U.S. interest rates will be increasingly affected by world rates, and we, as a country, will have less control over our economic future. It's quite evidentthat responsible fiscal and monetary policies are vital not only to the health of our economy, but to the future of our industry.

Story at a Glance

Economic, supply and Production implications complicate the future, butthe repairand remodel market is a positive factor.

environment and natural resources. Growing numbers of people are responding with calls to restrict, even deny, industry access to forest lands, both public and private. We have not done an adequate job of providing the public with factual information about modern forest management techniques, that, in fact, timber harvesting represents responsible stewardship of a renewable resource.

Our industry should be viewed as leading the environmental movement, not at odds with it. Weyerhaeuser Co., for example, owns and manages nearly six million acres of forest land in the U.S. The company has planted over two billion trees over the past 20 years (five trees planted for each one harvested), developed the first industrial tree farm in North America nearly 50 years ago, invested over $65 million during the past 10 years on hightechnology forest research.

Basic forest management efforts are, in every sense, good environmentalism. The forest products industry needs public understanding and support to maintain and achieve public policies that are essential to an adequate supply of raw material to meet the projected demand.

The combination of continuing demand for wood products versus the changing character and availability of raw material supply will accelerate the need for and development of new technologies and new products. Current examples include laminated beams, which are increasingly being used as alternatives to solid sawn timbers. Kiln-dried, rather than green products, offer more stability in some applications. Composites and laminates will substitute for some traditional solid wood products.

Our company is committed to technological advancements in all aspects of our forest products business, from tree planting and genetics to the engineering and design ofnew products and new product applications. We believe this will pay off in the '90s in our ability to continue to serve our customers' needs.

Trcmendous treated wood potential

By Eric Yeadon President American Wood Preservers Bureau

t PPROXIMATELY 70% of all A .opp., chrome arsenate (CCA) treated lumber in the United States is monitored by the American Wood Preservers Bureau (AwPB), under LP-2 and LP-22 quality control procedures. In 1988, the industry reported an all-time high of some 3.4 billion board feet. However, lumber and timber treatments declined significantly in 1989, approaching 20% less than last year, and AWPB anticipates the reported volume in 1989 to be about 2.82 billion board feet.

Treating plants in Georgia and Virginia, which generally supply the northeastern markets, appear to be showing the most significant reduction. West coast treaters have enjoyed a good year, generally considered to be due to the less mature but still expanding market in their service areas, and remain cautiously optimistic for 1990.

While Southern treaters appear to be concerned for the winter treating program and do not expect dealers to commit to their normal commitments, the AWPB expects to see some recovery in 1990 to a volume around 3 billion board feet, still some l0o/o short of 1988 levels.

A significant issue facing our industry in the '90s will be the growing public concern for the desire to protect the environment. Unfortunately, the forest products industry seems to be cast in a role opposite those who are concerned about the

The challenges of the '90s are significant as we learn to manage the problems created by the federal budget deficit and increasing environmental restrictions. Our industry, however, should remain relatively strong given present demand projections. The ongoing application of technology to better serve customers in view of changing expectations and raw material availability issues offers a variety of exciting opportunities.

Many factors have contributed to this year's decline, including a healthy inventory position at the beginning of the year and an unusually wet spring. But most treaters and retailers, acknowledging the tremendous market potential for treated wood, are gearing up for next season, taking advantage of opportunities that were missed in 1989.

Story at a Glance

Treating industry faces lower market potential, though opportunities exist to recover the volume lost in'89.

Increasing timber supply pressure

By Lawrence C. Hart President Fibreboard Corp.

T HE FOREST indusrry is facing a I continuing challenge as we stand on the threshold of the 1990s. We must deal with the complexities of maintaining an adequate timber supply brought onby pressures to decrease available timber under the guise of increased environmental concerns. Industry leaders need to take a creative look at the full use of products from existing resources and the needs that are present in the market place to maximize their efficiency.

The forest products industry, more than most other manufacturers, will continue to feel increasing pressure from special interest groups as resource management and ^mu^ltiple use concerns remain in the forefront. We must communicate with the approachable environmental organizations indicating that we also have sensitivity for our forest resources. We must stress that resources are capable of serving many uses and needs simultaneously. The search for a meaningful dialogue with our critics must continue as the basis for a beneficial working relationship during the 1990s. This cannot be done by a single entity, but will take the united efflorts of industry leaders. Sadly, until that time, we will in all probability see the closure of more sawmills.

Market trends indicate that new construction of single family homes is on the decline while multifamily units are increasing. We have reached the crest of the building boom now that most "baby boomers" have settled into their new homes. We can look for the 1.0 million single family housing starts of the past few years to continue. This effect on demand will be tempered bythe "trading up" to larger homes. Remodeling and repair will play a mofe major role in the use of wood products. Inevitably lumber prices will rise as a result of the basic

laws of supply and demand. In order to meet the needs of these market trends, lumber manufacturers will concentrate more on supplying valueadded products designed for the do-ityourself and remodeling markets.

Fibreboard is responding to these trends by modernizing its plants to gain greater efficiency by using smaller logs and permitting virtually no part of the tree to go to waste. The mills that have cogeneration plants on site not only provide a cost effective way to supply energy to run the plant, but enable us to supply surplus energy to local power companies as well. Our newest product, Arrowood (composite structural lumber), will use smaller under-utilized species of logs in the manufacturing of longer, stronger, composite boards up to 36 feet in length. We continue to search

for new and innovative uses of available resources to meet the needs of the market place in the 1990s.

Story at a Glance

Single family starts continue at the 1 million level, more repair and remodeling... wood demand indicates higher lumber prices. . timber supply is the No. 1 problem.

We would be kidding ourselves if we said there is only smooth sailing ahead, but we can successfully meet these challenges if we continue to be responsive to the consumer's needs and continue to provide quality products to fill those needs.

Housing starts slide in the '90s

By Nicholas R. Kent Executive Vice President North American Wholesale Lumber Assn.

ACH YEAR we examine the issues and forces that direct the business outlook for the lumber industry. This year we have the normal forces of economic activity, interest rates and balance of trade, serving as signs along the roadway to the '90s. However, additional elements must be factored into our forecast. specifically, the effects of Hurricane Hugo, the Northern California earthquake and the timber supply crisis in the Pacific Northwest. We believe these elements are intertwined and must be addressed to achieve a reasonable degree of accuracy as we look into the future.

Story at a Glance

Housing starts should reach 1.46 million in 1990... mortgage rates will remain below 1O"/" . -. higher lumber prices in the years ahead... continued decline of housing stafts in the'90s.

The United States has enjoyed continued economic growth in recent years. Given our slow but stable rate of economic growth and favorable balance of trade, pressure will continue to lower the prime interest rate during the first part of 1990. This will have a favorable impact on mortgage rates. We believe they will decline through the first and second quarters before bottoming out at ap- proximately 9.70/0. They will turn upward in the third quarter, ending the year at approximately 9.85%, but staying below 100/o throughout the year. Potential home buyers who have been fence sitting while watching mortgage interest rates should move into the market in earlv 1990. boosting construction activity.

Hurricane Hugo, the California earthquake and the timber supply crisis blur our outlook. Natural disasters dramatically increase consumption of building materials such as plywood resulting in increased sales. However, upward pressure on price goes hand in hand and may drive the price of new homes even higher, thereby hurting the supply of atlordable housins.

We are conceried about the timber supply situation as it applies to lumber prices. We are seeing Pacific Northwest stumpage prices higher than in 1979 when the market was driven upby speculators and the federal gcivernment was compelled to intervene with a controversial buyout program. We do not see a mood in Congress at this time to

December 1989

support a similar buyout initiative. The bottom line is higher stumpage prices will translate into higher lumber prices in the years ahead.

Despite a projected economic growth rate of 2.40/0, modest but continued improvement in the balance of trade, improvement in mortgage interest rates, natural disasters on both coasts and timber supply problems that do not go away, we still see a relatively favorable number of housing starts for 1990. We predict L46 million starts comprised of 1.05 million single family starts and 410,000 multi-family units.

In the decade of the '90s, we see a continued decline in total housing starts. Some pessimistic economists claim an average year by the mid 90s will post approximately 1.2 million starts with a good year showing 1.4 million and a slow year around 1 million. This is considerably below the current comfiort level of 1.5 million starts used as a benchmark indicator.

Commitment to quality in '90

By Roger E. Peterson President Ace Hardware Corp.

lF OMMITMENT to Quality is a \, phrase Ace has used to describe its goals over the past few years. Those words will be used more and more by everyone in the hardware, building materials industry as they identify and attempt to meet the challenges which lie ahead.

Those challenges relate to consumers who are becoming more and more aware and demanding of quality, value and service. If they do not find those ingredients in one retail store, they'll simply go down the street as competition continues to intensify. The "good old days" ofacross the board high margins, low-cost operations and a somewhat indifferent attitude toward the consumer are gone forever. They have been replaced by lower margins, higher costs of operation and intense competition for the do-it-yourself consumer.

To complicate matters, business

has another concern as mergers, restructuring and reorganizations continue. These put pressure on the small and medium-sized wholesale firms. We have seen more aggressive retailing in all areas of the country.

However, our industry is in excellent shape as we look ahead to the '90s. The demographics for growth are favorable. Manufacturing is strong and quality conscious. Distribution is efficient and retailers are more innovative and aware of what is necessary to be more successful.

Wholesalers-distributors, in general, are healthier financially, growing stronger and more responsive to the needs of those they serve. They've increased their buying power and have more clout. They're making more effective use of their staffs with centralized computer functions and reduced operating costs.

Successful retailers will have stronger support from wholesalersdistributors in operating their businesses. Their consumer base will grow as they adapt to the needs in their market. Through their attitudes, policies, and image they will make the shopping experience better for consumers. Improved use of signage, display and layout will offer convenience. Quality products and competitive prices will appeal to the astute shopper. Most importantlY, retailers will listen to consumers and respond.

Story at a Glance

Attention to quality and service will help retailers, wholesalerdistributors meet expectations and demands of customers in the'90s.

Consumers of the '90s will be opting for a simpler life as they balance work, family obligations and leisure. The key for many of them is a quality home life. They are building their homes as refuges away from the pressures of modern life with home improvements, more interest in home entertainment products and upgrading of housing and home durables. This trend is reflected in a growing do-it-yourself market, which is expected to grow at an average annual rate of better than 90/o for the next 5 years.

Consumers are looking for quality products that are easy to use and durable. They want to know manufacturers stand behind everything they make with "a satisfaction guaranteed." That goes for retailers, as well, with their returns policy.

More wood window, door demand

By Robert A. Carlson President National Wood Window & Door Association

?HE 1990 demand for wood winI dows and doors is expected to rise due to significant technological advancements coupled with declining mortgage rates and increases in home remodeling and repalrs.

The NWWDA predicts an increase of 8o/o for interior doors, an increase of 60/o for exterior doors and windows, and a 50/o rise in patio door demand.

But what kinds of changes can consumers expect to see in the extraordinary amount of wood windows and doors to be had? We're looking at major technological changes in energy and efficiency. Windows will increase in glass "intelligence," as technology is developed to produce windows with R-values of6to 8. Scientists are also creating the means by which a window's surface will change from clear to reflective to curb solar heat gain. The ability of a window to accomplish these tasks will increase its efiiciency considerably.

Wood doors will also undergo some alterations. For example, advancements in weatherstripping will play a major role in the energy efficiency of a door.

We've seen a 200/o increase in total wood window and door sales. Next year will prove to be even more successful, especially in the South Atlantic region, where wood windows and doors will account for more than two-thirds of the total unit increase.

Story at a Glance

Technological advancements, de clining mortgage rates, remodeling & repair will bring more than 20% increase in door and window demand.

Remodeling boosts treated sales

By Les Lonning President Western Wood Preservers Institute

I F SOMEONE were ro invenr a I new product or idea that would conserve energy and prevent the annual harvesting of over 226 million merchantable trees in the United States, while saving $6 billion annually and increasing the gross national product, there would be little argument that the idea would receive enthusiastic approval.

Each year healthy trees consume about 12 tons of carbon dioxide. If increased carbon dioxide in the atmosphere contributes to the greenhouse effect, the preservation of trees should use up about 9.8 million tons of carbon dioxide per year and help slow down this effect. This benefit alone should be sufficient to promote the new idea or product.

The "new idea" that conserves all these trees isn't new at allit's wood preservation, which makes the harvesting of millions of trees unnecessary.

Since 1985, wood preserved by pressure treatment has been one of the most dynamic segments of America's lumber industry. Pressure treated wood production has risen 25-30V0 a year over the last decade, until it now accounts for about l0% of overall lumber production and sales.

Story at a Glance

Rising cost of housing will strengthen remodeling and re pair market with the pnessure treated vrrood s€ment benetrting.

Lumber used in residential construction is predicted to decrease 4.30/o in 1990, but repair and remodeling, which accountfor 320/o of the total softwood lumber consumption, will decrease only slightly. We believe this market accounts for an even higher percentage of treated lumber production.

One of the most significant causes for increased remodeling is the rising cost of housing since l974.ln Seattle alone, the value of existing housing is increasing at an estimated 1.5% per month. Such factors discourage new home buying while encouraging homeowners to renovate the houses they live in now.

There have been dramatic increases in the building of pressure treated wood decks and other backyard projects. According to McGrawHill, homeowners built over l-l/2 million decks in 1987, at an average cost of$4,000 per deck. In 1988, this increased to l-3/4 million decks. In homes where untreated wood has rotted or been attacked by insects, pressure treated wood is being used as a replacement. Such renovation is a strong indicator of the increasing market for pressure treated wood.

Stable decade

By Lynn Reaser Vice President & Senior Economist First Interstate Bancorp

.FHE BUILDING industry has

I frequently borne the brunt of swings in economic policy during the past two decades. The latest housing cycle has been milder in large part because of changes in financial regulations. The removal of interest rate ceilings (Regulation Q) has allowed banks and S&Ls to continue to attract funds, al-

though at a higher price, during periods of monetary tightening.

Consequently, lending to the homebuilding industry has not shifted back and forth between the "on" and "off' position. Nevertheless, changes in monetary policy still affect the construction industry. It should, therefore, come as

good news that we expect the decade of the 1990s to be much more stable both in terms of economic policy and performance. The global nature of financial markets will constrain the actions of policymakers - reducing the potential for "boom-bust" cycles and swings from rising inflation to recession to more inflation.

The Federal Reserve now appears more committed to curbing inflation than at any time in recent years. They have expressed their goal to achieve true price stability or zero inflation. This is not totally an unrealistic objective; the United States approached price stability during the first halfofthe 1960s. Public support may not exist to push inflation to zerc at the present time, but a significant reduction in inflation would benefit the entire economy.

Story at a Glance

Economic policy and performance will be more stable with fewer boom or bust cycles and swings.

Consistently lower inflation would help the building industry. Rapid increases in home prices, driven by efforts to purchase real estate as a hedge against inflation, would not occur. But, interest rates would move to substantially lower levels.

A more moderate appreciation of real estate prices would give firsttime home buyers a better chance to purchase their own homes. Most significantly, lower and more stable inflation, while perhaps not yielding the periods ofsoaring sales and profits seen in some past years, would also not produce the years of devastating declines and losses for the building industry.

The western region of the United States should fare well during the decade of the 1990s, with aboveaverage growth in population, employment, homebuilding, and remodeling. Cutbacks in defense spending will dampen growth in some areas, but no entire state appears likely to be affected severely.

Meanwhile, growth in international trade, manufacturing, tourism, and various business and other services will support growth in the western states. Areas which have relatively lower land and home prices (as compared with, for example, parts of Southern California) will experience the most rapid gains in population and employment.

Political as opposed to economic factors may be the primary limitation on building activity in various locations. These will involve environmental concerns and efforts by local residents to prevent increasing congestion. In addition. increasing competition among home centers may blace. additional pressure on profit marglns.

On balance, however, the decade of the 1990s should be a more stable period for the homebuilding and related industries. The western part of the United States should provide significant opportunities for growth.

Bright futurc for structural wood panels

By William T. Robison President American Plywood Association

HE U.S. structural wood panel I industry will likely finish 1989 slightly behind the 27 .2 billion square feet 1988 record. But the long-term forecast looks bright. A new fiveyear forecast targets more than 3l billion square feet of demand by 1994. It is an ambitious goal, to be sure some five billion square feet of new demand, with steady and substantial increases in each of the industry's major markets. To be achieved, it will require overcoming major challenges. Chief among these is the unprecedented spate of legal entanglements and other well-funded tactics calculated by preservationist groups to shut down our industry's raw material supply.

I believe there are signs that legislative and public viewpoints on this critical issue may be slowly changing in our favor. There is no doubt that we are in for a long battle with those who threaten economic devastation to our industry and rising consumer prices.

While that battle continues on a united industry front, APA is pursuing long-standing but recently reaffirmed obiectives. These include

building greater market demand for structural wood panel Products, maintaining consistently high product quality standards, and expanding APA cooperative activities with other wood industry organizations.

S:tory at a Glane

Structural wood panel industry will overcome threat to supply by preservationists. . Promo' tions will help expand our markets.

A key element of APA's marketing strategy is continued development of the industry's major nonhousing markets: remodeling, industrial, nonresidential construction, do-it-yourself sales, and the international market.

Residential construction still offers attractive opportunities, however, and remains the industry's single largest market.

We are enthusiastic about the residential remodeling market. A growing inventory of older residences, increasing costs of new construction, the mobility of the U.S. labor force, and the increasing proficiency of do-it-yourself remodelers combine to make this a major area of opportunity.

Significant volume increases are likewise targeted in the nonresidential construction market, where demand for office and commercial space in many areas of the country is finally catching up with the overbuilt inventory produced earlier in the decade.

Tremendous room for growth remains in the industrial market. Our "Big Bin" demountable container design and the life-cycle costing benefits of structural wood panel pallets are yielding a growing share of the competitive materials handling sector.

Perhaps the greatest promise of growth exists in the international arena, where U.S. structural wood panel products are finding increasing favor as a construction and industrial material. A decade of aggressive promotion activities in cooperation with the Foreign Agricultural Service (FAS) of the U.S. Department of Agriculture has paid significant dividends in markets around the globe. U.S. industry last year shipped more than one billion square feet (3/8inch basis) of structural wood panels for the first time ever. APA has set a goal of almost doubling that volume to a total of 2.5 billion square feet by t994.

Resource availability, economic uncertainties, competitive products and responding to ever-greater marketplace demand are among the many challenges facing the structural wood panel industry in the 1990s. Yet, with the commitment and Promotional ingenuity demonstrated by the industry in the past, we continue to affirm our strong belief in the rich untapped potential of the marketplace bnd the excellent prospects for industry growth.

