Merchant Magazine - January 1989

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Serving 13 Western Sfafes

Editor-Publisher David Cutler

Senlor Edltor Juanita Lovret

Assistant Editor David Koenig

Contributlng Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artlst Carmen Wollerman

Circulation Lynnette A. Perkins

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr,, Suite 480, Newport Beach, Ca. 92660, phone (714) 852-1990, by The Merchant Magazine, Inc. Second-class poslage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr, Suite 480, Newport Beach. Ca. 92660.

ADVERTISING OFFICES

Advertising rates upon request.

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

From Washington State. Oregon, Idaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole Holm at (206) 7'74-3773 or 21819 77th Place west, Edmonds, Wa. 98020.

Change of Address-Send subscription orders and address changes to Circulation Dept., The Merchant Magazine, 4500 Campus Dr. Suite .{80, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $1 1-one year; $17-two years; $22-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35; surface-$30; South America: air-$55; surface$30; Asia: air-$68; surface-$30; Europe: air-$98; surface-$30. Single copies-$3; back copies-$4.50 when available plus shipping & handling.

The Merchant Magazine is an independently owned publication for the retail, wholesale and distiibution levels ofthe lumber and home center markets in 13 western states.

We'rc up rn the air.rbouI our ]Oth Arrnivcrsary crncl wanf [o invitc .rll our friends and cus[omers to join the celebration.

Many [hanks for helpirrg us get the busincss oFf the ground - and for kce ping it tlying.

Today, All-Coast is onc of the brggcst suppliers on [he wes[ coas[ Tlre Chino yard alone covers over 20 acres. With a seconcl yarrl in Clor.,erdale (opened lasr year) wc can now make fast deliveries to all of Calrfornia. And to Arizona. Nevada, ancl Oregon. tool A large fleer of 1Bwheelers ge ts those ordcrs rolling.

Ouality materials and tirst rate customer Sef vtce rs wtr.rL we rc bcst known for.

Our wide range of proclucts includes solid wood beams and

hc.rclcrs. Rcciwoocl .trrrl Ct'ri.tr itrr< irrg, P&M Cccl,tr siclrng, Dricon fitc retrrd;ttlt trc'Jte(l woocl. Tt-cL,rr-n lamrnatecl bcams .rnd he .rcle rs. Forcstex h.trciltoltcl siding. Spruce anci Hcr-n-Fir fasc.i.t. Gener,rl millitrg serviccs arc also av.rilablc

We'rc' tht' reririlers supplicr, not his conrpetitor

Watch your busincss rarkc-olf wirh Ali-Co.r;t Cive u; a c.rii itrclay.

Thc pl.rnr: shown rr photo s.r Ch,urct' VoLr.qhr F2G 5Liper Cors.r r WWll lLlglrrcr pl.rni'whrr tr holcls thc Nation.rl (lr.rnrpron slr p r,-c rlril rl rl', c .r',', Spor:.orL'c1 try AIJ Co,r.,t ;rrrl ownt,rl lry tir(' Pl,1n('., of F,rrtl Mttsl'rrm rn C hrno. [-.T .r 'J x l4 plrr,f o !lrirflll (surL.ll)l{ lor lr.lnrng) wr rl(' lo Lr., ()n your aonrllJny ![tI oncry lf ! .lr .mn v('rs (rry f)ri'scnL fronr us to yoL,.

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EDITORIAL

Dear Senator X:! !o/o&X$0 !

f HIS month sees the inauguration of a new I president, the seating of the l0lst Congress and a host ofother political changes at state and local levels. In case you are thinking of advising them of what you think on certain subjects, we suggest you heed the gentle advice below.

Don't treat them as Compleat ldiots. Even if it is obvious that they are. Remember, politicians are people. Keep their feelings in mind. Don't threaten and don't overstate your political clout. If you are the oflicial representative for a certain group, let them know, just don't overdo it.

When possible, keep it brief. If not, include a summary. State your disagreement or proposal clearly. Tell your politicians what subjects interest you, not just bill numbers. Let them know why you think a proposed law will have a negative or positive effect. Why passage of a cer-

tain measure will, for example, cut jobs, hurt industry, spoil the environment, etc. If you are on the popular side of an issue, let them know. That's generally where they want to be. Many politicians' basic concern is their own re-election, Ifyou can show them that voting for your idea will help that to happen, you'll have their attention.

Be informed before you sound off. Make your case in the most organized and thoughtful way you know. Make it easy for your representatives to understand what you want and the merits of your proposal. Doing as much of their homework as possible for them never hurt anyone's cause.

We are blessed in this country with the finest, most workable system of government on the planet. Don't just gripe. Take advantage of it and make it do what you want. Because if you don't, someone else will.

RSG = DIVERSIFIGATION

4x16 is available #1 & better and select structural, Also look to us for Green Western Red Cedar Fencing 1x4, and 1x6, 2x4 rails and 4x4 posts. Rem.ember ou r. pr.oduction ,__ capacityand flexibility and

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and random length tallies.

itl:ffJlti'itlt'd

Douqlas Fr 4xl2throuqh -EEt

Douglas Fir Hem Fir. Western Red Cedar RSG is your source for consistent quality and ready service when you need Green Doug-Fir or Hem-Fir 2x4 through 2x12. We specializein2x4 #1 (1750F). We also offer sPecified lengths uP to 26' :==-

rechnicdl rnnovatton mare i

How to tell the forest fromthe ffees.

VV hen it comes to cedar, there's a lot more than meets they eye. Knowing which cedar is which can make picking the right wood for your job a whole lot easier.

What is "Cedar," anyway?

"Cedar" is used as a catch-all phrase for a number of coniferous softwood trees. They're often lumped together because they all have similar physical propertiesincluding white sapwood and reddish heartwood. The only true Cedars (genus Cedrus)Cedar of Lebanon, Deodor. and Atlas Cedarare native to the eastern Mediterransan. northern Africa, and the Himalayas. Vith their needlelike leaves, these conifers are a far cry from the uees we call "cedar."

Of the many not-so-true "cedars," three types dominate the fields of construction and remodeling.

Found throughout the Eastern U.S., Eastern Red Cedar is known for its distinctive fragrance. Often called "aromatic cedar," this tree is actually a juniper (Juniperus virginiana). It is preferred for use as a closet and drawer liner, and in the manufacture of storage chests. It is seldom used as a construction material.

Ifestern Red Cedar (actually a member of the cypress family) is known to botanists as Giant Arborvitae. It grows along the Pacific Coast from southern Alaska down through western 'Washington and Oregon. It's also native to the wetter, mountainous regions of southeastern British Columbia, northeastern Vashington and northern Idahowhere it is known as Inland Red Cedar. A popular building material, $i'esrern Red Cedar can be split easily into shakes and fence posts, and offers excellent resistance to decay due to a naturally occurring fungicide.

Incense Cedar isn't a rcal cedar either, though its latin classification (genus Calocedrus) translates as "beautiful cedar." It grows abundantly throughout the lower mountain forests of northern California and southern Oregon. The wood is soft, lightweight, and very rot-resistant. Fine straight grain, excepO 1988 P&M Cedar Products, Inc.

tiond dimensional stability, and the absence of resinous pitch pockets also are hallmarks of this species. And, they're the reason Incertse Cedar has been preferred for over 150 years by the manufacturers of pencilsthe most-machined wood product in the world. Today more than 100 pencil companies in over 50 countries rely on Incense Cedar as their raw material.

The "hidden" differences.

The inherent characteristics of Incense Cedar which make it the preferred wood for pencils also make it highly desirable for use as an appearance wood. P&M Cedar Products has recognized the myriad of product opportunities offered by this valuable species.

Today, P&M Cedar is recognized as the largest, most etperienced manufacturer of quality Incense Cedar productsCedarPro@ siding and decking. For exceptiond on-the-job performance, all CedarPro Incense Cedar Siding is kiln-dried and graded to specifications which exceed industry standarG. P&M covers each CedarPro unit with a protective wrap to ensure product quality from the moment it leaves the mill until it arrives at your yard. And P&M's manufacturing experience ensures consistent product availability and fast turnaround of special orders.

Making the right choice.

Choosing the right cedar for the job is half the battle. Choosing the right source is the other. lVe invite you to contact your local CedarPro distributor for a comprehensive look at the complete line of CedarPro products and customer services. Or, call P&M Cedar Producrs todav at2091957-6360.

Dlstdbutors

NORTHEAST

GEORGE MCQUESTEN CO.

Iron Horse Park

North Billerica, MA 01862

(617) 663-343s

MID.STATE LUMBER CO.

20O Industrial Parkway

Branchbug, NJ 08876

(2Ot) 72s-49OO

SOUTHEAST

FURMAN LUMBER CO.

89@ Henkels Ln.

Annapolis Junction, MD 207O1

(3Ot) 792-2234

EARL RAIFORD LUMBER CO.

PO. Box 5498

Asheville. NC 28813

(7O4) 253-sffi7

EPPERSON LUMBER SALES, INC.

PO. Box 1559

Statesville, NC 2A677

(7O4) 873-4321

WOODFORD PLYWOOD

P.O. Box l73l

Albany, GA 31703

(9r2) 883-49OO

Branches in Alabama, Georgia & Florida

I.AKE STATES

EMPIRE WHOLESALE

P.O. Box 249

Akron, OH 443O9

(216) 4344545

DETROIT FOREST PRODUCTS

35135 Glendale

Livonia, MI 48150

(313) s22-0610

BOEHM.MADISEN

Nl6 W22l0O Jericho Dr.

Waukesha, WI 53186

(4t4\544-4ffi

NORIIIWEST

HUMPHREY LUMBER CO.

PO. Box 99943

Ibcoma. WA 98499

(206) s84-6263

I'PPER MID WEST

CANION LUMBER CO.

PO. Box 9328

Minneapolis, MN 5Y4G9328

(6t2) 42s-r40o

WEST

AII..COAST FOREST PRODUCTS, INC.

PO. Box M

Chinq CA 91708

(7t4) 627-8ssl

ATL.COAST FOREST PRODUCTS, INC.

End of Railroad Ave.

PO. Box 9

Cloverdale, CA 954250009

(7O7) 8944281

CEDAR WEST CORP

P.O. Box5224

Denver, CO 8O217

(303) 294-9lol

Trucks: To buy or not to buy

'f O BUY or not to buy. That is the I question. Alas. in the case of whether or not to own your own fleet of trucks, there are three answers possible. Own it, lease it or hire an independent carrier.

Leasing requires a much smaller investment than purchasing, and leasing companies continue to make their offers more attractive. The lumber dealer receives a like-new vehicle, but before it starts wearing down, he will be rid of the truck and the payments. He also has direct supervision over his own crew of drivers.

Barr Lumber Co.. Los Alamitos, Ca., has always owned its own fleet, but last year took a serious look at leasing. In the end, the firm decided to buy three more new vehicles to add to its fleet of almost 20.

"Leasing is growing less expensive," admits Barr Lumber Co.'s yard manager Garrit Vos, "but we still find it's cheaper all the way around to buy and run them ourselves. Also, there are too many problems with other companies having the trucks we need. To haul lumber, you need special roller beds. A lot of times you take (the vehicle) off road, so it will require a special transmission and rear end and heavy duty springs. Then when the companies get the trucks back they don't know what to do with them."

He continues: "lnsurance for your own fleet is going up, just like everything else. But it's still something you pay for when you lease a truck."

And Barr Lumber Co. knows first hand that its fleet is kept finely

Story at a Glance

Should the lumber dealer buy, lease or rent his trucks?. supervisors who have seen all sides explain their companies' choices.

tuned. "We have our own mechanics on the premises, so if there's a problem, we get right on it and it's fixed immediately," says Vos.

Home Depot, Fullerton, Ca., uses a private carrier for deliveries out of both its individual stores and distribution centers. A banner with the Home Depot logo is simply draped over the truck company's name.

"l've run too many of my own fleets over the years," says Home Depot's director of distribution and transportation, Mike Spada. "l wouldn't sleep at night until I knew all my drivers had arrived safely. We haven't had anybody get hurt and have had minimal accidents, but you just worry about these guys traveling across country."

The independent carrier relieves the lumber company of a huge burden of responsibility with safety, personnel and maintenance. Home Depot has found price to be negotiable.

"lfyou own your own trucks, you want a fleet that's lean and mean. If you need six trucks, you buy five. But a truck company will need six and he buys eight. He has to have them around. It's his business," says Spada.

Service has been superb, he says. "People who deal with us are very sensitive to our needs, perhaps because we're such a major account. I guess he who has the gold makes the rules. If you have 100 stores and another guy has two stores, the carrier is going to react to the guy with 100 stores a lot quicker. It'sjust good business sense."

Therefore, Spada admits a smaller company might not be able to rely on the independent trucker as heavily as Home Depot has. And the tricky truck question can remain a threeedged sword.

Ways to cut delivery costs

I F SOMEONE were to ask you how I long it takes to "turn around" one of your delivery trucks once it returns empty to the yard, what would your reply be?

Almost everyone I have asked that question of in the last l0 years has replied "about 30 minutes." Through the simple expedient of using either a time card and clock or a Trip Ticket, it was easy to determine that reality was something quite different.

The actual Turn Times were in fact right at l:30 per truck for those measured. In an eight hour day, when two trips are made, this is 3 hours or 37.50/o down time for the truck. The major cause of this waste is lack of planning and management and/or using drivers to pick and load their own trucks.

If you think about it, any prestaged trip can be loaded in l5 minutes or less. When this potential is reached, the down time for two trips per day drops from 3 hours to 30 minutes.

A good ball park cost figure by the hour for a 2.5 ton truck and driver is $18. Using them for delivery 2.5 hours more per day, as opposed to waiting to be loaded, is like finding $45. Weekly this is $225 and annually it's $11,700 per truck and driver. The money saved gets more serious, the more trucks and drivers you have.

How can one harvest this bonanza?

SET UP A PICKING AND LOADING PLAN:

(1) Determine that all trips will be pre-loaded to insure timely departure and minimum turn around time.

(2) Identify and delineate the exact area in which to stage these

loads. You can mark off dimensions of each of your truck beds on the ground for this purpose. Some dealers build platforms and headache boards.

