Merchant Magazine - December 1997

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DAVID CUTLER editor-publisher dcutler@ioc.net

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What You Didntt See On TV...

Videotape showing police applying pepper spray to the faces of environmentalist protesters caused a national stir when aired by tv news programsbut it only showed one side of the story.

"This is not a group of innocent school children as the ACLU might have people believe," said Congressman Frank Riggs (R-Ca.), whose Eureka, Ca., districtoffice was attacked and vandalized by paramilitary-style environmentalists, some wearing black ski masks, black outfits and combat boots. "For several minutes, nearly a dozen people terrorized two female members of my staff. After ransacking the office, they quickly ran away, leaving behind the four protesters who appear in the police videotape."

Police released a flyer circulated throughout the California Redwood region by Earth First before the incident in early November rallying forces to "join the demonstrators in the forest

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and get arrested" because "the more of us working through the system the more $ it costs all the people too weak to do what is right. MORE ARRESTS SPELL SUCCESS!''

"Pacific Lumber logging equipment is very expensive and has fragile hydraulic lines easily cut. Every truck decommissioned may save the lives of hundreds of trees (can you hear them scream?)," the flyer noted, also urging demonstrators to "protest the injustice being perpetrated against (Unabomber suspect) Theodore Kazynski by right wingers,"

Concluded Riggs: "As the flyer released by police shows, these people are not the harmless. brave defenders of First Amendment rights they are now claiming. The invasion of my office was part of an escalating campaign of intimidation, violence and destruction of private property that these so-called environmentalists see as a path to stopping all logging in the u.s."

C&E Lumber Company

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\.,TONTINUED growth in demand for pulp, paper, lumber and wood-based panels is expected to increase demand for industrial roundwood on a global basis, from 1.6 billion cu. meters in 1995, to approximately 2.9 billion cu. meters by 2030. This represents an annual increase of l.7l%o, well above the increase in wood supply over the same period.

The world's available timber supply is expected to increase by less than 0.5Vo per year over the same forecast period, as a result of the continued loss of productive forestland to alternative uses such as agriculture, urban development and ecosystem preservation. Nearly all of the projected increase in supply can be attributed to fast-growing plantations (including pine forests in the U.S. South), which are expected to account for as much as 40Vo of available global supply in2030, up substantially from only 16%o today.

Wood fiber from plantations will become increasingly important as a fiber source to the forest industry in the future. By 2030, plantation fiber from short/medium (S/IvI) rotation plantations will account for 387o of the total probable supply, compared to only lTVo today. (Short rotations are 15 years or less; medium rotation between l5 and 50 years rotation age.)

There are currently an estimated 37 million hectares of S/lvI fiber plantations in the world. On a volume basis, conifer plantations account for about 60Vo of the total supply from

fITsrom?

plantations. In addition to the fiber plantations, there are short rotation plantations in some countries, namely Brazil, China, India and South Africa. These plantations, which were originally planted for fuelwood production, will increasingly be used as fiber sources for the forest industry.

Brazil, Chile, China, Indonesia, New Zealand and South Africa had the largest areas of wood fiber plantations in 1995. Most of these plantations were either eucalyptus or pine with rotation ages of less than 15 and 30 years respectively.

Tree plantations in the world are likely to more than double over the next 30 years. The largest expansions will probably be eucalyptus plantations in Latin America and Asia. With the increase of available plantation fiber in Asia and Latin America, there continue to be opportunities for expansion of the forest industry in those regions.

Asia will probably be less dependent on imports of nonconifer fiber in the future since probable supply is estimated to grow faster than demand over the next 30 years. With an expected surplus of non-conifer and a deficit of conifer fiber in the future, it is likely that the pulp and paper industry will continue its substitution process from long fiber to short fiber.

With a surplus of non-conifer plantation fiber in Latin America and a deficit of non-conifer fiber in Europe, exports of roundwood to Europe likely will continue in the long-term.

Roundwood from S/M plantations will increasingly be used, not only for pulp production, but also for solid wood products in the future. There is strong interest in the use of plantation eucalyptus for high-value products such as door and window components, mouldings and veneer.

The cost structure for plantation fiber will be a driving force behind fiber prices in several world regions. Wood fiber from plantations is expected to be both cheaper and more stable than either natural timber or residual chips.

The global surplus of wood fiber, defined as the balance between probable supply and industrial demand, will decline from 1995 to 2030. With a tighter supply it is possible there will be changes in the trade flow of both raw material and primary forest products.

North America, a traditional exporter of forest products, is expected to become a net importer due to increased demand

and relatively static supply. Conversely, Latin America could become a major exporter of both raw material, logs, wood chips and manufactured products as supply from a maturing plantation resource far exceeds anticipated regional demand.

In 1995, North America had a negative wood fiber balance due to higher demand than probable supply of conifer wood fiber. Japan is the only other region with an imbalance of wood fiber demand and supply. Over the next 35 years North America and Japan will increase their wood fiber deficits. By 2030, our analysis also shows that West Europe, East Europe, Southeast Asia and Africa will be forced to change from net exporters of forest products into net importers.

The surplus regions at 2030 are Latin America (mainly non-conifer), Russia (both conifer and non-conifer) and China (non-conifer). These regions will likely become major exporters of both raw material and primary forest products to North America, Europe and Asia.

With the tightening global conifer supply/demand situation, there could be a shift in conifer-based products toward niche and specialty products and away from traditional commodity products that would compete with those based on generally more abundant and lower cost non-conifer raw materials.

U.S. Supply

By Richard N. La Mont Resource Economics Inc. Corvallis, Or.

Mr. La Mont is president of Resource Econonbs, an inbtptiotd MEulfrw conpany prouidrng rcsource &onomb ana/ysis and tinber/timberlbnd appniwl seruices. A leading authonty on world rM suply, he recently complet$ several najor sludres: 'Pacific Rin Wood Supply & Demand," 'Analysis of Chilean & NewZealand Badiata Pine Products in lntenalional Markets" and the HlSl/REl Southm finberSldy.

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I HE QUESTION of supply shortages seems to be less an issue today than in the 1980s. Currently the question to be answered is "Who will supply it and what will be the new price equilibrium?" The two key U.S. supply and market regions are the Pacific Northwest and the 12 Southern states. During the 1960s and'70s, these two regions enjoyed supply surpluses. These surpluses included the Northwest's old growth reserves and the South's rapid expansion of its third generation forest. By the mid-1980s, the Southern forest inventory had reached 100 million cu. ft. of softwood, a 357o increase. In the '80s and early '90s, each of these regions shifted from surplus to tighter supply. The reduction of federal timber caused the Pacific Northwest to experience dramatic losses in supply, over 7 billion bd. ft. since the 1980s. The 12 Southern states shifted away from a supply surplus because of large increases in manufacturing capacity and the resulting softwood harvest in excess of growth. These changes in supply explain many of their resulting actions in the forest products market during the 1990s.

In the 1990s, the Pacific Northwest saw historic price increases, $460/vsn in 1990 to the peak of $825/Mer in 1993 for Douglas fir #2 Sawmill logs. With these 507o-80Vo pice increases, the Northwest experienced large-scale timberland sales. The sellers' motivation was to monetize their assets to capture the high stumpage prices. The majority of the timberland buyers were interested in securing timber supply for manufacturing. Corporate timberland is now a strategic resource used to navigate the stumpage and business cycles.

The U.S. South also experienced dramatic price changes-

75%o-1007o increases-in the '90s due to the supply reduction in the Pacific Northwest. The price increases coincided with reductions in softwood resources, l57o since 1985, consequently the buyer can no longer dictate the price. The market saw the softwood sawtimber resource of the past 20 years become limited. The pulp market cycle peak of the mid-1990s also showed weakness in the pulpwood supply, a 20Vo pulpwood price increase since 1990. The Southern forest products industry responded by consolidating and continuing its investment in softwood plantations.

Nationally, lumber consumption is at a high level, over 50 billion bd. ft. The pulp industry is positive, witb 57o-8Vo growth in pulp demand in the next two years. Private timberland harvest levels are strong with western softwood harvest at nearly 9 billion bd. ft., and southern softwood harvest over l5 billion bd. ft. The overall outlook for forest products production worldwide is to remain stable at 1600 million cu. meters (industrial roundwood), with the total U.S. share over 25Vo. While the U.S. is still a significant importer of its lumber products (35%), domestic resources will continue to be highly utilized. Key resource species like Douglas fir and southern pine will increase in value and remain dominant for their unique uses. Forest products companies will continue to acquire timberland in order to support their manufacturing base. The ownership trends of timberlands will shift even more towards forest industry and away from other private owners.

Trees are a resource which take eight years (hardwood pulp), 20 years (pine pulp and sawtimber), and 45-50 years (fir sawtimber) to mature while manufacturing can deplete them in much shorter cycles. The forest products industry will face future supply constraints in peak cycles, as long as capacity exceeds long-term resource growth rates. While these trends hold, resource prices will continue to escalate as they have over the last three decades.

Western Canada

By Russell E. Taylor Intemational Wood Markets Research, Inc. Vancouver. B.C.

Mr. Taylor is an intennlional wod products consultant and publisher of t'he Wood Markels Quarterfil newslettu and .Wood Markets'98,' ai inlernational multi-cllent repoft.

JIF|ER STRONG demand and exceptional prices in 1994, 1996 and most of 1997, the Western Canadian lumber sector will be facing some much tougher times in 1998. Although North American lumber demand should be only slightly lower in 1998 than 7997, the fundamentals of global supply and demand coupled with the provincial government ownership of timber will create quite different operating scenarios within Western Canada's lumber industry.

For B.C. lumber producers, a series of compounding issues has confronted the industry: It has gone from one of the lowest cost producing regions in North America to the highest in three years. With the B.C. govemment providing over 90Vo of the industry's timber, lumber producers have been held hostage to numerous government policy initiatives, including:

(l) The Forest Practices Code. In response to increasing environmental pressures, the B.C. government has dramatically increased the cost oftimber harvesting.

(2) Reduced harvesting levels. The review of all timber producing regions has led to lower timber supplies (AAC's), especially in coastal B.C.

(3) Increased timber stumpage costs. Government revenue targets rather than adoption of pure market prices have caused stumpage rates to soar while market prices plummet.

(4) Commitment to create more jobs in value-added wood processing. The Jobs & Timber Accord compels the industry to meet the government's politically-driven targets for jobs. Market-related issues have further strangled the industry:

(1) Implementation of the U.S/Canada Lumber Agreement. The Quota has effectively shut out the coastal B.C. lumber industry from any real U.S. market penetration; SPF producers are largely unaffected.

(2) Japan market collapse. B.C.'s second largest market was shut down by fourth quarter 1997 and no real recovery is expected until the middle of 1998.

I(3) Asian economy and currency crisis. This major uncertainty will further cripple B.C.'s export opportunities which, in turn, will exert downward pressure on U.S. lumber prices.

The net result is a very sick coastal lumber industry with the interior's SPF sector in trouble for 1998. Declining U.S. shipments of just under 9 billion bd. ft. from B.C. are expected in 1997: these should be further reduced in 1998 to remain well below 9 billion bd. ft.

A completely different situation exists in the other western producing provinces. Although Alberta is also subject to the Quota, the favorable cost structure of the SPF industry should not impair its lumber output in 1998. Increases in capacity are expected in both Saskatchewan and Manitoba also due to low timber costs but particularly due to their exclusion from the Quota. In total, Prairie region shipments should be similar in 1998 to 1997's estimated shipments of 1.6 billion bd. ft.

This combination of issues will leave parts of the B.C. lumber industry uncompetitive and/or below capacity for at least the first half of 1998. The coastal industry's hemlock output, in particular, could be constrained for most of 1998. This factor will limit the availability of western red cedar since its timber supply is sourced from stands mixed with hemlock.

The SPF sector will need to find new replacement markets for its excess Japanese lumber in 1998. This will likely mean that with reduced North American demand in 1998, there will be an excess of Western Canadian SPF capacity as compared to 1991. Consequently, excess supply is expected to contribute to soft U.S. lumber prices throughout 1998 as the B.C. industry grapples with high costs and weakening markets.

softwood lumber as Interior B.C.

Since 1992, production in the four leading eastern provinces has increased by almost 50Vo. The bulk of this production is in Quebec. Incremental production in the East is coming from three sources:

o new or expanded mills, most using very small, costly logs;

. improved conversion ratios at existing mills, and

o shifts of small wood once used for pulping into lumber.

Expansion potential from these three sources has not yet been fully achieved.

New mill investments and major expansions have been stunning. There are now several Quebec mills with capacities exceeding 300 million bd. ft. per year, sizes formerly seen only in Interior B.C. and unheard of in the U.S. Though of high quality (often slow-growth, straight-grained black spruce), the logs are small. Conversion ratios are rising due to investments in scanning, curve sawing, and improved trimming and drying technology. Also, in some mills, they are using logs as small as 4" and the large end to make studs. Not long ago, logs of this size would not even have been cut for pulp.

The eastem Canadian softwood industry is now tightly integrated into the paper industry, which needs the sawmill chips. As a result, the industry is likely to maintain production in slow lumber markets to a greater extent than might have been true even l0 years ago.

High North American prices and other factors have caused a major reduction in exports to the U.K. and other overseas markets. Canadian housing production has recovered only modestly from recent all-time lows, so that domestic consumption is low. As a result of all these shifts, Quebec mills ship 677o of their wood to the U.S. compared to 407o in 1992.

A number of factors will affect production in eastern Canada in the coming years:

o The Softwood Lumber Quota Agreement. As markets slow down in 1998, lower lumber prices will mean that the effects of the Quota's provincial allocations and taxes will weigh more heavily on mill operating decisions.

o Pulp and paper markets are strengthening. This will increase the incentive to put fiber into pulp instead of lumber, and will further tighten the squeeze on sawmills.

. Environmental priorities on Crown lands could begin to change, as they have in B.C. At present, it appears that efforts to move toward "ecosystem management" forestry methods are being accepted by the public, but this could change.

.,TANADA EAST of the Rockies is an important source for U. S. softwood lumber. As a result of cutbacks in log supplies from Crown lands and higher stumpage costs, B.C. output has peaked. In the East, however, high prices have sparked a major increase in investment in sawmill capacity. As a result, Canada east of the Rockies now produces roughly as much

o Finally, the industry is attempting to revive sagging export markets, though no home runs in the near term are likely. Eastern Canada mills are considering upgrading the value added to their lumber. The Quota creates an incentive to export high value grades and retain the lower grades at home. This has depressed prices of low grades in Canada and created

C'Irland Irla,pd Grpup inthrop, Me. [unbe{'pl

Canada Ontario Nova Scotia Quebec New Brunswick All Four East

Quebec Softwood Shipments

accepts preservative treatment well.

Reportedly, it has shown up recently in Southern U.S. markets as both fence boards and radius edge decking. While it is difficult to determine the exact volumes of specific products, radiata continues to gain wider acceptance.

Southem pine wood (e.g., loblolly, slash) grown in Brazil is another pine substitute used in the U.S. Some users say it has properties quite different from timber grown domestically. Much of it is coming in the form of fingerjoint blocks for manufacturing into fingerjointed mouldings and related products.