Moulding business will change

By Tom MacDonald President Wood Moulding & Millwork Producers Association

'F HE 1990s should be a decade of I challenge, change and new oPportunities for moulding and millwork producers. Although interest

rates and general economic conditions will continue to have the major impact on our industry's level of profitable activity, other factors may have \

Wan increasing ind | fluence on our A. I business climate.

Resource constraints, environmental issues, advanced technologY, more sophisticated markets, world trade and changing demographics maY all change the way we do business over the next l0 years.

Story at a Glance

Resource availability, technological advances, smaller workforce, more demanding consumer, export emphasis will change moulding & millwork.

The pressure environmentalists have recently put on resource availability is expected to increase in 1990

(Continued on next page)

Changes In Moulding

(Continued from page I 3) and beyond. Reduced supply of some species will encourage the use of alternatives available both in the U.S.and abroad. Product engineering will focus on the balance between efl'icient use of available resources and traditional constructions. The increased use of second growth timber should lead to more sophisticated products with engineered constructions using veneers, coatings and overlays. Material costs will be an increasing percentage of total product costs.

Technological advances will focus on helping producers cope with rising labor and material costs. "lntelligent" machines that use computers to assist with decision makins will become the norm at both largE and small manufacturing companies. Value based optimizing technology will help increase total dollar vield from the available raw materiali.

The consumers of moulding and millwork products will become more quality, performance and service oriented. Shorter lead times, more stringent product performance requirements and special services are all expected to characterize the markets of the 1990s. The increasine demand for d-i-y products will inl crease the demand for services such as special packaging and bar coding. The high cost of housing will tend to make the typical home buyer or remodeler a more demanding consumer.

- Exports should become a major factor in expanding the market for moulding and millwork products.

Demographic studies tell us that fewer people will enter the workforce in the '90s and to expect a decrease in the number of first time home buyers. These factors are predicted to result in fewer housing starts in the mid 1990s and beyond. To cope with the effects of these demographic changes, companies will be required to take a fresh approach to both their marketing and manufacturing methods. Marketing plans will focus on balancing domestic and international sales in products that fit both new home construction and the remodeling markets. Manufacturing managers may be required to address many diverse issues in the workplace from child care to the training of people in the use of high technology equipment.

Next year may mark the begin- ning of this century's most challenging decade. New markets will open up both at home and abroad but with an increasing demand for quality and service.

Steady course ahead

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

A S THE building producrs indus- frl try enters the 1990s. that magic benchmark associated with a new decade, today's building products

professional is

still play a very important part (and will be successful) in the overall building products market.

Distributor members tell us that 1990 and beyond will bring more emphasis on operation efficiencies. Technological advancement like bar coding, E.D.l., and other computer applications will enhance the role a distributor plays in the market channel. Many tell us opportunities for distributors have never been better as many retailers and manufacturers pull out of the distribution functions. Will 1990 bring great changes for the building products industry?

Probably not. It will continue a dynamic, yet steady course.

ing, increased competition, mergers and acquisitions, an unpredictable economy and an increased need for educated employees have created a new set of "norms" throughout all levels of the building produc-is industry. Will the 1990s bring the same? Probably, but most NBMDA members do not predict the ride reaching as many peaks and valleys. The course will be a steady one.

A quick survey of NBMDA members indicates that economic growth will continue to level off in the U.S. Housing starts will be up moderately, due in part to diverse interest rates. The repair & remodeling side will continue steady growth.

U.S. distributors are confident that significant recessions will be avoided on a national level, but will continue to exist on a regional level as a "rolling recession," one that actually travels from region to region, while other segments of the country are experiencing modest to good economic activity.

Story at a Glance

Economic growth leveling, no significant recession.. more mergers and acquisitions. increased technological advancements... improved opportunities for distributors.

Mergers and acquisitions will continue to impact our industry with a trend toward national distribution networks, but most predict the role of the niche-oriented distributor will

Enviros threat to industry

By Ernest J. Stebbins Executive Manager National Hardwood Lumber Assn.

I REMAIN relatively optimistic ! about the prospects for the general economy and for hardwood lumber in 1990, but it's difficult to characterize prospects for NHLA's members over the next year, because so many of them operate in different segments of the industry.

When you focus on the details, you find that an individual businessman is not concerned with the volume that he is selling but his margin, net income expressed as a percentage of his investment. Margin has quite a bit to do with the species that a firm handles, varying from region to region in North America, and whether or not the firm is manufacturing green lumber, drying its own stock, purchasing, drying and re-selling, buying and re-selling only, exporting, and a number of other factors. While many of the members to whom I've spoken are reluctant to predict an improved bottom line in 1990, most are confident in the economy and in

..--

hard pressed to , Y find significant ItG \" il3"ii.'|::';l; a {& I i.;tnH'#t'o:: 'i* *'ry " cause our indus-

uV*r1{,X;i"o;%'''fXln *rc 'ou$ii;.. buy- M

the ability of their industry to do well.

The single most imPortant issue on the horizon is the threat that environmental preservationists pose to their businesses. A growing movement of activism has emerged in both the U.S. and Canada. This is similar to the "green party" political movement in the major western European countries.

These enviros Put nature first and human beings second on their aeenda. and see the world as an aiena for conflict between man and his environment. In order to solve this conflict, they believe that man's activities should be excluded from natural areas. that is to say, any area that is green, that has water on it or trees growing on it, or a striking eeographic feature which we would 6on-siO'er beautiful. The enviros believe that man's activities, other than to occasionally walk and observe. should be excluded from these areas.

Story at a Glance

Environmentalists are the biggest threat for the industry . . we must tell our side of the story if we exPect to survive.

As ridiculous as this Point of view seems to all of us who believe in the wise and multiple use of our natural resources, our national media believes it, our government believes it, and our courts believe it. WhY? Because they hear only one side of the storythe enviro side. We as individuals and as an industry have been silent on the issue, believing there's enough wood and water to go around, that "they'll never shut me down." Well, they've shut down over 100 mills in Oregon and Washington during the Past Year, and^ they've taken awaY thousands of acres of hardwood forests from planned harvests in the Lake states, in the Midwest and the APPalachian areas. and it's just the tiP of the iceberg. The enviros care about what they believe in and they're not afraid to do something about itattend a hearing, write a letter to the editor, call a congressmanand do it again and again.

The biggest threat is that we haven't taken them seriouslY until now. The NHLA has committed money, time and PeoPle to this forest resource issue. It will be a high priority for us in 1990 and, I'm afraid, in the years ahead.

1.45 million 1990 housing starts

By Robert C. Doran Director, Marketing Research & Planning Gold Bond Building Products

? HE GENERAL economY has I been slowing down since earlY 1989. The predicted "soft landing" may have already arrived with the result that housing starts declined in 1989 and shouldremain low throughout the first half of 1990 before improving in the second half of the year.This "soft landing" sug-

ffi geststhere will be some reduction in market interest rates into 1990. Fixed rate home mortgages should drift down to about l0% by early 1990. Housing starts will probably total just above 1.4 million in 1989, and 1990 should be about 1.45 million starts with the strength not coming until the second half of the year.

Single family starts appear to have plateaued at approximately one million units and will probably remain at that level through 1990. However, multifamily still remains depressed due to the effects of tax reform and overbuilding in some areas of the country, but rental vacancy rates began declining in 1989. It is diflicult to see multifamily starts much above 375,000 units in 1990.

Regionally, 1990 maY be much the same as 1989. One of the weaker areas of the country is the Northeast, where very high home Prices, coupled with a slowdown in the financial services, comPuter and defense high technology sectors of their economy, have created affordability problems. On the other hand, the Midwest and Southeast regions may remain relativelY strong in 1990. The West should also hold strong, although continued "environmental" and "no-growth" issues in this section of the country may become a concern. The South Central area, the oil Patch states, may have finally bottomed out. but any recovery is expected to be quite gradual.

The size of new homes continues to increase as well as both the amenities and the price. The median square footage for single fu1r1t-!Y homes has risen steadily since 1982

and in 1988 reached an all time high of 1,810 square feet. In 1988, the median square footage of multifamily units was 940.

Story at a Glance

Housing starts will reach 1.45 million with second half strong single tamily starts 1 million, larger more expensive homes.

In 1988. the median single familY new home price increased7.70/o over 1987 to $112,500 and continues to increase in 1989. On a square foot basis, the Northeast continues to be the highest priced region for residential construction, while the South is the lowest.

Also in 1988, 420/o of the homes completed had 2-l /2 baths compar-ed to only 280/o in 1984. More than 250/o of new homes are being built with four or more bedrooms.

Wood products were selected as the exterior wall cladding material in 420/o of the homes in 1988. Brick, which had a reported 32% market share as late as 1982, was used on only l7o/o of the homes in 1988 with vinyl siding taking much of the share away from brick.

In bottr single and multifamilY homes, gypsum board continues to dominate as the interior finish material with about 94% of the total wall area finished with gYPSum board. Gypsum board coated with a thin coat ofplaster accounted for about 35% of the total wall area. In single family homes, 8l% of the gYPsum board is l/2" thick while in multifamily, 530/o of the gypsum boa(-i9 l/2"'with the remaining 470/o 5/8" thick. Gypsum board used in new residential construction will account for about l0 billion square feet in 1990, slightly above 1989 due Primarily to the small imProvement forecasted in housing starts.

Steady grovuth in next entury

By H. A. Roberts President Western Wood Products Association

n NE SURE bet is that the need V for western lumber will continue to grow into the next century. Continuing the trend that began as

the industry emerged from the economic recession of the early '80s, production in the l2state Western Woods Region will hit (including estimates for 1989 and forecasts for 1990) its fifth consecutive year of over 2l billion board feet annual production.

No precedent foi that record exists in the history of this country. It demonstrates both the unrelentine demand for wood products in th6 markets of the United States and the world and the ability of the western lumber industry to deliver.

Story at a Glance

lf the logs are there, western lumber production will remain strong wilh22billion bf in 1990.

In the first year of the next decade, while we no doubt will be faced with pockets of shortages, it appears enough timber will be available to allow western lumber producers to meet most of the expected demand. If the logs are there, we forecast 1990 lumber production to top 22 billion board feet.

For the most part, it appears that the logs will be there in the shorter term. After preservationists used the spotted owl to bring many federal timber sales programs to a sputter during 1989, Congress provided breathing room with release legislation to get sales back on track for the short term. While raw materials from other sources make up about half of current western lumber producer requirements, especially in the Pacific Northwest, this relief was impera-

tive. At this writing, there are numerous unknowns and details to be finalized in this relief action. but an industry unified by the rising emergency has demonstrated its ability to bring stability to a pendulum which had swung to the side of the preservationists. Things will go better in the coming year.

But 1990 will be remembered not for the interim timber-for-products relief in Washington, D.C. Instead, history will record it as the opening year of a decade when new federal timber supply plans finally are hammered out for the ensuing decades. These will leave indelible marks on the western lumber producing industry and all forest products. The preservationist pressures will play a major role in the results. Plans will be hard to come by to provide genuine multiple-use for the nation's federal forests including product manufacturine.

The western lumber industrv has faith in the outcome of forest resource developments during the coming year and the decade beyond. We trust that sanity will prevail. We trust the nation's federal forests will continue to include lands managed for timber-for-products production in their mission statements as well as other multiple uses. We have faith that eventually specific segments of federal forestlands will b-e permanently designated for production, just as they are being designated for wilderness and other non-production uses.

Our faith supports our objectives. But it will take an action-oriented, aggressive industry to achieve them (exactly what is developing at national, regional and local levels). That industry drive to take command of its destiny is perhaps the most important trend to watch in the I 990s.

Challenges Gan be opportunities

By William E. Baugh President William E. Baugh & Associates

'l' HE 1980s produced more and I better systems of management throughout the distribution chain of wood products and building mate-

rials.

By the use of management information systems, focus is now more intent on business components such as product mix, customer mix, inventory analysis,handling and transportation costs, personnel productivity and factors producing accurate and rapid analysis of a busiNESS.

As a result, firms having a modern MIS and utilizing the information are managing their assets better, thereby increasing their return on capital as well as equity. Because 1989 was a relativelv flat year in sales or expansion. aggressive managements concentrated on improving their internal operations and procedures.

As we enter the final decade of the 20th century, we are faced with both problems and opportunities

that will challenge managers in sustaining their profitability and growth. There will probably be a continuation of larger firms consolidating, accompanied with a high growth rate in market share, posing a threat to the independent. In reality, however, this threat will probably be met by the independent man becoming more service oriented. In doing so, price competition will be minimized when the customers participate in and recognize service benefits.

Story at a Glance

Businesses that survive will be those using management information systems, just in time inventory and ingenuity.

Indications are that it is likelv that wood products production in the West will no longer increase due to a reduced resource base. Environmental pressures accompanied with the gradual depletion of old growth timber will contribute to uDsettins our historical supply/demahd and

December 1989

bid and asked method of wood Products pricing. There will be less volatility in the market, and purchase strategies based on i'market timing" will evolve into more stable pricing with fewer dramatic ups or downs. A gradual firmness in pricing should occur, reducing the risk of inventory devaluation. More attention will be given by management to controlling ^inventories as they learn the cost of carryins inventoiies and adoPt some of th6 principles of 'Just in time" inventory policy.

A continuation of the PoPulation shift toward the West should continue, particularly in the age group representing retirees. Small and

medium sized communities will benefit most, causing growth rates in outlying areas to be higher than in the large cities. This should create opportunities in installing satellites or branches in areas not large enough to attract the mass marketer.

All in all, the future can be viewed with optimism bY the sales and services segment of the buildi-ng material industiy as the demand for our products continues to grow in the years ahead. Those managements who take action on what they learn from modern business systems will be the innovators who in turn will be the beneficiaries of the market.

Distribution will hit golden age

By Hawk Furman President Furman Lumber, Inc.

F OREST products distribution

l- will hit its golden age in the 1990s. The lumber industry was radically altered between November

1979 and Octo- ,:t:n ly ly anq Lrcto:a:i, ber 1982 as a result of high interest rates, oversupply, transportation deregulation, transfer of inventory carry back from the retailer to the distributor and manufactu rer,

and consolidation among manufacturers, distributors and retailers. These events led to a restructuring in our industry that places the stocking distributor in a very strategic role.

In the oversuPPlied global econ-

omy of the 1990s, the successlul luniber and panel products distributor will be a low cost operator, provide quality products and unsurpassed service and work on a lesser gross margin than today. Thiswill.be made possible through size, buYing clout, maximum utilization of information technology, transportation expertise, better internal communications, staying closer to the customer, training and leaner management teams more fully immersed in hne tuning every aspect of the distribution process.

During the 1990s the auction market in forest products will continue to fade as partnership arrangements between distributor and manufacturer and distributor and retailer provide more efficiencY, lower costs and better returns for all in the dis-

tribution channel.

The old rules that worked for manufacturers in an undersupplied market are changing dramatically in an oversupplied marketplace. More manufacturers like WeYerhaeuser will pull out of distribution and go back to their core businesses. Vertically integrated firms will find it harder and harder to compete against pure distribution companies. Egos will take a backseat to financial results.

More retailers are realizing that buying direct in all cases maY be eo6d tor the ego but not necessarily 6est lor their bottom lines. Retail companies like Home DePot will continue to set uP PartnershiP arranqements with distributors and eaii the benefits offreeing up inveniory dollars, assuring themselves of no stock outs, lessening Pilferage, saving on transportation, warehouse. and ieople coits while achieving a higher GM ROI.

Story at a Glance

Stocking distributor in strategic role auction market will fade manufacturers will Pull out of distribution.. value added services will cost retailer less.

The stocking distributor is playing a more strategic role in the distribution channel and his role will become more important in the 1990s. Manufacturers will be fighting for warehouse space in distribution Yards while retailers will keep pushing the burden of purchasing and merchandisine back on distributors. The stocklng distributor of the 1990s will be providing more value added services at a lesser cost to both the manufacturers and retailers.

Speciult.y Wood Praducts, Inc., a new redwood and cedar buildine material distributor. opened ; 30,000 sq. li. warehouse next to its Hq. in Commerce City, Co., Willianr Rehm, pres.

A. C. ItoLrston. Angel Fire, N.M.. redesigned its 3.000 sq. ft. showroom and renterchandised. .. Golden State Lumber. San Rafael. Ca.. is nroving to a new 5 acre location on Andersen Dr. with a 19,000 sq. ft. showroorTt.

Ganahl Lumbar Co.. Garden Cirove, Ca., is shopping for a new site within the city as part of a $3.4 million deal offered bv the city il-theyrelocate a*a1 irom the downtown redevelopment area.

Lunber Cilt. yo1.n.ia. Ca., has been remodeled and is now the largest store in the l0 unit chain with 42,000 sq. ft. . Builders Emporium, Valencia, Ca.. has been redesigned and expanded. .

lnland Supply, ElCajon, Ca,, is being closed after 25 years by the Hall family which has operatecl similar businesses since 1897. .

The Chico, Ca.. HomeClub offered a free fingerprinting and video taping identification and safety program for children. part ol'a chainwide communitv commitment...

WooclSourt'e 1nc'., Dublin, Ca., has opened a branch office in Santa Barbara, Ca., Todd Bybee, sales and purchasing mgr., according to Andy Haynes, v.p.

Cal-Statc Lurnber Sules, Inc. has moved lrom Chula Vista to 2704 Transportation Ave.. Suite C, National City, Cla. 92050.

Brazier Farest Inclustries, Seattle, Wa., new owner of Pacific Laminating Corp., Vancouver. Wa., will operate it as Pocilic Laninotittg Dir'.. Keith Shaw. sales nrgr.

Golclen berg/Allied Plywood, Lvnwood. Ca.. newly merged by parent co. Ply'Gem Industries. is opening i.r new plywood distribution center in National City, Ca., Todd Zintnterntan. branch mgr..

Toylor Lumber & Treating, Inc., nroved its sales oflice to Portland. Or, . . Timber Mountain Forest Industries is a new Portland, Or., wholesaler, Richard Hannam and Ed Schulmerich, lounders.

Wi Ila mette Indust ries' industrial wood products div., Woodburn. Or.. has been acquiredby [/niversal Forest Products Reeb Millwork, lnr'., is a new wholesale distributor in Kent, Wa., John Kerr, v.p./gen. ffigr., Tom Snook, sales mgr.; the firm has 2 other outlets in the East.

Capital Lumber Cb.. Phoenix. Az.. rrnd Wt,.vtrhaeu.scr Co., Salt Lake City, Ut., are new distributors for Perlbrmance Coatings' Penofin line.

