Merchant Magazine - December 1992

BOISE CASCADE'S STATE.OF-TH E-ART

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EDIroR/PUBLFHER Davtdcutlsr sENloREDlToH JuanltaLovret AssoclATE EDIoR DavidKosntg

CollTFlBUTlilc EDIToRS DrytghtCuran, GageMd(nrpy, KenThim, Watly Lynch ART DIRECToR MarttuEmery STAFFARTIST oavesrnlh ctRculATloil Tiacy sterltrE

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Start 1993 right by sending thanks and best wishes to customers, friends and suppliers. HaPPy New Year!

The Incredible Shrinking World

As is our custom each December, we present in the following pages a number of business forecasts by experts in our industry. Here we will be discussing a sweeping and long tenn trend: the globalization of our and other nation's economies.

While this increasing change to a world market is no new development, we believe all of us are likely to feel its effects surge at adrzzyngpace in the next few years. New and different products from new sources and companies, upheavals in the old, comfortable patterns of business, profit-affecting influences from far away places with stxange sounding niunes are all going to mean business will never again be conducted as it has been in the past. No one in our business, at whatever level, will be immune to these changes.

Many forces are propelling the huge cbanges in domestic and wodd business. The envirorunentally minded new Clinton Administration is widelv ex-

pected to increase the lockups of federal timber, forcing indusEy to increasingly look abroad for new sources and species. A wide range of woodbased building products is expected to be affected, both in availability and cost.

Satellite linking of telephones and faxes has pushed the practicality of doing business with new sources and suppliers that would have been unthinkable just a few years ago. And this is the beginning of a technological revolution that will grab us all and accelerate us into new ways of conducting business.

While these sea changes may be unnerving to some, the new facton are not neocesarily negative, just new and different. Coming with th'em are wonderful new opportunities for the swift and nimble to grow and profit as we ftrmp up to a new cen$ry.

DAVID CUTLER editor- publisher

Hoover Treated Wood Products announces that a NATIONAL EVALUATION REPORI (NER-4S7) has been issued by the National Evaluation Seruice of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI modet buitding codes.

PYRO-GUARD has a degradation-free track record,

a S0-year projected useful life, and is the FIBSI Fire Retardant Treated Wood with;

a llrr_rd-Pgrly Klln Monllorlng tn addttton to U.L. follow-up servlce

a FRf lobor ond materials replacement cost worrantv

I Cgde Compllance Report with evoluatlon of elevoled ]em.peratu re strength totlt ng for roof aPPtlcsllons

I High ]cmporature slrenglh test tuitutts

I New York Etote Smoke Toxlclty tesr' results

' NER reports are subject to re-examination, rcvisions and possibte closing of file.

For lechnlcol Informotlon Coll r-800-rEc-wooD

treffiffieffiQ$ttr

By Steve Johnson Executive Director Home Center hstitute

tnhe hardware/home improvement industry looks I ahead positively. We anticipate steady growth and project a compound annual growth rate of 7.4Eo through 1996.

The hardware/home improvement industry is defined as those retailers whose primary line of rade is hardware and lumber/building material products, including independent and chain home cent€rs, hardware stores and lumber/building material retailers. We estimate these retailers generated $92.8 billion in 1992 and forecast sales will increase to $100.5 billion in 1993.

The rate of store unit growth is slower than that of sales. We anticipate the number of stores will grow only 3.3Vo from 1991 to 1996. Maturity and competition conEol this figure. Following a decade and a half of double-digit annual sales growth through the mid- 1980s, the hardware/home improvement industry is maturing.

The number of U.S. households now involved in do-it-yourself activity has reached 78Vo of the total. We do not expect that percentage to increase further. Thus, growth will come primarily from two sources: more activity by existing do-it-yourselfers and household fomntions.

Maturity sharpens competition. During the 1980s, home center chains grew and spread into many regions of the country. To date, none are truly national, but several are moving in that direction. Home center retailers now find themselves in market-share contests in many areas.

Still, the hardware/home improvement market is highly fragmented. The 25 largest home center chains cliaim less than30%o of total sales.

The slow housing market has affected some segments of this industry, primarily those whose busi ness depends heavily on builders. However, we find that homeowners tend to fix up and upgrade their homes even if they do not move. Combine that with the tendency to renovate a newly acquired home shortly after moving in and we believe that home center retailers - indeed, all retailers in the hardware/home improvement industry - are poised for steady growth.

By Ernest J. Stebblns Executive Manager National Hardwood Lumber Association

ffhe recession is over and slight growth in the econo- I my is on the horizon tu 1993. Depending on where they sit" most economists are predicting Gross Domestic Product growth between l7o and3%o in 1993 in both the U.S. and Canada. This follows a possible l.5%o GDP growth this year.

The conventional wisdom on Wall Street sees the economy'lnuddling tbrough" next year, but we still hear comments that the federal government - through the Federal Reserve System - should stimulate growth. That prospect seems unlikely based on recent repors of the chainnan of the Fed's 12 districa. Most Fed managers report prospects from retailers, manufacturers and bankers look steady and are growing slowly with no real surprises. Therefore, no real action is likely on money supply.

There will be no major recovery in 1993. Like the

contest between the tortoise and the hare, slow and steady wins the race. No manufac$ring sector in today's North American economy is prepared to lead the charge. Neither home building, commercial building nor the automobile industry is strong enough. While all are important segments of our overall economy, none are the burning engines of economic growth they were in the past.

What does this mean for the hardwood lumber indusry? Based on conversations with NHLA members, slow and steady growth is a good scenario. Because the industry is diverse in both geography and market s€ctors, factors affecting individual members are not comparable; however, here are some thoughts I've heard expressed.

Manufacturers and sawmill operators are concerned about winter timb€r supplies. Wholesale ffurns are worried about winter inventories of sawlogs for related reasons. Sawmills are concerned about high stumpage prices (directly related to a shortage of timber supplies) because they end up in the final cost of their product. Wholesalers are concerned because higher product prices create more opportunities for the final customer to use sofnvood and non-wood substitutes in place of hardwood

(continued on page 14)

flefore we look into the future, let's look at a few lJrecent events: July 1990, spotted owl added to threatened species list resulting in less softwood timber for harvest and closing of sawmills; 1991, environmentrl pressures hit eastern hardwood forests cutting available timber.

Concerned with job loss in the primary sawmill industry, state economic development departments encouraged secondary (value added) industry, resulting in more firms competing for dwindling lumber supplies, higher prices and more secondary manufacturers vying for a static customer base. Because of raw material losses and a shrinking customer base, moulding producers have had to look for alternative material supplies and explore foreign market development.

While imported species arc not a panacea, they may mitigate the demand for domestic species. They can replace or substitute for dwindling domestic species if the chain of distribution will accept change. The builder, remodeler and specifier must be educated on substitute species. They must be convinced a shor[age exists. Some think it's a maneuver by suppliers to raise prices.

The wood moulding and millwork industry faces a growing domestic and world market Since the boom years of the late '70s, the value of wholesale hardwood and softwood moulding product shipments has increased from $757 milton in1979 to $1,067 billion 1990. While inflation played a role, WMMPA members' production increased from 300,339,000 board feet in 1983 to 399,824,500 board feet in 1991.

A similar increase has been experienced in export markets where softwood moulding exports increased from 115,915,258 meters in 1989 to 422,794,599 meters in 1991. For the first six months ot 1992, shipments

By Bernard J. Tomasko Executive Vice President Wood Moulding & Millwork Producers Association

exceeded 308,95 1,000 meters.

Hardwood moulding export shipments in 1989 totaled 18,286,481 meters and in 1991 increasd, to 26,3W,96t meters. In the frst six months of 1992, shipments were ahead of last year's pace at17,l27,5M meters.

As the wodd's hardwood forests come under more pressure, foreign buyers are looking to the U.S. for products. In many cases U.S. hardwoods and softwoods are replacing species no longer obtainable from the rain forests. As foreign markets develop, shipments of U.S. producs will increase.

Even in 1991, when home building hit the skids, over 399,824,000 board feet of moulding, frames and jambs were produced and shipped. In addition, millwork producers with technologically advanced equipment and educated employees are capable of producing a wide array of other quality products. This is the message being taken to domestic and foreign trade shows.

WMMPA has embarked on a "Brand Awareness" progmm to increase sales. Members are stamping their products with the WM logo. Through a public relations and advertising program, WMMPA is telling the consumer this logo assures him quality products manufactured to highest industry scandards from renewable resources with optimum utilization of raw material.

tFhe American Wood Preservers Institute deals with I issues - mostly outside lumber treating plant and sawmill gates - that affect our ability to manufacture and sell fieated wood products.

Arkansas Gov. Bill Clinton has successfully pursued his immediate objective of getting elected president. What does his presidency mean for heated lumber markets? Not tbat much, in my view, in the sense that the stage had already been set for 193, regardless of which candidate was elected. This is generally good news.

Spring '93 will see gradual improvement in housing and related market sectors, including treated wood product sales. High hopes for "change" could translate into general consumer confidence and renewed spending. Couple this with pent up demand for housing after three weak years and we can be mildly optimistic.

The new administration will focus on key appointments in the next few months. The new Congress, with as many as 110 new faces, will be gearing up and restrucurring its agenda. The economy and health care refonn are at the top of both Clinton's and the Congressional "to do" lists. How these issues are handled will profoundly affect business.

Public opinion research, commissioned eadier this year by the American Wood Preservers Institute with the support of the Southern Forest Products Association, foundT9%o of the respondents had little or no reservations about using treated products. However, 9.8Vo of adult Americans identified concerns about public use of pressure treated wood (utility poles, railway ties, manine piling, etc.). Another l3.7Vo voiced concern about home use. This sizable and influential minority and their concems - even if based on misconceptions or misinforma-

By Ylctor E. Llndenheim President American Wood Preservers Institute

tion - needs to be addressed.

Purchasers need information on treated wood products and they expect the wood preserving industry to provide it. Understanding how the public views pressure treated wood products, educating consumers, and responding to the public's desires will be critical tro the fuhre of our industry. Negative public perceptions lead govemment authorities to conclude they must act to protect the concerned citizenry. Draconian local conroh and restrictions are based on a limited understanding of our products. In essence, their actions are based on perceptions, not hard facts. Industry's challenge is to develop and deliver answers to a public that demands them.

With the support of the indusury, suppliers and sister associations, AWPI has built an aggressive product acceptance program. Research to support our claims of safety and environmental integrity is being identified, catalogued and continued. Media accounts of our products are being monitored, characterized and addressed.

Sound product information is being disseminated tbrough numerous channels, including sawmills, treaters, users, specifiers, wholesalers, retailers and county agents. 1993 will get the word out that pressure Eeated wood is durable, safe and environmentally sound. AWPI invites you to become part of our infomtation network.

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

lilconomists are predicting an increase of about 67o in Elresidential maintenance, repair, alterations, and additions and a 4.2Vo increase in nonresidential reconsruction (repair and remodeling) for 1993.

Following three consecutive yean of decline (with a loss of almost lTVo in 1991) demand and a gradually improvrng economy should show a fairly stong gain in residential additions and alterations. Improvement in maintenance repair and major replacement categories may be considerably more modest. However, the forecast (by the US. Commerce Department and Cahners Economics) is for a 57o to 6Vo increase.

ln non-residential reconstruction, a 4.2Vo gun is forecast, based on environmental regulations and manufacturers' desires to hcome more efficient and productive with rerofit/reconstruction work in the indusrial sector.

Statistically, building permit values for residential additions and alterations were up a solid 6.97o through the first several months of 19812. In conEast' lst quarter 1992 consumer spending on residential upkeep and

improvements dropped by nearly 87o ftom 4th quarter 1991. Although consumer spending on nraintenance and repair work dropped by nearly 207o fuon late'91 to early '92, spending on "true remodeling" actually increased by 4.47o, rccordtng to economists. h the same period permits for nonresidential additions, alterations and conversions were up a modest 5.87o. Improvement was most notable in Midwest, interior south and Rocky Mountain states. The value of work in Pacific Coast and Middle Atlantic states continued to fade.

Total consuner spending on home upkeep and improvement in billions of dollars in 1991 was $91.5 and lorecast to reach $103 in 1992, $110.2 in '93 and $114.9 in'94. Other actual and projected spending: maintenance and repair, 1991, $49.8; 1992, $50.7; 1993, $54.5;1994, $57.2: additions and alterations, 1991, $30.9; 1992, $35.3; 1993, $37.9; 1994, $41.1; major replacement, 1991, $16.7; 1992, $17.0; 193; $17.8; 1994, $19.6.

As remodeling makes a slow recovery, the forecast is a change, however small, for the better. Design changes should be a consideration. Home remodeling, as well as commercial, institutional and some indusrial renovations, is tending toward raditional lines using traditional building materials such as wood windows and doors. For example, shopping center remodeling is taking on a different architecoral loolq becoming more "residendal" tian "comme,rcial."

By Robert H. Hunt President Western Wood Products Association

l\fo industry bas been more affect- ll ed by the economic slowdown than lumber manufachring in the 12state western woods region of the U.S. WWPA believes the economy is ready to rebuild, but will environmental constraints in the West allow enough raw materid (timber) to meet the lunber needs?

Short term, the answer is yes. Long term, we're looking for the final answer.

It may be more positive than we think because - strangely enoughthe world's environment will be better off if more structures are built of wood than alternative materials.

Most of the set aside is public timber - federally managed national forests or timber operated by the Bureau of Land Management. This has forced the western industry to rely on privately held forests which cannot offset the loss of production from federal lands. Nevertheless, log stocks are ample enough to meet

expected demand for the coming months. A year ago, many western mills drew logs from a variety of sources, thinking demand would be up in 1992. Since it wasn't, that raw material is available.

Look for things to tighten in 1993 especially if the economy improves. Surplus reserves will be worked down and the indusfy will be operating from limited sources of supply. When that happens, supply and demand imbalances are apt to bring volatility in lumber prices as we have seen this year.