Another supply source for the U.S. market is Mexican pine, a species that is very similar to ponderosa. To date, most of this material has come to the U.S. in lumber form, although some shipments of logs have also been made. There reportedly have been some concerns about the quality and consistency of Mexican pine.

supply problems for U.S. users who need this wood, usually for industrial purposes, shipping and crating.

Another issue is emerging public policies. Following a B.C. precedent, New Brunswick has adopted what I call "blackmail value-added" policies, under which users of Crown timber will be penalized if they do not increase value-added production. To the extent that such policies are effective, they will import value-added jobs from the U.S., and further curtail supplies of lower grade softwood to U.S. users.

Political debate continues in Quebec over the issue of separation from Canada. Candidates supporting separation are popular, and the issue is regularly in the news. So many uncertainties are involved in this issue that it seems that the lumber industry is simply focusing on getting business done and not worrying overmuch about the politics.

South bf the Border

By Bill L. Mitchell The Beck Group

The graph below summarizes the import of lumber from non-Canadian sources in recent years. As shown, total imports from 1992-1996 have increased nearly four-fold to approximately 400 million bd. ft. During the first five months of 1997, imports from these countries rose an additional30Vo.

The likelihood that Chile, Brazil and New Zealand will continue to be important suppliers is good, since the raw material comes from plantations, and allowable harvests are increasing. The role that Mexico will play is more uncertain.

Softwood Lumber lmports From (MMBM) Non.Ganadian sources

uatiproducts ind6ttN. iects throuohout I 'Chr/e, NewZealand,

Southern I

FOR MANY YEARS, ponderosa pine has been one of the most widely used wood species by U.S. producers of mouldings, doors, windows and other millwork.

Since 1988, the availability of moulding and select grades of ponderosa pine lumber has declined by 697o, shop grade by 58Vo. Out of necessity, the domestic moulding and millwork industry was forced to adapt to other species and supply sources. While there has been some increased use of southern pine and eastem white pine, much of the raw material for this transition is coming from producers south of the U.S. border.

One of the most commonly used ponderosa pine substitutes is radiata pine, also known as Monterey pine. Radiata is plantation-grown primarily in Chile, New Zealand, and Australia. This fast growing softwood, which is native to the Central California coastal region, has many of the characteristics of western pines. For the most part, radiata has been used in non-structural applications, mainly moulding and millwork. It was originally introduced into the states in the form of cut stock and fingerjoint blocks from Chile and rough lumber from New Zealand. Both countries have evolved to exporting more finished products, such as lineal mouldings. Radiata

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ITURING THE 1990s. an increasing share of the softwood lumber consumed in the United States has come from other countries. While Canada is still by far the largest source of lumber imports, several Southern Hemisphere suppliers are rapidly increasing their exports to the U.S. This trend is expected to continue, as countries such as Brazil, Chile and New Zealand expand their timber harvest and lumber production based on fast-growing pine plantations.

Softwood lumber consumption in the U.S. expanded from 42.2blllion bd. ft. (snr) in l99l to 49.9 ssp in 1996. Imports have increased at an even faster pace, growing from ll.7 nnn

lry eryerf$ince, of The Bdck (

Portland, Or.

in 1991 to 18.2 ssr in 1996. In 1996, imports accounted for a record 36.5Vo of softwood lumber consumption in the U.S.

Most of the lumber imported into the U.S. comes from Canada. In 1996, Canadian lumber made up 97.lVo of all softwood lumber imports, down from 99.2Vo in 1991. Although the total volume of lumber imported from countries other than Canada is still small, the fastest growing sources for lumber imports have been Brazil, Chile and New Zealand. Mexico has also increased its softwood lumber exports to the U.S., although an unknown portion of that volume (total = 123 MMBF in 1996) is re-export of U.S. lumber which goes into Mexico for remanufacturing.

The pine lumber coming in from New Zealand and Chile is radiata pine, and the pine from Brazil (and more recently Argentina) is primarily loblolly and slash pine. A market has been created in the U.S. for this lumber as a replacement for ponderosa pine lumber, production of which has declined sharply during the 1990s. Since 1989, production of ponderosa pine lumber has fallen by 43.7Vo, or almost 1.8 ssr. More important, production of better quality ponderosa lumber has declined even faster: shop grade production declined 56Vo from 1989 to 1996, while production ofselects fellby 66Vo.

Better quality ponderosa lumber has long been a mainstay of the U.S. moulding and millwork industry. When production of ponderosa pine lumber began declining (due primarily to cutbacks in timber harvested from National Forests), the industry had to find another source of similar quality material. Fortunately, radiata pine and southern yellow pine from fastgrowing, man-made plantations were suitable replacements.

Most of the forest plantations in the Southern Hemisphere were established with the help of government subsidies or tax breaks, to encourage tree planting on poorer agricultural lands. Because these forests are all man-made, on lands which had, for the most part, been cleared for agriculture, the environmental controversy surrounding logging of "old-growth" forests does not exist. The large pine lumber producers in these Southem Hemisphere countries can truly claim to be producing lumber from "sustainably managed forests."

Imports of softwood lumber from Chile, New Zealand and Brazil have increased almost ten-fold during the 1990s, from 35 vt'rnr in 1991 to an estimated 330 t'ttrlnr in 1997. Imports of softwood moulding and dowels have increased at an even faster rate, from about 29 million lineal ft. in l99l to an estimated 612 million lineal ft. in 1997. Of the three countries, Brazil is the largest supplier of lumber to the U.S., while Chile is the dominant supplier of moulding and dowel imports.

Will this trend continue? There is really no possibility that production of ponderosa pine lumber will return to the levels of the early 1990s; in fact, it is doubtful that production can be increased above 1996 levels, because of restricted timber supply from National Forests.

Meanwhile, the supply of radiata pine in New Zealand and Chile is expected to continue increasing-the total harvest in the two countries will almost double by the year 2010.

Radiata producers are taking a number of different approaches to the U.S. market. Fletcher Challenge of New T.rualand has been focusing on the solid pine moulding market in the U.S., and intends to greatly expand its share of that market, based on its large supply of pruned radiata pine timber. In contrast, most Chilean companies are focusing more on the fingerjoint moulding market, where they have already been quite successful. We expect both New Zealand and Chile to continue expanding exports to the U.S., although they do face stiff competition from other sources.

Brazilian pine has become quite popular in the U.S. millwork industry, and U.S. imports of Brazilian moulding have increased from 9 million lineal ft. in 1994 to 132 million in 1997, a l,366%o increase in just three years! However, the pine timber harvest in Brazil will be limited, due to a low rate

of planting in Brazil since the financial incentives ended in 1986. In fact, some experts have forecast that a shortage of pine timber in Brazil will emerge in another l0 years, due to limited supplies and growing domestic demand.

Pine imports from the Southem Hemisphere also face competition from sources closer to home, such as Eastern white pine. In addition, there has been a renewal ofinterest in southem yellow pine from the U.S. South for millwork production. Finally, surplus softwood from other sources, such as Scandinavia and the former U.S.S.R. countries, will also compete in the U.S. (Some companies have already begun importing shop and moulding grade lumber from the Baltic countries, which competes directly with radiata pine.)

In summary, we expect imports of lumber and moulding from Southern Hemisphere pine plantations to increase in the future, but at a slower rate than that experienced in the 1990s.

These imports will help to keep prices down for industrial grade lumber, but will have almost zero impact on structural lumber markets. There really is no good, inexpensive altemative to domestic (and Canadian) sources of structural lumber, and the building industry in the U.S. must remember that in the ongoing debate over timber harvesting in North America.

=-'8ussia

forest products output has recently slowed. The direction which production, consumption, and trade of forest products will follow in the near term will be shaped by the new economic conditions which remain unclear but which will differ significantly from the prior centrally-planned economy.

Policies affecting Russia during the transition to a market economy have drastically altered production, consumption and trade. Western Russia is the center of population and production-including forest products-with relatively well developed infrastructure and markets, yet more heavily exploited forests. The eastern region, including the Far East and East Siberia, is characterized by extensive undeveloped forests, relatively low population, lack of infrastructure and transportation, and low levels of industrialization for the forestry sector.

Declines in the forest sector, first evident in 1990, continued largely unabated into 1997, affecting both production and export trade. The sector has been plagued by deteriorating infrastructure, high interest rates, lack of credit, shortage of capital for investment, obsolete equipment, lack of marketing knowledge (especially export markets), tax and license issues, and steeply rising energy, rail and transportation costs' Despite higher prices for products, the forestry sector has increasingly found operations unprofitable. In 1996, about half of wood industry enterprises were unprofitable due to unclear property rights for forests and timber, requirements for prepayment for supplies and materials, and other constraints.

Total roundwood harvest of all types was 354 million cu.

meters (mr) in 1988, but declined to ll0 million in 1996. A further 87o decline in the first halfof 1997 should resulr in a harvest of about 85 million mr for the year, including 68 million ofconifer timber. The northern European region is facing continued overcutting of conifers by as much as l-ll2 to 2 times sustainable levels since the lack of roadbuilding invesr ments has forced heavy cutting in already accessible forests.

Lumber production has also suffered substantial declines since the imposition of reforms. Russia produced 104.8 million m3 of lumberin 1988, but only 35.7 million in 1995 and 2l million in 1996. With the declines, European production rose proportionately to about three-quarters of the Russian total, up from one-third in 1989; simultaneously Eastern Russia production slipped further to one-fourth of the total despite having the dominant share of timber resources. Declining domestic demand and non-competitive product quality has shifted the emphasis in the East towards unprocessed log exports while in European Russia declining domestic consumption has encouraged greater lumber exports. While total lumber production declined 66Vo from 1988-1995, exports actually increased from 8.2 million m:r to 9.2 million.

The Russian federation recognizes the critical n€€.d to restructure the forest products industry in the wake of the serious difficulties experienced since 1991, but rcforms have met with only limited success ro dare. Economic difficulties ad political uncenainty have discouraged all but the most adventurous investors and limited bilateral government support.

Past forest use was not constrained by today's economic realities. and land use and harvests were centrally planned without due consideration of economic feasibility. After all, Russia had 25Vo of global forests. Siberia alone held about 207o. including 527a of conifer and l37o of deciduous foresls. Its forests yield an annual net growth of I billion m'. Timber, il was presumed. wasn't a serious constraint to developmentso long as economics didn't really matter. E@nomic refgrrp8" land use,and environmental concerns have ckaaged this view and will dramatically affect the future of this sector.

While the 771 million hecrares of Russian forests soritain an estimated 82 billion m3 of growing stock, only 55 billion mr (67Vo) are accessible. Fully 43Vo of the invenrory in the Far East and 477o in East Siberia (21: billion m3) are inaccessible.

In 1995, total industrial log exports were 18.45 million m3, up from apost-reform low volume of 16.9 million in 1992 and nearing the 18.7 million exported in 1989. Trade in forest products ffom European Russia is primarily composed of lower grade softwood logs (pulpwood), softwood lumber, plywood, and pulp atrd paper products. In contrast, trade from the Asian-Pacific region of Russia is primarily unprocersed conifer sawlog and much smaller volumes of lumber end other processed rnaterial. Trade in industrial sawlogs has been almost entirely to Pacific Rim markets. Lower grade logs to western Europe are also important to European Russia's trade,

From 1965-89, annual lumber exports averaged approxi-:: mately 7.5-8 million mr. Softwood lumber exports were J.j million in 1989. Deciduous lumber exports were much smaller, averaging only 200,000 to 300,000 m3. About half of lumber exports went to western Europe 1U.K., Germany, Italy, The Netherlands, France) with another 2 miUion mi shipped to former Eastern European trade partners. AbodtO.5-l million m3 went to the Mideast (primarily Egypt) and North Africa. Pacific Rim exports were below 200,000 m3 from 1983- l987.

Lumber exports declined to 3.8 million m3 by 1992, recovering to 5.25 million in 1994 and 7.3 million in 1996. pacific softwood lumber exports increased to 425,000 m3 in 1995 (primarily Japan) before slipping to 40,000 mr in 1996. Due to the difficulties faced by the lumber industry in the Far East, exports have shifted to unprocessed logs.

What then of the future role of the Russian forest resources in supplying wood and fiber to global markets? The major

components of supply are the principal harvest and harvest from non-forest sector lands, which together accounted for 847o (342 million mr) of total supply in 1989. Other components include intermediate harvesting (29 million), "other" harvesting (23 million), use of secondary fiber (74 million), and imported solid wood raw materiaUpulp products ( I million).

The principal harvest is directly linked to the calculated Annual Allowable Cut (AAC). Although the physical AAC has been frequently estimated to be as much as 833 million m3, the actual harvest reflects the economic reality of both currently and potentially accessible lands. For Russia as a whole, 426 million mr of the AAC (248 million of conifer, 178 million of deciduous timber) is derived from currently accessible forests, 119 million from potentially accessible forests. Realization of the potential AAC depends on the restructuring of the industry and the success of political, economic and market reforms.

Total Russian domestic consumption of wood materials (whidh cornpetes with exports) wai estimated at an annual average of 207 million mr for 1990-1995. The toral annual wood fiber ptoduced amounted to 227 million; exports amounted to an estimated 19 aillion mr annually.

Prejqgtions for 2000 range from 199 million m3 available annually, with 190 million consumed domestically and 9 million exported, to an annual supply of ?25 million m3, with 204 million censumed domestically and 20 million exported, and most opti.mistic, supply of 302 million mr of which 256 million is used domestically and as much as 46 million exported.

Log exports for 1990-95 were estimared at 13 million m3 (6 million higher grade sawlogs, 7 slillion lower grade). The Pacifi c-Asian region pri mari ly exports unprocessed sawtimber rather than pulpwood or processed products. Western Russia's exports, primarily to western European markets, are heavily concenftaled in lower grade logs (5 milhon m''. Russian total exports to 20fi) should remain relatively sraric ar the reduced levels of 13 million achieved in recent years. European estimates for 2000 are 7 million with Pacific exports of 6 million.

Under pessimistic ceoditions, 2000 total log exporrs could fall further to only about 7 million m3, with 2 million ol pulpwood going to western Eumpe and 5 million shipped to the Pacific Rim. The optimistic scenario foresees toral log exports growing to almost 29 miltion mr, wirh Pacific Rim exports ro l2 million mr and European exports reaching l7 million.

Until 2000. average annual total Russian lumber exports should be about 3.3 million m'. falling slightly lrom 1990-95 levels. Under pessimistic conditions. domestic use o[ lumber would drop further. with 5.1 million mr exported (4.9 million from European Russia). The optirqistic scenario sees lumber exports inereasing to 5.7 million rns, with 5.5 million from the West. However, Pacific-Asian,'exports to the Pacific Rim remain at 200,Om mr under all scenarios due to the deteriorating capacity and quality limitations of the existing sawmill sector in East $iberia and the Far East. Estimated exports of wood-based pagels (including plywood) are small ( j00,000 m3) with esserti*lly all panel products from the West.

The forestry sector in Russis has substantial unrealized potential for development. Resources are relatively abundant but utilization is presentl;r limited by lack of affordable timber €rccess. managementand marketing expertise. and investments in appropriate technology. Substantial capital investment. ''including direct foreign investment and joint ventures, is required to transform the existing capacity to standards of technology and product quality to become truly competitive in the international markets of Western Europe and the Pacific Rim. Overall, investments in regional infrastructure will also be required to make the harvesting and processing of timber even at pre-reform levels viable in the near term under more market-oriented criteria of profit and loss.