(3) Set performance standards for the people doing the picking and loading. Experience has shown that on average one person can pick one stop every l5 minutes. In an eight hour day, less two l5 minute breaks, there are thirty l5 minute units. Thus one order picker should be able to call out nominally 30 stops per day.

(4) Each trip should be loaded from the staging area to the truck in 15 minutes. If the same person does both picking and loading, the time required for each increment should not change, just the mix. Six trips of four stops should take twenty-four l5 minute segments to pick and stage and six 15 minute units to on load.

(5) Some dealers use containers, wraps, banding, etc. which affect performance standards in the delivery loading process. Experiment and find out what works for you.

ESTABLISH & PUBLISH A DELIVERY POLICY:

(1) Decide orders received before

Story at a Glance

How you can control .. delivery expense with "turn around" techniques. suggestions for procedures, policies, performance standards and work rules. .ways to improve the bottom line.

noon will be delivered on the next work day following placement.

(2) Recognize that there will be exceptions to this and handle them individually by charging for same day service or waiving the rule when deemed advisable. Policies are designed to give yard people time to service the customer on a routine manageable basis most of the time.

SET UP OPERATING PERFORMANCE STANDARDS:

(1) Determine trips will be full truck loads or a minimum of four stops. For most dealers this will mean fewer trips, fewer turn arounds and an average of about three stops per trip.

(2) Set turn time average at no more than 20 minutes each and monitor it weekly using a Trip Ticket or a time card to record in and out times.

ESTABLISH OR REVISE WORK RULES FOR DRIVERS.

(1) Establish that drivers will deliver all scheduled loads before being used in other capacities.

Q) Announce all breaks and lunches will be taken and timed from and to the yard. During this time trucks are being loaded. (Lunch and two breaks represent about one hour during which three on loadings can and should take place. This will result in an average turn time for three of 20 minutes each.)

A good exercise to undertake before gearing up to harvest the benefits of reducing "turn around time" is monitoring your operation for a couple of weeks

trIELIVE]IY TFIIP PLAN

(1) Have each driver punch a special time card every time he leaves and returns to the yard.

(2) Note the number of stops or deliveries made for each trip on the card.

(3) Take a polaroid picture of the truck bed as each load leaves the yard.

As an optimist, you'll believe each truck is half full and as a pessimist you'll think each is half empty. Either way, you can begin to improve when you're dealing with accurate information.

Transportation

regulation update

THE NEW YEAR brings into fo- I cus regulations recently adopted by the IRS, the Federal Highway Administration and Department of Iransportation affecting those who use motor vehicles in their businesses and/or employ drivers. The following capsule explanations give brief summaries of rulings possibly applying to dealers. They are only intended to indicate areas which should be investigated further.

Truck drivers under age 2l can not be used to deliver material across the state line since this is considered interstate commerce, subject to federal regulations. Dealers with a trading area extending into neighboring states should keep this in mind when hirine drivers.

Owners/operators of petroleum underground storage tanks are now required to demonstrate financial responsibility for the costs of corrective action and compensation of third parties resulting from the release of petroleum products lrom USTs. The intent is to insure that those responsible promptly clean up leaks and compensate those damaged by any release.

In many jurisdictions, a truck owner can be held liable for an accidenl if he permits a person with a poor driving record to operate the vehicle. Evaluation of driving records is an important part of the driver selection process.

It is recommended that driving records lrom each state in which the applicant holds a license or permit be investigated for at least the prior three years. A copy of each state's response should be retained in the driver's employment file. In addition, when former employers are conlacted as references, a record of the date contacted, name and address of the person reached and comments should be included in the driver's file.

Three or more accidents and/or minor violations or one or more major violations within the past three years should make a driver unacceptable. Major violations include driving under the influence of alcohol or drugs, a violation resulting in death. refusing to take an alcohol test, leaving the scene ofan accident, any license revocation or suspension, driving 25 mph or more over the posled speed limit, driving while a license is revoked or suspended, evading arrest.

A commercial vehicle with a gross vehicle rating of 10,000 pounds or greater crossing state lines must be identified on both sides with the name or trade name of the motor carrier; the city or community and state where the carrier business or vehicle is based: the molor carrier identification number preceded by ..USDOT.''

Story at a Glance

Capsule explanations of recent regulations affecting trucks and drivers...financial responsibility ruling for UST owners ...lRS deductions.

If the owner and operator are two separate people, only one is required to demonstrate financial responsibility, but if neither meet the requirements, both will be held responsible. The regulation will take effect on Jan. 24 for non-petroleum marketing firms with USTs and a tangible net worth of $20 million or more. Firms with a net worth less than $20 million must comply by Oct.26. 1990.

Each state will be responsible for implementing the regulations. More infbrmation is available from the EPA RCRA Hotline. (800) 424-9346.

Flat mileage charges are allowed by the IRS as deductions for business use of cars. For 1988 this amount has been raised to 244 a mile for the first 15,000 miles. This is an increase from the previous 22.5t per mile.

If the vehicle carries the name of a company other than the operating carrier, the name of the operating carrier and its location must be preceded by the words "operated by." These markings must be readily legible at a distance of 50 feet during daylight hours while the vehicle is stationary. Magnetic or removable identification devices are allowed if they meet all requirements.

Off road users of diesel luel now qualify for tax exemption when they make bulk purchases following IRS procedures. They are eligible to file a refund claim for any tax paid after March 31. 1988.

IJUNDREDS of millions of dolI llars are lost each year through improper materials handling. Whether it is damage of product, accidents with equipment or personal injuries, the financial losses to a dealer can be staggering. When losses can be avoided, you create a savings for your company.

Productivity is directly related to the safe, efficient moyement of goods which can be achieved by lift truck operators following safety guidelines. Operators who exercise safety on the job are more efficient drivers. They perform their materials handling work without waste or accidents.

Since lumber is often unloaded from a railway car, it is important that operators of lift trucks observe the "rules of the railway" to ensure safety during materials handling transit.

The following procedures developed by Hyster Co. can serve as a company policy for safe and practical operation oflift trucks in boxcars.

(1) Safety Check Inspection

The operator should always begin each shift with a thorough check of the equipment to spot any maintenance problems.

Carefully check the condition of the boxcar floor for weak spots. The car should be free of dirt or debris. Also, inspect the sidewalls and car rooffor projecting nails, loose boards that could puncture or snag packaged materials.

Use proper handling devices to set and remove the bridgeplate. The bridgeplate needs to be strong and sturdy enough to support you, the load, and the lift truck.

(2) Installing Warning Signals

To prevent the railcar from moving while you are inside, make sure the wheels are blocked and a blue flag is displayed. The blue flag is a signal to train crews that the car should not be moved. Remove the blue flag and wheel blocks when finished.

Another safety precaution, make sure the switch warning lights and rails are properly positioned to prevent a train crew from coupling to the car.

(3) Entering/Exiting the Boxcar

Approach railroad tracks with caution. Stop completely and look both ways before proceeding. Cross

lmproper load handling dumps profits

the tracks slowly and at an angle to reduce load instability.

Always look in the direction you are traveling. If your front vision is obscured, travel in reverse.

As you approach the boxcar, never open the doors with the lift truck's forks. This can damage your equipment, boxcar doors and could tip the lift truck.

When moving into or out of the boxcar, cross the bridgeplate at low speed with the load low for stability and at an angle for load clearance. Inside the car, loads are stacked tightly against each other to minimize shifting. Never push objects with the lift truck's forks, instead turn the truck around and push with the counterweight.

(4) Maneuvering On Loading Docks

On a loading dock, there should be a painted strip to indicate the minimum safe operating distance from the edge. Stay inside the line to protect you and your equipment.

Never drive straight up to the unprotected edge of a dock or other drop-off. You may not be able to stop in time to avoid going over the edge, especially with a heavy load.

(5) Traveling On A Grade

Travel forward when going upgrade with the load tilted back enough to cradle it.

Travel in reverse when coming down a ramp.

When traveling downhill on a ramp or incline without a load, keep the forks pointed downgrade. At the

Story at a Glance

Guidelines for safe loading and unloading of railroad cars. rules you can follow to train operators. procedures to reduce damage, accidents and injury.

bottom of the ramp, raise your forks enough to keep them from digging into the ground.

If your lift truck has a load-handling attachment, operate as if you were carrying a partial load, even when traveling empty.

(6) Parking And Fueling Your Lift Truck

If you park near the railroad tracks, park at a minimum distance of eight feet from the rails.

Avoid parking your lift truck on an incline unless you chock the wheels for extra security.

On level ground, lower the forks until the tips are on the ground, set the park brake, neutralize the controls, and turn off the engine.

Fuel your lift truck only in designated areas, well away from sources of heat or open flames.

Because a company's profits can depend on the safe and efficient movement of products, lift trucks, driven by skilled operators, become key components in a company's success.

Vehicle inspection procedure

As developed by D.O.T. Office of Motor Carriers

STEP 1: Left Side of Cab Area

Note general condition

Left front wheel

o Condition of wheel, especially cracks, rim-missing, rims bent, or broken studs, clamps, lugs

o Condition of tires - properly inflated, valve stem not touching wheel, rim or brake drum, valve cap in place, no serious cuts, bulges, tread wear, or any signs of misalignment

o Wheel bearing and hub - no obvious leaking

Left front suspension

o Condition ofspring, spring hangers, shackles, U-bolts - no cracks, breaks, shifting.

o Shock absorber condition

Left front brake

o Condition of brake drum

o Condition of hoses

o Check air chamber mounting

o Check slack adjusters

STEP 2: Front of Cab Area

Condition offront axle

Condition of steering system

. No loose, worn, bent, damaged or missing parts

Condition of windshield

o Check for damage and clean if dirty

o Check windshield wiper arms for proper spring tension

o Check wiper blades for any damage, "dead" rubber and securement to aim

Lights and reflectors

o Cab parking, clearance and identification lights should be clean, operating and proper color

o Reflectors clean and proper color

o Right front turn signal light clean, operating and proper color

STEP 3: Right Side of Cab Area

Check all items as done on left side of cab area

STEP 4: Right Saddle Tank Area

Right fuel tank(s)

o Securely mounted, not damaged or leaking

o Fuel crossover line secure

o Tank(s) full of fuel

o Cap(s) on and secure

Condition of visible parts

Rear of engine - not leaking

. Transmission - not leaking

. Drive shaft - looks OK

. Exhaust system - secure, not leaking, not touching wires, fuel or air lines

o Frame and cross members - no bends, cracks or breaks

o Air lines and electrical wiring - secured against snagging, chahng

STEP 5: Trailer Frontal Area

Air and electrical connections

o Glad hands properly mounted, free of damage. not leaking

. Electrical line receptacle properly mounted, free of damage; plug adequately seated and safety catch engaged to prevent accidental disconnect

o Air and electrical lines properly secured against tangling, snagging, and chafing, with sufficient slack for turns

Lights and reflectors

. Front trailer clearance and identification lights - should be clean, operating and proper color

o Reflectors, clean and proper color

STEP 6: Right Rear Tractor Wheels Area

Dual wheels

o Condition of wheels and rims - no missing, bent or broken spacers, studs, clamps or lugs

o Condition of tires - properly inflated; valve stems not touching wheels, rims or brake drum; valve caps in place; no serious cuts, bulges, tread wear, or any signs of misalignment and no debris stuck between them

o Tires. same type, e.g., not mixed radial and bias types

o Tires evenly matched (circumference)

o Wheel bearing and hub - no obvious leaking

Tandem axles

. Repeat wheel/tire inspection as above

Suspension

o Condition of spring(s), spring hangers, shackles and U-bolts

o Axle alignment

Brakes

o Condition of brake drum(s)

o Condition of hoses - look for anv chafing

o Check slack adjusters

o Check air chamber mounting

o Check spring brakes

STEP 7: Rear of Tractor Area

Frame and cross members not bent, cracked or otherwise damaged or missing Lights and reflectors

. Tail lights and turn signal lights operating, clean, and proper color Air and electrical lines properly secured to frame, not damaged or chafing

STEP 8: Coupling System Area

Fifth wheel 1ower)

o Securely mounted to frame

o No missing or damaged parts

o No visible space between upper and lower hfth wheel

o Lockingjaws around the shank and not the head of kingpin

o Release lever properly seated and safety latch lock engaged

Fifth wheel (ypper)

o Kingpin not worn, bent or damaged

Sliding Jifth wheel

. Mechanism not worn. bent. damaged or parts missing

o Properly lubricated

o All locking pins present and locked in place

o If air operated - no air leaks

o Check that fifth wheel not so far forward that tractor flrame will strike landing gear during turns

Air and electric lines visible from this pout

o Should be secure from dangling, snagging and chafing

o Should be free from damage, oil and grease

STEP 9: Right Side of Trailer Area

Front trailer support ([anding gear or dollies)

o Fully raised, no missing parts, not

bent or otherwise damaged

Crank handle present and secured (typically on left side)

. Ifpower operated, no air or hydraulic leaks

Spare tire(s)

. Carrier or rack not damaged

o Tire and/or wheel securely mounted in the rack

o Tire and wheel condition adequate for a spare, proper size, properly inflated

Lights and reflectors

o Trailer side clearance lights clean, operating and proper color

o Reflectors clean and proper color

Frame and Body

o Frame and cross members not bent, cracked, damaged or missing

o Body parts not damaged or missing

Proper placarding

STEP 10: Right Rear Trailer Wheels Area

Dual wheels

o Conditions of wheels and rims - no cracks, missing or bent rims, broken spacers, studs, clamps or lugs

o Condition of tires - properly inflated; valve stems not touching wheels, rims or brake drum; valve caps in place; no serious cuts, bulges, tread wear, or any signs of misalignment and no debris stuck between them

o Tires same type, e.9., not mix radial and bias types on the same axle

Tires evenly matched (circumference)

o Wheel bearing and hub - no obvious leaking

Tandem axles

. Repeat wheel and tire inspection as above

o If equipped with sliding axles, check position and alignment; look for damaged, worn or missing parts; all locks present, fully in place and locked against fallout

o Flexible air lines not cracked. cut. crimped or otherwise damaged; secured against tangling, dragging, chafing

Suspension

o Condition of spring(s), spring hangers, shackles and U-bolts

o Axle alignment

o Condition of torque rod arms, bushings

Walkaround Sequence

Transportation Special lssue

Brakes

o Condition of brake drum(s)

o Condition of hoses, lines, valves

o Check slack adjusters

o Check air chamber mounting

o Check spring brakes (if so equipped)

. Drain moisture from air tank, close petcock

STEP 11: Rear of Trailer Area

Lights and reflectors

o Rear clearance and identification

r lights clean, operating and proper

color

. Reflectors clean and proper color

o Tail lights clean, operating and pro-

Per color

Carso securemenl

o Cargo properlv blocked' braced'

tied. chained, etc.

o Tailboard up and properly secured

. . End gates free of damage. properly i secured in stake pockets

o Canvas or tarp (if required) properly lashed down to prevent water

damage, tearing, billowing or block-

age of either the mirrors or the rear

lights

. Rear doors securely closed, latched/ I tocked; required security seals in

, Place

o Underside guard in Place - not i cracked, bent or broken

STE"P 12: Left Rear Trailer Wheels

\ Cl eck all items as done on right side ex' 'r cept for air tank draining

\ srnP 13: Left Side of Trailer Area

\ Cneck all items as done on right side and g check any trffic side doors

STEP t4: Left Saddle Tank Area

Check all items as done on right saddle tank area except for spare tire plus:

o Battery (if not mounted elsewhere)

o Battery box securely mounted to vehicle

o Box has secure cover

o Battery(s) secured against movement

o Battery(s) case(s) not broken or leaking

o Fluid in battery(s) at proper level for non-maintenance free batteries:

- Cell caps present and securely tightened

- Vents in cell caps free of foreign material

Will a merger put rail shipping back on track?

