Merchant Magazine - July 1987

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Fibreboard's moved.

Our lumber sales group is now in Concord Caiifornia at our new corporate headquarters.

Which means you've got one handy number to call for structural and industrial lumber from our Standard, Burney, Truckee, and Round Prairie mills.

Just dial (415) 686-0700 for Douglas fir, hem fir white

fir, Ponderosa pine, sugar pine and incense cedar. Ask for Fibreboard lumber specialists Bob Shepherd, Patricia Gould, John Picot, or Sam Baskins. For ANSI/HPMA quality hardwood plywood call Vic Garrison or Tim Rice, tollfree at our Standard mill. In California 8W-822-9676. From other states 800-824-5170.

We.have all popular veneers ano cores.

Now you've got our number. Start dialing. Fibreboard Corporation, 1001 Galaxy Way, Concord, CA94520. -t i.r"lrrrrrrct+ru7lszt

6J6-67b-o:-'--'

Timber. Lumber. Hardwood Plywood. Paperboard. Containers. Pabco Insulation. Recreation and Real Estate.

"liii"s."iJ,i,'#S" " sa r es uoncord, cA gqszo (qts)

The lllerchant lllagazine is proud to celebrate its 65th Uear of publishing

We sincerelg thank our readers and adoertisers for their interest, enthusiasm and participation since we published our first issue on JulU 7, a922

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenie

Contributing Editors Dwighttunan, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Alice Nielsen

The Merchant Magazine (USPS 79656000) is published monthly at 45fi) Campus Dr., Suite .180. l\ewport Beach. Ca. 92660. phone (714) 852-1990, by The Merchant Magazine, Inc. Second-class postage 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 ofthe Rocky Mountains: Contact Jean Waggoner, 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, Newporr Beach, Ca. 92660. From Washington State, Oregon, Idaho, Wyoming, Montana, Utah. Colorado and Canada: Contact Carol Holm at (206) 3400680 or l0l8 Lloyd Building. Seartle, Wa. 98r0l.

SUBSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation

Dept., The Merchanl Magazine, 4500 Campus Dr, Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $9-one year; $15{wo years; $20{hree years. Foreign: one year payable in advance in U.S. fundsCanada or Mexico: air-$35; surface-93O; South America: air-$55; surface-$30: Asia: air-$68; surface-$3O; Europe: air-$98; surface-$30. Single copies-$2; back copies-$3 when available plus shipping & handling.

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

Back when Mr. J{arding was president

IITARREN G. HARDING, the man who UU promised to lead America back into an era of "normalcy" after World War I was president of the United States when this magazine was founded 65 years ago this month. That, gentle readers, is a long time ago.

When magazines reach advanced age it seems to bring on an outpouring of self-congratulation. We think that's backwards: the spotlight of recognition and the tip of our caps should go to our readers and our advertisers, without whom none of this would be possible. From the very hrst day, the philosophy around here has been that ifyou take care ofthe readers and their needs, the rest will follow. Nobody for 65 years has seen any reason to change our founder's concept.

It was from the fertile and inventive mind of Jack Dionne that this magazine sprang in 1922. He was a Texan who loved the West and had the

vision to see that the western third of our country was where the action would be in the future. When he initiated what became The Merchant Magazine (after two name changes along the way) Dionne made sure each issue was picked with news, features and anything and everything helpful and interesting to the reader. But as a master story teller, he also included jokes, cartoons and humor in every issue. It's a fun tradition we continue to this day, embodied (if that's the word for it) in our reporting on everyone's favorite lumbermen, Hugh Mungus and Freddy Fungus of the Mungus-Fungus Forest Products Co. in Climax. Nevada.

The involvement and enthusiasm of our readers is a tradition we cherish. From your cards, calls and letters to the friendly hellos we all get as we cover this great business, we know that the vigor and western spirit of our readers is as vibrant today as in 1922.

Take a bow for 65 great years - you deserve it.

I T'S ABOUT this time of year I when a lot of businesses, including lumber and home center retailers, fine-tune their marketing strategies.

A traditional consideration is to "play catch-up" by boosting product promotion programs. These programs, such as incentive buying, trips, prizes, among others, are all intended to generate need at the user level.

But to a large degree, the building products market has outgrown these types of techniques. Why? Recent research indicates that like the retailer, the specifier's primary motivation is maintaining, managing and building his customer base. Also, today's specifiers have become a very complex group, made up of not only contractors but architects, d-iyers and homeowners.

The problem is three fold. Exactly how does the retailer:

o Communicate to the individual contractor his own increased business potential in the retailer's products;

o Avoid costly cyclical marketing program adjustments, and finally,

o Help the individual specifier grow along with his evolving customer base?

The answer is in the architect's credo. "Form follows function."

displaylplan centers sell more doors

Quality is best communicated by materials and techniques that express the highest degree of workmanship. These techniques are all direct and powerful.

There is no more direct method than word-of-mouth, and none more powerful than what has commonly become refered to as "WOW quality visuals." Eye-catchers always have been one of the strongest marketing tools, first popularized among retailers at building products trade shows.

For a better perspective on the practical use of visuals, consider the rise of the specialty merchandiser. Over the past decade, specialty merchandising has changed the look of the building products industry. By focusing on presentation by offering the customer the finest quality and the widest choice, specialty retailers have been able to create a reputation of functionality and aesthetics.

Some retailers have found variations on this specialty merchandising theme to market the appeal of "big ticket" items such as wood windows and doors. Boldly communicating with "WOW" visuals ofjust how windows and doors contribute to a home's overall look adds to momentum and sales stimulation. The high quality "WOW" visual display is worth a thousand words.

One retailer utilizing elaborate visuals is Classic Door and Window Works in Santa Barbara, Ca. The sixmonth-"new" company utilizes probably the greatest investment in visual displays, the "fixed wall" exhibit.

"Fixed wall" systems have elaborate detail. Classic Door and Window Works' "fixed wall" sections focus on the use ofwood doors and windows and leave nothing to the imagination when it comes to quality; the systems also visually depict installation techniques. Some of the popular windows exhibited are bay, casement, awning and circle top. The doors displayed range from hollow core to $2,500 oak beveled glass doors.

Story at a Glance

How a fixed wall display is expected to produce 100% sales increases for a California retailer. .why expensive displays pay off in increased sales in the segments of the door market enjoying greatest growth what you can do to put some WOW in your store.

Classic Door and Window Works' CliffEckert firmly believes that a key ingredient when setting the exhibit stage environment is proper lighting. Their exhibits are all magnified by

the use of numerous sPotlights as well as indirect lighting.

More elaborate and decorative exhibits do indeed sell more products. Classic Door and Window Works expects more than a 100 Percent increase of sales since their renovation six months ago.

How do these exhibits draw traflic and increase sales? This type of exhibit gives the customer the ability to "romance" the product systemto try the product on. In the world of retailing, the dressing room is only second as powerful a marketing tool as the shopping cart. Not onlY do these exhibits show the installation processes, they use functioning windows and doors to encourage customers to see, touch and oPerate the products.