The Merchant Magazine

ville area with seven Francisco, $10,000 to earthquake

The Home Depot, stores in the San Ca., area, donated the Red Cross for victims.

Morgan Products Ltd. will consolidate its West Coast fir door production at Springfield, Or., closing the Weed, Ca.. door plant the Weed veneer plant continues operations. .

MacMillan Bloedelis opening a new DC in Denver, Co.. Kevin Seward, mgr.. Michael O'Malley's Renrcdeling & Building CenIt,rs, Scottsdale. Az., and its reIated construction company, are winding down operation and completing projects as the firm ceases operations.

Wendling Natlnn Co., Kentfield, Ca., founded in 1914. has celebrated its 75th anniversarvl the company is the oldest advertiser in The Merchant Magazine. having advertised every yeai since 1922 when the masazine was founded.

Peterman Lumber Co., Fontana, Ca., plans to close its National City (San Diego), Ca., facilities by Feb., opening a sales office in metro San Diego, possibly supported by a small holding yard.

A partnership between venture ciipital group Sequoia Associates and Don Graves is negotiating the purchase of Snow Mountain Lumber Co., Hines. Or.l the deal was set to close Nov. 30.

Higgins Lumber C-o. Montere.v Bay warehouse, Watsonville, Ca., raised more than $4500 for earthquake relief in the Watson-

Housing starts .lbr Ocl. (latest figs.) jumped 12ok from a seven year low to a seasonally adjusted annual rate of 1.42 million units single lamily construction was up 6.90h, multi-family, 28oh .. bidg. permits rose 0.7th.

TFEATED

WHOI,ESAtD I-..UMBDBCO. SPECIALIZING

IN A

COMPLETE LINE OF THE FOLLOWING:

REDWOOD

CONSTRUCTION }IEART ROUGH 1x4,1x6,1x8,1xl2

ROUGH

grade - in ground

& 2xo

plywood foundation grade

CDX STR I

& *3 DF lagging LP-22

2 Rough *1 DF MUDSILL - CZC for school jobs

COPPERNATE"2SO"

PINE

x6, 1 x8#3 T&G I x6

#2 Com S4S: 1x4 lnru 1xl2,2x12

*3 Com Sugar Pine S4S Ix4 thru 1xl2

#4 Com S4S 1 x1 2 C/S 4x4 KD Pine S4S

Comm. 2x1 2 S4S Pine

#2 & #3 rough Douglas fir timbers also available

ACTIVE DISTRIBUTION

WHO WE ARE

Active Dstribution is a full-rrvice warehouse operation which sfmial_ izs in the storage and distribution of s[ecialty and commujitv pr(x]ucts. A wide variety of value-added servics. unique in the industrr,. is offera.l trr holL annrtuaaurers and retailers.

OUR LOCATION

With its headquarters in the port dtv of Stmkbn, California. Active Dis_ tribution can quicklv accss major prcpulation centers of the Wst as readily as it hantlls international imrnrts and exDorts.

FACILITY

A 130,(X)0 v1. ft. warehouse .rnd l.l aces of sec-ured storase allow the flexibilitv necssdrv tirr hanclling manv tvFres of products, including lumber and plvworxJ. Mrxlern warehousing svstems, and a state_of_the_art cnmputer network tr.tck Activc [)istribution's orreration.

SERVICE OPTIONS

ACTIVE DISTRIBUTION. INC.

P. O. Box 1676, 1125 N. Gertrude Avenue

Stockton, Calilornia 95201

Call Collect: 209 941-0241

FAX 209 941-8561

ATTN.: Bitl Witson

ttt$iitltiitltiiiJ::I:i:l#irl*irs.I.#ii.*-$i'ttit;,i#'XlS*..t:iM

DECEMBER

Oakland Hoo-Hoo ClubDec. 12, Christmas party, Francesco's. Oakland, Ca.

Dub's Ltd. - Dec. 15, golf tournament, Canyon Lakes Golf Course, San Ramon, Ca.

Portland Wholesale Lumbermen's AssociationDec. 15. annual Christmas party, Red Lion Inn, portland, Or.

Los Angeles Hardwood Lumberman's ClubDec. 22Christmas party, Balboa Bay Club, Newport Beach, Ca.

JANUARY

Cotter & Co.Jan. 7-9, lumber & building materials conference, Marriott Resort & Marina Convention Center, San Diego, Ca.

Coast to CoastJan. 7-10, show, Anaheim Convention Center, Anaheim, Ca.

Mountain States Lumber & Building Material Dealers AssociationJan. 8-10, residential framing lumber estimating seminar, Denver, Co.; Jan. ll-12, speed estimating seminar.

Los Angeles Hardwood Lumberman's ClubJan. ll, dinner, Monahan's Pub, Pasadena, Ca.

International Housewares ExpositionJan. l4-17, McCormick Place, Chicago, It.

Oakland Hoo-Hoo Club - Jan. 16, joint initiation meeting with Coast Counties Hoo-Hoo Club, San Jose, Ca.

Black Bart Hoo-Hoo ClubJan. 17, industry night, Ukiah, Ca.

Humboldt Hoo-Hoo ClubJan. 18, annual crab feed, Eureka Inn. Eureka. Ca.

Spokane Hoo-Hoo ClubJan. 18, Past presidents Night/ initiation meeting, Spokane, Wa.

goiler,nlw lnlprala L,nnhw

Western Building Materials AssociationJan. lg-21, Young Westerners Club conference, Red Lion InnRiverside. Boise. Id.

Pine

Redwood Cedar

Hem-Fir Hemlock Douglas Fir

Yard & Off lces: End of Airport Rd.

P.O. Box 723, Uktah, Ca. 95482

Central Builders Supplies Co.Jan. 25-26, annual trade show, Orlando, Fl.

Inland Empire Hoo-Hoo ClubJan. 26, initiation meeting, Indian Hills Country Club, Riverside, Ca.

FEBRUARY

Shasta Cascade Hoo-Hoo CIubJan. Red Lion Inn, Redding, Ca. 19, initiation meeting, GREEN or DRY o DTRECT M|LL SHIPMENTS

Constructa HannoverFeb. 1-7, international building trade exhibition, Hannover, West Germanv.

Southwest Hardware Co.Feb. 4, Sentry market, phoenix. Az.

American Architectural Manufacturers AssociationFeb. 8-10, trade show, Chicago O'Hare Exposition Center, Rosemont, Il.

Spokane Hoo-Hoo ClubFeb. 15, Valentine party, Spokane, Wa.

Maui Hoo-Hoo Club - Feb. 16, Valentine Ball, Maui, Hi.

Los Angeles Hardwood Lumberman's ClubFeb. 23-25, golf tournament trip, Tropicana, Las Vegas, Nv.

National Wood Window & Door AssociationFeb. 24-2g, annual meeting, Inter-Continental Hotel, Cancun, Mexico.

Let ThereBe Light

."I{AP

A building which uses natural light to cut your operating costs is just one of the techniques San Antonio brings to each job.

In this moulding and millwork building we erected for Thunderbird Moulding Co., Sacra' mento, Ca., we included skylights in both walls and ceiling to provide natural light, holding down the cost of exPen' sive artificial lighting.

The 13,000 sq. ft. structure is comPletelY

enclosed by galvanized metal siding. We en. gineered a special roof that provides maximum protection for Thunder. bird's valuable inventory and machinery. Using 2r/z" screwsr we secured all the metal on the roof,

then carefully caulked all potential water sources. Close attention to detail is one ofthe things San Antonio doesbest. When you have a job that needs to be done right, call San Antonio.

Mike Esposito, mg1.

1280 Unit F-1 West Larnbert Rd. Ilretr, Cu. 92621

(273) 694-8361

(774) 529-7790

P.O. Box 129

(ilirnes, Ca. 95950

(916) 437-2s0s

HOME GENTER MERGTTANT

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128

661 DIDN'T order a compacr disc." I I bellowed when Sharon brought in the day's mail. "And what's with this book of colored grocery artwork?"

Sharon handed me the envelope that had contained the disc and the book. It came from Kwikee, a division of MultiAd Services, Inc. Slowly I began to recall my conversation with Tony Benavidez of Multi-Ad.

It all started a few weeks ago when I wrote to all the suppliers of displays, signing equipment and advertising aids explaining that I was about to embark on a workshop tour with Joe Samulin. I requested their catalogs to be assured that I would be presenting information that was state-of-the-art. One of these letters was directed to Multi-Ad Services.

Most ad departments of major hard-

ware and home center retailers keep a copy of this book of loose leaf art work on a handy shelf. lt contains clean line drawing illustrations of many of the hardware and home improvement products promoted by aggressive retailers. The book of art is free for the asking. Manufacturers pay Multi-Ad Services to produce pages of their product art in various sizes and distribute them to retailers. The advantages are obvious. The easier it is for the retailer to get his hands on product art, the greater the probability of having it promoted on the local level.

What has all this to do with a compact disc? When Tony received my letter asking for an up-to-date copy of their Kwikee art book for hardware and home centers, he phoned.

"How familiar areyou with Electronic Art?" he asked.

"l have seen McDraw demonstrated on a Macintosh," I responded.

"Good," said Tony, "let me tell you about the revolution in retail advertising."

He went on to explain that his company has now produced high quality, finely detailed artwork of, products! The artwork is on a CD-ROM disc. That means that retailers with the proper computer equipment can own a complete library of thousands of illustrations on one tiny compact disc.

But there is good news and bad news. The good news is that not only is this artwork available for black & white reproduction, but a CD disc supplies color separated artwork for full color reproduction that is as clear and accurate as any photo separation. The bad news is that although the system is up and working for the grocery industry, we in the hardline industry will have to wait until our suppliers feel comfortable enough with the procedure to authorize MultiAd Services to produce their artwork in this state-of-the-art technology.

Tony will be demonstrating this system at our workshops. Maybe we can whet some appetites on the supply side.

Place your classified ad now! Call (714) 852-1990

r{;EfufuV DilR1"STT"IAE NEln VFAR- ! r{APFV

Tt gLves rrs grunt p[zwsurv tn wLsh Vou ttw bzst' fot tfw hoLidny svwsotu wnd, thv tww Veclr. l{'vre a.t La,rwr,,wwtzil, TLrwber ws bsLle,ve Ln wLL tttv oLd,-JwshLoneil, vwLuvs honsstLJ, fLne servLcv, r @spotusLvenoss, cowsid.sr wtinw, wnd, f wwtwss .

1,t's w joV tD work wnil, il,Lscovux thwt we wLL ?Lwve a. chwwcv to grow. Perhwps wv a.ppreci,wtz the " gooil, LLJz" ftLore wnil, ftJ.or@, DS we rewd, the tr.vwspclpers, At, wfrV rwtv, Lt is grvwt to LLvv Lw Arwertcw, enjoy f reeil,otw, wnil, k now th.wt our fwrru.[,,ws wre hwvLng ttls br,ggest, opportunLtLvs Lw t[w wor[.d,,.

T?w l-wrwi,nntgd, TLrwbvr tpatw wa.nts tn shwre t*wsv oLd,-fa.shLonp-d, vaLuss wLth Vou wwil, tn wtsh Vow good, hvwLth wwil, prospu.,rLty fot thv Nvw l)ewr 1990.

17O5 Sor*th frow Vi,ew, Sfu. 606, Owtn'rin, CA" gI76I

WAYN f

GARDNER executive vice

Ll OW MANY times have we said to fl one of our children, "that's not what I expected," after we saw or heard the results of his actions? Or an item ordered from a catalog was received and our feeling was "that's not what I expected." Or we ordered an entree in a restaurant and when it arrived and was tasted, our response was "that's not what I expected."

With our children, some act or words of theirs may meet with disapproval. What they did was not what we wanted them to do. We perceived their actions or statements as reflecting badly on us, the parents.

On items we ordered, maybe they were oversold, described in words which painted a different picture than actually was the case. In the restaurant. mavbe

the waiter told us about an entree he thought outstanding, but it wasn't, to our way of thinking.

With our children, is it possible that they are acting like we may have acted, rather than how we told them to act? Without thinking, maybe we set a bad example for them. So, what do we expect?

In the restaurant or with a mail order item or in dealing with people, we seem to have expectations that frequently are not met.

Could it be that all the talking is one way? Are we giving our children a chance to ask questions about what we have told them? Are we giving employees a chance to ask questions about a task, company policy or the myriad of things affecting the employee? Customer policy, hiring policy, return policy, items that affect the bottom line. Are we communicating realistically?

When something goes wrong, our in-

clination is to say "that's not what I wanted." In the case of people, maybe it's because we have not given them an opportunity to ask questions. We have not communicated. We talk and someone listens. But do they? We have to be informative. We have to be in communication with others. We have to think about what we are saying. We have to think of our statements in the context of the receiver. We have to state our desires in terms he will understand.

ln the lumber industry, we deal manv times not with the ultimare .onri,r.i, but with an intermediary. Grading rules were developed so that we could communicate between segments of the industry as well as the consumer.

In dealing with intermediaries, we need to talk about grades and we need to encourage the buyer to ask questions. We need to ask questions when we buy and sell. Only in this way will misunderstanding be minimized.

In any situations we want to expect the best. The only way to get the best is to expect the best. Put lorth your best effort and communicate (talk, listen and ask questions).

Then the question "what did you expect?" will give you the answer you expect. Only the best.

Fremont specializes in a large inventory of high

qualrtyDouglas6rboards.dimension,longlengths

tantly adding to our selection oF western red cedar, pine, hemlock and white fir. Other species and specialty items are inventoried and included in our weekly flyer sent to all Fremont customers.

CHUCK LINK executive director

I IOST successful closely held busilUl nesses were built with an eye on the bottom line.

The tax enemy was the income tax. Little or no thoudht was given to transferring the business to the children or how much the transfer would cost the family in estate tax. Well, the IRS has been thinking about it, and tax reform has given the IRS some new weapons.

The new law is designed to Prevent you from freezing the value ofyour business for estate tax purposes. Recapitalization (where you hold preferred stock, and future growth, which is in the common stock, is transferred to the kids) are outlawed by tax reform. For most business owners, this means getting the transferjob done by going back to basicssale or gift of stock to the children.

A sale of all or a portion of the stock of a profitable family business to the

children is an effective way of removing future growth from the seller's (assume father's) estate. But there is a price to pay. Father must pay tax on the capital gain and the children need income to make nondeductible payments to father.

A smart tax maneuver is to have the children make an election to operate as an S corporation as soon as the stock is purchased. This gives the children the business' profits as a cash-flow source to pay for the purchased stock. In addition' the interest paid by the children becomes fully deductible because they are purchasing the stock of an S corporation.

Often a gift of stock by the father to his children is the most effective way of making the transfer. Substantial gifts can be made before running afoul of the gift tax. When the size (value) of the business or age of the father will not allow a gift-giving program to accomplish the full transfer, a combination plan is often used. This means that a portion of the business is sold and a portion is gifted.

There are several bills in Congress to

reoeal Section 2036(c): HR 60 bv Cong. Biil Archer (R, Tx.), S.849 bY Sen. Daschle (D, S.D.) and 5.655 bY Sen' Steve Symms (R, Id.). Our NLBMDA Legislative Director is working on it but needs help from members with their local Senators and Congressmen' The WBMA office has copies of a studY and proposal by the American Bar Association to correct the problems created by 2036(c). Please contact WBMA for copies.

This article does not attempt to cover all the rules, possibilities and traps. Work with a competent professional. (Taken from an article by lrving L. Blackman' partner in Blackman Kallick Bartelstein)

SP Opens Cal Reload

Southern Pacific is converting its 15-acre site in Chatsworth, Ca., to a transload operation with oPen and closed storage.

Former tenants on the Property, including Westlake Forest Products and Sutton Lumber Co., have been forced to relocate those operattons. Sutton has consolidated at its nearby Chatsworth Yard.

Construction of the new facilitY should be comPleted bY June 1990, according to SP's Mike Kolodziej.

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

HE year isn't over, but it's fairly easy to characterize its business atmosphere. Sales were sluggish and profits were marginal. Costs were up. payroll taxes, insurance and interest rates all rose.

Amidst this, our economy continues to be over populated with retail outlets. Our industry is no exception. Going into the new year one has to conclude that individually there's not much anyone could have done to change these extraneous profit shrinkers.

Since the information was first collected, the average lumber and building material dealer has spent about 980 to make 20 in pre-tax profit. There are, however, lots of exceptions to this by people concentrating their efforts into areas where they can effect beneficial

change to the bottom line.

There are dealers turning inventory 10 to l2 times annually. Some dealers average $2,000,000 per truck in delivered sales. At companies where the clocks are read consistently, forklifts are working more than 35 hours weekly. The difference is in asset and manpower use.

Ask yourself where your company fits. Ifyou don't own a book on inventory control, buy one and use it. Then. with what's left of the year, ask your controller to give you ownership costs on every truck and lorklift you have: maintenance, insurance, interest, license and taxes and depreciation.

Trucks will be somewhere between $8,000 and $10,000 each. Forklifts will be around $5.000.

Next determine your total delivered sales annually and divide by the number oftrucks you have. How does your average compare with $2,000,000?

Now try to determine the weekly use in hours of each of your forklifts. How

does each compare with 35 hours weekly?

What you're looking for in each of these exercises is your position in relation to what's being done by your peers. Let's say that your trucks average $800,000 each. What if you were just 750h as effective in asset utilization and you got $1,500,000 per truck? If ir were school, surely you could get a "C" in trucking.

' The same follows for forklifts. lf you get 20 hours per week each, could you get 26 hours, or 750/o of what's being done by others?

The exercise, where we've done it for and with people, has most often resulted in a reduction in equipment and subsequently in payroll.

If it results in one less truck and one less forklift, it will have this result. Nominally, ownership costs for a truck ($9,000) and for a forktift ($5,000) reduce equipment expense $14,000. If your pre-tax profit is 20h, rhat savings is like $700,000 in sales. If you add $10,000 per operator to expense reduction, that additional $20,000 is like $1,000,000 in sales. Who couldn't use this any year?

Sales of $1,700,000 is a larger volume than many dealers ever achieve. Even half of this is worth going after.

Look to yourself for a better year in 1990. Ifyou need help raking this one to the bank - call me ar (214) 690-6600.

We grow what we sell.

We've always considered our forests to be a precious natural resource, which we respect and irnuru.u. Few people realize that most of the old redwoods are preserved in our state and national parks, and almost half of these trees have come from the Pacific Lumber forests through the Save The Redwoods League.

