L.l,NOVtnm FOnBSr PnOnUCTShaschanged and grown into a completely new wholesale distribution company, servlng customers all over the West. We've changed because your needs and the needs of the marketplace have continued to change throughout the years.
ExpLnnnn SPncIALTY AND . Cladwood@ Sidings 'Barricade@ Wrap
Tuftex@ PVC Panels 'Studio Board"
OSB Sheathing 'Fir Structural Panels
Hardwood Lumber 'Hardwood Plywood
. States@ Paneling 'Lay-Out Board
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Melamine Panels 'Pine Boards
. Particleboard ' Clear Lumber
. Shutterboard o Treated Lumber
CowtwtoDITY Pnooucrs:
. PyroGuard@ Fire Retardant Plywood
. Maxi-Plank@ & Panel Fiber Cement Siding
D-Blaze@ Fire Retardant Lumber
.
Thermo-Ply@ Insulative Sheathings
Heartland@ Heart-Tech Vinyl Sidings
. GAF€ Fiberglass Roof Shingles
'Magic Seal@ Caulking, Sealants & Adhesives
Eco-Pine@ Deco and Prem T1-11 Sidings
. Cladwood@ Ready-Made Shutters & Trim
. Multi-Coat Elastomeric Stucco Nnw
Timbers - Beams 'Sanded Poles
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Our sales staff has over 216 years of experience serving customers like you in the building materials business. Landmark's builder/architectural sample and literature programs help you market products and increase sales and profits.
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DAVID CUTLER editor-publisher
One of the negatives of keeping your nose to the grindstone is that it's tough to know what's going on around you. It's a common problem: How to get your work done and still keep informed on what you need to know to be effective.
There is no lack of sources for keeping up with all the information and news that daily vie for attention. You're reading one of them now. The difficulty is scheduling the time and then actually carrying through and doing it.
In this issue we're providing you with a tool we think should be helpful. Bound into your magazine is our full-color Deluxe Industry Calendar, a remarkable compendium of meetings, dates and places for more than 150 various events in 1997. While the world is almost awash in calendars this time of year, ours is the only one that lists all the major meetings, events, conventions, company gatherings, seminars, and club dates. Each
Calendar month in 1997 is sponsored by a different company.
The Deluxe Industry Calendar is the result of scores oftelephone calls, faxes, letters and the like to myriad organizations. If we somehow missed you, call us. We want to know. Because the purpose of the Calendar is to be as complete and helpful as possible to our readers in organizing their working lives.
The need to know what's going on is more imperative than ever. Attending industry meetings and frade shows is not a luxury. Without the input and education attained only by attending in person, it's almost impossible to learn what you need to know.
Check out the calendar, hang it up or put it on your desk. Plan now so you don't get blindsided by events later. Time moves all too quickly. Use the Calendar today to make 1997 your most successful year.
Seruing building products retailers and wholesale distributors in 13 Westem states - since 1922The first Chemonite-treated floats. built in 1988, still show no signs of deterioration. Rhodehamel is confident that the hundreds of Chemonite-treated floats across Oreson will last for decades.
ome of the most beautiful dock facilities in the state of Oregon are planned and developed by the Oregon State Marine Board. This unique state agency is dedicated to making Oregon boating as enjoyable as possible for tourists and residents alike. One of the reasons the facilities are as attractive as they are is that the Board is an enthusiastic user of kiln-dried, Chemonite (ACZA)-treated Douglas fir.
According to Ron Rhodehamel, Chief Facilities Engineer, the Marine Board at first dabbled with CCA-treated Douglas fir in its standard float module design, but the treatment didn't consistently meet the specified 0.6 retention. So, since 1988, the Board has used AWPA- certifi ed, Chemonite-treated Douglas fir in hundreds of float designs.
Rhodehamel says these floats have performed beautifullY in Oregon's grueling river conditions. He adds that kiln drying has made a big difference in the appearance of their Chemonite-treated wood in the last couple years.
San Francisco's Pier 39. Hawaii's Pearl Harbor. The Ventura, CA Pier. What do these and many other marine facilities have in common? Their specifiers all chose Chemonite (ACZA) as an integral part oftheir support.
ln coastal areas where marineboring organisms like teredo, pholad, and Limnoria tripunctata are present, there's an important need to protect below-water pilings. Chemonite pro vides the best possible protection of above-water and below-water structures everywhere. from freezing seas
to tropical waters. That's whY the wood you specify should be Chemonite{reated.
Specifying Chemonite ensures that your structure will be attractive and protected from rot. decay. insect. and marine-borer damage - and staY structurally sound for years to come.
So call today. For more information, and the name of the Chemonite wood treater nearest you, call: 415-573-3311. Or write to: P.O. Box 4215. Foster Citv. CA 94404.
Chemonite' offers the best protection available in harsh marine envirorunents.
n VER the last 10 years, faced with regulatory \,-,land supply restrictions, lumber producers for the first time have experienced serious competition from the outside in home construction. Long-time contenders as well as manufacturers of new materials are having varying success making in-roads into traditional wood products markets, from siding, decking, doors and windows to structural materials.
We asked representatives from the wood products, engineered wood products, steel, plastics and concrete industries to forecast each material's success in the short-term and long-term, and whv.
IX/HEN it comes to selecting construction materials, YY uuitAers have more choices than ever. Steel, concrete and plastics are continually touted as the next replacement for wood. Yet, use trends show that lumber remains, by far, the top choice for American builders. That's not likely to change in the near future.
The volume of lumber used in residential construction in recent years has been near all-time records. This has come despite a steady effort from non-wood competitors to gain a foothold in traditional lumber markets.
WWPA predicts some 18.88 billion bd. ft. will be used in residential construction in 1996. That volume will represent almost 39Vo of all lumber consumed in the country. It's also the fifth highest annual volume for residential construction recorded in the past quarter century.
The higher volumes of lumber used in residential construction are not due solely to increased housing starts. In 1996, on average, some 13,200 bd. ft. of lumber was used
per housing start (single-family and multifamily starts combined). Ten years ago, residential lumber use averagedjust over 10,000 bd. ft. per start.
The lumber market has indeed seen dramatic changes over the past decade. In the West, the continuing loss of access to public forests for timber supplies has significantly reduced the industry's capacity to supply traditional lumber volumes. The effects of such changes can be seen in price
ESTRICTIONS placed on the harvest of public and l\private timberland in recent years have caused a restructuring of products needed to supply the marketplace and the emergence of new and redesigned valueadded products often built from underutilized species and wood waste.
Even these engineered wood products continue to change. Glulam manufacturers are using new species and researching the use of new wood and non-wood materials. New I-Joist and LVL plants will provide substitutes for solid sawn lumber.
Glulams
APA-The Engineered Wood Association forecasts total North American production of glued laminated timbers to rise from 289 million bd. ft. in 1995 and 3lj million bd. ft. in 1996 to 370 million bd. ft. in t99i and, 425 million bd. ft. in 1998.
While residential stock beam demand should continue to increase about 15 million bd. ft., it is not developing as fast as anticipated in earlier forecasts. ApA surveys indicate that builders are using LVL and parallel strand lumber in place of glulams even though glulams often have a cost advantage. Nonresidential uses will rise more moderately, while remodeling and industrial uses are expected to remain fairly level. The outlook for exports is excellent-rising about 34Vo annually over the next two years-as Japan continues to design and build more with North American slulams.
APA expects I-joist demand will receive a boost in 1997 and 1998 when the association implements a new promotion program for residential I-joists. The marketing thrust will follow adoption of a new U.S. performance standard for wood I-joists. Total North American I-joist production should skyrocket from 387 million linear ft. in 1995 and, 465 million linear ft. in 1996 to 585 million linear ft. in 1991 and 785 million linear ft. in 1998.
In turn, the increased I-joist production will generate demand for plywood and OSB which is used for I-joist webs. Approximately one square foot (3/8") of structural panel is used to produce each linear foot of wood Ijoist.
Preliminary results of a market study co-sponsored by APA indicate that I-joists supported 20.5% of the single-family wood floor area in 1994 and lSVo of the
multi-family wood floor area. Residential floors consumed approximately two-thirds of the wood I-joist production in 1994. The remainder of the volume went to the remodeling and nonresidential market segments.
LVL production is expected to benefit from the continued growth of I-joists. LVL is used as the flange for abofi 80Va of the I-joists produced in North America. In addition, LVL is enjoying increasing use as an engineered lumber product in both residential and nonresidential construction. APA also anticipates that LVL production for non-I-joist uses will continue to grow at a fairly rapid rate. In recent years, about 50Vo ofLyL production has gone into I-joists and this percentage share is expected to hold up even as I-joist production increases rapidly.
Total North American LVL production should climb from 35.5 million cu. ft. in 1995 and 38 million cu. ft. in 1996 to 44 million cu. ft. in 1997 and 57 million cu. ft. in 1998.
Increased housing starts are expected tp provide about one billion feet of increased demand in 1996 compared to 1995. Added to this is another billion feet from expected increases in all other domestic end-use markets as well as exports. Domestic markets are expected to generate nearly 31 billion feet of demand and when combined with exports, total demand will be about32.5 billion feet in 1996. a record vear.
Total U.S. structural panel production is headed for anorher record year in 1996 with a total of 29.3 billion sq. ft., eclipsing 1995's record27.3 billion sq. ft. Even though the U.S. market will be supplied by an increasing volume from Canada, U.S. production is expected to increase to 28.6 billion sq. ft. in 1997 and Zg.Z Ailion sq. ft. in 1998.
U.S. plywood production is forecast to fall from 19.4 billion sq. ft. in 1995 and 18.8 billion sq. ft. in 1996 to 18.2 billion sq. ft. in 1997 and 17.9 billion sq. ft. in 1998. Domestic OSB production, on the other hand, will surge from 7.9 billion sq. ft. in 1995 and 9.5 billion sq. ft. in 1996 to 10.4 billion sq. ft. in 1997 and I1.3 billion sq. ft. in 1998.
Total North American structural panel production is expected to increase 2.7 billion feet in the 1996 to 1998 period to 38.5 billion sq. ft.
fluctuations, where, unlike the past, the lumber industry has a limited ability to increase production when lumber demand accelerates.
Despite such changes, demand for lumber in the U.S. has continued at high levels. Total U.S. lumber consumption over the decade from 1986-1995 averaged 46.9 billion bd. ft., 227o more than the average annual usage during the previous l0 years.
Discussions about replacing lumber with other materials often pick up when lumber prices rise. It's important to remember, however, that competing against lumber requires more than just a better price. Unlike other materials, lumber is produced under industry standards that are enforced through a third-party quality control system. This system assures users the lumber they buy will meet the specifications indicated for the grade marked on the product.
Lumber also is sold via an extensive distribution network, with wholesalers and retailers able to serye communities throughout North America. Customers in virtually any town can easily find the lumber products they need.
Wood-frame construction is commonly accepted by building officials, with prescriptive requirements available in the codes. Other materials may require engineering and other design work to gain the necessary code approvals.
And, of course, wood remains the most environmentally sound building material available today. It is renewable, durable, safe to handle and easy to work with.
Any piece of the market competing materials wish to take will have to be earned. WWPA, on behalf of its member producers, will continue to educate customers on how to best select and use lumber. The association will refute misleading statements about lumber made by competitors, assuring that customers have the proper information on which to base buying decisions. And it will continue to offer the field and technical support users demand today.
cials, and readily available. Labor must be comfortable with its use and be prepared to respond to demand as consumers understand the benefits of steel framing.
Fortunately, we have seen tremendous progress in each of these areas to give us confidence in our ability to achieve a 25Vo share of the market by the year 2000.
This year, agreement was reached among manufacturers to standardize the grades and dimensions of framing sections. These were incorporated into our 1996 CABO submittal, approved in October, which created the prescriptive standards needed to simplify the design and construction of steel-framed walls and floors. HUD has published a broader prescriptive method which will be the basis for future code submittals so that the code can apply to more and more residential projects.
While standards are expanding in generic products, we've also seen a surge in proprietary solutions to specific market demands. Design, engineering and cut list software have been developed to support the sales and manufacturing effort. New steel truss products are available for roofs and floor systems. Innovations now under development in connection and cutting tools will have a dramatic impact on job site productivity. The increased use of panelization, possible from steel's consistent quality, will further reduce the cost ofjob site labor.