The export of logs and wood commodities in the near term will remain comparatively attractive as domestic prices adjust

to international levels in the face of collapsing domestic markets. Prospects for now until 2000 depend on policies to promote investments, primarily from Western sources, and the reinvestment of hard culrency earnings being generated by the current owners-producers-exporters in the forest sector. The longer term prospect for wood exports remains clouded in political uncertainty. Sustainable economic limits imposed by the forest resource may effectively limit utilization to levels near or below the historic centrally-planned but uneconomic and unsustainable levels. The contribution which Russia can be expected to make in global markets will ultimately reflect economic realities of both uncertain domestic as well as international forest products and markets.

Not Where-What

By Robert L. Berg ReswCe Infmmation Systems Inc. Bedford, Ma.

Mr. Berg is for R/S/,

IZONCERNS over wood products supply took center stage in the first half of the 1990s as dramatic changes in public timber supply policies in the western U.S. and Canada greatly reduced the availability of sawtimber. However, high price levels and volatility for those products derived from sawtimber precipitated a series of market adjustments to capacity, trade and technology that will continue to unfold well into the next century. In the future, the question of what kind of wood products will be consumed will be of equal or more interest than where the wood will come from.

The high prices for lumber and plywood in the first half of the 1990s stimulated investment within these sectors. Investments were directed towards building new capacity or expanding existing capacity in those regions that had access to competitively priced timber. In the lumber industry, from 1990-1997 the capacity base in eastern Canada and the U.S. South increased 3.8 billion bd. ft. (25Vo) and 3.3 blllion (23Vo), respectively. Because of this growth, lumber capacity has regained half the capacity lost in the early 1990s. By 2000, softwood lumber capacity in North America should be back to the levels of the late 1980s. Meanwhile, plywood capacity in the South actually increased 1.5 billion bd. ft. or lZ%o from 1990-1996 to fill some of the void left by the collapse of the plywood industry in the West.

The competitive advantage of low cost altematives to lumber and plywood was greatly improved in the early 1990s and investments in these areas surged in recent years. In the panel sector, the capacity base for OSB doubled from 1990-1997, more than offsetting the lost plywood capacity in the West. And, U.S. and Canadian MDF capacity in 1997 will be nearly double the 1990 level as many users of industrial lumber products (moulding, millwork and fumiture producers) substituted more cost-competitive MDF in many applications. MDF and OSB capacity in North America will continue to expand in 1998-1999, but the rate of growth will slow.

Engineered wood products capacity has also increased in recent years and the investment cycle in these areas is not finished. Wood I-beam, laminated veneer lumber and strand fiber lumber products have grown dramatically through the

1990s and made major inroads into traditional dimension lumber markets. Capacity for engineered wood products continues to expand at this point in the business cycle, and these relatively new products will continue to capture market share.

While the supply response to policy changes in the early 1990s is already quite evident in the product markets, the supply response in timber markets has not been fully realized. Investments in more intensive silvacultural management and the expansion of timber plantations onto marginal farmlands in the U.S. will yield increasing fiber growth well into the next century. These developments are also taking place in non-traditional wood fiber supply regions (South America, Asia) which will show up in products that compete with the North American softwood lumber industry in the offshore markets.

The investment response to the policy-derived shortages of wood products in the early 1990s gave way to increased supply of alternative wood products in the second half of the 1990s. Currently, North American wood products capacity is higher than when we entered the 1990s and this investment cycle has not run its course. Furthermore, the timber policies accelerated the transition from wood products derived from larger, high-value products to products relying on lower-value' faster-growing fiber sources.

High timber costs in the U.S. precipitated a decline in lumber and log exports from the U.S. West Coast. Log exports from the U.S. West Coast dropped more than 50Vo from 3.7 billion bd. ft. (Scribner log scale) in 1988 to 1.5 billion by 1996, free\ng up logs for lumber and plywood production. Lumber production in the U.S. West Coast incteased 4Vo in 1996 and will be up 67o in 1997. Even more revealing, Crown Pacific has plans to build two new stud mills in the U.S. West with a total capacity of close to 200 million bd. ft.

High-cost North American softwood lumber precipitated a decline in exports, forcing countries that previously imported our lumber and timber to find competitive alternatives. The number of alternatives available to them increased and will continue to increase as investments in these offshore markets were also stimulated by high product prices. This will make it difficult for U.S. and Canadian softwood lumber exports to recapture market share in offshore markets. Furthermore, wood products consumption in Japan has suffered a major setback in response to lower housing construction, and the housing market in Japan is expected to remain weak in 1998-'1999. U.S. and Canadian offshore softwood exports have fallen 25Vo from 1989-1996 with the U.S. share falling from 43Vo to 32Vo. Any recovery in offshore demand for North American softwood lumber is expected to be muted in the near term so more timber and lumber will stay in North America.

Finally, technology will add another dimension to the availability of wood products in North America. Through the 1990s, investments in new conversion technology increased product recovery from the high cost timber. The volume of lumber recovered per unit of log input in the U.S. South increased l07o ftom 1990 to 1997, and plywood recovery in the region increased 9Vo over the same period. While to our siders, the wood products industry is a low-tech sunset industry, those following it more closely know that improvements in conversion, resin and new product technology have been fast and furious in the 1980s and 1990s. It would be naive to think that this trend has come to an end. Further gains in resin and conversion technology will result in expanded production and improved product performance without increasing the volume of wood needed.

Wood products markets have undergone dramatic changes in the 1990s, and it serves as a testament to the strength of the supply response of the market. Recent developments mean there will be ample supplies of wood products into the next century, but the composition of that supply will be dramatically different than when we entered the decade.

#ffi#rere

f, PA-The Engineered Wood .CLAssociation's new performance-based standard for Ijoists may promise to make engineered wood easier to buy, specify and use, but the cost, claim leading manufacturers, could be turning the profitable products into slim margin commodities.

"The APA is well intentioned, if misdirected," says Denny Huston, sales and marketing manager-laminated veneer lumber products at APA member Boise Cascade. "A standard like this lowers the quality of the product and creates confusion in the marketplace."

"The problem is that the APA is proposing that all manufacturers publish the exact same design values for I-joists," says Tom Denig, president and c.e.o. of Trus Joist MacMillan. "It doesn't address the real issue, which is proper installation." To deliver its intended, optimum performance for the builder and the homeowner, says Denig, an I-joist framing system needs to be designed and installed properly, which requires education and training, as well as local technical support.

The "I" shape of these products also requires framing details, like web stiffeners and squash blocks, that are different from traditional building practices. "Similarity in manufacturing specifications won't change that," says Bill Walters, engineered wood products manager for Weyerhaeuser.

In fact, a performance standard for these products established by all Ijoist manufacturers has been in place since 1989 (ASTM D5055 which acts to guide in the establishment of design values). In addition, some manufacturers guarantee their products will be free from manufacturing defects, in some cases for the life of the structure.

Critics of the standard contend that if it becomes an industry norm, I-joist makers and their distributors will be forced to compete on price alone, which in the long term could eliminate local field reps and other services. "Without those services, we can't warranty the product," says Dick Yarbrough, division manager with APA member Louisiana-Pacific.

ble for 857o of North American production. "The vision of an I-joist standard is criticized only by those who are choosing to defend their own interests," charges Steve Killgore, general sales manager-engineered wood products for Willamette Industries. "When (they) say we're trying to make I-joists a commodity, they're really saying their marketing strategy will no longer work in a marketplace with a standard."

Killgore counters that a high level of service will continue to be an integral part of the selling process for engineered wood products, since all current manufacturers have some form of technical support, education process and method of job site assistance. Manufacturers and distributors should be able to promote these services to create brand differentiation.

the APA is proposing that all manufacturers publish the exact same design values for l-joists,"

Performance issues and warranty service also become muddied if Ijoists from different manufacturers are "mixed and matched," a supposed benefit of the standard. "I don't believe theAPA currently has the capacity or ability to support the products," says Yarbrough.

As well, given a minimum standard, manufacturers might lose the incentive to research and develop more efficient production materials and methods.

Yet supporters of the standard claim the dissenters arejust looking to protect their turf; the top three I-joist manufacturers combined are responsi-

With existing producers increasing capacity and new manufacturers coming on line, APA sees standardization which reduces confusion and increases ease of use as the surest way to create demand. Opponents, forecasting I-joist demand will increase 140V0 by the year 2000 independent of the standard, argue that the resulting lack of services, innovations and potential installation hassles may actually stagnate expansion. "It would likely slow the growth of an industry that is currently striving to help solve the commodity lumber price and quality issues," TJM's Denig says. "We don't want to go down that road as an industry or as a company."

Time will reveal how well distributors, specifiers, builders and code officials take to the standard, Killgore replies. "Ultimately, the market will speak for itself. A market will demand those productswhich are interchangeable and widely distributed."

"The problem is that

Product - Performance - Personal Service

Overlay Plywood (MDO.HDO)

Doug. Fir Plywood

Particleboard

Marine Plywood (Fir-Mahogany)

Kor-tron

Melamine

Veneers

Chopping Blocks

Edge Band Tape (Melamine-Realwood)

Oak Mouldings

FRP Board

Exterior Plywood Siding (Breckenridge, Cedar) (Doug. Fir, DuraTemp) (Guardian)

Hardwood Plywood

Full Line

Prefinished Paneling Full Line

Hardboard & Peg Board

Standard-Tempered

Hardwood & Softwood Lumber

Soft Board (Asphalt Sheathing) (Sound Board) (White BuildingBoard) (Stylcraft Tack Board)

Pressure Theated Plywood

Fire Retardant Plywood

Fire Retardant Particleboard

Fire Retardant MDF

MDF Board

Ranger Board

UltraLight Board

Slat Wall

Rigid Insulation (R-Max, Dow Blue Board) (White Insulfoam)

Cement Board

Capitol Plywood,Inc.

Rrrnrrrs

Commercial Hardware, Reno, Nv., moved to a smaller, 17,000sq. ft. location in Sparks, Nv., cutting its workforce SOVo to 15

Building MaterialsHolding Corp., San Francisco, Ca., has spun off BMC West's Texas operations in a separate South-Central division

B arrelhead Building Supply, South Beach, Or., is adding 4,000 sq, ft. of warehouse space to store plywood, sheetrock, roofing materials and other building supplies...

Parr Lumber, Hillsboro, Or., opened a 1,500-sq. ft. Pan Design Center and sales satellite office in Redmond, Wa. ...

Home Depot has closed escrow on five lots in Anaheim, Ca.; has broken ground on I I acres in Mission Valley (San Diego), Ca., for a June opening, and is considering a site in Inglewood, Ca. the chain expects to spend at least $92,500 and six to eight months answering 628 questions posed by the Redwood Empire Merchants' Association about the effects of Depot opening a store in Santa Rosa, Ca. ...

Payless Cashways expected to emerge Dec. 3 from Chapter I I after the U.S. Bankruptcy Court okayed its reorganization plan

Wror:snrns/tlrulrrruREns

Carroll Moulding Co., Hunting- ton Beach, Ca., has sold its Andersen, Chemcrest, HB&G and White River assets to OrePac Millwork Products, Chino, Ca., and is winding down operations after 42 years...

Conrad Wood Preserving broke ground last month for a new treating plant in Rainier, Wa.

Springfield Forest P roducts, L.P., Springfield, Or., has filed Chapter 1l bankruptcy

Cunningham & Associates, Newport Beach, Ca., is a new firm

started by Vince Cunningham wholesaling lurnber and paekaging materials ...

Las Plumas Lumber & Truss Co., Riverside, Ca., has opened a distribution yard at Jake's Crane, Rigging & Transport, Las Vegas, Nv....

Mid-Pacific Trading Co., Rancho Cordova, Ca., has opened a Surrey, 8.C., Canada office headed by former Doman Forest Products exec. Bob Tennant

U.S. Timberl^ands Co., Klamath Falls, Or., has completed its initial public offering of approximately 7.5 million common units

Noranda Inc., one of Canada's largest and oldest companies, has placed its 66Eo interest in Noranda Forest.lnc., Totonto, up for sale, along with its oil and natural gas assets to refocus on mining and metals

Hardware Wholesalers Inc., after signing a definitive agreement, expects to combine with Our Own Hardware Jan. I HWI is also cross-marketing Purina Mills'new pet and outdoors-oriented America's Country Store, with four locations including Walla Walla, Wa.

MacMillan Bloedel will close its remaining operations- at Kennedy Lake logging division, Ucluelet, B.C., Jan. 31 setting the stage for start-up of a new joint venture company in Clayoquot Sound...

Universal Forest Products has agreed to buy the assets of Structural Lumber Products, Inc., Austin, Tx., for $19 million

Johns lulanville Corp., Denver, Co., has agreed to buy all assets of thermoplastic roofing manufacturer Seal-DryNSA Inc.,Little Rock, Ar....

McGuire-Nicholas, City of Commerce, Ca., has opened a workwear mfg. plant in Mexico and a DC in Germany

J ewett- Cameron Trading Co. &d., North Plains, Or., was n-amed building materials Supplier of the Year by Fred Meyer Home Improvement Centers -

White Bros, Oakland, Ca., was named exclusive Braided Accents distributor in the San Francisco Bay Area

Rio Grande Floortng Distributors, Inc., Albuquerque, N.M., is a new Bruce Floor distributor for N.M., and Denver Hardwood Co., Denver, Co., for Co. and Wy. ...

Califurnia Hardware, Cityof Industry, Ca., has become the first U.S- hardware/home improvement distributor to endorse the Chep pallet pooling program ...

Pella Corp. is acquiring Cole Sewell to become the nation's third largest storm door and window manufacturer ...

A.O. Smith Water Products Co. is relocating its Seattle, Wa., mfg. facility to a new 107,000-sq. ft. building in Renton, Wa. ...

Fluidmaster, Inc., Anaheim, Ca., has broken ground on a new 170,000-sq. ft. office and production facility on 13acres in San Juan Capistrano, Ca.

Tivoli Industries, Inc., and Targetti Sankey SpA of Florence, Italy are opening a jointly-owned U.S. lighting fixtures company, Targetti USA LLC, based at Tivoli's Santa Ana, Ca., Hq.

Anniversaries: Pacific Lumber & Shipping Co., Seattle, Wa., 65th Tubafor MiII, Morton, Wa., 50th ... QB Corp., Salmon, Id., 20th...

Chozen Trucking moved from Carson to Long Beach, Ca. ...

National Lumber & Building Material Dealers Association's Washington, D.C., Hq. burned to the ground Sunday Nov. 16; NLBMDA had been trying to sell the old converted house for several years

Housing starts in Oct. (latest figs.) crept up LVo to a seasonally adjusted annual rate of 1.528 million single-family construction rose ZVo to 1.086 million units, while multi-family reached 390,000 permits remained flat at 1.2257 million.

Listings are often submilted montlu in advance, Always verify dates and locations with sponsor before making pl.ans lo attend

Drcrnrrn

Lumber Association of California & NevadaDec. 11, Second Growth meeting, Sheraton, Industry Hills, Ca.; (916) 369-750 l.

Portland Wholesale Lumber AssociationDec. 12, holiday party, Doubletree Inn, Jantzen Beach, Portland, Or.; (503) 6142540.