Even at today's prices, western lumber remains a bargain. The WWPA Price Index for Douglas fir hit an all-time high of $357 per thousand board feet this April. But in 1979 dollars, the cost is only $194.

WWPA expects the nation's home building pace to climb to 1.25 milhon units in 1993, increasing lumber nerrls 4.3Vo. Repair/remodel requirements will increase 3Vo, and non-resi-

dential 3.2Vo. Overall, U.S. lumber consumption should climb 3.57o, but 1993 western production is calculated to drop 2.lvo cnmprd with 1992.

Although environmental concerns lie at the heart of the timber (and lumber) supply problems, the environment itself may be a key to the solution. The most environmentallv compatible of all building products, wood is renewable and biodegradable. Its manufacture requires a fraction of the energy needed for alternatives and it provides a continuing reservoir for carbon storage.

This pro-environmental reality is emerging as the world's markets and local building codes start "green" screening products to assure their environmental acceptance. The American Institute of Architects is now publishing an environmental resource guide for architects, designers, contractors and developers. In addition, major national retail chains arc setting environmental criteria for products. Environmental values will soon take their place in specifications.

Wood' s environmental advantages must become an integral part of natural resource planning. When that happens,,the planet as well as the forest product industies will benefit.

{lhere are strong indictors that first I quarter 1993 will see stronger sales expected to continue throughout the remainder of the year.

Many experts predict we zue entering a business climate of "permanent white water." This means we must be very skilled at not only avoiding the rocks, but also charting the course to survive and prosper through the rapids. We know the pace and impct of these rapids is accelerating and is expected to do so for the foreseeable future.

It seems there are many potential hazards as well as opportunities for those who effectively chart a @urse through these "white water" conditions. The three most compelling factors facing distribution are: the new forms of competition now appearing on the horizon, the need for distributors to provide true valueadded services to all cuslomers. and

By James M. Welr Executive Vice President National Building Material Dishibutors Assn.

the importance of asset and inventory management in deciding the success or failure of distributor operations.

A brief look at each provides clues to not only the hazards, but also to the opportunities inherent in each area. We need to assume the "white water" pressures being felt at each part of the channel are likely to increase.

wholesalers continue to compete based on enhanced service, product diversification and geographical expansion. New forms of competition, some not yet felt today, are the

challenges for tomorrow. This phenomenon is occurring because of the blurring of channel responsibilities. Examples are evident at each level in the pipeline. An ever increasing pie is required to satisfy sales pressures in an environment where the channels blur and new players venture in each other's market. In periods when the pie is not growing, staying keenly aware of the competition will allow wholesalers to avoid feeling the sting of losing customers while keeping

Ifflll the upward trend of the UY structural panel industry be maintained in 1993? We think so, even though our Predictions were developed during a period of uncertainty in the national mood preceding the November election.

Our forecast assumes the seeds of recovery have been planted and should yield further dividends in the next two years. We see U.S. strucnral panel production reaching 25.5 billion squarc feet (3/8-inch basis) in 1992,26.7 billion feet in 1993 and 27.5 billion feet in 1994. IndustrY production in 1991 was 24.3 billion feet

Our residential construction projections reflect the slow recovery scenario. Single family starts should grow to 1.1 million in the coming year, up from less than I million in 1992. Multifamily construction is expected to remain affected by the high vacancy rate nationallY and adverse lending requirements. Total housing starts are forecast to climb from 1.15 million this year to 1.25 million in 1993.

An encouraging asPect is the expectation that domestic markets beyond housing should begin contributing significantly to demand in 1993 and 1994. Conrary to PoPular opinion, consumer sPending has been improving. We look for a decided upswing in key markes like do-it-yourself. Tangible increases are also attainable in the nonresiden-

By Davld L. Rogoway President American Plywood Association

tial and indusrial sectors.

It's also evident exports will continue to grow in volume and diversity. European consumPtion of our structural panels is increasing in spite of tough tariff and non-tariff barriers. Shipments to Japan in 1991 werc 36Vo ahead of the Previous year. with the recent completion by APA and partners of SuPer House, the 3,000 square meter timber frame demonstration apartment building in Yokohama significant changes have been made in Japan's building standards, paving the way for much wider use of wood products and sYstems. Under new free trade Provisions, the market for s8uctural panels in Mexico has also been elevated from minor to potentially major status.

The one wild card affecting every citizen in the long run is the threat to our economic survival Posed bY blockbuster legislation such as the Endangered Species Act (ESA). In the western U.S. todaY, 1.2 billion

square feet of structural panel capacity is closed, though still capable of operating. About 307o of all westem mill capacity will remain unused in 1993. One of the main reasons for mill closures is the designation of millions of acres of productive forest land as critical habitat for the northern spotled owl.

Yet the owl is just one of potenrially thousilnds of species that could be utilized by extremists to achieve narrow environmental goals that, under present ESA provisions, completely ignore human and economic needs. The reauthorization of the Endangered Species Act in the new Congress provides opportunity for critically needed improvements and refinements that will save trulY endangered species without sacrificing people.

As p,rivate citizens, each one of us must call upon our publig representatives to end the ever tightening ESA stranglehold on people and communities nationwide.

By Nlcholas R. Kent Executive Vice President North American Wholesale Lumber Association

tFhere will be lots of good newsI and a few concems. The United States is poised on the cusp of a sustained recovery.

Interest rates for near term will remain attractive, and we will likely see growth in the housing sector

(particularly single family homes); 1.2 million total starts in 1993 is a distinct possibility. While not dynamic, this is an imProvement, especially when factoring in the continuing trend in increased square footage. That translates to increased

lumber consumption.

With a fill304o decline in our production capacity and the so-called environmental communitY hammering away at the forest Products industry, we are concerned about lumber prices and availability. In all probability, the laws of suPPlY and demand will kick in and could actually constrict housing growth beyond our forecast. With so many variables in play, mills and retailers alike continue to capitalize on wholesaler capabilities to provide ready access to products and to buffer swings in the market.

By Karl W. Llndberg President Southern Forest Products Association

- fust as the daily weather varies across the nation, so iJ does the extended forecast for the lumber industrv in 1993. Partly cloudy in the wesr with stonns inihe ancient forests; partly sunny in the south with a warm front continuing in southern pine producing territory. The economy renains uncerain, but we expect to get a better fix on it with the initial actions of th-e new presi dent.

The southern pine lumber industry is prepared to either ride out a stonn or rrake hay while the sun shines because for the past eight years it has diversified denand through the Marketing Marathon progriiln.

The program's key strategy is relying less on the diminished home-building martet and more on develop ment of new, value-added markets such as exports, industrial, repair & remodeling, engineered wood systems and treated residential. As a result" southern pine production has zoomed from l0 billion board feet to what may reach 14 billion board feet for 1992, during a period when housing strrts ailed off, plunging to a 46 year low in 191.

Mexico is showing enormous potential for exports of gguthem pine, and preliminary work is underway in the Middle Fast to stimulate demand. A promising furniture market is opening up, while more and better timber

Distribution Forecast

(continue d from pag e I 2 ) watch for how to serve a potentially different customer base.

Value-added services are in the eyes of the beholder. Not all customers in this new environment need, want, nor are willing to pay for the same services. Flexibility will be the key to the wholesaler's ability to serve each customer's unique requirements.

These services are value-added when the customer per- ceives them as being provided in a manner more efficient/effective than they could perforrr them for themselves or have them done by the competition. Wholesalen looking to maintain their market share and seize new opportunities will closely monitor the special requirements of their customer base and stay as close to them as possible.

Asset and inventory management have always been key management barometers. In the "white wated' environment, they can be critical, perhaps unforeseen, hazards inflicting the heaviest damage. Wholesalers cim no longer look to growth to solve all ills. Financial management and partnerships with suppliers and customers will detennine the companies that prosper in an environment of constant cbange. Study after study points to the fact that profitable wholesalers are those who consistently out-perforrr their

bridges, more marine applications and steady progress in using southern pine for highway sound barrien occur.

Development of shop grades will take advantage of fresh demand for southern pine for mouldings, panJling, window stock and other industrial uses. Ehpiricil design values based on the In-Grade Testing prbgram give southern pine advantages and we're developing a load resisAnce factor design manual to inroduce reliability-based design formulations into structural wood construction. Finally, the treated ma*ets keep booming as homeowners tum to decks, gazebos, shedsand other outdoor living amenities.

- Certainly there is competition. The lumber industry has to fight off concrete, steel and plastic, even thougl we have the environmental edge on these non-wood products, plus aesthetic and construction advantages. Competition from foreign species imported from Chile and Russia will only get stronger.

But our greatest problem is timber supply. preservationists struck first and hardest in tne Pacinc Northwest, using spotted owls, tinber sale appeals and litigation to stop harvesting notjust on public lands, but on private land as well. The same tactics are being used in the South, with the endangered red-cockaded woodpecker and a last ditch fight over the definition of wetlands.

Although the South recognizes its temporary benefit from timber supply constraints in the West, it knows it's only a matter of time before the straitjackets are fastened in--our region. We hold out hope and will exert every effort to convince the public and elected officials that wb are responsible stewards who grow, barvest and replenish trees to produce lumber, plywood anC papei the nation needs for useful products, thousands ofjobs and a healthy economy.

competition. These companies accomplish this through incremental management improvements and constant monitoring of these two critical financial measures - asset and inventory managemenl

Hardwood Forecast

(continued from page I0)

lumber. Lumter buyers in the furniture, millwork, flooring and industrial markets seem to have analyzed the concerni of both sawmillers and wholesalers in that they are doing their best to book business longer ahead. Adding up observations from these three sectors gives a clear look at the big picture.

What pressures will slow economic growth place on a trade association such as NHLA in 1993? I think we will be listening to our customers (members). Just like their hardwood lumber customers, members want us to deliver a better product in 1993, and I expect there will be some price resistance at the margin. Right now, we are stretched to the limit to deliver programs memben tell us they want: public education, legislative affairs, hardwood promotion, training programs, inspection service an4 it goes without qaying, promulgating and teaching standard grading rules. A recent membership poll showed that NH-A members believe public education (on forestry issues) is the No. I progmm the association should continue to work on.

Fir plywood

Particleboard

Knotty pine & cedar

Marine plywood

Crezon overlay

Exterior plywood sidings, hardboard

inclufing redwood, fir & cedar Hardwood lumber

Hardwood plywood (fult line) Glues

Prefinished paneling (full line) Softboard

Sheathing

How to use incentives to raise productivity

By Laddie F. Hutar, CMC President Hutar Growth Management Institute

fougher competition and tighter I gross margins make employee productivity and profitability more important than ever. Obtaining productivity is not easy. Motivating employees, creating a need or desire (to express one's talents and skills or be accepted as part of the team), is essential.

Desire for recognition (an award, certificate, commendation at an employee event, bonus, raise, promotion, etc.) or fear of having a pay cut

lncentives That Work

How do you inspire employees to maximize productivity? Dick Ledermann, Olshan Lumber Co., Houston, Tx., shares techniques used by his company.

o Cashiers are paid a certain amount for each transaction they ring up.

o Order fillers are paid a percent of total value of material they load.

O Lift operators are paid a certain amount for each truck unloaded or loaded.

a Security guards are paid a percent of value of mistakes they catch,

o Truck drivers are paid a percent of value of material delivered.

o Salesmen are paid totally on commission with a flat percent of sales plus a bonus percent on high margin items or items the company is trying to move.

O Specific dollar bonuses are awarded to first, second and third place winners in weekly sales contests.

a Free lunch certificates are awarded on the spot for exha effort in job performance.

o Profit sharing.

a An experimental program based on reduction of inventorv sbrinkage.

or being assigned tro a lower level job are both motivators. To create effective incentives, managers must understand individuals have four basic needs: emotional, psychological, financial and social. This means incentives must make them feel good, reward them psychologically or financially or give them recognition among their peers.

The best incentives are tailored to stimulate and excite an individual io positive action. Example: an avid fisherman can be interested and motivated by an award tied into his hobby. On the other hand, a shong family person with small children can be equally motivated by a $5 or $10 McDonald's certificate. Incentives, like any other management tool, must be understood and used properly to be effective. An incentive program with weak appeal or interest will fail.

Incentives can be short term or long tenn. They can be programmed into a slore progrun to increase sales, reduce waste or funprove productivity or they can be varied and spontaneous to recognize achievemenl The same incentive used year aftet year loses its luster, especially if it is expected and received without outstanding effort

Money is an excellent incentive. Usually tied o a specific goal, a sales target" a number or dollar imount, it should be predetermined with the employees lmowing what they need to accomplish in order to receive the additional compensation. The award can be a bonus, a commission or a raise.

Financial incentive programs range from simple to sophisticated. Research, analysis and evaluation can make them attractive to the persons involved and affordable for the company.

Non-financial incentives vary

greatly depending on the level of the job and what the employer is trying to accomplish. Some perks, such as uniforns, personalized shirts and caps, annual picnics and holiday parties, are offered to build a positive relationship between employer and employee.

To be effective, an incentive must relate to the importance of the employee's contribution to the company. For example, if unifomrs are furnished, an insignia designating the number of years the employee has been with the company or merit badges for cus0omer service citations or outstanding achievements can crcate pride and be important to the wearer. A bulletin board, often at the front of the store, can become a motivator if it displays narnes and pictures of employee of the week, month,

Story at a Glance

Use incentives to increase productivity and profitability ... ways to tailor awards to individuals, catch their interest and desire to participate.

quarter or some other period of time.

Gifts, trips, dinners, an afternoon or day off can be successful incentives. Certificates, awards, a letter of appreciation or recognition at an employee dinner are other effective motivators. Announcement of the awards in the company newsletter or the local paper increases the motivation.

With thought and efforr it is possible to create a motivational program that rewards both the employee and the store, but recognizes everyone marches to a different drummer.

flespite economic downturns, engilJneered lumber products (ELP) will continue to gather greater market share over the rest of the decade.