Today's sophisticated customers want to see ltrsthand the beneftts, features and options of products displayed and at work. TheY are more likely to be involved in the entire process from buying to installation of the window or door Product.

Since there is a trend toward buYing more elaborate and decorative products, a key is showcasing top-ofthe-line items on the sales floor, including high-style wood entryways, geometrically-shaped wood windows and both bay and bow windows.

More elaborate and decorative exhibits do indeed sell more Products. Morrison Brothers estimates that since they invested in "fixed wall" systems, sales have increased more than 500/o per year. TheY currently have more display/planning centers on the boards to keeP uP with the demand.

There's a bright future for elaborate and decorative exhibits. Their popularity is on the rise in the U'S. Currently, use is estimated to be as much as l0% of all building products retailers. Retailers are realizing that these systems increase their company's equity and have great sales growth potential as well.

Keep in mind that Programs dedicated to quality are market driven. For a look at the market, look at the rapid expansion of consumer remodeling and renovation (R&R).

As examples, the total demand

for windows in 1987 is Projected to be approximately 34.5 million units, up only 1.70/o from last year. But the demand for R&R window Products is projected to grow from 15.3 million units in 1986 to more than 17.1 million in 1987, an increase of more than I l.7ol0.

For hinged and sliding Patio doors, 5.1 million new construction units are expected in 1987, uP onlY 2o/o from last year. R&R sales of patio doors are projected to be more than 3.1 million units this Year, an increase of 6.50/o over last year's level.

New construction use of exterior doors has dropped almost 7o/o to approximately 4 million units. But the R&R exterior door market is uP 6% from last year's level to more than 3.6 million units.

The use of interior doors in new construction is down also from last year's level of 20 million units to this year's 24 million units. While the use of interior doors in the R&R market is up almost 14%. Wow!

Competitive retailers are capitalizing on this extraordinarily healthy market using WOW! marketing

techniques. The new trend in Planning/display centers provides contractors a forum to communicate the aesthetic appeal and quality of his products and his workmanshiP' For retailers they are investments that buck cyclical trends. They also help the retailer form a partnership with the specilter by helping the specifier grow along with his evolving customer base.

10 ways to sell more doors

n OOR SALES, especially for re- I m6dsling and renovation, are continuing strong this year as attention to design is concentrated on the European look, lofts, atriums, wood cabinets, high ceilings, special window treatments, fancy hardware and entry doors.

The following 10 tips are for those who want to keep their door sales in tune with the national trends.

(1) Sell doors as more than a product. Sell a special look, a distinctive touch, a mood, a feeling, an architectural dimension. Create a charismatic environment in your door section.

(2) Display doors with flair and drama. Line them up for inspection. Spotlight a single door. Put a row of doors in a wall to be opened, closed and walked through. Rack them in a space saving divider where individual doors can be pulled out for inspection.

(3) Promote door sales with open houses, special rebates, advertising, newsletters, promotion stories in local newspapers. Build connections with builders, remodelers and decorators. Sponsor a question and answer session on doors over the local radio or tv. Donate a door for a local charity.

(4) Emphasize service. Offer clinics in the finishing and hanging of doors. Have experts on your staff to answer questions on size availability. Be prepared to special order. Offer installation and finishing services. Make information on measuring available. Service complaints promptly.

(5) Maintain an impressive inventory of sizes and styles. Become THE door headquarters. Build a library of catalogs. Offer special order service.

(6) Market to both new home and remodeling sales. Have special open houses with incentives for contractors and builders. Promote your d-i-y services at clinics. Send out brochures and literature.

IIISPUYS should allow customer to see all of the door

(7) Advertise in newspapers and local home magazines as well as on radio and tv. Tie into door manufacturer's national advertising whenever possible. Have a truckload or parking lot sale of doors with your distributor's help. Hang a banner on the front of the store proclaiming.it as "door headquarters. "

(8) Train your staff to be door experts. Lean on your distributor for help in educating salespeople. Have early morning or after hours classes

Story at a Glance

Suggestions for gaining a bigger share of the prosperous door market. .. display tips. advertising recommendations ways to develop customer lists and build prospect potential.

and product sessions. Make sure that your staff knows everything about doors and all the answers to customer's questions. Drill them on patience and courtesy as well as sales techniques.

(9) Develop a broad customer base. Target all possible door buyers, builders, contractors, do-it-yourself, buy-it-yourself, residential, remodeling and commercial markets. Professional buildings, rest homes, retirement complexes, restaurants, small shopping malls and offices are all candidates for door purchases.

(10) Build your reputation and sales by participating in any available model homes, home shows and trade shows in the area. Displays of doors in shopping malls have been used successfully to develop prospect lists. A drawing in conjunction with a realtor with a door awarded to a resale buyer is a good way to develop a list of remodeling prospects.

rrtHEN A CUSTOMER asked to lU see entry doors 25 years ago, the dealer usually showed him a couple of wood doors. Now he is offered a choice of dozens of styles of wood, insulated steel, vinYl clad and fiberglass entry systems.

Insulated steel door systems are the best known of the doors utilizing man-made materials. TheY came on the market back in the '60s as a selfclaimed remedy for troublesome and expensive callbacks for builders. Steel door makers claimed wood doors installed and htted on the job site were causing problems.

The material and construction used in the steel door aimed to eliminate splitting, warping and rotting. The insulated steel door is usually a polystyrene, wood or particleboard core faced with galvanized steel.

Story at a Glance

The benefits of insulated steel door systems. ways dealers can use them to beef uP total door sales.. sales Presentation suggestions you can use.

In addition, the systems aPProach of a factory designed and manufactured frame, sill and weather stripping components often eliminated many of the ht and air leakage problems experienced with some sitebuilt door systems.

Builders responded favorablY to the new doors. As Performance improved, industrY standards developed and an expanded range ofProducts became available, the insulated steel door became accePted in the building industry. Current figures place insulated steel door sales at 57 .90/o of total door industry sales.

Professional remodelers and doit-yourselfers have accepted the insulated steel door as well as the builders. The broad range of Products and applications makes them useful for both residential and light commercial uses. The ease of installing the pre-hung system is especially adaptable to d-i-Y Projects.

In addition to entry doors, insulated steel door systems are available as sliding patio doors. Use as passage doors between garage and living quarters in residences is increasing as frre codes in some areas specify 90

Don't overlook steel door systems

minute fire ratings for this application.

Most dealers find it necessary to carry skus of both wood and insulated steel entry doors as well as being prepared to special order. To do full justice to door displays, the average dealer allots at least 600 sq. ft. of floor space to his door section. Insulated steel entries, like wood, range from plain, low-end products to the fancier, more expensive models with regular and leaded glass light inserts. Prices range from around $100 to the $200 range. Four and six panel doors and those with lights are reported among the best sellers although styles with embossed or applied trim appeal to some customers.

Benefits which can be stressed in a presentation of insulated steel doors to customers are numerous. Most shoppers are impressed bY the fact that they are virtually maintenance free. They are built to remain dimensionally stable and warp free without splitting, cracking, warping or peeling.

