Will it last? ls it safe? ls it always available? You can't be sure with some pressure treated woods. So Louisiana-Pacific uses Wolman" CCA, the best-known wood preservative in the business. With over 60 years of proven safety and effectiveness, customers request Wolman three;times more often than any other treated wood. And because availability is important'
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For a half-century Capital has been earning accolades for excellence. Now Capital is building a reputation as the firm of the future in theforest products industry.
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Capital manufactures and distributes redwood and cedar siding, decking and fencing, as well as fir finish and wood specialty products. For quality and service, call Capital.
eicpand1ngineered wnd
Lumber Merrhonta Aesn. abandons old, stereotyoes
Kathleen Patterson elected first fernale president ifgroup
How to se!.ect_softutore prograrns that work for you
Latest technology enables dealers to compete profiiabty
Hotne buildcr eoys euetomers ambivalent about steel
Jorgensborg to head LASC with more m.embers in offing
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For the first time, an extensive listing of industry events with a different company sponsoring each month has been compiled in calendar fomr. We're pleased to tell you that you can find our Deluxe Industry Calendar in this issue. It is affixed farther back in the magazine and is designed for easy removal. Just gently pull it free from the publication. We've even punched a hole in it so you ciur easily hang it up on the wall.
We think you're going to find it helpful when deciding which events you want !o attend during 1995. If you're involved in scheduling meetings, the calendar should help avoid the conflicts and ovedaps that seem to occur so often.
In compiling the events of next year, we've made every effort to include all those firmly scheduled by late 1994. To make the listings as inclusive as possible we contacted associations, institutes, clubs and selected companies. We figure the more the merrier. But when a meeting was subject to a possible change of date, we did not include if What we didn't want is to have someone rely on the calendar and show up for an event that the sponsoring group had shifted to another
time and place.
DAVID CUTLER publisherA tip of the cap is in order here for the firrrs sponsoring the 12 months of 1995. They are: Hickson Co.p., Sunbelt Material Handling, Curt Bean Lumber Co., Weyerhaeuser Co., Pacific Lumber Co., Spyder Lift Trucks, National Building Products Exposition & Conference, Cotter & Co., Dataline Corp., Willamette Industries, Triad Systems Corp., and Lumber Insurance Companies.
The Deluxe Industry Calendar is printed in full color on extra heavy paper for greater durability. It includes an extensive listing of industry organizations, complete with phone numbers to call for further information.
You'll notice the calendar is a product of two sister publications: Thz Merchant Magazine and Building Products Digest. The listings reflecr rhe western and southem regions covered, respectively, by Merchant fid Digest.
Please let us lnow how you like the calendar and feel free to submit any dates you want considered for 1996.
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Stimson Finger-Jointed Lumber is strong from 7' to 40',2" x 3" through 2" x 12"
Stimson ffims ends to remove flaws such as knots, holes and splits. That provides tight, sffong, high-qualiry joints.
, ft wxs Nor A LoNc, LoNc lM€ Aco, NoK tN
A CALAXy FAR, FAR A\^/Ay THAT TH€ tND€P€ND€NT LUMB€KYAKD K€IGN€D JUPK€M€.
Y€T IN TH€ |.L.'T IO Y€AKf, TH€ INDU'TRY HAJ
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KNO\^/N AS "TH€ \^/AK€HoUJ€ CIANT,* pAC€D BY IT5 L€AD€R, 'TH€ HOME D€POT." COUNTL€fJ
YARD' - INCLUDINC FAMILY BUSIN€5f€5 THAT HAD 'UKVIV€D THKOUCH WOKLD WARJ AND A CK€AT D€PR€'JION - HAV€ GON€ UND€K.
Y€T sOM€ IND(P€ND€NTS, WH€TH€R DU€ TO TH(IR SKILL OK JU'T A LUCKY LOCATION, HA.V€ €NTK€NCH€D D€€P€R, €V€N €XPAND€D. WHIL€
A F€W HAV€ s€L€CTIV€LY K€TR€ATED FKOM C€RTAIN MAKK€Tt, \^/AK€HoUt€ CHAtNt APP€AK TO CONTINU€ TO CKOW IN iIZ€ }.ND
'TK€NCTH. \^/€ A'K€D TH€ €XP€KTJ TO FOK€CA'T TH€IK
tC€NARloi: WHAT Do TH€y i€€ HAPP€NtNC oN TH€ HOM€ C€NT€K/LUMB€K YAKD BATTL€Fl€LD oV€K TH€ N€XT F€\^/ y€AKi? wtLL TH€ WAR€HOU5€ CIANT MAK€ TH€ SINGL€-'TOK( IND€P€ND€NT €XTINCT? ... OK HAi TH€ TID€ TUKN€D? \^/H.L.T ABOUT M€DIUM-iIZ€D CHAIN'? WHA.T TYP€' OF BU'IN€JS€J WILL THRIV€? lN WHA.T AR€At? \^/H€N? AND WHAT OTH€R CHANC€i ARE ON TH( HORIZON?
Pat Farr Human Resources Director Jerry's Home Improvement Center Eugene, Or.Afier working for his fathzr's farm supply business and serving in the Army, Farr joined Jerry's 17 years ago. He is a mcmber of the Homc Center Institute training council and the Western Building Material Association training advisory board. The 33-year-old company services about 65% consume ril 3 5Vo co ntractor s.
tI n the last five years we have seen a mushrooming of warehouse-type home improvement chains. With many of the larger markets already saturated, even smaller, already crowded markets now will be inundated by the insertion of two or more giant stores.
They will enter the market with lots of pre-opening hype and advertising about their great selection, unparalleled service and rock-bottom prices. The local press will jump on their bandwagon and herald their approach. Your customers will be drenched by their publicity, and they will believe what they hear: that soon there will be a new
and better way to buy building materials that will change their shopping lives forever.
With this specter on the horizon, how can an independent, locally owned lumberyard or home center hope o say in business?
There are two possible scenarios for survival:
Study the chains years in advance to fully understand their
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style and formula for success. Travel the nation visiting thefu stores, and get to lnow them better than they know themselves at the store level. Know their product mix, their pricing, their advertising strategies and their policies. Then look at yoru own market find the most logical place they will insert a store and beat them to iL Raise the capital, buy the property and build a giant box to compete with them head 0o head. Fill the store with merchandise at low prices, and prepare to spend huge sums on advertising. And do all of this two years before they enter your market. Realistic? I doubt it is for virtually all home-grown independents.
There is, however, an approach that can be - and has been - successful against the megastores. That approach is to sEengthen the market share you already possess, and to preclude market share shrink by giving your loyal customers no reason to shop elsewhere. How can this be achieved? Begin with preparation. Have a complete understanding of the major factors which will affect the market, well in advance of the chains coming in.
What are your stengths? What are your weanknesses?
Find out why customers are shopping at your store, as well as why they shop at your existing competitors. Do this by asking them. You can commission surveys, either telephone, mail or exit, or you can ask them yourself. Study customer comments that you have received in the punt and take every one seriously. Call the customers and have them elaborate on their comments. Each comment a customer has on your success or failure represents the opinion of a broad cross-section of your shoppers.
Know the future competition. Find out as soon as you can when they will be coming to your area. Study them. Visit their stores in other cities. Get on their mailing list for advertising. Spend as much time in their stores as feasible, and take extensive notes on their product mix, adjacencies and pricing.
Take your notes home and compare what they do with the way you are doing business.
After you have gained close knowledge of these factors, develop an action plan. By lnowing what your customers expect - and do not expect - from you, you can prepare to do tIe one thing which will best solidify their support and continued loyalty: exceed their expectations. continue to do what they expect, but strive to do it 1009o of the time.
, .,.'....lllltre lik- he,cornpe. iitionr :becaUser o$i!::ser. Vibe.'.i.$..u.nSUtpa*sed'; We do:,:.thi,h$S'1.;fOr,the eusto:me:trrrthat:::o:th efs cantti.:l::;:. ,.,iii',,.;.;..i, .,,1.;.;.;.;.l ;..'0 nt nos'.satei rnanA$di; fHnt ;l.u,Nt ber,:,:,rand rHerdwa,ig, $eettle;::War,r::; 1:,:,,,1,1,;,;,,;.,,,
Demand from your team members zero defect customer service in the areas that your customers have told you are important. While strengthening your existing position, remove barriers which prevent customer loy-
alty. Fill your shelves and displays with merchandise - look like a full store, not one which is backing off. Make sure your aisles are clean and clear of clutter. Have price signs on every item you stock. Put a liberal return policy in place. Expand your hours of operation to more closely match your customers' needs. An4 most important, have enough knowledgeable help on your sales floor.
As you study the large chains, you will find a consistent theme: they all say they have the best service available. However, you can outdo their service. At the store level, many of the chains seem to lack the ability to motivate their employees to serve the customer at a consistently high level. At your local level, you can do this much more effectively. Aggressively train your people, not only in product *nowledge, but also on how to take care of your customers. This strategy alone will be the main reason your customers will remain loyal to you in the face of the barrage.
Next, look at your product mix and make sure that you stock everything your customers need to successfully complete their projects. The chains cannot match this. Then get rid of the SKUs likely to cause confusion in your customers' minds. Price your visible items near the chain's prices and use the needed accessories to help prevent margin erosion.
In sumrnary, the big chains will be coming, but you can survive by protecting your premium customer segments and providing them with everything they need, including expert advice, to successfully complete their project.
With chairman of thc board and chief exccutive officer Bernard Marcus, Blank co-founded Home Depot Inc. in 1978. It is now thc nation's hrgest home center retailer, with about $g.Z bittion in 1993 sales. Tlu company plans 645 new stores in the next four years and as flurny as 100 more Expo stores in the next Jive. In an intemiew with the Business Journal of Charlotte, N.C., he told tnw.
TL here are a lot of reasons why we're as successful as we are - the merchandise, pricing, all the things we do in * * the stores. But the reality *
is that a very strong commitment to taking care of the customers at all costs is the key.
We support the feeling of taking care of the customers by making sure our associates feel they are not cogs in the wheel but are the entire wheel. It's easy to copy our facilities. But it's very hard 0o copy what goes on between the ean.
qthe,fargg firms are a;threetl th,ele',S, no : QueSlion about,that; but there:are:a lot 6f ,indtCtri"
:,:,wheie they arent blowi4g'away
.,.:.thd small :,lirms. Thdrd is 'absolutely ho evidence:to sug-
i,irg0St:::smellrrr letelEts:::a:le::::a .rdying breed:l'
We start by hiring the right people and ::::: = David l(reqge, economist; paying them what they're worth. Their 'Dun&Brad5t*, ...' wages are 20Vo ta 25Vo above the industry average.
And we have over 30 formalized training programs. Some are in the s[ores, some are at the district level. and some are on the division level. For example, our assistantmanager training is done by the senior staff of the company - our c.e.o. works with them for a day, I take a day, the executive vice presidents take a day. ..
There are some things we've had to let go due to our growth in size, and there are some things we can afford to get other people to do for us. But training's so important, we continue to be involved.
We also have the notion of giving back to tle communities we serve.
We're developing new prototypes to compete as well as to grow. We never want to paint ounelves into a corner. We'd rather do expansion while we don't need the numbers, so we have new stores ready when we need them.
The Expo division has a strong commitrnent to decorator-quality business with wallcoverings and floors for the kitchen and bath. The base of customers is interior designers and builders.
Most people make the mistake that the rural markets would mean smaller stores. Not necessarily. The merchandise is different. It would be geared toward the famrer and rancher.
giants can't and focusing on their strong points, the independents will evolve to fill gaps the warehouses can't.
Not all rnarkets are right for the giants, and some are already troo full. Warehouses in larger markets will consolidate thrcugh attrition and buyouts. An excellent example is Builders Square, which has been impressive in everything except profit.
Right now, being small seems !o be the biggest downfall of many independents. They can't compete with the giants on price and can't offer as wide a selection.
Yet these indepe.ndents can take their small size and hrn it into a strength.
There is such a thing as too big. Mammoth hypermarkets such as Bigg's that do well in Europe have not taken off in many regions of the United States. If consumers are looking for a specific item, they don't want to get lost in aisle after aisle of warehouse.
By concentrating on what independents are good at, such as convenience for smaller projects, a fine-tuned product selection with a focus on quality, excellent senrice and good employee training, they can carve a niche where they can thrive. We're already seeing this in stores and lunberyards with power departments designed to fit their customers' identifi ed needs.
A similar evolution of retailers took place in the grocery industry when many of the current chains moved into the market. Medium-sized strores that ran smaller versions of the chains and corner grocers couldn't compete on selection or price. Now those types of stores are virtually extinct.
, lThe:,Wa)l,lo,,Compete, With,.the big boys is not to compgte with them at all;'
- Joel Steveni; marieting manager, Ace Hadware Corp;'By looking at the survivors, though, we can see many promising possibilities for the hardware industry.
Smaller convenience stores thrived by making necessity items available right around the corner, 24 houn a day. More recently, specialty stores such as coffee
shops and bakeries, like Starbucks Coffee and Mrs. Field's Cookies, have flourished. By having a broad selection in one category, these outlets have persuaded consumers to make a special stop for one item.
The key to their success isn't price or location. It's quality. Can you imagine someone sying, "Let's make a special stop at Starbucks. They've got a great selection of low priced, off spec coffees!" Specialty stores, such as plumbing and elecfical stores, and focused outlets, like the Ace Interiors stores, are already breaking ground in this market.
Sashco Sealants was founded by Les' father, Donald J. Burch, in 1936. lzs joined the company in the early 1970s and quickly took leadership of the adhesive and sealant manufacturer. Sashco is banking on the success of independent dealers, refusing to sell to the warehouse giants.