In distribution, we are seeing progressive commercial roll formers teaming up with major drywall wholesalers to meet the needs of the residential and commercial builder. Smaller roll formers are proliferating who are combining design, production, distribution, and panelization in an effort to compact the supply chain. As these companies establish themselves, we can expect costs and service to continually improve to the benefit of the builder and buyer alike. Even to the most traditional lumberyards and home centers, the prescriptive standards can provide the guidance on what to stock for the builder or the remodeler.
In the area of training, we still have a big job ahead of us, but we are enthused at the increased number of vo-tech programs that are incorporating steel into their curricula. The carpenters union has launched an aggressive training program for its members, and the American Iron & Steel Institute and National Association of Home Builders continue to support training for builders and framers through our regional training centers and traveling seminars.
By Michael N. Meyers U.S. Steel Residential Advisory Group Chairman American Iron & Steel Institute
IXIE SHOULD expect the '90s to be the decade in V Y which one building alternative, light gauge galvanized steel framing, truly moves into a position to challenge traditional materials as the material of choice.
The rapid rise in the interest and use of steel framing is no surprise given the product's inherent advantages in both residential and light commercial application. Its strength, light weight, pest and rot resistance, non-combustibility, consistent quality, price stability, and recyclabilty make it the option for developers, builders and distributors.
As we have leamed, however, you need more than just a good product to wrest any serious business from as established a competitor as the wood industry! Any new building material must be user friendly, acceptable to code offi-
Yes, our goals are aggressive. And we recognize that it will take time for steel to work its way through the code process to your local level. But in the process, growth will continue.
With builders who start cutting their teeth on non-load bearing studs, to hybrid designs of steel and wood, to the experienced crews who build all steel framing, each has an impact on changing the way we build. We anticipate continued growth from the 55,000 steel homes built in 1995; our goals are 75,000 homes in 1996 and 95,000 homes in 1997. As we move past critical mass, we can expect the surge that can take us to 325,000 homes using steel by the turn of the century.
Many of us are old enough to remember thinking how different life in the year 2000 would be. The way we build houses may just be one of the truly radical changes that we will have accomplished.
rFHE $40 to $60 million Recycled Plastic Lumber (RPL)
I industry is showing emerging growth. Manufacturers are feeling their way through a myriad of issues as technologies compete to find market areas where their products' physical property strengths and weaknesses are appropriately matched. In addition, manufacturers must find a distribution channel that will not only work for today but tomorrow as well. Not easy tasks for an industry predominately made of small entrepreneurial companies.
What? Basically, there are four technologies currently competing in the marketplace: single polymer systems made from recycled high density polyethylene, mixes of recycled polyethylene and/or other recycled plastics (known as commingled plastics), fiberglass reinforced polyethylene, and wood/thermoplastic composites. These technologies produce over 50 different lumber look dimensions and shapes from formulations ofrecycled plastics.
Park & Recreation: The largest single market segment has been the commercial park and recreation industry, which has consumed 50Vo to 70Vo of the product sold. The maintenance issues associated with wood materials, risks to children from splinters from treated lumber, the cost of redwood or alternate materials, and the ability to creatively design "effective" products and quickly deliver them to the marketplace result in a large and responsive market. The commercial park and recreation industry also understands the "true costs" of maintenance, and has readily embraced the durability and environmental issues of RPL materials.
Building Products: Plastic Lumber Trade Association has initiated an alliance with Battelle, a Columbus, Oh., think tank, for "application specific" product development of technologies for structural uses of RPL. In cooperation with the ASTM D20.20.01Committee on Recycled Plastic Lumber & Shapes, they selected three initial markets to develop product standards and optimized design guidelines:
(l) Residential Decking: Wood is not holding up well in service. The rapid cultivation of today's softwood lumber product, when cut into a plank board, exposes wide growth rings which deteriorate more quickly in outdoor weathering environments when compared to their original virgin grown timber counterparts or hardwood materials. No matter what the warranty from the pressured treated wood industry, decking is identified as a leading headache for homeowners and builders alike. So bad are the options to the builder/subcontractor, that they are picking materials for a deck on a $400,000 home or the porch of a mobile home from the same lumber pile. Today's customer doesn't want to perform annual maintenance and, even then, there may be significant board replacement-in just two to five years. Quite simply, the market wants a better mousetrap. The ever increasing number of new products on the market designed to preserve your deck substantiates that traditional materials are not doing the best job.
While the current use of RPL in residential decking has been 5Vo or less, adding commercial decking for boardwalk and walkway applications could elevate the current usage percentage another l0vo to 20Vo.
(2) MarineAVaterfront: The growing market for bulkhead, breakwall and pier applications has also been fostered by traditional materials not performing well in service, especially in saltwater environments where marine borers destroy wooden materials at an incredible rate. Some states have banned the use of pressure treated lumber in direct contact with water, creating new market opportunities for substitutes, especially "fiberglass reinforced" materials.
(3) Material Handling: RPL will find its place in areas where durable returnable pallets or special material handling applications can meet the customer's needs. The technology evolution for innovative weld joints will reduce costs and further enhance penetration into this marketplace.
Aside from the targeted markets of the Battelle project, there are significant fractional markets in various industrial and agricultural applications which represent 207o to 30Vo of overall sales. Fencing is also an area where many new polymer based materials are taking over market share.
Who? The 27 PLTA member manufacturers are most highly concentrated in the Midwest. New operations are constantly springing up. The new business casualty rate is beginning to slow.
How Much? The overall RPL industry has been growing at a 3O7o to 4O7o annualized growth rate which, given stable raw material costs, should continue. Explosive growth could come to certain segments, such as residential decking and marine/waterfront, given their ability to work through the various technical, market, distribution, capital and profitable pricing issues.
Market (share)
Park & Recreation (50-70Vo)
Decking (lO-2OVo)
Marine/Waterfront (5 - I 5 7o )
Material lJandling (2 - 5 Vo)
IndustriaUA gricultural (2O -30Vo)
Fencing (l-57o)
Sales (S40 Million) ($60 Million) 20-28M 30-42M 4-8M 6-t2M 2-6M 3-9M .8-2M r.2-3M 8-l2M l2-t8M
By Richard Schmickle Director, Residential Programs Portland Cement Association Skokie, Il.
flONCRETE homes have been built in the U. S. for \-rmore than 150 years. For many years, however, they were rare. Today, advances in concrete make more it feasible to own or build a concrete home. Paired with fluctuating lumber prices and the building industries' renewed interest in alternatives to timber construction, the time is ripe for concrete home building.
Currently, about 37o of new home construction in the U.S. uses some form of concrete wall system above grade-mostly concrete masonry units. In five years, Portland Cement Association, the national association of
cement producers, predicts that l5%o of new homes will use one of the many concrete wall systems available today.
In the past, home builders adopted certain "evolutionary" methods and products with obvious benefits' Things like drywall, rvc pipe and novrx wiring are now standard. But builders tend to be cautious about adopting new products and methods that may have benefits, but may disrupt their accustomed way of building. This, coupled with a complex network of local and regional building codes, drags the rate of adoption of innovations.
The "lumber crisis" that began in the late 1980s and has carried on till now has been a catalyst for change' At first, the price of dimensional lumber skyrocketed ovemight to levels 507o to l00Eo above previous levels, even as the quality of lumber severely deteriorated. Although prices liave come down, they still fluctuate, making it hard to secure lumber contracts more than 30 days out'
Newer concrete technologies, such as insulating stay-inplace forms and lightweight autoclaved cellular block, overcome many barriers to building concrete homes. These products make concrete-for the fust time---+ost competiiive with 2x6 wood frame construction. A home built with insulating concrete forms typically costs only 3Vo to 5Vo more to frame than a 2x6 wood frame home.
Two years worth of hurricanes, earthquakes and fires added momentum to consumers' demands for higher quality homes. The perception that "they don't build 'em like they used to," plus demands for energy efficient housing are favorable to concrete building systems. In places like Florida and California, consumer demand for fire and hurricane resistance in new home construction is strong. Builders now see stricter building codes in many places, such as in Dade County, Fl.
To help the market for concrete homes grow, the PCA conducts research and marketing activities, such as working with Construction Technologies Laboratories, Skokie, Il., to perform lab testing and analytical studies that address issues of structural performance for insulating concrete form systems. In particular, they analyze issues of wall thickness and rebar requirements in order to reduce overengineering in the field. They have also tested thermal qualities of the systems.
A three-year program using builders around the U.S. will gather field data on constructing homes using insulating concrete forming systems (ICFs). The National Association of Home Builders Research Center will study construction methods and finished house performance characteristics and building code considerations for ICFs.
Sponsored jointly by the Portland Cement Association and the U.S. Dept. of Housing & Urban Development's Office of Policy Development and Research, the program will use four builders in each year of the study. The frst year will include Dominion Building Groups, Virginia Beach, Va.; John Weaver Custom Homes, Austin, Tx.; Lite-Form Construction Division, Sioux City, Ia., and Womak & Associates, Chestertown, Md.
ICFs use foam blocks or foam panels that are erected, filled with concrete, and left permanently in place. The interior and exterior can be finished with familiar material to provide a readily marketable home.
A new concrete information clearinghouse will give builders a chance to call toll-free and learn more about insulating concrete forming systems.
These programs are now in place. Coupled with builders' renewed interest in alternative building systems, the use of concrete should accelerate in the next few years.
"A new agreement on Canadian softwood lumber means U.S. builders should seriously explore alternative materials, including steel studs and insulating concrete forms. Everyone stopped worrying about finding lumber alternatives after prices came down. But the mills are very worried about the tariff and it's creating some price movement in the market."
- David Seiders, National Association of Home Builders
"(The complex assembly of steel studs and trusses makes steel framing) much too costly to be a viable alternative for high-volume residential construction. It took three trucks to carry the steel trusses for our demonstration house; we could have transported the wood trusses in one truck. And it's a simple fact that all those screws take longer to set than driving nails."
- Craig Steele, Schuck Component Systems, Phoenix, Az'
"There is little doubt that steel roofing is making inroads in the residential marketplace, with tremendous growth potential. Roofing contractors that step up to the plate first are going to reap the benefits of this fast-growing market."
- Richard Haws, American lron & Steel Institute
"Builders seeking to save a few dollars by switching from wood to steel framing could have their workers reclassified and their (workers' compensation) premiums soar into orbit. The increase would more than wipe out any saving from building with steel."
- Mid America Lumbermens Association newsletter
"The decorative lumber-like plastic products industry is well established and growing, but before replacing wood in such structural applications as house frames and decking support timbers, plastic lumber manufacturers must demonstrate the product's ability to support a structural load and meet performance standards that ensure public safety... The long-term performance, strength and weight-bearing capabilities of plastic lumber are also unknown.
"Another unanswered question is plastic lumber's ability to withstand weathering and extreme temperatures without being excessively soft in hot temperatures or brittle in extreme cold; however, manufacturers are addressing these issues and improving products by refining their manufacturing process."
- The ReMarketable News
"We want to show builders that they can build abovegrade concrete walls. Concrete doesn't have to stop at the basement. We can take concrete walls all the way to the top of the house."
- Bill Cherry, B&C Construction, Florence, Or.
"It's hard to find any product that is more mature (than steel), and yet you don't see that industry simply lying down and accepting the status quo. To the contrary, the steel industry is doing everything it can to replace lumber as the framing material in residential construction. It is precisely this type of innovation and aggressive marketing that is mandatory in typical mature industries. I say, let's learn from the steel guys and build new demand for all of our products."
nO YOU ever wonder what the l-ftechnology of the future will be like? How about these possible scenarios:
o Contractors and builders use the Internet to place orders and check inventory availability with their building material dealer or distributor.
o Dealers and retail lumber yards use full-line electronic catalogs provided by their distributors. These dealers can quote doors, windows, mouldings or any other products for their customers, then electronically place the order directly with the distributor. Price and product updates from the distributor can be automatically sent to the dealer's computer.
o Building product manufacturers and distributors receive orders electronically from retail chains, then invoice these customers electronically. Electronic funds transfer provides a direct, bank-to-bank money transfer, further expediting the transaction.
All of the above examples of electronic commerce are either already in place or on the immediate horizon in the building materials industry. The expansion ofthis technology is forcing companies up and down the distribution chain to reevaluate their approach
to doing business.
While electronic commerce is one of the most critical elements of business success at present, it will be even more so in the years ahead. Those not currently using electronic commerce should plan now to get on board.
Even if you are not yet using electronic commerce, there's still some good news for you: First, your options for using electronic commerce are better and easier to use now than in the past. Second, electronic commerce is an improved way to serve your customers better and to make it easier for your customers to do business with you.