For the energy conscious, the insulated steel door is ideal. Laboratory tests have shown that the insulated steel door system stoPs twice as much heat loss as a conventional wood door with a storm door.

In addition they are part of a total package including continuous high performance weather seals and tight fitting sill/thresholds. Virtually no air infiltrates the system.

Security is another benefit which can be stressed effectively in a sales presentation. The interior and exterior skins of the galvanized steel doors are added protection against tools used by burglars and vandals attempting to break into a house.

Insulated steel entry doors meet the needs of many of your customers for both new construction and remodeling. Don't sell them short.

l, INYL WINDOW products

U have been growing at a rate of 200/o a year for the past three years, and are likely to continue strong as the total home improvement market heads for $100 billion in 1988.

Because of this kind of growth, it becomes increasingly important that dealers be aware of vinyl windows and their features. To help retailers become more knowledgeable about the product, the Vinyl Window and Door Institute has compiled a list of the most common questions people ask about vinyl windows.

Q: What is a vinylwindow?

A: A vinyl window (frame) is one which is fabricated primarily from poly vinyl chloride. Other materials may be used for hardware and reinforcement, but the primary exposed material is PVC (vinyl).

Q: What styles of vinyl windows are available?

A: Vinyl windows are available in all popular styles, the most common of which are fixed, double hung, sliding, casement, awning, and decorative bay and bow windows. They can be custom-made to fit any size or shape.

Story at a Glance

Questions and answers to help you sell in fast growing vinyl window market . . .2Oo/" annual growth rate. strong in home improvement sales.

Everything you ever wanted to know about vinyl windows

Q: Are vinyl windows easy to install?

A: Installing vinyl windows is no more complicated than installing windows fabricated from other materials. Anyone capabte of installing a window made of some other material can install a vinyl window.

Q: How do vinyl windows stand up to extreme temperature conditions?

A: The chemistry of vinyl, plus today's modern manufacturing techniques, assure that vinyl windows will remain impervious to weather. In addition, condensation is virtually eliminated on vinyl window parts. Heat loss through window members is reduced drastically due to the insulating qualities of vinyl.

Q: How will vinyl windows affect the appearance of a home?

A: Vinyl windows greatly improve the appearance of virtually any home. They maintain their beauty for many years with only a minimum of cleaning and care.

Q: How do vinylwindows stand up to salt air, sea spray and other corrosive conditions?

A: Vinyl windows are not affected by corrosive conditions, making them a good choice at the beach or near heavy industrial areas.

Q: Are there any quality-assurance safeguards for vinyl windows?

A: The SPI Certification Label is your assurance that the product has been tested by an independent laboratory and found to comply with all the provisions of ASTM standard, D4099.

Q: What glazing options are available with vinyl windows?

A: Vinyl windows are available with single, double and triple glazing. Options such as tempered, frosted and low E (emissivity) glass are also offered.

Q: How do vinyl windows compare with windows made of other materials from an operating standpoint?

A: Vinyl's self-lubricating properties enhance its ability to slide. In addition, vinyl does not warp, twist, swell or otherwise distort its shape, so it remains easy to operate.

Q: How do vinyl windows compare in price with windows made of other materials?

A: Vinyl windows compare very favorably in price with quality windows made of all other materials.

Q: Do vinyl windows require much care?

A: Vinyl windows never have to be painted because the color is actually part of the vinyl. If they become particularly dirty because they are subject to stubborn grime caused by local conditions, a mild non-abrasive detergent solution will clean them to an "as-new" condition. Normally, all that is required for cleaning is a damp cloth.

If you're a pessimist, You may see window replacement as a formidable, unrewarding chore. The sight of arough oPeningmaY evoke friehtening reminders ot the hasslei,long waits, and inconsistencies of custom-made windows.

But, if yot/re an Andersen dealer' vou know window rePlacement can be very easy. Youviewthis oPening as one 6f 28 milion found in old houses and remodeling jobs that desperately need new windows this Year. And, if vou reallv know the Andersen line, you rbalze we nnke enoughstnrdnrdleighths andwidths of quality Perma-Shield' products to routinely fit more than 6,000 openings. All vou need is our Perma-Shield casing, an "h"cliannel, and some silicone sealant, and you're in business. It's that simple. -

So, if you've been feeling down about the complexities of window replacement, lookus irp. We'll showyouhow easy itis to be part of the business that comprises 63% of all window sales: remodeling and replacing.

Frir more information, call your nearby Andersen dishibutor.

ns#be.to quaxq{

How to survive in the window selling iungle.

Ir HINK of yourself as a hunter, I and your customers as the hunted. The game is to convince them that you can satisfy their window needs. You have a lot of competition. It's a jungle. Now, what's your strategy?

Sure, you can advertise that you sell windows. But just putting up a billboard or buying space in a newspaper won't guarantee that your customers will see it, much less pay attention to it. What you need to do is plan. Plan your ads to target the right market.

To some dealers, planning may seem like a jungle in itself, but it's pretty simple. Basically, an ad plan defines your present role in the window marketplace, and how you want to change that role during the next few years. The following four steps will help you to build the plan.

(1) Information Gathering. pult together statistics on your total window market. The more information. especially current and credible information, the better. (Refer to local newspapers, trade journals, trade associations and library sources to make sure the data are correct.) What are the market trends? What is your reputation in the

Ad Campalgn Check Llet

,* Are the goals oi the ad realistic?

:: Is the ad reaehing the right audience?

Is the ad using the most cost effective media?

Does the ad have a clear, simple message?

Are you repeating the message in repeated ads?

Is there follow-up to the ad in the store?

marketplace? Who is your competition and how do their services, products and reputations compare to yours?

(2) Writing Down Goals. Identify the problems and opportunities. Decide how you can create a unique edge over the competition. It could be in terms of market area (you target a new community, for example), product introduction (you become the local lowemissivity glass expert), image (you become the most reliable window dealer in town) or all three. Write down the logical steps that will help your store succeed and grow over the next few years.

(3) Defining Your Strategies. Now that you know your goals, decide what your advertising needs to do to reach them. What should it say to whom? A dealer in a new, growing community may decide to target young families; his ads, then, should be progressive and dynamic. A dealer in an older community may decide to target active retirees; his ads should focus on tradition and reliability.

(4) Putting Funds Aside. Businesses spend 2-50lo of their forecasted gross sales on advertising, as a rule of thumb. This is a good guideline. You may advertise more if your competition advertises heavily, your business is small and young, or your location is remote. You may advertise less if your business is large and well established, and in a welltraveled location. Be sure to put extra funds aside for special promotions, like a store opening or anniversary.

Story at a Glance

A game plan for plotting window sales . studying the market.. setting goals.. selecting adveilising media... following up with promised products and seruices in yourstore.

With the plan completed, youthe hunter-now have your map and ammunition. All you need is the lure: the ads. For the most effective advertising, you will need to place ads in the right media, practice what the ads are preaching, and evaluate the results. Each of these efforts should be developed in light of your plan.