TL he independents will survive, even in the face of growing competition from the warehouse
We must keep in mind that every time we believe we've reached an end point with a new merchandising method (like warehouse retailing), something else comes along. For decades, Sears was stable and uncbanging, yet within the past few years, they have changed dramatically. They've dropped their catalogue business and have created Sears Hardware, outlets focused around their Craftsman Tools. We must ask, "What's beyond the warehouse concept and, in a time of rapid change, how soon will they become oumoded themselves?"
By taking innovative approaches, independent lumberyards and retailers can lead the market into horizons we have yet to imagine. Maybe mail order catalogues will take a chunk out of the hardware industry, as J. Crew and
Lands' End have done in clothing. Someone might become the Domino's of hardware, delivering all the supplies you need in 30 minutes or less.
Independens will also survive by not being so independent. HWI's Do-it Centers give independents the advantage of large company buying power, regional or national identity, marketing position, merchandising and advertising assistance. whether it's HWI, Servistar, Ace, Cotter or some other affiliation, the survivors will use coop programs more than ever.
,,:,"4
t Consumer spending is very important to the economy axd.:':the goVernment,r Canr:t,,affoid.::,toi...Ie.t 'it. declinei Tt e',,e*p.ect,s$f!',,
2 An aging po-pulation results in not only the problem of :decl inin g::.conSumer... Spgndin g::::bu,t:r rthe, Fioblem .of fewer, entr-, y'-level: wo,$!rs,,:,,Ther.e wilt,,.be,,,$reat pieSsui0 to,,solvehoth,of:,ttreseuobrcmswith,,f ration
3 tre ratio of single to narried housebolds continues to increase. Thus, there is a highet,level of new household formatibn r pei;,,cafita than has historiCally pfevailed: Thiscieatesmoredemfidtou.. *t."
,, :
lze Resources is a consulting, training, recruiting and psychalogical testing firm dedicated to helping improve organizational productivity in the building supply industry.
On. orou.-ent that's afoot in the home center/lumberyard battlefield that will certainly pick up steam over
4 An increase in the number'of otOer p"opt. recAving Social,Security and a decr.easq::in,,th0i:ilumffi of,yoUngA people contr- t ting,,to,,Sociat Securitti: wiltr,.fesult,, in,,mea. sures,to,,!€aF mqs !,h the w ,force lo.n ,,,,, e likely solution is,,,eitCn'ding; the,re-tirg4g11t,,age,This wltl also:tEep pqofle,;spendin$ gerr1,.'.'..,..., '... ...'
5 Lifestyle changes and improving health are keeping ppople aitive lryr and inffeasing thdii,:snenmne
more prevalent.
The medium-size chains such as Moore's, Roanoke, Va.; Grossman's, Braintlee, Ma., and Payless Cashways, Kansas City, Mo., will find that their smaller formats cannot successfully compete with the rapid expansion of the industry players who have invested in large-store formats averaging well over 100,000 square feet. These smaller chains must decide: Are we fish or fowl?
Forecasfi The mid-sized chains will begin fielding a larger contractor sales force as they shift their customer mix toward the professional. In markets where they cannot make this transition, stores will be shuttered.
:: :j:::::
-' *f still :think smalldi'loceiions,,,a1e :picking]:Up:ineilai,n,'b;usinessi,,,,,f f ,:your eie 'ooi*..n..*g,'.Piojeot.i'iou,.pf cki..Up..:!teme ,at:,A Hor,n ,..'o- t..6r..an:...Ea0lgt.'.'..BUt.,.il .iou:.f6@.t.. a..'Scte*i,.iCI,. go,,to,'dieiil&{i .tiaffiare,.sldier'''......,.'....r....,...rr:,...................i.....................
Steve Johnson Executive Director Home Center Institute Indianapolis, In..
.- MAit' F,leCkensteln;,,,enalys!, RbgenMACKen-.1*' :, :,,,
The Home Depot has published that they plan to capture 25Vo of the U.S. home center market by the year 2000. Although they enjoy only an 84o market share today, the odds are good that they will be successful in achieving their market share goals. Home Depot is a master at innovation. They are always experimenting with new concepts. But even though they will continue to experiment with outside salespeople to service builders, I believe that they will achieve only marginal success servicing builders out of a big box store.
Forecasfi As the nation's big box retailers (especially Home Depot) jockey to dominate specific geographical markets, they will speed up expansion by cannibalizing each other. We can also expect to see Home Depot inroduce smaller format stores geared to serve smaller markets. I also predict that like Lowe's, Home Depot will soon realize that to successfully service builders, they must create large contractor-only yards.
Innovative independents will begin to market building materials in new and different ways. Several dealers in California and Ohio are already beginning to sell building contractors framing and trim packages on an installed basis.
Summary: Independents who are irmovative and willing to adjust the way they do business to accommodate local market conditions will continue to be strong players. However, many of the independents who are unwilling to make necessary changes in the way they go to market will find it increasingly diffrcult to compete.
The retailers in our industry who have the brightest future are those who have developed a strategic marketing advantage. Whether it's consumer or contractor trade, customers always buy from the retailer that they perceive is offering the greatest value. The company that knows its customer's needs the best will have the edge.
So ask yourself two questions: How clOse are we [o our customers? And, what is our company's strategic marketing advantage? Don't allow your competitors to beat you to the punch.
After three years as executive director of the M inne sota-Dal<otas Retail Hardware As sociation, Johnson joined the National Retail Hardware Association in 1987 as director of education/member services and executive director of the Homz Center Institute. Under his direction, NRHA and HCI have added or updated over 60 training proSrams.
\zan independent lumberyards and mid-size home center companies compete against large chains? The short answer is yes. Many are, and doing so successfully.
We at the Home Center Institute believe, as we have for many years, that the hardware/home improvement industry is big enough, diverse enough to offer opportunity for small and mid-size companies as well as large ones. We are realistic enough to admit that not every independent lumberyard will survive, nor will every mid-size home center. However, they are not endangered species.
Our research tells us that, although store unit counts are stabilizing, sales dollars are not. We estimate total industry sales (which include hardware stores as well as lumberyards and home centers) in 1994 will top 1993 by llVo; lumberyard sales are estimated to increase l2.4%o.
Further evidence of the ability of independent lumber retailers to compete comes from financial data provided by retailers who participated in HCI's 1994 cost of doing business study, which reports 1993 performance. These lumber retailers reported sales up 15.27o in 1993, compared to an increase for all stores of 9.8Vo.
Our projections for the next five years call for a compound annual growth rate of 8.27o for tle industry as a whole, an 8.8Vo rate for lumberyards.
Growth will not come easily for independent lumberyards and mid-size home center chains. A study released earlier this year by G. A. Wright Inc. and Dun & Bradstreet Information Services lays out the challenses.
: :,: :$Wi lhr:rthe Boe!n9,,,!6yof f $,,,and,. .Shabblr edohomt, people:rrheVe::,les5 di5,p eble, income. Coupled,,,with price cofipetition With Home Depgt and Home Base,'ilis not good news for ihe,:little guys. They aie,,driving 6verybdl,,bii,oke,,::ilt'- r - t the Ameh'can way.'
.....r.. iT6,il)f John5oh'. preside.h.t,. Northwest Lumbr, Seattte, Wa.
This study evaluated lumberyards on the basis of employment. The researchers found that lumber retailing was one of five retail sectors where large companies were gaining in employment market share at the expense of smaller companies.
In addition to pointing out the challenge, the study also suggested answers: specialization and service. And these are the roads successful independents are following.
Their strategy is to concentrate on
what they do best - sell lumber and building materials to professional and contractor customers. HCI's cost of doing business study shows a trend in that direction. The percentage of lumberyard sales in lumber and building materials categories has been increasing in recent years. So has the proportion of sales to contractors and professional customers.
At the same time, profitability - net before tax profits
and retum on invesfrlent - is showing improvemenl
The large chains are powerful competitors. But they do not dominate the hardware/home improvement industry as they do in other lines of trade. The top 25 chains (in sales volume) control less tlan one-third of the sales in this channel.
There is, and will continue to be, room for aggressive and well-managed small and mid-size companies.
I find out who your customers are,'where they come from:geogiaphically, what their Iifestyles are, what media:::f,eacfiesi.them,ir:iwhere eISe, thet sh-op, what their inmme,:,is;,.,what:i:pfodudts they,,:,want, and:::what servic€s they *Ould like. Wift an increasingly'diVerse market, an ability to target customers who are most likely to shop in a specific store, as well as past customers, is critical. '
2 guitO stroog,reriionships with customen using relatio4shit nafketing techniqueS-
3 ..Ensure access to your store is safe and easy. Create a c.o.g1f,Qrable.,, envifonment to: snOp:ir,in!: :,Pxwide a: rest
I ..,' , ,,, ,'
4t,,....ciiS.to .eiltbibinm;nl.,.is anotr,er,:key,,strategy, With sb::many shopping options, the customers are iilClinedr::rtCI,,,,$,o whefe.,r:thbt aie,.:most::,:,en:tettained, trmaginafion:iS: the only limiting factor heie. Specfal enentsi,, !ests::::ereAtive.::.d0dof, music, mo'r'9handising, fqqd anC,bever4ge,,demonsradons and lighting qp elententE,,,that,, r:cf.eatc::an:rrenteftaining,,,snopping environnenti :Sn ing.can be fun
t t.l.partiiular anention to trow ioo i* buito vatue ,tr i;. ri:::Lgglt::for,:lpioductsr;that,,iqquiie,,,service, Makdi,t,sh0'pfingii eaSieil..ii.faStCi;,..rroie....Convenien t, an d moie...fiasslCtfre0 wi rrrinnovative:,,4pplicetions of seiVice1,.,1:me,:Cmfi asis.,bere::iS::,on innovation,,,,,, Some. retait-, $fs..equsuti..irh,,,'service,,withmore:sales help.and.
.6 ,........$[iisty..itne l;;;6elt....aama"e..foi inrotmation. about pioducts, pricing, location, availability and ser,iicd,llnfo. onCan..be...' p tred.'.b')a...rnediaadvertiS.: ing, personal communication or point-of.purchase matetials. : :, Signs. depicting feature, benefit :and price 6for-tn4i94 do thebest
7'i t oot at ne ,sociaf environrnent created by your :stor€,: :.Sbcid::inG tiOn,,,,is:,:'an impA..{tal!t:,,{ga!on people go,$hopping.
8,,' ge friendryr'16'qhildren. Parents buy more when ahil&Cn are with them
9' rne appgal oi:,the siore environment should be carefUUy:r:Bniineerefi ,,,.USiflg.: e,. f 'five.,',Sense'l apPrOaCt, : : The physi€al: en+ii6nmenr:,:of the:,: stoie is rhe only place a
cUstomff, Can, ,be enticed, Ui::bUl; USing, I i5e[SeS::::::r$igb[:::,:::::]l sounG,.toridh;,,taste, and,Smell,,,,fhe,,,sho.p..p1gg::.:enVifonr:i:.:.:.:,l ment ::plgsents ;$reaf ,,pqtential r::fot dif.fefenti4!|fi! a Stgrg from,,,,the, competitlon, and,,,efgating th0,,l,cofipetitiVe:.r::::::
10,.,,..iioa.,wat;,of..i nilt5,ingl1* uiuie'.cus'tq rsr,as,,,,,,,,, weil'..as thosel.lwho codt tou.illlonelt....,,..I1'+e,.:tear.d., Sornc....... ,i retailers make the comnent, "They can'i Ste* enouCht, to mate a Oifference." I suspect those making tlir cofrl ment are a..!ong wat. fromi..the....fienOhesi...,..Theie:T.,noi .....l doubt that profitability can be enhanced,,with good information. The cballenge is obtaining me rigbt inbrmation and then makinC deciSions that enhatce good: will and at the sarne time reAuce losses.
tt ldentify andimalce'a.l:ist of alt.those rhings,that: causqiiaggravati0n.ito,your.CiiSt0mer,s,..and..SE€..if,:thpy..g ,.,r:,..:,.. be eliminated at minimat cosror - if a significa4tcost is invorved:,,witt,tt.jo.qry,.n:nlgher,:TgHidi::::]l:.:.:lli:]]:|i: ,, ,., ,,, ,
12 piivate labet proUaUry prouioes ai-OW margin adnanu-9e,,,,;Estatlishin$,,the:rstor€rras the!:urq4dina.me can,: be a viable strategy. In tlis buye*i market; private label,is ::muct 'more: aVff i, :lable rffolllr:rnanufaCmre than it :::: was a decade ago.
t3 Peopte tite sometning un(ue and:,:different. Look ' for ways to customizb prodrrcts and make your customers feel specral :, , , ,,, ,,. ,, : ,, ',,
14 Emerging products that are too new for,,,the mass merchant and must be sold Uy skiUed,,satespgptte can
,t5 traOe.'agreementb anUl,:mr r.uftti*io$::::$owm,,,.in,... other countries are presenting new buyin g'opportunities, Imtbits:.:Can be used to,:radd Value,,,alnd,:p.iovide,,,1iuiqUe,: produdts, Fglqgq:sourciUg,iS,,wi rin ieaCh,,,of,almost aII,
'16 piopie Uke tb gUt.,aiUargain -C ttri ffte..fo...bmi. ...l about,it;,,, A *orld withoUt,SAles iS not.iq,,the,,nffi futufei:,: ,:,:,: and it really doesn't iCpresCnt a reasohable gbal; Markdowns and sales are a necesury and:desirable part of ,ani merChandiSing:iiiplan; ,,,.thej im ve,,1urnoverr create exCilement, atu?p'ti:new custofia:s,,and' add .rtoir:CUs'i,::,,,,, tomeisatisfaction,
:6ary A,.,,lVright, ptisideii;:GA.W7igtq,,hn,
lnf LUED laminated beams have \fprovided good margins for retailers since they were introduced as the fint engineered lumber products over 40 years ago. Now, a new generation of retailers is generating big-ticket, profitable sales volume in larlinated headers, ridge beams and floor beams.