Third, electronic commerce is an approach which promotes an even greater emphasis on the concept of partnering and business relationships, both with your customers and your suppliers. It is another way for you to add value to these relationships.
The Traditional Approach: EDlthrough a Value-Added Network
Up to this point, the most widely available applications of electronic commerce have been EDI approaches using Value-Added Networks. Many large retailers, especially the bigger chains (such as Lowe's, Home Depot, Builders Square) require their suppliers to use EDI for orders and invoices.
EDI is the computerized exchange of business documents. The ValueAdded Network serves as sort of an electronic post office, and handles much of the computer-to-computer transaction formatting and communications. Changes are coming, however, which may greatly affect this in the years ahead.
The traditional EDI approach using a Value-Added Network provides services that enable most any company to
utilize electronic commerce. The more progressive companies in the building materials industry, however, are seeking a more direct approach.
They want direct electronic links to their suppliers and customers, without having to go through a network. These direct connections will enable manufacturers and distributors to provide product and pricing information as well as direct ordering capabilities for their customers.
One issue which has surged to the forefront is the requirement to combine all of the products sold by a distributor or dealer into a single electronic catalog. This enhances the partnership between the distributor or dealer and their customers since all their products (windows, doors, stairparts, moulding, etc.) can be easily quoted together and then electronically transmitted up the distribution channel to their supplier's ordering system.
WoodWare Systems, for example, recently introduced WoodWare Visions, a graphical Windows-based, customized electronic catalog for millwork. The new system allows for direct communications and quoting a full product line that a dealer, distributor or manufacturer cames.
Electronic commerce is here new technology tar extends standard EDl.
The key to the successful application of electronic commerce is providing a tool to make it easier to team up with your business partners in all directions on the distribution channel. As companies move more heavily into electronic commerce, the use of the Internet as a connectivity and business tool will also come into play more often. Using your Web page as a means for receiving sales orders and for quoting product and price information will be still another way for companies to utilize electronic commerce effectively.
Relationships will remain the foundation upon which electronic commerce is built. All the technology in the world cannot replace a handshake and business partnership, but it certainly can enhance them and provide a means to add value to the relationship.
ELECTRONIC CATALOG is viewed on a taotop by WoodWare pres. Nick Carter (left) and distributor Lany Ray.
MEBGER
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A N ACREEMENT to merge the .CLLumber Merchants Association with the Lumber Association of Southern California was approved at LMA's 58th annual convention, held in Sparks, Nv.
LMA's membership has traditionally been dealers in central and northern California, with LASC members located from the Tehachapi Mountains south. At the LASC convention, held one week after the November 7 kickoff of the LMA annual, the southern group also voted to approve the merger (see accompanying story on page 75). At presstime, a name had not yet been selected for the new group.
Its leadership is a combination of people from both groups (see left).
The next annual convention and
Jeff
Kathy Alaniz, Guy Woods, Maria Navano. (5) Dale Montgomery, Kris Spickler. (6) Montv & Tara Eden. m Ed & Lvnn Strano. (e) rom'a Kim Janouseik. (9) Darie Lawsoi, Chris Padden. (10) Greg & Dee Smith. (11) Joel Meyers, Mike Pecoraro. (12) Ben Cassinerio. (13) Babette & Don Fischer. (14) Donna Venezia. (15) Chuck Bohn, lr4ike Wilson. (16) John Canoll, Dinny Waters, John Saunders. (17) Bruce Pohle, Bob Samuels. trade show is set for Monterey, Ca., Nov. 13-16, 1997. The idea of merging the two groups had been discussed intermittently over several decades. Advantages of a merger are said to be a stronger legislative voice in the state capital, better services and enhanced membership programs.
Jan Hansen, LMA's executive director, is expected to retain that job in the new organization. She forecasts no dues increase for her members.
The convention program included a pro business report on the state economy by Juli Broyles, California Chamber of Commerce, a series of roundtable sessions run by dealer members, a talk on effective commu-
nication by advertising executive Paul Wagner and a table top display show.
Speaker Ben Cassinerio, Diablo Timber, Napa, Ca., rePorted on his ongoing fight for independent dealers against Home Depot. He said "dirty politics at the highest level" had shut down attempts to bring fraud and antitrust actions against Home DePot. Cassinerio said Depot's goal "is to crush every independent."
ALL SMILES at LMA's 58th annual convention: (1) Lowell Wall, Mark Lofland, cunent LASC prbsident. (2) Janice Tindell, Bob Rossi, Carl TinOett. (g) Ken Womack, Curt Gomes, Joe Buschman.' (4) Mary Ray, Rick Manles, Cindy & Tim Todd. (5) Sean Ryan, John Capuzelo, Randv Both. (6) Kenneth Eden, Donna & Jeff Pelfrev. (7) Al & Stephanie Stockton, John Sheltren.'(8) Gary & Lollie DeYoung, Phil & Patty Larios, Don Koch. (9) Andy Thompson, Phil-Randel, Margaret & Ray Stephenson. (10) Svlvia & Don Johnson. (11) Len Viale, Roger BLrch. (12) Bob Jessell, Kelly Purcell, Sue
Jessell, Anthony Whalls. (13) Bret Black, Debbie & Charlie Cain. (14) Rick Hermanson. (15) Chris Haqen, Todd Murphv. (16) Bob Aita. itz) Gerrv -a uitt n,|ittei. 1ta1 fatnteen Patterson, Randy Jones. (19) Michael Croxton, Heidi Vauqhari. (20) Rita Green, Dorothy Quinn. (21i Mel Mitter, Phyllis Hautala. (22) Matt & Pam Petersen. (23) Robert & Mary Valponi. (24) Helen Toole, Bonnie Wurtz, Marqo Connor, Dale Winslow, Brenda Pinson. (25)-Kathleen & Douglas Weaver.
Orchard Supply Hardware has signed a letter of intent to coanchor tbe Z2-acre Coliseum Shoreline Center now under construction next to the Oakland, Ca., Coliseum OSH is considering a site in the Los Alamitos/Seal Beach, Ca., area ...
Anderson Lumber, Ogden, Ut., has acquired A.C. Houiton Lumber's Jetome, Id., truss plant
Arden Lumber Co. has relocated frorn Sacramento, Ca., to a newly acquired 7.5 acres with 40,000 sq. ft. building at rhe Yuba County Airport Industrial Park in Marysville, Ca.; Arden also now manufactures trusses ...
Grossman's Inc. is considering moving Hq. from Canton, Ma., to Sacramento, Ca., base of its more profitable Contractors Warehouse division ...
Parr Lumber Co.. Wankers Corner (West Linn), Or., has expanded its showroom, storage space and outside sales dept.
Home Depot opens new stores this month in Los Anseles and Downey, Ca.; opened-units last month in Highland Ranch, Co., and two in Denver, Co.; will open a 105,700-sq. ft. store in South Everett, Wa., in mid-January, store mgr. Gary Brainard; will begin construction in April on a 130,000-sq. ft. unit on'33 acres in Spokane, Wa.; is receiving stiff homeowner opposition to building in Van Nuys, Ca., and has retraci ed its application to build a 106,000-sq. ft. store in Cupertino, Ca. ... two people were treated after becoming nauseous from a gas leak inside the parking structure elevator at Depot's Colma, Ca.. store...
Buena Park Lumber, Buena Park, Ca., has dismantled its decorative hardware displays and kitchen cabinet showroom
Hardware Wholesalers Inc. is installing a mobile communication and information system in its delivery tmck fleet
Anniversaries: Spokane HooHoo Club, Spokane, Wa., 75th ...
Wi c ke nburg Lumb e r, Wickenburg, Az., 50th T&H Lumber. Millbrae, Ca., 50th ... Cascade Empire. Portland, Or., 20th
Wholesalers & Manufacturers
Sauder Industries, Seattle, Wa., will relocate its Lumber Supply ftrc. subsidiary from its site neir the Port of Seattle to 80,000-sq. ft. of new warehouse space in Renton, Wa.
Highland Enterprises, a Grangeville, Id., logging company, received a jury judgment of $150,000 in compensatory damages and $999,999 in punitive damages after suing 12 Earth First! protesters ...
J.D. Lumber Co., Inc. is rebuilding its Priest River, Id., mill that was almost totallv destroyed by a Nov. 3 fire; loss- was in ihe millions of dollars
Euco Waod Products Division, Stanwood, Wa.. has been acquired from Et+tco Enterprises, Inc., Des Moines, Ia., by Design House, Inc., Germantown, Wi.
Wescor Forest Products. Tacoma, Wa., has added a Ridgefield, Wa., glulam plant
Gridcore Systems International has expanded production capacity by O mittion si. tt. per year^at its
Long Beach, Ca., molded fiber panel plant .,. Weyerhaeuser Co. and kird Plastics are now distributing Gridcore products
Materials Distribution Business ii now the primary North American distributor for Homasote Building Products
Linwood Forest Products. Sacramento, Ca., is now a sole proprietorship owned and operated by Linda (Weber) Steele ...
North Pacific Lumber Co.'s Global Services Group has acquired consumer electronics & appliance distributor The Moore Co., Portland, Or.
Celotex Corp.'s Fremont, Ca., roofing plant was named the division's plant of the year; the Los Angeles, Ca., facility received the 1996 Quality Award
Superior Fireplace Co., Fullerton, Ca., willjointly develop hearth products tiitt-t lOtut ASA of Norway
Lumber Tag Specialties Inc. now serves customers on three continents, in five countries and 2l states...
New Web sites: National Store Fixtures, www.NationalStore Fixtures.com National P art icl e b oard As s o c iotion and PB-M DF Institute, www.pbmdf. com...
National Association of Home Builders projects 1.459 million starts in 1996, the highest level of the decade, and a 7Vo decline to I .352 million next year ...
Housing starts in Oct. (latest figs.) fell 5.17a to a seasonally adjusted annual rate of 1.336 milIio.n single family starrs slipped 4.6Vo, while multi-family dwellings with 5+ units dropped 12.5Vo ... building permits dropped2JVo to a seasonally adjusted annual rate of 1.361 million ... starts fell in every region except the West, which posted a 6.5Vo gain with mortgage rates again falling, some _analysts predict a recovery in home construction.
Listings are often submitted months in adyance. Always verify dates and locations with sponsor before making plans to attend.
Lumber Association of Southern California - Dec. 10, 2nd Growth holiday meeting, Sheraton Industry Hills Hotel, City of Indusrry, ca.; (619) 564-3312.
Dimensions - Dec. 11-12, computer training class, phoenix, Az.; (800) 648-5065.
Phoenix IIoo-IIoo Club - Dec. 20, golf, Western Skies Golf Resort, Phoenix, Az; (602) 833-8901.
Servistar - Jan. 5-8, lumber market, Orlando, Fl; (412) 2834567.
North American Wholesale Lumber Association - Jan. 5-10. executive management institute, University of Virginia McIntire School of Commerce, Richmond, Va.; (800) 527-8258.
Winema IIoo-Hoo Club - Jan. 9, crab feed, Klamath Falls, Or.; (s4r) 883-3373.
California Forestry Association - Jan. 9-10, annual meeting, Monterey Plaza Hotel, Monterey, Ca.; (916) 444-6592.
International llousewares Show - Jan. 12-15, sponsored by the National Housewares Manufacturers Association, McCormick Place Exposition Center, Chicago, Il.; (847) 292-4200.
National Retail Federation - Jan. 12-15, annual conference, Jacob Javits Centre, New York, N.Y.; (202) 783-7971.
Cotter & Co. - J"n. 13-14, winter lumber market, Omni Rosen Hotel, Orlando, Fl.; (7 7 3) 695-5000.
Black Bart Hoo-Hoo Club - Jan. 15, industry night, Broiler Steak House, Ukiah, Ca.; (707) 557-3000.
Ace Hardware Corp. - Jan. 15-16, LBM convention, Bally's Casino Resort Hotel, Las Vegas, Nv.; (708) 990-6641.
Ilumboldt Hoo-Hoo Club - Jan. 16, crab feed, Eureka Inn, Eureka, Ca.; (707) 822-7083.
Spokane Hoo-Hoo Club - Jan. 16, past presidents nighVinitiation, Spokane, Wa.; (509) 624-4551.
Western Building Material Association - Jan. 16-19, Young Westerners Conference, The Valley River Inn, Eugene, Or.; (360) 943-3054.
Inland Empire lfoo-Hoo Club - Jan. 17, initiation, Indian Hills Country Club, Riverside, Ca.; (818) 960-4802.