DAILROADS are on the fast track to recapturing lumFlUer shipping customers, says the Southern Plcific, demonstrating their point with an immediate reduction in freight rates for lumber in the West Coast corridor.

Rio Grande Industries' Oct. 13 purchase of the Southern Pacific Transportation Co. has resulted in the fusion of the venerable Southern Pacific and Denver & Rio Grande Western railways, forming the nation's fifth largest rail network. With 15,000 miles of track in 15 states, the company (operating under the Southern Pacific banner) vows to bring what it calls welcome financial relief to western lumber markets.

Story at a Glance

Combined Southern Pacific and Denver & Rio Grande Western railroads otfer lower lumber freight rates, more direct routes. improvements extend to rolling stock, track and yard the new SP challenges truckers and other railroads for lumber shipping orders.

In addition, says Rio Grande Industries chairman Philip Anschutz, the merger "willgive us operating flexibility and new competitive clout to go head-to-head against the trucks and other mega-merger rail lines."

The railroad has reduced per-car lumber rates by up to 100/o - depending on shipper location and type of rail equipment used - between origins on SP lines in Oregon and California and SP destinations in California, Arizona, New Mexico and Nevada.

Freight rates for lumber should be about $7 per thou-

sand board feet less than similar motor carrier charges, claims the SP.

The railroad assumes the rate decrease will encourage utilization of SP's varied flatcar fleet by equalizing the price per thousand board feet for each equipment type.

SP is also reopening its Modoc Line through portions of Oregon, California and Nevada, "a 258-mile short cut for the Northwest shipping community," says Southern Pacific president Mike Mohan.

Mohan insists the reopening of the line along with other planned improvements "will remove days, rather than hours, from schedules and improve transit time reliability."

Four new routes between Eugene, Or., Northern California, St. Louis, Mo., and Memphis, Tn., have also been introduced.

Other improvements include the addition of 50 new fuel-efficient, high horsepower locomotives, 80 new double-stack container cars. 150 new 73-ft. center beam flatcars, and system-wide track and yard upgrades.

Now SP is hoping that lumber shippers, when faced with the same transportation choices, will choose the rail of the species.

HomeClub, Inc. will open 100,000 plus sq. fi. warehouse stores with nurseries in Oxnard and Santa Maria, Ca., this month; in Las Vegirs, Nv., and Martinez, Ca., next month and Fontana. Ca.. in the spring . .

Tualatin l,attey Buitttars .\'trpply will build a full service lumber yard in Gresham, Or., for a late spring opening . . Yardbirds, Petaluma, Ca., plans to build new stores in Fairfield and Vacaville.Ca....

&ilders Dist'ount has opened a 101,000 sq. ft. store in a former Gemco in Simi Valley, Ca. Manzanita Lumber Co., Tillamook, Or., is celebrating its 25th anniversary ... Butte4;lield Lumber lnc., Midvale, Ut., is now an author.ized Olympic machinecoat 0perafron

National Lumbt,r & Su1tply. Fountain Valley, Ca.. lost $1.67 million on its 20 stores in its thirdquarter...

Havwarcl LLmber (b. has lost its Junipero Ave. site in Carmel, Ca., with the sale of the property to the city . Diamond Lumber, Inc., and .41's Et'onomy Center have been closed in Paradise. Ca. American Lumber Co. is closing its Turlock and Oakdale, Ca., stores; the Modesto, Ca., flagship unit, which is observing its 64th year, is not aflected . .

O'Maltey Cos., Phoenix, Az., is reorganizing its retail div. (see p. 4t for story) ...

Hantpton 4.Lfiliares has purchased equipment at the longago liquidated Grry Roberts Lumber Co., Toledo, Or., fron'r Georgia-Paci/ic who will tear down the mill to use the land. which is surrounded by other CiP-ownedproperty...

Combs Lumber, Inc.. Arcata. Ca.. held a bankruptcy auction Jan. 10, offering its sawmill and planer

Perr.v H. Koplik d .Sbrs, Portland, Or,, has acquired Fallov' Fores( Produds, Lake Oswego, Or... . Cali.farniu .Sugar & Ilestern Pine Agency. Redwood City. Ca., has opened a full service wholesale lumber brokerage div. in Modesto, Ca., specializing in treated wood products. Roy Liles and Don llratcher in sales

Weyerhaeuser's ('ustotner Service Cenler, Fontana, Ca., won the Top Team award for the 3rd quarter from Weyerhaeuser's Western U.S. region Tradewesl Hardw,ood. Rancho Dominquez, Ca., which just opened an office on the Big Island of Hawaii, is celebrating its 5th anniversary in business

Empire Wholesale Lumber Co. has a new Underwood. Wa." office. Jim Sherwood in charge . Bunts Lumber ('o. has moved with an address chanse of Box 10100, Van Nuys, Cir., 9l+10; telephone: (818) 891-9969; FAX 8 r 8-891 -4411

Man,-ille Corp., Denver, Co., has had $102 million in fees and expenses for lawyers, accountants and investment bankers who worked on the co.'s 6 year bankruptcy proceedings ap- proved by a U.S. bankruptcy judge.

Lat'o Lurnber, Woodland, Ca., will be a first time exhibitor at the National Home Center Show in March .lones Stevedoring with operations in Washington and Oregon is celebrating 130 years in business . .

January 1989

Tetott ,\ales-D7', lnt'., Cheyenne, Wy., has been formed by Devils Tower Forest Products and Teton West Lumber Ctr. as a sales agent for Neiman and Blacktail Mills, Hulen, Wy.

A preliminary injunction against Cooper Industries by The .Stanley Works for trademark infringement, was denied in N.C. ..

Wood Foundatiorts Institute. Toledo, Ia., a new group, is expanding its educational program . the United States Douglas Fir Crosscnn Manu.fat'turers .4ssociation has been formed with headquarters in Eugene, Or.

The 4merit'qn Plvwold 4ssociationis slated to reieive $4.7 million from the Dept. of Agriculture's Foreign Agricultural Service to promote U.S. wood products in Hurope.,. construction contracting rose 3%t in Nov. (latest figs.) as non-residential building and housing rose

U.S. lumber expotts of 2x4 and larger franring lumber to Japan are at record figures as platform housing starts in Japan are near an all time high of 52,000 , 43.7 million kitchen cabinet and bath vanity units will be sold this year according to a National Kitchen Cabinet Association survey.

U.S. tariffs on cedar shakes and shingles from Canada will be maintained at 2Aoh (a drop lrom the 35ob imposed in June 1986) for this year, then l0% for a year and 5oln for 6 months

California was called the honest nnrket in the country as new home sales rose 3.5% in Ocr. (latest U.S. Bureau of Census figures) fixed rate home mortgages were averaging 10.68 at the end of Dec., down slightly from a high of 10.71 ,

Housing slarls climbed 1.4V0 in Nov. (latest figs.) to an annual rate of 1,563,000 units . single family starts were up 0.8%: starts on multis of 2 to 4 units. 3.201r.5 or more units up 3o/n . . . permits edged up 1olo

Flbreboard Selling Losing Units

Fibreboard Corp., Concord, Ca., plans a major restructuring, concentrating on its core building products business and selling off underperforming or nonessential operations.

Fibreboard expects to sell by early 1989 the fiberglass insulation plant in Tucker. Tx.: the sawmill at Burney, Ca.; the printing plate group, with plants in Seattle, Wa., and Los Angeles and Emeryville, Ca., and the trucking operation serving California's paper industry. It will write down the value of its hydroponic fresh produce business.

Together, these operations had sales of $22.8 million with operating losses of $3.7 million during 1988's frrst three quarters. The sale of the businesses, currently "handshake deals," should bring about $8 million.

The company is also looking for a buyer for its profitable Northstar-atTahoe ski and golf resort.

Chairman and president Lawrence C. Hart said, "We believe that focusing our resources on the more profitable, higher growth parts of the building products business offers the straightest path to the long-term values we seek for our shareholders."

Separately, Fibreboard has struck a deal with Continental Casualty Co., under which the insurer will pay all defense costs and 400/o of settlement costs to some of the 46,000 people who claim they were injured by Fibreboard's asbestos products prior to March 1959.

Wood Architecture Program

Pope & Talbot, Portland, Or., has contributed a $2,500 grant to the national Student Design Award Program, which challenges competing architectural students to design a non-residential building using wood as the structural material.

Last year, 1,300 students from 75 schools entered the comPetition. The seven-year-old program, funded entirely by grants from the wood products industry, is a joint venture of the Collegiate Schools of Architecture and the American Wood Council, of which Bob Courtney, v.p., wood products marketing, Pope & Talbot, is vice chairman, treasurer and steering committee chairman.

a Very Early Staee a Pacific Southeast Forest Products

Quality Control Starts at Whatever happened tol-. .?

Chuck Rose, known by his colleagues in the Portland, Or., area as "suitcase Charlie" in the 60s and 7Oidue to the frequency of his travels across the nation as North Pacific Lumber's goodwill ambassador and star salesman, Chuck's traveling is now betw:een Portland and his second home on the Oregon Coait. Rose is thoroughly enjoying the leisurelv wavs of the retired.

Chu'ck's career was distinguished in that he had only one employerfrom the time he leficollege in 1959 until he hung up his heddset in 1986. Doug David was iust getting.North Pacific going good in 1959 when he g,ave Rose a shot at selling wood over the bhone. The company ha-d l+ employees then. Twenty seven years later, when David gave Chuck his'final check, the firm had Srown to over 400.

lt took Rose only two years, 1960 and '61 , to qualify for United Airlines 100,000 mib club and that's a lot of trips to Nebraska. From 1960 to 1975 Chuck spent more time in airports than .lohnny Carson spends on vacation. '

Charlies's lifestvle was chanqed a little in 1970 when he got married.lt chansed a lot when he Secame a daddy in1973. Chuik made a statement" about his lighthearted outlook on life on the day his daughter was born by na--ming her C.D. Rose. She is now a beautiful 15 y"ear old and her many admirers sincerely hope that she will run for Portland Rose Queen two years from now. Wouldn't it be something to have a Rose Queen named C.D. Rose?

On The Serious Side

I keep reading about sightings of spotted owls in areas of virgin timber that are about to be logged. As'a consequence, logging plans are often curtailed by the courts. I know that spotted owls preter these tvoes of areas to live in, but a person gets the impression that one of 'these critters would shrivel up and dle if it happened to drift into an area that had been previously logged' Surely the.re must be a few owls who don't really mind living in an area where logging once occurred.

Foresters Arise!

Let's hear about those spotted owls seen nesting in logged over areas. We're coming in a w'eak second place in the propaganda war on the various endingered species that inhabit the woods. Soon big loss will be an endan-g,ered ipecies and mouldings & millwork can't bi made out of Chris[mas trees and poles.

ll::liliil.ffi,E.E.*ET:n.ij,lii'jttti::i:'J

JANUARY

Western Wood Products Association - Jan. 9, district meetings, Sheraton Airport, Portland, Or.l Coeur d'Alene Resort, Coeur d'Alene, Id.; Jan. 10, Riverhouse. Bend. Or.; Valley River Inn, Eugene, Or.; Jan. 11, Host International Hotel, Sacramento, Ca.; Jan. 12, Marriott's Camelback Inn, Scottsdale, Az.

Mountain States Lumber & Building Material Dealers Association - Jan. 10, blueprint reading seminar, Denver, Co.; Jan. l3-14, residential framing/lumber estimating seminar.

Lumber Merchants Association of Northern CaliforniaJan. 13, board of directors meeting, Monterey, Ca.; Jan. l3-14, management seminar, Asilomar State Park, Pacific Crove_. Ca.

National Housewares Manufacturers AssociationJan. 15-lE, international housewares exposition, McCormick Place, Chicago, ll.

Mountain States Lumber & Building Material Dealers AssociationJan. 16-18, residential framing lumber estimating seminar, Phoenix, Az.

Western Building Materials AssociationJan. 16, district meeting, F'airbanks, Ak.; Jan. 17, Anchorage.

Oakland Hoo-Hoo ClubJan. 17, initiation meeting, Francesco's Restaurant, Oakland, Ca.

Black Bart Hoo-Hoo ClubJan. 18, annual Industry Night, The Broiler Steakhouse, Ukiah, Ca.

Humboldt Hoo-Hoo ClubJan. 19, annual crab feed, Eureka Inn. Eureka. Ca.

Spokane Hoo-Hoo ClubJan. 19, initiation, Club Night and Past Presidents Night, Spokane, Wa.