A large part of the growth will come in the repair and remodeling market where expenditures could climb to over $100 billion by the end of the 1990s, George Carter, George Carter & Affiliates, forecasts.

Lack of knowledge on the part of builders, architects and re0ailers is about the only negative seen ahead for ELP which includes wood I-beans, laminated veneer lumber (LVL), glulam beams, parallel strand lumber (PSL) and parallel chord trusses. Increased consumption of all ELP except wood I-beans is anticipated.

Story at a Glance

Opportunities in engineered lumber products market will continue to climb $100 billion possible by end of decade Consumption will increase for all ELP except wood l-beams which will be replaced by parallel strand lumber. This decline can be attributed to the expected growth of PSL. LVL use will stablize and remain constant through 2000.

Although these products offer many advantages to both builders and homeowners, such as quiet floors and ease of installation, they remain obscure products in the minds of some. Carter tells the story of talking with one retailer who insisted that the laminated ven@r lumber he sold was calledplywood.

Fducation of those in the market place is factored into the expectation that ELP sales will increase approximarely 160% by the end of rhe decade, the equivalent of an additional I billion linear feet of product. Anticipating the demand for wood building products in new housing and R&R nurkets, Carter's company will update its ELP study in 1993.

Qucstions about the ELP markct can be directed to George M. Carter, president, George Carter & Afriliates, 767 Park Ave., Oradell, N.J. 07649, (201)265-7766 - editor.

Engineered lumber products: what to expect by the next century

REIAILERS must educate lhemselves, their staff and customes on the advantages of engineered lumber producls in order to achieve the use figures proiecled for the remainder of the decade. Growlh has been consislent sincs 1988 and is ex-pecied lo'continue as more builders and archilects, especially thoee in the remodeling induslry, leam more aboul engineered products.

NEWS ERTEFS

Both Eagle Hardware and Garden and Al"lanta. Ga.. based Home Depot denied rumors that Home Depot may buy the Tukwila. Wa.. chain ... Home Depot has selected sites in Tukwila, Federal Way and Issaquah, Wa., with stores under construction in Tacoma and Seattle

A branch of Cltirtook Lumber Inc., Snohomish, Wa., opened in North Bend, Wa., 15,000 sq. ft. warehouse, 3,500 sq. ft. for retail and yard, Eric Fritch owner Hadlock Building Supply, Sequim, Wa., moved into a new 6,400 sq. ft. store with managing partners Joe Lovato and Morris James converting the old facility into a receiving area, stock room and warehouse

BMC West is expanding its Idaho Falls, Id., location, adding parking and enlarging the door shop, and moving its Murray, Ut., truss plant to Salt Lake City, Ut., where they are combining a building materials center, truss and door shop in one location

Supply Ane Super Home Center opened in a vacated Pay 'N Pak building in Albany, Or., hiring many former Pay 'N Pal< employees including store mgr. Eric Herzberg

J &J Building Supply, St. Gecrge, Ut., is adding a new 28,000 sq. ft. sales floor ... Kihe True Value, Maui, Hi., used a helicopter to deliver generators to Kauai after Hurricane Iniki and has set up a temporary lumberyard on the island ...

Intermountain Millwork, Inc., Boise, Id.. moved into a new facility at 5475 Gage St., adding more warehouse capacity ... Cascade

W hole s ale H ardw are, Ontario, Ca., closed ... Two suspects were anested and $3,000 recovered folIowing an armed robbery of a Builder's Emporium, Orange, Ca.

Deschutes Pine Sales, Inc. added a new warehouse at their Bend, Or., Hq. ... Bear Forest Products is consolidating its offices and warehouse facilities at a larger site,2929 Kansas Ave., Riverside, Ca. ...

Allweather Wood Treaters opened a distribution center in Tacoma, Wa., providing a complete line of treated wood products, Rick Danielson gen. mgr. N ie d e rmeye r- M arti n, Portl and, Or., sold Plywood Components, Albany, Or., to employee managers John Nolen, Stan Andrews and Ken Coleman ...

Mid-Pacific Trading Co., which exports panel products and sells dimension lunber and panels, has moved to a new warehouseloffice facility in Rancho Cordova, Ca. Exotic Woods, /nc., Carson, Ca., moved to Torrance, Ca., to share storage space with Plywood Manufacturers

Hampton Re sourc es, Portland, Or., acquired a sawmill and planing mill in Pollok, Tx., from Precisiort Lumber Co. (see story p. 36) Angelus Block Co., Los Angeles, Ca., acquired a 27 acre lumber yard in Glendale, Az., from O'Malley Lumber Co., Phoenix, Az., for S1.2 ndllion ...

Eugene. Pacdic Forest Products is a new wholesale firm opened in Eugene, Or., try Dean Hague, George Hewitt and Mike Beard Stimson Lumber Co. has given a 60-day notice for a potential shutdown of its Miller Plywood olant in Merlin, Or. ...

Baxter Woodworking Machinery, Industry, Ca., is now North American distributor for Seibu Itd., Nagoya, Japan Kwikset Corp., Anaheim, Ca., is sponsoring the National Police Officers Association of Americab scholarshipprogram...

Weathervane Window Co., Kirkland, Wa., Eagle Hardware and Garden, Tirkwila, Wa., Aloha Airlines and Boeing cooperated in shipping a donation of more than 100 windows to Kauai. Hi.. to help rebuild homes destroyed by Hurricane hiki ...

Nntional Wholesale H ardware Association and the American Wholesale Hardware Association will officially merge on Jan. 1 (see story p. 27) Clay Rossman has cstablished southern oregon Fasleners, Grants Pass, Or., servicing So. Or. and No. Ca.

FibreForm, Los Angeles, Ca., is expanding imports of radiata pine into North America for millwork and moulding mfr. New Zealand has replaced the U.S. as the leading sawn wood supplier to Australia ...

National Gypsum said preliminary vote estimates favor a company plan to emerge from Chap. 11 bankruptcy, but a committee proposing a competing plan will probatrly challenge the results in coun...

Home Depot 1nc. posted its 27th consecutive quarter of record results with sales up 41Vo in the third quarter

A new program to accredit and monitor quality control agencies inspecting and analyzing pressure treated wood products has been approved by the American Lumber Standards Committee which is accepting inspection agency applications (see story p. 39) ...

Housing srarts decline d 1.lo/o in Oct. (latest figs.) to an annual rate of 1.229,fi)0 after three months of increases ... Single family starts rose 0.7Vo to the highest level since Feb.; multis dropped 11.8Vo building permits for fuhre construction increased 1. I 7c.

CALENDAR

DECEMBER

Spokane Hoo-Hoo Club - Dec. l0r Inland Wood Specialties tour & dinner, Spokane, Wa.

Portland Wholesale Lumbermen's Assoclation - Dec. ll, Cbristmas party, Red Lion Inn-Lloyd Center, Portland, Or.

Kltchen & Bath IndustryAilest - Dec. 11-13, show, Anaheim Convention Center, Anaheim, Ca.

Los Angeles Hardwood Lumberman's Club - Dec. 12, Christmas party, Hilton Hotel, Whittier, Ca.

Seattle Hoo-Hoo Club - Dec. 14, Christmas party, Bellevue, Wa.

North Cascade Hoo-Hoo Club - Dec. 15, Christmas party, Everett Golf & Country Club, Everett, Wa.

Phoenlx Hoo-Hoo Club - Dec. 15, Christmas party & golf, Oakwood Counky Club, Sun Lakes, Az.

Roseburg Hoo-Hoo-Ette Club - Dec. 15, Christmas pot luck & gift exchange, Roseburg, Or.

Tacoma-Olympla Hoo-Hoo Club - Dec. 15, Christnas party & ladies night Tacom4 Wa.

JANUARY

Tacoma-Olympla Hoo-Hoo Club - Jan. 5, Tacoma Rockets hockey night, Tacoma Done, Tacoma, Wa.

Hardware Wholesalens h". - J"o. 8-9, winter buitding products market Dolphin Hotel, Orlando, Fl.

Cotter & Co. - Jan. t-12, winter lumber conference. Buena Vista Palace Hotel, Buena Vista, Flt

Natlonal Housewares Manufacturers Association - Jan. 10-13, international housewares show, McComrick Place, Chicago, Il.

North Cascade Hoo-Hoo Club - Jan. 13, beer & crab feed. Mt. Vemon Elks, Mt. Vernon, Wa.

Seattle Hoo-Hoo Club - Jan. 14, crab feed, initiation & past presidents nite, Mercer Wood Shore Club, Mercer Island, Wa.

Spokane Hoo-Hoo Club - Jan. 14, Past President's Night & initiation meeting, Spokane Wa.

Mountaln States Hardware & Implement Assoclatlon - Jan. 14-17, annual meeting, Arlington, Tx.

Inland Emplre Hoo-Hoo Club - Jan, 15, initiation/golf tournament, Indian Hills Golf Club, Riveriide, Ca.

Single Ply Rooflng Institute - Jan. l6-lE, annual conference, Sheraton El Conquistador, Tucson, Az.

Coast to Coast - Jan. 16-19, Oregon Convention Center, Portland. Or.

Unlted Hardware Distributlng Co. - J"n. 18-20, buying market, Casbman Field Center, Las Vegas, Nv.

Phoenlx Hoo-Hoo Club - Jan. 19, golf outing, Foothills Golf Club, Phoenix. Az.

Amerfcan Hardware Manufacturers Assoclatlon - Jan. L9-21, hardlines technology conference, Infomar! Dallas, Tx.

Western Wood Products Assoclatlon - Jan. 19. district meetings, Airport Sheraton, Portland, Or., and Coeur d'Alene Resort, Coeur d'Alene, Id.; Jan. 20, Riverbouse, Bend, Or., and Valley River Inn, Eugene, Or.; Jan. 21, Host Airport Hotel, Sacramento, Ca., and Regishy Resort, Scottsdale, Az.

Black Bart Hoo-Hoo Ctub - Jan. 20, Industry Night, Broiler Steak House, Ukiah, Ca.

Humboldt Hoo-Hoo Club - Jan. 2t, annual crab feed. Eureka Inn, Eureka, Ca.

Shasta Cascade Hoo-Hoo Club - Jan. 22, initiation meeting, Red Lion Inn, Redding, Ca.

Maki ng the most of floor t i m e l*r^:u$f,s".ui"",,,n"

I\IOW you have bulldozed paper I lwork with the suggestions in my last article, you cirn spend 80-907o of your time on the sales floor.

Start by getting to work 30 minutes to an hour before the store/yard opens to organize the day. Plan to do the toughest papenvork first and the least important last. Pull out anything that can be covered on the sales floor ano check your calendar for notes pertaining to the floor. With these on a clipboard, head out into the store.

Let's assume you have the following standard operating procedure for the store/yar( no matter the size. The

unit is divided so every employee (including sales desk staff) has an area to cover with desk people having smaller areas. Each person is responsible for reporting out of stocks, maintaining cleanliness, replenishing warehouse goods, etc. With this method, you can determine who is getting the job done and who is not. Assign yourself a different area to check each day.

Make a quick floor tour before the store opens, look for and note obvious problems. Greet the crew. If any are visiting instead of taking care of assigned areas, point out the glitches.

After a few reminders, they will be getting ready for customers.

Just before opening, head for the front door. Depending on how busy openings are, have other staff there. Greet everyone coming in. Use their name if you know it. If customers want to talk. listen. Make them feel you are genuinely glad they came into the store.

Next make a quick tour to make sure all iueas are covered. No one should be in the warehouse or stockroom at this time. Now it's time for coffee and the office. Write quick notes on the glitches and warts observed on the floor and ask the secretary to get them to those responsible for the cures.

Tackle the two toughest tasks for the day, finish them and return to the floor. If customers are waiting or wanting while the help is doing stock work, visiting or lingering in the warehouse, remind salespeople to "Please help a customer in aisle l*-." If this happens often, be less polite and more pointed.

Go to the aisle scheduled for review. Check for full end caps, well displayed and signed to grab tle customer's eye. Check several sections or bins. Are the adjacencies mrrect?

Is the merchandise displayed so that it is user friendly? Keep those two words in mind.

Storv at a Glance

Ways t-o work smarter, not harder procedures to keep store operating efficiently, employees on their toes, customer service at an all time high.

No one should have to get on his lmees or stretch to reach merchandise. Signs in front or next to each item are to inform, not hide. Stock underneath. Put accessories close to categories requiring them. This is what I mean by adjacencics and user friendly.

Spend an hour or two each day on reviews (except on the busiest days when you prowl the floor) and you'll cover the floor two or three times a year. Schedule your staff to help when you are sure they lrrow what to look for and accomplish.

Alternate between the office and

floor. Check on yesterday's gttches. Ask the customers if they are being taken care of, finding what they want happy with the service. (Be prepared for some nasty answers.) Since paperwork will take different amounts of time each day, the crew will never know when you will be out on the floor.

If you don't have time to finish the final paperwork, put it in tomorrow's file. Tasks will rise to the top if important or become trivial and be thrown away.

Never make floor time look like a witch hunt or inspection. Everything you do or say should be customer oriented and discussed as a customer function. Without making direct references to what employees need to do, you will step up the pace. Learn to discipline yourself to be productive. Never become a robot or martinet. Work smarter, not harder.

Housing Will Lead In 1993

Housing will lead construction in 1993 with the single family sector slated to grow to 1,050,000 units, a 9Vo gun, F. W. Dodge forecasts.

Strongest regional gains will likely be in the south central area which has demonstrated consistent growth in recent years, and the south Atlantic, spurred by rebuilding in the wake of Hurricane Andrew. Deferred demand from the 1990-91 downturn and the uneven 1992 rebound is expected to account for the increase.

Alaska Store Embezzlement

Michael A. Buza" forner president of Spenard Builders Supply, Juneau, Ak., was charged with embezzling nearly $100,000, lhe Juneau Empire reports.

State prosecutors claim he wrote checks totaling $96,496 on the conpany's general account between March 1988 and Apm 1992 and charged him with one count of first degree theft. Officials said he has cooperated with investigators and repaid part of the money.