Shasta Cascade Hoo-Hoo Club - Jan. 17, initiation, Red Lion Inn, Redding, Ca.; (916) 223-5062.
American llardware Manufacturers Association - Jan. 19-21. manufacturing conference, Hyatt Regency, San Diego, Ca.; (847) 605-1025.
Hardware Wholesalers, Inc. - Jan. 2l-22, market, Bally's Casino Resort, Las Vegas, Nv.; (219) 748-5300.
Pacific Northwest Wood Products Showcase - Jan.2l-ZZ, Tacoma Dome Exhibition Hall, Tacoma, Wa.; (206) 224-'4340.
National Associaton of lfome Builders - Jan. 24-27, annual convention & expo, Astrodomain Complex, Houston, Tx.; (800) 368-5242.
National Association of Wholesaler-Distributors - Jan. 27-29, annual meeting, Capital Hilton Hotel, Washington, D.C.: (202) 872-0885.
Western Wood Preservers Institute - Jan. 28, pressure treated wood workshop, Red Lion Quay, Vancouver, Wa.; (541) 73j2329.
Claiming the Canadian softwood trade agreement has created havoc in lumber markets, sending lumber prices and homebuilding costs soaring, retailers and home builders are urging the Clinton Administration to scrap or at least renegotiate the deal immediately.
During a recent joint press conference by the National Lumber & Building Material Dealers Association, National Association of Home Builders and National Retail Federation in Washington, D.C., NAHB pres. Randy Smith said, "We think the whole deal should be ripped up. We think it's inappropriate."
The U.S. Trade Representative's Office vowed to make no changes in the pact, which allows 14.7 billion bd. ft. of lumber to be shipped free into the U.S. from the Canadian provinces of British Columbia, Quebec, Ontario and Alberta. Shipments above that level receive import tariffs of $50 to $100 per 1000 bd. ft.
The fallout, say lumber dealers, has been the recent spike in lumber prices. "The increase in the price of the lumber retailer's bread and butter
items such as 2x4s and 2x6s is over 60Vo when compared to the same time period a ye^r ago," said NLBMDA chairman Carl Tindell, Tindell's Inc., Knoxville, Tn. "Government intervention in the lumber market causes volatile prices that are impossible to predict. (Retailers) are often forced to sell lumber at a loss when these spikes occur."
"Without a goal for every call, a salesperson is just a well-paid tourist,"
- Jack Falvey, president Inte rmark, Inndonde rry, N. H.
PrimeSource Building Products, Inc., has opened its 33rd location a 50,000-sq. ft. packaging and distribu-
Managed by Dave Bethea, formerly sales mgr. at the Dallas, Tx., DC, the new location will serve Colorado, New Mexico, Wyoming and Utah with a wide range of nails, screws, pneumatic tools and fasteners, and other building products.
Eco-terrorists are the prime suspects in a $6-$7 million fire rhat destroyed a U.S. Forest Service ranger station near Eugene, Or., as well as other recent vandalism.
Oakridge Ranger District headquarters was devastated along with decades of research work by forest managers and resource planners. Firemen who arrived at the scene had to drive over hundreds of nails scattered in the station's driveway.
The same day, a suspected arson device was found on the roof of the Detroit, Or., ranger station, which was preparing to conduct five timber sales.
Two days earlier, graffiti decrying "stop raping our forests" and other graffiti was found on buildings and vehicles at the Detroit office, and a Forest Service truck was set on fire.
Superior Wood Treating, Sumner, Wa., is now using a new pressure treating process designed to dramatically reduce the risk of chemical runoff and drippings from freshly treated wood.
Developedby Chemical Specialties, Inc., Charlotte, N.C., the computer-controlled Fast-Fix process is said to bond the preservatives to wood fibers faster and more effectively than other methods, increasing resistance to leaching.
Wood typically requires considerable time following treatment to fully dry before being shipped to retailers.
Disillusioned about the business after a l9-year employee was arrested for embezzlement, the owner of Plains True Value Hardware has sold his Costa Mesa, Ca., location and will likely sell his Garden Grove, Ca., store.
Don Eyer, 65, who grew up in the industry and whose father bought Plains in 1955, said he "lost all interest in the lumber and hardware busi-
Low temperatures and humidity can slow drying times, and different wood types dry at different rates.
The new process incorporates an additional vacuum that further reduces excess moisture from freshly treated wood. Reclaimed preservatives are immediately recycled. "The end result is clean wood that can be safely shipped to the customer in a matter of hours," says Brian Delbrueck, regional sales mgr. for CSL "Several days are usually required when conventional methods are used."
dise" after Plains transfers inventory to Garden Grove Dec. 31.
Crown. which carries a small amount of lumber and building materials in some of its stores. will maintain a larger such inventory at Costa Mesa, similar to Plains'.
Eyer, who soon will decide the fate of his Garden Grove store, had retired in April and left the business to two of his three daughters. They will now devote themselves to their families.
"We treated (Combs) like family; people thought she was one of my daughters," Eyer said. "I'm devastated, and our family doesn't think we can trust anybody with the books in the future."
ness" after office manager and corporate secretary Vicki Combs was arrested recently for reportedly embezzling at least $170,000. "And that's only what we can actually prove in court," he claimed. "There's also $30,000 in tax money missing."
Eyer sold the Costa Mesa lease and building to Crown Hardware, Huntington Beach, Ca., for its ninth location, but the Ace dealer will "refurbish. refixture and remerchan-
Fibreboard Corp.'s $3.3 billion asbestos settlement deal with its insurers is now final after passing of the review period by the U.S. Supreme Court.
The appellate court is weighing a request for a rehearing on a related worldwide settlement agreement, which, if approved, would supersede the earlier settlement.
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Foxworth-Galbraith Lumber Co. has sold its wholesale roofing products subsidiary, Consolidated Roofing Co., Gilbert, Tucson and Phoenix, Az.,to ABC Supply, Beloit, Wi.
The sale, said pres. and ceo Walter Foxworth, "allows us to focus our resources on doing what we do best, namely the wholesaling and retailing of building materials."
Founded as a roofing contractor operation in 1931 by Foxworth-Galbraith, Valley Feed and other investors, Consolidated Roofing became strictly a distributor in 1945. In 1994, Foxworth-Galbraith purchased the remaining stock of the company as part of the larger acquisition of Arizona Sash & Door Co.
Southern California's Anawalt Lumber and Sam's-U-Rent are joining forces to expand both companies' services.
Sam's will display some of its larger equipment at Anawalt's Hollywood, Ca., store, augmenting Anawalt's existing line of rental equipt
ment. Customers at Anawalt's West Hollywood and West Los Angeles yards will have access to the wider rental selection through a referral service.
In addition, Anawalt will take orders for lumber, building and garden supplies from Sam's West Los Angeles location and, depending on the size and nature of the order, deliver them tojobsites at no extra charge.
The move is an effort bY both companies to provide one-stop shopping to the local construction and entertainment industries to combat the big boxes' entrance into the rental business.
The recent Union Pacific-Southern Pacific rail merger may lead to more southern pine moving west.
According to Southern Forest Products Association's transportation consultant Gene Harris, UP/SP is expanding its fleet by 300 new 73-ft' centerbeam lumber cars-that can be loaded at sawmills or reload centers in Louisiana and East Texas and shipped to customers in California, Oregon and Washington.
Meanwhile, BN/ATSF, as a result of the merger, received track connecting Southern California and Washington. Now its 73-ft. centerbeams can be used to ship southern pine from reloads in Alabama, Louisiana, Tennessee and Texas to its 18 reload centers in California, l0 in Washington, and six in Oregon.
Parker Lumber, Bremerton, Wa., has added a sales office in Bothell, Wa., run by Phil Gassman and GarY Oxner.
Although materials will be shipped from Bremerton, Parker has instituted the "Parker Promise," guaranteeing next day delivery for orders placed by noon the preceding day.
Owner Rick Barnes plans on carrying inventory in the Bothell location once he finds a suitable location.
Batimat-Europe, rePortedlY the world's largest building products trade show, is adding a U.S. counterpart sponsored by the National Association of Home Builders.
The inaugural Batimat-North America International Construction Industry Exposition will be held July lO-12 at New York City's Jacob K. Javits Convention Center. Thousands of builders. remodelers, contractors, decorators, retailers, wholesalers, distributors, architects and developers are expected to tour about 250 exhibits from Europe, Asia, North America and Latin America.
Batimat-Europe held in France attracts more than 600,000 attendees and 4,000 exhibitors from more than 42 countries (see Jan., p. 14-15).
HomeBase empioyees contributed $188,000 in a companywide fundraising campaign for the City of Hope National Medical Center and Beckman Research Institute.
For over a decade, the chain has aided City of Hope as a member of the City of Hope Hardware/Home Improvement Industry Council. In 1993, HomeBase developed the industry's first employee fundraising campaign in conjunction with City of HoPe's Workplace Alliance program.
Gemini Forest Products would like to thank those that sponsored the Lumber
As soc iation of Southern C a I ifo rnia g o If to urnam e nt.
Albert's Trucking Albert O'Neal
Anderson & Anderson John Miller
Arcata Redwood Co. Mike Cameron
J.H. Baxter Dean Rogers
Blue Lake Forest Products
Richard Anderson
Boise Cascade Terry Fischer
Britt Lumber
Russ Britt
California Cascade Al Reed
Galifornia lnterstate Express
Ray Dekoning
Camus Transport lnc. Lori Kasal
Chozen Trucking Louie Escobedo
Collins Pine Co.
Kent Goodyear
Eel River Sawmills Curt Wood
Fraser Pacific Lumber Co.
Hambleton Brothers Lbr.
Bob Mackey
Floyd Hambleton
Hampton Lumber Sales
Gordon Beach
Hanvood Products Art Hanvood
Herbert Lumber
Milt Herbert
lnternational Forest Products
Phit Butterfietd
MILLRIVER Architectural Hardwoods' new building in a Hayden, ld., industrial park provides 3,600 sq. fl. of office and warehouse
No longer a generic acronym, MDF is now a registered trademark, according to furniture manufacturer/ retailer Ikea of Sweden.
Quality control director Magnus Bjork said a French government agency contacted the company regarding its use of a registered trademark without a permit.
Ikea discovered a registered trademark for MDF was listed Februarv 22, 1995, in the building materiali and furniture sectors of France, Germany, Switzerland, Poland, Italy,
Spain, Belgium and Holland.
Ikea is now preparing a defense for its use of the term.
U.S. demand for paints and coatings is forecast to increase 1.9% annually to 1.3 billion gallons in 2000, predicts the Freedonia Group.
Key developments for both interior and exterior paints include formulations that are low in odor, possess good single coat coverage and are easy to apply. By contrast, lacquers will remain a static, mature market.
Wayne Gardner
Lumber Association of Southern Calilomia
The Merchant Magazine Dave Cutler
Pacilic Lumber Co. Will Riegel
Pacif ic Wood Preserving of Bakerslield Chad Niedermeyer
Redding Lumber Transport, lnc.
BillWeber
Schmidbauer Lumber Rich Graham
Sierra Forest Products Doug Hansen
Superior Lumber Christie McDowell
Trinity River Lumber Charlie Brittain
U.S. Forest lndustries Ron Doyle
Weaver Forest Products
Michele Alexander
Weyerhaeuser Co. (Canada) Peter Lys
Weyerhaeuser Co. (U.S.A.) Erik Wdz
Merry Cfrristnas U g{oryy
Mouldings Domestic- Clear & FJ Pine, Hemlock, Oak - solid & veneer, MDF in lineal and specified lengths. Prefinished Jambs & Frames - raw, primed or machined to your specs.
Doors & Windows; Distributors for Johnson Doors, Peachtree Entry & Patio Doors and Windows, Western Vinyl Windows, Fir & Oak Doors, Columns, Doorlites & Thresholds, Harlock Locks
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Deducing "that an orderly sale of its assets is in the best interest of the company's estate and will maximize values," Ernst Home Centers board of directors has decided to close its 53 remaining stores in Washington, Oregon, Idaho, Montana, Wyoming and Utah.
Ernst, which operated 86 stores in nine states when it filed for Chapter 1 I bankruptcy protection in July, began going-out-of-business sales last month that will continue through midJanuary.
"There is a possibility some stores could be sold as going concerns and will remain open," said spokesman Jim Fox.
Reportedly, Sears, Roebuck & Co. and an Ernst management group are negotiating to acquire some stores, and the company's board of directors has already refused one such offer by Ernst management.