Although laminated veneer lumber (LVL) and l-joists have received a lot of recognition, structural glued laminated timber (glulam) still fills an important niche where longer spans and extra srength are needed.
Glued laminated timbers are often
Construction estimates that the market for glulam beams nationwide will increase from 288 million board feet of production this year to 391 million board feet in t997.
Foxworth-Galbraith Lumber Co.. Tucson, Az., is typical of the retailers with increasing glulam sales. Wes Helzer says their strength in long spans and wide acceptability by building codes makes them popular. "With large, solid sawn beams getting more sc{uce, architects me specifying glulams because of their versatility as ridge beams, exposed rafters, girder beams, hip beams, floor beams and door, window and garage headers," he notes.
"We show our builder customers that glulams don't twist like regular solid wood beams and have a built-in camber to keep them straight," Helzer adds.
glulams because of their built-in camber," he says. "Architectural grade beams are often specified for exposed applications."
:,,.,,,,,,,,,,,,;,., ;, t6..,,ReC0'mm,gh Gtii,ta S.,, ....'''' ,:,:,:,:,:,:: d::P.redief ablb, eaginfi ing::p.erfioi-,,,,,,,, mance *ittr tuilrin strengh'for longer spans. ,:,,
,,,,,.:.:':Compgtitivec0sts;,,bu-ildersr.f erport installed,,co-ts::upr tor:r1 0%: lessi than :Conr: v.entional solid sawn timbers or.other en$.,ineered co.mpongp,$' ;with Ei1i$um waste at tbe jot site , , I i.'Rxist.*q{ping and..twjitins ....,,, tldcause,,tbey ar€,,manufactued,,wi$,,t,r,t kiln..Ariamaterialfor.,.stubili$,.,.
specified for basement beams, roof ridge beams for cathedral ceilings and gfrage door headers. Another popular application uses clear-span glued laminated beams to support second floor or over-the-garage room additions.
Many retailers promote glued laminated beams and other engineered wood components to pro customers with in-store displays, samples, direct mail and newsletters. Product seminars at their yards often double as Contractor Appreciation Days with exhibit booths manned by suppliers. Retailers who cater to pro customers report builders attending engineered wood seminars often become consistent customers. They also find cuslomer edu-
Ron Bailey, also at FoxworthGalbraith, seconds this. "We get next-day delivery on glulams and architects like them for exposed applications because of their attractive appearance. They are often used as support for I-joists and Micro-Lam beams in residential and non-res construction," he says.
How retailers earn high margins on glulam products marketing tips.
Dwayne Fulbright, American Lumber Co., Tucson, adds, "Glulam beams are a familiar product for architects, so many of them specifythem again and again for their jobs. We see a lot of glulams used for door and window headers and for exposed ridge beams in cath-
cation helps to reduce claims and compliaints.
Most retailers who move volumes of glulams provide estinating, material take-offs, cutting to specified lengths, delivery and on-site construction assistance.
American Institute of Timber
edral type ceilings."
"Sarge" Little, Johnson-Manley Lumber, Tucson, points out glulurm beams offer more sfrength than double 2x10s. "Stucco exterior can sometime develop cracks when there is deflection in headers or floor and roof beams. That isn't a problem with
, .i.:.!. . ..iUDIike.,vride::digtebsioni:lumber::::r, ana timUers, which are getting more:: scarce; gulam beanls are plentiflrl and widely aVailable.
.Installed quickly with mininum manpowel and equipment, Unlike :$teel: frg$lg, fre$,,an,be bandled *itbl regular carpenter crCws rather 3fo2n ,' r-rqre aoitly, fab' - non,and,,welding,.,,.,, lBDOr.: j : ':
. Arrive at the job site pie-Cut and ready, to .in-tallr:thd *eigb les$,,than, a :,:,: : built-up steel and lumber flirch:plate #am.
Can be finished foian anractive, custom touch wbich nti Oe uena tovrards open::,ihteriors;,expgsed,iidge ; beams and cithedral style ceilings.
. In the envimnmenLallylgnsqious marketplace, stucnrral laminated i beams are manufactured from a renewable resource and require significantly less enelgy to:Itrodude,:thanrtste€Irtlcon. t, ,crete; al ihun ana'ntastic,. .,.. l..
',Aiiteiitatr lnqi&le,p!,Tikber,Coasqn4. tioa
A key contribution to the remarkable growth of Scherer Brothers Lumber Company is our increased levels of customer service. We consistently search for new progpms which help us to better serve our customers.
One such progftlm is our Pricing Information System. Working with Dataline, we developed a system add-on which allows our customers to directly access information within our corporate Dataline system. Primarily, the Pricing Information System has been used to protect our customers from volatile lumber prices. They have instant access to our Dataline system for the most up-to-date lumber prices. We also make these prices available to our customers on computer floppy diskettes which
are distributed and guaranteed for 90 day intervals.
The best part of the Pricing Information System is that it allows our customers to do business with us 24 hours a day, seven days a week. That high
level of customer service is what separates Scherer Brothers Lumber from our competitors.
While all of our customers do not currently utilize the Pricing Information System, we expect participation to grow in the future. Some time next year we plan to implement ordering capabilities which, in addition to checking price information, will also allow our customers to electronically upload orders to our Dataline system.
The Pricing Information System allows our customers to access our Dataline syste
cing info rmat ion.
Dataline has been a good technology partner working cooperatively to help deliver the technology tools we require to meet our growth and profitability goals.
-Bill Clemen, Systems Manager Scherer Brothcrs Lumber Co. BilI Clemen of Scherer Brothers ltmber "fine nnes" the Pricing Informntion System for his customers.II'ATHLEEN Patterson's elecrion IL as president broke new ground for the Lumber Merchants Association of Northern California at their 56th annual convention.
She is the first female president of LMA and perhaps the first of any U.S. retail lumber organization. Patterson is president of Central Valley Builders Supply, St. Helena, Ca.
In another shakeup of the usual order, LMA pennanently moved the date of their annual convention from May to November to better fit their dealer members' seasonal work demands.
The shift meant an 18 month stint for outgoing president Frank Solinsky, owner of Payless Building Supply, a six unit chain based in Chico, Ca The move also aligned the officers' terms to coincide with the yearly budget.
Bob Rossi, Rossi's Building Materials, Fort Bragg, Ca., was elected first v.p.; Bill Sullivan, Tynan Lumber Co., Monterey, C8., second v.p.; Gary DeYoung, Close Lumber Co., Corning, Ca., treasurer. Jan Hansen remains executive director.
"Don't use 1991-1994 to plan for 1995," cautioned convention speaker Dr. Lynn Michaelis, chief economist for Weyerhaeuser Co. He sees more stable prices, but with a downward
First woman president elected ... convention moves from May to November... lumber prices will decline as supply increases economist forecasts.
trend, lumber supply increasing, short temr interest rates up l-ll2%o la27o in '95, with single family housing starts declining from the 1.3 million seasonally adjusted pace of 1993 to 1 million in 1995.
"California will be lucky to stay at its current starts rate of 100,000 single family units," Michaelis said. He foresees North American lumber demand declining 57o in 1995.
Inspirational speaker Donna Hartley, Hartley International, spoke on how !o balance personal and pro-
fessional skills to make it in the '90s.
Two roundtable discussions involving dealers and wholesale associate members rounded out the program.
Despite the state's recession, LMA remains in good financial shape and has acquired neady 30 new members. During a business session they selected a name for the previously unnamed newsletten "The Lumber Log."
The meeting was held at the Embassy Suites Resort, Lake Tahoe, Ca., Nov.3-5.
Sryply Oa€, Reno, Nv., acquirsd a site'in Klemaft Falls, Or., to 'build its 8th store Jim Shuler purchased Tri-Star Lumber & Sryply, Laramie, Wy., from Brian Lundberg ... SearsTrostel lannber & Hardwoods has moved wholesale lumber & moulding mfg. opaations to a separate 24,000 sq. fr buitding in Fort Collins, Co. ...
Rancho True Value Hardware, Las Vegas, Nv., is doubling the size of its nursery, anticipating a Feb. completion Davis Lumber Co., Worland, Wy., moved to a larger, 24,OOA sq. ft. building, swirching its focus from hardware to home center ... Qualiry Innber & Building Materials, formerly Bennett Hardware & Lumber, Bennett, Co., has moved to a largerfacility...
Bud's htnber & Ace Hardtvare, South Bend, Wa., plans a May gan<l opening to celebrate remodeling the interior and exterior of the store to a Westerr/Victorian tlrcme ... Valtev lannber & Suonly, Lander, Wy.,is building a'rieiv 8,000 sq. ft. store on its existing site, anticipating a Marclr move
Errsr is using a former Pay 'N Paklor;afion for a new Kent, Wa., superstore and plans to open a Salem, Or., unit by euly spring ... neighbors are fighting Eagle Hardware & Gardcn's attempt to buy National T?ailer Park, Seatfle, Y*,.fgt a superstore site ... Eagle is said to be working on a store format for smaller markets ...
HomcBase expects to liquidat€ a Eugene, Or., store by the end of Feb. ... Thu,rtnan Industries closed its Covington, Wa., store with Everett and Mount Vernon, Wa., units due to close at the end of the yem; Everett will reopen as Homc Center Liquidanrs ... M Lumber Co-, Newark, Ca, has closed
Siman Howe Centers, Walnut Creek, Ca., added a craft dept end a floral design center ... Rafael Lumber, San Rafael, Ca., had a grand opening for a new 1,000 sq. ft" millwork shop ... Stone Lumber & Hardware, Nhpr,Id., is building a larger store expected to be completed by May | ... Chandler Ittnber, Van Nuys, Ca., is ctosing (see story p. 68)
Home Depot expects to open its first ldaho store in Boise in midJan.; unveils a 108,000 sq. ft. Puyallup, Wa., unit in early Jan.; continues work on a San Rafael, Ca., store, and abandoned negotiations for a Bellewe, Wa., site .1.
Burlington Home Center, Burlington, Co., is doubling the size of its sales floor from 21,000 to 30,000 sq. ft. ... Utah Service, Springville, fjt., is building a 24,W0 sq. ft. building behind the existing store, which will be razed for a parking lot
Anderson Lumber, Cedar City, Ut., has leased 3 acres adjacent io its site for an expansion due in early '95 ... Anderson lumber, SL George, Ut., is expanding with a March 10 completion date
Anniversaries: Stone htmber & Hardware, Nampa, Id., 88th Wendling Nathan Co., Kentfield, Ca., 80th ,.. McGuire Lumber, Yakima, Wa., 50th ... Short Lumber Co., Canon City, Co., 50th ... Seers Lumber, Carson, Ca., 49th ... H&E Do-It-yourself Centers, Redlands, Ca.,42nd ..". Sacramento Pacific Corp., West" Sacramento, Ca., l5th
Berdex InternatiDnal, Inc., San Francisco, Ca., has spun off Berdex Forest Products, Inc. as a separate, wholly-owned subsidiary; D. L. Berger stays on as pres. anddirector...
North Pacific Lumber (NorPac), Pottiand, Or., and Schuha Snyder & Steele Lumber Co., Lansing, Mi., expect to merge in lst quarter'95 ,.. Boise Cascafu has leased an additional28,000 sq. ft" to build a warehouse at tE Port of Vancouver, \\ry1
Jensen-Byrd Co., Seaftle, W&, and Orepac Building Products, /nc., Wilsonville, Or., have formd a marketing alliance ... Pan Pacific Forest Products, Bend, Or., has & new Nmional City, Ca, trading office, Fernando Viduari in charge ... Mesa Forest Piodtrcts, Costa Mesa, Ca., opened,a Bend, Or., office, headed bi Michele Alexander
Louisiana- Pacific has temporarily shut down its Chilco, Id., mill, according to Jim Belvin's office at Hayden Lake, Id. Willamctte Industies will begin converting its Eugene, Or., particleboard plant to an MDF plant after the first of the year ,..
Georgia-Pacific filed suit against United Snrcs Gypswr Co. and L&W Supply Corp., both USG Corp. subsidiaries, claiming a gypsum wallboard product inftinges G-P patents
Andersen Corp., Bayport, Mn., expects to acquire Dashwood Industric s ltrl., Cennaliq Ontario, Canada, a TJ Internatianal subsidiary, by Dec. 31 Pla-Con /nc., Santee, Ca-, will allow Anzona Metal Processing Services, Goodyear, Az., to manufacture and mrket a version of their plastic bullnose corner bead system
PIy Gem Industrics authorized open market purchases of up to one million of its 15 million orrtstanding shres and applied for a Iisting on the New York Stock Exchange Delcor Inc., &.subsidiary of Goldcn Eagle Industries Inc., offered $940 million in castr for NationalGypswn...
Housing starts fell5.27o ln &* $atest figs.) to a seasoually adjusted annual rate of 1.42 million single family sr{rts fell 7.4%;multifamily grew 4.8%... pennits fell 1.7% ... stafis in the West were down 6.3%.
Listings are ofren submitted months in advance. Always verify dates and locations with sponsor before making plans to anend.