After 19 years at the company, he resigned three months ago when officials discovered checks had been written for cash, goods and services not for the company, Diane O'Gonnan, an assistant district attomey, said.

Galloway, president of Hood Industries, Inc., Hattiesburg, Ms., said that although industry exports declined last year, "our industry is once again on pace to match or exceed the record mark of 1990. And I believe we are poised to make quantum leaps throughout the balance of this decade and beyond."

APA Annual Looks Ahead

Optimism characterized the American Plywood Association's 56th annual meeting.

Chainnan John Galloway and president William T. Robison acknowl-

edged profound challenges facing the industry, but both sounded a distinctly optimistic note about future market demand and long-temr prospects for industry growth.

Robison reaffirned his faith in the prospects for industry growth, provided the industry continues to invest in aggressive marketing and remains united through its association in addressing issues and crises. He also updated the membership on APA's multifaceted response following Hurricane Andrew in south Florida and Louisiana.

This was his last major speech to the industry before retiring Nov. l. David L. Rogoway, vice president, marketing, has succeeded him as president.

The APA annual meeting was held jointly with the Southern Forest Products Association in Nashville, Tn., Oct.12-13.

APA ANNUAL: (left to right) Don Glass, Judy &

David Rogoway, CecilSibley, John Shealy.

Washington State's Long Beach Boardwal k,..Tourist Attraction And Environmental Goup

I ONG Beach. Washington, boasts b the first ocean-beach boardwalk in the Pacific Northwest and sets environmental precedents. The boardwalk is the result ofcareful design, engineering, and construction guaranteed to protect the fragile dunes and dunegrass boarding the picturesque shore. The boardwalk weaves in and out for 2,300 ft., following the natural contours of the precious dunes. Although it took just three months to construct, the Long Beach Boardwalk was five years in the planning, according to Nabiel Shaw, Project Coordinator.

Aptly named, Long Beach lays claim to the world's second longest white sand beach, 28 miles in length, and is located on the southwest corner of the Long Beach Peninsula where the Columbia River meets the Pacific Ocean.

Aesthetically pleasing, the Long Beach Boardwalk immediately gamered the unabashed support of townspeople, tourists, and environmentalists alike. This was an interesting occurrence, as the Pacific Northwest is perhaps among the most sensitive of areas to the compatibility of the environment and the ecosystems, according to Dick Theil of Gray & Osborne, Inc., Seattle and Yakima, WA, Consulting Engineers for the project.

"This unusual and automatic acceptance of the boardwalk by the public was a most interesting part of the project," Theil said. "Initially there were fears that the boardwalk would be too imposing and interfere with the skyline. However, the feedback was positive after people saw the boardwalk was not obtrusive, was rugged looking, and fit right into the environment."

Theil said the wood chosen for the project was Douglas fir and the wood preservative treatment recommended by Gray & Osborne was Chemonite@ (ACZA - ammoniacal copper zinc arsenate).

"We specifically mentioned Chemonite because we were lookingfor a 50+ year life for the boardwalk," Theil said. "This is a particularly corrosive environment with a lot of salt water, sand and salty winds. Generally we

would not specify a tradename but in this case we did. Chemonite is pretty popular here in the Pacific Northwest."

The Chemonite-treated lumber was

supplied by the Wyckoff Company, Seattle, WA, to the building contractor, Quigg Brothers McDonald, Inc. of Aberdeen, WA.

For over half a century, Chemonite has provided unparalleled protection of Douglas fir, and other hard-to-treat wood, against

Remodeling Spending High

Residential remodeling and repair expenditures were at an all-time high in second quarter 1992 ata$124.7 bitlion seasonally adjusted annual rate, up 35Vo from the estimated $92.4 billion first quarter.

Major replacement spending, such as re-roofing, residing and new furnaces had the greatest surge, rising 897o. Maintenance and repair rose 39Vo and additions/alterations llVo in DeparUnent of Commerce figures.

Robert Sheehan, consulting econo-

The

mist for the National Association of the Remodeling Industry, agrees that residential remodeling and repair expenditures have improved but questions the estimates, believing the frst quarter too low and second quarter 0oo high.

Although expenditures will continue to improve, there is no reason to believe a boom is underway, he said. Second quarter numbers are most likely to be revised downward

How To Reach New Congress

forest products"

The National Forest Products Association has introduced a new government affairs program aimed at reaching the 122 newly elected members ofCongress.

Unveiled atNFPA's annual meeting in San Diego, Ca, Conact93 provides profiles and addresses for all freshman members, committee infonnation, incumbent group ratings and infonnation on grassroots involvement in the political process.

Participants are also being sought to make visits to all the new Congressmen in their home districts.

Fremont specializes in a large inventory of high quality Douglas fir boards, dimension, long lengths and timbers shipped from select mills in British Columbia, Oregon and California. We &r€ constantly 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.

"Your quality supplier of - whol^esale

CONSTRUCTION will begin in January on the fifth HomeBase in San Diego County, Ca,, and the first in the cily of San Diego. Opening of

Punched Patron Beats Depot

Home Depot has been ordercd by a jury to pay $1.25 million to a shopper punched in the throat by an employee, according tD the Daily Breeze.

Bill Abbott, 48, testified the 1989 attack inside the Long Beach, Ca., store left his right vocal cord paralyzed, giving him a hoarse and breathy voice. Doctors warn he may lose his voice entirely, he said.

The argument erupted after the employee told him they didn't stock a certain sliding glass door and Abbott sought out a manager to fmd it. After being criticized by his manager, the employee began to walk away, but then turned around and struck Abbos in the throat. Abbott was hospitalized and the clerk arrested, convicted of battery and sentenced to three months in jail.

Abbott said he rejected settlement offers from Home Depot of $35,000 before the trial and $225,000 before the case went to the jury. Home Depot attorneys contended in the trial that Abbott stafied the argument and that the worker was not acting within the scope of his employment when he hit him.

G-P To Build New OSB Plant

Georgia-Pacific is making preparations to build an oriented strand board (OSnl manufacturing plant on 300 acres near Lynchburg, Va

North of Brookneal in Campbell County, the new plant will augment the Skippers,Va., OSB plant and the South Boston, Va", particleboard plant.

Hardware Association Merger

National Wholesale Hardware Association and the American Wholesale Hardware Association will merge Jan. I with a yet to be decided new name.

Snith, Bucklin & Associates, Chicago, Il., will manage the new wholesale trade organization with Glen R. Anderson as managing director. There will be approxinately 92

the $16 million, 120,000 sq. fi. warehouse slore with 25,Ct00 sq. ft. garden shop is slated for summer of 1993 as pail of a 45 acte master'

wholesale fimt members.

One of the first activities will be co-sponsorship of the Hardware Indusry Convention March 14-17 ar Marriott's Marco lsland ResorL Marco

planned proiec{ at lilerstate 805 and Clair+ inont Mesa Blvd. The slore will employ 200 people and catry about 30,000 different items.

Island, Fl. The annual fall North American Hardware Convention will be dropped with the annual meeting of the new group held during the spring convention.

aving Trouble FindinA

We Offer:

Douglas fir and Hem-fir:

KD Dirnension

2x4-2x12

KD Clears

Sales Contacts:

Mike Mackin

fohn Spaulding

HANEL LUMBE

P.O. Box 185

Odell, OR 97044 (5O3) 35+1297

FAX 50535+2804

wlse use management

MC-15 (Moisture Content not to exceed 15%) Select

Structural High Grade Cuttings

Ship by Rail, / LTL, Mixed Loads

First ACQ Use In West

The installation of a new wood roof over a 1.2 million gallon water reservoir in Glendora, Ca., marks the first commercial application of ACQ Preserve treated wood in the westem U.S.

Treated by J. H. Baxter & Co., ACQ is the flrst waterborne preservative for pressure treating wood to garner the EPA's "General Use" label. Since it contains no EPA restricted pesticides, it dramatically expands the variety of applications for treated wood in areas restricted by environmental concems.

Without previous treatnent, the Gladstone Reservoir's existing wood cover had become termite infested. Yet California State Health Dept. officids and the EPA were at odds over what was allowable in this application.

They discovered ACQ, and approvals reportedly sailed right through compared to approvals for other products used in incidental contact with drinking water.

Because ACQ contains no arsenic, chromium or other EPA restricted pesticides, worker safety was easier to monitor. ACQ treated wood can be handled the same as untreated wood of the same species.

lts unique anmoniacal copper quaternary composition is said to improve its effectiveness in preserving some hardto-penetrate wood species such as Douglas fir, the preferred species in the Glendora project. ACQ reportedly accepts paint readily without any special preparations and has tested equal or better to CCA and ACZA in resisting termites and fungi.

Kitchen Cabinet Styles Ghanging

The fruitwood warm browns tied with tan-honey finished cabinets, together comprising more than half of all wood kitchen cabinets displayed at a recent furniture market, according to a survey by Northwest Hardwoods.

Of cabinets displayed, 5.4Vo were oiled oak or walnut tones, l4.2vo light brown, and 8.9Vo bleached-frosted look, dropping ftoml2Vo since January. Contemporary styling fell to 45.4Vo from 677o a year ago.

Red and white oak climbed from l5.7Vo to 2l.4Vo, and the close grain woods of cherry, maple, alder and birch each increased frwr6.3Vo ta t0.7Vo. Pine fell from7.8Vo la 5.44o. Other wood species, including ash, Italian poplar, beech, pecan and teak, picked up the slack at8.9%o.

GROUND.BREAKING firsl application of ACQ Preserve in the West was lhb new wood cover for a huge water reseruoh in Glendora, Ca.

For nearlyhalf a century, Hanel Lurnber Co. has prornoted an envirorunentally sound image of ttre forest products . industy through multiple Iesourc€

Wood Hunters Salvage Secondhand Lumber

In an age of rising green lumber prices and diminishing supply, some companies are getting into recycling. Lumber recycling.

Common sources are old wooden barns made of fine grain hardwoods due to be torched to clear the site or old wood hauled away from residential yards to be dumped, landfilled or chipped.

Using band mills and metal detectors, wood hunters can cut barn beams, yard trees and other waste woods that a regular sawmill wouldn't risk because of possible nails embedded in the wood.

Into the Woods, Petaluma Ca., was founded by David Farson, furniture maker Wyatt Renk and David Downing, owner of Domestic Hardwoods, to salvage and remill used wood.

Faison scouts California and Oregon for logs cut by utility companies or other land clearing operations, trees deteriorating in forests or wood earmarked for waste. A specialty is finding and remilling local woods as substitutes for exotic tropical species. Black locust looks, feels and lasts like

teak. Acacia can double for rosewood, and black acacia for koa.

Products are also made from many local woods not normally used in woodworking, like apple, plum, olive and eucalyptus. Avocado is treasured especially if it dies of a fungus disease, which puts attractive black streaks in the wood.

"We thought at first that if the market demand was there, we might run out of wood in a hurry," Faison said. "But nothing could be further from the truth." Actually, Into the Woods could run its business just from wood it picks up from firewood suppliers or from walnut- and almond-orchard cuttings.

"There is just an incredible amount of wood being thrown away," he said. "A business like ours could support itself in every town in Northern Califomia."

Most of the wood goes into fine furniture, but lower grades and smaller scraps are used for butcher blocks and cutting boards. Some can be marketed for trimwork, cabinetry, windows,

doors and flooring.

Because of its hardness and durability, eucalyptus makes good flooring, but has to be seasoned and milled properly so it doesn't crack or warp. Smaller salvage operations can take the time to mill such woods to their best advantage and accentuate the beautiful grains.

Into the Woods recently began salvaging wood from old buildings. For a client building a Japanese-style custom home, they dismantled a 70 year old mill and resawed tle 14"x14" beams of white cedar, a now rare wood prized in Japanese temples and coffins.

Jefferson Lumber Co., McCloud, Ca., was started a yeru and a half ago by Richard McFarland and Erica Carpenter to fesaw wood, usually old growth Douglas fr, from old mill timbers by special order.

To add value to their products, they did historical research and created a hand-out brochure about the strucores

(Please turn to Page 35)

TI{E BEST, FOR TTrE BESq FROM TTIE BEST

Quick Quotes for'gg

A random samplinq of ideas and opiniots

By this time next year, "the economy should be in a solid recovery - one that should last at least for another tbree or four years."

Richard F. Hokeson Economist

Donaldson, Lufkin & Jenrette Securities Corp.

"The recent spurt of post-hurricane rebuilding in Florida and Hawaii wasn't enough to pull the (construction) industry out of its slump."

Douglas P.Ilandler Econometric Analysis Manager Dun & Bradstreet Corp.

"I just hope that he (Clinton) and his Democratic cohorts in Congress remember that only the private sector ciur create long-tenn, survivable jobs."

James L. Vincent Chairrran Biogen Inc.

"Yes, things are improving, but there are still patchy spots."

Rosalind Wells Economist NPD Group

"Higher int€rest rates in the near term will impede the recovery in the interest sensitive housing sector. However, a revival in income growth (which will occur in 1993) and/or a more upbeat consumer will push the housing market from the 1.20-1.25 (million) levet to the 1.30-1.35 (million) level by mid-1993.'

Resource Information Systems Inc.

"I wouldn't say we should bring out the party horns and start celebrating (refening to cunent retail sales figures)."

James Chessen Chief Economist American Bankers Association

"If you don't feel crazy, you're not in touch with the times!"

Tom Peters Author of /.iberation Managemcnt

"It is essential that the bank loan markets be restored to a semblance of vigor if adequate financing of overall growth is to re-emerge."

Alan Greenspan Federal Reserve Chairman Washington,

D.C.

"The economy will grow l.2%o in the current quart€r and c91ti13e..to rise slightty in 1993, wirh first quar-ter growth of 2.3Vo;'

The Congressional Budget Oflice

Washington, D.C.

PERSONALS

Bob Harrlngton is a new sales rep for the Phoenix, Las Vegas and El Paso territory of Mallco Lumber & Building Materials, Phoenix, Az., according to Rich Bilby.