Inland Empire Hoo-Hoo ClubJan. 20, dinner/initiation, Indian Hills Country Club, Indian Hills, Ca.

Shasta Cascade Hoo-Hoo ClubJan. 20, initiation meeting, , Redding, Ca.

Western Building Materials AssociationJan. 24, district meeting, Spokane, Wa.; Jan. 25, Pullman, Wa.

Western Building Materials AssociationJan. 26-29, Young Westerners Club conference, Tacoma Sheraton, Tacoma, Wa.

FEBRUARY

Inland Empire Hoo-Hoo ClubFeb. 3, Lakers trip, The Forum, Inglewood, Ca.

Central Builders Supplies Co.Feb. 8-9, annual buying show, Commonwealth Convention (lenter, [-ouisville, Ky.

National Building Material Distributors AssociationFeb. 8-9, selling skills workshop, San Francisco Airport Marriott, San Francisco, Ca.; Feb. 10, sales management workshop.

Los Angeles Hardwood Lumberman's ClubFeb. 10, Old Timers Night, Embassy Suites, Downey, Ca.

California Hardware Co.Feb. ll-12, Sentry market, Pomona Fair Grounds, Pomona, (la.

Western Building Materials AssociationFeb. 13, district meeting, Tacoma, Wa.; Feb. 14, Olympia; Feb. 15-16, building materials marketing course, Olympia.

$5":.*

An 8o-ft. Present

To cap off a year-long Long Beach. Ca.. centennial celebration, Fremont Forest Products, Whittier, Ca., delivered a live 80-ft. fir tree to be decorated for Christmas.

Fremont president Pete SPeek worked with Louisiana-Pacific general manager Joe Wheeler who donated the tree to ship 1,300 miles from Feather Falls, Ca., still living and branches intact.

Also helping deliver the gift were trucker Bill Smokes, Jim Walund Trucking, and Fremont traffic manager Angela Stroud.

Speek had previously arranged to ship another huge live tree to the Port of Long Beach in the earlY 1970s. "It wasn't this big, though," he recalled.

Fremont has a nine-acre lumber distribution center in the Port.

LMA Seeks New Executive VP

Lumber Merchants Association of Northern California is seeking a successor for executive vice president Gary Smith, who resigned to become executive director of the Northwestern Lumbermen's Association.

A committee headed by Breeze Cross is reviewing resumes. A selection should be made in January, according to Neil Keefer, president of LMA.

Susan Bobbin is coordinating arrangements for upcoming meetings.

WAY S

the '90s begin at Center Show' for Building Supply Dealers

See exciting new products by more that'1,300 world-lead i ng man ufactu rers of do-it-you rself and professional home improvement products, including:

r lumber and building materials

r building specialties

r hardware

r hand and power tools

. and much, much more

Learn from industry leaders in professional programs featuring timely topics and special displays on successful products and retailing ideas.

Plan to attend The National Home Center Show@-a four day investment offering )0u guaranteed ROl.

For more information, call The National Home Center Show@ HOTLf NE: (312) 63M372, or write The National Home Center Show@, P.O. Box 400, Prairie View, lL 60069, FAX (312) 6344379.

HOME GENTER MERGIHANT

f nnCef owes me two bucks. Don- I na and I were shopping for Christmas gifts at the new Target store in town. I spotted an end cap that featured a package of three blank video tapes. The sign on the end cap shouted in 2 inch letters "SALE. 3-PACK $9.99."

There were also two lines of descriptive copy on the sign in type about the size you're reading right now. I didn't bother to read them.

The top two shelves were filled with Target's private brand of video tape, wrapped as a 3-pack. The bottom two shelves contained a national brand 3pack. Neither one was price stickered.

Target does not individually price their merchandise. The cashiers have a price look-up system that is activated when they ring the SKU numbers. I decided on the national brand and put the purchase in the shopping cart.

Our total purchases that day came to

$62.40. I charged it. As Donna loaded the packages into the shopping cart I examined the register receipt. The video tape was rung at $11.99 not the signed $9.99.

I showed the cashier the error. She checked the newspaper ads and found no indication of the sale. Paging for a department worker to pick up the phone brought no results.

The head cashier came to the rescue. "l know exactly what you mean, I was fooled by that sign yesterday," she said. "Then I found out that it's only the Target brand that's priced at $9.99, not the national brand. Come back to the display with me. I'll show it to you."

By this time Donna had become disgusted with my arguing about two dollars and proceeded to the car. I walked back to the display with the head cashier. "See," she said pointing to the two small lines of type on the sign reading "compare with national brands at $l1.99."

"Do you mean to tell me," I asked, "that your customers will know that the

only sign on this entire end cap does not represent the 3-packs of tape on all the shelves? "

"The national brand is signed at $11.99 on the shelves around the corner," she replied.

"But, you said that yesterday you misinterpreted the sign just the way I did. Don't you think the sign should be changed?" I asked.

"Well, don't blame me, I don't make the signs," she replied defensively.

"But, you do represent the storel" I challenged.

"Would you like to speak to the manager?" she asked, now sorry she ever got involved.

"I would rather talk to him than to the Attorney General for the State of California," I warned.

She disappeared into the manager's office.

"l understand you have a problem," the manager said to me.

"No, you have a problem," I snapped back. "The problem is neither the two dollars nor the incorrect signing. The problem is that Target's people are saving the company pennies and losing customers forever," I told him.

He immediately saw how misleading the display and sign were and ordered it corrected. He also offered to refund the difference when I returned with the cash (Please turn to page 35)

l1|owMANY rimes, as you sat at

I lyour desk shopping competition by reading the local newspaper, have you asked yourself"how can we compete with this?"

It's a question asked of us all of the time from every part of the country. The strange thing about these inquiries is they are generated almost exclusively by newspaper advertising.

As discussions proceed, the apprehension appears to be not only that advertising demonstrates the unbeatable price and assortment of the competitor, but also that it is too expensive for the company we're talking with to create and distribute. Within this limited context, the conclusions drawn are usually accurate, at least from an economic standpoint. Unfortunately, many companies in this position develop a dialogue gridlock that seems to say "if we can't do it

their way, it isn't worth doing anything because we can't compete."

There is no one simplistic solution to this kind of communication rigor mortis. A series of things must happen to get the company on track. First, you must recognize that doing nothing at all is a whole lot worse than doing something. Secondly, you must perceive your place of business as a duck blind to which you want to attract as many birds as possible. As a hunter, would you attempt to do this without a duck call? Third, there are at least l0 ways, other than in a newspaper, to advertise to your customers.

We'll give you the pros and cons of I I different ways you can reach your customers. Because of space limitations, we'll conclude the list with a summary of recommendations next month.

NEWSPAPER

Pros: For most publications there are two readers for each copy printed. Readers of newspapers tend to have higher

incomes than non-newspaper readers. Most papers have special distributions and sections which advertisers can utilize.

Cons: A newspaper has a short life. The cost per column inch is expensive by comparison to almost all other media. Reproduction is generally of poor quality.

RADIO

Pros: Most stations have formatted programming which structures the audience reached. Insertion costs are inexpensive. Messages can be heard both in and out of the home.

Cons: Formatting also means segmented or reduced audiences. Messages have limited life30 to 60 seconds. Numerous impressions are needed before the commercial registers with customer.

TELEVISION

Pros: Information conveyed through both sound and sight. There is a vast available audience. Selectivity is possible because of varied programming.

Cons: Because of the number of commercials aired sequentially, there tends to be clutter for all. Insertion costs are high. In addition, production costs are high.

To be continued next month.

STATIES MOUNTAIN

FRED CARUSO executive secretary

ANAGEMENT'S role as a leader was the key theme emerging from the recent management conference. "Be a leader, not a reactor" and "leaders lead people to better performance" were messages delivered at four general sessions. The theme surfaced as an agenda for action: prepare for the turnaround with sharp management practices, advertise and promote, sell service, educate employees and encourage new ideas.

The first step to positioning for the turnaround is locating your strengths, according to speaker John Conrads, former John Deere & Co. executive. "Your strengths are your experience. workforce, reputation and supplier relations. Weaknesses generally are tendencies to blame things on things outside yourself and to do something because 'we always do it this way' in an everchanging environment," he said.

Speaker Carl Dill, Dill's Best Building Centers. Peekskill, N.Y., advised dealers to look at new opportunities, but to do what you do best, carve out niches, stress products and qualified service. He named "full service" as the future competitive edge for independents.

Of the 96 dealers participating in the conflerence, 68 attended two days while

the remainder attended only the day of computer users group meetings. In 1987, 80 dealers participated.

Roger Wulf, BMC West, Aspen, Co., was installed as president. Four new directors were also elected: K.D. Ker, Max Ker & Son Lumber, Idaho Falls, Id.; Lyn Hendren, Blueher Lumber, Albuquerque, N.M.; Dave Runyon, Babbitt's Home Center, Flagstaff, Az., and Sam Hauert, Grant Road Lumber. Tucson, Az.

THE SOUTHLAND, W

I I ERE we are in 1989, a new year Jl and a new beginning for our legislative bodies, particularly the State Assembly and Senate.

In looking at their activities for the 1987-88 year it is reported that the cost to run the legislature was $238 million. At that rate we really couldn't stomach all the legislation we are paying for.

Some 800/o of the almost 8000 bills introduced were special interest types. Again, it's probably just as well that we didn't get all the legislation we have been paying for.

In looking at the action taken, we find that the legislature did increase their own per diem and increased the allowable size of their staffs and consultants. Again by report, 35 consultants make more money than the Governor.

What the legislature didn't do was to resolve any of the Workers Compensation Insurance problems. We have the highest rates and rank 50th in claims paid to the workers based on state reports. The monies go for attorney fees and other costs, but not to the injured worker.

The legislature did not reform the unemployment benefits. They also did not resolve any road construction problems.

We were blessed with all the insurance initiatives because the legislature did not want to address the problems. There are other areas they didn't get into, such as water systems and infrastructure problems.

So what this says is that 1989-1990 are going to be interesting years. Some of the legislation that was introduced and filed in the last session will be back with us again. And there will be new bills as a part of that 8000 mentioned earlier.

As a member of the Lumber Association of Northern California or the Lumber Merchants Association of Northern California, you are a part of an organiza' tion that is constantly watching the new legislation, evaluating its potential effect on the lumber and building materials industry, and following any bill as it moves through the legislative process.

Western Building Material Association monitors all the legislation and is your voice in Sacramento. Through your association you will receive updates on legislation. From time to time you may be asked to write letters or even appear

at a hearing on behalf of the industry. There is an old adage to the effect that "one who enjoys good sausage and good legislation should never observe the making of either." There are those who would disagree. Those are the letter

writers. Those are the vocal ones who will appear before a committee or visit with their representative and the ones who will be observing the making of good legislation by taking part in shaping it. With respect to sausage, I watched my father make it many, many times and I never tasted any that was as good as his.

Taste the political fare, get involved through your association. You can be involved naturally through the two associations. Your help is always welcomed and vital to the well being of the industry. Another way of discovering that association membership doesn't costit pays.

6

Burlingon Northern hasmore than 50 conveniently located reload centers in both the major fore st products-producing regions and the major markets where we can consolidate your loads, hold them for future shipment and break them up for delivery to ffierent customers.

BN gives you all the advantages youd expect from the nation's largest network of rail, plus partnership in making the most of market opportunities. Call Billy Good today at (206) 696-5753. If you have a transporlation need, we're the people to lean on. BURUNGTON

l.PPRODUGIS I

Even if you're already one of our many satisfied customerq you may not realize just how complete our product line is. Our innovative, affordable products are at work and

Carl Snelling, Snelling Wood Specialties, Escondido, Ca.. has been elected to the board of the Architectural Woodwork Institute, along with William Bartoo, Western Millwork, Phoenix, Az., and Merle Reece, Bradbury & Stamm, Albuquerque, N.M.

Gary Leeper has been promoted to sales mgr. of wholesale lumber, plywood & veneer at Timber Products Sales Co., Springfield, Or. Dan Diffendaffer is now sales mgr. of panel products.

Kathie Kingston is the new sales coordinator at James Hardie Building Products, Mission Viejo, Ca.

Martin P. Futscher has been appointed western regional v.p. of sales for Benchmark Doors, covering eight western states.

Greg Powell, Sagebrush Sales, Albuquerque, N.M., has been elected pres. of the Central New Mexico Hoo-Hoo Club, succeeding co-worker Greg Kruse.

Helen Cudworth, the wife of George Cudworth, who recently retired from James Lumber Co., Huntington Beach, Ca., won two chances to spin the wheel of fortune in the California Lottery. Helen won $50,000 with the first spin, $100,000 with the second.

Ken Kaiser, South Bay Forest Products, Orange, Ca., recently returned from a l0-day cruise through the Panama Canal and the Caribbean.

John L. Mulder is new to James Hardie . Building Products, Mission Viejo, Ca., as technical services mgr.

Jim Murray, Snider Lumber Products, Turlock. Ca.. his wife and two daughters spent the Christmas holidays on Maui, Hi.

Jim Flores has retired as industrial lumber sales mgr. for Boise Cascade Corp., Boise, Id., after 28 years with the firm. Mike Dobson will succeed him, assisted by Bo Smith.

Roy Liles has joined California Sugar & Western Pine Agency selling treated wood products from their new Modesto. Ca.. office.

Donald W. Larson has been named Western Wood Products Association lumber inspector for the Coeur d'Alene. Id.. area.

Don Merrick, Fremont Forest Products, Whittier, Ca., has retired as mgr. of their Long Beach, Ca., dock facility after l5 years with the co.

WE SPECIALIZE IN PRE.STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS. COATING ALL 4 SIDES OF EXIERIOR SIDING AND DIMENSIONALTRIM, PLUS ,I COAT APPLICATION ON ALLSIZES OF PLWOOD, ENCLOSED WAREHOUSE FACILW.

Elmar Brock, Trinity Forest Industries, Hurst (Fort Worth), Tx., was recently in Portland, Or., visiting retired lumberman Seth Potter. Both are alumni of the old American Forest Products. San Francisco, Ca.

Ken Levi is now in industrial sales lbr the San Diego, Ca., area at WeYerhaeuser's customer service center, Fontana, Ca. Sherm Griffith, gen. mgr., vacationed with his wife and children in Oh. and Ga. over the holidays.