In selecting the advertising media, meet with sales representatives for each of the media available in your market-such as television. radio, newspapers, billboards. Gather their information on billing rates and audiences; then compare to see which one reaches your clients at the cheapest rate. The basic measure of media efficiency is CPM, or cost per thousand.

Once you've selected the right media, schedule the window ad campaign. Keep in mind that you'll need to repeat your ads in order to get your point across. Have a clear and simple message, and say it in the same medium again and again.

Tell your sales staffabout the window ads under way, and prepare them to provide the services, products and overall attitudes that your ads are promoting. Clients trust you when you follow through on your promises. and that often leads to sales. But remember: advertising is a lure. It can bring people into your store, but only you can close a sale.

Finally, test the results of your ad campaign. Put the same ad in several local papers, for example, and use a coded coupon to see which paper generates the best results. (Results are usually measured in terms of increased traflic or sales.) Put a special ofler on a radio station. and check the response, Ask your customers whether they've seen your window ads.

mm LJ TJ

A FTER falling in love with handFlsome entries photographed in magnificent living color in door brochures and advertisements, the average door shopper is poorly prepared for the naked, bare wood doors he finds in his home center or lumberyard.

Do-it-yourselfers are often surprised to discover that most doors do not come finished from the manufacturer as they have seen them advertised. Even the buy-ityourselfer shopper may not realize that he will have to hire a finisher as well as a professional to hang the door.

Story at a Glance

How to prepare customers for unprepared doors.. tips for proper handling and storage of doors. guidelines you can use to bolster door sales.

A salesman aware of these common misconceptions can make the situation easier for his customer by showing him finished doors while explaining that the one he buys will not look like that until it has been properly stained or painted. The customer who has been warned will be less likely to panic when he is faced with the unfinished door.

guidelines for storing doors, a dealer will find that although the unfinished door may not be beautiful in the eyes of his customers, there will be no dings, scratches or bruised corners marring its appearance. A door that has been treated right increases the customer's ability to both visualize and achieve the perfect finished product.

Doors must always be stored flat in clean, dry surroundings. They must always be protected from dirt, water and abuse. If they are to be stored for an extended period of time, doors should be sealed with a non-water based sealer or primer. Excessive moisture, heat, dryness and direct sunlight are enemies which should be avoided in door storage.

Glass doors or doors with glass panes, panels or lights are even more sensitive to improper handling. Gentle handling with proper protection for the glass is necessary to avoid accidents and damage.

Doors must be treated as fragile and delicate merchandise. Dragging doors across one another or along the floor can cause damage. Dropping a door or bumping it into a wall can blunt the corners and edges or cause dents and cracks. Clean hands or clean gloves are essential for the person handling doors since dirty, unsightly handprints are difficult to remove.

Many manufacturers help the dealer out by packaging doors in poly bags. It is wise to make sure that the bags are not tightly sealed

Basic Door Handling

(1) Store doors flat in clean. drv surroundings.

(2) Protect doors from dirt. water and abuse.

(3) Do not expose doors to excessive moisture, heat. dryness or direct sunlight.

(4) Doors must be handled with clean hands or clean gloves.

(5) Doors must be lifted and carried, never dragged across one another.

since air movement is necessary to prevent moisture accumulation. Corner protectors and other protective coverings applied by the manufacturer should be left in place to protect the doors until they are purchased.

Handling marks, raised grains and blemishes detract from the appearance of an unfinished door. In addition, they make finishing more difficult. Buying a door is an expensive and often diflicult purchase for a homeowner. Make it as easy for him as you can.

DRIEDFORTHE IONG HAUL.

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Pa.v 'N Paft, Kent, Wa.. has agreed to a leveragec! buvout from a group that includes senior nlanagement (see p. 35 for story) . . Builders Square has a lhird location under eonstruction in Denver, Ctl. .

84 Lumber. Salinas" Ca.. has reopened after being closed for extensive remodeling... Dixieline Lumber Co. has openecl a new store in La Mesa. Ca.. utilizing a fornr er Handl'nnr site

Ponderosa True Value Hardware. Pagosa Springs, Co., has moued into the Federal Lumber Co. loca- tion which it recentlv acquired

Lattoga Curp. has consolidated Spenard &dlders Supply in Alaska with Lumbennen's in Oregon an<l Washinglon, (see p. 35 for story)

. . Ta.vlor Lurnber Co.. La Junta. Co.. has remodeled .

Scharpf"s Tv,in Oaks Builders Supply, Albany, Or., has moved to a new site. Willov's Lumber Co., Inc., Puyallup, Wa., has relocated to new facilities . Mears Luntber (b., Bakersfield. Ca.. has closed voluntarily after 52 years . . Rarbie Hames, F'ife, Wa., has moved to new offices, complete with model home site: Karsten lernagel is pres. of the firm . .

Budget llornp ('anteris the new name for Frederic'k Lumber Co.. Frederick, Co. . . Bill l)owd. owner of Blua Masa Lumber. Gunnison, Co., and Jeff llooms have acquired County Line Lumber, Erie, Co. .

Wrigltr Lumber. Wright, Wy., has reopened as R and T Lumber . . Anderson Lumber. Grace. Id.. has closed after 91 years

Tri-Lakes Lumber', Palmer Lake, Co., has been purchased by Chris and CeCe Layton

Bronson Cross Lumber Co., 1rc.,has moved its yard and offices to Lathrop, Ca., and opened a sales office in Livermore staffed by lrv Cross. Glenn Miller, Mike Zalove, Melanie Boulos and Robin Cross; the Union City localion has been closed

fttllmer Lumber Co., Tigard, Or., has expanded its Tualatin, Or., warehouse to 25,000 sq. ft. Cascade Empire,Hillsboro. Or.. is nroving into expanded facilities in Kruse Woods Corp. office park, Lake Oswego, Or. . .

Trans Paci/ic *port, Lake Oswego. Or., now 7 years old, has opened a new re-manufacturing plant in Fontana, Ca. .

Jack Tweedy. Tweecly Lumber Sa/es, Laguna Niguel, Ca., has celebrated 24 successful years for his company b.v voluntarily liquidating the firm to pursue the joys of retirement.. Feather Riier Moulding Cb., Oroville. Ca.. believed to be one of the oldest fir moulding plants in the U.S., has been for sale since May .

Golclen Srarc Moulding has permanently closed its Rocklin, Ca., plant and moved its Hq. to White City (Medfortl). Or., and opened a new moulding plant there Long Beach Plywood, Long Beach, Ca., is celebrating its 49th ycar in business .

GeorS4ia-Paci/ic Corp. has completed its purchase of U.S. Plyruood Corp., for approximately $215 million . . Bruce Fiber [nternational, Dee, Or., plans to buy the Clnmpion lnternotional hardboard plant in Dee

Domtar, Inc. is selling its gypsum wallboard plant and gypsum quarry near Las Vegas, Nv., to a unit of James Hardie Industries Ltd. of Australia; no terms have beendisclosed...