During the going-out-of-business sale, Ernst will also attempt to market the leases it holds on the vast majority of its sites.
Ironically, the lO3-year-old chain became an industry leader in the Pacific Northwest during the 1960s by promoting self service and massive size, tactics big box competitors took even further to overwhelm Ernst in the 1990s.
Detach the Deluxe Industry Calendar of Events at left from the center ol the magazine to use as your desk or wall calendar. lt's filled with over 150 meetings, conventions, buYing shows and other industry events.
for the Lumber Association of Southern California really play a part in separating them from the average broker. They help managers sort out and deal with the complex issues involved in running a business today.
Anderson and Anderson offers the right product at the right price and can give you the answers you're looking for." AoffisrdAndarson
To request a free risk appraisal or supervisor seminar, call Lenelle Duecker at
MichaelLeamed. President, Learned Lumber
"Th. training programs they've done
Don Willard, ex-Redwood Empire, is new to sales at Siskiyou Forest Products' Woodland, Ca., office.
Michael Ambrosini is now the regional sales mgr. of Louisiana-Pacific's northern region mill group in Hayden, Id.
Doug Willis, after a brief stint at Capital Lumber Co., Chino, Ca., is back at Product Sales Co., Orange, Ca. Other new Product Sales staffers are Jim Savageau and Bob Baxter.
Ken Turnbull has joined the industrial sales staff at Sylvan Forest Products, Portland, Or.
Lloyd D. Cook, general mgr. at Cowlitz Stud Co., Morton, Wa., has retired after more than 35 years with the company. Judy Ramsey has been promoted to sales mgr.
Dave Poppe has joined the sales department at Edgewater Forest Products, Portland, Or., specializing in Douglas fir, cedar and redwood products.
John Neel, formerly of Ban Lumber, has joined the outside sales force at Reliable Wholesale Lumber, Huntington Beach. Ca.
Steven Franze is new to sales at Parr Lumber Co., Chino, Ca.
Randy Gregory, ex-Pan Pacific, is now in charge of the industrial division at Lumber Country Inc., Portland, Or.
Jackie Smith is now sales mgr. at Ochoco Lumber, Prineville, Or.
John LoPresti, formerly of Enterprise Computer Systems, is now president of Gemini Systems Software, Inc., San Antonio, Tx.
Jim Hunter is now handling product development, marketing and sales at Northcoast Hardwoods, Arcata, Ca.
Jim Gregson has retired from Rim Forest Lumber Co., Inc., Rimforest, Ca., after 34 years with the company.
Peter Van Eerde, ex-Northwest Forest Products, is new to Ridgewood Forest Products. Wilsonville. Or.
Rick Campbell, ex-Intermountain Orient, and Steve Barzee, ex-MacMillanBloedel, are new to Cascade Empire Corp.'s Portland, Or., industrial lumber sales staff.
Jim Geisinger, president of the Northwest Forestry Association, was guest speaker at the National Hoo-Hoo-Ette Club's recent board meeting in Portland, Or. Members from Washington, Oregon and California discussed the future of the club and ways to improve communication and attract new members.
Pat Skau has been named mgr. of Celotex Corp.'s, Los Angeles, Ca., roofing plant. Charles Fleming, Jr. is now regional sales rngr. for the southwest region. Bob Chambers, Wheatridge, Co., was named national sales rep, and Jeff Clark, Gig Harbor, Wa., regional sales rep of the year for Celotex's architectural ceilings division. J.E. "Ed" Tuten, plant mgr., Cody, Wy., was awarded the President's Trophy, and Cary Toone, Sandy, Ut., regional sales rep of the year award, for the building products division. Andres Claure, Los Altos, Ca., is national sales rep of the year and Doug Suschesk, Mission Viejo, Ca., regional sales rep of the year for the roofing products division.
Carla M. Conte has been appointed product mgr. at Weslock National, Inc., Los Angeles, Ca.
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ALL ITEMS IN STOCK FOR IMMEDIATE PICK UP AND DELIVERY!
Jerome Huerta was installed as president of the Phoenix Hoo-Hoo Club, Mesa' Az., succeeding Dan Roads' DwaYne Fulbright is lst v.p.; Brad MoYer, 2nd v.p.; Corby Biddle, sec./treas. New directors: Chuck Burks' Bill Swaney, Joe Thornton, and Chris Ellswortfr.
Shirley Cadwell, Reel Lumber Service and Regal Custom Millwork' Anaheim, Ca., and her husband, Jim' are the proud parents of 7 lb. 12 o2.,20"long Samantha Reel Cadwell, born Oct. 14.
Donald P. Rigney has been promoted to exec. v.p. at Empire Comfort Systems' Inc.
Haskel CauseY, Sacramento Pacific Corp., West Sacramento, Ca., is enjoying a Hawaii vacation this month.
John Brunett is now v.p.-manufacturing operations at Simonton Windows' Charlene W. "Charlie" Crooks is president and c.o.o.
Erik Wilson, Western Wood Products Association, Portland, Or., married Bronwen Stokeld Sept. 28. President Bob Hunt was urmong a grouP of U.S. forest products executives that visited Japan to discuss future export markets for lumber and wood Products.
Jim Spellman, Spellman Hardwoods' Phoenix, Az., and his wife, Anne, celebrated their 30th wedding anniversary on a Caribbean cruise.
Sam C. Keator, Agwood Mill & Lumber' Inc., Tualatin, Or., has retumed from a mill trip to ldaho. He also participated in the Portland second annual 86-story stairclimb competition, finishing 123rd overall and l4th out of 33 men in the 40-44 age group with an imProved time of 1429. Last Year his time was l6:55.
Clyde and Lynette Jennings, CJ Redwood Lumber Co., Escondido, Ca., are the new parents of 7 lb.2 oz. Charles Austin Jennings, bom Oct. 24.
Kruse Knight is in charge of the Fabulous '50s promotion at MungusFungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.
We welcome your letters to the editor. Just FAXyour comments about the maga' zine or particular articles to 714-8520231 or mail to Editor, The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660.
We all know Home Depot claims to beat anybody's Price bY 5Vo on lumber products, but there seems to be no bottom.
Claiming its lumber sales amount to only llVo ofits overall business, its personnel is instructed to take the lumber portion of orders at a substantial loss in the hope ofrecovering that loss on other items on the order.
We haye recently exposed its Practice of selling "special-order items" at cost from certain vendors who still continue to support Home DePot's efforts to put us all out of business! Remember, there is no middle ground. If a vendor sells to Home Depot on an ongoing basis, either
directly or through distribution, he has committed his future business to the Big Box. Why? Because if they succeed, we, the independents, will no longer exist.
Educate your counter personnel on this practice, and remember, the Home Depot isn't always the cheapest.
Ben CassinerioDiablo Timber Box 3690 Napa, Ca.94558
Several of our members have commented unfavorably on the story in the October issue, "The Lowdown on Hardwood Decking" (Oct. p. 10), in which Don White of White Brothers is quoted, "Redwood is a wood of the past. It'll be hard to get in l0 years."
This just isn't true, and in the spirit of good will and continuing product education, I am enclosing a data sheet addressing the future availability of redwood.
As you will see when you look through this, redwood is the nation's (Please see page 76)
An automatic swing gate opener is new from GTO, Inc.
Designed for gates 3-ll2-ft. to 16ft. long and weighing up to 350 lbs., the Mighty Mule is preset for pull-toopen applications, has an automatic 60-second close feature and comes
with an optional solar charging and electric lock.
Circle No. 801
SellingPoint Industrial, reportedly the first software especially designed to help sell custom-configured industrial products, is new from Concentra.
The software enables salespeople to quickly identify a prospect's needs, custom configure the ideal solution and generate a tailored proposal. It has functional modeling for performing price/performance trade-offs, view drawings and 3-D custom product images.
Circle No. 802
Solid western red cedar hand-fashioned shingles from Cedar Valley Shingle Systems have a new 6" width and 3/8" butt thickness for a 16%o faster application.
The Decorator shinsles come in five patterns: round, arriw, fish scale, hexagon and octagon.
The shingles come in cartons of 80 that cover 33 sq. ft. at a 10" exposure
and 25 sq. ft. at 7-112" exposure on interior and exterior walls.
For roof applications, one box covers 17 sq. ft. at 5" exposure.
Circle No. 803
A new display from Broan enables customers to see and hear a selection of chimes.
The 8'x6'display combines more than 30 operating chimes and buttons. Four rows of shelving underneath house the packaged product.
Circle No. 804
Stainless steel coil roofins nails from Swan Secure Products eipedite job installation, support roofing and fiber cement siding warranties and
ensure lasting beauty of the completed job.
Available in packs of '7,200 and 2,400, the nails are made of premium alloy.
Circle No. 805
Three one-piece striking tools from Lifetime Tool Co. have high-quality forged steel heads and handles made of a new engineering thermoplastic. The hammers, available in 8-, 10and 12-lb. versions, reportedly are indestructible.
Circle No. 806
A system of telescoping steel tubular building products is new from Allied Tube & Conduit.
Square-Fit tubing is srraight, smooth and readily telescopes with each larger or smaller piece.
It comes in four sizes: 1", l-l/4", I-112" and l-3/4, punched with holes on 1" centers full length on all four sides. The pieces fit together using bolts, angles or plates.
Circle No. 807
Speed Stakes from BetterBilt Products, Inc. are equipped with 10' soft-strap cables for anchoring newly planted trees.
A special driving rod holds the stake in place and keeps it straight. After driving the rod into solid soil, the rod is pulled out and slipped through the wire eyelet, which is then pulled or pried up 3"-4".
Circle No. 808
A new premium-quality stripper from Wolman Wood Care Products removes old sealers, varnishes, oilbase and latex stains and finishes from exterior wood.
Designed to cling to vertical surfaces, DeckStrip comes in l-l/3-gallon containers that cover 150-250 sq. ft. It reportedly doesn't etch glass, leave a residue, or need neutralizing.
Circle No. 809
A pruning tool from Fiskars Inc. easily fits between tight stems and branches.
Complete systems come in 4-l/2" and 1' sizes, featuring all noncorrosive fasteners and double-priming with exterior-grade, uv stable coating.
Circle No. 811
A glued laminated timber from Anthony Forest Products Co. has been issued higher shear values.
Manufactured in sizes up to 7" wide and 28-7 18" deep, the Power Beam has a 290 psi horizontal shear value, a higher modulus of elasticity of 2.1x106 psi and 740 psi F compression to grain value.
The beam is reportedly the strongest, stiffest, and most versatile engineered wood product available.
Circle No. 812
A new security door from Stanley Door Systems engages into the jamb at three locations.
Six new storage buildings are available from Handy Home Products.
Marco Elite is reportedly the lowest cost, rigid frame, two-pitch, 8'x8' gambrel storage building on the market. It features a unique EZ-frame design that eliminates several framing members for faster installation.
The Softouch micro-tip pruning shears have a blade made of hardened stainless steel and an ambidextrous safety lock that is activated with one hand.
Circle N0.810
A structurally reinforced urethane balustrade system is available from Style-Mark Inc.
Available in 12" and 4-l/2" srzes, the kits include balusters. rails. newels, newel caps, porch posts and ornaments.
Designed to resist up to 300 lbs. of pressure and winds over 110 mph, the Stanley Steel Security Door has 24gauge steel with a foam core, and magnetic weatherstripping.
Circle N0.813
Marco Imperial comes in an 8'x6' size with 4'x5'double doors. Marco Monarch, Marco Esquire, Marco Malibu and Marco Regent are available in 8'x8' sizes.
All buildings come in ready-toassemble kits and feature pre-assembled and pre-hung doors.
Circle No. 814
A patio door from Alcoa Vinyl Windows can be converted into a three-panel door by adding a fixed sidelight.
The Series 59 Patio Door features a fully welded main frame for structural strength, standard 3/4" insulated glass with an energy-efficient spacer, integral nail fin and snap-in aluminum roller tracks, screen tracks and threshold for sill durability.
The door is available in two colors and comes with an interior wood pull handle.
Circle No, 815
on any product in this section is available by circling the corresponding Reader Service number in the back and sending the form to New Products, either by FAX 714-852-0231, by mail to 45OO Campus Dr., Ste. 48O, Newport Beach, Ca. 92660, orJust call us at (7L41852-f 99O.
A lighted mirror on a flexible, telescoping pole from PowerVision Tools offers a visual inspection of hard-tosee areas.