Lance Duke, Marquart-Wolfe Lumber Co., Grand Terrace, Ca., and his wife, Patty, recently returned from a Mexican Cruise.

Gene A. Berg has been aPPointed western div. sales mgr. for Azrock Floor Products, Portland, Or., succeeding Donald C. Allen, who has retired.

Roland Mill has been elected pres. of the Plywood Pioneers Association' George Hannaford is the new v.P.; Robert Ripley, sec./treas, and Norm Cruver remains chairman of the membership committee.

Jim Thompson, J.M. ThomPson Enterprises, Woodland Hills, Ca., is retiring after completion of a current lumberyard building Project.

Thomas D. Hyde has been named v.P., mergers & acquisitions, of Manville Corp., Denver, Co.

Dave Blasen, Blasen & Blasen Lumber Corp., Portland, Or., has been named Lumberman of the Year bY the Portland Wholesale Lumbermen's Association. Oflicers for 1989: pres. William Goudge, PerrY H. KoPlik & Sons; v.p. Rick Suchecki, PerrY H. Koplik & Sons; sec./treas. Guy Stan' ton, MSG Forest Products, and exec. sec. Sherrel Andrews, MSG.

Steve Pohlman is new to the Cedar Shake & Shingle Bureau, Bellevue, Wa., as c.f.o. and operations mgr.

Stephen Snavely, pres., Snavely Forest Products, Chandler, Az., and Michael Couey, redwood Products marketing mgr., Simpson Timber Co., Arcata, Ca., will participate in a North American Wholesale Lumber Association seminar at the national Home Center Show. Snavely is now on NAWLA's executive committee, replacing Tom McHugh.

James R. "Bob" Perrin, Capital Lumber Co., Boise, Id., and Harry TaYlor, H.H. Taylor & Son, New Milford, Ct., have been appointed to the National Lumber & Building Material Dealers Association dealer services steering committee, according to NLBMDA pres. Merle Mensinger.

Bruce Hallvik is new to the marketing staffat Bear Springs Forest Products, Portland, Or.

Vernon Banks has joined the western plywood sales staff of Boise Cascade Corp., Boise, Id.

Herb Zarkin will rejoin HomeClub, Fullerton, Ca.. in an as yet unspecified senior position.

Al West, owner, Custom Building SuPply, Spokane, Wa., a veteran sPeed and stunt pilot, was awarded first prize in the Northwest Competition Flying.

Mark McMahon has been Promoted to sales mgr., roofing div', at GlesbY Building Materials Co., Inc., Los Angeles and San Francisco, Ca.

Jud Walford, Builders Square, is now v.p., merchandising & advertising. Frank Powers is v.p., administration & store setup; Lyn Cornelius, v.P'gen. merchandise mgr., hardlines, and Dyer Vann, gen. merchandise mgr., lumber & building materials.

John Adams is new to sales at Cavenham Forest Industries, Portland, Or.

Thomas R. Ingham Jr., Pres., SimPson Timber Co., Arcata, Ca., has been elected chairman of the American Plywood Association's board of trustees. John N. Galloway is vice chairman.

Otto D'Tayleng is now working in maintenance at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and FreddY Fungus.

Old Gronrth Douglas Fir

Te$brnffiA

\reoft

.

Can you identify the Ponderosa Pine? Or tell the Doug Firfromthe Hernlock?

Even if you're an expert, it's hard to see the difference between species. That's whyan experienced woods man looks for the difference between suppliers.

Pope &Talbothas a r,aluable ffierence: we're a singlecall source for a broad mix of wood products and species.

Ponderosa Pine from South Dakota. l,odgepole Pine, Spruce and Lardr from British Columbia. Our Port Gamble mill supplies Doug Fir. Henrlock and additional Doug Fir come from stands near Oakridge, Oregon. These, andmanyother Pope & Talbot woods, are milled into products sold in all 50 states and as frrawayasArsfialia, the Me diterranean and Japan.

Here in the U.S., modern reload fucilities in San Francisco and [,os Angeles serve our regronal buyers.

So now that youVe tested your owrr skill as a woods man, put us to the test.

CailPope &Talbot, at $09 220-2750.

POPE & TALEBOT

tl|S AI{GEIES Hardwood Lumbermen's Club held its annual Christmas dinner dance at the exclusive Riviera Country Club, Los Angeles, Ca., December 3. lt was the 19th annual for the club. (ll Ed Slattery, pres. Mike Long and his wife, Linda. l2l Denise Bohnhoff, Gary & Kerry Penberthy. l3l Jay & Linda Abele, Cindy & Dennis Snow. l4l Dave

& Ardis Walther, Judy & Gale Daugherty. l5l Jim & Dawn Summerlin. 16l Charley, Janet, Carmen & Craig Jordon. l7l Dorothy, Don & Shirley Reel, Marti Cutler. l8l Mary & Charley Bohnhoff, Helen Toal. l9l Woody Toal. ll0l Joe & Linda Purcell, Tom & Anita Powell, Pat Lambert. llll Dan Jones, Earl Dyer, Dick Lambert. ll2l Mark Michie, Janet Hunter.

Newest of the NewProducts

Retailers attending the National Home Center Show, March 12-15, in McCormick Place East and North, Chicago, Il., will see thousands of products new and old. A roundup of some of the new products follows.

Argee Corp. and Liberty Lumber Co.: module grid deck systems. Tamko Asphalt Products, Inc.: moisture guard waterproofing underlayment for roof decks. Colonial Craft, Plywood Panels, Inc. and Laco Lumber Inc.: door and window grilles, woodgrain panels, moldings and plywood siding.

Perma-Door, Wayne-Dalton Corp., General American Door Co., Metal Industries, Remington Bldg. Products, Bennett Industries, Inc.: insulated garage, storm and designer doors.

McCall/Lackey Products: decorative ceiling beams. Velux-America, Inc.: electric controlled skylight. Sequoia Supply, Inc.: plastic boxed nails. Mannington: flooring that can be installed without subfloor preparation. Metropolitan Ceramics: any climate, unglazed ceramic tile. Vaughan & Bushnell Mfg. Co.: a framing hammer with a milled face for gripping nail heads

Waterloo Industries, Inc.: workbench and storage box. Credo Co.: cordless screwdriver. Alltrade Inc.: cordless

llSl Mike & Cathy Rhoades, Dawn Summerlin, Maria & Jerry Lapin. (l4l Tyler Bennett, Tom Powell, Ken Tinckler. llSl Jim & Marilyn Harff. ll6l Rodonna & Pete Diggs. {l7l Marjorie Findlay, Paul Pendergast. llSl Alison Tinckler-Payne, Katrine Bennett, Jo Tinckler. ll9l Diane & Larry Knox.

garden tool system. Red Devil, Inc.: multi-purpose tile tool. Fiskars Mfg. Corp.: kitchen shears. Sonin Inc.: distance measuring instruments. Stanley Hardware Div.: closet door hardware.

The Wooster Brush Co.: paint applicator display. Adams Brush Mfg. Co., Inc.: paint applicators. Shur-Line, Inc.: roller and shield combination with adjustable extension pole. Bix Mfg. Co., Inc.: non-toxic, non-methylene chloride indoor stripper. 3M-Do-lt-Yourself Business: paint remover needing no special ventilation.

Olympic HomeCare Products Co.: deck cleaner. Bondex International, Inc.: radon gas blocking system. Insta-Foam Products, Inc.: polyurethane based construction adhesives. Schulte Corp.: closet and kitchen organizers. Knape & Vogt Mfg. Co.: chrome corner shelf anchor. Hirsh Co.: folding garment rack, ironing caddy, storage cabinets. Leiter Industries, Inc.: storage organizer.

Aqualine/U.S. Brass, Lyons Industries Inc., Peerless Faucet Co.: bath, tub and shower products. Cuno, Inc.: home water test kit. Fernco Inc./PlumbQwik: washing machine discharge hose.

Home

Merchant (Continued from page 22) register receipt. My choice was two dollars or a very angry Donna waiting in the car. Target still owes me the two bucks. There is definitely something lacking in any management training program that allows employees to think that it is the company's policy to misrepresent information. And there's lots to lose when

employees feel that they must, at any cost, defend the company, right or wrong.

Nordstrom has become the most feared competitor in retailing by not only advertising their policies, but by convincing their store people that the customer must be not only satisfied, but overwhelmed by Nordstrom's liberal policies. It's built one hellava business.

4x12 *TREATED FOR GROUND CONTACT WITH CHROMATED COPPER ARSENATE.

CAUTION: Dealers can be burned by some fire retardant lumber.

Dricon@ FRTW has stayed above all the recent problems.

rheleader li#5';"il:,1ffii: #::

across the boardl" rniw. But that's what they said

You may have heard about the trouble that started law suits, lost customers, lost money, and lost back east. Fire retardant lumber installed on many reputations. jobswasliterallybreakingdownstructurallybecause Sure, the others have been trying to correct their of a chemical reaction under humidity and high ambient temperature. Dricon wood has a superior formulation that didn't degenerate, and most important, that didn't have the oroblems with Fire Retardant Treated Wood producers on the right hand pqge.

S0ruTr01{

These producers can deliver Dricon@ FRTW. The safe choice.

Pacific Northwest EXTERIOR WOOD ATASKA

206-83s-8s51

WASHINGTON

800-562-8044

OREGON

503-224-8330

IDAHO

800-543-8462

NorthernCalifornia

EXTERIOR WOOD

800-s43-8462

KOPPERS CO.

9r6-s33-7814

Southern California

EXTERIOR WOOD

800-543-8462

KOPPERS CO.

714-391-1571

PACIFIC WOOD PRESERVING

805-833-0429

ArizonalNevada

ARIZONA PACIFIC wooD

602-466-780t

EXTERIOR WOOD

800-543-8462

Utah

UTAH WOOD PRESERVING

800-565-2467

Colorado KOPPERS CO., INC.

3io3-295-2823

Ca. To Lead Houslng Starts

California will have the strongest home building market in 1989 with 229,500 housing starts expected, according to figures compiled by a Chicago, Il., company.

Other states expected to lead in home building: Florida (171,600); Virginia (63,000); Pennsylvania (59,500); Georgia (59,200); New York (51.100); North Carolina (50,700); Ohio (48,400); New Jersey (46,800) and Illinois

G2.600D.

Chicago Title's survey picks Los Angeles, Ca., as the leading home building area at 45,600, outstripping Washington, D.C., the next strongest with 40,800 starts. Riverside-San Bernardino, Ca., (39,500); Atlanta, Ga. (38,600); San Diego, Ca. (27,000); Orlando, Fl. (26,300); Anaheim. Ca. (25,900)l Phoenix. Az. (25,000) and Seattle, Wa. (24,300) are expected to be leaders in home building. Las Vegas, Nv., which has been a strong home building market, is expected to drop 28.40lo during 1989.

While rising interest rates may threaten the home markets, Chicago Title says adjustable rate mortgages will help sustain home building.

Manville Costs $1(X)+ Million

Fees for Manville Corp.'s six year bankruptcy proceedings add up to about $94 million plus $24 million in expenses for the professionals involved.

All but about $27 million in fees and $1.4 million in expenses have already been paid, according to a bankruptcy court filing. The rest must be approved by the bankruptcy court.

Faced with asbestos related suits, Manville filed for Chapter I I as protection in 1982 against creditors. Reorganization includes a $2.5 billion trust for asbestos related disease victims.

user, contemporary styles continue to lead Dallas, Tx. (600/o in 1988), and San Francisco, Ca. (480/o), furniture markets, although San Francisco is steadily dropping from 1985's 62.20/0.

American traditional tops High Point. N.C. (45.90/o). and is fast rising in Dallas (23.20/o) and San Francisco (26.3% up from 1985's 13.50/o). English, French, Italian/Spanish and Oriental styles trail.

In wood species preferences, oak holds its lead in Dallas (39.50/o), San Francisco G4.7Vo) and Carolina Q8.40/o), although use of pine, mahogany and cherry has nearly doubled since 1985.

On The Road Again

Brown Building Materials, Spokane, Wa., a sprawling, l4-l/2 acre yard ofrecycled building products, is being asked to pack up and movefor the fourth time.

The city is building a bridge over the property and plans to bypass through the land. But moving is no easy task with Brown's huge inventory - pallet upon pallet of bricks and lumber, aisles of glass, hot water heaters, shower enclosures, clawfoot tubs, and other salvaged treasures. Annual inventory counts take two to three weeks.

Since 1959, Brown has been reselling used or slightly damaged merchandise bought from contractors, demolition companies, freight companies and remodeling homeowners. The firm has lost its land to developers three times.

"l couldn't believe how much work that last move was," said owner Dick Brown. "l'm not sure they can pay me enough to do it again."

WWPA Set For February

The annual spring meeting of the Western Wood Products Association, traditionally held in midMarch, has been moved ahead to Feb. 2l-24 at the Westin St, Francis Hotel. San Francisco. Ca.

Hardwood Preference Survey

Regional trends in modular wall units are a bellwether to changing consumer preferences, often reflecting cabinet styles in adjacent kitchens.

According to the Northwest Hardwoods division of Weyerhae-

1989 marks the 25th anniversary for the association in its present form, an occasion that will be given special attention at this session, Robert H. Hunt, WWPA general manager, said. WWPA's predecessor groups trace their origins back into the l9th century.

Treaters Elect New Officers Officers and directors of the Western

Wood Preservers Institute (WWPI) for 1989 are Les Lonning, presidentt Paul Boyle, vice president; Wes Alt, secretary; and Sandra Lavino,

Joining them on the board of directors are Amos Kamerer, representing associate members; Ron Zeiger, representing limited treater members, and Steve Ryan, past president.

Lonning is manager, technical services, McFarland Cascade, Tacoma, Wa., Boyle is utilities sales manager, McCormick & Baxter Creosoting Co., San Francisco, Ca.; Alt is general manager, Taylor Lumber

Bicoastal Barge Shipments

lf all goes well with a west-toEast Coast barge shipment of 14 million board feet of green Douglas fir dimension lumber, regular shipments may begin for the first time in about 20 years.

and Treating, Inc., Beaverton, Or.; Lavino is product manager, round materials. J. H. Baxter & Co., San Mateo, Ca.; Kamerer is regional sales manager, Koppers Company, Inc., Portland, Or.; Zeiger is with Utah Wood Preservers, Woods Cross, Ut., and Ryan is vice president of Pacific Wood Preserving Corporation, Bakersfield, Ca.