The Merchant Magazine

A{pine [nternational will sell a veneer and chip planl in Goshen, Or., and veneer plants in Ronald, Wa., and Klamath Falls, Or., to llTD lndustries, Portland, Or.. which also has acquired 17,000 acres of Oregon timberland from Times Mirror Land & Timber Corp. . .

Fibreboard Corp.'s lumber sales group has moved into new offices in Concord, Ca.; hardwood plywood sales remain at the Standard, Ca., mill. . AIICoast Forest Products. Chino. Ca., has closed its Tempe, Az., branch . .

Pacific Supply, Oakland, Ca., has new yards in Visalia and Fresno, Ca.. Snow Mountain Pine Co. has moved its sales and mktg. office to Bend, Or., from Ff ines, Or. . . Sequoia Supply, Irvine, Ca., has opened a new DC in So. Springfield, Mo.

Suncrest Forest Industries, Inc., has moved to a new location in Medford, Or. . Cedar Valley Shingle Systems has -started production in its new Hollister. Ca.^ plant

Phoenix Cement Co." Phoenix. Az., has been acquired by the Salt River Pima-Maricopa Indian Community for $58 million from Gifford-Hill Cement Co. . . . Clairson Commerical Products of Cali.fornia, Inc.. is acquiring Acme Wire Produtrs and Acme Display, Garden Crove, Ca. ..

PaciJit Lumber Co. has stopped logging operations in Humboldt County in northern Ca. p*nding an environmental lawsuit hearing... Louisiana-PaciJic's Fibreboard Corp. unit has received an additional $144 million in insurance coverage for asbestos related claims (see p. 40 for story)

Housing starts for May (latest fies.) fell 2,70/a ta an annual rate of 1,620,000, seasonally adjusted . single family starts drop- ped 7.60/o; multi-family starts were- up, while building permits for future construction dropped again, to their lowest level-ih a year and a half.

JULY

Fenestration World '87 - July 8-9, window/door trade show & seminar, Hyatt Regency, Minneapolis, Mn.

Dubs Ltd. - July 18, golf, Meadow Golf & Country Club, Fairfax. Ca.

Ganahl Lumber Co. - July 19, Golf Classic, Los Serranos Country Club, Chino Ca.

Black Bart Hoo-Hoo Club - July 24, annual golf tournament and BBQ, Hidden Valley Lake Course, Middletown, Ca.

San Joaquin Valley Hoo-Hoo Club - July 24, Coast Frolic golf & dinner, Black Lake Golf Resort & Shore Cliff Lodge, Pismo Beach, Ca.

International Lawn, Garden & Power Equipment Expo - July 27-29, Kentucky Fair & Exposition Center, Louisville, Ky.

AUGUST

National Wood Window & Door Association - Aug. 1-5, summer meeting, Westin Copley Plaza Hotel, Boston, Ma.

American Hardware Manufacturers Association - Aug. 9-12, Hardware lndustry Week/National Hardware Show, McCormick Place, Chicago, Il.

Lumber Association of Southern California - Aug. 13., board of directors meeting, Ritz Carlton Hotel, Laguna Beach, Ca.

Los Angeles Hoo-Hoo Club - Aug. 14, golf & dinner, Costa

- Mesa Country Club, Costa Mesa, Ca.

Wood Moulding & Millwork Producers Association - Aug. 20-23, summer meeting, Rancho Bernardo Inn, San Diego, Ca.

Humboldt Hoo-Hoo Club - Aug.21, golf tournament, Baywood Golf & Country Club, Arcata, Ca.

W.O.O.D., Inc. - Aug. 31, annual golf tournament, Heatheridge Country Club, Denver, Co.

HouseWorld Expo - Aug. 3l-Sept. 2, sponsored by The Interface Group, international housewares industry show, Convention Center, Las Vegas, Nv.

SEPTEMBER

Lumber Association of Southern California - Sept. 9, Second Growth dinner meeting, Hyatt House, City of Commerce, Ca.

Yakima Hardware Co. - Sept. 13, market, Yakima Convention Center. Yakima. Wa.

Hoo-Hoo International - Sept. 13-16, annual convention, Seattle Sheraton Hotel. Seattle. Wa.

W.O.O.D., Inc. - Sept. 16, membership luncheon, Holiday Inn North. Denver. Co.

Morse Hardware Co. - Sept. 21, market, Holiday Inn, Bellingham, Wa.

American Architectural Manufacturers Association - Sept. 27-Oct. 1, fall meeting, Marriott Desert Springs, Palm Springs, Ca.

Woodmac Asia 87 - Sept. 30-Oct. 3, forestry, woodworking & furniture supplies show/conference, World Trade Centre, Singapore.

CaIl (2o,61 673,.523a for your western red cedar fencing requirements

Are You Absolutely Sure You Are Buying Your Building Materials Right?

If you have ever asked yourself - Am I Cornpetitive? or Am I absolutely sure I buy my Buitdiny Materials and Hardware right? Then you need C.B.S.-Central Builders Supplies Company.

C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping independent building materiil dealers remain competitive with mammoth corporation chains' Because C.B.S. is a dealer owned non-profit corporation, all discounts, rebates, datings and advertising funds are all passed directly to the participating members.

C.B.S. Offers You These Advantages

*C.B.S. has been nationally recognized as "The * Place To Go To Buy Low"* *

* As you buy more the cost to belong goes down-not up

* C.B.S. has an in-house Lumber Department

* C.B.S. has a General Building Materials Dept,

* C.B.S. has a program with the Blue Grass Tool Company

Central Builders Supplies Company

215 Broadus Street Sturgis, Michigan 49091 Phone: (616) 651-1455

C.B.S. is dealer owned C.B.S. has a state-of-the-art internal communication system with participating members

* C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Building Specialties Dept'

* C.B.S. operates as a non-profit company

* C.B.S. members share in the cost to operate

Heudquurler.s .lor the Allied Building Centers

*C.B.S. was featured in the December, 1986 edition of The Merchant Magazine

HOME GENTER MERGHANT

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca. 92128 shelfand not enough rod space for hanging clothes (let's face it. when your

relatively new business and it appears dominated by independently owned installers. Oops! "Closet Consultants."

weight ranges from 214 lbs. to 254 lbs., LOSETS! Suddenly there are big you need a wardrobe that includes size bucks in closet remodeling. It's a 46-48-50 and 52 athletic long). Together with the old shoe boxes filled with whoremembers-what and a collection of shoes, sneakers, slippers and other footwear that should have been thrown out years ago, there is hardly room for the other important stuff such as the photograph albums, 4,000 pennies, keys to the old cars and souvenir cowboy hat. That describes only my side of the closet.

Although the concept ofcloset organizing has evidently been around long enough for there to be I I listings of installers in my Yellow Pages, it wasn't until recently that I took special note of their existence. Within the past few months, our local Shoppers have been stuffed with fliers from these companies with catchy names such as "Closet Expressions," "The Closet Factory" and "Custom Kloset Company." I have yet to see one named "Closets 'R 'Us," but I'm sure that somewhere in America there is one.