The PowerVision features a lightweight, unbreakable, pivoting minor and its pole telescopes from 3-6 ft.
Circle No. 816
A variable-speed reversing cordless drilUdriver is new from Wasner Spray Tech Corp.
Designed to run on rechargeable 1.5- or 1.7-amp batteries, the Pro
Gold drill has a heavy duty motor, comes with a one-hour thargir, and is equipped with a 3/8" keyless chuck.
Circle No.817
Durable concrete tile roofins from Boral Lifetile Inc. emulates thJ color and texture of wood shake roofing. Split Shingle Tile comes in three colors (green, brown and gray) that can be combined to create custom designed roofs.
A comprehensive, easy-to-use Windows-based heating, ventilating and air conditioning training and task reference software program has been recently introduced by SpecTech, L.L.C.
Designed with data, drawings and calculations that store personnel would typically encounter, Ask Mike! software simplifies complex calculations and provides an instantaneous resource for pertinent technical informanon.
Circle N0.818
Each tile is about l7"xl2-3l8" with an average thickness of l-I/4". Installed, it weighs about 9-1l2 lbs. per sq. ft. with a 3" headcap.
Circle No. 819
Two pneumatic coil nailers with 2OVo more power than previous models are new from Senco Products, Inc.^ , , r The SCN60 and SCN65 have a conve-
nient, adjustable dePthof-drive to drive nails to a consistent and controllable depth from flush to a 1/4" countersink.
Weighing 7.5 lbs. and 8 lbs. respectivelY, both tools are lightweight for one-hand operation and have a siecial-angled handle for a secure grasp and to reduce operator fatigue.
Each nailer holds uP to 275 nails and can be loaded with fasteners without laying the tools down'
The SCN65 is designed for use as a framing nailer'
Circle N0.819
An ep6xy grout froin Laiicrete International reportedly eliminat^es grout stains or color smearing. ^ besisned to be used with all types of light-colored' unntui"? ceramic, porcelain, texiuled and quarry.tile, iuiupo*V SP-100 is'reportedly ideally suited for residential floors and countertoPs'
Circle No. 820
from tlu Corporate Offwe of
P.O. Box 309, Rancho Cordova, Ca. 95741 (916)631-WOOD(9663) FMel6-6311e312
J. Dale Fl'eshman Dan Rus ' Dave LeBlanc ' Sheryl Wolhart
And our other olfices at MID-PACIFIC TRADING COMPANY, lNC.
P.O. Box 3496, AlPine, WY. 83128
R. Chris Pooser (307) 883'4750 ' FM 307-8834751
MID-PACIFIC TRADING COMPANY, lNC.
1 5245 94th Ave., Suney, B.C. Canada V3R 1 E2
Dean M. Ponak (604) 585'1f 56 (otfice and FM)
And our distribution Yard in MID.PACIFIC TRADING COMPANY, INC'
1 3820 Slover Ave. fC, Fonlana, Ca. 92335
Davs Wiltse (909) 829'2584 ' FM 909-829-2586
Brent Neufeld (800) 688'9205 ' FAX 61 9-794'0954
Call for
Palliser Cut Stock & Pallet Shook Doman Forest Products (Hemlock Industrials)
Pacific Precision Wood hoducts
I-
r Self-counter sinking bugle and trim heads
o Square drive recess eliminates driver bit cam-out. Sharp point for quick penetration with minimal pressure
r Self-tapping coarse threads Coated with non-stick, dry lubricating film o Solid nickel/ chrome stainless steel for superior corrosion resistance.6 lengths: 1" through 3"
For additional data and dealer information:
\SM'M 7525 Penyman court Baltmorc,MDnzr2l
4iG36O-$m FAX: (410) 36G2288
g eneiat W !al$ah, Lunbp,l
Pine Redwood Cedar
Douglas Fir
GREEN OT DRY O DIRECT MILL
SHIPMENTS o LCL o CARGO o RAIL o TRUCK & TRAILER ' PRESSURE TREATED LUMBER
Yard & Olflces: End ol AlrPort Rd' P.O. Box 723, Uklah, Ca. 95482
$ high-performance sealant for wood decks, concrete, and ^other porous slrfaces,reportedly will "ou"i -o." u."u, cry laster ancl last longer than comparable sealants.
Covers old, unsightly ceilings . Reduces noise
. Increases light . Moisture proofs . Resists fire
. Insulates . Washable . Won't water stain, warp, sag
. Can be applied directly to sheetrock or furring strips
. Available in 12" x 12" interlocking squares for do-it-yourself installation, plus 2' x2' ot Z'x 4' panels
CallKing & Co.
Box 10, Clarksville, AR 72830
(501)754-6090 . FAX 501-754-8445
(800) 643-e530
Introduced by_Alko-A^merica, Alkote is applied with a mop.or sponge, dries in 20 minutes and lasti ?or approxi_ mately three years.
Available in one- or five-gallon containers that cover about.l,000 sg. ft., it can bJapnlied alone or wittr any water-based paint or stain for a single application.
Circle No, 821
A controlled ventilation system from Des Champs Laboratories is said to reduc-e levels of radon, ;;ir; humidity and other pollutants in the home.
E-Z-Yent II reiovers up to 70Vo of the heat while exh_austing the stale, humid air. It transfers the heat from polluted outgoing air to fresh, incoming outdoor air.
It has an aluminum heat recover! core, counterflow 9:rlg",, centrifugal blowers, ragiant-defrojt, dual speed controls, and removable hinged door.
Circle No. 822
A space age insulation using materials developed by NASA is finding limitless new applications right here on earth.
Made of aluminized polYmer film, the radiation banier has been used in the nation's space program since the days of the Apollo race to the moon. The insulation ensured that comfortable temperatures were maintained inside the Apollo command modules on their way to the lunar surface and permitted the astronauts to ride and work in their shirtsleeves instead of bulky' uncomfortable space suits.
The material also has been used to protect satellites and the inner workings of unmanned spacecraft from the extreme temperatures of space. The current fleet of space shuttles use the insulation to protect its computers.
Now Tech 2000 LLC, Roswell, Ga., is manufacturing the insulation commercially as EnergY Q Radiant Barrier, which can be incorPorated into the design of a structure before it is built, retrofitted to existing buildings, or used inside a structure for wrapping hot water tanks and water pipes and insulating heating, ventilat-
ing and air conditioning ducts.
The insulation is just the latest in a long line of products and systems that have been developed from America's space program. The problems of cop-
ing with extremes of heat and cold have been a major challenge in the design of spacecraft.
NASA anticipates that more advances in insulation and related products will be forthcoming from the space program.
g^,YF,! lI0, regp]Jalrts attended. North American picot, Terry Kueht, Terry Humphrey. (7) Burch Miiler, wnolesale Lumber Association's inaugural Traders Gritf Stanley. (8) Keviir Hartj, John Dhvidson, pete MarketNov..T-9inDallas,.Tx._(1) MkeGiles,steve Pereda. (9i StbieGetsiv,iotrn-Ciove,ptrif Llmoi. P^ltely'I:i, Langley.. (2) Jetf Parnell, Jim Tingte. (10) Jack Mosetey, Bob Mai. (11) Mike Tichenor, [3] Igm Dr,{tbl, Ron Voelier,.N-eil Nakamura, Eddie lhdmas Mekert. 1iz;Goroon tvtbrtli, xen nooiiiin, Srnalling. 14) Romel Berzena, William Von Der Goltz. Carol Pipkins. (13) G'ene Walters, Myron Mc0ormick. (5) Brent stuart, Larry Petree, Herb York. (6) John (14) Dick Joyner, David Duncan, 6iil Hayes. (15)
(More photos on next page)
NAWLA's tirst Traders Market was so successful, 98 of the 100+ exhibitors have already signed up lor the next Markel Nov. 6-8, 1997, in Dallas. (1) Tucker Smyth, Jim Mace. (2) Jim Thomson, Kurt Kuhn. (3) Joe Kastellic, John Helela, Rick Wilson, Reg Hill. (4) Clark Don, Renee Adam. (5) Louis Michiels' Terry Murphy. (6) Th€rdse Sigouin, J.C. Tremblay. (7) Jim
Fax transmissions make up 36Vo of total telephone costs, according to a recent. s_urvey. The Western Building Material Association suggests the following tips to reduce fax charges:
Ensure employees send faxes using the correct numbers. Often thev may dial a telephone number or usi an incorrect area code (especially where area codes have recently changed).
. Fax during non-business hours
when rates are lower.
. Send only what is important. Combine copy rather than iending pages that are primarily blank. Every page counts.
. Eliminatc cover sheets. Use a stamp or affix a sticker with the name of the sender and recipient.
. o To save time, respond using the incoming fax. When answering a question, try to use the same fax on which the question was asked, simply redirecting it back to the sender.
The U.S. housewares industry generated $57.9 billion in retail satei in 1995, u,p 6.3Vo over 1994, according to the National Housewares Manufac-turers Association.
The average household spent $567 on housewares, roughly ihe sarne amount spent on medical services but more than on education or fruits and vegetables.
Phone: (541) gZ4-2296 FAX 541-874-212s
P.O. Box 7 Riddle, Oregon 97469
Celebrating the succesessful first quarter of its new Southern California operation, Diablo Timber Co., Napa, Ca.. threw dozens of chickens on the barbee and treated its staff and crew to a lavish lunch.
Company president and part-time chicken cooker Ben Cassinerio (see photos) said, "We're very pleased with the performance of this new business, especially in light of the still-ailing California market." He estimated that the new Orange, Ca., facility will have sales in excess of $13 million in its first full year of operation.
The plant remanufactures industrial items, mainly in redwood. Diablo is also developing a less-than-carload distribution program for independent dealers in Southern California, Arizona and Southern Nevada.
CELEBRATING a proJitable first quarter, Diablo Timbe/s 4S-oerson crew took a mass lunch break. The Napa, Ca.-based firm's new Orange, Ca., plant primarily remanufactures redwood lor industrial sales. Diablo estimates its first year sales will be $13 million.IEALER members from Oregon, LfWashington, Idaho, Montana, Hawaii and Alaska convened Nov. 812, as the Western Building Material Association staged its 93rd annual convention and show. Enjoying unseasonably warm and sunny weather, attendees showed in slightly greater numbers than last year.
How everyone in a company can work towards enhancing profits was covered by initial speaker Dr. Peter Johnson, Nov. 9. Following were the popular Quick Pitch Selling Talks. Best presentation prize was won by Fields & Co.; most original by Belco, Inc., and best first time pitch by Bill Larsen and Associates, Inc.
The Building Products Showcase was held Sunday, from 9 a.m. to 6 p.m. More than 120 exhibitors displayed a dazzling anay of building products in the Red Lion/Jantzen Beach hotel ballroom overlooking the Columbia River. The prize for the
best overall single booth was won by Sun Frog Products, Inc.; best overall multiple booth by LWO Corp., and best overall booth by Boise Cascade Building Materials.
The premiere of the Temperate Forest Foundation's newest video. "Two Sides of Fire," was presented by TFF director Bob Legg, who also spoke on sensible forest management.
Following was a sales training seminar by the highly regarded industry consultant Bill Sharp. Blending his extensive, real life knowledge of our business with engaging humor, Sharp took the dealers through service, selling and pricing topics.
The Young Westerners, an under-
Van Well new president '97 show: Portland, Nov. 13-18.
40 group within WBMA, discussed the minefields of do's, don'ts and necessities of hiring. Panelists included Bruce Abel, Natasha Edscorn and Paul Hoffman.
The Distinguished Dealer award was won by Merlyn Jolley, Jolley Building Supply, Inc., Shelley, Id.
AT THE SHOW: (1) Jefl & Pauta |1
Cope, Jessie & Art Enierson. (2) Ted \/ Hodgkiss, Ray Brown, Bob Miller, Gary Maulin, Rick Danielson. (3) Mahlon Marsh, Darrell Hungerford, Tom Peterson. (4) Bili Thornburg, Andy Anderson, Jim Crawfori!,'paul Hendricks. (5) Earl & Susie Nelson, Merlvn & Marilyn Jollev. (6) Brvan Jamtaas. R6oer Enghlnd, Par-Peiersori. (7) Keily Shinkie, Jason Allen. (8) Kyle & Robin Kincaid. (9) Les pphqlm,_Jg! Nerryenhof , Greg Newenhoi.' (t 0)
Woodie Railey, Darlene & Rahd Thomas. il1i
Bruce & Loreiei Hood, Jack Lovell. n2) Ait & Trudy Braden, Mike & Christy Srahy. (te)
Wayne Graber, Pat Curran, Mikri Hennibk. il4i Dan Day, Bruce Olson, John Kerr, Dan
Schaffer. (15) Brian Healow, Everett & Kara
Tyler. (16) Cherie & Mark Dodd. (17) Roger
Farnand, Deborah Conchuratt, Jerrv & Tammv
Jensen, Mike Sharples. (18) Bob Vandewall, Rick & Retta Bleich. (19)'St'eve Vandenbrink, Steve Mattson, Colin Stewart. (20) Kris & Pattv McGuire. (21) Sylki & John Creamer, John Hart. (22) Betty & Mick Bush. (23) Shari Skadburg, Ed Gunderson.