Portland Wholesale Lumber Assoclatlon - Dec. 9. annual holiday luncheon, Red Lion Inn-Lloyd Center, Portland, Or.
W.O.O.D., fnc. - Dec. 9, annual holiday luncheon, Denver Athletic Club, Denver, Co.
Umpqua Valley Hoo-Hoo-Ettes - I)ec. 13, Christmas pot luck, Roseburg, Or.
Tacoma-Olympla Hoo-Hoo Club - Dec. 14, Christnas party, Tacoma. Wa.
Phoenix Hoo-Hoo Club - I)ec. 20, golf, Western Skies, phoenix, Az.
TacomaOlympla Hoo-Hoo CIub - Jan. 3, Seat0e Supersonics sports nighl SeaBle, Wa.
Hardware Wholesalers Inc. - Jan. 6-7, winter market, The Pointe Hilton-South Mountain, Phoenix, Az.
Western Bulldtng Materlal Assoctation - Jan. 9-10, lumber grading school, co-sponsored by Seattle Hoo-Hoo Club, Seattle, Wa.
Servlstar - Jan. 9-11, lumber market, Marriott World Center, Orlando, Fl.
Los Angeles Hardwood Lumberman's Club - Jan. 12, dinner meeting, Lumanaries, Monterey Park, Ca.
Ace Hardware Corp. - Jan. 12-13, lumber & building materials show, Las Vegas, Nv.
fnland Emplre Hoo-Hoo Club - Jan. 13, initiation meeting, Indian Hills Country Club, Riverside, Ca.
Cotter & Co. - Jan. 15-18, winter market, Hyatt Regency and San Antonio Convention Center, San Antonio. Tx.
International Housewares Show - Jan. 15-1E, McCormick Place Complex, Chicago, Il.
Phoenlx Hoo-Hoo Club - Jan. 17, golf, trgends, pboenix, Az.
FenceTech '95 - Jan. 1E-21, American Fence Association's annual convention & expo, San Antonio, Tx.
Humboldt Hoo-Hoo Club - Jan. 19, annual crab feed, Eureka Inn, Eureka, Ca.
Umpqua Yalley Hoo-Hoo-Ettes - Jan.24, meeting, Sandpiper, Roseburg, Or.
Callfornla Forestry Assoclation - Jan.25-27, annual meeting, Radisson Hotel, Sacramento, Ca.
Structural Board Assoclatlon - Jan. 26-28, technical meeting, Vancouver, British Columbia. Canada.
Bellevue Home Show - Jan.26-29, Bellewe. Wa.
Lumber Merchants Association of Northern California - Jan. 26, ar:ea meeting, Monterey, Ca.; Feb. 2, area meeting & mill tour, Red Bluff, Ca.
Our Own Hardware Co. - Juo. 26-28, building materials expo, San Diego, Ca.
Natlonal Assoclatlon of Home Bullders - Jan. 27-30, annual convention & expo, Astrodomain Complex, Houston, Tx.
DIY & Home Improvement Show - Jan. 29-31, Olympia 2, lnndon, England.
National Assoclatlon of Wholesalers-Dlstributors - Jan. 30Feb. 1, annual meeting, Capitol Hilton, Washington, D.C.
Bob Abbott - Len Adomo - Jock Aden - Liso
Albrecht - John Allen - Creighton Anfinson - Pot
Anfinson - Rick Anfinson - Allon Arbiso - Fron Arnold
- Nelson Asink - George Bodenoch - Fronk Boder -
Cheryl Bohnemonn - Pom Boiley - Bill Bon - Dick
Bosick - Bob Boxter - Gordon Beoch - Doug
Bergquist - Jock Betts - Rich Bilby - Dove Blosen -
Louro Bolick - Doryl Bond - Kent Bond - Bob
Bonniksen - Mike Bourne' - Joe Bowmon - Roger
Broniger - Bob Britt - Russ Britt - Alon Brody - Dove
Bufe'- Roger Burch - Deonno Burrus - Jock Butler -
Don Butterfield - C.L.l.S. - Mike Comeron - Eric
Conton - Borboro Coldwell - Rolph Cordwell - Bill
Corter - Ken Corter - Ben Cossinerio - Bud
Chenoweth - Don Cherovsky - Kevin Childs - Tom
Cloncy - Teni Cloyton - C.R.A. - Don Crocker - Tom
Culligon - Denny Curron - Dwight Cunon - Dove
Cutler - Ed Dochtler - Michoel Dom - Pom Dovid -
Terry Deoton - Chet Dennis - Don Derbes - Neol
DeWitt - Bill Dickenson - Don Dickenson - Mott
Dierdoff - Bob Dimeco - Phil Dodson - Dennis
Downer - Scott Driskell - Dove Duncon - Roy
Duronte - Don Dye - Jim Elder - Tom Embree -
Andy Ersek - Louie Escobedo - Jim Foirchild - Rich
Fovreou - Jim Fenton, Sr. - Jim Fenton, Jr. - Jim
Feneiro - Roy Flynn - Ed Fountoin, Jr. - Bill Fox -
Deon Fox - Morty Fox - Jim Frodshom - John
Fullmer - Ted Fulmer - Chuck Gollogher - John
Goskin - Steve Getsiv - Ted & Rosemory Gilbert -
Bill Gitfings - Dove Goetz - Bob Golding - Wendy
Gonzolez - The Good Guys - Melisso Goschie -
Rich Grohom - Sondy Groy - Scott Gregg - Chuck
Gregory - Don Gregson - W. E. B. Griffin - Chris
Grover - EJillGunnell- Steve Gwoltney - Jerry Hohn
- Jeon Homberg - Bob Hondegord - John Hormer -
Jim Honington - Chuck Honis - Robert Horris - Bob
Hos - Hop Hosty - Dwight Hoyes - Fronk Heinrichs -
Corl Henoch - Mike Herbert - Mork Herms - Jeny
Higmon - Wil Higmon - Bobby Hill - Dovid
Hindmorsh - Mott Hobbs - Bill Hoglund - Lorry
Holguin - John Hollstein - Mike Holm - Woyne & Jeonie Holm - Fred Holmes - Steve Holrnes - Tod
Holmes - HoeHoo - Dick Hotoling - Jeff Howord -
Lorry Humphrey - Teny Humphrey - Vern InghomBill Jocobson -Mike Jomeson - Chormoine
Jennings - Cloudio Jennings Limo - Clyde Jennings
- Chris Jepsen - Cliff Johnsen - CorlJohnson - Chris
Johnson - Bill Jones - Rod Jones - LeRoy Jordon -
Chorlie Jourdoin - Ken Koiser - Fronk Koms - Dove
Koney - Rod Koutz - John Kelly - Nick Kent - Don
Kepon - Pete Kepon - Andy Kice - Gory Knight - Bill
Loipple - Greg Lombert - Ed Longley - Les LeGoux
- Jim Lewmon - Ron Lewmon - Shermon Liebow -
LIES Lunch Bunch - George Little - Steve Little -
Mork Loflond - Mike Long - Jesse Lori- Dick Love -
Roy Louvier - Lorry Lund - Chris Lynch - Jeff Lynn -
Horry Lyon - Kelly Lyon - Lew MocDonold - Bob
Mocfie - Bob Mockey - Mike Mockin - John
Mohoffey - Ann Morke - AlMortin - Gordon Mortin
- Jess & Vero Mortinez - Ted Mothews - Fronk
McCrory - Denny McEntire - Jomes McKenzie -
Don 'Moc' McNolly - Louis Michiels - Woyne Miller
- Mike Mische - Rodger Morris - Mike Moseby -
Sherri Moser - Jim Moss - John Mullen - Ross
Muxworthy - Don Noughton - N.A.W.L.A. - Pete
Nevins - Mike Nicholson - Mork Nizic - Arnold
Nutter - Fronk Oreste - Morty Olhiser - PoulOrbon, Jr, - Denny O'sullivon - Nqthon Osborne - Michoel
Porodise - Bob Pork - Ed Poul - Borry Phipps - Ted Pollord - Todd Pollord - Steve Power - Lindo
Prefrontoine - Jqck Price - Fronk Quottrocchi -
Tom Quottrocchi - Jim Romsey - Bill Rondoll -
Doug Rosmussen - Julie Reeves - Bob Reid -
Richord Reid - Fronk Reilly - Will Riegel - R.l.S. -
Mike Rooch - Brod Rodokowski - Ken Ros - Mike
Ruiz - Bob Runeborg - Pot Ryon - Brendo Sonfilippo
- Som Sonregret - Dick Soroyon - Phil Sonis - Bill Scott - Horvey Scott - Jeff Scott - Richord 'ScottyScott - Nelson Semboch - Eric Shelmon - Dove
Shott - Steve Sims - Gil Sissons, Jr. - Pete Skibbo -
Dove Smith - Hol Smith - Mork Sporso - Borry
Stogner - Ken Stevenson - Rich Stolz - Norbert
Strieck - Sol Suguro - Bill Sullivon - Shel Susmon -
Petter Svenkerud - Joe Swolly - Tim Tonner - Pottic
Toylor - Joe Tldwell - Ron Tipton - Libby Titus - Jetf
Tornoi - Audrey Troise - John Tunnicliffe - John
Turner - Woyne Turner - U,S.M.C. - Fronk Velez - Len
Viole - Robert Wogner - PhilWoller - Bob Wolton -
Jeff Word - Poul Word - John Wotson - W.C.L.|.B. -
Steve Westfoll- Alon Wickstrom - Angie Wiley - Jim
Wilkinson - Jock Williomson - Doug Willls - Jon
Wilson - Rich Winkel - Deon Winters - Som Witsel -
Curt Wood - Doug Woodcock - W.R.C.L.A. -
W.W.P.A. - Greg Yoeger - Eric Zedric
{. SPRUCE 'I PINE * REDWOOD
PIJ#7tA$7-212L Dennis Richardson o Pete Clough ' Sharon Badenoch
./..."THE CLEAR CHOICE' FAX 7lA$7-0244
Mr. Stephen G. Freeman
"lJse the latest technology" is often the answer given to the question, "How do you run a business more profitably?"
But with fast track technology constantly and rapidly changing, how does a retail store owner or manager keep up? "Find a technology business parher who can select and implement the best of the latest technologies for your particular business," advises Dataline Corporation's Les Goldman.
Drawing on his experience with a company that has successfully provided business computer solutions to lumber and building material retailers and wholesalers since 1971. he recommends finding product offerings that are both on the leading technology edge and simple to master. This is the kind of software tools a business needs to profitably compete through the'90s, he adds.
Choosing wisely from software available, a retailer can increase mar-
gins for each sale, reduce shrinkage and materials handling for each return-of-goods transaction, speed up cuslomer handling and data entry and accurately track special orders and delivery ofgoods. . : ::: ,:j
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Care should be taken to select software that integrates with other technology components of your business, Goldman cautions. This will ensure you can perform take-offs, create deck designs and more on your favorite PC program, then electronically forward the information for reprice, recost and quoting. A system database that permits you to tie into
off-the-shelf desktop packages like Microsoft Excel will allow you to report business infonnation graphically or in custom designed reports.
Most important, Goldman points out, an open system design also allows you to choose how others can access your system. A contractor can be granted access to look up an item's price and availability at any time of day or night using a PC at his home, office or on the job site. With this kind of access, he can post an order for scheduled delivery or examine accounts receivable information for his account. When the store opens in the morning, the order or price request can be waiting for review and processing. The same system will allow the store to return confirmation to the contractor via his PC.
Technology has brought many competitive advantages to business and will continue to change the way we do business in the future, Goldman reiterates. A retailer must continue to shop for technology that will help him realize improved customer service, nnximum profitability and more efficient management of business.
Steve Batterson
Lvnn Bethurum
Dannv Burks
Jose ihicas
fohanna DeKoning
Abel Flores
john Frederickson
NickJiminez
Bruce Keith
ferry Long
|uan Magallanes
Bobby Malone
Michael Parrella
fanet Parrella
Peter Parrella
Matt Peterson
Nestor Pimentel
Bill Pritdtard
David Sclimenti
Lois Tavenner
Melinda Taylor
Larrv Treanor
Petei'UUoa
Robert Williams
Pamela Winters
Option 9, the forest plan that pleases neither the forest indus0ry nor environmentalists, is under consideration by Judge William Dwyer with a deci sion on its compatibility with environmen[al law due by the end of the year.
In limbo since April, the Clinton Administration's plan for managing spotted owl forests in washington, Oregon and Northern California came before the districtjudge in a Seattle, Wa., federal court Nov. 17.
The steep price lag of remodeling kitchens does not keep everyone from going all out.
Twelve percent of households that remodeled kitchens in the past three yea$ spent more than $40,000 on the job. Another 23Vo spent $20,000 to $40.000.
A survey by Maytag followed up on 470 households that in 1991 were considering remodeling their kitchens. By 1994,724o had done so, though 55Vo had spent at least two years thinking about it before proceeding.
Judge Dwyer essentially shut down logging in 1991 when he ruled the government logging plans violated federal wildlife law. He lifted this injunction in April, but delayed a decision on Option 9.
Action included in the plan he is weighing:
o l0 million acres to be declared off limit to logging
o Buffer zones to be established around rivers and streams
Kitchen remodelers are affluent. One fourth of respondents had household incomes exceeding $100,000 (compared with 5Vo of U.S. households). Three in four hired out at least part of the job.