Los Angeles Hardwood Lumberman's ClubDec. 19, holiday dinner dance, Queen Mary, Long Beach, Ca.; (213) 467-9473.

fmumv

TruServJan. 5-7, winter LBM show, Orange County Convention Center, Orlando, Fl.; (773) 695-5000.

American Fence AssociationJan. 6-9, FenceTech '98, New Orleans, La.; (800) 822-4342.

International Mass Retail AssociationJan. 6-9, logistics conference, The Pointe Hilton on South Mountain, Phoenix, Az.; (703\ 841-2300.

Los Angeles Hardwood Lumberman's ClubJan. 8, dinner meeting, Il Ghiotto Ristorante, Fullerton, Ca.; (909) 386-7040.

Spokane Hoo-Hoo ClubJan. 8, past presidents night/initiation, Stockyards Inn, Spokane, Wa.; (509) 62+4551.

Ace lfardware Corp.Jan. 8-9, LBM show, Walt Disney World Dolphin, Lake Buena Vista, Fl.; (630) 990-6600.

International Housewares ShowJan. 11-14. McCormick Place, Chicago, Il.; (847) 292-4200.

Hardware Wholesalers, Inc.Jan. 12-13, winter LBM market, Walt Disney World Dolphin, Lake Buena Vista, Fl.; (219) 748-5300.

Mountain States Lumber & Building Material Dealers AssociationJan. 12-16, estimating school, Radisson Hotel, Albuquerque, N.M.; Jan. 19-23, estimating seminar, Days InnGreenwood Village, Denver, Co.; (303) 793-0859.

Building Products International ShowcaseJan. 13-14, trade show, Tacoma Dome, Tacoma, Wa.; (206) 842-8995.

Black Bart Hoo-Hoo ClubJan. 14, industry nite, Broiler Steakhouse, Redwood Valley, Ca.; (707) 462-37W.

California Forestry AssociationJan. 14-16, annual meeting, Monterey Plaza Hotel, Monterey, Ca.; (916) 444-6592.

Simpson Timber Co.Jan. 15, mill and nursery tours, lunch, Korbel, Ca. ; (707) 268-3082.

Ilumboldt Hoo-Hoo ClubJan. 15, crab feed, Eureka Inn, Eureka, Ca.; (707) 268-3082.

Inland Empire Hoo-IIoo ClubJan. 16, initiation, Indian Hills Golf Club, Riverside, Ca.; (909) 783-0470.

Shasta Cascade Hoo-IIoo ClubJan. 16, initiation, Best Western Hilltop, Redding Ca.; (916) 223-5062.

National Association of Home BuildersJan. 16-19, annual convention & expo, Dallas Convention Center, Dallas, Tx.; (800) 368-5242.

National Retail FederationJan. 18-21. annual conventior/ expo, Jacob K. Javits Convention Center, New York, N.Y.; (202) 783-797r.

American Hardware Manufacturers AssociationJan. 2527, manufacturing excellence conference, Marriott's Marco Island Resort, Marco Island, Fl.; (847) 605-1025.

Our Own HardwareJan. 27-29, expo, Monte Carlo Resort, Las Vegas, Nv.; (612) 882-4115.

Western Building Material AssociationJan. 29.Feb. l, Young Westerner's conference, Tacoma Sheraton, Tacoma, Wa.; (360) 943-3054.

l{ofifays *r

No Need to Gamble...

LUMBER IIAULING

Lumber Association of California & Nevada held its first annual convention Nov. 13-15 in Monterey, Ca. (see coverage and photos, p.74).

Mountain States Lumber & Building Material Dealers Association will kick off its 1998 Products Expo & Building Buying Show March l2 with a special Contractor Night. Contractors will be admitted by dealer invitation only.

Nearly 60 attended a recent yard foreman seminar in Denver, Co. Graduates: Chuck Gonzales, A.C. Houston, Durango, Co.; Gary Romero, A.D. Martin Lumber, Riverton, Wy.; Steve Roskelley, Adams Lumber, Englewood, Co.; Greg Molterer and Bill Williams, Allied Lumber, Denver; Darrell Failing, Bill Hale, Brian Hirschorn, Norm Holmes, Jim Johnson, Harry Meyer and Mike Stanislawski, Alpine Lumber, Denver; Don Clark and Ron Lais, American Lumber, Arvada, Co.; Gary Rohrig, Bodding Lumber, Colorado Springs, Co.; Clay Bock, Danell Gregg,Zane Johnson, Scott Mitchell, Kurt

Setterburgh and Kurt Shephard, Burton Lumber & Hardware, Salt Lake City, Ut.; Max Arvey and Dan Krummick, Chase Lumber, Denver; Glenn Motter, Colorado Forest Industries, Denver; Alan Barnes, Country Hardware & Lumber, Granby, Co.; Jerry Beougher, Harbert Lumber, Grand Junction, Co.; Shane Layland, Max Ker & Son Lumber. Idaho Falls, Id.; Rick Alva and Larry Honstead, Mead Lumber, Sterling, Co.; Bill Cother and Bob Lawrence, Moore Lumber & Hardware, Elizabeth, Co.; James Ortegon, R/W Specialties, Henderson, Co.; Steve DeWitt and Jack Maier, Sonny's Ace Home Center, Canon City, Co.; Jeff Childs, Steve Pay and Morrell Swallow, Standard Builders Supply, Salt Lake City; Jim Bangs, Paul Dodson, Jim Eckhardt, Rick Faccenetti, Lyle Griebel, Sam Harper, Renee Lanfranchi, Roger Segerson, Jon Steele, Craig Vandemoer and Mike Weston, Sterling Lumber & Investment, Denver; Roy Jacox and Roger Simard, Summit Lumber, Eagle, Co.; Michael Stark, Summit Lumber, Buena Vista, Co.;

Anthony Alcaraz

Jason Bender

Lynn Bethurum

Danny Burks

Conrado Carrera

Cheto Chicas

Jose Chicas

Santos Chicas

Max Condis

Karen Currie

Steven Franze

fohn Frederickson

Cecilia Gallegas

fulian Gomez

Rich Grove

Ross Hines

Bruce Keith

Roberto Landeros

Jerry Long

Bobby Malone

Bud Oliveira

George Parden

Michael Parrella

Peter Parrella

Matt Petersen

Ed Pierre

Janet Pimentel

Nestor Pimentel

Oscar Portillo

Bill Pritchard

Bob Reed

Yolanda Rodriguez

Jack Sousa

Lois Tavenner

Melinda Taylor

Peter Ulloa

RobertWilliams

Pamela Winters

Mike Mangino and Phil Rico, Trinidad Builders Supply, Trinidad, Co., and Andy Medina, Western Lumber, Gunnison, Co.

Western Building Material Association held its annual convention Nov. 14l7 in Portland, Or. Coverage will appear in next month's Merchant Magazine.

Home Centers Bet On Reno

Home center rivals Home Depot and Eagle Hardware & Garden don't see much of a gamble in expanding into fast-growing Reno, Nv. The city's population has grown 3OVo over the last l0 years to about 160,000, and should reach 185,000 by 2010.

Home Depot plans a third, 115,000-sq. ft. store in northwest Reno. Eagle recently received approval to build its first in the city, a I10,000-sq. ft. store with adjacent garden center and 60,000-sq. ft. drivethru lumberyard.

the nearby Sparks yard. "The way Reno's growing, a lot of homes are going up in Reno and Sparks, and there should be lots of opportunity."

Interest ln SteelWanes

Fewer home builders seem interested in switching from wood framing to steel, according to a recent survey of nearly 600 builders by the National Association of Home Builders.

About l3%o of builders not using steel framing for exterior walls said they were considering it, down from 45Vo four years earlier.

Iust 0.7Vo of single-family homes being built have steel-framed exterior walls, less than the l7o reported in surveys two and three years ago.

A lack of trained labor was given as why TlVo wercn't using steel;617o pointed to a lack of technical knowhow, 52Vo to cost, 48Vo to consumer acceptance, and 2OVo to thermal conductivity.

Metcalf, manager of

Reno-based, 8-unit Supply One sees a place, as well, for smaller players such as itself, Lumberjack and independent hardware stores. "There's room for everybody. We all have our niches in the business," says manager John

Use of steel, though, is increasing in interior walls. About 87o of new single-family homes are using lightweight steel in interior walls, increasing from 4Vo two years ago and 6Vo three years ago.

Insulated Headeris

2 x 4 arfi, 2 x6 Wall Construction

Pre-engineered & pre-insulated to produce the ultimate in structural capacity and versatility.

I Gost Savings - Eliminate the need for on-site insulating.

I Dimensionally Stable - No shimming required for tight fits.

I Lightweight - Light enough to be handled by a singte worker, easily cut with standard job-site tools.

I Less Waste - Significantly less than solid wood.

I Energy Efficient - 2xiwidth 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 code acceptance by ICBO, BOCA, State ol Wisconsin & HUD.

John Diederich

Gordon Roby

Randy Collins

Tom Murdoch

Joe Gardiepy

Universal Realigns Regions

Universal Forest Products is reorganizing its five regional operating companies under two geographic divisions.

UFP West, led by pres. and c.o.o. Michael B. Glenn, will comprise terri tory west of theMississippi from headquarters in Windsor, Co.

UFP East, headed by pres. and c.o.o, James H. Ward and headquartered in Atlanta, Ga., will cover the area east of the Mississippi River.

Universal's five regional purchasing/administrative offices will be consolidated into two departments, all part of Performance 2002, a drive to reach $2 billion in annual sales by 2002.

CLARK SHERMAN COLVIN INC. Turnaround Specialist

for the Lumbet and Building Material Industry

. Organization Restructuring

. Employee Incentive Plans

. Profit and Expense Controls

r Financial Reformation

o Budgetary Control System

o Interim CEO Services

Kingsley Lumber and Cantwell Brothers both have recentlv benefited from our Services. Yor'.can benefit, too!

Feel free to talk to these or any of our other satisfied customers.

"UnionPacific may well become known as the Grinch that stole Christmas."

- Rep. Peter DeFazio, D-Or., concerned the rail line won't be able to haul Christmas trees to market on time

Holiday Spending Picks Up

Retailers can expect an overall3Vo4Vo increase in holiday sales this year, predicts the International Mass Retail Association.

According to IMRA's annual survey,58Vo of consumers expect to spend about the same amount of money as they did last year on holiday purchases, l27o anticipate spending more, and 26Vo plan on spending less.

On average, consumers Plan to spend $813 per family ongifts, uP from $806 last year.

Brady International Sold

Lumber Products, Tualatin, Or., has purchased Brady International Hardwoods, Renton, Wa. The acquisition is part of Lumber Products' expansion into hardwood lumber and hardwood plywood.

Proaiding

503-s88-eees

Brady will function as a standalone operation, with Jack Butson staying on as general manager. Brady principal Hal Kerry is retiring.

ItrtF cl -ll{l?nr ad Clark Lumi

Materials Mcndo Mill & Lumber Monn

Mullin Lumber Myrtleton'n Lumber Napa Ilu

Melrose Lumber Millbrac Lumbcr Mill Vai r Minton's Lumber M.]. Murphy Suilding Moore Lumbcv & Hardwarc Moss Lunrber Nevada County Builders Supply Nervironrc

Euilding New Pacific ri;rls l{orth Bay Forest Coast Lumbcr Orchard

Products Novato Buil

Supply Hard.ware ,^psborne lupber Pagifigq luqbc1 ic Grol.e Builclers Pacific Home

Poolsaver lLafael Lur:lber Ransc;m Brothers Rayberg Lumber Iledwood Lumtrer & Supply

Ree0{dpqrtrs.: (T07}1232$WL (m} 79pn[t969, ftixr @79t?.52nffil6 We${E0$f,6$t851$,ber

ItlW Lumber ArangqpCar:r6?14) n9&8ffiS800}f,84-410&r#x (Un{}rry8d'248 Roy o. Elcler

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Lorenzo Lumber San Mateo Lumber SBS Buildinq Supply Scrrborough Lurnber Schmidbauer

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Crown Pacific Branches Out

Crown Pacific Partners, Portland, Or., has agreed to buy Alliance Wholesale Lumber, Phoenix, Az., for approximately $29.5 million in cash, partnership units and assumption of debt.

Alliance, which will keep its name after the deal closes in early January, operates contractor service yards in Glendale, Queen Creek and Scottsdale, Az., and anticipates 1997 sales of $100 million.

The company has been trying to become a complete mill-to-customer operation since acquiring a lumber wholesale business last year, which has grown to about 28Vo of company revenues for the first nine months of 1997.

Separately, Crown Pacific owns extensive timberlands and six conversion facilities, is building a new mill in Port Angeles, Wa., and recently

agreed to purchase 65,000 more acres of timberland in Northwest Washington from Trillium Corp., Bellingham, Wa., for $153 million.

Sell Treated For Landscapes

Despite their low price, untreated landscaping timbers are no barga;n compared to their pressure treated counterparts, warns the Western Wood Preservers Institute.

Since thetimbers are stained to replicate the appearance of treated wood, many consumers think they are buying a treated product that will last for decades in ground contact.

But unprotected, the squared-off peeler cores typically begin to rot or become eaten by insects,

and the project is lost.

So your customers' work doesn't go to waste, suggest pressure treated wood with a minimum net retention level of.40 pcf for ground contact, .25 for above ground. The wood will be either stamped or end-tagged with the standard or manufacfurer's warranty.

MAKE SURE consumers know whatlhey're getling when they buy untreated landscaping timbers.

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Eagle Hires Secret ShopPers

Eagle Hardware & Garden has enlisted a company to conduct a multifaceted mystery shopping program at its 30 stores.

Through the program, trained "shoppers" will visit every Eagle location each month, observing Eagle staff and recording responses to specific sales and service encounters. The actions of the sales staff, cashiers, customer service and load-out personnel will be analyzed for strengths, liabilities and trends.

"Like all competitive businesses, Eagle knows that prduct knowledge, technical proficiency and efficient service bring customers back time and again," said Mike Mathisen of Service Intelligence, the shopper firm.

Your Most Profitable Sale?

While few retailers rcalize it, they may be hiding their most profitable item in a drawer.

"The gift certificate sale is consistently the most profitable sale in the store. Unfortunately, few retailers actively promote gift certificate sales to their customers," says Dan Hincks of Gift Certifi cate Central.

Retailers surveyed reported that last year their gift certificate sales were up from 4Vo to 64Vo, while 34Vo of holiday shoppers said they intended to give gift certificates for Christmas'

The benefits to the retailer far exceed additional incremental sales usually lost to customer indecision and lack of inventory.

"Gift certificates require no inventory, take up no floor sPace and gener-

ate immediate cash. They represent an interest free loan to the retailer that will be paid back in merchandise that will probably cost 50Vo of the loan amount," adds Ann Wolinsky, Gift Certificate Central.

Gift certificates also reduce merchandise return costs and, without advertising, bring new customers into the store who usually purchase more than the face amount of the certificate. And many certificates are never redeemed.

Cabinet Dealers Pick Faves

More than 750 dealers ranked 23 kitchen and bath cabinet manufacturers in a recent survey by Market Re-

source Associates.

Mouser and Plato Woodwork, tied for first in overall company rating, were also the top-ranked companies in custom cabinetry.