Roy Doe is a new trader at Neely Nelson Lumber Co., Medford, Or., according to Bob Nelson.

Satoshl Kobayashl is a new international div. intern at Weathervane Window Co., Kirkland, Wa.

Jack Rowan, senior v.p., Fumran Lumber Co., and his wife, Judy, recently hosted a golf outing followed by dinner and bridge at their home to honor Jlm and Margaret Mundell on their retirement from Mountain Fir Lumber Co. after the last company mill closed at Independence, Or.

Slmon Gonzales has retired from Ganahl Lumber Co., Anaheim, Ca., after 38 years in the lumber business, the last 28 with Ganahl.

Dennls Orem, Jerry's Building Center, Eugene, Or., has been appointed to the Home Center Institute's board of directors, replacing John Markley, Pay'N Pak, who resigned.

Btll Hoglund has joined Nickerson Lumber & Plywood, North Hollywood, Ca., as intemational sales mgr.

Steve Chattler has been named pres. of Exotic Woods, Inc., Tonance, Ca. Ann Chattler is now v.p., and Std Chattler, sec./treas. New to sales: J. R. Rothanzl, San Fernando Valley, and Gregory Lavoie, Orange County. Ken Thlm is now covering L.A.

Ernle Magaia has joined the sales tean at J W Door Co., Van Nuys, Ca.

Melvln F. Valentlne is new to Toto Kiki USA, Orange, Ca., as regional sales m8r.

Tlm Dale has been promoted to mgr. at Lumbermen's, Coupeville, Wa. Tim Borg is now mgr. in Clinton, Wa.

Jlm Murk has joined Medallion Millwork, Marysville, Ca., in sales.

Blll Jones, Pacific Lumber Co.'s So. Ca. sales mgr., is now working out of Mission Viejo, Ca., following the closure of the Costa Mesa. Ca.. office. Cheryl Bahneman has hansferred to Mill Valley, Ca., coordinating mill sales with Jones.

Denny Curran, Evergreen Lumber & Molding, Orange, Ca.; his brother, Dwlght, DMK Pacific, Fremont, Ca., and about 100 family members and friends recently celebrated the 80tb birtbday of their father, Frank Curran, Jr., of the old Frank Curran Lumber Co., which once had four Orange County, Ca., retail yards.

Franclne Denton has been named mktg. services mgr. for James Hardie Building Products, Fontan4 Ca.

Steve Comer, Empire Building Materials, Bozeman, Mt., recently returned from a pheasant hunting hip in North Dakota, where there reportedly are very few pheasant remaining.

C. C. "Smokeyrr Pittman, pres., Portac, Inc., Tacoma, Wa., has retired after 35 years in the business.

Bob Cash is now handling western plywood sales for Seven D Wbolesale.

Mike Morrissey, sales mgr., Rosboro Lumber, Springfield, Or., has retired after more than 30 years in the busi ness, the last l8 with Rosboro. John Dtmellng has taken over mill sales.

December 1992

Wllllam Patterson has been named pres. of HomeBase, Fullerton, Ca., succeeding James Halpln, who returns to parent Waban Inc.

Ron Robblns, Robbins Lumber, Fontana, Ca., has been elected pres. of the Inland Empire Hoo-Hoo Cub' V.P. is Don Gregson, Capital Lumber, Chino; sec. Rlck Deen, Nicbols Lumber, Baldwin Park; treas. Pat McCumber, Rim Forest Lumber, Rim Forest, and board members Mike Monaco, All-Coast Forest Products; Mike McClaurY, Suverkrup Lumber; Davld Talt, Nichols Lumber; Jeff Mlller, Weyerhaeuser, and Kelly Coffelt, Califomia Cascade Industies.

Dave Crozler has been promoted to contractor sales .uea mgr. for the West at 84 Lumber.

Wlllam S. Rlegel, v.p., Pacific Lumber Co., Mill Valley, Ca., was elected chairman of the California Redwood Association. Lowell D. Ambroslnl' Georgia-Pacific, Fort Bragg, Ca., is vice chairman.

George Sleet is now v.p. and sec. of the American Plywood Association, according to new pres. Davld L. Rogoway. Dennls Hardman is v.p.-mktg.; Thomas Fllnt, v.p.-standards & regulations; Mlchael O'Halloran, directortechnical services div,; Gene Zellner, director-quality services; Thomas Wllllamson, director-engineered wood systems.

Dennls Rlchardson, Oregon-Canadian Forest Products, Orange, Ca., and his family celebrated Thanksgiving in Yosemite.

Hank Noble, Noble Lumber Co., San Rafael, Ca., and his dog, Wingfield's Lucky Putney, a German short haired pointer, won 2nd place in the National Amateur Championship in Eureka, Ks.

Roger Rutan is now wood cabinet components div. mgr. for States Industries, Eugene, Or.

Glen Lowe is new to sales at Blasen & Blasen, Portland, Or.

John Loop has joined the radiata pine moulding and millwork team at Fibreform Wood Products, Rocklin, Ca., as industrial sales director.

Paul Hylbert, Jr., PrimeSource, has been elected pres. of the National Building Material Distributors Association.

Randy Johnson and Nell Nakanura are new to Forest Grove Lumber, McMinnville. Or.

Fred Caruso has resigned from the Mountain States Lumber & Building Material Dealers Association, Englewood, Co., aftet 12 years as executive v.p. to become ceo of Caruso Associates, Inc., Englewood, an association management comPany started in 1980 by his wife, Ellen. (see story P. 43)

Barbara Wllllams has joined the credit dept. at Suverkrup Lumber Co., San Bernardino, Ca. Cap Strano has left the company after 12 years.

Paul Ward, Ward Forest Products, Morgan Hill, Ca., and his son, Ron, are back from a Costa Rica beachconbing and hiking vacation.

Bob Relmer is now pres. of Western Wood Preserving Corp., Sumner, Wa

Dlck Rudlsile, Boise Cascade, Medford, Or., was reelected chairman of the Oregon Forest Indushies Council Div. of Associated Oregon Industries.

Todd Bybee, formerly of RLD Trading, is new to sales at United Pacific Forest Products, Petaluma, Ca., according to Peter Murphy.

Mlke Palmer, formerly of Rustic Woods, has joined the sales force at Martin Forest Products, Healdsburg, Ca., reports Gordy Martln.

I'red Reseburg, economic services director, Western Wood Products Association, Portland, Or., is recuperating from quadruple coronaf,y blpass surgery.

Mlke Long has closed Long Forest Products, Granada Hills, Ca., to join Precision Mill & Lumber, Burbank, Ca., as mgr.

Rex Easley is now handling truck driver training at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

(Please tltrn to page 34)

Happy

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Personals

(Continued./rom page 33)

Joanne Gllchrlest has been nemed pres. of G&L Lumber Inc., parent of Ransom Brothers' Lumber & Supply, Ramona, Ca. Joy Lauderbach is now v.p. Mlchael Parrella, Parr Lumber Co., Chino, Ca., and his wife, Brenda, are the proud parents of 7 lb., 12 oz. Ashley Lauren Parrella, born Nov. 2r,1992.

What's New With You?

The Merchant Magazine wants to lnow when you changejobs, get a promotion, take a vacation, get married, have a baby or receive recognition. Send your news to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Cu92660 or call (714> 852-1990 or fax 714-852-0231. We're waiting to hear from you.

Mark Spargo, sales rep, Snavely Forest hoducts, Phoenix, Az., and his family are back fron a vacation at Disneyland. Davld Burke is now asst. merchandise mgr. for Distribution America, reports Rob Ltebgott, v.p.-mdsg., advertising &LBM.

Erlk Bendix Smlth. eldest son of Bob Smlth, Bohannon Lumber Co., Orangg Ca., and a semi-pro soccer player with the Newport Real Lyons of the Pacific Soccer League, recently competed against rock & roll star Rod Stewart's soccer team,

Stan Frahm has left Stanline, Inc., Norwalk, Ca.

Pat Gould has been promoted to Northwestern reg, account mgr. for Dataline, covering Wa., Or., Mt., Id. and Wy. Scott Bell has joined tbe co., representing Az. and N.M.

Ernle tr'lanagan, M4ple Bros., Chino, Ca., plans to retire at year's end after 45 years with the firm, according to Rob Maple, who designated Dec. as "Ernie Flanagan Month."

Thomas P. Barnum has been promoted to vice pres. of trade sales and product development at De& Inc., kvine, Ca.

lndustry Pans Newman Films

Industry groups are on the move to battle public service announcements (PSAs) narrated by actor Paul Newman which give a distorted view of logging on national forests.

The producer, preservationist group Project Lighthawh has offered the ads to radio stations and movie theaters.

In turn, the Anerican Forest Resource Alliance warned stations that the PSAs appear to violate the Federal Regulation of Lobbying Act and advised them to either refuse to air them or give opposing views equal time. AFRA attomeys threatened to file a complaint with the FCC over "false and misleading advertising. "

The American Forest Council sent Newman a point-by-point rebuttal of his remarks and invited him to tour Simpson Redwood Co. operations.

Builders Like Recyclables

Environmentally sensitive construction products are a major concern among residential home builders according to more than 2,400 builders responding to a Dow survey on environmental issues.

Landfill costs and product recycling were cited as top issues with 32% indicating they spend between $250 and $500 on disposal costs per hone built and9%o spending more than $1000 per home.

Second Hand Lumber (Contirucdfrompage 29)

from which their wood is salvaged.

Jefferson Lumber typically purchases the wood from salvages and hauls it to its yard" where crews with metal detectors pull out the nails, the greatest factor in production costs. Two band saws then dimension the wood, mostly into timbers for home builders. Costs are roughly equivalent to what timber companies spend on green wood, but with lumber prices rising and supplies dwindling, their larger beans and timbers should become increasingly competitive.

The biggest obstacle is making demolition contractors aware of the value of lumber they normally might bulldoze into a pile and burn, chip for hog fuel or take to the landfill.

"There's enough to last as long as we want to do this," said McFadand.

BLUE IAKE FOREST PRODUCTS

Hampton Buys Tx. Mill

Hampton Resources, Inc., Portland, Or., has acquired from Precision Lumber Co., Inc. a sawmill and planing mill under construction in Pollok, Tx. Scheduled for completion early in 1993, the mill will have an annual production of 50 million feet of kiln dried southern pine for domestic and export markets.

The move is considered an initial step by the company to diversify into southern pine which is subject to fewer preservationist intemrptions and continue manufacturing growth impossible in the Northwest because of court challenges shutting off the supply of federal timber.

"While preservationists are also

Wood Supply To Open Shour

"Forest Products '93: Where Will The Wood Come From?" featuring senior executives from Georgia-Pacific, Weyerhaeuser and Canfor will launch the 1993 National Home Center Show and Conference March 2l-23, McConnick Place East, Chicago, Il.

A dealer and distributor panel is being formed to react to the messages of A. D. Correll, G-P president and c.o.o.; William R. Corbin, executive vice president for wood products, Weyerhaeuser, and Peter J. G. Bentley, chainnan and ceo, Canfor.

Several concepts introduced last year will be continued: mid-day workshops with box lunches, infonnal dealer-to-dealer breakfast or lunch

assaulting the South, about 75Vo of southem timber is owned by numerous small woodland individuals who are a much more difficult target for broad scale attack," said John Hampton, chairman of Hampton Resources, Inc. "'We are excited about reaching new markets and developing resource acquisition oppornrnities in a geographical area which is new to us."

Hampton Distribution Center has opened a new facility on Swan Island, Portland, Or., to service dealers in Washington and Oregon with lumber and plywood items. Rail service for Hampton Lumber Sales Co. will be provided by Union Pacific from the new 12 acre site, the company announced.

roundtables on business topics, and Meet The Merchants, a pre-show program for exhibitors. Advertising and management uaining seminars will be offered.

2nd Growth Movie Stars

For the forest scenes in the recent movie Last of the Mohicans, film makers cdnducted a nationwide search for a lush setting to double for the virgin woodlands of the 1200s.

The site they selected for their "ancient forests"? A North Carolina forest that was clear cut and replanted 30 years ago, reports the Western Wood Products Association.

Tools Get Smart

High tech hammers? State-of-the-art saws? 21st century tools are on the way.

Tools featuring electronics for quicker, quieter, cleaner operation may soon be replacing the traditional tools of the trade. Already available electronically enhanced levels, saws and measures also provide labor savings and the appeal ofhigh tech.

Among the latesu Porter Cable Co.'s new miter saw featuring a red laser to show exactly where the saw blade will cut. Carpenters no longer have to guess whether the blade will precisely match the desired line and often won't need to mark a line at all. It also improves safety; if the red bearn crosses your thumb, don't cut

The most successful elec8onic tool ever is Zircon's 12 year old StudSensor, which locates studs through walls by detecting variations in electromagnetic fields caused by the studs' greater density. A newer model is sensitive enough to pinpoint floor joists through floors.

Another popular electronic device, Wedge Innovation's Smartkvel, calculates how far from level something is and displays it in percent, degrees or pitch. Jobs that once took two people and three minutes can now be done by one person in three seconds.

Other smart tools on the market include electronic distance sensing devices and specialty calculators to convert inches, feet, yards and meters in either ftactions or decimals and automatically figure the angle to cut rafters in hip roofs and the height and number of risers needed for a staircase.

Some tool manufacturers, such as Stanley, don't offer electronic tools because they think the technology hasn't been perfected yet. They say they're still too difficult to use and are not accurate enough.

True, ultrasonic dis0ance detecting devices that offer 994o rccaracy aren't precise enough for carpenters cutting boards, but they're fine for real estate agents measuring rooms or estimators sizing up jobs.

The biggest barrier seems to be price. Electronic tools nomrally cost 507o to l0o7o more than their traditional counterparts.