(More WBMA photos on p.74)
(1)
(3)
(4) Nathan Schreiber, Kristi Maki. (5) Steve Levers, Yuria Yamashita. (6) Ruili & Will Fogers, Bill Miilspaugh. 17; Snaron Kiddle, Eric Fritch. (8) Mdrty LaFontaine, Jim Bender, Lud Turenne. (9) Fred Kern.
(10)Alan & Traci Nofion, Mike Twittv. (11) Teresa Swick, Debbie & Rick McChrtriev.
(12) Pam London, Kathv & Chet Johnson, (13) Natasha Edscorri, Eric Gerretsen. Todd Johnson. (14) Audrev Shroll. Terrv
9.h-qrt: (15) Molly Duncan, iudy Duncan'. (16) Mark & lfa Batfour. (17) Jeanne
Marcil, Dean Linton, Matt Clapp, Mark C.leveland. (18) Terry Kingsfaiier, Jim Mattison. (19) Dick nusr, Pntttip rioyO, Dan Kepon. (20) Dan Spargur. (21) jim Bronson. (22) Rick Aebch'limann,'Tom Houghton, Peni Paea. (23) Bob perrin. Bob Ken, Carl Van Well. (24) Carl Tindell. Bob Jacobson, Ed Nail. (25) tttitctr James, Mike Lund, Tom Plakos, Scott Daniels. (?!.)_fO Fatz, Kay & Terry Froemming. (27) Bruce Douglad.
fI t-
WE'RE FORMTNG a new association rather than pres. Mark Lofland. (2) Wayne Gardner, LMA's (11)
(12)-Dan
merging two existing groups was the view o1 'gitt Sultivan.- (3) Herb Winward, Bill Cowling 11. P.'.ck Bennett.^(13) Tracy Green, Susan & John som! o-f the LumbeiAssobiation ol Southern (4)George Champion, Frank Purcell. (5)Mark !4iller. (14)Chad-Niederme.yer,lilyrna & Ted California's members on combinino with LMA Ganahl, Ourt Nierman, Barbara & Peter Ganahl, Pollard. (15) Jim & Anita Julian, Al Beed. (16) (see story, p. 16). During LASC's 46th annual (6) Dave Carey. (7)fiick Deen, Shawn Millerick. Murl & Mickey Fast, Ge.orge Rife.-{l Jeff managembnt conference-Nov. 14-16 in lndian (e) lonn Harinei,'natpn Ca1dry9.!._(9) ,Loftl Miller,.Eric Walz,-Chuck Weaver..-(18) Patti& Wells,-Ca., (1) Erik Jorgensborg thanks outgoing Alien, (10) Parker Butterfield, Phil Butterlield. Kevin Lindsay, (19)Tammy & Tim Kennedy'
fastest growing commercial softwood and the Redwood Region is the most productive forest land in the U.S. Production has averaged about 900 million bd. ft. per year for the past two decades. Studies show that this will increase sharply as young-growth stands come into full production.
Pamela Allsebrook California Redwood Association405 Enfrente Dr., Ste. 200 Novato, Ca.94949
In your article "Selling Redwood Decking and Fencing" (Nov., p. 9) under finishes & fasteners, your suggestions for substitution are confusing and now also outdated. You recommend water repellent with mildewcide, but no hint is given as to what that material is. Many oils that you disown are water repellents and with the addition of the mildewcide could fit the bill, but whose use you, incidentally, properly criticize.
What are bleaching oils? In many years in the industry, I have never heard of such a thing. After testing all kinds and shapes of commercial bleaches, we have never found any to be effective. Sanding is the only way to go.
Silicones are water repellent, and they are on the market, but they do not absorb uv rays and can't be recoated until they completely disappear.
Also, linseed oil does not yellow when used in the exterior. Latex coatings cannot be placed over alkyd or oil-based primers, on cedar or redwood, except in very limited circumstances. (The latex must be of an extremely low pvc, and only made with l\OVo acrylic resin.) This kind of product must be custom made, they are not readily available. And, most technical directors haven't the vaguest notion how to formulate a low pvc acrylic so that it will accept color. The primer must be a stain-blocking type and can be waterborne.
We are indeed thankful that you suggest avoiding clear finishes. Unfortunately, that's what too many people want. Ultraviolet light with
water is what does the damage. There are no effective uv absorbers. other than Gilsonite. As to the vehicle solids mentioned in your article, the problem is their lack of uv inhibition. not with the oils or resins themselves. While some woods weather better than others, without a protective film. eventually they will become so dry that they will begin to fall apart. So, to leave them naked is certainlv not the best way to go. Mildewcides, funguscides, and temporary water repellency will do no better than those types that you criticized.
The Gilsonite (in our) Aquaphalt is the only uv inhibitor that works. Aquaphalt is also an effective fungi- cide as well as a mildewcide. Aquaphalt creates a three dimensional grain and permanent scuff resistance. While most finishes now claim to be environmentally compatible (they contain a limited amount of VOC), as you can see, our material is a waterborne emulsion, with no VOC.
Albert G. Silverton
Silvertown Products Inc.
863 W. Holt Blvd. Ontario, Ca.9l76l
Allen Huff, 89, ceo for Huff Lumber Co., Santa Fe Springs, Ca., died of lung cancer Nov. 23.
Born in Los Angeles, Ca., he was a captain in the U.S. Army Air Corp. during WWII and served in the Pacific. He piloted the first plane to land in Japan, for which he received a commendation from President Truman.
He helped form Huff Lumber with his father, George M. Hufl in 1920 and was active until a day before his death.
Beral M. Kotler. 79, founder of Berkot Mfg. Co. Inc., Sun Valley, Ca., died of a stroke Oct. 9 in Los Angeles, Ca.
Bom in Iron Mountain, Mi., he founded the company in 1954 and served as president until 1985.
Donald "Mac" McGregor, 82, of the old Hammond Lumber Co., Santa Ana, Ca., died of Alzheimer's disease July 16 in Fountain Valley, Ca.
Born in Little Falls, Mn., he operated and managed yards for Copeland Lumber, Ward & Harrington Lumber and Hammond Lumber in Southern California during his 4}-year career. He retired from Hammond in 1979 prior to its demolition.
John A. "Jack" Hern, 78, President and director of Regulus Stud Mill, St. Maries, Id., died Nov. 8 in Spokane, Wa.
ln 1952 he bought ThomPson Lumber Co., Bonners Ferry, Id., and in 1957 built Polaris Stud Mills, Bonners Ferry. He founded Regulus Stud in 1959 and operar ed Hern Lumber and Sawmills, Spokane, Wa., from 1971 to 1985.
Levon "Red" Ilart, 55, California Lumber Inspection Service, Portland' Or.' died of cancer Nov. 4 in Aloha, Or. Bom in Grand Forks, N.D., he worked for RSG Forest Products, Stimson Lumber Co. and Shady Brook Lumber Co. during his 25-year career.
KINGSLEY LUMBER: Progressive Pacific Northwest contractor yard seeks outside sales talent to grow to the next level. Base salary plus rewarding commission plan. Extremely competitive income potential. Contact Jim McNulty, sales manager, (800) 325-0388.
TREATING PLANT MANAGER: Seeking progressive-thinking manager for mid-sized CCA facility in Bakersfield, Ca. Candidate must have management experience with strong production background. Send resume with salary requirements to: Ken Laughlin, Arizona Pacific Wood Preserving, P.O. Box 968, Eloy, Az. 85231.
SPECIALTY LAMINATED PANEL salesperson(s) wanted. Tri-State Laminating Co. is looking for experienced laminated panel salesperson(s) to work out of our new production facility in Ontario, Ca- lnside and outside positions available. Be a part ofour growing company. Excellent compensation and benefits plan. Contact Kevin lrtson or Randy Nelson, (9W) 9 47 -27 27, F AX 9W -9 47 -3 | 13.
Twenty-five (25) words for $23. Each additional word 700. phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line, $6. Box numbers and special borders, $6 ea. Col. inch rate: 945 camera-ready, $55 ifwe set the type. Narnes of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of rhe Merchant Magazine, 4500 campus Dr., suite 4g0, Newport Beach, ca.92660. Make checks payable to The Merchant Magazine. Mail copy to above address, FAX to 714-852-0231 or call (714) 852-1990. Deadline for copy is the 25th of rhe month.
PAYMENT MUsr AccoMPANy coPy unless you have established credit with us.
WEBER PLYWOOD, Tustin, Ca., is looking to add a salesman and an experienced forklift operator for the warehouse, preferably certified. Call Butch Pope, (7 1 4) 259 -l 100.
SOFTWOOD/HARDWOOD SALESPERSON: Nickerson Lumber and Plywood has a sales position available for an experienced softwood and hardwood salesperson. Great commission and benefit package. Come and join our team. Please fax your resume to 818-982-9257, Attention Robert Lopez.
Advantages to Compare:
Cost Savings - Eliminate the need for on-site insulatingDimensionally Stable - No shimming required for tight fits.
Lightweight - Light enough to be handled by a single worker, easily cut with standard job-site tools.
Less Waste - Significantly less than solid wood.
Energy Efficient -2xG width provide an R-value of 20 (after sheathing & sheet-rocking)
SW-ll Headers are made with Machine Stress Rated lumber and Oriented Strand Board. They are manufactured to strict quality control standards, with
PFS Corp. acting as third party inspectors. SW-ll Headers have
by ICBO, BOCA, State of Wisconsin & HUD.
HOME CENTER FIXTURES: 800 ft. ofgondola & wall fixtures & shelves. Metal lumber & plywood rack arms, panel & table saw, lumber & plywood carriers. Excellent condition. Call Don at Plains Lumber, (7t4) 539-7744.
LUMBER TRUCK: 1973 Chevy C-65
Tandem Tag Axle, 44,000 #GVW, 20'bed, hydraulic hoist, winches. Excellent condition. $ I 3,000. (406\ 682-7 461.
12"xl2" DOUGLAS FIR TIMBERS, reclaimed, 36'to 40'in length. Limited quantity available. Sold in full lengths only. Call Chris for quote at (208) 263-8224.
WEATHER-ED, TWISTED OR USED LTJM. BER, Plywood blows, used or trims. Carl Hanson, (619) 661-2510, F AX 619-661-5547. San Diego, Ca.
LOCAL LUMBER hauling Southem California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-CTrucking, (3lO) 4220426.
sPEcLAL
BUSINESS CARD SECTION
Use this low cost oPPortunitY to deliver New Year's greetings to customers, friends and suppliers. Your business card will aPPear in a Special Section in our JanuarY issue, exposing your message at €ur extra low price- Cards will be reduced slightly, to 2-3/8" x 1-318".
Celebrate the New Year bY communicaung with the trade. And at a price that can't be beat!
IT'S THIS EASY: Just send vour business card and a check for -$60 before Dccember 18 to The Merchant Magazine, 45OO CamPus Dr., Ste. 480, NewPort Beach, Ca. 92660.
Ath:ts low ili@,yMdeckwill b you rcceipt.
Questlons? Call David Cutler at (7 L4) 852- 1990.