Of the 857o who replaced cabinets, half bought oak, l4%obhch and lT%o cherry. Of the 88Vo replrcng floors, 43Vo chose no-wrx vmyl,23%o ce,ramic tile and lTVo wood floors. Reasons for remodeling: wanting a new look (61Vo), inadequate storage space (6lVo), inadequate counter space (56Vo) nd outdated appliances (33Vo).
o Adaptive nulnagement areas to be set up as cooperative experiments among forest managers, communities and private interest
o A 1.1 billion board feet timber harvest allowed annually
o Harvesting allowed in tp n 257o of the region's old growth forests not set aside for protection.
Environmentalists claim Option 9 doesn't do enough to protect old growth forests and wildlife. The timber industry maintains the plan is illegal because the administration didn't procure enough public input into the plan as required by law. They also are unhappy that the allowable harvest would be far less than the 4.5 billion board feet annual average cut dudng the late 1980s.
Lois Schiffer, assistant U.S. attorney general, says the plan provides "both a sustainable level of timber harvesting and adequate protection of old growth forest and associated. species."
There is a possibility that Dwyer will scrap the entire plan, but it is thought that environmentalists would prefer to "fine tune" the sections they find unacceptable.
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Scanner prices not reconciled with for retailers," said Gail Dorn, Target label prices or advertised specials Stores. "scanning systems have were found in three seattle, wa., saved literally milions of dollars. home centers during a citywide crack- They are mors efficient. However, if down. the perception is that they're not zlccu_
Ernst Home & Nursery, N.w. rate, it's a disservice to the retailer Leary Way, and Home Depot, Utah and the customer." Ave. S., received warnings from city
Technical problems with labels are inspectors. Eagle Hardware & responsible fbr some problems with Garden was cited when inspectors scanner prices, according to Dan scanned 104 items off the shelf and stednick,-Microscan. Labels can be found nine errors, six which would misread because of printing glitches have overcharged the consumer. such as insufficient iontrasi benveen
Eagle president Richard rakata light and dark areas. Although some said the majority of the errors rerailers spot check shipments and restemmed from items displayed in ject them if bar codei on packages more than one place. when prices are won't scan propedy, the industr/as ghaogeo up or down, a new shelf label yet has no good syitem for checfting is automatically produced for the pri- bar code tabets as ihey're run throug[ mary location, he noted. In some high speed printing presses, he added. cases the displayed price wasn't cbanged for the secondary location of thatitem.
the west coast lumber cargo business.
Utilizing its long tenn lease on its existing facility with the Porr of Long Beach, Fremont is establishing "a very efficient custom handling facility for lumber and other building products," according to Speek. He said they anticipate handling materials delivered via cargo, rail and truck
Nevada and Utah led the nation in residential remodeling pemrit values during the frst six months of 1994.
Jumping 503Vo from $23.3 million (frst six months of 1993) to $35 million, Nevada placed first. Utah came in second increasing 45.8Vo from $31.3 million !o $45.6 million. Permitted projects account for aboutl4%o of residential remodeling spending.
"Still, we were wrong," he said.
Followingthecloseof theirwhole"The auditing procedure for the sec- sale operations and the sale of their ond location was not being followed." creswell, or., remanufacturing facil-
Customers who bring a discrepan- ity, Fremont Forest products has ..satcy between the scanned and displayed isfied all creditors," according to price to the attention of the store will company president Pete Speek. receive a gift certificate.
Five of the six other Mountain States showed significant increases, giving the region a227o increase for the frst six months of 1994, according to the National Association of Home Builders Remodelors Council.
For many years, the Whittier, Ca.,
"This (scanning) is a very big issue fimr was a major wholesale player in
The Pacific region dropped 7.5Vo from $1.5 billion to $1.4 billion; the West,2.9Vo from $1.82 billion to $1.77 billion.
analysis
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Takeoffs
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Marty Blume has been appointed gen. mgr. of Colonial Lumber Co., San Mateo, Ca
Allen Stanley has transferred to Supply One, Reno, Nv., as mgr. Reed Russo, formerly at Sparks, Nv- replaces Stanley as mgr. in Carson City, Nv. Robert Peabody is the new mgr. in Tahoe, Ca.
Dennls "Denny" Huston has joined Boise Cascade Corp., Boise, Id., as LVL saleVmktg. mgr. for the timber & wood products div., reports Stan Bell. Yince Vlerra, formerly with Sunol Forest Products, is new to sales at Agwood Mill & Lumber, Inc., Oakdale, Ca. Denls Stack has relocated from Fullerton to Redding, Ca.
Randy Farls has been promoted to pres. of Dimensions Computer Co., Salt Lake City, Ut. Scott Ellenson has joined the firm as national sales mgr.
Jack Havens has joined Heppner Hardwoods, Azusa, Ca., N v.p., operating all facets of the business.
Joe McGulre has been named sales mgr. for Universal Far West Co., Huntington Beach, Ca., according to Dave Wulbrecht, gen. mgr.-So. Ca. operations. Steve Mulholland, ex-primeSource, is new to the Woodbum, Or., buying office.
Jln Fox has been promoted to v.p.-rnktg. & advertising at Ernst Home & Nursery, Seattle, Wa., replacing Monty Reese, who left to join HomeQuarters, Virginia Beach, Va., as senior v.p.mktg. & advertising.
Brent Bouslog has joined All-Coast Forest Products, Chino, Ca., as head of industrial sales, reports Phil Dodson. R. W. "Buddy" Rumley, UnionTools, Inc., Golden, Co., has been promoted to retail mktg. mgr.
Terence L. Smlth has resigned as pres., ceo and chaimran of the bord after 15 yeaf,s at California Hardware Co., City of Industry, Ca., to join Home Depot, Atlanta, Ga., as v.p.-imports. Rlchard Shaffer was elected chairman of California Hardware, and Willlam Teachout will serve as interim ceo and chaimran of the executive search committee. Smith remains on the board.
Randy Walton has joined Economy Lumber Co., Campbell, Ca.
BiIl Neltake was named chief operations officer at VSI Fasteners, Phoenix, Az., according to ceo Clark Hlgglns. Larry Swlngholn is now director of service.
Dan Dutton, pres., Stimson Lumber Co., Portland, Or., is the new chairman of the American Forest & Paper Association.
Gevin Brown, American Pine Products, Prineville, Or., is the new chairman and pres. of Wood Products Competitiveness Corp., Bend., Or.
Robert A. Dirham is new to FibreFomr Adinos Corp., Bellevue, Wa., handling sales of Chilean radiata pine noulding, millwork and doors. Ted E. Saunders is now mktg. mgr.-lumber products for FibreForm's International Pine Div., Bellevue. Ruschen Cetlnkoepruelue is the new Europe region mgr.-Global Resources Div., based in Aschaffenburg (Frankftnt), Germany.
Chris Bushhorn, ex-EWP mgt. for Georgia-Pacific, Fresno, Ca., has joined Cascade Empire Corp.'s engineered wood products Ontario, Ca., DC.
Montye C. Male is the new director of external communications at Weyerhaeuser Co., Tacoma, Wa.
Jeff Louls, pres., l,ouis & Co., Brea, Ca., received the National Building Material Distributors Association membership recruitnent award for the second consecutive Year.
Pat Messer, Builders Lumber, Kennewick, Wa., received the Associate of tbe Year Award from the Building Industry Association of Washington'
Dwtght Curran, DMK-Pacific, Fremont' Ca., was a recent business visitor at Fibreboard Corp., Standard, Ca.
Tom Fogarty, Osborne Lumber Co., Newark, Ca., after a Rogue River, Or., fishing trip, visited his sister in Italy' followed by a visit to keland.
John Hardleben is new to sales at Plywood Components, Inc., AlbanY, Or.
Carl Force, retired Fort Bragg, Ca., redwood lumbemtan, and his wife, Dorls' recently celebrated their 50th wedding anniversary.
Charley Cluffis now store mgr. for Davis Lumber Co., Pahrump, Nv. Nick Janneck is new to sales.
Dennls A. Spencer, regional mgr., Stone Forest lndustries, Inc., Medford, Or., a trustiee on the APA - The Engineered Wood Association board, will serve as APA nominating committee chairman for the next two Yetus.
Rick Deen. Nichols Lumber, Baldwin Park, Ca., was elected pres. of the Inland Empire Hoo-Hoo Club. V.P. is Pat McCumber, Rim Forest Lumber; sec./treas. Davld Talt, Nichols Lumber, and board members Neal DeWttt, Redwood EmPire; Paul James, Inland Timber; KellY LYon' Capital Lumber; Mlke Miller, Las Plumas Lumber: Bill Shaw, Barr Lumber, and Mike Nlcholson, AllCoast Forest Products.
Brad Shelley, West Coast Lumber Inspection Bweau, was appointed to succeed Murray Kostamo as chairman of American Lumber Standard Committee's building code task gouP.
Rolly Skifton, All-American Home Center, Downey, Ca., has been Promoted to director of merchandising.
Tom Ludwlg, ex-Huttig Sash & Door, has joined Morgan Distribution' Denver, Co., as oPerations mgr.
Curt Bodenstab, sales mgr., South Coast Lumber Co., Brookings, Or., vacationed with relatives in Boise, Id., during Thanksgiving.
Til Johnson and Steve Hagen, Unity Forest Products, Yuba City, Ca., just returned from a hunting triP to Grand Junction. Co.
Thomas R. Flint, v.p.-standards & regulations, APA - The Engineered Wood Association, Tacom4 Wa., has retired after 36 years with APA. MartY Thomson is a new market develoPment specialist in the field services division.
Ernest Coronado, western region, Celotex Corp., was named 1994 National Building Products Sales Representative of the Year. Architectural ceilings sales representatives recognized included Jeff Clark, western region, and Bob Chambers, southwest region.
Dell E. Gates has relinquished most of his duties at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and tr'reddy Fungus.
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Housing activity slowdown due to increased mortgage rates should continue during the frst half of 1995 as mortgage rates move above9Vo.
McGraw-Hill, Inc. expects the restrained economic climate of 1995 to have none of the pent-up demand from the eady 1990s recession that helped propel single family housing over the 1 million unit mark in 199394. Although the principal homebuying age group, 35 to 54, expanded by 10 million persons during the first
half of the '90s, implying continued demographic support for the housing market, they forecast a 2Vo dechne in 1995 to 980,000 unirs from 1.045 million single family units.
Construction contracts will advance 3Vo in 1995 to $294 bilion. "The current pattern of recovery, a surge of housing followed by a handoff to nonresidential building and public works, is certainly consistent with the traditional construction cycle," McGraw-Hill said.
The typical National Lumber & operating dara from NLBMDA mem_ Building Material Dealer Association bers nationwide. member finn had sales of $6,486,681 Charts, graphs and narrative in the in f99] and produced a pre-tax profit report provide a managemenr tool and of $168,654. comprehensive guidelines for analyz_
To achieve this, the company ing lumber and buitding material committed $2,236,787 in assets to the dealer profirability based 6n industry business with sales per employee av- norms.
:IaqTg $227,77I, operaring expenses Divided inro secrions on profir, re2.1.9vo, md inventory turning over 5.6 turn on investment, ratio analysis, statimes. The annual cost of doing busi- tistics and operating economics, the ness survey/profit enhancement pro- complete report is available from file compiled by Profit Planning NLBMDA, 4b Ivy st. sE, washing- Group, Boulder, Co., is based on ton, D.C. 20003, -tor $225 for meriincome stratements, balance sheets and bers and $375 for non-members.
(909) 272-1000
Office and Yard Address: 1695 California Ave. Corona, Ga.91719
ALLWEATHER WOOD TREATERS is the FORCE in wesl coost vood preserving. ll/e hove CAPITALIZED, plonned, stoffed, built plont copocity, conlrocled for long-term RAW moteriols, developed UNIQUE producr, estoblished disribution, ond sel up IIARKETING progroms. We ore reody for the FUTURE, ond we ore READY to fill oll of your treoled needs. In foct, we hove BUILT our business oround meeling your product ond morketing needs. Our GOAI is to build PARTNERSHIpS with our cuslomers fhol go BEYOND normol "supplier" relotionships. We believe lhol by working wilh you os o TEAM, we con lruly be "pARTNERS in success". We will listen to you, leorn oboul your BUSINESS, ond develop o STRATEGy with you lo ENHANCE your soles ond SUCCESS.
Willamette Industries, Albany, Or., plans to open a summertime "distribution area" for southern pine products in the Seattle, Wa, area.
Willamette plans to lease space at Vandermeer Forest Products' reload in Kent, Wa., since "the problem with pine in the Pacific Northwest is ransit time," said Steve Webb, plywood sales. "Customers want product on such short notice, and southern pine would require two to three weeks for mill orders, then two weeks for ransit time."
The company successfully experimented with the idea last summer, with Sturd-I-Floor and some 1/2"
four-ply CD.
Webb expecs the arrangement will be seasonal. "There's a fair amount of southern pine being used in the Seattle market, but the problem is it has a tendency to buckle," he said. "So people around here are kind of nervous to use it in the winter."
Timing is another big factor since southern pine must have a sufficient price spread advantage over fir tojustify shipping it so far.
It was a long time coming, but Jerry's Home Improvement Center, Eu-
geng Or., finally has a building permit allowing its owners to begin a $100,000 expansion.
In addition to getting a zoning cbange approved by the Lane County Board of Commissioners and the Eugene City Council, the company had to buy four houses to gain more space. Now the way is clear to double the indoor retail space to about 160,000 sq. ft. and increase outside sales space from two to five acres. The extra space will allow the storc to expand all departments and add a selection of kitchen cabines.
The expansion, which had been under consideration since 1990, became more urgent when Home Depot opened a 100,000 sq. ft. store in northeast Eugene last Augusl coowner Dennis Orem, said.