Season's Greetings

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CUSTOIIER aooreciation BBQ al Tavlor historv of Tavlor Lumber bv manaosr Terrv Lumber Co. celebiites the second annivedary Wessirln, (4)'Bill Bowman dtands qlard ovsr at theh (1) Grand Tenace, Ca., facility. (21 theraffleprizirs. Morethan 150cusi'omersand Salesmadchef Steve Henry mans the BBO vendorsattendedlheSepl. 17evenl. (3) Roben Golding (left) is ihown the pictorial

ALSC To Monitor New Treated Wood Program

A new consensus program to accredit and monitor quality control agencies for the inspection and analysis of pressure treated wood products was approved by the American Lumber Standards Committee Nov.6.

"The new program is now open for applications from agencies who wish co be accredited and monitored for inspection of treated lumber," said Tom Seades, ALSC executive vice presiden. "This will mean that buyers, users and specifiers of treated lumber can look for the approved new quality marks. These will indicate that the products are produced under accreditation procedures developed to assure confonnity to the highest quality standards."

Applications are expected from a number of inspection agencies including Southern Pine Inspection Bureau and Timber Products Inspection. In the past treated lumber certification and inspection was carried out by two separate programs from the Southern Pine Inspection Bureau and the American Wood Preservers Bureau.

ALSC and the Southern Forest Products Association played leading roles in developing the new single overview and accreditation program, alternately serving as catalysts and conciliators as the process moved along. The new program is built on the framework of several previous efforts which failed when all parties could not reach a consensus.

The new accreditation program will provide the first unified system of quality control in the treated industry's history. Industry observers believe that the ALSC is especially qualified to lead the accreditation and monitoring for treated inspection agencies because of its history of successfully accrediting grading agencies for untreated lumber. The newly recognized quality control program is expected to enhance acceptance of treated products in domestic and international markets.

1.33 Million Housing Starts

Housing starts will stay below 1.33 million a year through 1995, Resource Information Systems, Inc. forecasts.

They project U.S. softwood lumber consumption this year ar.45.9 billion board feet, aboutT7o higher than 1991, 46.6 billion board feet in 1993 and 47.1 billion board feet in 1994.

TNT TI]NIBER

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NOW AVAltABlf: A nar'high tech" way to buy and sell lumber. TNT FAX NETWORK is easy, fast, saves you money and the TNT Fax Network gets results.

TNT's new computerized fax system provides lumber buyers and sellerc with current weekly price and availability updates. The system faxes your inquiries to almost wery U.S. West Coast and Canadian sawmill, giving your lumber needs immediate exposure.

Mills: we can fax out your offerings to over 4OO TNT customerc-

Selma Treating Co.

WHO'S ACE?: 29th annual Shasta Lumbermen's invitational golf tournamenl. (1) Ted Pollard, Steve Rvan. (2) Bob Reaoan.'Greo Keller, Jeff Nornian, Steive Hagen,' (i) garl Moore, Sid Johnson. (4) Tenv Humohrev. Ted Mathews, Bill Ban, Rbh Tipfon. ('S)CIiuOe Scotl, Rick Houk, Mitch Sievens.. i6) John Morrison, Pat Hunter, Dale Fleshmiri, Jack Jenkins. (7) Gres and Mick Winakur, (81Greo Moss,Tody-Decbilo. (9) Jack O'Bairnonl Georye Sharp, Hary Bleile, Harry Lausmann. (10) Steve Drangsholt, John Quist, Georqe Kavooras, Rick Kavooras. (11) Bill Anders, John Wall, Bob Weiglein. (i2) Stu, John & Ma* Westlake. (13) Ron Derriik, Don Porter. (14) Sam Paul, Chet Gonczbruk, Chris Schaller, Bob Burger. (15) Dale Rodekuhr, John Ferguson, Joe Bainbino, Robert West. (16) Jim Murray, Chase lsraelson, Bob 9.lpp!.erd. (!7) Angelo Qelato, John Maple.

(18)'Tim DeCoho, Ken Osborn, Joe Deriah. (1_9) Bob lvlcKean, Bruce Main, (20) Tom (19) Bob McKean, (20) Williams, Jr., Mike Massa. (21) Mark Setzer, (21) Ma* Selzer, er. Frank Pendola. Qaveseegei. (22lJefi Setzer, Pendota, Bob Proutv. The Seot. 18 loumament was Prouiy. Thd Sept, 18 toumament was tsoD Prouty. the sepl, toumamenl u played at HiveMew Golf Club, Redding, Ca.

Strippers Pulled In California

Thompson & Fonnby is removing Formby's and Red Devil brand paint strippers from the California market and paying $190,m0 to settle a lawsuir brought against it by the Environmental Defense Fund.

The brands, which contain cancercausing methylene chloride, were removed earlier this year in response to the state's anti-toxic law, hop. 65, a spokesman said. National sales are well under $5 million and there has been no similar action against the brands in other states, he added.

The Environmental Defense Fund said Thompson & Formby is the twentieth manufacturer of methylene chloride products to negotiate a settlement.

G. LYNN SHURTLIFF, Sales Manager

That's The Way The Money Goes

EPA regulations are expensive as well as vexing. With 18,000 employees and a $4.5 billion budget, they account for a third of the entire federal regulatory budget, the National Wood Window and Door Association notes.

Compliance with EPA regulations costs $115 billion a year or $1.4 trillion for the past 20 years. The average American pays $450 more in taxes and higher prices or $1,800 per family of four each year.

Estimates for completing the Superfund range from $125 billion to $1.25 trillion.

CROS$COUNTRY AID: States Industries donated a spcial run of exterior sidino for use securinq buildinqs damaged by Hurricane Andrew. The truckloid of exterior plywood leli Eugene, Or.,-bound for a distribution center in Riviera Beach, Fl.

LE1ITIERS

HUGH & I'REDDY

Until your magazine was Put on mY desk yesterday, I had not had an opportunity to see iL

Merchant Personals is a great idea. Whoever wote the last one should be congratulated. The sense of humor is wonderful. I'm referring to the October'92 issue' page29.

And you thought no one read Your magazine. I have passed this issue throughout the office and plant and all have had a good laugh. hoking forward to the next issue.

Allce E. Degraff Operations Administrator

International Homes of Cedar, Inc.

P.O. Box 886

Woodinville, Wa.98072

We're alwoys glad to welcome a new fan of Hugh Mungus and Freddy Fungus, the two most popular members of the wood products business, Fortlp uninitiated, an item about these two not-for-real charac' ters is always the final item on the first pan oftle Personals section that appears in each ksue - Editor.

THE TRUTH WILL OUT

I would like to thank you for your editorial support of the forest Products community's efforts to bring some common sense to the environmental regulatory overload that has buried a large segment of the industry. The lawsuits and protests tbat started in the Pacific Northwest are now in the Midwest and East Coast as well.

I think as an industry we are getting smarter and we have begun to stand our

gnrund, and hopefully, with the support of people like you, we will be successful in telling the truth about our wonderful renewable natural resource - our North American forest.

Ernest J. Stebblns Executive Manager

National Hardwood Lumber Association

P. O. Box 34518 Memphis, Tn. 381 84-05 18.

Mt. States Executive Resigns

Fred Caruso, executive vice president of the Mountain States Lumber & Building Material Dealers Association since 1980, has resigned to become chief executive officer

of Caruso Associates, Inc. - Association Management Services.

Active in association management for 24 years and one of the first association executives to earn the Certified Association Executive designation from the American Society of Association Executives, Caruso is an author, well known speaker and workshop leader. He has conducted statistical and membership attitude surveys for numerous associations and is founder of Association Insight Inc.,which promotes research and international understanding of the role of associations in economic developmenL

Based in Englewood, Co., Caruso Associates provides headquarters offices, professional management, meeting and strategic planning, public relations and legislative lobbying to Colorado-based professional societies and trade associations. Ellen Caruso is president.

Quick Bricks

Easy Brick, a unique system of recycled plastic bricks that is literally a snap to install, is new from Outwater Plastics.

NEW PRODUCTIS

and selected sales aids

Doors On Display

An entry door merchandising system has been developed by Cole Sewell to showcase its new California Door.

The unit includes a simulated entrv door mounted behind the Californii Door, plus a sill and brick molding.

The California Door features a solid core sandwiched between an aluminum skin, improving durability over standard hollow aluminum screen doors.

Undercover Wood

A polymer-covered wood product line offering the structural integrity and beauty of newly painted lumber without the usual periodic maintenance is new from TimberClad Technologies.

The unique manufacturing process, utilizing a cross-head extrusion die, extrudes linear low density polyethylene over kiln-dried pine lumber of various dimensions.

TimberClad never needs painting and, when installed per the manufac-

turer's instructions, carries a 10 year warranty against fading, splitting, peeling and cracking. A special ultraviolet inhibitor adds years of weather resistance to the already durable, chemically resistant polyethylene.

It is ideal for post and board fencing and other applications requiring an attractive, durable wood product. Stock sizes are 2x6xl6 and 4x4x8. Other lengths and 1x6 and 2x6 dimensions are available by special order.

It provides the look of bricks without the mess and expense of cement foundations and footings. The ultrastrong plastic material reportedly won't crack or chip due to wear or bding nailed.

The system is based upon a fullsized interlocking brick, but accepts both a ready-made interlocking topgap-bn_ck and a ready-made half-cap brick. Sturdy, attractive fences, flowel planters, interior accents and fence and sidewalk borders snap together, with no special skills required on most installations.

LSL Rim Board

The first structural building product using TimberStrand iaminat6cf strand lumber made ftom aspen has been introduced by Trus Joist MacMillan.

For use with the Silent Floor System, TimberStrand LSL rim board replaces 3/4" plywood, the material most commonly used as rim board. It uses 8' long aspen logs from which thin strands up to 12" long are cut. These strands are then bonded with high performance adhesive in a unique steam injection process that densifies the wood to produce huge billes.

It is available in a standard thickness of l-114" and in depths matching Silent Floor joists. The rim board is ripped to precise tolerances at tle manufacturing plant, eliminating field cutting plywood for rim board.

Other claimed advantages: replaces a multitude of possible rim details with a single detail for virtually all applications, speeds installation with is long lengths, comes in a solid section for a continuous, solid backing for attachment of exterior siding and decks, requires no additional filler, and enables accurate and effective nailing of floor sheathing to the rim, which increases the system's resistance to wind and earthquake loads.

Instant Stone Walkways

Walk Maker, a concrete form shaped like several different sized stones for producing pathways, patios, courtyards and other outdoor ateas, is new from Quikrete.

To build a path, the user merely places the 2 ft by 2 ft. durable plastic fonn level on the ground and fills the cavities with prepared pre-mix concrete. The form is removed immedi-

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660' Or call (7 1 4) 852-1990 or FAX 7 L4-852-023 1 Requests will be forwarded to the manufacturer. Please list product(s), issue and page number:

ately and the concrete stones are left to harden. Then the form is placed adjacent to the section just completed and the process repeated until the entire length of the path is finished. The resuli is a walkway resembling multishaped stones.

Each 2x2 section requires one 80 lb. bag of pre-mix concrete and takes only a few minutes to pour and finish. WaIk Maker can be adaPted to Produce curves, corners and different surface colors and textures.

Reformulated Wood Filler

A new, environmentally safe formulation of the popular Famowood wood filler family has been inroduced by Beverly Manufacturing.

Solvent-Free Wood Putty is designed to meet VOC and environmental regulations while still filling the

tions. Also ideal for home use, its water-based formula is environmentally safe, non-flamnable, low in odor and non-toxic.

Designed for small defects and open grain in wood, the filler is easy to use with excellent handling properties. It spreads evenly and smoothly, filling any voids in the wood completely with a minimum of shrinkage; offers excellent adhesion; dries fast; sands quickly and easily to a smooth surface without plugging the sandpaper; blends with the grain; cleans easily with water prior to drying, and can be stained with conventional oils and stains.

Because of is unique properties, it doesn't remove the prdprinted ink from the surface being filled. There are no abnasives to scratch the printed surface and no solvents to remove the ink.

It comes in 1/4 pints, pints, gallons, 5 gallon pails and drums. Its six standard colors, white, natural, fr/maple, oak, walnut and birch, will blend in with virtually any wood, moulding or paneling.

Most Uniform Lumber

Because the lumber is uniform in size, on-the-job end fitting problems are eliminated. It is made by a patented Drocess from surfaced Douglas fir in iizes from 1"x2" through 12"x18" up to 40'in length.

- Attractive and available for prompt shipment, it is custom made to exact requirements for grade characteristics and appearance value and fits standard hardware.

Trained personnel select and Process the product by hand, preventing soilage and nanOting damage nomlally associated with rough sawn products.

Accuruff lumber can be made from virtually any softwood species on one or morL fai:es including drY lumber and glulam beams.

wood product industry's production needs in plywood, cabinetry, millwork, flooring, paneling, furniture and other custom woodworking applica-

Accuruff, reportedly the most consistently uniform rough sawn lumber available today, is now available from Forest Grove Lumber Co.

Super Soaper

The Dispenser from Better Living hoducts eliminates waste, clutter and messy spills in the shower, bath, sink orkirchen.

Traction In A Box

The Merchant Magazine

ural product composed of small, irregular granules which dig into icy surfaces to provide stability. The product reportedly will not melt or harrn the environment. When walked on or driven over, it won't crush and can be swept up for later reuse.

It comes in lO-lb. pails and 50-lb. cartons.

Mouse House

A humane mousetrap perfect for animal lovers or the squeamish is available from Reid & Associates

The Smart Mouse Trap has food inside as bait to lure the mouse into the trap. The Eap door then springs shut. The mouse can be taken to a wooded area to escape by eating its way through a cracker.

The reusable trap is made of green see-through plastic.

The easy to use dispenser features multiple chambers that can be filled with up to 15 oz. of shampoo, soap, lotion, etc.; hydraulic pumps to dispense a pre-measued amount of liquid with each push of the buttons, and a scratch and stain resistant shell made of A'BS plastic.

Two and four-chamber models are available.

Safe Grip traction granules from Koos, Inc. provide a safe, non-slip alternative on surfaces where ice melters can not be used.