Baxter & Co., J.H.... .......(415) 34$0201
Big Creek Lumber Co .....(408) 42$4898
Califomia Forest Products..............................(,()8} 842-1 673
Caf itomia Lumb€r Inspection SeMce...... .....,.(4081 477 -0i70
Califomia Redsrood Association.....................(41 5) 382-0662
Chemonite Council. .......(415) 573-331 1
Dataline Cop........................(91 6) 635-0564 (415) 435-1 1 i 8
Diablo Timbsr......... ....,..(707]' 252-6142
DMK Pacific Corp. (Fremont).........................(510) 79&3670
Georgia-Pacdic Cop. (Fremont) ....................(800) 83S7370
Green Produch, C,o .......(510) 235-9667
Horizon Forest Products.........-.....-..-...........(510) 235-2014
Kelleher Corp. (Novalo)...............,..................(415) 898-1 270
Kelleher Coe. (San Rafael)...........................(415) 454-8861
Lane Stanton Vance Lumber Co. .......,...........(51 0) 6il2-9663
MacBeath Hardwood (Berkeley) ....................(510) 843-4390
ARCATA/ EUFEKA / FORTUNA
Arcala Redwood Co .......(704 44$5031
Blue Lake Forest Products.............................(707) 822-2W5
Bracut Intemational. ......(704 82&9850
Britt Lumber Co. ..... .......Fln 8221n9
Louisiana-Pacific CoA. ........................... .......(707) 443-7511
Miller Redwood Co.. ......F!n 64-3144
Northcoast Hardwoods..,................................(704 82C7690
Pacilic Lumber Co. (Scotia)............................(707) 764-8888
Bedwood nspec{ion Service.................... .....,(707) 444-3024
Simpson Timber Co ........Fjn 822-0371
CLOVERDALE
All C,oast Forest Products.......................... .....(704 894-4281
Bowman Lumberco ,..I0n894-2575
Precision Redwood Manufacturing.................(707) 894-5263
Redwood Empirs.................(800) 862-4657 (7071 8S+4241
Hussian River Lawn & Garden .......................(800) 675-2501
FORT BRAGG
Holmes Lumber Co., Fred C. .........................(707) 964-6377
FRESNO
Georgia-Pacific Warehous€ ...........................(800) 83G7370
lntemational Forest Produc|s.........................(209) 275-3356
Pacitic Forest Products ..................................(209) 268-6221
Phoenl{ Enterpdses ......(2091251-7477
Weyerhaeuser C0................(800) 292-0704 (209) 48S6221
ltiite 8r0the6........ .......(209) 264-4888
MODESTO
Bums Lumber C,0....,.,...........(s41) 77&6933 (800) Sll-0831
Msyer Moulding & Millwork ............................(2@\ 522-2288
Thunderbolt Wood Treating.(800) 826-8709 (209) 86$4561
REDDING AREA
American ntemational Forest Products.........19161 24+2200
Keller Lumber Sales ......(916) 24e0405
Gemini Forest Products..................................1916\ 23-7 440
Louisiana-Pacilic (Red Blufl).......................,..(916)
Profile Planing Mill.. .......(714) 54e9661
Quality Wood Supp|y..............................,.......(800) 765-31 34
Railway Express..... .......(909) 685-8838
Reel Lumber Service (OC) ..(800) 675.7335 (714) ffi2r988
Reel Lumber Service (Riverside) .,.................(909) 781{564
Regal Custom Millwork........(714) 776-1673 (714) 632-2488
RssinarlCirp......... ........(800) 258-8820
R.E. Trucking.......................(8ml 22-8782 (909) 92e5871
Simpson Strong-Ti€ Co. .......(800) 9995099 (714) 871-8373
Stnata Forest Products .............,.....................(714) 751-0800
Treated Forest Products.................................(714) 5495840
Weber Plywood & Lumber...(800) 49-7300 (71 4) 25$1 1 00
Weyerhaeuser (Fontana).....(8C10) 647-762 (909) 877€100 SAN DIEGO AREA
CJ Redw00d........... ........(619) 741-5881
Dhielins Lumb€r Co .......(800) 3494354
Goorgia-Pacitic Corp ......(800) 83G7370
Lane Stanton Vance ............(61 9) 442.0821 (61 9) 471 4971
Martin Brothers Wholesalo Lumb€r................(619) 561-5151
WeyerhaeuserC,o.. ........(800) 0{7-7762
Mesa Forest Products ....................................(5,41)
Pan Pacific Forest Products...........,...............(800)
Reid & Wdght, Inc. ...........,.............................(800)
EUGENE / SPRINGFIELD
Baxter & Co., J.H....
Casca& Pacif ic.........,.....
Com
il-F;;iii; 6iii',,6'ii;bq:j::::::::.::.:.::::::
Ketly:coodwin c,0.................[4001 at +t eot
Lumber Producls....
McFarland Cascade
Seneca Sawmill Co.
SDrinofield Foresl Ploducts..............,............
Sirpeior Hardwood (Corvallis)
McMINNVILLE / SALEM
D Stake Mill Inc. ............(800)
Unive6al Forest Products (Woodbum)..........(503)
Willamette Industdes (Albany)........................(503)
MEDFORD/GRANTS PASS
Allwea$er Wood Trea|ers,..,......................-..(800)
Bums Lumber Co,.................(541 ) 7736933 (800)
FourPly, Inc. ...........,,.,....................................(q001
Lumbsi Products............................................(503)
Triple R Wholesale (White City).....................(s41)
GREATER PORTLAND AREA
543-3901
Tubaf or Mill, Inc...............
Westem Wood Preserving C0..,..................
Weyefiaeuser (Tacoma)....(800) 562-3960
SPOKANE Colville Indian Precision Pine Co (Omak). .....(509) 82&5927
Georoia-Pacilic Corp
83G7370 Kelly-boodwin C0.................(800) 455-4499 (509) 926-1000
VANCOUVER AREA
Allweather Wood Treate6 (Washougal) ........(800) 777'8134
Gram Lumber / Beaver Lumber (Kalama) ......(360) 67$5231
RSG Forest Products (Kalama)......................(360) 6795551 ALASKA
ANCHORAGE PGL Building Products.............,.....................(907) 562-21
Hawaii Wood Preserving Co. ........................,(80E qZ!'qqqq
or call (714) 852-1990 or mail to 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.
Narne(Please prtnt) Company Address City State _ Zip Phone FAX
For more information on products or companies (see list at right), circle the appropriate Reader Service FAX Response number(s):
For more information from ud.vertisers, use FAX Resporce numbers in brackets.
Advantage Business Computer Systems t1101...........................................15
American Wood Preservers Institute..........38
Anderson and Anderson Insurance 11261...57
Anthony Forest Products [112]....................f 9
Baxter, J.H. If 65l ...,.,......,,-..............Cover IV
Bean Lumber Co.. Curt................................36
Birdsong lVholesale Lumber, Inc. [55].....77
Bowman Lumber Co. [156]..........................77
Bracut International [157] ...........................79
Building Products Digest..............................54
Cal Coast Wholesale L'mber, Inc. [118]....2
Cal State Forest hoducts...............,...,....,....40
C&E Lurnber Co. 11221..........,.....................26
Capital Lumber Co. [105] ..............................5
Capitol Plywood, Inc. [114]..........................21
Casella Transportation Co. [141] ...........,....66
3.C Trucking tf 6f 1...................-....-.-..........E1
Chemonite Council I1071......,.............,........,..7
Chozen Trucking If 59] -.-.---.....................79
Colville Indian Precision Pine Co. [140].....66
Crown Planing Mi[ [f 35].............................64
Diablo Timber Co. [102J.,..................Cover II
Dimensions, Inc. [120].............,...,,.,........25, 27
Evergreen Lumber & Molding II.321 .....,....61
Flex.Trim Inc. ......,....,........,,...,.,.,..,,.............36
Fontana Wholesale Lumber [1181...,,...,....,.U
Gemini Forest Products [124].,....................2E
Golding Sullivan Lumber Sales [133] .........6f
Great Western Transportation Inc. [128]...59
Haase Industries (Magnetic Broom) [143]..67
Hardwoods Unlimited [130].........................60
Herbert Lurnber Co. [145]..,...,....................70
llickson Corp,-.----.--...........,,...................32
Holmes Lumber Co., Fred C. 11541....,.....,..77
Ifoover Treated Wood Products U311......,.60
Ifuff Lumber C o. 11271.................................58
Inland Timber Co. [108].................................E
Want to Subscribe? Check the appropriate boxes to begin receiving your monthly issues. DI
News or Comments? We welcome your ideas about particular. articles, t-hg magazine, or news of your company (promotions, new hires, expansions, acquisitions, etc.): Warm holiday
Intemational Forest Products 11191............4
Island View Milling Services 11471..............7 0
Jones Wholesale Lumber Co, tl131,............20
Kelleher Corp. U.011 ..Cover I
Keller Lumber Co. [158] ......,.......................79
Kelly-\ilright Hardwoods [149] ...................78
King & Co. (ThermoTile) [139]...................66
Landmark Building Products I1031 ..............3
IJB Lumber Sales [151]...............................72
Lumber Trader, The [52]...,.......................76
MacBeath Hardwood Co. [164],......Cover trI
Mallco Lumber & Building Materials [142]67
M&M Builders Supply [53]........................76
Martin Forest Products I1161 ..,...................23
Merchant Magazine, The..........................,..46
Mid-Pacific Trading Co., Inc, [136] ............65
Mokelumne River Forest Products [144]...,67
Morgan Creek Forest Products 11341 .....,...9
Northcoast Hardwoods, Inc. [f 50]...........,...72
Oregon.Canadian Forest Products [160]....81
Parr Lumber Co. [111]....................,...,........19
Plywood And Lumber Sales 1L621...............82
Product Sales Co. [104],,.,,........................4, 52
Railway Express [163]..............-......Cover rrr
Redwood Coast Lurnber Co. tf381 ..............65
Reel Lumber Services [115] .........,...............22
Regal Custom Millwork [115]............,.........22
Sacramento Pacific Corp. 1L231...,...............26
Schuller Internationa|...................................34
Sel Group International ....,.....,,....,,..,......,.,.44
Seneca Sawmill t12fl .............,.,,.,,.,..,,...,......26
Siskiyou Forest Products t1481,..,.,,.,....,......70
Spyder, Inc...... ,,.,..,,.,...........42
Superior Wood Systems, Inc. tf661 ..........,..78
Swan Secure I1371..................................,......65
Thunderbolt Wood Treating Co. If29].......59
Tradewest Hardwood Co. 11471..............,...,70
Treated Forest Products t1461 ................,....70
SAues,/oo*"
and sincere thanks to our customers and friends.
Railway Express is a full-service distribution company specializing in lumber, building materials and other durable products. We provide:
Facilities to receive inbound railcarloads & trucks
. Complete warehousing services Administrative services
Outbound rail & truck loading Claims assistance
Delivery/distribution using our own fleet of trucks
. Complete logistics management programs
Storage (month-to-month or permanent)
Based in the heart of Southern California's lnland Empire, we are served by the Union Pacific Railroad and offer:
90,000-sq. tr. warehouse
5-1/2 acres outside fenced storage .17-car rail spur
Drive-thru truck loading & unloading Professional security
Adequdte lighting for night-time operation
. Computerized inventory control
Heavy-duty lift trucks with expandable forks & side-shift
Capacities to 16,000 lbs.
Advise
Advise customer of in-transit delays
Provide
Make
hen oumership of J.H. Baxter passed into the hands of the Baxter family's fourth generation, we adopted a new philosophy based on a simple question:
Wat are our customers'needs?
It's true that we have a rich tradition of customer service in our 100-year history but wele not the same company we were a century ago. In fact, we're not the same company we were yesterday. At J.H. Baxter, that's how success is measuredby meeting your needs better than the day before.
Sure, it's fun to look back. The U.S. forest products industry had barely been born 100 years ago when Baxter lumber schooners began sailing up and down the West Coast. That's when the Baxter family business originally became an industry leader. After generations of prudent investment in nature's most renewable resource, our ongoing dedication and effective management of company timberlands continue to provide financial strength and stability for generations to come.
But J.H. Baxter refuses to rest on its laurels. We believe that our continued success depends on giving you technically advanced treating options, service. reliability, and quality products. We also offer value-added services tailored to your needs.
Today, J.H. Baxter's industry leadership spans three primary businesses-
Timber Management, Wood Treatment, and Chemical Licensins. Our long-term success in these areas is the direct result of insisting that all business relationships be based on integriry qualiry customer service, and value. That's the only way we do business.
the
developed with our customers. And we're
our
resent - from designers to end users. But we're most proud of the fact that you trust us to help you meet your unique wood-preserving needs.
You are the people we keep in focus. To whom we dedicatethenext I00years.
we re proud of
long-term relationships wooa meets sffenetn and durability nids in we've
the lohn Balshore
tu Proud of the diverse interests
customers repPetaluma, CA.California's unique Shoreline Amphitheater utilizes a aariety of J.H.Baxter treated wood. TimbeMood" Iight standards beautifu the Olympic Training Cmter near Snn Diego