When we harvest the trees we grow in our private forests, we always follow the strict rules of the California Forest Practices Act. And we always will, because the rules are there in everyone's best interest. We grow all the trees, that we cut for lumber, in our own forests.

Although the stump of a harvested redwood tree grows back as another \ree, we annually plant over 750,000 redwood seedlings to insure a perpetually green and growing forest.

The forest is a natural resource that everyone must use wisely so that it can continue to benefit our country for geneiations to come' If you would like more information on forest conservation or would like to visit a Pacific Lumber mill, please write the Forest Manager at the address below.

Duckback Expands Business

Construction for a 100,000 square foot, $3.2 million manufacturing and distribution facility for Duckback Products Company, Inc., Chico, Ca., is near completion.

Duckback manufactures and markets a line of high performance exterior stains originally developed for the portable spa market and sold to original equipment manufacturers in 55 gallon drums. (Stain is a small but highly visible part of a portable spa, less than $5 on an item retailine for $3,000 to $6,000.) Duckback .ridits product performance and service for their 800/o share of this quality oriented market.

Duckback stains are distributed nationally to pool and spa retailers as well as selected paint stores and lumber yards. Duckback is now establishing a national network of quality lumber distributors. gecently appointed distributors include Capital Lumber, Denver, Co.; Wiegan Lumber, Washington D.C.; Ukiah Redwood Sales, Hi.; Selectwood, N.H., and Hudson Building Supply, Pa.

Duckback sales doubled last year and are expected to repeat that per-

formance this year. Duckback attributes this explosive sales growth to increasing consumer demand for quality products. "Our goal is to increase market share by providing the finest quality products and service at competitive prices. We do what we say we're going to do," Fred Dannenfelser, v.p., sales and marketing, said.

Housing Starts Down 60lo

Six percent fewer homes were started in the third quarter of 1989 than in the same year-ago period.

"Housing starts have been running a steady 6 to 7o/o below last year's output since early in 1989, and the latest quarter brought no sign of an expected improvement," George A. Christie, chief economist for F.W. Dodge, pointed out. ',But it's only a matter of time before the recent decline of mortgage rates stimulates a higher volume of building."

In the third quarter of 1989, national housing starts totaled 364,369 units, compared with 387,758 units started in the third quarter of last year. Although only

The Merchant Magazine

three markets in the top l0 posted gains, these increases (Portland. Or.. up 98%; Las Vegas, Nv., up 50%, and Baltimore, Md., up 420/o) were significant.

With 10,504 houses started. Los Angeles/Long Beach was the top housing market in the third quarter, although total starts represent an 80/o decline fromthe same year ago period. Riverside/San Bernardino placed second with 9.795 units. down 34%.

The rest of the top l0 housing areas in the third quarter: Washington, D.C., 9,236 units, down 350/o: Atlanta, 8,892 units, down l8%: Las Vegas, 8,1 l2 units, up 50%; Chicago, 6,833 units, down 5o/0.. Portland,5,735 units,up 980/ol; Detroit, 5,529 units, down 260lo; Philadelphia, 5,238 units. down 26%; Baltimore, 5,195 units, up 420/0.

R&R Spending Keeps Climbing

Residential repair and remodeling expenditures are expected to rise to $133 billion in l99l and $168 billion by 1995, according to Resource Information Systems, Inc.

wewontlegueyou

outonqlimlt.

Weknowwhatyo ureallywanttromyoursoftwood lumber and panel products supplier: a consistent supply of products, up-to-the-minute market informataon, and competitive pricing. At Furman Lumber and Slaughter Brothers, accurate, reliable service

i,r"ffi;'5?ilJ'i,i!;11".T""."'lJ"J"%"lnj^%"ffi

satistied customers, and we'll supplythem with

more than one billion board feet of lumber this year.

Our national network of 14 sales otfices, 12 distribu_ tion centers, 7 coastal distribution centers. i remanufacturing facility, and 7 reload distribution cenrers s guaranteesthatourentirelineofproductswillalways be available, at prices that will keep you competitive.

Right now is the best time ever to make the seasoned traders at Furman Lumber and Slaughter Brothers your working partners in the foresiproducts industry. lf you're looking for a dependable source call us today toll-free at 1-800-547-1942 or (503) 636-0320. And watch your profits grow.

Wb make markets in all soltwoodspecies.

Softwood Lumber Panel Producls Wood Specialties

CT]STOM MILLII\G fte

Whether,\,ott're seekinq the best in hardrvoods, millinq services or a combinatiotl, Mercun' Hardr'vood ciln provide whatyou want right now.

We have 3Oyears' exPerience gettitrg the job done correcth' and on time.

A wide range of mouldings' panel products, mail' cnr-ried in stock, complement our hardwood inventory. And if we don't have' rthitt,vou w:tIlt, lve know whe|e to get it. At a fair price, too.

E<1uall,r', rve have the people who can expedite voul' selvice needs and tend to-vour- purchas-

in.q requirements. Ou| sttles people ttre knowledqeable industry veterans who knorT' hardwoods. Thev can helPvou choose the species best suited to -vour needs. Then trssist vou with anv Inilling that is required.

Oul mill rloes stlaight line and .qan{ I'ippin.g, rnoulding, lesawiu(: cut-to-lenqlh and sulfhciuq:rs well trs :r vtrriety of custom wolk Ibt'that halrl to fill requirement.

Mer-curv Halclwootl hits the products and serwices supported by a custonter orietrtetl attitude you'll find lefi'eshinq.

14166 Nelson Aveuue

P.O. Box 2406

Cih' oI'Iuclusttr', (la. 91746-0406 FAX B1B-336-4691

(B1B)e6B-5533

MERCURT I{ardwood Lumber Co.

l5t sfs Lurnt>er Cornpany

We witnt to be Your' haldwood colnpany.

Skip Motta

Dan:t E. Querl' Jose Salirn

uFronrant, Ce, 1989,,

l)rliqlrt (-urr"orr

DMK (L)cnrrls,')0, Mirtttll, 17, & Kntie, 1.1)

Now in our sernnd decsde of sering vou, DMK-pacific exte':ds tfte wormest hoti{oy 1r'is6€s sn{ tfro;,rks to our cu-stonrers onl supptkrl rt is our ftope tfrot thire yenr ftss 6een o good one for you on{ thot lggo witr 6e a,at 6etter. lf DMK-Pacifrc con hetp make tfiot hopp"n, we wou[{ 6e detrghtei ta do so. lJenItfi, Happiness onl tnng nife.

Hgrlnh, A[drich, Bi{[ Cre-ssc1', Rarrr6r Co([in-s , Horriet Durkin, Horo[d Euerst, Iy'rott perry, John Gomes, Bob I'ineio, Gary 51g1s'srt, Rcndl ltraftort, Bob Man{cs, Lirrdr ond l}wiqftt Curriln

Lumbermen Receive Awards

Geo. M. Huff Lumber Co., Pacific-Madison Lumber Co., and Fitzsimmons Lumber recentlY received awards from Lumbermen's Underwriting Alliance for their longtime membership.

The membership of Geo. M. Huff Lumber, Santa Fe Springs, Ca., spans some 41 years, dating back to the days of when they owned Sugar Creek Pine Lumber mill. TodaY, the company is known for blue ribbon timbers and quality service. The award was presented bY Tom Raasch, account representative, and Terry Willhoite, account manager.

Fitzsimmons Lumber, Fresno, Ca., has been a LUA member since 1955. Doing business as White Pine Lumber Distributors, it is one of the most respected lumber operations in the central valley.

Pacific-Madison Lumber Co., Downey, Ca., has been a LUA member since 1962. RePresenting one of Southern California's oldest and most respected wholesalers and remanufacturers of redwood, Gene and Dian Burnett received the award.

HUFF Lumber's Mark Hulf, Jerry Huff, Garon Childers.

WHIIE Pine Lumber's Steve Perritte, Fitzsimmons, Mary Nieson.

PACIFIC Madison's Gene Burnett

Western Wholesale Buys Diehl

Western Wholesale Moulding Co., a Phoenix, Az., based moulding distributor and manufacturer, has signed a bulk sales transfer with Diehl Lumber Co., DBA U.S. Lumber Co., to purchase the remaining assets of the Salt Lake city firm, according to Western's Jim Gonsalves.

A new corporation is being formed to operate the acquisition. It is Western Millwork and Lumber Co., Inc. It will move operations from the former Diehl site north of town to a new 92,000 sq. ft. facility in downtown Salt Lake City, Ut. The same shareholders that own Western Wholesale Moulding also own the new Utah company.

Western Wholesale Moulding has warehouses in Glendale (phoenix), Az., and Anaheim, Ca., plus a manufacturing plant in Snowflake, Az.

Diehl Lumber was a wholesale distributor primarily of lumber and secondarily of millwork. The new Western Millwork and Lumber will reverse that priority, with millwork their prime product with a strong secondary sales effort in lumber. The

general manager of the new firm is Matt Larsen, sales manager Karl Gore and operations manager Dick Christiansen. Sales territory includes Utah, western Colorado and Wyoming, southern ldaho, Nevada and the Four Corners area of New Mexico.

Fumiture Trends ln The'90s

Furniture in the 1990s will move towards greater use of natural woods for color, as brighter accents update the monochromatic room themes of the '80s, predicts Weyerhaeuser's Northwest Hardwoods division.

Genuine hardwood wall units and tables are featuring increasing splashes of color, pattern and multi-use serviceability.

The continuing popularity of mix and match parallels the divergence of styles internationally. Europebn finishes are becoming clearer and lighter, while the trend in the Far East is to darker wood tones on close-grain.

The major trends of the past two decades are the sustained growth of oak as the most popular furniture wood and the evolution from contemporary styles to the traditional American, English and French motifs.

The Merchant Magazine

Cabinet Demand ls On Way Up

Kitchen cabinet and bath vanity demand will increase 5-6% in 1990 with a demand of 48.3 million units after a 2-30/o decline in 1989 to an estimated 45.7 million units.

The National Kitchen Cabinet Association sees a 120lo rebound in new construction and a l0lo increase in repair and remodeling market demand. Solid wood and wood veneer are expected to be the chief components of 740/o of cabinets for new construction and 840/o of cabinets for repair and remodeling.

U.S./Japan Wood Talks Statl

No agreement was reached after three days of recent talks between the U.S. and Japan on wood products trade. The U.S., which wants to increase its exports of higher value added products, claims that Japan is excluding finished wood products via high duties and confusing product standards. U.S. wood exports to Japan are 700/o raw lumber. Despite the lack of consensus, negotiators claimed the talks were "constructive."

W; sincerety appreciate your patronage throughout the year and recognize the role it played in making 1989 another successful year for Weber Plywood and Lumber Company. lt shows that quality and service really do make a difference. With thanks & best wishes for the New Year...

llrH0tESAl.ERS across the U.S. and Canada have oathered for a series of North American Whole-sale Lumber Association meetings, this one held Nov. 1 in Long Beach, Ca. Speakers included NAWLA pres. Larry Humphrey' NAWLA mgr. Nick Kent. A video from the Resoonsible Education Foundation narrated by Gordon King, Hampton Lumber, and former NAWLA pres., sought support for that oroanization's efforts to counter environmentaiuntruths. llf Nick Kent, Larry Humphrey, John Weston. [2] Phil Dodson, Ron Tipton. l3l Jeff Lvnn, Pete Speek. l4l Wayne Gardner, Sam Witzel, John Hodge. [5] Richard Miller, Bill Sullivan, Jeff Gould. 16l Pete Nevins, Dan Tavlor. l7l Blaine Smith, Ted Gilbert. l8l Don Deibes, Hal Smith, Doug Willis, Steve Snavelv. l9l Anna Aricer, David Bethea, Robin 'Schnug, Tony Granucci. [l0l Robert Goldino, Jim Moss, Bill Young, Richard Phillioi. Ken LoBue. ll ll Mike Mackin, Denis Staci. Ricnard Phillips ll2l Andy Ersek, Cheryi Bahneman. Il3l Tim Gaffney- [l4l t<evin trtickets, Tom Summers. Il5l George Badenoch, Dennis Richardson. ll0l Dave Bule, Jack Butler, Mark Lolland'

Per Capita Wood Use

The annual consumPtion of wood and paper products per person in the U.S. equals one 100-ft. tall, l8-in' diameter tree each. Yet in 1988, 9.4 trees were planted for each person in the country.

Multi-User Accounting System

Looking for a mini-comPuter to do your accounting? Or a network ol lnu-PC compatibles?

llere's the On Balance alternative: Add a co-Drocessor card to a PC compatible and give it the Power of a mini-computer. Add time tested software that's alreadY in use in reman plants, wholesale building material suppliers and sawmills. That's the Od Balance Accounting System.

You can buy a four user sYstem for under $25,fu0, including hardware and software. IfYou alreadY have an IBM-PC comPatible, it's even less. We can finance the software. We offer custom Programming to your specifications.

3706 Mt. Diablo Blvd. #200 Lafayette, CA94549

4rs/284-s807

John Stembridge is new to sales at TreeSource, Portland, Or.

Mike Mannex, McEwen Lumber Co., has been named mgr. of McEwen's new joint purchasing office with International Paper in Tacoma, Wa. Mike Moser, International paper, has transferred to the office. Mike Jones is also new.

Bob Reed is the new credit mgr. at Carroll Moulding Co., Huntington Beach, Ca. Roy and Dorothy Carroll have returned after a Caribbean cruise.

Samuel J. Lemme is now mgr. of the Azrock, Santa Fe Springs, Ca., warehouse.

Ray Nelson has joined Western Timber Products, Coeur d'Alene, Id.

Thomas H. Cozzolino, v.p., real estate, HomeClub, Fullerton, Ca., was a featured panelist at the recent Shopping Center & Retail Conference in San Francisco, Ca.

Chris Wray is new to Agwood Mill & Lumber Co.. Ukiah. Ca.

Kevin Seward is managing MacMillan Bloedel's new Denver. Co.. DC.

Todd Bybee is sales & purchasing mgr. lor WoodSource's Santa Barbara, Ca., office.

Richard Hannam and Ed Schulmerich have opened Timber Mountain Forest Industries, Portland, Or.

Bo Smith has joined Duke City Lumber Co., Albuquerque, N.M., as v.p. of mktg.

Scott Daley has been named sales msr. for Taylor Lumber & Treating, Beiaverton, Or., reports gen. mgr. Tom Gilstrap.

Jack Silverton is the new pres. and c.e.o. at McCormick & Baxter Creosoting, Portland, Or. Bilt Davis is v.p. ol sales & mktg., and Ken Edwards, lumber sales mgr.

Bill Burger is handling moulding & millwork sales for Tumac Lumber Co., Redding, Ca.

Gary Veltri is now sales mgr. for Alder Creek Lumber Co., Portland, Or., according to gen mgr. Jerry Nudelman.

Jim Thomson has joined the sales force at TreeSource, Portland, Or. Bob Bretz is mgr. of inland species products.

William D. Rehm is pres. of newly opened Specialty Wood products, Commerce City, Co.

Bill LeFors has been named pres. of Greenwood Forest Products, Lake Oswego, Or.

Dave Miller, C.C. Crow Publications, Portland, Or., and his wife, Barbra, recently vacationed in London and Paris.

Dave McFayden is now in purchasing at Rivendell Forest Products, Englewood, Co. Dave Bagdy is a new direct dimension buyer.

Darrell H. Schroeder has been named chairman of the board at Stimson Lumber Co., Portland, Or. Dan M. Dutton is now Stimson pres., and c.e.o. for Stimson, Rellim Redwood Co., Miller Redwood Co. and Forestex Co.

Richard Ferrell has retired from Glesby Building Materials Co., Van Nuys, Ca., according to Doyle E. Shipley. Dennis J. Dooley, Dooley Lumber Co., Pasadena, Ca., has been nominated and accepted to the Who's Who in California 1990 Edition.

Marilyn Ganahl, Ganahl Lumber Co., Anaheim, Ca., finished her second Ironman competition in Hawaii, placing 8th out of 40 in her division. Her I I hour, 24 minute time for the 2.4 mile swim, ll2 mile bike ride and 26.2 mile run bested her 1987 score by I hour, 40 minutes. DOMESTIC

. Red Oak, Northern . White Oak, lndiana . Walnut, Eastern Black HARDWOOD

Mike Cameron, Louisiana-Pacific, Samoa, Ca., and his wife, Kathy, are the proud parents of 7 lb., 15 oz. Ryan Douglas Cameron, born Oct. 10,1989.

December 1989

John Allen has rejoined the sales force at Capital Lumber Co., Chino, Ca.' reports Mark Lofland' John and his wife, Molly. also have a new son, 7 lb., l3 oz. Geare ChristoPher Allen, born Oct. 29,1989.

Joe Martinez has been transferred to 84 Lumber, Carlsbad, N.M., as co-mgr. In Riverside, Ca., Sergio Sanchez is now mgr., and Mike Ferris, co-mgr.

Mike Jameson, Treated Forest Products, Santa Ana, Ca., and his wife, Chris, are back from a Hawaiian vacation.

Ries Van Den Heuvel and Jim Lewman are new to sales at All-Coast Forest Products, Cloverdale, Ca., according to sales mgr. Jeff Howard.

Larry Knox is now rePPing for hardwood mfr. Taylor-RamseY Lumber Corp., Lynchburg,, Va., on the West Coast. He has sold his interest in Liberty Hardwood, Santa Ana, Ca', to former Partner Tom Powell.

Steve Thomas has been signed as the new host of PBS-tv's This Old House.

Bill Charlton has joined Jasper Wood Products, Jasper. Or.

Doug Anderson is new to the sales staff at TreeSource, Portland, Or.

Massimo Pasanisi is the new Western Wood Products Association rePresentative for the Mediterranean region, based in Rome, ItalY'

Jim Bergh, Carl BrinkleY and Roger Duncan have opened Westwood Forest Products, Everett, Wa.

Lew Mills is managing a new Sacramento sales office for Ensworth Forest Products, according to Jerry Ensworth.

Bill Laipple, South Bay Forest Products, Orange, Ca., is back from a week in Hawaii. DennY Curran and his wife, Marianne, attended Notre Dame-Pitt and Rams-Bears football games while in the Chicago area recently.

Joe Mc€uire is new to sales at Mesa Forest Products, Costa Mesa, Ca.' according to David Buf6 , Pres. Wayne Gardner, Lumber Asscciation of Southern California, is a new member of the NLBMDA legislative and government agency affairs committee. James R. Perrin, CaPital Lum' ber Co.. Boise, Id., chairs the dealer services steering committee.