Despite announcing a fonnal close date of December 10, Chandler Lumber Co., Van Nuys, Ca., will remain open as long as necessary to fill all orders already taken (see Nov., p. 18). Achral peflnanent shutdown is expected by the middle of January.
Hit hard by the recession, the 47year-old pro-oriented business has put up for sale its Van Nuys yard, nearby five-acre shipping yard, plus yards in Palmdale, Ca, andLas Vegas, Nv.
Chairman of the board Marc Myers said the company is negotiating with "several interested parties, including an employee group, on the possible sale of our California operations or the entire @mpany."
"Owner of a new single family home, 30 to 35 years old, manied with young children, upper-middle to lower-upper income," is the description Builders Square II president Frank Felicella gives of the average do-ityouselfer.
In addition, he maintains SlVo of these consumers need how-to information before they can start a project. "It's the serious do-it-yourselfer that's going to be the biggest customer," he explained while visiting a store in The Woodlands, Tx. "We want to make the small-time do-it-yourselfer comfortable enough to 8y larger projects."
Builders Square II considers those doing home improvement projects to be good customers since they buy 70Vo of their merchandise from hardware stores, home centers, lumber and building material outlets. They also are involved in an average of 6.5 maintenance, repair or remodeling projects ayeu.
Felicella credits the boom in home improvement to cocooning or the desire to spend more time at home, atftibuting this to changing social conditions, such as aging baby boomers, a weak economy, changtng work modes, and technology changes including working at home and converting bedrooms into offices.
"A lot of people think that projects are too hard when actually nany ideas are simple and easy," Felicella points out. "These projects can really make a home a better place to live."
Deslgned for buildinA materlals retailers and wholesalers, tttls complete-system includeE pofrt of sale, order processlrng, billing, sophistlcated pricing (markup, markdown, contract, quandty breaks, etc.) accounts recelvable and credlt, inventory control, purchase order control, sales analysls. accounts payable, general ledger. Easy to use, completely tntegrateda sln$e transactlon updates all relevant data. Call or nrrlte:
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ie pleosed to be seleeted os the West Coost dictributor of fnsulated
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OPEN HOUSE to celebrate Johnston Hardwood Lumber & Plvwood, Inc.'s move to 1415 E. Grand Ave., Pomona, Ca,, was held Oc,t.28. Company president (1) Dennis Johnston & daughter Becky Johnstoh. (2) suppliers James Taylor, Joe Mc{arthy, Ron Unrue, Pete Ramsey. (3) Jim Hadf, Terie Lorentzen, Rob Kincaid. (4) Pete Pelerman, Dick Lambert, Dury Cords. (5) Oscar Paredes, James Senano, Ramon Dominquez. Jeff Kirk. (6) Georoe Ramsey, Ken Tinclder. (7) Ehine Ploivman, Jo Sanders, Harold Tester. (81 Bill Filzoerald. Bandy Lamben, Pete Lang,'Mark Michi-e. (gi Oren & Judy Elliott, Esta Bogenreif, Debbie Mac{vlillan. (.|0) Gale Daugherty, Janice Johnslon. (1.|) Barbara & RobCrt Truiillo. (12) Rick McMurtrid, Cliff McMurtrie. (13) ken dpiri, Luz Lomonico, Eddie Cortez.
FibreForrn Wood Products, Inc., chainnan Leo Seidner and his wife Helen, Los Angeles, Ca., joined South Australia Premier Dean Brown, CSR Ltd. chainnan Alan Coates, managing director Geoffrey Kells and president Henry Pens along with community and corporate leaders at ceremonies marking the startup of CSR Softwoods Ltd.'s new $18 million Mount Gambier operation, Australia's largest and most modern pine moulding fabrication facility.
FibreForm, U.S. based partner in this joint venture, will market production in North America and Europe under the CSRFibreForm tradename.
FibreForm Wood Products, Inc., largest U.S. marketer and distributor of radiata pine mouldings and millwork, pioneered radiata pine millwork manufacturing in Chile with Andinos S.A. Production is marketed through FibreFonn Andinos Corp. FibreForm also ships radiata pine lumber to the U.S. from FibreForm port facilities in Tauranga, New Zealand. The company maintains an International Pine division in Bellevue, Wa., in addition to Los Angeles headquarters.
HomeBase Sales Grow 1.5% HomeBase, Inc., kvine, Ca., had a 1.57o thitd quarter increase in sales at stores open at least a year.
Herbert Tarl<in, ceo at parent Waban, Inc., Natick, Ma., said the chain benefited from restructuring that will result in closing or relocating 24low perfonning stores plus a growing snength in its business.
The kitchen was the number one remodeling project under consideration by consumers responding to the National Association of the Remodeling Industry's hot line during the past six months.
While 26Vo were interested in kitchen remodeling, 257o were thitr|(.ing about an addition. Questions about bathrooms and whole house renovations tied at 137o. Nearly half of the 32,000 homeowners callins
were considering more than one remodeling project with the majority expecting the fint project to be started within a six month time frame.
Research collected shows over 93Vo of the callers were considering a current remodeling project. It would be the first remodeling project for 1l%o.
Cabinet Sales Increase 11.2o/o
Kitchen cabinet sales rose 11.2% in 1993, according to the Kitchen Cabinet Manufacturers Association. $]t!ough stock cabinet sales were up l2.3vo, custom cabinet sales increased only 6Vo.
Sequoia Facilities Sotd
Sierra Forest Products, Inc., Terra Bella, Ca., has acquired Sequoia Forest Industries' Dinuba, Ca., facilities including a sawmill, planer, bark and soil amendments and pallet manufacturing plants.
Finalized Oct. l, the sale excluded the cogeneration plant owned by Dinuba Energy, Inc.
Showcasing redwood building materials, the newly rebuilt Scotia Ca., Shopping Center opened in mid-November, two and a half years after a fre caused by an earthquake desroyed the original buildings.
The multi-million dollar complex includes redwood exteriors, siding, trim, detail, ornamentation and roof. Redwood log columns match tlose on nearby theater and museum buildings built in 1920.
"Rebuilding the shopping center is a statement of The Pacific Lumber Company's commitment to the future," John A. Campbell, Palco president and ceo, said. "Our company has been in business for 125 years and this project fits with our long terrn plan to be part of this community for many more generations. "
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in proper selection and sizing of Advancage I-Joists, ASI bean products, solid sawn lumber and special products. The system reportedly will find the most efficient depth/width choice and list all viable beam sizes for users' "wha[ if ' considerations.
The top-quality stainless steel type 304 wood siding nails are now available from Maze Nails.
Ring shank nails made from a fine grade of stainless steel, "Slim-Jim" siding nails are said to drive well and hold tight. Their slender diameter re-
Two new software packages that automatically optimize engineered wood product orders cut from inventory to generate the least amount of waste have been designed by Alpine Structures.
The BeamCalc Structural Analvsis Progran assists designers and dsalers
An economy vacuum coater for operations that finish small substrates at line speeds up to 100 fom is now available from Advanced Manufacturing & Developmenl
Featuring stainless steel construction, the value-priced Vacumizer 100 applies waterborne stains, primers or topcoats to substrates with consistent profiles up to 5.5" wide and 1.5" thick.
Options include a conveyor, vacuum take-away, fluid filters and fluid level confol.
Sharx screws with "teeth," a high- low threadform with special indentations that bite fast and hold tight in most materials, are new from Swan Secure Products.
Made of spe- cially modified 316 stainless steel, the fasteners reportedly are
The BeamCut program allows wholesalers and dealers to plan efficient cuning of ASI products to meet userdefined waste allowables. It also helps manage inventories, jobs and cut lists. Users control the products to be optinized and determine tle cut pattern. Fully automatic optimization can be selected and results instantlv compared. After the initial optimization is complete, non-scrap cut-off lengths are returned to inventory for reuse in later optimizations.
engineered to outperform conventional self-tapping, wood and particleboard screws used in marine and other severely corrosive environments.
For use in composite materials, engineered wood products and wood substitutes, the screws' extra sharp points speed screw starts during assembly. Screws through l" long are fully threaded. Screws over 1" long are threaded 2/3 up the shank.
They are available in ftat" pan and oval head swles.
A new energy-efficient residential glass product specially designed for warmer climates with high cooling requirements has been introduced by Libbey-Owens-Ford Co.
Featuring a light green tint that helps create a relaxing interior, EverGreen Solar Control Glass absorbs heat from the sun, resulting in reduced cooling costs. It also blocks 60Vo more of the sun's ultraviolet and other damaging rays than clear glass, protecting carpeting and furnishings from fading.
portedly reduces wood splits and their small, textured heads are inconspicuous for minimum visibiliw.
They are available in bright, welllabeled 1-1b., 5-lb. and 25-lb. boxes. in 6d, 8d, 10d and 16d lengths.
A unique new line of hooks and hangers has been introduced by Hinge-It Corp.
The line includes 18 wood and brass or powder-coated tubular hooks, bars, toweUslack racks, shoe pockets and recyclers that hang on a door hinge or can be attached with brackets to a wa]l.
An endcap display is available with an installed sample product to offer customers a hands-on opportunity to test the concept.
New quarter radius and transom shutter extension tops have been added to Cellwood Prbducts' extensive poduct line.
Transom tops are offered in a raised panel style, while the quarter radius extension tops come in both raised panel and louver designs.
Manufactured of a tough copolymer material tlat reportedly won't rust, crack or peel, they are available in seven colors.
A new Shingle Shield floor merchandiser from Chicago Metallic illustrates the problems fungus and moss can cause on asphalt and wood roof shingles.
MDO lap siding, soffit and trim offering the appearance of solid wood yet engineered for superior resistance to the elements has been introduced by Fourply, Inc.
APA-rated Eagle Classic lap siding uses 3/8" thick three-ply consfuction, with premium veneer grades throughout and a tough MDO ovedaid face. Its glue formulation is the same as found in Marine grade plywood.
It is said o provide year-round di-
mensional stability, easy installation, durability on the job site, paintability and low maintenance.
Available in woodgrain textured or smooth surface, lap siding comes in 6", 8" or 10" widths and 8' ot 12' lengths; soffit panels in 5/16 to 1-1/8" standard thicknesses, 4' widths and 8', 9', l0' or 12' lengths, and trim boards in 414 to 8/4 standard thicknesses, 4" through 12" widths, 8' through 12' lengths, and textured one side/smooth one side.
on any product in this section is available by writing 4500 Campus Dr., Suite 480, Narport Beach, Ca.92560. Or call (7 1 41 852-199 0 or FAX 7 L 4 -852-023 1 Requ ests will be fonvarded to the manufacturer. Please list product(s), issue and page number:
The display stores enough product to protect several homes and includes a built-in literanrre holder containing product information and detailed installation instructions for a variety of roof types.
Draft Seal
Polyseamseal Seal h Strip, an interior sealant tape to eliminate drafts, is new from the Darworth Co.
Packed in 3/8" wide, 20'long rolls, the adhesive is applied over cracks, around windows, doors or electrical outlets needing a temporary weathertight seal. When removed, the product strips off cleanly. It reportedly adheres to most surfaces, remains flexible, is non-staining, non-toxic, UV-resistant, weather-resistant and won't crack, fade or change color.
ToolAttach6
A tool box shaped like a briefcase is now available from Flambeau Products.
The Satchel Case's shallow depth
The Merchant Magazine helps it fit into tight spaces. Inside are four extra-wide permanent comparfrrcnts with 20 dividers to customize and maximize storage space. The 18-1/2"x13"x3" case combs in gray with a clear lid.
Lumber, plnvood, round stock stokes, poles, & pilings Agency stomped, ground contoct fire retordont pressure-treoted wood oroducts
Comfortable Insulation
Encapsulated fiberglass insulation that places a barrier between the user and the fiberglass for greater handling comfort with less dust and itch during installation is new from Schuller International.
of wall damage, and maintains the thermal effectiveness of the insulation. The poly facing and triple reinforced flanges are also tougher and more resistant to tearing.
Truss Spacing Aid
A new truss spacing product said to eliminate the need for costly,
cumbersome jigging and the chance of error in hand measuring during truss erection and setting, is now available fromE-Z Lacer Inc.
Made of ASTM-rated, high tensile strapping material rated at approximately 1,400 lbs. of break strength, the product comes in 55-ft. continuous rolls which can be overlapped for longer roofs.
Made with 20Vo recycled glass, ComfortTherm combines a built-in poly vapor retarder on the face with a protective metalized backing film, perforated to let moisture escape.
The vapor retarder facing reportedly is twice as resistant to moisture vapor penetration as traditional kaft paper facings, meaning the wall cavity stays dryer, reducing the possibility
A trackless shower door that swings fully outward or inward, providing easy tub entry while eliminating in-rack mildew and dirt-build-up is new from Sterling Plumbing Group. The FrpeStyle's lift-and-seal design lifts the door as it is opened and creates a waterproof seal when closed.
Magnetic strips that run the length of the door complete the watertight seal. In clear glass or cloud patterns, with silver or polished bnass finishes, in 5' tub door, 4' or 3' shower doors, and a tub soeen for whirlpool applications, tempered safety glass, corrosion-resistant components and a limited lifetime warranty arc standard.
X)IJR S(XJRCEF(R
A heavy duty, adhesive-backed polyethylene carpet protector is new from Manufacturcd Plastics & Disribution. Made from non-skid clear polyethylene witl water soluble pressure sensitive adhesive on one side, Carpet
Tuff is available in 200' and 1,000'long rolls in 24" and 36" widths.
Plug-A-Hole, pretextured drywall patch that requires no taping or texturing, is new from Professional Drywallers.