Crystal took top honors among stock/semi-custom manufacturers, followed by Decora.

Quality and familiarity were not necessarily related. Wood-Mode, which was rated lOth in quality with a score of 2Vo above average, was the most frequently rated custom cabinetry. Merillat Industries, rated l3th in quality with an overall rating just below average, was the most frequently rated semi-custom/custom stock cabinetrv.

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Customer Retention ls Essential for Success

Keeping customers should take pri- ucts on the shelves and speed at the ority over attracting new customers, checkout came next in importance, suggests a recent Consumption Beha- with "To save money, I shop at disvior Study by the International Mass count stores whenever I can" ranked Retail Association. fifth.

"Retailers need to distinguish their real customers from their 'deal' customers-identify the top 20Vo or 30Vo loyal customers who shop their store regularly and account for most of their sales, versus the bottom tier who come in once in a while to take advantage of a discount or promotion," explains Brian Woolf, president of Retail Strategy Center, Inc. "Then they need to reward their best shoppers with savings and incentives, as opposed to continually losing money on 'belowcost' customers."

Historically, mass retailing has treated all customers equally, with a "one price forall" strategy, Woolf notes. Yet the study revealed that if a store in which they regularly shop began offering a frequent shopper card, more than half of consumers (547o) would most appreciate a benefit of lower prices on specific products. More than two out of five (42Vo) said they would most like price reductions on any purchase after making a specified number of purchases.

Yet price is not the overriding factor in consumers' shopping decisions. When asked what is most important, consumers gave the most weight to "I shop more often at stores that make shopping convenient," followed by "Having a complete assortment of choices is important to me." Seeing special tags or information about prod-

The study also showed that while retailers seeking to better understand their customers have traditionally looked at buyer behavior-or what customers do in the store-a more meaningful approach is the analysis of consumption behavior-or what they do at home.

"To compete and build loyalty, retailers must know what's in the mind of the customer," says Robert Verdisco, IMRA president. "They need to know how consumers live their lives, how patterns cause con-

sumers to buy from one type of retail outlet or another."

Adds Dr. Roger Blackwell, Blackwell Associates: "Firms that only understand buyer behavior may do a good job of selling existing products within existing channels of distribution. But firms that understand consumption behavior are able to create value with new or improved product and distribution channels."

Steven Rogel has resigned from Willamette Industries, Portland, Or., to becorne pre.sident, ceo and a director of Weyerhaeuser Co., Federal Way, Wa., replacing John W. Creighton, Jr., who has retired. William Swindells, chairman and former ceo of Willamette Industrie.s, will serve as interim ceo for Willamette.

Terry Crabtree has been named president of SCR, Inc., [,ake Oswego, Or. He has been with the firm for 19 yean.

Ray Stephenson has retired from Mendo Mill & Lumber Co., Ukiah, Ca., after 16 years with the company.

Bob Norton is retiring from Herbert LumberCo., Riddle, Or.

Bob Jessell is the new general mgr. at Central Valley Builders Supply, Woodland. Ca.

Peggy Mathews has retired from Willamette Industries, Portland, Or., after 27 years in sales. Chet Croco has joined MDF sales in Albany, Or.

James McPhail has been named corporate attomey for HomeBase Inc, Irvine, Ca.

James L. Burkert has been named plant mgr. at J.H. Baxter & Co.'s Eugene, Or., wood treating facility, according to Richard H. Baxter.

John P. Murphy has been appointed senior v.p. and c.f.o. of Johns Manville Corp., Denver, Co., replacing Kenneth L. Jensen, who has been named senior v.p.-corporate development and investor relations. Brien D. Hodge is the new v.p.-purchasing and transportation.

Jeff Stefanick and Joe Everhart have founded Sellwood Forest Products. Portland. Or.

Bonnie Bavetta has been named director of finance and administration at Truckee-Tahoe Lumber Co., Truckee, Ca.

Mike Henderson, ex-Tumac Lumber Co., now represents Chilean radiata pine producer Centec S.A. He will be working out of Temuco Wood Products, Portland, Or.

Dale McCormick, Home Lumber Co., Medford, Or., is back at work parttime after a heart attack.

Larry Carroll, former executive v.p. of the Illinois Lumber & Material Dealers Association, is now general mgr. at Timber Products Manufacturers. Spokane, Wa.

Erik Steiner is now store mgr. at Supply One, Reno, Nv.

Peter Danis, ex-Boise Cascade. becomes chairman of Payless Cashways, succeeding interim chair David Stanley, according to the company's bankruptcy reorganization plan.

John D. LeFors, group v.p.-building materials sales and marketing, Willamette Industries. Portland. Or.. is now marketing advisory committee chair of APA-The Engineered Wood Association, succeeding James Sterrett.

David Deter, Mission Viejo, Ca., is now southwest territory mgr. of the Flooring Group for Bostik's Southern California/Las Vegas region.

Bartley Roggensack, Jr., v.p./general mgr. at Johns Manville Corp., Denver, Co., is the new president of the Asphalt Roofing Manufacturers Association. David Lucchetti, presidenV c.o.o., Pabco Roofing Products, Sacramento, Ca., is v.p.

Elizabeth M. Pease, formerly with the National Hardwood Lumber Association, has joined lHPA-International Wood Products Association as director of government & environmental affairs.

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Stoc^ eurET. cALL BACK FREE ENGINEERED LUMBER PRODUCTS THAT ELIMINATE SQUEAKS, WARP, WANE AND WASTE.

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Jorsr r-BEAMS.wHrcH MAKE RESIDENTIAT FRAMING FAST AND COST EFFECTIVE, THEY ARE LIGHTER. STIFFER AND QUIETER THAN DIMENSION LUMBER. FLANGES 1.3/4" & 2-5/16"; DEPTHS 9-112" lo 20".

ALL ITEMS IN STOCK FOR IMMEDIATE PICK IJP AND DELIVERYI

Chip McIIenry has joined the sales staff at Reid & Wright, lnc., Bend, Or., responsible for sales and customer service in No. Ca. and Hawaii.

Dale Craker, formerly executive v.p.operations, is now executive v.P.stores for Eagle Hardware & Garden' Seattle, Wa.

Alan K. Gay, group director of national accounts & mktg., has been Promoted to v.p.-millwork & national accounts at Georgia-Pacific Corp.

Andrew McKenna has been named senior v.p.-strategic business development for Home DePot. Mark Baker succeeds him as president of the Midwest division, and Steve Mahurin is v.p.-merchandising.

Jan Hansen, Lumber Association of California & Nevada executive director, has been named vice chair of the Building Material Association Executives.

Barry J. Kulpa, previously with Dal-Tile Intemational, is now president and ceo at Huttig Sash & Door.

Joe Bowman, Bowman Lumber Co', Cloverdale, Ca., recently traveled to Texas on business.

Dennis Mitchell, v.p.-sales for Schultz' Snyder & Steele Lumber Co.' Williamsburg, Mi., was elected president of the North American Building Material Distribution Association.

Keith Ker. co-founder of Max Ker & Son Lunlfrer Co., Idaho Falls, Id., recently celebrated his 75th birthdaY.

Joseph Y. Lazzaro is now hardwood flooring product mgr. at Bostik.

Michael Schmidt has been appointed president/general mgr. of the newly formed Milwaukee Electric Tool Product Co. Daniel PerrY is now president/general mgr. of Milwaukee Electric Tool Co. Richard Grove remains president/ceo of Milwaukee Electric Tool Corp.

Brian Standley has been appointed corporate controller for Simonton Windows. Bill Lazor has been Promoted to distributor channel mgr. Russ Coons has joined the company as channel mgr. of dealer distribution'

John P. Borreca has been named president and ceo of Celotex Corp., replacing Dennis M. Ross, who resigned to pursue other interests.

Jack Villari has retired after 32 years with ServiStar Coast to Coast.

Jeff Loftus, Sacramento Pacific Corp.' West Sacramento, Ca., is spending five weeks on the Hawaiian island of Kauai inspecting company resort rental properties.

Frank Godiska, Hecktown Building Supply, is the influencer winner of Performance Coatings' Penofin Hawaiian HolidaY SweePstakes.

Lee Jordan, Jordan's Building Center, Wheatridge, Co., was named 1997 Lumberman of the Year by W.O.O.D., Inc., Denver, Co.

El Louise Waldron, Waldron Forest Products, Fair Oaks, Ca., scored 5 under par at the local Sunrise Golf Club to win their tournament.

Gray Dodge is new to the trucking division of Mungus-Fungus Forest Products, Climax, Nv., according to coowners Hugh Mungus and FreddY Fungus.

Strawboard Has High HoPes

Given time to prove itself, "strawboard" could one day become a commonplace, commercially successful part of the particleboard industry, predicts Composite Panel Association spokesman Tom Julia.

At least six plants in the U.S' are manufacturing or plan to manufacture agricultural residue into 4'x8' boards to sell to the cabinet and ready-toassemble furniture industry.

The producers claim their products eventually will replace wood-based particleboard because theY are stronger, lighter, hold screws better and are more moisture resistant.

roducts t

LSL-Flanged Joists

Trus Joist MacMillan has introducgd TJI-joists featuring flanges made from laminated strand lumbei.

Flanges, produced from aspen and poplar trees, form the top and bottom sections of the I-shaped joists, sandwiching a center panel of dense oriented strand lumber.

The LSl-flanged TJl-joist comes in a variety of depths and lengths for residential roof and floor applications.

Circle No. 401

A Hard Face To Gauge

A multi-use hardware gauge from Designers Mill Products is made of glass-filled plastic.

Size All has 17 functions and is available for promotional use.

l90W heat emitters on a square 23.6"frame, or with 380W heat emitters on a rectangul ar 23.6" x47 .2" frame. Heat emitters can be placed separately or grouped together.

Individual mirrors can be connected to household switches, while groupings are connected parallel.

Circle No. 403

Decorative Design Feature

A new line of decorative polyester resin appliqu6s has been iniroduced by Outwater Plastics Industries, Inc.

Reportedly more durable and better suited for exterior applications than wood, the appliqu6s can be handled, tooled and finished in the same manner as wood and can be used for furniture, doors, cabinets, walls, ceilings and niches.

Shower Organizers

A versatile shower disoenser is now available from Better Livins Products.

The Ulti-Mate Dispenser III and IV feature three or four chambers respectively for dispensing liquids; a strong, self-draining shelf for additional storage on top of the dispenser; an adjustable fog-resistant mirror that is bonded into a plastic frame, and storage.hooks for holding shower accessones.

Circle No. 405

Shutter Showcase

A shutter merchandising and pointof-purchase display is new Trom Design House.

Each shutter on the Super 8 display is mounted on a separate frame and hinge. A center graphic panel outlines features of the Benson, ProSpec and Paramount shutters.

Looking Hot

A radiant mirror heating system has been developed by Techmeti SA.

Reportedly ideal for bathrooms where it resists steam, the Profil Miroir is a mirrored panel that emits a natural infrared flow toward the space being heated. The panels operatqat a maxlmum surlace temperature of 161"F.

The system incorporates a series of modular panels, fitted either with

Pressure Treated Shingles

A shingle from Tamark Lifepine Mfg. is treated with CCA and permanent water repellent.

Offered in natural and reddishbrown pre-stain, each LifePine shingle reportedly resists rot, decay, termites and mold. Fire retardant shingles are also available.

Each shutter is showcased in both louvered and raised panel styles in seven colors. The shutters reportedly won't rot, chip, flake or peel and can be cleaned with water.

Circle No. 406

Circle No. 402

Circle No.407

Propane Exchange Program

A propane cylinder exchange program has been developed by Blue Rhino.

The program allows consumers to purchase propane at retail locations where heaters and gas grills are sold. The displays are set up outside the store so they don't occupy floor space.

The program provides the necessary permits, cylinder display rack, RhinoTUFF wrapped cylinders, pointof-sale marketing materials, and direct-to-store delivery.

Circle No.408

Oakey Dokey

A solid oak rolling ladder is now available from Putnam Rolling Ladder Co., Inc.

Custom made, the ladders are finished in oak, ash, cherry, Honduras mahogany, maple, walnut, teak and

A Dab Here, Dab There

New vinyl siding from Norandex features thousands of tiny brush marks in its matte finish, giving the impression of newly painted wood.

Brushstroke vinyl, featuring a positive action locking system, reportedly won't chip, flake or crack like Paint and comes in both a double 4" and 5" Dutch panel.

Circle No. 411

Radical Steel Roofing

A reportedly non-polluting, permanent and inexpensive steel roofing shingle is new from Metalworks.

The recyclable shingles require no bending and are cut and slid into place using hand tools and Metalworks' staggered numbered system. It reportedly takes only 126 sq.

Moulding With A Twist

A new rope-accented moulding has been developed by Millriver Architectural Hardwoods, Inc.

Manufactured from high-quality, solid hardwoods including red oak, maple, cherry or poplar for Paint grade, Braided Accents are reportedly ideal for chair rails, wainscot cap, or picture and mirror frames.

Available in six patterns, the Knotty Pine is suitable for log homes or dens. while the reversible BR30l enhances the edge of counters, desks or table tops, and can be used with tile, granite or high-pressure laminates. It is merchandised in an attractive display showcasing the braided moulding on a decorated wall with wainscoting.

Circle No. 413

birch. The steps are screwed to the rails, not nailed, and each step has a stiffening rod undemeath.

The ladder fixtures come in a black, brass-plated and polished, or chrome-plated finish.

Circle No. 409

Fire-Resistant Shakes

A lightweight, fire-resistant wood shake shingle is new from Owens Corning.

The Class A, water-resistant MiraVista shake shingle is available in three colors. The Class A status is achieved with a standard deck, spaced or solid sheathing, and standard roofing felt underlayments.

Circle No.410

ft. of product to cover 100 sq. ft. of roof, and the roofing can be placed over up to two layers of existing roofing.

The lightweight steel shingles are packaged one square per box, with each square weighing 63 lbs. The product is shipped 28 boxes per pallet, with more than 500 squares Per truckload.

Circle No. 412

on ony Ne\ll Product is ovoiloble by circling the corresponding Reoder Service number opposite the bock cover ond sending the form to New Products, either by FAX 714-852-0231, by moil to 4500 Compus Dr., Ste. 480, Newport Beoch, Co. 92660, by collins (/l 4) 852-l 990 or E-moil sdoly@ioc.net.

trU,TOM MILLINtr

o Surfacing - Blanking or Finish

o Ripping - 6ang Rip & Smooth Rip

o Straightline Ripping

o Resawing

. sticker - Eustom Patterns

. Box Car &. Container Unloading

l9l9 East Patrific foast Highwag wilmington, falifornia gtr744 3l O -519-7811 FAx3l O -Sq9-93O2

Shutter In

Three colors have been added to Alcoa Building Products' line of vinyl shutters.

The color selection has been expanded to l0 colors with the addition of winestone, dark spruce and pebblestone clay.

Opticat lllusion

Small point-source fiber optic light fixfures are new from Fiberstars. Inc. Available in six models, up to 300 points of light can be lit by a single fi ber optic illuminator.

Fiberescent FE-9003 and 9004 feature Swarovski cut glass crystal with 15 mm or 30 mm light heads. FE9001 has semi-recessed light heads

Skirting Around The lssue

with.5 mm, 1 mm and 2 mm aperture openings. The FE-9002 featuies a 5 mm domed lens.