The product is designed for maintaining new concrete, brick masonry and exposed aggregate, which should not be treated with traditional ice melter products.

Safe Grip is a specially mixed, nat-

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Tell AllTile Booth

An interactive laser video unit showing how to select and install cerarnic tile floors, walls and counters is available from TilePak America.

A motion sensor detects shoPPers entering the aisle in which prepacked tiles, tools, trirn and pre-mixed adhesives are displayed. The unit begins showing attractive tiling projects' while an announcer invites shoppers to see how they can comPlete a similar project in a weekend using the complete Tilepak system.

In Locc Than 2O lltinutea The .BAND.ADE''

Thtna Thte. . .to. . ,Thfs TIME

Sarzrll fuys acanmulotlon of bandtng, normolly rqulre-s o spelol ffip to the londffll.

Employealnte the dornga. ond work to tmnster to dumryter or tuck' I fy mtnuies-when unpcklnginl6, raults ln thls am@, aslly stored oahnble saop, alreladry stored ln a s/eel drum Jor dlspoul-ond nle. The -Band'Adc"-Er,4r co Brry-Cocltly to b vlJhoat.

Once engaged, consumers touch clearly marked panels on the unit to see various room projects or to learn about selecting, cutting, rimming and installing tiles for various projecs. They may interrupt or redirect the program at any pornt to revlew or change segments.

Take-home how to booklets available at point of purchase review and reinforce information shown in the video.

Deck Shadows

Stylish, compact Deck Lights from Toro are trimmed in redwood and mount beneath railings and stePs.

Easv to install, the fixtures add bauty, safetY and securitY.

Seal Of Approval

Polyseamseal all purpose adhesive caulk from Darworth bonds to wood. brick, tile, foam insulation, glass: metal, plastic, ceramic, porcelain, masonry, fiberglass, cork board, aluminum and other surfaces for a varietv of tasks.

Ideal for both indoors and out the caulk resists mildew, cracking, crumbling and peeling, remains fleiible and can be painted. It possesses the adhesive qualitie-s of glue with the sealing properties of caulk.

It comes in 10.3-oz. cartridges in pure white, clear, almond, bronze, aluminum/gray, redwood and black, plus 7.6-oz. and 4-oz. squeeze tubes.

Plier Pads

_ Patented cushioning pads from pliBoots enable pliers to giip highly pollshed or sotl meials, wood, Dlastic. glass or other critical surfaces ivitnoui causing damage.

The pads easily slip on and off most plier type tools and retain their oqginal shape after use. They reportedly are-highly-resistant to teais, punctures, oil, gasoline and most solven6.

Pli-Boots are available in packages of six.

The Merchant Magazine

Toasty Towel Rails

Mirage wall-mounted and freestanding heated towel rails from A&R Metals are ideal for bathrooms, kitchens and poolside recreation areas.

COLVILIE INI}IAN PRDCISION PINE CO.

P.O:'Boi 32fu ;-Omati;WA e864i;'FAX .... ("5,0-e). 826-5,e27

Offered in electric and hvdronic units, they also provide enerly efficient space heating in cold and damp envlronments.

Available in high gloss white, almond, gray and black l" rolled steel designs, their smooth rounded corners resist cultivation of bacteria.

MuSumwood, Inc.

500 Silver Spur Rd., Suite 109

Palos Verdes Peninsula, Ca.90274

Direct tmport Sates: (910) 541_0179

FAX 31 0_541 _7297

safes From lnventory: Qoo)242-9447

FAX 310 605-0243

20940 S. Atameda St.

iiii,?ii:l;#so8lo ! (818) 330-3991

oocunroFi grHl1?:rttflr,

of

West Coast representative

Hotmes & Co. of lndiana

Lightweight Brad Nailer

A new brad nailer from Senco Products weighs only 2.3 lbs. to reportedly offer the industry's highest power-to-weight ratio, with 407o more power than comparable pneumatic tools.

surfaces. Convenient side loading enables users to change brad sizes and types without adjusting the tool.

The SLP20 drives both slighr headed and medium-headed brads in a wide range of sizes. Applications include finish carpentry, moulding and trim attachment furnitue and cabinet making and woodworking.

basement or greenhouse has been designed by Stylette.

Made of high-impact resin, the orgmizsr is solvent resistant and will not rust, dent, stain, chip or peel. It comes in gray, holds up to 500 lbs., measures 72" high,33-112" wide and t2" deep, and has ribbed construction for added strength and stability.

Every unit includes a bonus snapon accessory pack that includes two roomy storage bins, two strong utility hooks, a tool holder and a paint brush holder.

Tough Lattice

The increased power allows it to drive brads into tough materials, such as hardwood, plastic and particleboard. Its lightweight, ergonomic design reduces worker fatigue and permits easy maneuvering in tigbt places. Other claimed advantages: a muffler for quiet operation; comfort-grip handle for extended use, and well-balanced engineering for minimal recoil. Oil-free operation adds to the ease of use and eliminates the possibility of staining fine woods and other work

Heavily Organized

An industrial strength five-shelf organizer for the garage, utility room,

Tuf-Tex from Plastics Research Corp. reportedly combines the cost savings of wood lanice with the durability of welded-up pvc.

The 4x8 panels are produced in one piece in a unique mold that gives the appeaftrnce of wood but more durability. It is said not to rot, separate, require painting, be affected by water, chemicals, mold or mildew, or have staples that might rust. Its white color goes all the way through, so nicks and scratches won't show. The lattice is fiQerglass reinforced so reportedly it wqn't split or crack when sawn, nailed or screwed.

Halogen Landscape Lights

New halogen low voltage landscape lights are available from Interrnatic in angle, bollard, pyramid and tier styles.

Ideal for driveways, walkways, patios and other outdoor locations, the architectural grade fixtures are made of heavy duty cast aluminum.

The lights use a high intensity, 20 watt halogen bulb that is whiter and brighter than traditional incandescent bulbs.

They are offered as individual fixtures, in sets of four or as part of a complete low voltage lighting package. Four-light sets include fixtures, bulbs, cable connectors and ground

stakes. Packages also have a transfonner and 50 ft. of low voltase cable.

Easy Blocks

Allan Block Junior from Allan Block Co. makes building stackable retaining walls even easier.

Designed to make garden planters and landscape teraces up to 3 ft. high, each block's light,27 lb. weight and special shape (standard, angle or corner) provide ease and versatility to build curved, cornered, angled and straight walls.

They are said to provide the look and feel of real stone, last longer than treated wood and require no pins, clips, mortar or footings.

Blocks come in stone gray or desert tan.

goiletnL W lalpaala Lurrrbprr

fromyour eource for Industrial & Export Items; Pallet Stock; Hemlock, Pine & Fir n Shop thnr Clears; Furniture

Lodgepole Pine & Spnrce Panels

Hem-Fir Hemlock Douglas Fir

Pine Redwood Cedar GREEN or SHIPMENTS DRY o DIRECT MILL o LCL o CARGO o RAIL o TRUCK & TRAILER . PRESSURE TREATED LUMBER

MID PACIFIC TRADING co. lNc.

o Now reach us at our new address: P.O. Box 309, Rancho Cordova, CA 9574 (916) 631-WOOD (s66s) FAX (e16) 631-e312

Swinging Salesman

Swinging panel display units from Multiplex maximize selling space for gift items, decorative accessories, mirrors and artwork.

Ten-panel units provide 20 display surfaces (either 360 or 560 sq. ft.) to show a wide selection of merchandise stvles.

-

Available in various sizes, units feature sturdy steel panel frames with durable baked enamel finish and tempered pegboard fillers with attractive painted finish. Roller separators maintain spacing between panels and protect items, and special flattened peg hooks hold items close to the panel surface.

Recycled Sprayer

SafeWorld International's Can Gun aerosol spray can handle is now made entirely from 1007o post-consumer recycled plastic.

The impact-modified, chemical and solvent resistant plastic offers minimal environmental impact and superior durability.

An improved trigger pivot post adds to its accurate control over the amount, speed and direction of virtually any spray can's contents.

Solid copper nails for slate, tile and sheet metal roofing as well as copper flashing. Swan Secure manufacturers a complete line of copper nails in smooth and ring shank sizes from 3/4" to 6" in length. Eliminate the possibility of claims resulting from rust or wind damage. Copper nails are corrosion resistant and will last as long as the roof itself without staining or streaking. Swan Secure copper nails staY out when slates, tiles, wood or metal roofing materials exPand or contract. Large flat heads afford easy driveability. Also available in stainless steel. For additional data and dealer information:

Mesquite gets cooking

TIIE IIARDWOOD SERIES

For 20 years The Merchant Magazine has regularly covered a wide range ofhardwood topics, and reprints of the original articles are now available.

Domestic and foreign hardwoods are discussed, including individual analysis of all the top commercial species and even a number of lesser known, underutilized woods.

The articles are on Domestic Hardwoods (21 articles, gl2), Soutbeast Asian Hardwoods (nine articles, $7) and South American Hardwoods (eight articles, $6), or all tbree sets, including 38 separate reprints, for $19. Mail your check to The Merchant Magazine,4500 Campus Drive, Suite 480, Newport Beach, Ca.92660.

A LTHOUGH it is most commonly cut lilup into chips for use in barbecuing, mesquite is starting to smoke in a variety of other structural and decorative applications.

A native of the American Southwest, mesquite (Prosopis j uliflora) can be found in both North and South America. Thehardwood, though itlooks more like an oversized shrub, is also knownas ironwood, algaroba andhoney locust. It is often confused with the U.S.' honey locust (Gleditsia triacanthus).

Not lustrous but fragrant, it features a rich, dark reddish brown heartwood with wavy darker lines and distinct growth rings. Grain is straight to wavy, texture medium to coarse.

Timbers are hard, heavy, tough and strong, with high bending and crushing strengths, plus moderate stiffness, resistance to shockloads and steambend-

Wendling Nathan Co.

Quality & Dependable Service in Forest Products since l9l4 Ats) 461-1627

ing classifications. It tends to develop small checks when air dried but little other forms of degradation. There is small movement in service.

Storyat a Glance

Durable, aft ractive hardwood isanativeAmerican . . uses growing yet sizes yielded and defects limit applications.

Mesquite works easily with most hand and machine tools with slight resistance or blunting and finishes smoothly. Pre-boring is necessary for nailing. It glues well, but is difficult to stain and achieve a goqd polish.

The wood is durable, but somewhat susceptible to termite attack and, when freshly felled, pinhole borers. The heartwood is resistant to preservation treatment but the sapwood is permeable.

Uses include heavy structural timber, vehicle bodies, fumiture, cabinetry, joinery, railway sleepers, poles, piles, turnery and sliced for decorative veneers.

Although the trees are fairly fast growing, timber availability is hampered by their yield. Wood can have numerous defects, from ingrown bark to mineral streaks. Additionally, applications remain limited due in part to the small size of boards the woodproducesfrom lO to 24 inches up to never more than 3 feet.

December 1992

BE Names New Chief

Michael Hecht has joined Builders Emporium, Irvine, Ca., as chief executive, after resigning as president of Carter Hawley Hale Sores.

Hecht takes over a company in the middle of a long-term expansion program. The 101-store chain has added seven new stores in the past two years, remodeled at least 30 over the past three years, and plans to continue the pace at least through next yeaf.

Latham Backs Into Ghapter 11

As part of the final stages of liquidation, Latham Lumber Sales, Roseville, Ca., has filed for Chapter I I bankruptcy after the expected sale of 28 acres of company-owned land collapsed.

Though a second buyer reportedly has begun negotiations for the property, Latham's bank pulled the plug on its credit after the initial deal fell through. Latham now owes $1.83 million to Union Bank, which already had extended credit lines two years beyond its original commitment.

Listing $3.61 million in liabilities

and $4.1 million in assets, Latham filed for Chapter 1l reorganization rather than Chapter 7 liquidation so that it could continue managing the sale of its assets, to ensure the highest return for crediton.

In 1990, Latham employed about 200 people and reported gross sales of $34.6 million. Hit by the recession and a downturn in the construction and

development industries, the 30 year old company closed its doors earlier this year.

Latham's founder and sole owner, Ralph Latham, is helping son George open a building components, manufacturing and wholesale company, which makes walls, doors and windowsi in the more accommodating economic climate of Atlanta, Ga

HAPPY HOLIDAVS

SINCE 1876YOUR COMPLETE GUIDE... lumbermen$ red b00lt $erulcG

The Lumbermens Red Book lisisall oroducers, wholesalers, retailers of lumber and wood products of any kind, and. all manufacturers ofwood turniture, cabinets and millworkmobile homes, pretab houses and modular unitswood recreational products, sportsware and toys - boxes, crates, pallets and industrial groductsand all other products using wood in any form.

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

P.O. Box and ZIP COOE!concise description of what the business does - special data such as location ol purchaslng doPartmenlthe tinancial strength rating (not alone the net worth, but what is available to credltots)the exact payment rating (how lt pays: prompt, slow, very slow).

A Red Book credit rating is accurale, because the man who assigned it is a speclalist in the field we cover. His rating allows you to mal(e an immedlato decision! |

for one year. Bill us: $372.50 quarterly I; $745.00 semi-annually l; $1490.00 annually tr. Please send more information, without obligation I

BUSINESS NAJI,E YOUR NA ,tE

Tough times addressed at LASC convention

f|lrselre

a conference theme of I/ "Crisis Oppornrnities," reflecting a dismal local economy, most members of the Lumber Association of Southern California were good humored in their ircceptance of conditions as they went about the business of their armual convention.

Despite the smiles, some observers said a layer of pessimism regarding poor conditions through 1993 and into 1994 was not far below the surface.