Simply tack the furnished circle template over the hole and draw a circle around the inside and outside of the template. After cutting through the drywall on the inner circle, remove the template. Apply joint compound to the lip of the patch and insert the patch into hole.
PVC OPENINGS:
A fixed vinyl window over or nexl lo a slider in an ouler frame for easy installation and a slim appearance is new from Plastmo. New are two mullion profiles for single hung and single slider lines. Plastmo also offers 12 AAMA lineal certified PVC window extrusion lines in white and sandalwood and a full line of vinyl gutters.
wishes you a HapW Holiday Season
Randy Collins
Tom Murdoch
Ed Gale
(2091 367-1265
Fax209-367-1M2
P.O. Box 2755, Lodi, CA 95241-2755
goultnlWtaluaalpLunbp,r,
Hem-Fir Hemlock
Douglas Fir
GREEN or DRY o DIRECT MILL
SHIPMENTS o LCL . CARGO o
RAIL o TRUCK & TRAILER o
PRESSURE TREATED LUMBER
. No Staining
. No Streaking
Highesl quality nails for c€dar. redwood and other fine wood malerials.
. Self-counter sinking bugle and trim heads
Yard & Olflces: End ol Alrport Rd.
P.O. Box 723, Uklah, Ca. 95482
{7071 f08-0181
o Slender shank and blunt diamond point Diamond pattern head blends with wood texture. Small head diameter permits face nailing and blind nailing r Annular ring threads preclude nail head popping and cupping of siding boards AlSl Grade 304 nickel/chromium
Square drive recess eliminates driver bit cam-out o Sharp point for quick penetration with minimal pressure o SelFtapping coarse threads o Coated with non-stick, dry lubricating film r Solid nickel/ chrome stainless steel for superior corrosion resistance o 6 lengths: l" through 3" alloy.
For additional data and dealer intormation:
Spectura, reportedly the first line of rollable, water-based multicolor paint products, has been introduced by Surface Protection Industries International.
The decorative dispersion of multicolor flecks (millions of patterned color particles placed upon individual walls) adds texture, depth and character to a room.
A new low profile closure back support belt has been introduced by Valeo.
The VLP belt can be worn under or over clothing, providing the comfort and support ofthe classic belt.
The paint can be applied over any color or brand of latex paint, on a wide variety of interior wall surfaces, by using either Spectura Rollers or standard spray equipment.
It comes in 18 prepackaged multicolors.
An environmentally friendly trap using a naturally occurring soil microbe to kill entire cockroach colonies is new from Bengal Chemical.
Because it is chemical free and contains only naturally occurring ingJedients, the odorless Bengal Roach Clamber r€portedly can be used anywhere in the home without endangering children, pets or plants.
Cockroaches become infected merely by contact with the chamber, unlike traditional bait stations which work only if the insect ingests chemical pesticides. In addition, a single roach can infect an entire colony, spreading the infection to others'it touches.
Stone Polish
Nature Seal from JDH Distribution Inc. is said to efficiently clean and seal fine stone, tile or concrete surfaces without harsh detergents or chemicals.
Biodegradable, non-toxic and 1007o natural, the self-emulsifying product reportedly contains no harmful fumes or noxious odors and won't harm plants, pets or children.
A new ladder stabilizer designed for use on corners has been introduced by Crawford Products.
The durable, lightweight aluminum unit can be used with wood, aluminum and fiberglass ladders on flat, angled and round surfaces.
It sets up in minutes without tools and contains all necessarv hardware.
To use, mop it on, wait 10 minutes and mop it off.
A l-lb. box makes eight gallons of solution and will clean and seal approximately 5,000 sq. ft.
1|\ FEW gentlemanly hisses greeted the picture of a steel 4l framed house shown by opening speaker Frank Pankratz, Del Webb Corp. president, at the Lumber Association of Southern Califomias 44tI annual management conference.
Panlaatz said, "Lumber volatility has been a real shocker for us; we got shrng on house prices as we couldn't pass through increases." Cost is "a push" between steel and lumber ftamed houses. With cuslomers not caring which is used, by 2000 the steeUlumber ratio could be 50/50.
A panel discussion on "Surviving the Big Boxes,"
From all your friends at LJB Lumber: Louie Buschbacher
Ken Zyvoloski
Dick Warren
Carla Renick
Steve Webb
Dan Emmett
Christy Situa
(8OO) LJB-LMBR ' ' s52-5627
(5O3) 620-5847 Fax so3-644-79oo PO Box 23995, Tigard' OR 97281
Sales Agent for Fontana Wood Prcseruing, lnc. Phone (909) 35G1214 . FAXe0e-350-e62s
P.O. Box 1070 (15500 Valencia Ave.), Fontana, CA 92335
manned by William Cowling II, Dixieline Lumber; Peter Ganahl, Ganahl Lumber; Jim Nelson, Buena Park Lumber, and Rick Orlando, Barr Lumber Co., followed. Suggestions for competing included: don't play their game; do
Lumber Asociation of Southern California in a rebuilding mode ... Jorgensborg new president.
what they don't do or don't do well; price close to them, but don't try to match their prices (lately tley've used a25%o307o markup on numy items); try one price for all (it simplifies things); study successful retailers of all kinds for ideas; don't fear the "Boxes," run lean and mean and stay close to your customer.
The advantages of using either compressed natural gas (CNG) or liquefied natural gas (LNG) were relared by Paul Beck, president, Clean Air Partners, San Diego. He said lumber and building materials firms using either could save money as well as help the environment since natural gas is cheaper, cleaner and safer for vehicles, requiring less maintenance. Engines last longer, too, he claimed and government subsidies are available for converting.
Mechanic's lien law as a collection tool was addressed by attorney Elizabeth Walters, followed by fellow attorney Anastasia Thomas, who warned of the perils of sexual harassment laws. She said the law was strongly slanted in favor of women and the average jury verdict in California in the last 10 years was $450,000.
While the attendance this year was below that of previous years, outgoing president Jerry Higman, Reliable Lumber Co., noted, "We're on tlte comeback trail." He anticipates membership to grow in the coming years.
New president is Eric Jorgensborg, Fisher Lumber Co.; Mark Lofland, Capital Lumber, lst v.p.; Ray Bumbaugh, Bumba Lumber, 2nd v.p.; Bill Jones, Pacific Lumber, treas., and Kevin Lindsay, Lindsay Lumber, sec.
The conference was held November 6-8 at La Quinta Resort, La Quinta (Palm Springs), Ca.
DESERT retreal for Lumber Association of Southern California: (1) Eric & Nancy Jorgensborg, Jerry & Colleen Higman. (2) Tom Mullin, Lindsav Olson, Chuck Weaver, Frank Bader, Jr. (3) Frank Bader, Jr., Mike Petter, Petter Svenkerud, Jim Nelson. (4) Katie & Wayne Gardner. (5) Barbara & Dick Hawthorne, Ralph Cardwell, Vicki & Jack Berutich. (5) Diane & Paul Paulin, Tracy Green. (7) Joyce & Mitch Byard, Donna &
George Swarlz. (8) Dwighl & Joni Hayes, Margo Dodson, Russ Primrose. (9) John Sweet. (10) Phil Butterfield, Sandie & Mark Lofland. (11) Clyde Jennings, lda Primrose. (12) Tracy Green, Ed Nichols, John Kerr, Kevin Lindsay. (13) Scott Cowling, Bill Cowlino ll. Derek Cowlino. (14) Don & lda Srobaulh, Bob & Colene eonrir. its; tvtotty a John Allen. (15) Terri & Rick Orlando. (17) Hal Fay. (18) Merlyn Hemphill. (19) Herb
Winward. (20) PhilDodson, BillTemple. (21) Jim Moss, Nathan Dickens. (22)Joe McGuire, Michael McShane. (23) Lenelle Duecker, Dave Barry. (24) John Donhauser. (25) Kevin Joyce. (26) Harold Bell, Scott Cowling, Ra'msey Fendall. (27) Hugh Bell. (28) Scon Bell. (29) Ray Bumbaugh. (30) Tim O'Neil. (31) Lisa & Pat Hawthorne.
GOLFERS in the 7th annual Coleman Cuo Golf Classic: (1) Randv Richards. Garv Branscombe, Dinise Julian, Terry Wesseln, Dan Croker. (2) Ron Lodge, Mike lrish, Rod Kautz, Rich Carrroll. (3iLouie Escobedo, Larry Widner, Mike Jameson, Rick Hormuth.
(a) Gary Root, Jack Price, Tony Clark, Ihe Mechant Maaazine's Alan Wickstrom. (5) Al Smilh, Sterie Baugh, Ken Hopper, iohn Hollstein. (6) Art Parker, Frank Velez, Miguel Hernandez,0raig Broady (7) Larry Hanien, Kevin Lindsay, John Mazanet, Scott Sell. (8)
John Snead, Bill Shaw, Al Reed, Mike Ganity. (9) Matt Manke, Dan Henninger, Kevin Child!, Ron Tipton. (10) Doug Crawford, Jeff Gould, Mark Herms, Darren Webb. (11) Sleve Shudoma, Todd Pollard, Jim Moss, Petter Svenkerud. (12) Will Higman, Joe McGuire, Michael McShane, Dave Wulbrecht. (13) Denise Julian, Bruce Kelly. (14) Richard Miller, Michael Mackin, Tim Gaffney. (15) Dave Ramon, Huben Escobedo, Matt Albanese, Tim Lewis. (16) John Allen, Bill Jones, Frank Penberthy, Kelly Lyon. (17) Dennis Richardson. Jeff Lvnn. Rooer Branioer, Frank Quattroccfri. Los Anoel6s Hoo-Hoo Club and the Hoo-Hoo Internitional Suoreme Nine sponsored lhe Oct. 14 event in Brea, Ca.
"Grand Finishes for Walls and Floors: Interior House Painting, Wallpapering and Wood Floor Refinishing," a 128-p. paperback is $f6.95 plus $3 shipping from The Globe Pequot Press, Box 833, Old Saybrook, Ct. 0e475; (800) U.3-O495.
The Gompetitive Edge
"Product Selection: A Competitive Guide," advice on how retailers can gain a competitive edge going head to bead with the sulrerstores, Sashco Sealants, 3900 E. 68th Ave., Commerce City, Co. 80022; (800) 289-7290.
The 96-p. paperback "Ideas for Great Patios & Decks" is $9.99 from SunseE 80 Willow Rd., Menlo Park, Ca. 94025; (800) 227 -7346.
A 16-p. Retail Trends Special Report is available from G. A. Wright 1099 lSth St., Ste. 2090, Denver, Co. 80202; (303) 295-6222.
A 69-p. kit to help companies get more from trade shows is free from Skyline Displays, 1301 E. Cliff Rd., Burnsville, Mn. 55337; (8OO) 328-2725.
"How a House Works," a paperback bebind-the-scenes trip tbrough the shucture of a home, is $14.95 from Reader's Digest Pleasantville, N.Y.
"Whistlepunks & Sliverpickers: A Fun Look at Forestry," a 30-min. VHS video educating children about timber, milling and wood products, is $18.95 plus shipping from I Can Do It! Productions, Box 5934, Beaverton, Or.97006; (800) 698-3567.
A NATIONAL EVALUATION REPORT (NER-457) has been issued by the National Evaluation Service of the Council of American Building Otficials to confirm that PYRO-GUARD Fire RetardantTreated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.
PYRO-GUARD is the FfRSf Fire RetardantTreatedWood with: Third Party Kiln Monitoring in addition to U.L. Follow-up sentice
FRT labor and materials replacement cost warranty Code Compliance Report with evaluation of elevated temperature strength testing for root applications [o,e4fe
SALESMAN WANTED: Expanding, well-established wholesaler of softwoods and hardwoods seeks an aggressive, self-motivated salesman for retail/industrial accounts within Califqnia and neighbdng states. Must have proven track record in sales. Generous commission and benefits package available. Write to Box 647, c/o The Merchant Magazine.
Established old line lumber wholesale company has immediate opening for an independent specialty wood products commission broker with strong clientele base. Superior financial split. Southern Oregon location. Telephone (503) 773-7368 or (800) 547-5988.
LUMBER SALBS: Major Nuthern California wholesale lumber company is ieeking professional sales people who want to work hard and be rewarded for the effort. Excellent career opportunity with a well-established company. Send resume to Box 650, c/o The Merchant Magazine,
Twenty-five (25) words for 321. Each additional word 70c. Phone number counrs as one word. Address counts as six words. Headlines and centered copy ea. line: $6. 8ox numbers and special borders: 36 ea. Col. inch rate: $45 camera ready, $55 ifwe set the type. Names ofadvertisers using a box number cannot h released. Address replies to box number shown in ad in care of The Mcrchrnt Melrzine, l5fil Crrnpus Dr., Sulte lt0, Nerport Bcrch, Ce. 92660. Make checks payable to Thc Mcrcbent Mtglzine. Mail copy to above address or call (7l4) 852- 1990. Deadline for copy is the 22nd of the month. PAYMf,NT MUST ACCOMPANY COPY unless you have esrablished credir with us.
Are you in yard supervision or sales, and successful where you are, but not going anywhere? Meeks Building Centers may be interested in you. We are looking for people for supervisory and sales positions who want to work towards becoming Branch Managers.
Meeks is a ?5-year-old company that is growing towards the future; our new mission statement says what our compa.ny is about, "Personal, Trustworthy, Professional... From Foundation to Finish." This growth can only be done with experienced employees who are committed to our customers and our mission.
If you have ex.tensive lumber and building material experience, are interested in working in Northern California. and share our desire for success, send your resum6 and cover letter, including salary history to: Meeks Building Centers, H.R. Dept., P.O. Box 255749, Sacramento, Ca. 95865. All information will be kept in the strictest of confidence.