All Fiberescent FE-9000 series fixtures have polished gold- or silverplated trim options, are made of corrosion-resistant plastic, and come with a ceiling mounting anchor.

The shutters come in 14 sizes in open louvered and raised panel designs and feature a re-engineered shutter plug that is installed with a standard l/4" driU bit.

Circle No. 414

THE TREATED ANSWER

Lumber, plpvood, round stock stokes, poles, & pilings

Agency stomped, ground contoct fire retordont pressure-treoted wood products

A tree skirt from Reemay, Inc. is designed to be placed around newly planted or existing trees and ornamental shrubs to prevent weed growth. Available in two sizes: 58.5"x58.5" and 29"x29", Biobarrier II ree skirt is made of polypropylene fabric that reportedJy won't ravel or

fray. The nodules in the skirt slowly release Trifluralin, a product that prevents weed growth by inhibiting root tip cells from dividing. Since trees and shrubs have roots deeper than the Trifluralin will go, ttrey wlll conrinue to grow.

Circle N0.415

Circle N0.416

Carla

Steve

Haul'n Oats

A flat-bottomed garden wagon has been introduced by Step2.

Reportedly ideal for hauling plants, vegetables or yerd clean-up, the Garden Wagon has a handle that folds flat for storage and large roto wheels.

Circle No. 417

Rolling On Out

A modular drawer, shelf and roll-out tray system has been introduced by Lista International Corp.

Available in a standard or shallow depth model, the Lista Storage Wall comes with different drawer heights. Both the drawers and trays can hold up to 440 lbs. each. Wide sDan beams. d^esigned for large bulk items, hold up to 1,500 lbs. each and come in a varietyof deckings, including steel, wire and plywood.

The storage system, which is available in a variety of heights, can be designed to include an order/issue counter and a 12"-deep, recessed bookcase.

Circle No. 418

It's A Frame Up

A new milled wood and composite door frame firom Burns, Morris & Stewart, Inc. is designed toeliminate door frame rot and insect problems.

The FrameSaver door frame is made by finger- jointing extruded wood composite to the bottom of wood frames. It reportedly has good screw-holding ability, and mortises for hinges and strikes.

The frame comes primed and ready to install.

greetings customers and friends.

Two-Way Calling

A new line of 4- and 5-watt, two-way radios from Motorola provide users with a 2OVo greater talk range than l- and 2-watt, two-way radios.

The two-channelSpirit SV52 and SU52 radios feature channel scanning so users can listen to two conversations and respond accordingly

The radios are for businesses that travel to a worksite more than 75 miles away.

Equipped with an interference eliminator to tune out other conversations on the same frequency, the radios come with a rechargeable battery, which lasts up to 13 hours, and a desktop charger.

Circle N0.420

Lighting Legacy

Three surface and wall-mounted fixtures have been introduced by LAM Lighting Systems, Inc.

The Litedisc Legacy line includes a 20" round and 10" half-round wall mounted fixture and a 20" round ceiling-mounted fixture that employ shallow, translucent acrylic globe design with a long-life fluorescent lamp.

Standard trim-ring finishes include polished chrome, brass plate and hand-brushed nickel. A range of gloss or semi-gloss chip-resistant enameled finishes and custom colors are available.

Circle No. 421

Entwined

Twine used for bundling hard-tohandle items is available from Nifty Products.

European Baths

Eighteen bathroom baskets in a variety of designs, shapes, and finishes are new from Smedbo Inc.

Crafted in a European design, the baskets come in individual comrgated consumer packaging with a diversity of finishes.

Circle No. 423

Steady Steps

A replacement hardware kit for ladder stabilizers is new from Crawford Products.

For use on products such as fluorescent light tubes, wood trim and moulding, hoses, pipes or tools, transparent Flat Twine is easy to cut and sticks to itself, leaving no residue on the wrapped items.

Circle N0.422

Designed to replace lost or damaged original ladder stabilizer hardware, the kit includes a pair of yellow vinyl endcaps, steel U bolts, clamps and wing nuts that secure the stabilizer to a ladder.

The kit comes on a preloaded clip strip designed to be displayed adjacent to ladders.

Circle No. 424

Stapled To The Wall

Nine pneumatic staplers and brad nailers are new from Duo-Fast Corp. Featuring two 18-gauge staplers that drive nilrow- or medium-crown staples, two l9-gauge staplers for narrow- or wide-crown staples, two 20gauge staplers for narrow- or widecrown staples, one 23-gauge stapler for narrow-crown staples, and two l8gauge brad nailers that drive nails up to l-U4" or l-9/16" in length, the D Series tools have a lightweight and ergonomic design, durable aluminum and steel magazines, and an extended

Swamped With Gators

A weed trimmer head from CMD Products eliminates the hassle of spool-type string trimmer heads.

nose design for accurate fastener placement.

Circle No. 425

Featuring serrated, nylon cutting blades that replace traditional bumpand-feed trimmer heads, the Grass Gator features a snap-pin design that reportedly enables the blades to be replaced in less than a minute.

Grass Gator I is designed for gaspowered curved- or straight-shaft trimmers. Grass Gator II fits gaspowered straight-shalt string trimmers. Both models come with three plastic blades. The Grass Gator Electric I fits the Toro electric trimmer, while the Grass Gator Electric II fits most Weedeater electric trimmers.

Circle No. 426

HTn[$m

Your preferred wholesale supplier for quality products and great senrice in the Roclqr Mtn. West

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

Hard Bodies

A line of solid side truck bodies is new from Reading Body Works, Inc. Constructed of two-sided steel, Reading Solid Side Bodies come in 42"- or 5O"-high sides, front bulkhead and rear double doors.

Each door has three heavy duty hinges and is equipped with a Clamptite two-point positive handle engagement. When engaged, a chain and snap hook securely hold each door in a full open position.

Circle N0.427

Standing Seam Metal Roofs

A line of standing seam metal roofing products has been introduced by Consolidated Metals of Florida. Consisting of five profiles in a variety of metals, including galvalume, aluminum, and copper, the roofing systems are said to be virtually maintenance free.

Circle N0.428

glulams,l-beams& LVL

CACTUS PINE PATTERN STOCK

Pine, Spruce, Aspen

T&G, Shiplap

Log Cabin, Decking, Latia, Flooring

REMAI\T

SPECIALTIES

Premium Furring

SIS2E Trim/Fascia

FYieze Boards/Blocking

MDF Hook & Cleat

Pallet Stock/Crating

MOULDINGS

Shutter Profiles

FJ Pine

Primed MDF

TREATED PRODUCTS

DRICOIY@ Lumber & Plvwood

WOLMANIZED@

Plywood

2x4 thru 2xl2 - #2 & #3

Mobile Home Pads

Utility Poles

PAC-BOR@ Plate Stock

PANEL PRODUCTS

Shelving

Stairtread

MDF/Hardboard

Melamine

Particleboard U/L

Particleboard Industrial

Meranti Plywood

Sanded Plywood

CDX Plywood

LUMBER

SPF, KD HF, GDF, Pine 2P, ftlrrr2xl2 - #2, #3, #4

Boards - C, D, #2, #3

Hardwoods

2x4 thru 2x8 - MSR

Webb Stock/Studs

Reman to your Specifications "Custom

Complete range of CUSTOM PATTERNS SURFACING RIPPING

KNIFE GRINDING

Regutar deliveries from the Bay Area to Reno

Growth Fastest In West, South

Between 1990 and 1996, Henderson, Nv.'s population grew by 88.4Vo, making it the fastest growing U.S. city with more than 100,000 people in 1996, according to the U.S. Census Bureau.

"All l0 of the country's fastest growing cities with populations of at least 100,000 in 1996 were in the West or South," noted statistician Greg Harper. "Arizona, California, Florida, Nevada and Texas were each represented by two of the l0 fastest growing cities."

City '90-'96 % Growth

We operate an Olympic prestain machine which prestains siding, trim and decking packages with clear, semitransparent and solid stain. We provide a quality-controlled product and prompt service. We prestain four sides which aids durability. The back side is sealed against moisture, creating a longer lasting exterior product.

AIR STICKING YARD & STORAGE AVAILABLE

AGATE SALES LUMBER CO,

P.O. Box 987,1'1429 E. Bennett Rd., Grass Valley, Ca. 95945 (800) 576-3451 (e16) 272-3451

Fax916-272-3006

We specialize in pre-priming Ckcle No. 150 on p. 82

Ten cities had populations of more than I million in 1996. During the 1990-96 period, both Phoenix (#7 overall with a population of l.l6 million) and San Anronio, Tx. (#8 with 1.07 million), reached the million mark.

ftom thc Corporate Office of

P.O. Box 309, Rancho Cordova, Ca. 95741 (916) 631-W00D (9663) . FAX 916-631-9312

J. Dale Fleshman. Dan Rue. Dave LeBlanc

Cristina Alston Kathy Mohler

MID.PACIFIC TRADING COMPANY, INC,

P.O. Box3496, Alpine, Wy. 83128

R.Chris Pooser (300 8e!4750 . FAX 307-883-4751

MID-PACIFIC TRADING COMPANY, CANADA

18433 65th Ave., Suney, B.C. Canada V3S 8T1

Bob Tennanl (604) 5764502 . FAX 604-576.4503

And our dislribution yard inSouthern Califomia

MID-PACIFIC TRADING COMPANY, INC.

7089 Etiwanda Ave., Etiwanda, Ca.91739

Dave Willse (909) 899{296 FAX 909-89$6297

Call for Norwest and Palliser

(Cut Stock & Pallet Shook)

Doman Forest hoducts (Hemlock Industrials)

Pacific Precision Wood hoducts (Edge-Glued Pine Panels)

& Docks o Window

Boxes & Planters

o Lattice

Lengths: 1" through 4"

No Sfrea king!

o Self-counter sinking bugle or trim heads

o Souare drive recess eliminates driver bit cam-out e "Beaver Bite" point for quick penetration o Selftapping coarse threads. Coated with non-stick, dry lubricating film o Solid nickel/chrome stainless steel for superior corrosion resistance.

Lumber traders go to market

Hassenstab.

Prno Pucci,

Lawrence Prendiville, Barry Schneider. Maureen Prendiville, James Hand, (9) Joe Klohs, Zig Crouch, Charlie Moss. (10) Tom Gorkow, Elaine Kazakoff, Rick Adams, Denise Keyser, Dave Wildeman. (11) Gary Tragesser. (12) Gail McAlister, Danny Miller. (13) Jim Mace, Scott Stockton. (14) Jock Wood, John Snead, Brian Tyldesley. (15) Matt Duprey, Jim Outram. (16) Michael Swiger, David Loftus, John Stembridge, Kurt Kuhn, (17) Doug Holt, Jar Kirschner. (18) Don Dye Denny O'Sullivan. (19) Rick Palmiter, Fred Bauer. Greg Carter. (20) Philip Starks, Mike Flynn, (More photos on next 2 pages)

1,000+ atlended North American Wholesale Lumber Association's 2nd annual Traders Market Nov, 6-8 in Dallas, Tx,: (1) Chuck Harris. Buddy K umb. 121 Terry Gritf ith, Paul

McKay, Duane Roth. (3) Lou Ellen Chance. John Omundson, Allison Hayes, (4) Mike Giles E J. Langley. (5) Paul Bryant, Bill Hayes, John Evans. (6) Monte Jensen, Randy Luebe, James

w(7) Ashley Boeckholt, Brad Court,

(8)

NAWLA (1) executive Nick Kent, Fagan Cox. (2) Bart Swan, Mary Lohmus. (3) Ed Langley, Janice White, Kent Goodyear. (4) Mark Junkins, Charlie Quarles. (5) James Watson, Robert Hoyt, Ron Haggarl. (6) Mark Spargo, Susan Fitzsimmons, Mike Moran. (7) Brian Olhiser, Tommy DeLoach, John Helela. (8) Bob Bell, Nowell Flake. (9) Gary Moe, Dave Duncan. (10) Cleve Clark, Lynn Buckalew. (11) Butch Miller Jr., Jim Hager. (12) Blair Huffman, Mark Giles, Tim Tobin. (13) Dianne

Mlclzrnn DeceMeen 1997

Hartley, Steve Parsons. (14) Carol Pipkins, Robert Foreman, Darrell Smith, Ken Robinson. (15) Joel Hamel, Mike Cameron. (16) Daniel McKinney, Peter Krihak. (17) Sheila & lrwin Kullar, Pratt Stubbs. (18) Robert Burgin, Maurice Barton. (19) Ronnie Shoaf, Mark Tucker, Carl Tucker, Ed List. (20)Tom Daniels, Tom Hunter. (21)Kevin Hrab, Edc Kreilick, John Davidson.

(More photos on previous and next page)

DeceMeen 1997 Tun Mrncnnxr Maclzlxr 73

BLUES BROS. with (1)Chuck Geisler, Joe Rogers at NAWLA event. (2) Joe McNeel, Willie Goyne, Kris Johnson. (3) John Hite, Joe Brown, Rick Adams, Corky Corcoran. (4) Dale Bartsch, Joline Praeger, Brett Johnson. (5) Mark Dippel, Terri Adair. (6) John Coker, Jim Young, Drake Coker. (7) Lyle Thompson, Gary Pittman. (8) Vickie Matthews, Dave Welken. (9)Jim Currie, Tony Jenkins, Pat King. (10)Jack Burnard, Ed Smalling, Neil Nakamura, Steve Love, Brett Slaughter. (11) Ralph & Merry Schmidt,

Todd Fox. (12) Mike Smoak, Jim Elder, Wally Swanson, Keith Kets_ell. (13) Mark Mitchell, Jeff Webber, Steve Grimes, Ray Pangi. (14) Bill O'Banion, James Futter, Mike Durga. (15) Bill Walker, Greg Kruse. (15) Chris Johnson, Bruce Gravier, Art & Becky Harwood. (17) Kevin O'Conner, Tom Brooks. (18) Don Backs, Colleen Gellein, Richard Kaufmann. (19) Graham Bishop, Lawrence Newton. (20) Jack Chase, Brad Mehl, Jim St. John. (21) Scott Swanson, Jim Pappas.

Nothing lackin'at LACN #1

THE FIRST annual convention of I the newlv mersed Lumber Association of SouthJrn California and the Lumber Merchants Association was a success by any measure: attendance (354), program (packed

with good ideas), enjoyment (plenty of socializing), plus a general feeling that the merger is a good idea.

Kevin Lindsay, Lindsay Lumber, Paramount, Ca., was elected president of the Lumber Association of Califor-

nia & Nevada, succeeding Bill Sullivan, Tynan Lumber Co., Monterey, Ca. First v.p. is Al Stockton, San Bruno Lumber Co., San Bruno, Ca.; 2nd v.p. John Saunders, Economy Lumber Co., Campbell, Ca.; associ-

Pam Peterson. (12) Julie & Kelly Lyon. (13) Tony Espiritu, Andy Thompson. (14) Carl Tindell, Gary Donnelly, Jesse Brand. (15) Bob Walton, Jeff Mount. (16) Marty Temple, Jack Green. (17) Gary Mattson, Mike Franceschi, Len Viale, Will Rieoel.

ates v.p. Kris Spickler, Trus Joist

MacMillan, Sacramento, Ca., and treasurer Gary DeYoung, Close/ Corning

Lumber Cos., Corning, Ca.