The election was held during a fall meetine in Scottsdale.

N.J., and New London, Ct., cargo distribution yards. Lumber on the shipment came from Pope & Talbot and RSG Forest Products.

Michael Croxton,

Perry H. Koplick & Sons, Portland, Or., arranged the haul on two ocean-going barges pulled by a 9,000 hp tug from Kalama, Wa., and Port Gamble, Wa., to Port Elizabeth,

Such shipments have been sporadic in the last l5 years. The current trip was made possible by towing two barges with one tug and crew, and finding a backhaul for one barge. The transport will take 60 days roundtrip.

Expect Guaranteed Performance

By using MSR lumber, lWeyerhaeuser technology accurately predicts beam strength and therefore performance. Lumber strength used in a Veyerhaeuser glulam is mechanically measured. Because eae know the strength of the iumber, you get a reliable beam. You and your builders are guaranteedthat Veyerhaeuser beams will perform to our published design values.

.'. Expect MSR Glulams

Recognize the differencel True MSR lumber requires an extensive, statistically-based quality control progfam. Ve destructively test lumber samples daily to assure the accuracy i of the stress rating machine. The performance of 'Weyerhaeuser glulams manufactured with MSR lumber has been verified by hundreds of full-scale beam tests. Reliable lumber assures you a reliable beam.

Expect These Design Values

\Weyerhaeuser technology and MSR lumber now give you these design values:

*F,, (bending) 2400 psi

*E ( stifflness t 2.0x 10(' psi

*F, (shear) 190 psi

The results: floors with less bounce, andgarage door headers with minimal sag. And, our improved stiffness and shear capacity can result in beams of less depth, leaving more interior clearance in the building.

Expect Satisfied Customers

Provide your customers with \ifleyerhaeuser glulams manufactured with MSR lumberglulams with reliable strength and performance. You can expect fewer call-backs, and your customers will come to know you as a supplier of some of the finest quality glulams avaiiable'lTeyerhaeuser Glulam Beams and Headers. 'We want you and your customers to be satisfied!

Expect Excellent Service

Meeting your needs for high qualiry laminated beams is first priority for Laminated Timber Services, Inc. (LTS), distributor of lfeyerhaeuser Glulam Beams and Headers in California. LTS strives to meet your expectations with excellent service, quick response, and convenient delivery.

Faithful to the distribution network, LTS serves California's building materials dealers from fwo locations, Ontario and LathroP. They stock both industrial and architectural appearuncr- grades, with a wide range of sizes to meet your immediate needs.

LTS recognizes that you expect quality glulams and excellent service from your supplier. "It's important to LTS to know that we're supplying some of the finest qualiry glulams available."

Hardwood Convention Set

Describing 1989 as a pivotal year for its industry, the Western Hardwood Association has set a comprehensive agenda for its annual convention to be held on the big island of Hawaii at the Kona Surf Resort, May 10-14.

According to David Sweitzer, secretary-manager of the WHA, some of the areas to be covered by the meetings will be log supply, Riparian zones, log exports, quality control and grading standards and broadening the hardwood base for chip supply.

Describing log supply as "a very serious problem," Sweitzer said "the industry needs funding, participation and the wholehearted support of the western industry if it expects to survive." He said that he is optimistic that these challenges can be successfully met. By 1990 it is expected that western hardwood will be a $l.l billion industry.

In addition to the business portions of the meeting, other activities include golf, tennis, receptions and a spectacular three hour luau. Optional tours, part of the convention program, include raft expeditions, botanical garden tour, snorkeling and sailing and a four wheel drive tour.

rect Availablity

ln Califomia, Veyerhaeuser Glulam Beams and Headers are readily available from Iaminated Timber Services, Inc., (LTS) our stercking distributor for Califomia. LTS will

y your area with qualrty Glulam Headers

O'Malleys Consolidates

The O'Malley Companies has expanded its Phoenix, Az., prehung door operation, doubling production capacity.

Housed at the former location of the O'Malley Architectural Mill, the operation features machinery consolidated from the retail division door shops and Mallco's door shoP. Chad Hurd is unit manager.

Wolfe Lumber Makes Inc.5OO

Wolfe Lumber Co., NewPort Beach, Ca., has been named to Inc. magazine's list of the 500 fastest growing companies in the U.S. for l 988.

The company has six employees. Companies that made the Inc. 500 this year were culled from more than 17,000 candidates nominated by accounting firms, state development agencies, trade associations, chambers of commerce, venture captialists and other business publications, according to an Inc. spokesman.

Nominees had to be independent and privately owned on August l, the application deadline, and have l'983 sales of no less than $100,000 and no more than $25 million. Rankings for 1988 are based on the percentage of sales increase from 1983 through 1987.

GBS Elects New Chief

Central Builders Supplies Co. has named Bret Pobanz President and c.e.o., succeeding the late Phil Pobanz.

Since joining CBS in 1975, Bret Pobanz has served as assistant manager, general manager and corPoration secretary, helPing the buYing group grow from $45 million to 1988's estimated $300 million in purchases.

Based in Sturgis, Mi., the grouP serves 525 members in 42 states and employs 46 people. It has introduced to the industry an innovative instant communication system, called the A-Line. The network allows CBS to instantly contact all members at one time and for members to communicate directly with each other.

Plywood Checks In The Mail

Checks for the final distribution of plywood litigation funds should be received sometime this month.

Companies who received more than $500 in the initial settlement will be the only ones receiving the remaining funds according to a decision made at a court hearing in New Orleans, La.. Nov. 17.

Lathrop, CA 209/982-0585 Ontario, CA 714/947-2121

Formed by president Sterling Wolfe Jr. in 1983, the company recorded $17.4 million in sales in 1987. This amazing increase of 8,7240/o between 1983 and 1987 earned the comPanY seventeenth place in the ranking of 500. The firm was classed in the D profit range of 1olo to 50/o for 1987, advancing from profit range E (break even) in 1983.

Zayre Spins Off Home Club

Zayre Corp. has sPun off its wholesale division, which includes HomeClub and BJ's Wholesale Club, into a separate company.

John Levy is president and chief executive oflicer of the as Yet unnamed wholesale clubs firm.

Zayre will merge with and take the name of its TJX Cos. subsidiary'

and selected sales aids

Lumber Link-ups

Special connecting plates from Lumberlok eliminate the need for nails when joining two or more pieces of lumber.

Ty-Lok plates incorporate uniquely configured "prongs" that can be hammered into wood with a conventional hammer.

Manufactured from l8 gauge hot dipped galvanized steel, the plates come in 12 sizes. Each prong in the plates is said to be equivalent to 38 lbs. in strength with the load carrying capacity of each plate amounting to 86 lbs. per sq. in.

In most applications, the connectors are placed on each side ofajoint.

Demountable Drywall System

A demountable wall system that uses standard drywall materials and construction methods has been developed by Clinch-On Products.

The Eliminator Track Demountable Wall System produces the permanent look of drywall with all the benefits of a demountable wall.

pounds, no specialized parts are needed. Doors and windows of any style and size can be used.

Lumber Or Truss Bus

A new cart for hauling trusses or lumber is now available from Panel Clip.

Trusses can be stacked on the cart quickly for transport. And by simply closing its telescoping center tube, the Truss Kart becomes a lumber hauler.

MwThe 12" ball bearing wheels carry a maximum load of 4000 lbs. The length is expandable from 5' to l7'. The cart can be moved by one man or towed with a forklift for heavier loads.

Fire-fighting Pine Panels

FirePine, a new line of interior Flame Test paneling with woodgrain embossed designs, is new from Masonite Corp.

Its eliminator track replaces standard top racks, allowing 25 gauge metal studs to be snapped into and out of position without measuring or fastening.

Because the system uses industry standard studs, screws, gypsum wallboard, tape and finishing com-

Available in white and gray, the two-toned panels are grooved 4" on center and come in 4' x 8' sheets.

Able Labeler

A new electronic printer from Esselte Meto offers barcode printing as well as customized designs for all text, price and description labels. The state-of-the-art thermal device can print 3.2 in. per second and

has a batch facility to produce up to 30 different labels in various quantities.

A reusable memory card stores up to 32kb of information about label designs and contents. Cards can be edited, erased and reprogrammed.

lnsulation Innovations

Three new Radiant Barrier shields to provide extra insulation have been introduced by Insul-Tray Inc. Attic Baffle Shield panels feature foil on both sides to reduce heat gain in the summer and heat loss in the winter.

Ice Dam Shield panels prevent ice damming while providing a positive channel for air ventilation.

And Air Ventilation Shield panels provide an effrcient air channel to reduce heat and moisture build-up in attics.

The Merchant Magazlne

Drivers On Display

Three new Crescent screwdriver displays, each occupying just one sq. ft. of counter space, are offered by CooperTools. They may also be mounted on a wall.

One display holds the molded plastic handled Rhino screwdriver line. A second merchandiser stocks the line of Cushion grip screwdrivers. The third display holds a combination of both lines.

now available from Equipment Company of America.

Offered in nine sizes and regular or heavy duty styles, the carts feature platform decks sanded, sealed and lacquered to a durable finish and bolt heads countersunk to assure snagfree surfaces.

Ceiling Fabrications

A new line of ceiling tiles that simulate the look of fine fabric without the high cost offabric panels has been introduced by Celotex.

Each display holds 48 tools (six each of eight popular sizes).

A Must For Dust

Dust Fighter, a home air filter, is new from Dust Free.

Featuring a combination of oppositely charged filtering media to attract particles as air passes through the filter, it is said to capture bacteria-laden dust particles, irritating pollen, mold paper, carpet lint, etc.

The wheels have been positioned to allow a greater percentage of the load to be carried by the rigid casters, providing increased maneuverability. Swivel casters rotate smoothly on large diameter double ball race swivels, while rubber, 2" wide casters have semi-steel hubs and come in 5". 6" and 8" diameters.

Cashmere ceiling panels are said to offer desirable acoustical properties without mechanical fissuring or perforations.

They come in four colors, 29 profiles, five face-scored styles, four product sizes, and reveal or trim edge.

The air purifier uses no electricity, has no ozone emission, can be washed and reused, and can be resized to fit any regular furnace/air conditioner.

Hardwood On Wheels

Four-wheel hardwood platform trucks engineered for low maintenance, economy and longevity are

For more information on New Products write The Merchant Mogozine. 4500 CamPus Dr.. Suite 480, Newport Beach. Ca. 92660

Please mention issue date and Page number so we can Process Your request faster! Many thanksl

Power-packed Pine

New pressure-treated Wolmanized Extra wood from Koppers Co. now provides southern yellow pine with improved dimensional stability to help minimize warping, twisting and splitting.

Water repellency tests that simulate 10 years ofweathering reported- ly show that Wolmanized Extra wood absorbs almost 400/o less moisture than lumber protected with other surface-applied water repellents.

The water repellent is pressure impregnated in the wood to Prevent moisture absorption and release in decks, siding, fencing, furniture and other outdoor applications.

Rust Buster

A rust-inhibiting metal paint featuring a built-in primer for one-step rust prevention is new from DAP Inc.

Derusto's primer locks out the effects of air and moisture on metal, while the paint produces a deep, rich enamel finish.

Thirty colors are offered.

Display For Drips

A d-i-y drip watering system showcased in an informative display has been introduced by Wade'Rain.

above or below ground, directly from the faucet or tapped into existing sprinkler lines and adapted to most watering situations, including gardens, patio containers and hanging baskets.

The drippers are pressure-compensating above l0 psi which reportedly provides a precise watering rate regardless of pressure variations, elevation differences or line length. An or,ifice also flushes out system-clogging particles with each watering cycle.

Dust Busting Filter

A polytac filter from WG Marketing inserts beneath floor registers to remove household dust circulatine through furnace ducts.

sizes, Alpine Air Filters reportedly will remove up to 55% of dust for three to four months without restricting air flow.

A scented filter, containing a fragrant tube for freshening air along with trapping dust, is also offered.

Prefinished Paneling

Four new panels have been added to Holland Southwest International's Decorator Series of hardboard paneling.

The prefinished 4'x 8'sheets are finished on S2S (smooth two sides) hardboard.

"Baroness Decorator" and "Princess Decorator" use subtle tones and shading to create a panel with a uniquely striped appearance, reminiscent of fine wallpaper. It is manufactured to 3.2mm standard, has clean-cut painted v-grooves, and must be installed on existing walls, drywall or sheetrock.

The 4-ft. Acu-Drip display features free planning guides, a sample assembly with numbered parts, and modular tray bins to hold the corresponding parts.

The system may be operated

Produced in standard register

"Oxford Pecan Perforated" and '"Amarillo Birch Perforated" have a rich burled-wood pattern, are manufactured on 4.7mm hardboard, and may be applied to existing walls or nailed directly to studs.

Anti-Weed Yard Stick

Killer Kane, an easy-to-use applicator for killing dandelions and broadleaf weeds, is new from Sudbury Lawn & Garden Products.

ucts is said to stop leaks and seepage in concrete structures.

Hydro-Lock sets up in just three to five minutes to form a permanent, non-shrink patch that stands up to extreme water pressure. Even underwater leaks are reportedly sealed because the cement expands when exposed to water, making the seal even tighter.

The special powder formula is simply mixed with water and applied to the damaged area. The cement is said to gain strength as long as it is damp.

LASSENFOREST PRODU

Mill in Nubieber. California

Sales: Bill Wessner (6fg) 944-0llf

FAX: 619-942'6227

The applicator is filled with water, dropped into a premeasured cartidge and applied to weeds.

Cut-to-size Panels

KorTron/EB and LamTron decorative panels are now offered in cutto-size options from KorPine, a division of Willamette Industries.

Due to the addition of a new scoring panel saw, the company can now cut finished, two-sided panels without chipping.