Pete Parrella, pres., Parr Lumber Co.' Chino, Ca., and EvelYn PerrY, from San Francisco. Ca., honeymooned in Italy for three weeks following a Sept. l6 wedding.

Dennis King has joined the special products staff at Contact Lumber Co', Portland, Or.

Steve Brown has joined Pan Pacific Forest Products, Lake Oswego, Or.

John Stockham, is a new salesman at Weber Plywood & Lumber, Tustin, Ca.. according to Butch PoPe, gen. mgr.

Terry J. Kokot is the new western regional mgr., consumer hardware sales group, Stanley Hardware, based in San Dimas, Ca.

Edward Detmer is the new v.p. operations for Weathervane Window Co., Kirkland, Wa., according to Ted Vander Hoek, Pres.

Steve Thurgood, Jones Wholesale Lumber Co., Lynwood, Ca., and his wife, Kathy, are Parents of an 18 month old boy as ofSundaY, Nov. 12.

Dennis Miller is the new gen. mgr. of operations at the Universal Forest Products facility in Woodburn, Or., according to BobbY Hill, v.P., mfg' Dwight Curran, DMK-Pacific, Fremont. Ca., recently vacationed with his lamily at Lake Tahoe, staYing at Stateline. Nv.

Dewey Gamble is the new commodities buyer at Mungus-Fungus Forest Products. Climax, Nv., report owners Hugh Mungus and FreddY Fungus'

(Please turn to page 38)

MTRRY CHRI$IMAS

Personals (C'ontinued Jrom page 37)

Sterling Wolfe, Jr., Wolfe Lumber Co., Newport Beach, Ca., has been nominated for Entrepreneur of the year 1989 by Inc. Magazine. He was recently honored as one of l0 Orange County, Ca., businesses recosnized for inclusion on the tnc. Malazine 500 list in 1988 by Computer City Supercenter.

Roger Burch, pres., Redwood Empire, Morgan Hill, Ca., has been elected chairman of the board of the Calilornia Redwood Association, Novato, Ca. Jim Brown, gen. mgr., Arcata Redwood Co., Arcata, Ca.. is vice chairman.

Judge Godfrey is now in charge of sales

News Briefs

(Continuet) lrorn page l8)

WTD Industries, portland. Or.. is considering liquidatingthe Modoc Point Veneer Co. . .. their Trask River Lumber Co.. formerlv Pac i"fic Ha rdwoods- Til la moo k Co.. is being converted from a hardwood operation to a softwood stud mill..

The National Association o/' Home Builders expects the decline in housing starts to end this year, butnotwith a strong upsurge in residential building . .

Anniversaries: San Dieso flgrQware Co., San Diego, Ci., 97; Palm Avenue LunbeiCo.. Alhambra. Ca.. 50. .

& purchasing for Chemco Inc.'s new Ferndale, Wa., treating plant.

Jay Orendorff, Michelle MacKechnie and Gary Browning have joined the industrial trading staff at NeimanReed Lumber Co., Van Nuys, Ca., according to gen. mgr. Ed Langley.

Bob Welch has opened a Salt Lake City, Ut., sales oflice for Broadview Lumber & Supply, Inc., Carthage, Mo., according to sales mgr. Gary R. Kuykendall.

Dick Polsby, Los Angeles, Ca., and Ron Bretzing, Oakland, Ca., are celebrating their 25th anniversary with Georgia Pacific. G-P recently announced Employees of the Month include Greg Norman, asst. branch mgr., Riverside, Ca., and Dave Wakagawa, inside sales rep, Boise, Id.

L.A. Freightliner, Mercedes Benz & GMC Trucks, Whittier. Ca., opened a new sales and service depot in Santa Ana. Ca.. Tom-_B^erto,lino, mgr., according to Bill Scully, pres.

Potlatch is modifying its Lewiston, Id., mill to improve production. Fibreboard Corp., Concord, Ca., completed the sale of about 27 ,500 acres of timberland near Truckee. Ca.. to Sierra PaciJic Industries, Arcata, Ca. .

Ensworth Forest Products has restarted the former PVM Redwoodmill in Arcata, Ca., produc- ing lath, fencing, decking and garden products, Tom Linquist aqd Barry Savage handling sales.

Sterling Wolfe Retires

After a successful 38 year career in the lumber business, Sterling Wolfe, chairman of the board of the Marquart-Wolfe Lumber Co., has retired.

December of 1956. Subsequently, Sterling bought out his father, upon the elder Wolfe's retirement.

The company, which began as an office wholesaler, added a yard on Grove Street in Orange, Ca., operating it from 1970 to 1979, when they moved to a larger distribution yard that they occupied from 1979 to 1982. Presently headquartered in Costa Mesa, Ca., Marquart-Wolfe has a branch in Grand Terrace. Ca.. specializing in plywood and various decorative and structural panels. The

Treated Wood Survey Readied

main office is primarily a wholesale lumber office.

Succeeding Sterling is his son. Jon. president of the firm, who has been with the company for l5 years.

Active in industry interests, Sterling Wolfe has been a director in the North American Wholesale Lumber Association. Retirement interests include more travel plus tennis, a sport in which he lettered before graduating from Case Western Reserve University.

Wolfe began as a lumber salesman with the old Harry H. White Lumber Co., then located in the Petroleum Bldg., along with l0 other lumber firms, in downtown Los Angeles, Ca. On April l, 1954, he joined Marquart-Wolfe, which was then at the corner of Hollywood and Vine streets in Hollywood, Ca.

The firm had been founded the previous year in San Francisco. Ca.. by his father, Horace. The Marquart family sold its interest in the firm in

The question of slowing pressure treated wood sales and the possibility that treated products are losing ground to cedar or redwood wiil be addressed in a treated wood survey due in 1990.

The study of U.S. treated wood markets and their future will evaluate the use of treated products in 1988 and 1989 as well as user perception of quality, value and choice of products. Detailed forecasts for the four U.S. Census regions and for

treated demand by major end use markets (residential repair and remodeling, new residential construction, farm sector, nonbuilding applications and nonresidential construction) will be included with an analysis of industry cost and price structure.

Changes in the marketing and pricing approach will be discussed as well as current difliculties facing treaters. The study is a joint effort of Resource Information Systems, Inc. and George Carter and Affiliates.

Coos Head takes pride in its service to its customers and invites all inquiries, including the difficult- and hard-to-find items. Let our inventory be your Inventory.

r Green DF S4S lumber lx2 - 6xl6

r Kiln dried S4S lumber lu & 2"

r Complete line of panel products

^ Laminated beams

^ Shakes, shingles, hip & ridge (sates rep for West Forest Wood Products)

Hem/Fir

r CCA pressure treated lumber - dimensron

^ ccA pressure treated posts

^ CCA pressure treated decks & fencing t Rentokil/SupaTimber pressure treated lumber fsales agent for Durawood Treating

Scotty Halliday

Mike Houk

Rick Houk

Jim Hynick

Curt Karstrom

Bruce Keith

Jim Lawson

Ardinna Leong

Jack McCreary

Juan Magallanes

Bobby Malone

Marci Martinez

Randy Nelson

Janet Parrella

Mike Parrella

Peter Parrella

Bob Pritchard

Christine Ragusa

Francis Rich

David Sclimenti

Alfreda Stark

Manuel Valles

Frank Via

Robert Via

Pam Winters

Distributors tune up in Nashville

HE NATIONAL Building Material Distributors Association closed the 1980s by looking into the 1990s during its best attended convention in more than a decade.

About 975 NBMDA members

and guests converged at the Opryland Hotel, Nashville, Tn., to get "ln Tune withthe Future," the theme of the 38th annual meeting.

The Oct. 28-31 convention featured 194 exhibit booths and the

rervlng the wood producf3 Industry tince 1948

New Flome Proof "Ll-€''High Temperoture Tested wood producls contoin fire retondont chemicols speciolly formuloted to provide service in oll propbrlv desiqned interior ooolicotions with confidence. Nevr Flome Prool LHC resulis in o tredred wobd pr&uct thot resis'ti thermol degrodotion. Beouse of fhe nery formulotion, osomse wood presbrvinq, Inc. con fullv ossure* the user ol the sfucturol infegrity of New Flome Proof LHC fire retordont-ireoted woodproduds, such os plp,vood rmf sheothing, even when used under extreme condifions of heoi ono humidity customorily encounlered in properly designed, ventiloted ond constructed roof systems.

largest number of educational sessions NBMDA has ever offered. In "Getting Started with Bar Coding," consultant Richard Bushnell praised coding, while identifying its biggest hindrance as a lack of uniformity among manufacturers.

Keynote speaker Tommy Lasorda, manager of the Los Angeles Dodgers, drew parallels between coaching a sports team and a business team. "A leader is someone who stands out in front of his men, but not so far that he can't hear their footsteps," he said.

"Our responsibility is to make these people happy, . glad to come to work," Lasorda added.

Marilyn LeMoine, American Plywood Association, encouraged culti(Please turn to page -58)

S0ClAtlZlll0: lll Tom Seymour. l2l DianeMontoya. l3l Dick Passaglia. l4l Paut Jen- , nings, JoAnn Gillebaard. l5l Ed Hedbloom. 16l Dave Hickman, Garv Hardin. John Wallace. (71 Walt Ochenski,-Jim Savoie. l8l Nelson Russell. l9l Don Mirts. ll0l Shervl Grimm. ll ll Andy Ellis. ll2l Brian 0glesby.'ll3l Dave Hood, Roelif Loveland. {l4l Peter Hall, Jim Martin. llSl Simmie & Toddy Whittaker. lt6l Maxene Potter. (l7l Steve Ellinwood. Bob Martin. llSl Curt 0xnam. (l9l Randv Konkel. l20f Scott Klein, Kenny Fishbein. iZtl eait Forman, Chuck Thomoson. Scott Forman. 122l Mark Setzer. l23l Lance Garner. 124l John Ramsey. l25l Doug Brittingham, Ron Boucher. 126l Mit Scott, Jerry Taylor.

To Our Yalued Customers and Friends:

Americanlrardwoodcg-111:#"f,"i'u"' #;:[=g**A;;qi;i*edus continued suP ;;" our 75th Year'

'J"".:Jil:$L"#iJ,3ffIf:Fi1#; rumber *uo'l'i;; ;; *""t": :1'-"; T;;;"'"f*l,:?;i$*{rrF;

lucKYwe ar€ to: of tlris tr€rn€nc il"rtofaootttts area'

Andthis*"T"T.d;::kij:#-!#:; iff;f"Iff f-TJ;;;i*"'coPv' please call ant

HaPPY IIo$daYs'

Robert llincaid President

Quick Quotes for 1990

A random sampling of ideas and opinions

"A growth recession is now clearly underway in the U.S. economy."

Resource Information Systems, Inc.

"Without question, the most pressing issue in business today deals with the age old question of ethics."

Alec Beck President

Stripling-Blake Lumber Co.

"Our economic forecast for a 'soft landing' in late 1989 and early 1990 is right on track."

David F. Seiders Chief Economist National

Association of Home Builders

"Mortgage rates could fall to 9-l/40/o by mid 1990." Mortgage Bankers Association

"Our success depends upon delivering superior customer servicel therefore, there is no issue more critical to us than this."

John B. Kiss Vice President, Marketing The

Paty Co.

"The economy looks very soggy We are likely to get several months of very anemic economic indicators and we expect easing of interest rates by the Federal Reserve Board."

Richard Peach Deputy Chief Economist Mortgage Bankers Association

"Home prices will rise in the West at l0% to 200/o instead of 200/o to 30%."

John

Tuccillo

Economist

National Association of Realtors

"single family starts will rise 100/o in 1990 to 1.08 million."

George Christie Chief Economist F.W. Dodge

"The economy, which is about to enter its eighth year of expansion, is likely to continue growing until at least 1991,"

National Association of M anufacturers

"Our industry is gathering itself to introduce dramatically fuller application of computer based communication and control of a variety of functions as it must to provide competitive service in intensely demanding global markets."

Ed Weadock

Vice President, Sales & Marketing CooperTools

JUST ASK YOUR IryOOIIOI,D DISTRIBUTOR

lAccordion doors designed for use where performance is important for HOMES . OFFICES ' CFIUR CHES' RESTAU RAN?S

lCustom-sized room dividers shipwithin a two week production cycle from the factory lAccordion doors custom sized to your customer requirements

Custom orders n"Lean proJitabln return on inuestmentno inuentorY!

ACCORDION NOOR$ ..I,ryS?ANT WALLS VHEI\ IUEEDED"

Hot On Wheels

Sunbeam Traveler Heated

Throw, an electric blanket featuring an adapter and l0-ft. cord which plugs into a cigarette lighter or 12-

NEMfl PRODUGTS

and selected sales aids

Mow To Mulch

A lawn mower attachment that shreds yard debris so it can be discarded or used as mulch, compost or ground cover is new from Snapper. The device, composed of metal rings with a metal wire screen, fits on the underside ofa2l-in. Snapper mower. It is said to shred matter into 250/o of its original volume and collect it in the rear bag.

Computerized Redecorator

An electric, handheld conversion computer from Seiko Instruments takes room measurements, calculates the area and volume and then determines the exact amount of materials needed to complete specific construction and decorating projects.

ters), wallpaper (in rolls), wall panels (in number of panels), floor and ceiling tiles (in number of standard tiles), and heating and air conditionile (in number of BTUH/HR unlts).

The 5 oz., 6" x2-l/4" device also serves as a full-function calculator with memory and operates on three lithium batteries.

More Accessible Accessories

A power tool accessory display designed to attract both men and women shoppers is new from Acu-Edge Inc.

volt battery outlet, is new from Northern Electric Co.

Featuring three temperature settings, the 50" x 60" throw is made of 100% acrylic and is machine washable. It comes in two colors in a soft plaid design.

D-l-Y Topiary Gardens

Plantable Pets, do-it-yourself kits for creating topiary garden figures, have been introduced by Barrels Unlimited.

Kits include a wire frame constructed from a steel rod, a bag of long fiber sphagnum moss for stuffing, 300 ft. of nylon wrapping line, approximately 100 greening pins and complete instructions.

Available are four 19" x 10" figures: a duck, an elephant, a rabbit and a teddy bear. Homeowners choose the type of plant which will eventually grow to cover the entire animal.

The Home Contractor's ultrasonic transducer uses sound waves to electronically measure distances and give digital readouts, reportedly with a better than 99% accuracy. A built-in calculator determines the total area or volume using the length, width and height measurements stored in its memorv.

A built-in conversion computer and software program lists the amount of materials needed for eieht different projects: paint (in gallons-or liters), carpeting (in yards or me-

The Workbench Series merchandiser offers one-stop shopping for nine top-selling power and cordless tool accessories. New package designs include bold graphics, color coding and symbols.

The sets are also completely portable, eliminating the need to anchor the frame.

Adhesive Eraser

Liquid Nails all purpose adhesive cleaner designed to quickly and easily remove tough, long lasting adhesives is new from Macco.

Grrip screwdrivers feature Tungsten Carbide grit permanently bonded onto the tip of the blade to hold the blade in the screw slot as torque is applied.

ihe tool comes in six slotted, three Philips and various power bit sizes.

Humidifying Vent

A humidifying heat register that fits easily into an existing floor duct to reduce dust and static electricity is new from Northern Electric Co.

Applied withits handy built-in brush, the cleaner reportedly needs to penetrate for one to five minutes before being wiped clean. Thicker, multi-layered or dried adhesives may require a second coating.

Wood Bonding

A new wood adhesive has been designed by 3M for a variety of applications that require strong bonding of wood materials.

The adhesive is a one-Part adhesive/sealant that chemically cures to a tough, rubbery, waterproof solid' Made entirely from solids that help prevent shrinkage, the adhesive reiortedly allows high creep resistance

The Aqua Vent uses a hidden water reseivoir and a filter/wick sys-

Gonvenient Paint Remover

A new paint remover offering aPplication without gloves, easy clean irp and no harsh fumes is new from Klean-Strip.

tem to moisten and clean furnace air before it comes into the room'

It is constructed of tough, high density plastic.

Security Doorbell

Exit alarms from Detex now feature doorbell capabilities which sound the alarm's horn for l/4 second when a button is Pressed.

The 95-decibel, directional Piezo horn is also triggered bY magnetic switching to warn of unauthorized use of the door. ReportedlY, it can

EasyOff Paint Stripper comes in a wide-mouth pail, from which it can be directly brushed on to remove layers of paint, varnish and clear ftnishes with a single aPPlication.

Its slow-drying formula allows it to stay wet and effective for uP to 30 hours.

Get A Grip

A backsaving auxiliarY tool handle grip is new from UPPer Hand Marketing.

Attaching to the lower Portion of anv long handled tool (such as rakes, shirvels and brooms), the grip allows the user to stand in a more uPright position, while providing more power, control and leverage.

only be silenced using a control key or remote bypass switch.

Other features include an internal tamper switch, separate screw-on camkey lock cover, stand-by battery backup, infinite shunt capability, and closed loop circuit operation to engage the alarm any time the wires to the external sensor are cut.

Accessories include rim cylinders, magnetic door position switches, remote kev control switches and access control products.

and recovery after deflection load is removed.

When applied, it works its waY into grooves to decrease the number of nails and other fasteners, resulting in a non-rigid glue line. Weather resistant, it reportedly can bond to wet or frozen lumber.

No Slip, No StripScrewdriver

A new screwdriver designed to prevent slipping and stripping is now available from Remcrit.

For more information on New Products write The Merchont Magozine. 4500 CamPus Dr.. Suite 480. Newport Beach. Ca. 92660.

Please mention tssue date and Page number so we can Process Your request faster! Many thanks!

Plant Chips

Fire resistant wood chips are now available from Advanced Floral Concepts.

The chips are said to be lighter than rock, cleaner than bark or moss, and priced comparatively.

sends a radio signal up to 300 ft. away_to trigger whistling and flashing headlights on the car.

Sign On, Please

A set of 24 different attention-settjng 2" x 8" stick-on signs is iew from Sem-Torq, Inc.

Designed for indoor or outdoor use, the brightly colored mylar signs teature messages. such as "Restrooms".or "No Exit," and matching international symbols.

The Merchant Magazine

Underground Audio

^ Outdoor stereo speakers designed for in-ground installation to iithstand weather conditions and not detract from the landscaping are new from Hill Audio Products.

Reportedly easy to install and maintain, the speakers are mounted in weather-tight enclosures that shut out rain, bugs and other debris.

They feature a fire code ratins of NFPA Class B or UCB Class II wlth a flame spread of 35 and smoke density of 265.

Stock brown and custom colors are offered.