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 specificetion.
Drawer 4779, Arcata, Ca.95521 707 -826-9850
Please call us with your lumber tag requirements. By specializing in manufacturing tags only for the lumber industry we provide our customers with quality materials, fair prices and a customer service system that makes ordering tags a psinlesstdsk!
(800)770-0984 - (7131469-3838 - FAX (713)469-4041 12330 Knigge Cemetery Rd. - Suite G - Houston,TX77429
PLYWOOD/LUMBER RETAIL: Company located in ercellent Southern California trading area, adjacent to major freeway. Revenues $1.3MM, Book value $507K. Retiring owner will frnance with only $160K down. Call John Bates, V. R. Business Brokers, (714\7$-1m0.
ONE MAN cedar lumber company with a demand for growth. Milling equipment, 5 acres, 2000 sq. ft. retail stde, house. 30 miles from Tacoma, Wa., in the logging community of Mineral. Cedarman's, Q06,) 492-3941,
BUSINESS FOR SALE: Custom lumber milling/pre-stain facility for sale. hime Northern California-Sacramento foothill location. Price includes 6r acres land, buildings, equip ment and inventay. Seller financing available. $1,415,000. Bruening Associates Real Estate, (916) 546-516r ; F N( 9 lG5&547 4.
WEATHERED, TWISTED OR USED LUMBER. Plywood blows, used or trims. Carl Hanson, (619) 661-2510, FAX 619-6615547, San Diego, Ca.
Ihe N.T.G. Co. will buy yotu SURPLUS INVENTORY & EQUIPMENT or your ENTIRE BUSINESS FOR CASHI AII negotial.ions completely confidential. l800-275-5170. Ask for Herb. Ed or Phillip. 1402'1 Amargosa Rd., Victorville, Ca.92392.
LOCAL LUMBER HAULING Southern California roller bed uuck and frailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beactr, Ca. 3-C Trucking, (310) 422-04?f.
Sacramento OIO 122-2500 Portland, Or. (503) 223-6105 P.O. Box 69E9, San Jose, Ca.
/ Eurcta
lnspocrion U [\ l7o7l4+.-3024
.Tffi:lT:t' l\DJ, ni;it3l?3i,,
The Redwood Rules Writing Authority
Authorized by American Lumber Standard Committee Board of Review
i;i;iii1S.EEHtt6;.;!g.;.,!il|E.;.;SOUf H?,,',,:', j:rr;:i[€t jill$iif€,@ht,'Ma$arine,'i,,ilstef ,,,,',,,, ,;,:,n!uncalon..guildilag..pi4ci.uigesti,r: I' ..i...t*!.Y.lPtlr.mesitrF.,to..heetly,i,! r3;0i0i0.. ,ii:i i.i.i.i...fst{il€rlt.llltiok*d€R,,&,distfibtitofi,,,,, ,,hom.Te545,torrFl0fi darie::uPr:to,\liiEihiaf :::::::€ell::Aehrr\flicKtrom,r,lll,ll,,85l:l'itO; , foi ih ation on our reasonabb
t :ratui &,raturation toveragc of thisboomlpg
Use this low cost opportunity to deliver New Year's greetings to customers, frlends and suppliers. Your buslness card will appear in a Special Section in our January issue, exposing your message at an extrabw price. Cards will be reduced sligfitly, to 2-3/8 x 1-3l8".
Celebrate the New Year by communicating with the trade. And at a price that can't be beatl
IT'S
Just send your business card and a check for $60 before December 2{) to The MerchantMagazine, 4500 Campus Dr., Suite 48O, Newport Beach, Ca. 92660. At this low price, your check will be your recelpt.
Questions? Call David Cutler at (7141 852-1990.
Start 1995 right by sending thanks and best wishes to customers, friends and suppliers. Happy New Year!
LOS AI{GELES AREA
Baxlor & Co., J.H.... &t*oi uirilnnrins
CaDltal Lumber co.
Caroll Mouldlng Co
Columbla F0]€st Prcdwis............................
CDwn Planlm Mi||...............(800) 31$7361
El & El Wood Prcdw{e Coo........................
MacBEath Hardwood (Bed<eley) ffieeiiri H;ds'ood iffi iE'fti#i
Georyla-Paclflc CoD. (oakhnd)
CoD, (San Joso)......,...........
For€st Producls................................
8,193229
Soutu€d Ptyvrlod4-umber (21 3) fil&9891
Weyerhasus€r (Lorc B€ach) .......................
Weyorfi aeussr (Sopui'/eda).(800) 321.0728
ORAI{GE,
CarollMouldlng Co ........014) 898{X33
...................(909) 350-121 4
FRESilO
Accenb ln Wood (Visalla)....(800) 734-8368 (209) 651 {330
G€oOia-Pacific Warohor.re ...........................(209) 251 -8471
lnlematonal Foreg Producls..........,.......,......(209) 275.3356
Me6a Forsl Prcd$ls.........,..........................(209) 635.2447
Pacific Foresl Producls .(2@l?f/8-0z21
Phoenix Enteprb€s ......(2@1251-7477
Weyerhaeuser C0................(800) 742.1939 (209) 486622,| Whils 8r0the6........
lloDEsTo
Kelfer Lur$er Sales (Mercod)........................($Wl 424-Gn2
Meyer Moufdirg & Mi11w0rk............................(2@\ 52.-?288
Thunderboll Wood Treating.(8O0) 826-8709 (209) 869-4561
REDDING AREA
Loublana-Pacillc (R€d Blrtf)..........................(916) 527.4343
RFP Lumberco..... .......(916i 898.9900
sbklyou Forsst PlodLErs ....(800) 374021 0 (916i 938.277 1
Trinity Rlver Lumber Co. ................................(916i 0A-5561
Tumac Lumbsr Co.. .......(916i 221{191
SAC RAIIENTO / STOCKION AREA
Berder Inlemational.............(800) 627.5319 (916) 92-7282
Bullders Pr*Stain, Inc.......,............................(800) 266{1 30 BMD ...................... .......(209i 745-3001
Bowman Lumbor Sa|es........,,........................(91 6) 8736243
Califomh Bullders SepV...,,,............ Capltol Plywood..,.....l,:.:.........:.......:::::::::::.. G€oela-Paclflc (Madell).......-.--.......,.......-.
K€llsher Cop.
Klncald Hardrood Comparry,........................
La6mann Lumber & Mouldlq C0................
Loublana.Paclf |c.....
Unlvetsal Forost Prcducts....
tctlililVlLIE
SEATTLE ' TACOTA AREA
GREATER PORTTAND AREA Callall Bms. Forest Produc{s.........................(800) 517-201 I
& Asoclates, John T. ............................(5m) 645€617 Columbla Forsst Prod$1s............................,.(800) 5'|7n79l
Contact Intsmatlonal............(800) 22&7361 (5G) 517€634
Frloson Lumb€r C0..............(500) 397-1 700 (5ff3) 24-n17
Georgia.Pacillc Corp ......(503) 613-861 1
Haaso Ind6tr1es..........,,...,,.(800) 547-7$3 (503) 223-7571
Hampton Lumbor Salss C0............................(503) A7-76S1
(206) 854-3550
w€yerhaeuser fiacoma)....(8,00) 562-3960 (206) 924-2345
sPoK l{E
CoMlle Indian Plscbbn Plno Co (Omak). .....(509) 826-5C7
GooEh-Paclflcoorp ......(509) $5-417
VANCOUVER
Allwoathor Wood TreateF (washougEl) .,......(80q 7n{1 34
OREGOI{
Hanel Lumber Co. (Hood R1ve0.....................(503) 351-1297
UB Lumber Sales ...............(800) 552-56'27 (503) 620-5847
Loublana.Pacllic Corp......... (503) 624-9{04 (500) 221 -0800
Lumber Producb.......,....................................(500) dI2-3322
Pan Pacilic Forosl Producb (8O0) 73&242 (800) 8526984 scR Inc. ..............................(800)
8EilD
Pan Paclllc Forsst Pr0ducb..........,................(800) r/6{131
EUGEilE ' SPRIIIGFIELD
Baxtor&Co., J.H.... .......(500) 689-3020
Eaglo Vonoor, Inc...,..,......,.......................,.....(800) 547-5S01
Frsmonl FoFst Prod$ls................................(500) 686.291 I
Gomlnl Fol€st Producb..................................(503) 485-7578
Harold Edwln Bratten, 77, retired, vice president and sales manager of Miller Redwood Co., Crescent City, Ca., died Nov. 24, 194, in Crescent City following a lengthy illness.
Born in Topeka, Ks., he ran his own sawmill in Humboldt County before joining then-new Miller Redwood as sales manager in 1964. He retired in 1990.
He served on the Califomia Redwood Association promotion comrnittee for 24 years, including two tem$ as chairman.
Stewart Shelk, 89, former president and chairman of tbe board of Ochoco Lumber, Prineville, Or., died Oct. 11, 1994, in Bend, Or.
Mr. Shelk started in the industry as a teenager in the 1920s, working for his grandfather's milling firm, Clark & Wilson Lumber Co. In 1938 he moved to Prineville as Ochoco's first office manager, retiring as chair:rran in 1976.
Tony Perry, 82, fomrer owner of Pella Window Co., Spokane, Wa, died Oct. 19, 1994, in Spokane.
He ran a cabinet shop then owned Pella Window, retiring in the early 1980s.
Warren Lindsay, 79, former owner and operator of Lindsay Lumber Co., Paramount, Ca., died Nov. 19, 1994, in Fountain Valley, Ca.
He joined his father's business after World War tr, retiring last year. He was a longtime Lumber Association of Southern California director.
Harold'MaCt McCready, 75, retired Southern California lumberman. died of Parkinson's disease Sept. 19, 1994, in Redlands, Ca.
Born in Pender, Ne., he moved to California in 1946 and joined Pomona Lumber, Pomona. He later became coowner of First Steet Lumber Co., Rialto, and in 1973 joined Inland Lumber Co., Colton. When Teny Cos. bought the timber operations in 1983 as Inland Timber Co., he stayed on until retiring in 1990.
Roger Ekvall, 63, salesman for Anderson Lumber Co., North Highlands, Ca., died of a heart aftack Nov. 12, L994, in Citrus Heights, Ca.
His near-4O-yer c.ueer in the industry included work with J.P. Dolan Lumber, Georgia-Pacific, Branson Cross, American Forest Products. F&D Lumber Products and Diamond Lumber. He remained with the latter location when it became Anderson Lumber in the mid-1980s.
Mr. Ekvall was the newly elected president of the Sacramento Hoo-Hoo Club.
Best Wishes for the
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Clown Plmlnr Mlll--*--..--..--..-...........*t0
Detdlnc Crpi-- .-....-..---43
Dirblo Tlmbir Co. .--*---.----...*.......--*55
Dlmcnslons--.-* ,*.......--.-50
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Gcmlni Softwarc Systcms, Inc. --.-----Covcr III
Heesc Industrlcs (Megnetic Push Broon)-*--76
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Holmcs Lmbcr Cc, Fred C----*.....,..-----...69
Hoovcr Tbeeted Wood hoducts..-.-*...-.---ts
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Mohclumnc Rivcr
Orelon Cenedlm Forcst hoducts,.----*-.-..-.49
Peciftc Forcst hoductr-----*.--..-*...-.-.66
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Rcdwood Cost Lmbcr Co...--...-...--.....-...*79
Srcrmcnto Prclllc Corp.------.-.....--,.*.-..-87
SCR. Inc. ---,-*--;-*,-'.-..-.....--..--.-68
Shkiyu Fccst hoducts----.----....-*-.-,..84
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Stlmrm tbadlnc CG.......-.---...-.....-....*-.---7
Stockton Wholclelc-*---.*-----...-..,--.,,....-..70
Sunbclt Facst hoducts Inc----.-....--.-..-.-....78
Superlc Wmd SSntcms, Inc.-.....-..,..-.....,.-.--70
Trus Jolst MrcMlllm
(4151 461-1627
WhohsohDirnrihrbrsof: (obroRidgeVenl . CDX. Afl.Bfi. (fiPTS.0SB . TuftexCorrugotedVinylBuildingPonels.
Shufiedoord . Thermo-Ply Insulofive Woll & Roof Sheolhing . 0SB ond Plywood T&6 Floorings . 0odwood Sidings & Shufiers .
Heorllond Vinyl Siding . Sloles lndusldes Producb . R Plyform . 8', 9' & l0' 0SB/CDX Slructurol Ponels .
Ply{or & Tufffly Utility Ponels . Duro-Ridge
Corlmds . Trucklmds . Units
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' GAF Roofing ' Lumbep Botticode Housewrop
Worehous locotions: Dwis, (o . Foniono, (0. . i4iro Lomo, (0. . PhoeniX, Az.
[tt'S
The Lumber ond
Building Moteriols morket is o service oriented business, You must exceed your custome/s expectotions while wotching your operoting costs to di$inguish yourself from the competition,
Succes todoy relies on mointoining ond exponding your customer bose by selling the right inventory, of the right time, ot the right price,
To top it off, the lumber morket is volotile, ond prices chonge every doy, You con't be cought with too much inventory when the morket price drops,
Or too little; your customer moy drop you for the competition,
At the end of the doy, you wont to hove more in the bonk thon vou $orted with.
We solute those of you with these issues under control ond wish vou continued success, But;
WHEil... You wont to monoge events thot seem to be out of your control,
WHEil... Some of your business is with controctors,
WHEil... You do window ond door fobricotion,