Our bedroom walk-in closet is a mess. It's probably pretty typical. There is much wasted space above the closet

I was quick to say, "Do-it," when Donna suggested that we call one ofthe closet companies for an estimate to redo our closet arrangement. I was not prepared for the ticket shock. Their plan was excellent. Their price was almost as long as their telephone number. Total installed price exceeded one thousand dollars. I have that project on hold.

It is evident that closet remodeling is a growing business. I make that judg-

The Merchant Magazine

ment from the increasing number of companies entering the closet installation business. I wonder, if those of us who cater to the d-i-yer are doing a good enough job of marketing plans and materials for closet improvement. I am a big believer in promoting "packages." Over the years I have seen ads for remodeling packages sell a lot of sticks, boards and wall materials. That's the way the closet remodeling packages should be advertised. Some of the major chains are promoting pre-finished closet materials in modular systems. Some are tre6ting them as specialty furniture items. That approach is too limited.

There is a constant search by home centers and building material dealers for fresh concepts for merchandising and promotion. Closet remodeling is ripe. Dealers should be featuring plans for modular sections in finished and unfinished materials.

Advertising should be highlighting closet layouts of different configurations and different sizes. With the computer programs at the fingertips of most retailers, it would not be difficult to design and price-out closet packages in an array of designs and materials.

There is money hidden in closets. Not yours. Theirs. Your customers are ready to spend some of that money, if you can show them how to put their closet in shape as a do-it-yourself package.

Mps?

Mallco Lumber & Building Materials specializes in mixed loads of quality lumber, sheet goods, glu-lam beams, and millwork to meet your needs.

We receive several rail cars each day, and turn our materials rapidly to provide you with the fastest delivery of the freshest stock available.

Part of a privately owned, family run company, based in Phoenix since 1908, Mallco's Eucks cover the entire Southwest - from California to Texas.

You'll enjoy dealing the old-fashioned way with a reputable firm that takes pride in delivering on their promise of superior serice, quality, and selection at a fair price.

Lumber Association of Southern California

AN JUNE 5. 6 and 7, the Second V Growth, LASC's 40 and under group, met at the Rancho Bernardo Inn, San Diego, for their I I th Annual Weekend.

The over 100 PeoPle attending included members and meaningful associates. What a great group of people. It can truly be said that every face had a smile on it and everyone enjoyed themselves about l10o/0.

The programming was verY good with Michael Broome talking on Saturday morning about communication, stress management and how to live successfully. One of his tape presentations is "How io Be A Liver of Life and Not a Gall Bladder." This gentleman certainly lives life and his enthusiasm for it comes forth in his message, stimulating all who want to enjoy life in the same way. Maybe he

was the reason for all the smiles' because he really made you feel good about yourself and your life.

Sunday morning the speaker was Bill Haynor with Great America in San Diego. Bill's outlook on housing starts andlnterest rates for Southern California painted a pleasant picture for the success of the lumber and building material business over the next couple of years.

Bill Jones and other officers, Mike Prediger, Drew Sasser and John Allen' put the program together. In addition they do four dinner meetings each year. In some industries it would be truly a miracle to get competitors working together for the benefit of competitors. But you see it within the association in this industry and that's what makes it so great.

People are alwaYs amazed, those who are not lumber oriented to find the family orientation that exists. The Second Growth group has fifth generation people participating. I feel extremely fortu-

nate to be able to know so many of those families.

Participation in Second Growth is strong, but it could be stronger. Its strength now portends a strong associa' tion for years to come. For those of you who have good people 40 Years of age and younger, I would encourage you to involve them in Second Growth. There were a number of "first timers" at Rancho Bernardo, and theY all went home feeling great about attending' They will be back and they will encourage others to come along as well. It's time and money well spent in assisting your employees gain a better knowledge of the industry. Try it - you'll be very pleased with the results.

As lar as lines go, no one can top th^e Andersen@ brlnd ofwindows, roof windows and gliding Patio doors. Because Andersen is the best-known name among window brandsthe one that ovei the Years millions of homeowners have counted on for toP quality. But even with the greatest line and your own good business sense goin-g for you, you simply can't go i-t itonE to keep sales going up. As afullse rv ice stockin g A nde rse n distribut o r, t hat' s whe re Catroll Moulding ComPanY comes tn' Besidei supplying all the Andersen units you need (in varying styles' sizes and glazings) we help keep you up-todate on product developments set up consumer and window replacement itinics solve service problems. And

It takes mqre than a g:eat t()mal(emoresales-

I nenO a very thought provoking arti- I cle in a local newspaper recently that I thought I might share in part with you. It was written by a Bay Area author and founder o[several Palo Alto companies, Tom Peters.

When the Federal Express courier comes to my oflice reception area, she is greeted by Annah Salas. When she looks at Annah, she should see $ I 80,000 stamped on her forehead.

My little 20-person firm runs about a $1,500-a-month Fed Ex bill. Over l0 years, that will total $180,000. I find this simple device, calculating the lO-year (or, alternatively, lifetime) value of a customer, to be very powerful. It has profoundly altered my own thinking.

Stew Leonard, the erstwhile Norwalk, Ct., grocer, got me started on this. He says, "When I see a frown on a customer's face, I see $50,000 about to walk out the door." His good customers buy about $100 worth of groceries a week, Over l0 years, that adds up to roughly $50,000. We all agree that repeat trade is the key to business success; this quantifying procedure provides a way to add potency to the idea.

Here are two other examples. Average lifetime auto purchases will total about $150,000, not including repair work. Given car buyers'remarkably low dealer loyalty these days, it would surely alter that business' tactics if dealers and their employees focused on this bie

number. Or suppose you frequent a good restaurant twice a month for a six-person business dinner. You're worth about $75,000 every l0 years to that establishment.

Though these numbers are imposing, two further twists up the ante. The repeat customer is obviously any firm's principal vehicle for word-of-mouth advertising. Conservatively, suppose a lifelong, happy customer sells just one colleague on becoming a lifelong customer ofyour superb restaurant, grocery or Federal Express, as the case may be. Suddenly, the regular customer's value to the restaurant doubles from $75,000 to $150,000, including that likely word-of-mouth referral. And that sign on Annah's forehead is now read by the Fed Ex person as $360,000 rather than $180,000.

There's a third step in the progression. If the restaurant's waiter handles five tables a night, he or she is caterine to five times $150,000, or $750.000: worth of potential business. The numbers are stunning for Fed Ex. If our courier has 40 regular stops at businesses my size, she is managing 40 times $360,000, or a $14 million, '.portfolio" of customers each day!

So the three-step formula is: First, estimate the 10-year or lifelong value of a customer, based upon the size and frequency of a good customer's average transactions. Then multiply that number by two, to take into account the word-of-mouth factor. Finally, multiply the new total by the average number of customers served per day by the sales. service, dispatch or other front-line per-

The Merchant Magazine

son or group. The result is the lifelong value of the "customer portfolio" that the individual or group deals with each oay.