Gar Finder

A remote control device from DesignTech International helps locate cars quickly in crowded lots. The matchbook-size transmitter

Sacramento. Ca.

Ponderosa Pine, Sugar Pine White.Fir, Douglas Fir, Cedar, S.P.F

James A. Haas, gen. mgr.

Richard H. Mills

Mouldings, Millwork, Cut Stock, Plywood, Lumber, Particleboard

Sales Agents for:

Duramold Wood Products, El Paso. Tx.

W&W Moulding Co., Loomis, Ca.

P.O. Box 255546. Sacramenro.

Ca. 95825

u.s. WATS (800)624-5319

cA. WATS (800)32r-1278

(916)972-7282

FAX 916-972-7290

The speakers feature a protective domed lens through which soundwaves are forced for true omni-directional sound and a low-frequencv diffuser to deflect pressure waves in the speaker enclosure and reduce box distortion. Various sizes are available.

San Francisco, Ca.

Mahogany, Meranti, Keruing, Ramin, Nyatoh

Franklin O. Billings

Mouldings,Millworh, Industrial Hardwood, Plvwood, Truch Decking, Imported Hardwood E Softwood Lumber

244 California St., Suite 7ll, San Francisco, Ca. 94lll

(415)391-6700

FAX 415-981-4130

Bins That Spin

Eieht new Rotabin revolving shelf storaEe units featuring new small parts carriers have been introduced by Frick-Gallagher Manufacturing Co.

The pie-shaped carriers are made of polypropylene and have dividers and inserts to form small organizational compartments. See-through

lids are also available.

Shelving on seven of the new displavs is 28" in diameter, while the otl"Ler combines 28" and 34" shelving. Unit heights range from 28-l/4" to-65-3/4" with four, six, eight. nine or ten shelves.

All feature vinyl trim, sand-colored paint, top caPS and a black stem and base.

The General Patton Approach

A utility vehicle specially suited to forestry uses with mulching and slash burning accessories is new from Wesveco.

The vehicle can travel uP to 50 mph on a tank-like, twelve wheel, coirugated rubber track. It is said to climb up to 24 in., carrY 2,500 lbs.' and oull 5.500 lbs.

Round Top Window Trim

_ Rogld top window trim casing in l2 different interior and exteiior profiles is now available from New Morning Windows.

Included are 1" and 2" exterior brickmolds, 2-l /4" colonial and ranch style interior casings, and 3-l /2" colonial interior trim brofiles. Custom profiles are available on special order up to 4" in width.

SwissArmy Scissors

A set of l2-in-l scissors that also serves as knife. bottle opener, wire stripper, nut cracker, fish scaler, can opener, can puncher, magnet, screwdriver, cap gripper and specialty cutter is new from Sendak International.

The scissors feature 8" long detachable stainless steel blades.

REDWOOD SIDING

DIRECT FROM OUR MILL TO YOU

We make Redwood Siding and Interior Paneling in a variety of sizes, patterns, and grades. It is unmatched for itq beauty, cost effectiveness, long life, dimensional stability, and finish retention.

Lean Ladder

A compact folding ladder is now available from Camp Art Ltd.

Constructed of anodized aluminum, the ladder features automatic safety locks and non-slip raised treads.

The ladder is 9 ft. high when opened and 7 ft. when closed.

Glass Taps

The "Glass," a sleek new bathroom fixture design from Metropolis, features Epoxy-Glas protec-

tion and washerless, quarter-turn ceramic disc nickel-plated brass valves.

Predecorated Wa llboard

Gypsum wall panels predecorated with new print and woodgrain designs to eliminate wallboard taping, finishjng and painting have been introduced by Gold Bond.

Available in 4x8, 4x9 and 4xl0 ft. sizes in four colorlast patterns and two woodgrain designs, the l /2" Duraform panels require only utility knife, straightedge and hammer for cutting and fitting.

Pattern-wrapped edges allow the panels to be butted logether and nailed or glued directly to wood framing. They are washable and fire rated.

Flighty Gonstruction

An attractive bird house and bird feeder kit is now available from The Bonham Co.

Wild Bird Magic includes build-it-yourself bird house and feeder of 1000/o clear, dry ponderosa pine; genuine Audubon bird call, and 48-p. manual which includes

3-ln-l Faucet

Fountain Flo, a combination lavatory faucet, drinking fountain and liquid soap/lotion dispenser, is new from Moen.

The faucet features a spout that swings back and forth and swivels up to become a drinking fountain, an 81/2 oz. pump-style dispenser with touch control. Washerless construction is said to guarantee against leaks and drips.

Metallic Moulding

Met-L-Trim Moulding, polished brass or chrome trim for wall patterns and accents, has been introduced by Outwater.

Similar decorative trim is also available for interior design motifs, displays and furniture.

D-l-Y Intercoms

Two-station intercom systems are now available in convenient blister packaging from Aiphone Corp.

Three of the systems allow home owners to speak with people outside entryways, while the other two are used primarily for room-to-room communications.

No more headaches with broken forklift rear ends. The answer is simple. USE A TOWING TRACTOR TO TOW LOADS. With more than 15 years of experience, VICTORY GROUND SUPPORT EdUIPMENT COMPANY combines a sales, administration and service back'up for their reconditioned and rebuilt tractors that will make sure the job gets done but this time WITH THE RIGHT EQUIPMENT!

Pacific States Buys Dinuba Mill Pacific

States Industries. Inc.. Morgan Hill, Ca., has purchased Dinuba Forest Products' Soledad, Ca., sawmill.

The six-year-old plant will be operated by Pacific States Industries' Redwood Empire subsidiary.

Concurrently, the firm has named William R. Corbin vice president, sawmill operations, according to president Roger Burch.

Ace's Oregon Lumber Office

Ace Hardware Corp. is opening a Beaverton, Or., lumber trading office by year's end to serve its west coast dealer members,

"lt supports our corporate move to regionalization, placing us in closer contact with both our dealers and the major wood products manufacturers," said Bob Maurer, lumber and building materials marketing and merchandising manager. "And this is basically a telemarketing business. In Chicago, we have to fight time zones and it's especially hard to

do business with Hawaii and Alaska."

Two lumber traders will open the office in December and two more should be in place as early as January. More traders may be added as needed, Maurer said.

Fibreboard/Sequoia Deal Off

Fibreboard Corp., Concord, Ca., has broken off negotiations over the purchase of Sequoia Forest Industries. Dinuba. Ca.

Although talks may later be resumed, the companies "have jointly agreed to terminate negotiations at this time," said Fibreboard, pointing to unspecified issues which have arisen "over the last six months that we have been unable to resolve. "

Aid To Quake Survivors

HomeClub, Fullerton, Ca., has joined the quake-shaken Bay Area's disaster relief effort with sizable donations ofclean-up and survival sup-

plies from its Stockton and Southern California locations.

HomeClub trucks delivered light bulbs, street brooms and batteries from the Stockton distribution center, while Salvation Army trucks carried hundreds of shovels, trash cans and canvas gloves to San Francisco from HomeClub's outlets in El Monte, Canoga Park, Stanton, Oxnard, Moreno Valley, Irvine, Slauson, North Hollywood, Industry, Inglewood and Hawaiian Gardens.

REFURBISIIE0 interior and exterior of Terrv Lumber Co., Lancaster, Ca., is complete alter several months of work. Jim McNulty manages this largest store in the chain with sales manager Joe Figueroa.

IIEiIERABIE hardwood man Charlie Wilson, 83, Lane Slanton Vance Lumber, City of Industry, Ca., was honored by his peers in October for 60 successful years in hardwood at a dinner in Long Beach, Ca. Nearlv 40 too hardwood executives were present t0 roast and toast the p6pular lumberman. lll Don Moreland, Jerry Lapin, Charlie Wilson, Lynn Monthaven. [2] Dan Jones. l3l Skipp Gregg, Charlie Wilson, Walter Ralston, Wally Atkinson. [4] Dick Lambert.

Hoo-Hoo Vote Rejects Women

New officers and directors for Hoo-Hoo International, the fraternal order ofthe forest products industry, were elected at the 97th annual convention where a proposal to remove the word "male" from its membership eligibility requirements was defeated.

The required 750/o favorable vote to enact the change fell short by only five votes. The total vote count was 78 in favor of the proposal, 3l against and 2 abstentions. A proposal to place the issue before delegates at the 1990 convention in Oakland, Ca., has already been received at the HHI international office.

Lyle Hoeck, Sioux Falls, S.D., was elected Snark of the Universe (president); Brent Crosby, Walnut Creek, Ca., lst'international v.p.; Jeff Loth, Snohomish, Wa., 2nd international v.p.; Bernie Barber Jr., Fresno, Ca., sec./treas.t immediate past Snark Phil Cocks, Orlando, Fl., chairman of the board.

The new Supreme Nine (regional directors) includes Warren Biss. Taunton, Ma.; Dave Blasen, Port-

land, Or.; Neil Olliver, Parramatta, New South Wales, Australia; JanEvert Hermans, Vancouver, B.C.; Chris Goff, Houston, Tx., and Frank Gray of Ocoee, Fl.

The oldest living past Snark, who holds the ofl'ice of Seer of the House of Ancients, is Ernie Wales, Spokane, Wa.

GREATEST increase in membership of any club within Hoo-Hoo International, the lumbermen's fraternity, is accepted by Los Angeles Club 2 pres. lll Rod Kautz from past international pres. Al Meier. l2l Mel Miller, Brent Crosby, Bill Harley. l3l John Bowles, Dave Rinell, Bichard Keeso. l4l Doug Willis, Rod Kautz, Dave Bufd. The meeting was held in September in Honolulu, Hi., and drew deleoates from 4 countries.

Setlfnd tof,hc

lf you sell into the South, or any part of it, we can helpyou get across your message.

Building Products Digest covers all 13 Southern states. Each month we send 12,750 copies to 100% of all the retailers, wholesalers, distributors and jobbers. That's all the home centers, home improvement centers and retail dealers as well as those at the wholesale level that back them up. This saturation coverage means you now have a way to reach your

customers and prospects. Building Products Digest, the highly acclaimed monthly for the Southern trade can help you get across your message. The Digest, incidentally, is the sister publication of The Merchant Magazine and is based on The Merchant's proven format . . doing the job for advertisers for 67 years.

You can count on reaching the market in the South through Building Products Digest. Call today, you'll be glad you did. markets

Structural Panel Output Dips

U.S. structural panel production will dip to 26.9 billion square feet, 3/8-inch basis, in 1989, down from the record 27.2 billion feet of 1988, however, a gradual recovery to nearly 32 billion square feet of demand by 1994 is projected by the American Plywood Association.

Pointing out that the record panel industry production levels experienced for several years through 1988 were attained in the face of lower housing starts, APA president William T. Robison said, "The key to

further industry growth in the 19901994 period will be accelerated development of the domestic nonhousing and international markets that now claim the bulk of total demand."

Robison told those attending the 53rd annual meeting in Portland, Or.. Oct. 3. there were half a million fewer housing starts in 1988 than in 1978. "Yet housing last year consumed a billion square feet more of our products than l0 years ago. And housing demand last year was only 380/o of structural panel production,

'ffiolitog GreetiryP

The Merchant Magazine compared to 460/o in 1978."

"These figures demonstrate that while housing demand for our structural panels has increased dramatically, nonhousing markets such as remodeling, industrial applications, nonresidential construction and over-the-counter sales to the public now consume a much greater percentage of total production," he added.

Structural panel export markets exceeded the one billion square foot mark for the first time in 1988.

Distributor's Meeting

(Contittuetl frotn page 42)

vating industrial customers. "Diversify and look at some of the nonhousing markets," she urged.

"Effective Selling to the Remodeling Market" was addressed by Peter Miller, Remodeling Magazine. He noted that the professional remodeler uses a warehouse home center only 5% of the time, since "the perception is that they are not properly stocked to meet his needs."

Remodeling contractors base their buying decisions, in descending importance, on product quality, availability, service, appearance and price, said Miller.

"The Quiet Giant"

$

Other seminars covered selling skills, hiring, drug abuse, arbitration contracts and government issues.

Steve Ellinwood, Building Material Distributors, Inc., Galt, Ca., was introduced as the association's new president, succeeding C. Keith Rust, Roland & Roland. Other officers for 1990:president-elect George Bryson, Aetna Plywood; vice president Gary McKillican, McKillican Hardwoods. Ltd.. and treasurer A. Richard Kasper, Amerhart Ltd.

Rust, Thomas Seymour, John Ramsey, Jim Ben Edens, James Tainter, Ken Hendricks and Hugh Oliphant are new to the board of directors, joining James Daniels, William "Andy" Ellis, C. Dana Foster, Glenn Hart, Paul Hylbert and Joseph Theby, Jr. James Dunbar and E. Jay Schrock have retired from the board.

The next NBMDA convention and exhibit will be November l0-13, 1990, at the Washington Hilton & Towers, Washington, D.C.

'fo gll of Tou Grom gU of Us

$ Cimt in fongevlty-A maior West Coasr forest products wholesaler since 1926.

Q ciant in rntegrity-continuing a tmdition ofsolid ethics.

Ciant in rxperience-An efficient, courteous staff-always reliable.

Q Ciant tn Service-Cargo, riil, truck and L.A. Harbor inventory to fit your needs. Bums Lumb6 Company... Do ing the j ob for 63 yea8 and still standing tall.

'-in iHri, + f I--o'

The Truth Vs. Preservationists

In an effort to counter the continuing lies circulated by the national media. The Paci.tic Lumber Co. has recenily released the following. We think you siould read it. -editor.

The material for all of these articles appears to have come directly or indirectly from the same sources: Bill Bertain, a Humboldt lawyer who has brought various lawsuits contesting the merger; Woody Murphy, whose family held stock before the merger; several former employees who can best be described as disgruntled; and members of Earth First, the radical environmental group that advocates eco-terrorism such as tree spiking and sabotaging equipment.

. In all the articles, the authors paint a picture of corporate greed, indiicriminate clear cutting of virgin old growth, and demoralized employees.

We would like to set forth the real facts of this story.

The merger was the result of an all cash offer for all the shares in the fall of 1985 at a price more than 420/o above the public market price. The only defense for such an offer is a higher offer. Despite

significant efforts, management was unable to come up with a better offer in the time allotted. Thus the board recommended and the shareholders approved the proposal.

Suits filed by Bertain at the time attempting to halt the merger were found by the courts to be without merit. Subsequent.suits have been filed and "promoted" but have languished.

Immediately following the merger, the new ownership undertook a complete inventory of all the timber. This is called a "cruise." The company's land had not been cruised since 1956. The firm chosen to do the cruise was Hammon, Jensen, Wallen & Associates, a timber consulting firm recognized as tops in the industry.

The new cruise was completed in the fall of 1986. lt showed the company had significantly more old growth redwood than what was on the books, and 30% more timber overall.

Based on the new cruise, manage- ment developed a long range timber management plan. The new plan called for a harvest approximately double the 1985 cut. However, contrary to the impression given in the various articles, the increase did not come in virgin otd

growth redwood. The big increases came in young growth redwood and in residual redwood. Residual redwoods are the smaller trees we left during selective old growth harvests since 1948.

The increases can easily be verified by comparing pre-merger 1985 mill production schedules with today's. In 1985 before the merger, the company was running one shift at Mill B in Scotia. Ca.. on big old growth redwood logs; one shift at Mill A in Scotia on Douglas fir; and one shitt at Fortuna, Ca.. on young growth redwood. Today Mill B and Mill A continue on one shift only. Fortuna is on two shifts of young growth redwood and our Carlotta, Ca., mill, acquired in the spring of 1986. is running two shifts on residual red-wood logs. As you can see, almost all of the production increase has occurred at Fortuna and Carlotta and in young growth and residual redwood.

In 1986, before mill production reached current levels, the company sold large volumes of logs. As mill production has increased, log sales have been steadily reduced and today are close to pre-merger levels. The company does not export either redwood or Douglas fir logs, and only a very small volume (about 3olo) of white fir loss.

The long term timber-management plan assumes we will continue to cut old growth and residual redwood at today's level through the year 2006. In fact, the likelihood is the cut will be lower in some years because of economic conditions. At the end of this period, we will

make the conversion to a young growth operation.

Because the company has been harvesting and growing trees on a steady basis since 1880, we are blessed with a large inventory of young growth redwood and Douglas fir in age classes up to I l0 years. We have installed a computerized Geographic Information System which contains not only the new timber inventory, but all other pertinent information on every acre - soil type, rainfall, growth rates, streams, roads, topography, and boundaries. With this system we can accurately model our future.

The model tells us that by the Year 2007, our young growth forest will be growing enough wood annually for us to produce the same volume of lumber we cut today - approximately 300 million BMon a sustained yield basis.

All ol the articles paint a picture of wholesale clear cutting. This is preposterous.

All of the company's logging activities are conducted under the requirements of the California Forest Practice Act, the most restrictive forestry regulations of any state. We file harvest plans on every acre we work on, and the plans are meticulously scrutinized and reviewed by California Department of Forestry, State Fish & Game, and Water Quality before they are approved.

What we cut and how we cut it is a matter of public record. This record shows that since the merger we have clear cut just 683 acres of virgin old growth redwood over a three Year

period. The balance of the virgin old lrowth harvested has been selectively cut. We have made no clear cuts in virsin old growth redwood since April l9d'8. The iverage volume of virgin old s,rowth harvested per year by clear and ielective cut combined since the merger is less than I,000 acres. This figure is very close to the company's rate of cut before the merger.

The articles deal mostly in sweeping, highly charged allegations, with very few facts. One example occurs in a recent article which reads "...the giant redwoods will continue to fall to the chain saws at the rate of more than 150 a day." The actual number is on the order of 30 to 35. To handle 150 trees a day we would have to run Mill B on five eight hour shifts a day.

Since the merger, the comPanY has added over 300 new employees. With the exception of Warren MurPhY, who had brought suit against the new ownership, the operating company has lost no key employees. The work force is far from demoralized. Rather they have done a tremendous job in handling the increase in volume and still maintaining our high standards ofquality and service.

All comoanv benefits have been maintained. Wages have been increased. Morale is excellent. Productivity has never been better.

Since the merger, new ownership has invested over 60 million dollars in a new plant and equipment. The first acquisition was the Carlotta mill. The center piece is a brand new 25 megawatt cogen-

eration facility at Scotia that came on line earlier this year at a cost of over $45 million.

The company has continued to acquire timberland wherever possible, and has been steadily repurchasing its bonds in the open market. All financial goals have been met. Debt has been serviced, and a substantial surplus has been accumulated.