Concrete Leak Stopper

A new quick-setting hydraulic cement compound from Revere Prod-

TIMBER SIZER PRE-FABRICATION

D.F. GRAPE STAKES REDWOOD & D.F. LATH

TIMBERS

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

Drawer 4779, Arcata, C^.95521 707-822-3648

Complete inventories and prompt delivery of the finest quality timber.

Bath Bottom Inlays

An inlay kit for repairing cracked, soft or flexing fiberglass bathtubs or shower bottoms is new from Mekco Manufacturing.

The "Finished" repair inlay is a custom-molded, reinforced composite with a textured gel coat finish. Each inlay is custom made to fit the

exact configuration and color ot'the tub or shower. Physical strength of the inlay is said to be l0 times that of the original.

A "Basic" kit is also offered, featuring a gel-coated fiberglass reinforced plastic sheet, trimmed and cut to size that requires bonding, feathering and finishing.

rRESltr9

Garden Lamps

A new outdoor light from The Great Gift Co. combines the beauty of a terra cotta lamp with the versatility of a sectioned wood pole riser for dramatic illumination of patios, gardens and walkways.

The Navajo Light's sculpted, patterned terra cotta outer shell radiates the glow of its natural flame, a citronella-scented liquid votive cartridge.

Lock-notch design holds the lamp in place on the support arms of nearly 4-ft. tall risers. Poles may be cut to desired height or used without the bottom half for low-rise lighting.

The lamp may also be used without the pole as a tabletop light. the disposable cartridge is replaceable. Its citronella scent fights insects.

Ready Made Security

New security doors from LeslieLocke feature tough, welded steel construction and a durable high quality powder coat finish.

For more tnformation on New Products wrtte The Merchont Magozine.4500 Campus DL , Suite 480. Newport Beach. Ca 92660. Please mention issue date and page number so we can process your request fasterl Many thanksl

Back Saver

Doors ofler reversible right or left-hand mounting, double lock boxes with extension plates, heavy duty tamper-proof hinges, and exterior mounting for easy installation.

The two models (one with l" iambs and 3/4" door frames, one with 1-114" jambs and l" frames) come in two styles each and six designs.

A unique snow shovel with a contoured 40" steel handle is new from The Union Fork & Hoe Co. Two distinct bends in the handle virtually eliminate stooping over and use of back muscles in snow pushing or shoveling. Energy is transferred to legs, shoulders and arms.

The 17" x 13-1/2" poly blade is strengthened by exclusive "XBrace" construction, which forms four triangular supports on the backside to assure blade rigidity and dimensional stability. The blade's design produces a "snow plow" effect.

A Sprinkle ln Time

Hose-end sprinklers with water timers that snap out of their bases for use with other sprinklers, spa filling, hose watering and drip systems are new from Rain Bird.

The timer, which can deliver anYwhere from 35 to 1,800 gallons, automatically shuts off the water when the exact amount has been provided. The rugged, wide base has an extra outlet with hose cap for inseries connection to other sprinklers. Three models come with brass, bronze or stainless steel head, and a standard impulse sprinkler made of high-impact plastic and stainless steel or a rotating sprinkler with a distance control dial that adjusts the diameter from 5 to 50 ft.

geilMalU|nllrnlaLurrrbp,r

This fine and uniform-textured hardwood contains no resin, has good toughness and exceptional stiffness for its light weight, shows a high resistance to splitting in nailing, and is soft and easy to work with either hand or machine tools. Aspen has good gluing and paint-holding qualities. Stability

Cedar Sandbox

An easy-to-assemble sandbox kit which includes everything but the sand is now available from Handy Home Products.

Constructed of 7-l/6" western red cedar, the sandbox will measure 6' x6'x l'high and will need one yard of sand to fill it. Since everything is pre-cut and pre-drilled for easy alignment, only a screwdriver and hammer are needed for assembly.

CALIFORNU FOREST PRODUCTS, wc

P.O, Box 2292 Gilroy, Co,'95020 (408) 842-1673

John Wilton

Larry Mussallem

REDWOOD SPECIALISTS

After assembly, the sandbox can be finished with clear wood preserver or stain, or painted with an exterior paint.

A Textolene canopy lets breezes through but blocks out most of the sun's glare. Bolts and wingnuts permit the canopy to be raised and lowered.

"Vhere Dependable Service is More Than a Phrase"

PRES, & FIRSI tl0Y lll Susie & Earl Nelson. (21 Gene Walters, Perry Nydigger. l3l Kevin

Goeppele, Bob Kerr. l4l Jack Jacobson, Phil Cocks. Al Meiers. l5l Juanita & Bob

Crawford, Chuck Link. 16l Tom Case, Dave McCulloch. l7l Phyllis & Milo Stordahl. l8l

Mark Leonard, Joseph Beyer, Lisa Rafter. l9l

Tim Moriarty, Dave Latimer, Bob McBride, Ron Rundberg. ll0l Julie Voorhees, Diane

Jack. llll Ray Nailor, Joe Hoenhous, Jim

Bender. ll2l Jim & Judy Duncan, Dick

Wegner. ll3l Mike Bair, Mike McCollum. (l4l

Joe Connors, Larry Miner, Jeff Hunt. llSl

Petra Reininger, Cecil Cleveland. ll6l Doug & Pat Vandenburqh. (l7l Terry & Randy Gre-

Sory. llSl Bonnie Ritch, Judy Penfield. [91

Greg Lingle, Frank Powers.

Pacific Northwest dealers 85th annual

F OR THE first time in over 30 l- y.urr, the Western Building Nlaterial Association held its annual convention and Building Products Showcase in the home town of the Weyerhaeuser Co., the industry's largest supplier.

Meeting at the Sheraton Hotel and its adjacent convention center,

in the reviving downtown area of Tacoma. Wa." WBMA members generally expressed satisfaction with last year's business and held a cautiously optimistic view for this year against a background of an improved economy in most of its members' areas.

(Continued on next Page)

(Continued from previous page)

The key speaker at the four day gathering was John Creighton, Jr., president of the Weyerhaeuser Co. The U.S. will face lower wood prices worldwide, he said, as new competitors from New Zealand. Australia. Chile and Brazil join established competition from Russia, Canada and Scandinavia. Improved cost controls, products and service will be keys to profitable operations.

Creighton forecast increased demand from Pacific Rim countriest a half point hike in interest rates in the first half of this year followed by a decline in the second halfl and overall housing starts between 1.3 million and 1.4 million with 950,000 of those in single family homes that use more wood per unit than multi-family homes. He said 1989 would be a "soso year for building materials."

The convention program opened Sunday, Nov. 13, with exhibitors delivering their "Quick Pitches," a popular annual feature that allows a limited time presentation for product presentations.

The balance of the day was spent at the Building Products Showcase and Buying Show. With dealer attendance up nearly 300/o over last year and overall attendance up 150/0, exhibitors were quick to describe the show as "one you just gotta exhibit at. "

Keynote breakfast speaker Monday morning was Jeremiah J. Attridge, retired vice president, Manville Corp., who told dealers to "make a market plan involving your firm and your competition." He said independents must "differentiate or die" if they expect to compete against the bigs of the industry.

He said dealers need to analvze

their business: "where is it now, where should it go? Let the world know your attributes; play your game, not your competition's," he stressed.

Following was a presentation on the legal aspects of employee relations by attorneys John M. Payne and June Kubo, who covered hiring/ firing, discrimination, sexual harrassment, drug and company policies and other sensitive company/employee areas. Throughout they indicated the desirability of recognized, standardized procedures that treat all employees equally, if problems and employee lawsuits are to be avoided.

The president of the National Lumber & Building MaterialDealers Association, Merle Mensinger, American Lumber Co., Modesto, Ca., then presented a review of government issues that have an impact upon dealers. He said that government mandated programs could prove to be an expensive new operational cost for retailers in the future. The NLBMDA (of which WBMA is a member) is forecasting a good basic economy and a dip in interest rates this spring.

At the Awards Luncheon, Monday, Nov. 14, Robert L. Kerr, Kerr Hardware and Building Center, Brookings, Or., was honored as the

Story at a Glance

Increased attendance... 1989 business forecast as the same or slightly off for the region new laws and regulations, lobbying, credit and market planning discussed. next year's meeting site: Portland.

OFFICf,RS: Earl Nelson, president; Tad Scharpf, v.p.; Mick Bush, v.p.; V.E. Camozzi, national director; C.E. Link, national director; Joe Orem, immediate past pres.

DIRECTORS: Norman Kruckenberg, Mike Buza, Robert Adams, John Connell, Andy Boyd, Rick Barnes, Bill Cromett, Hal Reynolds, Bill Winfree, Mary Ann Warren, Stan Martinkus, Rick McCartney, Jerry Davis, Pete Sylvester, Carl Van Well, J.R. "Dick" Witts, Curtis Jack, Phil Kudlac, Charley Miller, Wesley Sine, Bill Whittemore, Bob Jacobsen, Bob Lassiter, Cleone Jolley, Rand Thomas, Charles M. Simpson, Milo Stordahl, Tom Simkins.

DIRECTORS AT LARGE: Harvey Hoff, Ken Marson, Bob Withers.

EXECUTIVE COMMITTEE: Mark Balfour, Milo Stordahl, Ken Marson, John Kendall.

INSURANCE & PENSION

TRUSTEES: Warren Barry, Cecil Cleveland, John Kendall, Gordon Marson, Dick Morse.

SUPPLIERS COUNCIL: E.R. "Ray" Nailor.

YOUNG WESTERNERS CLUB PRES.: Kyle Kincaid.

Dealer of the Year. Kerr was president of the wBMA in 1984. Robert Bush, Bayview Building Materials, Olympia, Wa., was presented with a life membership for his contributions to the industry and his community.

How to manage credit more professionally was the Tuesday, Nov. 15, seminar presented by O. D. Glaus, general credit mgr., Genesco, Inc. He noted that favoritism between customers can be illegal, that credit lines should be set for each customer, and that extending terms can have disastrous effects upon cash flow.

Glaus said collections must be prompt, firm but polite and consis-

tent. He noted the importance of being aware of how each account is currently paying and urged the retailers to communicate with those who owe them money.

The importance of grass roots involvement in the political process was highlighted at the final meeting ofthe convention, a panel discussion where Betsi Powers, president of the Young Westerners Club, said employees must be made aware that politics affects them.

Mark Gallant, National Lumber and Building Materials Dealers Association, said the six most important political lobbying factors were:

people, being informed, always being credible, always being courteous, being persuasive and being in the information loop.

Mack Hogans, Weyerhaeuser governmental affairs, said that lobbyists had to establish mutual trust with legislators, while separating personalities from issues. He related various devices and methods which the corporation uses.

Following a final luncheon gathering, the members and exhibitors packed it in for another year. Next year's meeting will be held at the Red Lion, Lloyd Center, Portland, Or.. November I l-14.

BIG W BfiASS included lll Herb Winward and president Jack Creighton Jr., Joe 0rem, immediate past pres. WBMA. l2l Earl Miller, Laurie Creech, Dick Lundgren, Dan Sugaski (31 Bill Scates, Pink Panther, Joe Campero. [4] Bob Kennedy, Ted Hodgkiss, Jim Turner. l5l Kathryn Upton, Don Gauthier. 16l Vic Hadley, Dave McDonnell, John Humphrey, Gary Yaminski. (71 Paula & Jim Reynolds. l8l Mark Balfour, Frances & Ansel Hyland, Tom Plakos. l9l Bill Davis, Mike Boone, Kurt Kuhn, Dan Wyse. [l0l Norman, Lila, R. H. Kruckenberg. llll Tom Tharge, Linda Atkinson, Boyd Cochran. ltZl Ray Nailor, Terry Beeson. lt3l Jim Erigham, Keith 0hman. ll4l Mary Anna Powers, Marie Mattson. (l5l Merle & Eetty Mensinger, Mark Gallant. ll6l Michael & Cheryl Bates with Anjuli, 6 months. llTl Jess Hart, Petra Reininger, Bill Zagone.

Wholesalers holiday hulabaloo

SACRAMEI{I0 ABEA Wholesaler's annual holiday season lunch (ll organizer Ralph Healh and his son, Stu. More than 31 5 attended the 17th annual in the Ca. capitol city. [2] Kent Bond, Art Gutzeit, Gene Pietila. [3] Gene Walters, David Billingsley. [4] Earl Moore, Harrv Surprise, Jellery Setzer, "Mac" McCdnville. (51 Jim Murray, Dick Smallridge,

Betty Foster, Jim Henderson. [6] Marie Hunter, El Louise Waldron. [7] Bob Glatt, Nadine Bergman. l8l Jim Lewman, Ron Lewman, Chris Johnson. (91 Dennis Nelson, John Diederich. ll0l Nancy Haws, Paul Trueb. ll ll Bob Riggs. [l2l Bill Anders, Dave Westlake, Mike Hamburg. ll3l Rich Favreau, Jerry Hahn. ll4l Jeff Loftus, Ron Taylor. ll5l Laura

Cornett, Jim Pack. Il6l Gary Hartman, Steve Page. llTl Elmer Lewis, Holmes Pooser. ltSl Marshall Schmidt, Jerry & Myrtle Wilcox, Jack Dasch. ll9l Casey Curry, Bob Dirham, Rick Kavooras. 120l Bill Elmore, Stan McMaster. 12ll Patrick Custer, Claude Scott. l22l Craig Murphy, Todd Lund, John Picot.

LADIES who man (person?) the name tag desk at the Sacramento Wholesalers annual Christmas party, held Dec.9. (Also see accompanying pictures). lll Betty Kavooras, Lisa Duranleau, Ann White, Jennifer Pooser.

l2l Cecil Wetsel, Dan Phipps, Gary Steiner.

l3l

Hank Feenstra, Dean Decker.

. Pressure Treated Forest Products

o Custon Treating Service

o Fencing

Jennifer Boden, Ron OeWitt. (l2l Jefl

a a a a

Cal Coast Wholesale Lumber, Inc.

(Exclusive sales agents for Coast Wood Preserving, Inc.)

Rttv

Steve Bertsch.

Water-Borne Salt CCA Twe A Grape-Stakes Posts & Poles

TJtffi/,l

Distributors meet full force in

A HEATED, standing-room-only Fl session on manufacturer/distributor relations highlighted the best attended National Building Material Distributors Association convention in ten years.