The implication is clear. If you look at customers in this or a related way, you are likely to take a new view of hiring, training, compensating and spending on support tools to aid the customer-serving process.

Take that waiter, managing $750,000 of your future each night. Are you still sure you want to brag about your low average wages? Are you certain that skimping on uniform quality makes sense? Does the investment in a small computer system to support order taking still look as expensive as it did?

(c) 1986 TPG Communications. All rights reserved. First appeared in the San Jose Mercury News.

Thol's How lt Goes!

?,-d yq,.! enjoy your week off, Miss Hartlv? The Merchant Magazine

CHUCK LINK executive director

T HE NEw WBMA Suppliers Coun- I cil held its organization meeting on May 17 at the Eugene Hilton Hotel, Eugene, Or., in conjunction with the WBMA All Industry Marketing Management Conference.

E. R. "Ray" Nailor, OrePac Building Products, Wilsonville, Or., was elected temporary chairman. He will be assisted by a six-person steering committee which will work with the WBMA executive committee in formalizing the council. Steering committee members elected were Stu Childers, Lumber Supply & Warehouse Co., Seattle, Wa.; Art Emerson. Lumber Products. Portland. Or.: Petra Reinenger, Rexnord Chemicals, Laguna Hills, Ca.; Kip Steele, Tri-W Distributors, Seattle; Wes Strahm, Weatherly's, Inc., Eugene; Teresa Swick, Teresa Swick & Associates, Federal Way, Wa.

The purpose of the Suppliers Council is to bring associate members (wholesalers, suppliers and manufacturers)

together to discuss mutual concerns with retail dealers and to advise the WBMA board of directors. WBMA president Clayton Smith stated that "WBMA's executive committee, in giving their unanimous approval to forming a Suppliers Council, views this as an opportunity to achieve better and productive interfacing between retail members and their suppliers who are WBMA associate members. Our mutual survival, strength and growth depend on it."

OSHA recently decided to reinvestigate the health effects of wood dust at the job. First, OSHA will focus on the wood products manufacturing industry and such "downstream" manufacturing sectors as furniture, kitchen cabinets and planing facilities. As yet, OSHA has not addressed whether dealers who operate truss plants or window and door shops will be affected.

But OSHA is contemplating a considerable change in acceptable wood dust exposure, lowering the workplace standard from 5 milligrams per cubic meter of air to perhaps I milligram per cubic meter of air. We will keep you informed as other developments occur.

FRED CARUSO executive secretary said board member Gary Woodward, "There will be no formal trade show at this convention and we are looking to incorporate key speakers and roundtable discussions on how to run our businesses better in a highly competitive world."

l) ntonlrv issues for rop manage- I ment will be the theme of the MSLBMDA Convention to be held at the Brown Palace Hotel in Denver on Nov. 5 and 6.

According to past president and national director Jack Davis, "The convention used to be more social. Now members are more concerned about addressing business practices."

"The trade show and convention brought up considerable discussion at the recent board of directors meeting."

In discussing the trade show which has been spun off from the convention and held in the early spring, Woodward said, "We will continue to hold the buying show in Denver and we are exploring the potential of having two other regional trade shows, one for New Mexico and one for the Utah-ldaho area so that local dealers can take advantaee of local suppliers."

NESS

year.

OPERATING OPPORTUNITIES

Paid Associates

PO. Box 741623 Dallas, Tx.75243

RESEARCHERS and directory publishers say that the average busiloses 15% of its customers each

The loss is described in six categories. For every 100 customers lost, one dies, three move away, five shift their business to friends, nine change for competitive reasons, 14 are dissatisfied for product or service reasons and a whopping 68 leave because of poor employee attitude or indifference.

Nothing changes dying. Fortunately, with an annual 200lo population shift, a majority of the movers remain loyal. Getting a deal through a friend isn't as big a thing as one would expect since 50/o of 15% is .750lo of a total customer base.

One thing that really surprises those believing that they are under severe competitive pressure is the fact that only 90/o of l5o/0. or 1.35%. of all customers switch stores. Product and service dissatisfaction, while bringing the second largest loss of customers, is just over 270 of the total.

The real culprit is poor employee attitude or indifference, generating a 10.20lo loss of our customer total each year. A 150/o annual loss of customers means that every six to seven years the ball game has all new players, if we're lucky enough to have replaced the old ones. The overwhelming opportunity to retain customers appears to be in the only area that any dealer can changepoor employee attitude and indifference.

There are companies whose customer lists grow although they stay in the same or unexpanded facilities year after year. A discernible similarity of attitude is seen in these firms. They constantly

attack poor employee attitudes and indifference.

Here is a check list that may be helpful to you:

(1) Hire the right person for the job through pre-hire testing of aptitude, honesty and personality.

(2) Train each person on company systems and equipment.

(3) Provide customer relations training for all employees.

(4) Implement formal sales training.

(5) Maintain product training through suppliers, etc.

(6) Communicate with employees, suppliers and customers alike consistently.

Surprisingly, none of these six is out ofreach ofany dealer because ofcost or lack of availability. Breakdowns appear to be in execution and knowing what's available where.

Space doesn't allow for a listing of help available, but if you will send a stamped self-addressed envelope with your question, we will provide some answers. You'll find that keeping an existing 10.20/o of your customers is a whole lot easier than getting a replacement for 150/o of them each year. It's cheaper, too.

What's Happening?

Keep us posted on your club or group's upcoming meetings. But please submit them at least seven weeks before the event to make sure there will be time to list them in an issue in circulation before the big day happens.

Dlstrlbutors

NO(THEAST

GEORGE MCOI'ESIEN CO.

Iron Hoce Fark North Billerica, MA 01862 (6r7) 663-343s

MD.STATE LI.JMBER CO.

2OO Industrial krkwav Branchburg, NJ 08876 (zot) 72549oO

qogmEAsr

FURMAN LUMBER CO. gtst Annapotis Junaion Rd. Annapolis Junction, MD 20701 (3Ot) 792-2234

EARL RAIFORD LUMBER CO. PO. Box 5498

Ashevilte, NC 28813 (704) 253.5667

EPPERSON LUMBER SAIES. INC. P.O. Box 1559 Staiesvllle. NC28677 (7o4) 873432r

IAL LUI\'BER CO. PO. Box 3267

Huntsville, AL 35810 (205) s33-9220

UroODFORD PLYWOOD PO. Bo:r t73l

Albany, GA 31703 (9r2) 88349OO

Branches in Alabama Georgia & Florida

ITKE SIf,IES

EMPIRE WHOLESALE PO. Box 249 Akron, OH 443O9 (216) 4344545

r{oRIrtwEsT

HUUPUNTV LUMBER CO, PO. Box 99943 iacoma, Wn gA 99 (206) s84€263

T'PFER MTD WEST CANION LUMBER CO PO. Box 9328

Minneapolis, MN 55440€328 {6t2\ 425-L4N

WEST

AIL.COAST IORESI PRODUCTS, tNC FO. Box M

Chinq CA 9l7OB (7r4) 627€ssl

HEDLUND LI'MBER & MACHINE STAINING

P0. 8ox 6@38

Sacramentg CJ{ 95860 {916} 331€6ll

IMPERTAT WHOTESJIIE PO. 8ox 256O5

Salt lake City, UT 85125

(8Ol) 972-s6s6

CEDAR WEST CORP P.O. Box 5224

Denrrcr, CO 8O217

BO3)294-0077

Judging

the

log

for the best cut takes know how.