The new ownershiP has shown great understanding and appreciation of the unique elements that make The Pacific Lumber Co. what it is, and has demonstrated clearly that they are in for the long haul.

Environmental groups have filed several law suits against particular timber harvest plans on the grounds that the California Forest Practice Act as administered does not meet the requirements of the California Environmental Quality Act. Several weeks ago, a Eureka, Ca., iudee dismissed two of these suits. The "California State Board of Forestry at the request of the court, TWICE, had compl6rely reviewed these plans and unanimously allrrmed their approval.

What is so upsetting to us who work every day for Pacific Lumber Co. is that articles such as this focus entirely on the cutting of trees. There never is any men-tion oT the 20,000 acres and billions of feet of old growth redwood Pacific has put into the magnificent state Park svstem. '

There is no discussion of the 450,000 (Corrtinued on ttc.\t Page )

( Co n t inu e Ll J ro nt p rt' r' io u s poge ) scc(llings wc plitnl eVcr) tear. 'l'hcrc ncver is unl ntention of the vrrst \'oung growth lirrests on the compunr''s I94.0(X) acrcs n'hich range up to ll0 r'ears in age lnd will provide us with l str:t.rirtcJ licld cut in 1rgpPs111r11.

There is no recognition that this huge runcl r igorous ) oung fbrest is growing at 6 to 7 I'i, a lear conrpared to zero gr.wth on thc r irgin old grou,th stands. Nor is the rc

nrenlron thut thcsc \'oLlng. itctive lt, gro\ting trccs supplr" ntuch llorc oxvgcn to thc- lir thun rkres the stitgnilnt old grou th.

Thcfc ccftlinlr is no ntcntion ol'the prolirsiorr ol ri ildlilc in the young gfo\\lh lirrcsts. inclLrding large numbers ol sl)ottcrl ori ls ncsting. lirraging. and roosting. Nor clo ths bring up the comprrrrr''s lish rcurirrg porrcis that have supplicd ntorc thln.r()0.{)00 steelhead and srrlnrorr to thc I:cl .rncl Vun [)uzen rivers

in the Ilist 1i ,,ears. .l here is no mention thitt thc contpiln)'s renraining r'irgin olcl grouth rcd*ood js definitcll not o1'pirrk qLralitl' It is not accessrbl.'. It is in highcr. stccpcr coLlnlr). It is nrircrl rrith I)ouglas lir. \luch of it is urcr iigc rrnil stilrting t() go dou n hiil. \lurc inrportlint it is sciltt.rL-d throLtgh itn ltcti\ cl\ r'llrrlgccl litrcst.

Nonc ol thc lrticles ntcntion Pilcillc I-r.rnrbcr ( o. rs lctirclv inrolrccl riith the Savc thc Ilcrlr.roocls [-cirgr.rc *orktng to

KENNEDY. JOHNSEN TUMBER SALES

QUATIIT WIIOTESATE LUMBER PRODUCTS

Spectfted Green Dou$as Flr Cuttlngs

Treated Marlne Tlmbers

Brtdge Tlmbers

Ternporary Power Poles

I/V EUSTVESS FOR 45 yEARS

To Our Customers:

As Christmas draws near' inougnts turn to giving unO to those who have *;; our success Possible

, our customers' Ourbest way of returning the gift is to assure coniinulo hish qualitt :no courteous service ln the coming Year' f-T

INDUSTRIAL FOREST PRODUCTS

2300 E Katella. Suite 4l0 Anaheim Ca. 92806 (714) 937-1111

FAX 71 4-937-1 BB0

sell "buU'er" strips along existing parks to fill out the state park system.

Certainly there is no mention that the California state park sYstem has expressed no interest whatsoever in acquiring any of Pacific's old growth stands.

There is absolutely no recognition of the lact that Pacific Lumber Co. by any standard is practicing sound, responsible and very conservative forestry even on today's expanded cut.

What is really difficult for us to take is the implication made in these articles that what we do for a living borders on the criminal. The comPany has been operating since the 1880s. It has many third and fourth generation employees. Collectively, we know a lot about the land we live and work in. We know it is one of the finest places in the world to grow trees. The soil is rich and deep-an.d the rainfall is excellent. The wildlife is abundant - more so in the Young growth than the old growth. When the old growth is cut, the Young growth surges back. We regularly grow more wood per acre in our young growth than the south, the Northwest, or Canada. We are used to seeing Young growth trees 80 years old and up that range up to five or six feet in diameter.

One hundred years ago, we did things wrong. We clear cut and then tried to burn out the young growth regeneration, so we could plant crops. We learned this was wrong. This was tree growing land, not crop land. Today we feel we understand what's right for the land and the wildlife.

From what we have seen of the Peoole that write and edit these articles, hone ofthem know a thing about forestry, lumber or anything at all about our business, and not one of them has shown the slightest interest in learning. They arrive, spend two or three days with the Earth Firsters and Bertain and company. Then they come by and see us for anvwhere from 30 minutes to two hours, ask a few questions, apparently so they can tell their editors they talked.to both sides, and then go home and write articles that are entirely one sided.

Pacific Lumber Co. has alwaYs been a proud company. What makes it great are its people. Our people take great pride in knowing how to do things right, and that's what they do everY daYdo things right. And it is deeply disturbing to ui all when these media types, without care or conscience, misrepresent us to the world.

Why does this happen, You ask? We

have tried hard to understand it ourselves. First of all there is no question that the general public is much more environmentally aware than they have been in the past. We also now have any number of non-profit environmental orsanizations such as the Sierra Club thit have become significant economic entities. They have large staffs, extremely well paid managers, expense accounts' and fancy oflices. They operate on big budgets. Their funds come from membership donations.

They have discovered that new memberships increase when the organization's activities get media coverage. The more headlines, the more memberships. So, it has become the path of least resistance to pursue causes which have the best chance ofgetting the headlines.

Unfortunately for us, redwood trees, because of their size and their age, have always been newsworthy. To the media, redwood trees are sure firelike Siamese twins, whales, quintuplets, and Zsa Zsa Gabor.

You begin to get an idea of what is going on when you read in a Humboldt (Continuetl

(Continued from previous page)

County activist paper that Darryl Cherney of Earth First will be giving a seminar on Thursday night entitled "Handling the Media."

On several occasions we have been successful in getting our story over to a journalist. The problem is that when we do, the decision is not to do a story at all. The truth just doesn't make news. Who

is going to read an article entitled "Texas Financier Proves Good Steward In Redwood Region."

On the positive side, we are very thankful that in spite ofadverse publicity we find ourselves with a wonderfullv loyal work force and an equally great customer base that has stuck with us all the way.

In the long run we believe the truth will win out.

FRED C. HOLMES

Wholesale

The Merchant Magazine

WBMA's Link To Retire

C. E. "Chuck" Link, executive director of the Western Building Material Association, has announced his retirement effective April l, 1991.

A search committee apointed to receive applications for the position includes: Earl Nelson. chairmanNelsons, Twin Falls, td.: Tad Scharpf, Scharpf's Twin Oaks Builders Supply, Eugene, Or.; Mick Bush, Bayview Building Materials, Olympia, Wa.; Joe Orem, Bellingham Sash & Door, Bellingham, Wa.; and Robert Perrin, Capital Lumber Co., Boise, Id.

Earthquake Education

HomeClub, Oxnard, Ca., sponsored an Earthquake Preparedness day Nov. 18 supported by the Red Cross, Southern California Gas Co., Southern California Edison, Disaster Services of Ventura Country, the Ready Or Not Earthquake Committee and Logistic Solutions, Inc. All had representatives distributing pamphlets, answering questions and offering suggestions for emergency readiness.

STRAIGHT LUMBER

A reader of The Merchant Magazine has called my attention to an obvious error in your October issue story on Western Hardwoods.

On page 50 in reference to California black oak lumber, the article states"On the negative side, Hall says maximum lumber length is 10 feet, it's not very straight." The lumber is, of course, very straight. It is the trees that are not. They have a characteristic of growing less straight than eastern oakthis is the reason for our l0' log (and lumber) length. Possibly we are over-sensitive, but we have pride in our quality as well as the good fortune to work one of the most beautiful and machinable of all the oaks.

I also wish to note that I never indicated that we "guarantee" our parent company "Masco an uninterrupted supply of western hardwood." We made no such guarantee nor has Masco demanded one.

Thanks for the opportunity to correct an otherwise good article.

Guy H. Hall President Cal

Oak Lumber Co.

1000 Cal Oak Rd. Oroville, Ca. 95965

REMEDY FOR HARD TIMES

In 1957, I "went broke" in mY lumber business for a very easy reasonjust plain ran out of moneY.

My dear wife, Mary, went back to work at the bank, this time in Whittier, and I went to work for a wholesale lumber company with offices in Arcadia.

We had one car (hers). I drove her to Whittier and then went on to Arcadia, reversing the procedure coming home. We lived in Downey.

After about two weeks of this, when I picked her up after the day was done, she asked, "Do you like your work?"

My reply was, "l hate it. How about vours? " '

She replied, "l hate it. Do you have any money?"I had about $3. So we Pooled our resources and stopped at a liquor store, bought a bottle of bourbon and went home.

We had a life to live and three boys to raise (her step sons). Things were really bleak. We shared our thoughts on the predicament, our disappointment and our fears and then our hopes, our ambi-

tions and our dreams. We learned the importance of sharing in that one complete evening.

Do vou know. from that time on thines sot better and better and better. For -ovJr 30 wonderful years together we shared everything, our thoughts, our deeds, our hopes and dreams.

Sharing was always a top Priority.

Moral o[the story: if the psychologist fails, try a bottle of bourbon.

George Clough

378 Fairview Ave.

Arcadia. Ca. 91006

This anecdote from a venerable 87-yearold lumberman is proof that those in the industry hang tough when the going gets rough-ed.

SAIM0l{ FlSHll{G trip on 0regon's Klamath River produced these results for (l-r) Mark Herms, Industrial Forest Products, Anaheim, Ca.; Sam Keator, Louisiana-Pacific, Samoa, Ca., and Steve Baugh, also with Industrial.

Christensen.

Western Hardwood's fall meeting

p ACH companv must find its E o*n marKer n,ane ,t lt s to survive in the 1990s, Wells Fargo Bank economist Joseph A. Wahed told the fall meeting of the Western Hardwood Association.

He foresees a slowdown in 1990. but no recession; declines for interest rates, inflation and housing (to 1.3 million starts). Demographic changes will affect markets as will government deregulation. Wahed said managers will have to be toughminded and carefully watch the bottom line. Companies must be prepared to make changes before they're needed, due to a faster business pace.

Jerry Van Dorn, Norvik Timber.

Delta, 8.C., was elected president. JackSheldon, Ross-Simmons, Longview, Wa., v.p.; Jack Lundburg, HMC Industries, treasurer. New board members are: Jim Hunt, Jerry Haney and Joe Cortese.

A new study on Oregon hardwoods discussed at the October 25-

Story at a Glance

Favorable long range outlook

Van Dorn elected pres. . spring meeting in Ashland, Or., April25-27.

27 meeting held in Newport Beach, Ca., found hope for the future supply of logs. Despite numerous short term problems, the long range outlook was called generally favorable.

It was agreed at the meeting that the Western Forest Industries Association would handle lobbying efforts for the Western Hardwood Association in areas including log supply, riparian rights, exports and related issues.

Association secretary-manager David Sweitzer reported progress and developments in the Oregon and Washington legislatures affecting the WHA membership.

The spring meeting will be held at Ashland, Or., April 25-27.

HAR0W000 H0tl0RS: [ll Jerry Van Dorn congratulates Man 0f the Year Juel Sheldon. (21 Judy & Gale Daugherty, Dorothy & Don Reel. l3l Ken McCoun. [4] Merlin Smith, Don Bovee.

l5l Ed Slattery, Cathy Hojo, Ken Tinckler. (01 Roni Babcock, Gene & Dora Armstrong. l7l Jerry, Diana & Anton Nizich (seven weeks). {81 Jerry & Ruth Haney. l9l Ken & Nancy

{l0l Theodore Franklin. llll Scott, Kathi & Anthony Lilley. ll2l Joyce & Warren Bailey, Gerry Visell. ll3l Jim Caldero, Ken Christensen. ll4l Patty & Dick Lambert.

[[APPY [[OLIDAYS

All of us at WOLFE LUMBER thank our valued customers and suppliers for their support. As we enter the New Year, we look forward to our continued association.

LASC girds for the 199Os

Noel Crisp told the opening session of the Lumber Association of Southern California's 39th annual Management Conference.

Strategic planning, information technology and market positioning are the three leading factors for the 1990s, Crisp said, adding that to be effective they must be part of a programmed management approach.

At the following President's Luncheon new officers were announced: George Swartz, Mar Vista Lumber, Los Angeles, president; Daryl Bond, All-Coast Forest Products, Chino, lst v.p.; Bob Slettedahl, Lumbermen's Building Center, Palm Springs, 2nd v.p.; Bill Sullivan, Golding Sullivan Lumber, Tustin, treas.; Jerry Higman, Reliable Wholesale, Huntington Beach, sec. Chandler Lumber's Stanley Brown was named Lumberman of the Year.

That afternoon, Thursday, Nov. 9, Paul Koenigsberg of Management Horizons addressed Market Positioning for the '90s, calling value the key appeal for customers in the next decade. Explaining how demographic changes will affect customer attitudes, he said buyers will look for value, quality, price, location, depth of selection, ease of shopping and credit as main attractions.

For more photos

please see page ?o

The Mistakes, Luck and Success panel kicked off the Friday session. Jerry Higman, Reliable Lumber Co., reviewed various ventures the firm had pursued, describing determination as the prime factor in making a success out of many of their attempts. Stu Jones, Stu Jones Lumber, called hard work and persistence keys to success. The better you know your customers, Jones said, the better you can serve them and yourself. Jerry Holdren,Rialto Lumber, urged family firms to put responsibilities and succession in writing. Get talented people, give them their rein and work on teamwork, he said.

Lawyer Bruce Givner made another appearance before the LASC conventioneers to follow up on counseling he had provided at earlier conferences. He related how estate planning can be a shield from and a delayer of death taxes. Under certain circumstances assets can be protected from creditors, according to Givner.

A labor law update was next presented by attorney Paul Coady. He said employee discharge was a stickier subject than ever. Coady suggested the employee manual refer to workers as regular, never permanent employees. Use a standardized employee interview format, keep written records of unsatisfactory performance reviews, provide time for employees to mend their ways, tell them the truth at termination and help them get a new job, it may keep them from suing you, Coady suggested.

The concluding panel of the conference, held again at the Marquis Hotel in Palm Springs, Ca., was manned by Second Growth organization members. Al Reed, Enarde International, described the challenge of the '90s as the changes in buying habits that will result from

timber shortages. He said dealers worry too much about warehouse retailers, calling them a fad that will fade in importance in the next decade.

Story at a Glance

How to cope in the 1990s themes conference...topics include market positioning, management, labor and estate law and demo- graphics Stanley Brown named Lumberman of the Year.

Neil Wierenga, Barr Lumber Co., called the construction outlook for Southern California retailers positive now and likely to remain so for the nexttwo years. Maximize your strengths, he suggested, and put your customer's good will ahead of your own.

Jeff Miller, Snavely Forest Products, sees an excellent future for engineered wood products. He said education at all levels is needed to maximize the product potential.

Final panelist Phil Robbins, Fleming Lumber, said the '90s will be an employee driven market as demographic changes will produce fewer entry level workers. Robbins said dealers should consider putting all employees on either a commission or bonus basis.

A dinner dance that evening, followed by golf and tennis next day concluded the well attended and well received conference.

(Pleose turn to page 70)

aaT HE 1990s will be a decade I without mercy," consultant

LUMBEB IRl0: lll Bill Sullivan, Blaine Smith, Rod Jones. l2l Jerry Higman, Gary Adamson, Dave Bule'. l3l 0utgoing pres. Marty Temple, new 0res. Georqe Swartz. (41 Larry Bollinger, Steve Thurgood-, Rod Jones. {51 Margo & Phil Dodson, Rriss & lda Primrose. 16l Lynette Crone, Sue & Dennis Richardson. l7l Pat Decatrel, Ken Lilley, Vance Schmitz, Patric

Tavlor. l8l Katv & Wavne Gardner. l9l Clyde, Ja6oueline, Ch'arlie & Claudia Jennings. ll0l Karen & Michael Learned, Ted Schafer. llll Bob Slettedahl, Stu Jones. ll2l Peter Svenkerud, Don Swartzendruber. ll3l Randy Jackson, Bill Jones, Jim Taft. ll4l Dick McArthur, Doreen Kuhlmann, Tom Ross. llSl Jack Secoy, Leon Lauderbach. ll6l Pat

Hawthorne, Frank Penberthy. llTl Ed Nail, Trish Smvthe, David Harvey {l8l Gus Zirneklis. Jaik Schmelter. ll9l Carl Poynor, Ray Bumbauqh. l20l Drew Sasser, Neil & Gale Wierenoa, Bill Ch0ske. 12ll Jack Finnegan, Phil Ro-bins. l22l Bill Perkins, John Cencak. 123l Frank Purcell.

CONFERENCE

WH0IESAIEflS: lll Creighton Anfinson, Mark Lolland. l2l Marty Temple presents Lumberman of the Year plaque to Stan Brown. l3l Andy & Marion Ersek, Ed & Norma Gavotto. l4l LMA visiting VlPs: Les Sanders, Sylvia & Don Johnson. t5l Jeff Twaddle, Don Stobaugh. 16l Pat Ross, Steve Shudoma, Don Gregson. l7l Al Lytton, Nelson Sembach. l8l Jim Frodsham. {91 Gale McBride, Bob Weiss. ll0l Ted Pollard, Gordon Beach. lttl Rick 0rlando. ll2l Craig Atkinson, Jerry Stubblefield, Mark Maze. ll3l Bob DiMeco, peter Ganahl. ll4l Al Reed. llSl Bill Choske. Wallv Turner. ll6l Paul 0rban, Phyllis & Petir Soeek.

HomeGlub Heads For Growth

Service will drive the HomeClub chain forward into a new stage of growth, according to new president John Chase.

He will stick with an agenda to open 12 to 15 stores a year with Santa Ana and Laguna Niguel, Ca., stores planned. The 57 store chain has 38 stores in California with others in Denver, Co., Seattle, Wa., and Phoenix, Az.

"The challenge is to maintain the vision and enthusiasm that the original entrepreneurs had for the busi-

ness, to grow and initiate management disciplines without losing touch with the business or the customer," Chase said.