Kick off speaker Bob Hunt, president of the Western Wood Products Association, assured LASC's dealer and wholesaler members that log supply will be adequate until the winter of 1994 and that current western lumber ouFut is more than enough to supply a slow local markeL

He said environmentalists will continue to vex the industry, but surveys are already being completed as part of a program of industry response. Hunt

forecast that by 1995, or sooner, western lumber products will carry not only a grade stamp, but a "green stamp" defining the environmental value for each piece

WWPA forecasos an improving 1993, with housing starts increasing to an annual rate of 1.25 million, repair and remodeling up 3Vo and continued improvement in 1994-5. Product mix will change, with more knotty type

Story at a Glance

Attendance ott 30o/o as r,gcession-wracked Southern California grinds along solid program addressed'concerns, industry problems

Bill Sullivan elected association prcsident.

millwork and finger-jointed dimension lumber, even for the shoulder trade.

The California economy was described by the next speaker, Jeff Snyder, Bank of America, who said conditions were bonoming out, though real estate may take two to five years to recover. He foresees no economic improvement until 1994, though "the long tenn economic outlook is very bright."

Snyder said B of A is making very few real estate loans and especially avoiding environmentally sensitive industries. Lumber yards don't fall into that category, he said, unless there are gas tanks on the propeny.

An excellent credit panel led off by Sandy McElveen, Lumbermen's, followed. She told how they have tied in with TRW on credit, put a preliminary lien notice on all deliveries and use the telephone effectively for collections.

Frank Collard, Ganahl Lumber,

Phil

(3)..Joh.n^Allel,..c]yd. licn MoArthur.. (e)chris q $lf eg1tini. (10i

aib) Wayne alrftie eirinCi. 'tilj

charrie KennedvlJoe McGuire,.tohn sneaoi

said they always compare the contmctor's capability with the size of the project. He suggested using the Building Industry Credit Association for infomration and other services.

Andrew Ersek, South BaY Forest Products, presented a long list of common sense ideas to avoid credit losses as well as good ideas on collecting from bad accounts. Ersek often visits accounts, eyeballing yard and store to better evaluate the many factors that affect credit worthiness.

Vince Malley, All-Coast Forest Products, urged listeners to monitor payments and keeP uP to date files. "Dun and Bradstreet contains too many inaccuracies," Malley said. If you use threats to collect moneY, be sure to follow uP on them, he said.

The Friday morning session included a California Highway Patrol presentation on state rules and regulations regarding inspections and record keeping. Many in the audience felt the regulatory burdens far exceed the benefits derived.

Bill Morrison, head of securitY for a local hotel, next related his experiences trying to cope with provisions of the new Americans With Disabilities

Act. As of July all firms with 25 or more employees must be in comPliance; by July 1994 all companies with 15 or more workers are covered by the act.

Fines can be up to $50,000 for the first offense and maY be levied whether the discrimination is intentional, unintentional or if the company is "over protective." He said to ask the disabled what they want you to do, get it in writing, and keep records. For job s@kers, find out if they are qualified and can do the job.

Some good news was Provided at lunch that day by contrarian economist Harry S. Dent, author of the soon to be released "The Great Boom Ahead." Housing will begin to flourish within two years, he said, and will be good for years thereafter because of demographic factors of age and income. Due to the BabY Boomers, Dent foresees unequalled good economic times during the second half of this decade. Next year, though, he sees as "difficult."

Honored at the luncheon for his years of contributions to LASC and the industry was Pete Speek, president of Fremont Forest Products, Whittier.

TWO PRESIDENTS: (1) Bob Hunl, WWPA, Bill Sullivan. LASC. (2) Maik & Sandi Lofhnd' (3) Chamaine Robinson, Bill Jones. (4) Roben Marriott, Dave Barrv. (5) Andv Ersek, Bill Hoolund. (6) Martiri Temple, Jdck Berutich, Ooi StoUadqh. (7) Al Newkirk, Stanlev Brown. (8) PetEr Gandhl, Erik Jorgensborg. (9) Crbiqhton Anfinson, Phil Buterfield. (10) Steve & Kihv Thumood, Patti& Kevin Lindsay. (11) Barbarh & Dlck Haunhrone. (12) Bob Slettedahl, Frank Purcell. (13) Pete & Phyllis Soeek. Pat Hawthorne. (14) Jack Green, Siephdnie Jones, Rod Jon*. (i5) Bob Bushmair. Henry Voorhees. (16) Roger Lovesee, Terrl Wes'seln. (17) Mibhdel Leamed, John Jenkins, Roben Maniott.

New officers elected include Bill Sullivan, Golding Sullivan Lumber, president; Jerry Higman, Reliable Lumber, lst v.p.; Blaine Smith, Fremont, 2nd v.p.; Eric Jorgensborg, Fisher Lumber. treasurer; Mark Lofland, Capital Lumber, secretary; Wayne Gardner, LASC, executive v.P.

The 42nd annual Management Conference was held November l2J4 at Stouffers' Esmeralda Hotel, Indian Wells, C-a. The tine and place for next year's meeting has yet to be finalized.

FIFTY North American Wholesale Lumber Association memben and guests atended a Los Angeles, Ca., regional-meetinq. {1) Dennb Downer, Ted Cowan, Rich Bilbv. i2)'Nick Kent. Qave Bufi, Ted Gilbert. (3) Jon Wotfe, perd Speek. (4) Jefi Gould, Robeh coldinq. ('5) Hal Smilh, Doug Willis. (6)Wayne Gadnei,'Don

Derbes, George Badenoch, Rod Kautz, {71 Andy_Ersek, Frank Quattrocchi, Ted Gilbin; Neal DeWrtt. (8)John Fuellinq, Balph Cardwell. (9) Mike Mackiir, Bob Le-qs.- (l0lJack prics. Tom Summers. (11) Dennis Ricnlrdson, Mikd Herbert, Jeff Lyhn, Bill Jones. fi2)-John Newquist, Dennis Downer, Waynb Earley,

Gheryl Bahneman. (13) Frank Velez, Jack Finnegan. (14) John Hodge, Christine & Brad Fee. The Oct. 22 meetlng covered wholesaler/producer competition, finance and banking conoems and pressure on relailes lo buy. direcl, with NAWLA pres. Downer moderating lhe discussions.

NEWLITERATURE

Western Softwood Distributor

A 4-p. brochure on softwood distributor/mill Diablo Timber is available from Box 3690, Napa, Ca. 94558, (800) 333-8467.

Mower ls Better

A free mower catalog is available from AmericanLawn MowerCo., (800) 633-1501.

Plywood Producers

The l6-p. 1992 American Plywood Association Membership & Products Directory is free from APA, Box I l7OO, Tacoma, Wa. 9841l, (206) 565-6600.

Canadian Quarterly

*The Treeline," a new quarterly newsletter. is available from Noranda Forest Sales,Ste. 50O, I TorontoSt.,Toronto,Ontario, Canada M5C 2W4, (416) 365-0700.

Reading For The Bath

The 96'p. softbound Ideas for Great Bathroorns is $8.95 from Sunset Books, (8oO)227-7346 or inCa., (800) 321-0372. Sswt

Belted For Safety

A 4-p. booklet on workbelt systems to prevent back injuries is free from Champion Ergonomics, Box 1829, Wake Forest, N.C. 27588, (800) 243-1803.

Insulating Additions

"No More Space?," an 8-p. brochure on insulating remodeled living space, is free from CertainTeed, Box 860, Valley Forge, Pa. 19482, (8oo) 523-7844.

Narrow Lifting

A narrow aisle lift truckbrochure is free from Hyster, Box 847, Danville, Il. 61834, (2r7) 443-7136.

Ceramic Tile How To

The updated "Handbook for Ceramic Tile lnstallation" is $ I from Tile Council of America, Box 326, Princeton, N.J. 08542, (609) 921-7050.

Measuring Line

A measuring tape catalog featuring pusly' pull, power return, lighted, tank gauging, derrick and athletic field tapes is free from U.S. Tape Co.,217 RiverAve., Patchogue, N.Y. 11772, (516) 289-0500.

Window Glazing

A latex window glazing brochure is free from DAP, (800) 543-3840.

Forest Products Roll Gall

T\e 1992-93 Directory of the Forest Products Industry, a 1,088-p. guideto U.S. and Canadian primary and secondary manufacturing segments, is $197 from Miller Freeman Inc.. 600 Harrison St.. San Francisco, Ca. 94107, (415) 905-2481.

CLASSIF[ED ADVERTNSEMENlIS

SAROYAN LLJMBER COMPAIYY, Sourhern Califoraia's leading manufacturer and wholesaler of hardwood lumber, plywmd, and mouldings, seels aggressive and self-motivated sales representative.

With 2.5 million foot local inventory and stateof-the-art milling facility, we offer an unequaled level of support and earning potential to the qualified candidate. A proven track record, exteDsive product knowledge and personal integrity are a must. For confidential consideration, send resume to: Ken Salmacia. 6230 S. Alameda St., Huntington Park, Ca.90255; (213) 589-5704.

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 The Merchrni Megrzine, 4500 Crnpus Dr., Suite 4E0, Newport Betch, Cr. 92660. Make checks payable to The Merchent Megrzlne. Mail copy to above address or call (7 I 4) 852- I 990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

OUISIDE SALES rep wanted. Commercial/industrial sales in Southern California. Salary + commission. All inquiries confidential. Call Kcn Pellman, H.T. Williams hrmber, (3 lO) 7 E7 -3295.

PRODUCTMANAGER

We need an experienced buyer for doors, windows, millwork and moulding. Oher lumber and building material backgrannd will be a plus. Submit your resume to (no phone calls): John Cavers, Ganahl Lumber Company, P.O. Box 31, Anaheinu Ca.92El5-0031.

Our best articles are compiled in a handy book, "What Every Business Needs to Know," and covers tapics zuch as improving profits and employee productivity, cutting waste, increasing sales, niche profit oppornrnities, motivating a sales force, etc.

Send yor check fq $12.95 to Huur Growth Management Instituto, l70l E. Lake Ave., Suite 270, Dept. MD2, Glenview, ll.&U25.

Founded 1967.

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.

Orange, Ca.92613-49a9

CLASSIFIED I ADVERIIISEMENIIS i

DOWNFALL LUMBER and plywood, DF, HF, SPF, shotts, plywood blows, plywood sctaps. Carl Hanson, (619) 661-2510, FAX 619-6615547, San Diego, Ca.

=---II------I----1 CLASSI FI ED ADVERTISING Order Blank

Name

Company Name (if any)

Address

COPELAND LI.JMBER WISHES TO BUY

Lumber Yards in the Western States.

Contact Copeland Lumbcr Yards Inc., 901 N.E. Clisan, Portland,Or.972t2, Attention John Matschiner, Real Estate Managcr. (503) 232-7181 All inquiries kept confidential.

BTJILDING MATERIALS _ HARDWARE

Retailer fot sale. Coastal Northetn California. Over $4 million sales. Profitable. Priced fot quick sale. Rich Stewart, (206) 581-0500.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking (310) 422-0426.

CalifornjaLunbel

Inspection Service

Certified Agency

L.A. (7t4) 962-9994

s.J. (408) 24t-2960 Sacramento 1o16) 722-2500

Portland. Or. (501) 223-6105

P.O. Box 69E9. San Josc, Ca. 95150

Gity StateZip -

Phone (

Your Name COPY

GHARGES: $21.00 (25 word minimum) $21.00 10 each additional word .7O phone number' 4.2O address' 6.00 centered copy, per line ... 6.0O headline. 6.00 box number 6.00 special border.

PRINT YOUR TOTAL HERE $

'Phon€ number and addrsss can be gart of 25 word mlnlmum. (phone number - 1 word, addre$ - 6 words)

A $45 per column inch rate applies to camera ready copy; $55 if we set the type.

tr Assign a box number and mail my replies daily.

SOUTHERN CALIFORNIA

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(OuHdo0l.)(00q 8174

THE TREATED ANSWER

Lumber, phlvood, round stocK

poles, & Pilings Agency stomped, ground contoct fire reiordont pressure-treoted wood products

! CCA tr CREOSOTE N PENTA tr FIRE RETARDANTS Shown Kelley o Chorles ThomPson

SOUTHWEST

OBITUARIES

Jerry Blue, 60, salesman for Ganahl Lumber Co., Anaheim, Ca., died Nov. 10, 1992, after an extended illness.

Mr. Blue began in the lumber business in 1955 as a load builder and truck driver with Costa Mesa Lumbor, Costa Mesa, Ca., later moving into sales. He joined Ganahl in 1974 and soon beca:ne the finn's first outside contractor salesman.

John L. Maxwell, founder of La MeSa Planing Mill, La Mesa Ca., 80, died of heart failure Nov. 10, 1992, in San Diego, Ca.

Born in Texas, Mr. Maxwell worked for a construction company until 1937, when he starred his owir business. He had been a member of Hoo-Hoo Intemational since 1945.

Alfred X. Baxter, 67, chairman and chief executive officer of J. H. Baxter & Co., San Mateo, Ca., died of a heart atlack Nov. 22, 1992, while vacationing qff the coast of Argentina.

Born in San Francisco, Ca., Mr. Baxter joined the company in 1948, becoming chaimran and ceo in 1980. He was a director of the Forest Hisorv Society, past president of the Nationdl Forest Products Association, American Wood Preservers' Association, American Forest Insdfite and Western Wood Preservers Institute; and past chairnan of AWPA, Wood Marketins, Inc., American Wood Preserveis

Institute, AWPI government affairs committee and NFPA committee on forest chemicals.

Eugene E. Turner, 66, fomrer U.S. Division chief inspector of the Pacific Lumber lnspection Bureau, Bellevue, Wa., died Nov. 7, 1992, in Tacoma, Wa.

Mr. Turner served PLIB frst as a resident Tacoma inspector for nearly 20 years, then as an area supervisor and U.S. Division chief inspector for 10 years prior to a disabling injury and subsequent medical retirement in 1989.

Ron Barrie, manager of Meeks Building Center, Yuba City, Ca., died Nov. 6, 1992, after a year-long battle with leukemia.

A native of the Yuba area, he began his building industry carcer as a construction worker before joining Meeks as a warehouserum in 1979, working his way up to manager in 1985. Mr. Banie was 1986 Meeks Manager of the Year.

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