Additional executive committee members: Pat Hawthorne, Northridge

Lumber Co.; David Jones, Foster Lumber Yards; Matt Petersen, Mead Clark Lumber, and Frank Solinsky, Payless Building Supply. The President's Award winner was Larry McFadden, Fairfax Lumber & Hardware. The Associate of the Year

Award went to Clayton Ray, Weyerhaeuser Co.. West Sacramento.

Congressman Richard Pombo (RCa.) stressed the necessity of educating urban and suburban voters on the truth about forest management. He warned that "the goal of the environmentalists is to put you out of business."

This year's annual was held Nov. 13-15 at the Doubletree Hotel in Monterey. Next year's convention will be in Palm Springs, Ca., Nov. l2-14.

PAST PREZ. (1) Bill Sullivan, John Saunders. (2) Ted & Rosie Gilberl, Clyde Jennings. (3) Steve Searl, Mike Manit. (4)Jim Merchant, Bill Coulter. (5) Pat & Lisa Hawthorne. (6) Phil Dodson, Clark Taylor, Tim Kennedy, Gordon Beach. (7) Greg Smith, Erik Duncan, Steve Russell. (8) Peter Ganahl, Sam Sanregret. (9) Brenda Pinson, Anthony Whalls, David Diaz, Margo Conner. (10) Tim Hutton, Chuck Scott, John Sheltren. (11) Sheryl & Richard McArthur, Don & Sylvia Johnson. (12) Diane & Joe Buschman. (13) Lollie & Gary DeYoung. (14) Don & Linda Bratcher. (15) Bernie Barber, June Walker. (16) Bill & Trish Norman. (17) Sandie & Mark Lofland.

literqture

Up The Down Staircase

A roof and stairway layout instruction book is available from Swanson Tool Co., Inc., l0l0 Lambrecht Rd., Frankfort, Il. 60423; (800) 29r-3471.

Kitchen Delight

A 96-p. kitchen accessories book is $14.95 from Black & Decker, 5900 Green Oak Dr., Minnetonka, Mn. 55343; (800) 328-0590.

Light Up The Sky

A 96-p. lighting catalog is available from Outwater Plastics Industries, Inc., 4 Passaic St., Woodridge, N.J. 07075; (800) 543-3217.

Roof Preservation Brochure

A roof preservation system brochure is free from Polycoat Systems, Inc., 5 Depot St., Hudson Falls, N.Y. 12839; (800) 5474004.

Quolity Western Cedar Products

rough ond surfoced

Cedor 4x4 P0SIS in 4,5,6,7,8,9 ond l0'lengths

Certified Windows & Doors

An updated certified products directory is $10 from the National Wood Window and Door Association, 1400 E. Touhy Ave., Des Plaines, Il. 60018; (847) 2995200.

A Prime Example

An 8-p. factory priming system brochure is free from James Hardie Building Products, 26300 La Alameda, Ste. 250, Mission Viejo, Ca. 92691; (714) 348-4422.

Hung Up On Fundamentals

"Fundamentals of Pre-Hung Door Production" is available from Norfield Industries, Box 459, Chico, Ca. 95927; (800) 824-6242.

Getting A Lift

A booms, lifts and platforms brochure is free from Genie Industries. Box 97030. Redmond, Wa. 98073; (800) 536-1837.

of ony New Literoture item by contocting eoch compony directly And pleose mention you sor,rl it in The Merchont!

FNNE GRAIN DOUGLAS FNR

PRODUCED FROM OREGON'S SUSTAINED-GROWTH FORESTS

Sales- Rich Stratton

Phone: (541)874-2236

FAX 541-874-2123

P.O. Box 7

Riddle, Oregon 97469

SPECIFIEDI DENSE #1. SELECT FOHC D(POSED, V.G. CLEAR x4-8xl4-8'-24'

uqfles

John Cavers, 48, v.p. and manager of purchasing at Ganahl Lumber Co., Anaheim, Ca., died of complications of Hodgkin's disease Nov. l8 in Yorba Linda, Ca.

Born in Toronto, Canada, he joined Ganahl Lumber in 1979 as a hardware salesman in Corona, Ca. In 1981, he transferred to purchasing, and then became a lumber buyer. In 1984, he was named v.p. and manager of purchasing.

Tom Walsh, 56, co-founder and president of Tom Walsh Lumber Sales, Inc., Walla Walla, Wa., died OcL20 in Walla Walla.

Born in Portland, Or., he joined North Pacific Lumber Co., Portland, Or., in 1964. ln 1983, he co-founded Tom Walsh Lumber with his wife, who is still running the business.

Orville Reginald Justus, 82, a retired Western Wood Products Association lumber inspector, Portland, Or., died Nov. I in Eugene, Or.

Born in Rye Valley, Or., he joined Booth Kelly Lumber Co., Wendling, Or., in 1935 as a lumber grader. In 1945, he joined the West Coast Lumber Inspection Bureau, Eugene, as a lumber transit inspector. From 1966 until his retirement in 1980, he was WWPA's assistant chief lumber supervisor of grade quality and uniformity for the Coast Region mills.

Gordon J. Brown, 76, former secretary/treasurer of the Western Wood Products Association, Portland, Or., died of congestive heart failure Oct. 14 in Portland.

He started with the West Coast Lumber Association in 1960 as office mgr. In 1964, he became director of industry services for the new WWPA, overseeing the merging of the WCLA and Western Pine Association staffs. ln 1967, he was named secretary/treasurer. He retired in 1986.

HomeBase Killer Convicted

An unemployed ex-convict has been convicted of the 1996 slaying of a customer service manager at HomeBase, Santa Ana, Ca. (see The Merchant Magazine, July 1996, p. 33)

The jury concluded that Daniel Carl Frederickson. 34. shot Scott H. Wilson, 30, to death during a robbery. The jury must decide if Frederickson, who is eligible for the death penalty, was sane during the killing.

Frederickson, who has a long criminal record, admitted to wanting to return to prison for the rest of his life. He argued that he was innocent by reason of insanity.

He said he waited near the front of the store for an hour before Wilson opened the safe to change a $50 bill, then demanded all the money inside. Wilson closed the safe and walked away. Frederickson said he shot Wilson out of frustration.

The jury will return to determine sanity. If Frederickson is found sane, the jury will decide if he should be sentenced to life in prison without the possibility of parole or death.

LightingLooks Bright

U.S. demand for lighting fixtures is expected to rise 5.8Vo a year to $16.3 billion in 2001, forecasts the Freedonia Group.

Shipments of U.S. lighting fixtures should increase 5Vo yearly to nearly $14 billion in 2001, reflecting increased competition from low-cost imports from China, Mexico and South Korea.

ified qds

DYNAMIC, HARD-WORKING experienced professional seeking sales management/rep position with growing/successful, well established wholesale wood products company/ national wood products manufacturer in So. Calif. region. I have 20 years experience both nationally and internationally in the wood products industry; extensive cxperience in both industrial and retail sales in softwoods (redwood, cedar, pines, fin) and hardwoods, both domestic and imported, with emphasis on added value remanufacturing. I also have extensive management experience in sales/operations/ administration; with 20 yean of direct mill purchasing in both softwoods and hardwoods. Write to Box 671, c/o The Merchant Magazine.

JONES LUMBER CO.: Seeking experienced inside salesperson for commercial and industrial sales. Progressive lumber company with over 70 years of experience in the Southern Califomia area. Excellent benefits and compensation package. Send resume to: Scott Legros, P.O. Box 40, Lynwood, Ca"90262, or call Scott at(213) 56/,-66.56.

LT'MBERTRADER

Rain Forest Lumber Co. (RFL), a specialty products wholesaler established in 1982, seeks experienced lumber traders. Ifyour potential is being limited by rcstricted customer or mill contacts, we should talk. Our desire to grow is an opportunily for you. Generous commission schedule and benefits. Relocation reimbursements for the right candidates. Mail resume to RFL, P.O. Box 361, Lake Oswego, Or.97034, or call Dan Rice at (800) 547-1929 or (503) 684-0774.

Rates: 25 words for $23, additional words 709 ea. Phone numb€r counts as I word, address as 6 words. Headline or centered copy, $6 per line. Private box or special border, $6 ea. Column inch: $45 camera-ready, $55 if we set type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 45(X) Campus Dr., Sulte dEO, Newport Beach, Ca. 9260-l&12. Mail copy with check to above address, FAX to 714-BS20231 or call (714) 852-1990. Deadline for copy is 20th of the month. PaJment must accompany copy unless you have established credit with us.

PROFESSIONAL TRADER

Ridgewood Forest Products of Wilsonville, Or., a 20 year old wholesale trading company, is actively seeking experienced traders. If you are a trader who works hard, is competitive by nature and has a niche that you have worked very hard for, but feels you'rc not getting your fair share for your hard work and commitment, then consider making a change that will bring you more than a pat on the back and recognition with your peers. How about the possibility of more money in your pocket? If this sounds like something you'd like to hear more about, then we need to talk. Fax me your resume or drop me a note where you would like to be reached to the attention of Steve Buelna, general manager, at Fax 503-682-9552. I look forward to hearing from you.

PAN PACIFIC Forest Products, a growth company celebrating its l0th anniversary, is seeking professionals to join our sales force. Establish your exclusive customef base from one of our three offices in Oregon or one in Florida and enjoy one of the industry's best compensation packages. If you have professional sales experience and are interested in joining our rcspected team, send your resume to: Pan Pacific Forest Products, Inc., P.O. Box 1507, Bend, Or.97709, Attention: Sales Manager, or call Ron Hanson, (8oo) 776-8131.

VINTAGE DOUGLAS FIR DECKING.

3"x4" 3' to 20' T&G DFfloor deck. Grade is equivalent to D Clear. Stock is over 100 years old and is in excellent condition. Manufactured to lay up as 4" thick floor. Price is $375lm F.O.B. Bend, Or. Deschutes Pine Sales, Inc., (8oo) 547-5660.

WEATIIERED, TWISTED OR USED LIJM. BER. Plywood blows, used or trims. Carl Hanson, (619) 661-2510, FAX 619-661-5547, San Diego, Ca.

CUSTOM MERCHANT BINDERS: Store your copies of The Merchanr with our highquality binders. Attractive, with the look of leather. Red with gold logo. $l 1.95+$3 shipping (Calif. add 7.75Vo sales tax) from 4500 Campus Dr., Ste.480, Newport Beach, Ca. 92660.

LOCAL LUMBER hauling Southem California roller bed truck & trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking, (562) 422-0426.

Feerunp YouR Busrwpss Cnnp

ru THp Mpncnexr- Olvr,y$OO

J AN. Stant rHE YEAR RrcHTYouR cARD cAN APPEAR rN

gr9?{ ' trlw Jt,1.R

rHB JaNueny Issue's SPECTAL BUSINESS CARD SECTION

Use thls low cost opportunity to deliver New Year's greetings to customers, friends and suppliers. Your business card wtll appear in a Special Section in our January issue, exposing your message at an extralow price. Cards will be reduced slightly, to 2-3/8" x l-3l8".

Celebrate the New Year by communicating with the trade. And at a price that can't be beat!

IT'S THIS EASY: Just send your business card and a check for $60 before December 19 to 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660. At this low price, your check will be your receipt.

(fuestions? Call David Cutler at (714) 852-f99O.

Manufacturers of hiEh qualityr

Ponderosa pine boards & I industrials; fine textured t firllarch boards; dimension

& industrials

from Omak, Wa.

Staft'98 ngil by sending thanks & greetings to customers & suppliers.

llonnrm & Crxrnn Clurontn

ARCATA /EUREKA' FORTUNA

Arcata Redwood Co

Braart lntemational.

Bdtl Lumber Co.

Louisiana-Pacific Corp. ....................,.........

Northmast Hardwoods...............................

Pacific Lumber Co.

Redwmd

Simpson

BAKERSFIELD

Pacilic Wood PreseMng of Bakenfield ....,....(805) 833-0429

CLOVERDALE

All Coast Forest Products...............................(704 894-4281

Bowman Lumber Co .......(704 894-2575

Precisim Redmod ii1anu1a61udn0.................(70n 894-5263

Redwmd Empip.................(80018624657 (7071 S94-4241

Russian River Lawn & Garden.......................(800) 675-2501

FORT BRAGG

Hdmes Lumber Co., Fred C. .........................(707) 964-6377

Kelleher Corp. Louisiana-Pacilic

Mouldings & Millwork, Inc........-.--... oiei;"BnddinsiiodJc6:...:.::.:::::....:.:::::.:::

San Antonio Rioid-Pole Construction Co. .... Siskiyou ForesiProducts.....(800) 695{21 O Foresf Products.....(800) Stockton Wholesale.

MODESTO

Bums Lumb€r Co.................(800) 331-0831 (541) Z&6933

Meysr Moulding & Millwo* ............................(205l. 522-2288

Thundorbolt Wood Treating.(800) 82&8709 (209) 869-4561

REDDING/RED BLUFF

Wood Moulding & Millwork Producers Assn..

SANTA ROSA AREA

Caoital Lumber C,o. Casella TransDortation C0......,......................

Diabb Imber......................(800) 799-0S00

Georgia-Pacilic Corp

Kelleher Lumber Co.

Louisiana-Pacilic ....

Martjn Forest Products ........(8Cr0) 675-2501 Moroan Creek Forest Produc|s.....................

Noyo Timber Products, Inc.

UKIAH /WILLITS

Cal Coast Wholesale Lumber. Inc.

Harwmd Produc{s...

Louisiana-Pacif ic .....

SACRAMENTO / STOCKTON AREA

Aoate Sales Lumber Co.......(800) 576-3451 (916)

B6vman Lumber Sates..................................{st el

Perlormance Coatings, Inc. ..(800) 73&6346

Redwood Coast Lumber C0..........................,

Pagliacco Tuming & Miillil

Plywood & Lumber Sales

Plywood & Lumber Sales (San Francisco)...

Plywood & Lumber Sales (San Jose)...........

PdmeSource Inc. (Fairlield).................

heoiioo*J Eipi'ii Sadmitii-(Boq 60d-56iiii

Redwood lnsDection Service.........................,

Simpson Strong-Tie Co. ......(800) 999.5099 Smith & Co. ............

Snavely lntemational ...........(800) 233-6795

Washington Pacific Lumber & Shipping.......