Backed with the almost debt free resources of parent company Waban, Framingham, Ma., HomeClub has installed checkout scanners in every store and wired them into a $20 million computer inventory management system. Chase said that he is relying on this, the club format, warehouse efliciency and the ability to target advertising to specific members to beat competitors.

December 1989

L.A. Club CharitY Event

A check for $2,650 was Presented by Los Angeles Hoo-Hoo Club to the Children's HosPital of Orange County as part of the lumber fraternity's annual fund raising honoring the late Ken Coleman.

The Mr. Hoo-Hoo of the Year award, given annuallY to recognize the dedication to the club sYmbolized by Coleman, was won bY Louie Escobedo, Chozen Trucking Co. In the golf match, The Coleman Cup was won by Don Stobaugh, Inland Timber Co.

New officers are: pres., Rod Kautz, South Bay Forest Products; past pres.. David Buf5, Mesa Forest Products; lst v.p., Doug Willis, Product Sales Co.; 2nd v.P., Robert Golding, Golding Sullivan Lumber Sales; treas., Rod Kautz.

Board of directors: Ron PePPing, Arcadia Lumber; Richard Miller, Fremont Forest Products; Louie Escobedo; Steve Shudoma, CaPital Lumber, and Dennis Richardson,

Oregon-Canadian Forest Products. The Friday the l3th of October meeting was held at the Anaheim

officers: new 0resident Dan Sweeney; 1st v.p, Mike Riley; 2nd v.p. Jay DeCou; sec./ treas. Bernie Barber; sgt.-at-arms Don 0ldenkam0. Directors are John Amos, Tom Griesbach, Barber, John de la Montanya, Riley, Jack Holt, Sweeney, 0ldenkamp, OeCou, Jim Siner and past president Bill Barr.

Hills Golf and CountrY Club, Anaheim Hills, Ca. More than 75 attended.

Osmose TV Show, Magazine

Osmose Wood Preserving has acquired a television show and a gardening magazine to offer new marketing avenues for their Pressure treated products, licensees and dealers.

Tel-A-Cast GrouP, which will merge with the Osmose advertising and communications grouP, Produces "Backyard America" and the Weekend Gardener magazine. Now a division of Osmose, the grouP will move into Osmose Studios, now being built at the Osmose facilitY in Griffin, Ga. This will be the production center for audio and video recording and post-production as well

as radio and television commercials for Osmose licensees.

"Backyard America," formerlY "America's Weekend Gardener," is nationally syndicated and seen coast to coast in over 30,000 cities by almost a million households weeklY, according to Pat Simpson, manager of public relations and promotion at Osmose. Cable networks carrYing the show include TNN, The Learning Channel, Family Net and RFDTV. It is also viewed on 104 commercial tv stations in the U.S., the Caribbean and Hawaii. Jim Bennett hosts the show produced bY Jim Mitchell. Debbie Burns is editor of Weekend Gardener.

SAt{ J0AQUltl Valley Hoo-Hoo Lumberman of the YeaiAward is presented by lll Bill Barr (left) to Wally Kennedy at the club's annual Coait rrolic.-l2l Berniir & Elaine Barber. [31 Garv Johnson, Mary McClain. [4] Arnold Volnev. David Jones. l5l Craig & Betty Galfnily. The annual event in Pismo Beach, Ca., iniluded golf tournament and election ol

CIIARITY check is presented by David Buf6 (top left) to CHOC's Helen Wardner. Below lelt: Louie Escobedo accepts award from club ores. Rod Kautz.

Blowerc, Growers & Trimmerc

A 4-p. garden equipment catalog is free from RedMax, Box 1545, Norcross. Ga.30091.

Get Wired

Wood Floor Maintenance

An 8-p. wood floor care booklet is free from Bruce Hardwood Floors, 16803 Dallas Pkwy., Dallas, Tx. 75248.

Taps

-

A 24-p. electrical products catalog is free from Vaco Products, 7200 McCiormick Blvd., Chicago, Il. 60645.

Think Sinks

A 20-p. kitchen sink system catalog is flree from Franke, Inc., Box 428. Hatfield, Pa. 19440.

Show Your Metal

A 20-p. metal framing products brochure is free from Gold Bond Buildine Products, Box 667850, Charlotte, N.CI 28266.

Construction Connections

A 52-p. Kant-Sag construction hardware catalog is free lrom United Steel Products Co., by calling (800) 328-5934.

Doctor For The House

Reviving OId Houses: Over 500 LowCost Tips & Techniques, $16.95 in hardcover and $8.95 in paperback plus $2.50 for shipping from Storey/Garden Way Publishing, by calling (800) 441-5700.

Wide World of Hardware

The 132-p. 1990 Design House Products catalog of hardlines, bath and plumbing, electrical and decorative and building specialty products is free by calline (800) 333-9450.

Gonservatively Speaking

A 6-p. water conservation products catalog is free from Chicago Faucet Co., 2100 S. Nuclear Dr., Des Plaines. Il. 600 l 8.

Sky's The Limit

A l2-p. skylight brochure of over a dozen styles of sky windows is free from Cadillac-Faulkner Plastics, by calling (800) s2l-4004.

For ail New Literature offerings write directly to the name and address shown in each iiem. Please mention that you saw it in The Merchant Magazine. Many thanks!

Fireproofing Folder

An 8-p. brochure on Cafco BlazeShield and Deck-Shield fireproofing materials is free from Isolatek International, Box 478, Netcong, N.J. 07857.

Read On Radon

The 22-p. "Radon Assessment & Control" is $8 from the Alliance of American Insurers, l50l Woodfield Rd., Schaumburg, Il. 60173.

Better Water

A 4-p. home water filtration system booklet is lree from Cuno, by calling (800) 222-7880.

Gedar Sunroom Planner

A sunroom plan book is $2 from Lindal Cedar Sunrooms, Box 24426, Seattle, wa. 98124.

Window Remodeler's Handbook

"A Guide to Better Windows," a window replacement booklet, is available for a stamped, self-addressed envelope from the Vinyl Window & Door Institute, 355 Lexington Ave., New York. N.Y. 10017.

Model Letter Program

LetterWorks, a book of 400 business letters and a computer disc containing all the letters ready for editing and printing out on any lBM-compatible or Macintosh computer, is $79.95 plus $4.95 shipping from Round Lake Publishing Co., 415 Main St., Ridgefield, g. 06877.

A touch control chrome faucet brochure is free from Moen by calling (800) 32 I -8809.

TPI Membership

Timber Products Inspection's 2Oth anniversary roster is free from TPI, Box 919, Conyers, Ga. 30207.

Interchangeable Drainage

An 8-p. modular drainage products brochure (Bulletin AC-l l8) is free from Ancon, 345 Fullerton Pkwy., Chicago, il.60614.

Window Collection

A 92-p. catalog of Marvin Windows, doors and custom windows is available by calling (800) 552-1167.

The Builder's Organizer

The Construction Manager 1990, an updated appointment book/daily planner for construction professionals, is $32.50 from Prentice Hall, Rte. 59 at Brook Hill Dr., West Nyack, N.Y. 10995.

Pick A Plan

A 28-p. Handy Plans catalog of the more than 50 d-i-y projects available from the American Plywood Association is free from the APA. Box 11700. Tacoma, Wa.98411.

Hazard Houses

A brochure on Haz-Stor hazardous liquid storage buildings is free from Justrite Mfg. Co., 2454 Dempster St., Des Plaines, Il. 60016.

Lift Parts Debate

"Remanufactured Parts vs. Rebuilt Parts," a 4-p. brochure for lift truck owners, is free from Hyster Co., by catling (800) 221-ll9l.

ffi'

GTASSIFIEE ABVERTISEMENTS

EXPERIENCED SALESMAN with 20 years in the industry, seeks sales position with a well established lumber producer or wholesaler interested in creating a regional sales office in the San Diego/Los Angeles market area. Experience includes production and sales of selects, industrials and commons in DF, WF, Pine, Cedar and Redwood. Contact: Bill Wessner, (619) 944-0111 or 2443 Summerhill Dr., Encinitas, Ca. 92024.

Twenty-five (25) words for $21. Each additional word 700. phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. col. inch rate: $45 camera ready, $55 ifwe set the type, Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of rhe Merchant Magazine, 4500 campus Dr., Suite 480, Newport Beach, ca. 92660, Make checks payable to The Merchenl Magezine. Mail copy to above address or call (7 | 4) 852- I 990. Deadlne for copv is the 22nd of the month. PAYMENT MUST ACcoMpANy copy unless you have established credit with us.

LUMBER manufacturer/wholesaler seekine sales personnel for San Diego and Southwesl Riverside, Ca., counties. Applicants should have minimum 5 years experience in wholesale/contractor sales. Industrial lumber sales experience, i.e., knowledge of Pine and related softwoods, hardwoods, and related markets, is a plus. Salary, incentive, auto expenses, expense account, and benefits included. All replies held in strict confidence. Send resumes. Write Box 605. c/o The Merchant Magazine.

54-INCH Yates American band resaw. Good condition. Ready to go. Call (206) 385-7886.

LUMBERYARD

LUMBER TRADER: Well established So. Ca. wholesaler has an immediate opening for an experienced softwood salesperson with a strong customer following. Excellent commission and benefit package. Please send resume to Mesa Forest Products, P.O. Box 4011, Costa Mesa, Ca.92628.

ESTABLISHED national'distributor seeks experienced redwood trader with following in East Coast, Midwest and/or Southern states. Traders in L.A. basin may also apply. Employment would require relocation to Humboldt County, Ca. Salary, bonus and benefits. Please forward resume. All resumes and inquiries held in strictest confidence. Write Box 604, clo The Merchant Magazine.

HARDWOOD lumber $rader wanted. Send resume to American Hardwood Co., Box 2224, Terminal Annex, Los Angeles, Ca. 90051. ATTN: Patrick Gabrielson.

our name on

ONLY Manufacturer of AcornOak@Tlrand

S4S Sanded Hardwood Boards

Quality Oak Mouldings

Veneered Products

LUMBER & PLYWOOD sales person needed in Las Vegas, Nv., area. Inside br outside sales. Millwork knowledge helpful. Good opportunity & benefits with well established company. Write Box 603, clo The Merchant Magazine.

MANAGER needed for wholesale lumber distribution facility in San Diego, Ca., area. Applicants should have minimum l0 years contractor/wholesale lumber sales experience; minimum 5 years management experience. Salary, incentive, auto expenses, expense account, and benefits included. All replies held in strict confidence. Send resumes. Write Box 607, c/o The Merchant Magazine.

selrs PERSON: Well established lumber company in Riverside, Ca., looking lor experienced trader with good following. Excellent commission plan. Please send resume or contact Joe Martinez, Sierra Madre Lumber Sales, P.O. Box 706, Mira Loma, Ca. 91752. (714) 681-8955.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider, 4x4 and wider, 6x6 and wider, and 8x8 and wider. Call Bill Hunter. Hunter Woodworks, (213) 775-2544; (213) 835-5671.

MODf,RN office space available at Mariners Forest Products, Santa Ana, Ca., for broker with milling business. Recently refurbished mill facility on site. Call Clint Bower (714) 75 l -0800.

LOCAL LUMEER hauling Southern California rollcr bed truck and trailcrs and bobtails radio dispatched. Rail car unloading at our spur in Long Bcach. 3C Trucking (2t3) 422ry26.

"We're so proud we put

Every Piece!"

GLASS:FIEE ADUERTISEMENTIS

ENSWORTH FOREST is looking for customers who have purchased material out of the redwood mill formerly known as PVM. Ensworth Forest took the mill over in September and will continue to make lath fencing, decking and garden products. Contact Tom Lindquist, Barry Savage or Jerry Ensworth with your interesl at (707) 8123085.

WE BUY & SELL

25 years' experience in soitwood mill sales and wholesale. Seeking opportunity to buy and sell your products on a commission basis.

Gene Sjostrand WOOD PRODUCIS BUYING SERVICE

P.O. Box 657, Redding, Ca. 96099 (916) 246-WOOD (9663)

Il i'ott bcliclt' in t ottr bttsittc'ss rtttl $irnt lo build it ..:,\DVLRTISF..

TIMBER SIZER

TIMBERS

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

-SOUTHERN CALIFORNIA- SAN FRANCISCO BAY AREA LOSANGELESAREA

Creek Lumber Co. Bonnington Lumber C0. Calilornia Forest Products

Calilornia Lumber Inspstion Seryice Calilornia Redwmd Assn.

Casella Transporlation

Pacilic Corp.

Fibreboard Corp.

Georgia-Pacilic Corp. (oakland)

Georgia-Pacific Corp. {San Jose) . . Hirt & Wood Lumber C0. Hub City Golden Gate Terminals

Kelleher Corp. (Novato)

Kelleher Corp. (San Bafael) Lane Stanton Vance

lvac8eath Hardwood (Berkeley)

NORT}fERN AND CENTRAL CALIFORNIA

Co. . Mulual Mouldino and Lumber Co. Pacilic Lumbor Terminal

Madison Lumber Co. Par

onAl{cE, R|VERStDE & SAN BERNAFDINO COUNTIES

tu8u8t/GRtss YtttEY

Agate Sales, Inc.

All-Coast Forest Products, Inc.

8lt(ERSFtEt 0 Higgins Lumber C0. Pacilic Wood Preseruing ol Bakerstield Corp.

c[0YEn0tu

All-Coast Forest Products Bowman Lumber Sales

Corp

Lumber Corp

Pacilic Corp. (Redwood)

Co., Fred C.

Georgia-Pacific Warehouse Inlernational Forest Pr0ducts Pacilic Forest Products Western American Forest Products weyerhaeuser Co. (800) 742-1939

White Brothers Wmdwork Instilule 0l Catilornia

tos Bfi{0s

DMK-Pacific

it00EsT0

Calilornia Sugar & Western pine Aoencv

SniderLumber Products .. .....-

Sward Trucking

Thunderboll Wood Treating, Inc. (No. Ca.) (800) 692-5744 (So

RE00[{6 tREl

Louisiana-Pacilic Corp. (Bed Btufl)

P & M Cedar Products

Tnnily River Lumber Co.

slcRtltEltI0/8T0cKT0lt AREt Active Drslribution

Ljnion Foresl Products

Union Planing l,titt

Univefsal Forest Products

Waldron Forest Products

Western Wood Treatrng Co.

Weyerhaeuser C0. (000) 952-5616

White Erolhers Wolfe Lumber Co.

SIIIII R|IST AREA

Blue 0x Manulacturing

Caprlal Lumber C0.

Georgia-PacificCorp.

Kelleher Lumber Co.

Marlin Foresl Industries

Noyo Timber Products, lnc.

Nu-Forest Products

Wrnd$r Mill. Inc.

Ahl Forest Products

All Heart Lumber Co., Inc.

Cal Coast Wholesale Lumber, Inc. .

Lillle Lake lndustries

Louisiana-Pacilic Corp.

Perlormance Coatings. Inc. (Ca.)

Bedwood Cmsl Lumber Co.

Willits Bedwmd C0.

Fremont Forest Products

FutureSolutions, Inc...

Ganahl Planing Mi||

Georgra-Pacif ic Corp (Anaheim)

Georgia Pacific (Mira Loma)

Georgia Pacific (Riverside)

Golding Sullivan Lumber Sales

Hesperia Wholesale Lumber

Hickson Corp.

Industrial Fofest Products

Inland Timber Co. International Forest Products Johnston Hardwmd Inc.

Jones Wholesale Lumber Co.

Kelleher Corp.

L-P oistribution Center

L-P WaleNood/lnnehseal

Laminated Timber Seryices Inc.

i,tac8eath Hardwood

Maple Bros., Inc. Mouldings

Mariner's Forest Products

Marquart-Wolfe Lumber Co.

lllesa Foresl Products

Newport Planing Mill, Inc. . Pacilic Lumber Co.

Pacific Madison Lumber Co.

Par Lumber Co.

PenberthyMicroSystems...

ProductSalesCo.

Rancho Hardwoods

Beel Lumber Service (Anaheim).. (BOc, 222-7335

Reel Lunber Seryice (Brverside)

Begal Cuslom Millwork

Behable Wholesale Lumber C0.

Roane Co.

San Anlonio Construction

Sequoia Supply lTl4) 261-2730

Snavely Forest Products

South Bay Forest Products

Tool & NailLumberCo.

Universal Forest Products

Weber Plywo0d & Lumber (800) 432-7300

Western American Forest Products

Weslern International Forest products

Weslern lvlachinerySates .....

Western Wholesale llloulding

Weyerhaeuser {714) 821-1560 1714) 772-SBB0

Wolle Lumber Co. ...

GREATEBSAN DIEGOAREA

American l\,lill & l,lanutacturing

Baker Hardwood

Eurns Lumber Co.

Cal Srate LumberSales..

Fishman & Affiliates

Fountain LumberCo., Ed......

Fremont Fofesl Producls (800) 445-4923

Fr0st Hardwood Lumber C0. .

Georgia-Pacilic Corp

Kelleher Corp.

Lane Stanlon Vance ....

Maple 816., Inc Moulding

Peterman Lumber Co., Inc.

Roane Co.

Slanhne, Inc.

Western Wmd Preseryers hslitule

Weyerhaeuser Co.

wasl{lNGTOil

ARIZONA

@tsNTGARIrS

Thomas E. O'Malley,74, chairman of the board of The O'Malley Lumber Co., Phoenix. Az.. died Nov. 8, 1989, in Phoenix after a brief illness.

After graduating from Notre Dame in 1939, Mr. O'Malley joined his family business as a lumber handler. During World War II he served with the Air Force, receiving

AD ]]NDEX

ActiveDistribution... ...,.,..,20

American Hardwood Co. .,,,,,,....44

Anfinson Lumber Sales .. , . ....37

Arizona Pacilic Wood Preserving..,.....35

BearForest Products.. ..,.,,...56

Beaver Lumber Co,... .........49

Berdex International., ...... .48

Blue Lake Forest Products .............78

Bohannon Lumber Co. .... .... .50

Bonnington Lumber Co......,..........56

'Bowman Lumber Sales... .60

BracutInternational.. ......,,,75

Building Products Digest. ......57

Burns Lumber Co..... .........5E

Cal Coast Wholesale Lumber, Inc. ......54

the Air Medal with three clusters and the Distinguished Flying Cross. He returned to the company and later became general manager of subsidiary O'Malley Glass & Millwork. In 1984, he was elected chairman and chief executive officer of the parent company.

He also served as chairman of Fort Apache Timber Co. from 1977 to 1986, having joined the board in 1 968.

Mr. O'Malley is survived by his widow, Julia, one daughter, one son, two sisters, one brother, and four grandchildren. Capitol Plywood, Inc.