More than 930 NBMDA members and guests visited the Hyatt Regency, New Orleans, La., for the 37th annual meeting. And for the first time, all exhibit booths were sold out.

During the hottest discussion,

Story at a Glance

National Building Material Distributors Association's 37th annual meeting draws huge crowd, sold-out exhibit hall

Keith Rust elected new President. next year: Oct. 28-31, Nashville. Tn.

"lmproving Relations Between Distributors & Manufacturers: What's In It For You?," panelists Robert Bartels, Celotex; H.A. "Doc" Eckstein, Celotex; Richard Passaglia, Sequoia Supply; J. Hays Wimsatt, Wimsatt Brothers, and A. Richard Kasper, Amerhart, Ltd., zeroed in on current problems like product promotions and performance measurements.

Other topics were misconceptions about millwork, computer linkage,

credit, inventory control, OSHA regulations, sales management, education and UPC product coding. Speakers included Vaughn Hayes, Lowe's; (ilyn Jones, Canfor Ltd.; D. Bruce Merrifield, and Judge Robert H. Bork.

New offrcers elected at the Oct. 29-Nov. I general assembly: president C. Keith Rust. Roland & Roland, pres.-elect Steve Ellinwood, Building Material Distributors. v.p. George Bryson, Aetna Plywood; treas. A. Richard Kasper, Amerhart, and directors, William A. Ellis,

Reico l)istributors; C'. Dana Foster, Building Products Corp.; Paul W. llylbert, Sequoia Supply, and William L. Axline, Stanley Door.

The next NBMDA meeting will be Oct. 28-31, 1989, at the Opryland Hotel, Nashville, Tn.

Annual lnspection For Trucks

Trucks weighing more than 10,000 pounds and operating in interstate commerce will be required to pass a safety inspection basecl on federal standards at least annuallv

under a new Transl.lortation Department rule.

Taking effect in November 1989, the regulation is designed to ensure that trucks that are not stopped for roadside inspection "unclergo at least one comprehensive inspection each year," explained James Burnley, transportation secretary.

Inspection requirements can be nret by a state authorized inspection. scll-inspection in states that do not have inspection programs. roadside inspection or inspection by a garage or similar commcrcial business.

Specializingin 2 X 4 1750F

Cau (619) 244-9933

Ron Pugh or Janetta Cardoza

GTASSIFIED

ADVERTiSEMENTS

WEBER Plywood & Lumber Co. is seeking an enthusiastic person exp€rienced in hardwood plywood and lumber sales. All applicants will be handled confidentially. Call Butch or send resume to Weber Plywood & Lumber, PO Box 1045, Tustin, Ca. 92681. (800) 432-7300.

WHOLESALE plywood & lumber company seeking full time credit manager with industry experience to handle accounts receivable through legal. Computerized environment. Send resume to Weber Plywood & Lumber, PO Box 1045. Tustin. Ca.92681.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counis as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera readv, $50 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92660. Make checks payabletoTheMerchsntMsgazine, Mail copytoaboveaddressorcall (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless vou have established credit with us.

HERITAGE

BUILDING S/STEMS

1€00-64&5555 NATIONWIDESALE

30xroxl0 ....sil,/l85,00 tl0r60x12 ....S6.275.q, 50x75x12 ....19,186.fi, OOxlqlrl4

LOCAL LUMBER hauling Southcrn California rollcr bcd truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Bcach. 3C Trucking (213) 422ry26.

MATTISON 229 moulder, size 4" x 8", 440 volts roller feedworks, l0 hp top & bottom, 5 hp sides jointing bars, excellent condition $18,000. Indian Hill Hardwood Milling Inc. Ask for Manny (714) 829-3466.

GROSSMAN'S wishes to buy lumber yards in the Western States. Need 6 acres or more. Contact Connie at: Grossman's Warehouse, 6655 Crescent Street, Ventura, Ca. 93003, or call (805) 658-8015.

COMPUTER SYSTEMS ANO PROGRAMS MULTI.USE R/PCD(T/AT/M IN Accounting

Gets Results

Building Products Digest takes your advertising message to retailers and wholesalers in

COPf,LAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Clisan. Portland, Or.97232, Attention John Matschiner, Real Estate Manager. (501) 232-7181 All inquiries kept confidentral.

IHEYCAII HAVEANYCO1OR THEYWA}II AS IoNGAS lI'S BLACK.

It didn't work for Henry Ford, ond it won't work for the building moieriol deoler. People like lottice ond for o lot of things besides growing beons on. lf you iust co"rry "borgoin" lottice,'yor?u losing soles. Tolk with your distributor solesmon* obout....

We Also Moke

In Cedor, Redwooo, Douglos Fir, Hemlocr, Treoted; Squore & Diomond Potterns, in Two Thicknesses.

*Our Distributors: BMD Inc.. C.A. Co.. Industries, Lumber Products Co.. Lumber

Corporotion

Portlond, Oregon

Diehl Lumber Products, Empire Supply ond Worehouse Co.

Solid Wood Poneling ond

Cedor Shingles

Building Moteriols, Koibob

G0tOEt{ A]|]{IUER$AffY party held recently by Northridge Lumber, Northridge, Ca. (l-r): lll Ruth Slenker, president Dick Hawthorne, Don Slenker. l2l Pat & Andrew Hawthorne. l3l Tim & Alesia Hawthorne. l4l Don McCasland. l5l Ed & Inez Montanez, Rob Fardig, Terese Adhock, Jim Milbrand. (61 John & Trish Foster, Lori & Bob Briskin. (71 Barbara Hawthorne, Rob Farding. l8l George & Pauline Seamans. l9l Jim & Eileen Beck. The company was founded in May 1938 on the same property they occupy today.

Record Remodeling Rate

An l8o/o jump in home improvement activity in the second quarter of 1988 boosted residential remodeling expenditures to a record-setting, seasonally-adjusted annual rate of $108.4 billion, according to the U.S. Bureau of the Census. Expenditures for additions and alterations were at an annual rate of $49.1 billion in the second quarter, up 470/o from the previous quarter and up 220/o from the second quarter

of 1987. The annual expenditure rate for major replacements was $20.1 billion, up 30% from the first quarter. Maintenance and repairs fell 9% from the preceding quarter, despite an increase of 770/o over the second quarter of 1987.

National Association of Home Builders Remodelers Council chairman Martin Azola attributed the remodeling explosion to the turnover rate in housing.

-SOUTHERN CALIFORNIALOSANGELESAREA

American Hardwood Co.

8€rkot MtO. Co.

Beverly Manulacluring Co.

Bums l-umber Co.

Caoital Lumbs Co.

Carmll Mollding Co.

Chapatral Disldbuto6

Chozen Truckino Co.

Coastal Lumber Co.

Cms H€ad Lumb€r & Plywmd

Crcatec Forestry Syslems

3C Trucking

Dooley Lumber C0........

El&El Wood Products CorD.

Fflnlain Lumber C0.. Ed

Fremool Forest Products

Gallehor Hardwood Co.

Gemini Forest Products

Geoqia-Pacilic corp. (213) 968-5551

Georuia-Pacitic Corp. (San Fernando)

Gu€rero Lumber Handling (213) 431-5437

Higgins Lumber Co.

Hutf Lumb€r Co. (800) 223-HUFF

lnland Timber C0. .......

Johnston Hardwood

Jones WhdHle Lumber Co.

Lane Slanton Vance

Lumb€r Assn. of So. Calil.

MacBeath Hardwmd

Maple 816., Inc. Mouldings

Marouart-Wolle Lumber Co.

Mutual Moulding and Lumb€r Co.

osgmd Inc., Roberl S.

Pacilic Lumber Teminal

Pacific Madison Lumber Co. .... 12131 773-2292

Par Lumb€r Co. .......

tsUVE

M]S' GUIBE

SAN FRANCISCO BAY AREA

Foresl Products

Lumber Inspection Seryice

Bodwwd Assn.

Transoorlalim

Foresl Products

DMK Pacilic Corp.

D@rs, Inc.

Fibreboard Coro. Floor Seryice Supply (San Jose) ....... .

Georgia-Pacilic Corp. {oakland)

Georgia-Pacilic Corp. (San Jose)

Harness Timber Producls

Hiooins Lumber Co. (Monterey)

Hisoins Lumber Co. (Union City) (800) 972-0906

Hirt & Wood Lumb€r Co.

HMS Syslems Corp. Hub Cily Golden Gate Terminals

NORTHERN AND CENTRAT CAUFORNIA_

Lumber Insp€ction Seryice

Cantor U.S.A. Corp.

Capihl Lumbor Co.

Carmll Mouldin0 Co.

Cascade Empire Co.

Cortifl€d Coatings (714) 943-2818

El&El Wood Prcducts Corp.

Fontana Wholcsal€ Lumbcr

Founhin Lumbor Co., Ed

Fro€man & Co.. Sbpnil G.

Frenont For€st Products

Ganahl Planino Mill

Goorgia-Pacif ic Corp. (Anahsim)

Gor0ia Pacilic (Min Lona)

Gcorgh Pacilic (RiwsidG)

Goldin0 Sullivan Lumbar Sahs

Hespeda Wholesale Lumb€r

Higgins Lumb€r Co.

Industrial Fomt Products

Inland Timb€r Co.

Intemational Forest Prcducts

Johnstm Hardrvood Inc.

Jones Lumb€r Co., Slu

Jooes Wholesale Lumber Co.

Kelleher CorD.

Koppers Co., Inc.

L-P oistibutim Center

L-P Wafeflmd/lnnersal

Laminaled Timb€r Seryiffi Inc.

MacB€ath Hardwood

Madner's Forest Products

Marouart-Wolle Lumber Co.

M€sa

Snider Lumber Prcducls

Smrd Trucking

Thunderbolt Wod Trating, lnc. (No. Ca.) (800) 692-5744

RE0DtXS tnEt

Lolisiana-Pacilic Corp. (Bed Blutf)

P&MCedarProducts

Trinity Riwr Lumber Co

Wisconsin-Calitomia Foffit Prcducts

$cmnEn0/sT0ct(Tl|t lnEt

Beadex Manulacturing Co. Berger & Co.

Cascade Industies

[J.S.A. Corp. ..................

Plywood

Pacilic Madisofr Lumber Co.

Parr Lumber Co. . .

Penberthy MicroSystems

Product Sales Co.

Rancho Hardwoods

Reel Lumber Seryice

Regal Cuslom MillYork

ReliableWhdeeleLumb€rC0....

San Antonio Construction

S€quda Supply (714) 261-2730

Snavely Foresl Products

South Bay Foresl Pmducts

Straiohl Edge Lumber S€ryice

Thermal Fom, Inc. ......

Tml & Nail Lumber Co.

Trcian Transportation, Inc. (800) 826-5364

UniwHl For6t Producls

Westem American Foresl Products

Westem lnt€mational Foresl Prcducts

Western Machinery Sales

Weyerhaeus€r Co. (714) 772-5880 Wolle Lumb€r

GREATERSAl{ DIEGOAREA

MouNTAtNs-

c0tlil.rE

KAUl{A

American

BurhnglonNonhernBailroad BurnsLumberCo....

Georgia-Pacitic Corp. {Seattle)

Hub Cily Seallle Terminals

PGL Building Products (Auburn)

PGL Burlding Producls (Marysville)

PCL Euilding Products (Alaska Div.)

Lolh Lumber

lvcFarland cascade (ln Wa.) (800) 521-2131

Northcoast Redwmd & Cedar Co

Simpson Timber Co.

Tumac LumberCo.

W€stern Turnings & Stair

Weyerhaeuser Co. (Seattle)

Weyerhaeuser Co. (Tacoma)

&

Berger

Emmanuel Fritz, the 102-yearold forestry expert known as "Mr. Redwood," died Dec. 15, 1988, in Berkeley, Ca.

Mr. Fritz was involved in almost every aspect ofthe redwood industry and was considered a forestry and conservation authority for 70 years. He advised elected and appointed officials on the need to balance demands for lumber in a rapidly growing state with the need to Preserve old-growth groves, replant logged areas and set aside areas for protection.

He helped to create California's State Forest program, advised Governor Earl Warren on forest and logging matters, and 50 years ago founded the Redwood Region Logging Conference. In 1932, he wrote the pamphlet "The Story Told bY the Fallen Redwood," which is still distributed to schools across the country by the Save The Redwoods League, of which he was a longtime member.

Born in Baltimore, Md., on Oct. 29, 1886, he received a bachelor's degree from Cornell in 1908 and a

master's from Yale in 1914. He worked for the New Hampshire State Forestry Dept. and the U.S. Forest Service before joining U.C. Berkeley's Division of Forestry in 1919. He retired in 1954, becoming a professor emeritus and the oldest faculty member in the university's history.

Mr. Fritz is survived by two daughters.

Edward A. Burton, 57, former owner and president of the Burton Walker Lumber Co., Ogden, Ut., died Nov. 30, 1988, in Ogden.

A native of Ogden, Mr. Burton joined his father's company, Burton Walker Lumber Co., after serving in the Korean War. He later took over the company and opened a Burton Walker branch in Layton, Ut.; Pioneer Door Sales, Ogden, and Lumber Yard Supply, Ogden.

He bought Mountain Lumber Co., Ogden, and merged it with Burton Walker, and in 1965 opened Forest Products Sales, Murray, Ut., with Rex Zeiger.

Mr. Burton is survived by his widow, Bonnie, a son, three daughters, two brothers, a sister and eight grandchildren.

IAKE THE GUESSWORK OUT OF BUYING

Purchasing your own building materials can be a tricky

business.

Are you absolutely sure you are buying your building materials right? If not, there's one way to buy with confidence. Central Builders Supplies Company.

We're a dealer-owned, non-profit buying corporation that has helped independents remain price-competitive with bis chains for more than 50 years.

There's n0 guesswork on your part. One phone callto our in-house buying departments will get you the righl price on lumber, insulation, roofing, drywall-you name it. Call CentralBuilders Supplies Company and learn more about our unique system that helps you t0 remain competitive, And profitable.

Headouarters for Allied Buildins centers' Central Builders Supplies Company