Wendlino Nathan Co ii;i;i;dilto..-...-.-.-.(800)'6ii:iiii'

Sournw:sr

Weyerhasuser Co..............,.(800) 283-5678 (602) 26$3541

WHTERIVER

Birdsong Wholesale Lumber C0..,..................(520) 3:18-41 1 1 NEW t EX|Co

ALSUOUEROUE Boise Cascade.....................(800) 8894306 (505) 877-8150

PHOENIX

Geoda-Pacilic Corp ......(800) 83tr7370

Lurnb6r-T4der....... ........(602) 972-1590

Mallc! Lumbel & Building Materials...............(800) 524-6255 (602) 2524961

PrimeSource Inc..... ........(602) 278-2603

snavely Forest Producls.....-.-..--..-..-........(602) 961-0978

Spellman Hardwoods...........(800) 624-5,401 (602) 272-231 3

Capitaf Lumberco.. ......(5051877-7222

Goorgia-PacificCop .....(800) 83G7370

Sagebrush Sales.... .......(505i 877-7331

CRUCES Baskins Forest Products................................(505) 5891 175 HAWAII HONOLULU / MAUI Hawaii Wood Preseruing C0..........................(808) 871-8888 Honolulu Wood Treatin9.................................(808) 682-5704 H0nsad0r................. ......(808) 682-2011

Andersm and 4nderson.................................(81 8) 637.8600 Baxter & Co., J.H.... .......(310) 435-0147 Berkot Manufacluring C0................................(21 3) 875.1 163 Chozen Trucking Co ......(310) 538-8791 3-C Truckin9............ .....1562\ 422-U26 Crown PlaningMill.. .......(310) 549.7614 Fountain Lumber Co., Ed...............................(21 3) 58$1 381 Gemini Forest Products..................................(562) 594.8948 Georgia-Pacific Sales (800) 830-7370 Indus.(800) 83S7370 Heppnsr Hardwoods, Inc.........-.---.---.......(626) 9697983 Har1fc0.................... .......(310) 28e2183 Hull Lumber Co..................(800) 347-HUFF (562) s21r$1 InlandTimberCo.... .......(213) 462-1264 lsland View Milling Services...........................(310) 518-4848 Jones Wholesale Lumb€r...............................(21 3) 567.1 301 Lane Stanton Vance ......(818) 968.8331 MacBeath Hardwood .....(213) 723-3301 MaxiTile, Inc.........................(800) 338-M53 (310) 217-0316 Neiman-R€€d Lumb€r Co. .............................(818) 781-3466 Penberthy 1umborC0..........(800) 229-2580 (310) 835-6222 Ptecision Mill & Lumber Co. (213) 849.3229 (818) 842-8139 PrimeSource............ ......(213) 888-9000 Product Sales Co. .........(800) 66G8680 San Antonio Rigid-Pole Construction.............(562) 69+8361 Stalion 1 Anti-Flame ......(310) 815-1200 Swaner Hardwood Co ....(818) 953-5350 T.A. Auclioneers, Inc ......(213) 851-2008 Toal Lumberco...... ........(562) 945-3889 Tradewesl Hardwood C0................................(31 0) 51 8-4848 Vent Vue Wndow Products............,...............12131 U5-2288 Weyerhaeuser (Long Beach) .........................(562) 432-3373 Weyefi aeuser (Santa Oarita)........................(805) 25S3500 ORANGE, RIVERSIDE & SAN BERNARDINO All4oast Forest Products ..............................(909) 627-8551 Anfinson Lumber Sa|es...........-.----.-.........(909) 681-4707 Caliromia Lumber Inspectim Servico.............(714) 962-9994 C&E LumberCo..... ........(909) 624-2709 Capilal Lumberco.. ......(909) 591.4861 Coastal LumberCo. .......(909) 591-2226 Diablo Timber ......................(714) 998-851 1 (909) 785.7531 Dixieline Lumber Co .......(909) 549-0488 DooleyLumberCo.. ......(714) 675-9690 El & El Wood Products Corp..........................(909) 591{e}9 Evergreen Lumber & M01din9.........................(71 4) 921-8088 Fontana Wholesale Lumber, Inc. ...................(909) 35$1214 Fountain Lumber Co., Ed ...............................(7 14l, 972-5107 Fullmer Lumber Co.. .......(909) 35S4182 Georgia-Pacific (Biverside) ............................(800) 8307370 Gof den Stale Hardwood Lumber Co. .............(213!. 725-3n2 Golding Sullivan Lumber Sales......................(714) 557-5551 Great Westem Transponation Inc..................(909) 381-2829 Hampton Lumber Sa1es................--..............(714) 752-591 0 Hardwoods Unlimited .....................................(909) 272-1 000 InlandImberCo.... ........(909) 783-0470 Jones Wholesale 1umber...............................(714) 542-9557 Intemational Foresl Producls.........................(909) 627-7301 Kellehercorp......... ........(909) 36G1880 Kelly-Wright HardwooG.................................(714) 632-9930 Landmark Building Produc|s ..........................(909) 888-6747 Lane Stanton Vance Lumber Co. ,..................(909) 386-7040 Louisiana-Pacific Distrih,tion Center.............(909) 343-3000 OregorFCanadian Forest Produch ................(7 14l,637 -2121 Pacilic Hardwmd C,o ......(714) 828-7900 Pacilic Lumberc,o.. ........(714) 367-1643 PanLumberCo...... ........(909) 627-0953 Product Sales C0.................(800) 66G8680 (714) 998-8680 Prolile Planing Mill.. ........(714) 54S9661 Ouality Wood Supdy----.-.-..--..--.........(800) 76$3134 Railway Express..... ........(9091 685-8838 Reel Lumber Service (0C) ..(800) 675-7335 (714) 69-1988 Reel Lumber SeMcs (Rivsrsids) ...................(909) 781{564 Regal Custom Millwork........(714) 776-1673 (714) 632-2488 Resinan CoD. ........(800) 258-8820 Simpon Strong-Tie C0. ......(8Cn) 999-SC,99 (71 4) 871 -8373 strata Forest Producls ...................................(714) 751-0800 Summit Hardwoods, Inc. ................................(909) 4691651 Taylo Lumber Services .............----............(909) 78$2094 Treated Forest Products.................................(714) 5495840 Weyefiaeuser (Fontana).....(800) 647-262 (909) 877-0100 SAN DIEGO AREA Baskins Forest Products ................................(619) 401-1 623 CJ R€dw00d........... ........(619) 741-5881 Dixielin€ Lumberco .......(800) 349-4et{ Georgia-PacilhCorp ......(800) 8307370 Lane Stantm Vance............(619) 442-0821 (619) 471.4971 Manin Brothers Wholesale 1umber................(61 9) 561-5151 Weyerhaeuser Co. . .......(800) 647-7762 Gemini Forsst Products..................... rouiliina:pl,iiicinitiEiirii:::.::.:.:..::::::::::::, R.F.P. Lumber Co. siskiyou Forest Products ....(800) 374-0210 Baxter & Co.. J.H.. NEVADA CMIAREA 80 THr MnncHlrr Mlclzrnr DeceMeen 1997

Plcncllonrrwtsr

r"o.ion pine co. (omak) .....(s's)82sss27

Corp. ...................:.................(800) 83s7370 VANCOUVER AFEA

Wood Trealers (WashouoaD ........(800)

Lumber (Kalama)...................-.............(360)

Forest Prbducts (Kalama)......................(360)

EAX to 714-852-0231

or call (714) 852-1990 or mail to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660-1872.

The Merchant Magazine - December 1997

Phone

your monthly issues. tr I Year (gl1) tr 2 years (gl7) D 3 years (922)

News or Comments? We welcome your ideas about particular. articles, thg magazine, or news bf your compani (promotions, new hires, elpansions, acquisitibns, etc.):

For more information from advertisers, use FAX Response nurnbers in brackets.

Advrntsge Bsf nN Compuaer Systcms llzl,.......-.-,--26

Agrac 5816 Lumbcr Co. [150]....,.....,......-..,.,_.._,.,...._....70

All-Cosa For6t Products [l061........-.-...-.,,.......--.,..,.__j

Baxter,J.H. [16ll- ..,_..........-Cover lV

Ben Lumb; Co:, Curt...-.,...-.........--,......,-.-.,.............J6

Birdsong Whol€sdc Lumbcn lnc. t1321............-.............J9

BirdsongBirdsongWhol€srlc Lumbcr, lDc. [|321........,.,._.,.,.,.......J9

Boman Lumber Co.11421................---,--,--------.--------.--.----66

Boman Co. 11421.............., car crctFonrene wri'r*-iJ'iiiiii-61i.'i'ili ,...66 Lumber,

Evergren Lumber & Molding [14U....,....,..........,,.,.,..,.,..66

Flex Trim Inc...,..,......,.,..,.,.,.,..:.....,,,,.,.,...........,...,...,...........4E

GoldingSullivan Lumber Sal6 [145]..,..,.,...........,.,,,.,..,..,6t

Ha& Indslri6 (Magneaic Push Br@m) [139],.,.,......_..6j

Hardy@ds Unlimiaed Il6l [54].,

161...,.,......................................,..,21

Herb€rt Lumb€r Co. If541....,,.,.,..................,..............,......?6

Hofmes Lumber Co.. Fred C. t1281...,..,.............................57 Hof mes Co., 112f 1...,..,..-----------.....57

Hm^ver Treted Wood Products [130]................,.............JE

Huff Lumbcr Co. [1341................:.......,.......................,....,..611

Inland Timb€r Co. [f m].,...............,,.,....------.....,Cover tl

loaernaalonsl For6a Products ul2l,-...------------....,19

Johns Msnville...... ..,..,.,.,..,.,..............J4

Kcllcher Corp. [lt]1r............,.........,.,......,..,..............,,Cover I

KefferLumber Co. 0531,.....,.........----..,....,..,.,.,..............76

Kcller Lumbcr Sels tf13I...,.-.,...-----...,.................,..,...19

KcUy-Wrighl Hsrdwmds [l221......,..,.,..,.,..,................,....,U

Lendmerk Building ProductsU26, l29r 1331..,...,27, 57,59

IJB Lumber Sale [1381.,....-.,.,...............,....,...........,.,..,....65

Lyfy & Sons, lnc. Il 171..,...,.,.,.,,,.,.,,........,........................-.22

MacBsth H$dw@d Cc If 02]..,................-......,...Cover II

Mollco Lumb€r & Building Maaerisls It47] ........,.,.,....,..,69

M&M BuildersSupply [ | 37] ...,.,-----,..,..,..................,....64

Maze Nails [lD].... ..........,..,..,.,.,.,.,.......E

Mid-Pocifi c Tnding Co. [l51],.........-...-........,....,........,....20

Mokelumnc Rlver For6t Products [120] ........,.....,,.,.,......23

Neimrn-Rced Lumber Co. [43].,.-...........,...,...........,.,..,..67

Oregon-Crnedlan Forca Products 0251...,.,.,,...,..,.,.........n

Pan Lumb€r Co u 1tI,.,....,...........,.,.,....,..,.,...........,,,......,.22

Performancc Coatings, Inc...,--------.,....,..,......,,..,....,.,.46

PlywoodAtrdLumber Ssls U401..,.....,............,................66

Product Salc Co, [l05] ..........,.....,......,...........,..,.,.,...,..........4

QBCorp.

Reel Lum Lumber Services [35].........

Regal CEtom

I Cutom Milluork [35]..,...

Sel Group Internstionrl

Siskiyou For6t Product

Sunbclt M.terhl H.ndling UM1,..,...........,.,.....,..,...............J

Supcrior Wood Sysaems, Inc.[l 191........,................,.,...,..,.23 Sw.n Seure [52]. -----------.,......?0

Teylor Lumber Servicc

Teledyne Prlnaaon...-...

Treted Forst n621...,.;.,.,.,,........,......,.,...,...,....28

Thunderbolt Wood Trs u44l Trsting Co, 11271..........,,.,,...............2E * Products [62]...,....,.,.,,........,......,.,...,...,....28

Trimco Millwork 0461,...,.,...

Tubafor........-.......-......,.........

Utrion Planlng Mill Il59l,............-----.................,-..........E2

Wshington PecificLumber & Shipplng It141...........,....,20

Wcrb€r, Inc il551,---..,-......--.....--...:.........,..,,........,.,...n

Wolmanized(Hickmn Corp.).,.-...--.....................--......J2

CHEMONITE PRODUCTS BECOMING A HOT GOMMODITY FOR CALIFORNIA CLASSROOM GONSTRUCTION

The foundation systems made from this lumber are designed to last the lifetime of the building, whether it's picked up and moved in a year or two or sits in one location for a decade. Elmore adds that these systems, although ostensibly temporary, are more than solid enough to meet the state's earthquake code. "I've been going to these school sites and putting my hands on the wood for almost 20 years, and I know what works and what doesn't." savs Elmore. 'And I know

that if you want to put a portable classroom on a foundation that needs to be there for l0 or 15 years with no rot, no decay, and no problems, you're going to treat Douglas fir with Chemonite,"

Ilhe new California state allotI ment for education is having an I unanticipated effect on business at Abel Building of Stockton, CA.

Abel Building supplies retail and industrial forest products to lumber yards across Northern California, including Douglas fir treated with Chemonite. Abel's Bill Elmore explains that the new state budget's call for reductions in class size is spurring the construction of portable classrooms built on Douglas fir foundation systems.

According to Elmore, "Existing state law says that 25Vo of new classroom construction must be portable classrooms - they're cheaper, they're more efficient, and if you get a population shift in your town, you can break them apart and move them to another school site across town." The specs for these portable buildings include foundation systems built with Douglas fir, and according to Elmore, "There isn't a treatment other than Chemonite that gives you .40 retention" in that particular wood. Elmore cites the reasoning behind these specs as the fact that "In many cases. these buildings are sitting directly on a piece of leveled ground, and we obviously want to prevent any decay from water or insect damage."

IHE TUIDENCE IS C1EAR

ou can't blame them for trying. First they told you Douglas fr could be sufnciently protected by "treating to refusal." Then they tried to convince you that high-density incising would help.The fact is that efforts to protect Douglas fu lumber with any CCA pressure heatment practice generally proves unsuccessful. The evidence is not just visual. Unfomrnately, there have beeninstances of

structural failure.* So local and state buildin's officials areon the lookout for insufficiently treated Douglas fir lumber resulthg from misinterpretations of the AWPA standards.

Wise specifiers and buyers know the answer. It's Chemonite - the only waterbome pressuretreatment available topenetrate Douglas fu upto 2.50# pcf to assure structural integrity and compliance with all AWPA standards.

Chemonite is theregistered trademark of J.H. Baxter for ACZA (Ammoniacal Copper Zinc Arsenate).

J.H. Baxter.

Bill Elmore, Abel Building, Stockton, CA

Douolcsftr3r6treotcd "to refisd" with ((A rhndord imirlng pottun.

Douohrft3r6lrcotsd "ti rslunl" with ((A "hlgh-dendty" imbing.

Douoloc ffu 3 x 6 lreotedlo AWPI specs. withfternonite (A(ZAI rfondord indsing.

The nextl00years

hen ownership 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 servlce ln ow 100-year history but we're 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 resowce, 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 offbr value-added services tailored to your needs.

Todav. J.H. Baxter's industry leadenhip spans three primary businesses-

Timber Management, Wood Treatment, and Chemical Licensing. Our long-term success in these areas is the direct result of insisting that all business relationships be based on integrity, qualrry customer service, and value. That's the only way we do business.

The naturalbeautv of ,,,

we're proud of the long{erm relationships and durability needs iil we've developed with our customers. And we re the lohn Balshore

Proud of the diverse interests our customers rep-

resent - from designers to end users. But wele most proud ofthe 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 dedicatethe next I00years.

Petaluma, CA.

Californin's unique Shoreline Amphitheater utilizes a aariety of l.H.Baxter treated wood.

TimbeflVood! Iight standards beautifu the OlympicTraining Centn near San Diego.

The Elitch Gardens Twister II roller coaster in Denaer was built with selut structural DouglasFir treated by I.H. Baxtu.