To maximize recovery, I operate a compulerized system to help analyze the log for processing through the four head-rigsaw blades.

By positioning each log properly, I make sure the computer scans the log correctly for accurate analysis. Continually checking data for correct information and overriding the computer if necessary helps improve log recovery.

P&M Cedar Products' hi-tech machinery coupled with comp elenl operation and maintenance results in higher quality products to assure customer satisfaction.

Computer Controlled Inventoryrgq1

own Truck Fleet for Prompt Delivery

Guaranteed Within 48 llours

r Pre-Cut Sheet Material r Pine

Products r Plus a Full Line of Forest Products

LMA annual convention

T HE BIG WINNER at Caesar's, I Lake Tahoe, Nv., was Dale Winslow, Pacific Home Improvement Center, Atascadero, Ca., elected president of the Lumber Merchants Association of Northern California at its 48th annual convention, May l6-19.

Outgoing president Embree "Breeze" Cross, Truckee-Tahoe Lumber, Truckee, Ca., passed the leadership. Cross also presented the President's Award posthumously to Clyde Strouss, Fairfax Lumber, Fairfax.

Other newly elected officers included lst v.p. Neil Keefer, Hayward Lumber Co., Pacific Grove; 2nd v.p. Bob Rossi, Rossi's Building Supply, Fort Bragg, and directors Jerry Plamondon, Chap's Lumber; Ken Walsh, Meeks Lumber; Jay De Cou, De Cou Lumber; Chuck Erne, Sequoia Lumber; Mike Yaeger, Yaeger & Kirk; Gene Lively, Valley

Distributors, and Bob Roberts, Sunnyvale Lumber.

Joining the Insurance Trust Committee were Tom Richert, Richert Lumber; Jeff Hogan, Ashby Lumber, and Brian Bock, Dixon Lumber.

Featured speakers at the LMA convention were representatives from the National Lumber & Building Material Dealers Association, executive v.p. Harlan Hummel at the general membership meeting and president Jerry Jewett at the President's Reception.

The LMA Executive Committee met to discuss the formation this year of a new Associates Council, an idea receiving good response from associate members in attendance.

Another convention highlight was the Quick Pitch Program contest, in which product display participants competed in quick presentations to lure dealers to their wares. Joe Garfield, PGL Building Products, was

awarded first prize, followed by Spencer Weston, Sundance Lumber, and Louanne Nourse and Phil Wirtz, State Compensation Insurance Fund.

The Nugget Hotel & Casino, Sparks, Nv., May 14-17, 1988, was chosen for next year's convention. LMA's 50th anniversary meet will be held at the Intercontinental Hotel, San Diego, Ca., May l8-20, 1989.

Window Certification Program

A certification program to assure windows comply with applicable specifications has been put into effect by the California Association of Window Manufacturers.

A single label verifies windows will meet standards set for structural, air infiltration, water resistance and operating force criteria, as well as others for safety glazing, forcedentry resistance and sealed insulating glass requirements.

Initial programs cover aluminum windows and sliding glass doors, wood windows and patio doors, forced-entry resistance and sealed insulating glass. Future products to be included are vinyl, mobile home and storm windows and doors.

o Glue lom beoms

. Spruce Foscio

o Pine s@l@cts ond commons

o Pine mouldngs ond jombs

o Pine doors

. Docking 6r Pottern Stock

. Spruce cornmons boords

o Ujhite fir dimension

o lnloncl 6 tUestern red cedor

o Redulood

Residential door market wide open

l-|IGH HOUSING production in

II recent years has resulted in a strong demand for residential doors for new construction and repair and remodeling. In 1986 a new market peak was reached with sales of eight million exterior doors and 37 million interior doors.

Projections for 1987 indicate about the same level of demand for exterior doors and a slight decline for interior doors. The 1987 housing start total will consist of a higher proportion of single family homes, which require more doors per house.

Hinged exterior doors for new construction have seen a shift in materials since 1979. Steel embossed doors have doubled in use and now account for 25oh of the market. These doors have a foam plastic core covered with steel faces pressed to simulate wood panels. They are energy eflicient and practically maintenance-free. The same is true for steel flush doors which have increased in demand from 3lolo to 38% of the market since 1979.

Wood flush exterior doors have felt the impact of steel competition and declined in sales from 4lolo to 28% since 1979. Wood panel doors, however, have kept their l0o/o market share in large measure due to new designs and the natural appeal of wood.

According to William Ruddick of the Simpson Door Company, Seattle, Wa., "Quality wood doors have a handcrafted beauty home buyers and remodelers prefer particularly for traditional styles of houses. Sales of our Mastermark wood doors have shown steady growth."

A newer product on the market combines most of the features of steel and wood doors. Doors made with compression molded fiber glass faces over a foam core have a realistic-looking wood grain and can be trimmed to fit openings and stained like wood doors. Nancy Roffey of Therma-Tru, which developed their Fiber-Classic door line four years ago, says, "There has been a

tremendous interest in our doors and many of our customers are convinced this type of door will become dominant in the future."

Donald F. Spear, president,LSl Systems, estimates total demand for exterior doors for new construction will be four million in 1987. Added to this figure will be 3.6 million doors for repair and remodeling (the R and R market) and4.2 million for mobile homes. The R and R demand, a 160/o increase over 1985, is based on a strong resale market for existing houses. More than 500/o of owners repair or remodel their houses during the six-year period after they move in.

Story at a Glance

Demand near 8 million for exterior doors, 37 million for interiordoors . . steel preferred for new construction wood panel doors hold market share al 10o/o, dominate remodeling sales.

Unlike the new construction market, exterior wood doors for repair and remodeling have retained their predominate use primarily because they can be cut to fit existing door frames. Wood flush doors are expected to take 350/o of the market and wood panel doors, 240/o. Steel flush and embossed doors will have a 370lo share, with embossed doors having growth of l0o/o since 1979.

Total demand for interior passage and closet doors for new construction in 1987 is expected to reach 23 million. The R and R market will add 9.9 million, up 290/o from 1985.

For repair and remodeling of houses, wood flush and panel doors will remain the dominant doors used in 1987 with two-thirds of the market. Closet doors also will be about two-thirds wood.

Uffiilfif,tH

sPEcrAL,tzllxg"N,B*ry"RWOO

CONSTRUCTION HEART ROUGH

1x4, 1x6,1x8,1x12

2x4, 2x6,2x8,2x12

3x6, 3x8, 3x'l2 4x4, 4x6, 4x8, 4x12 6x6,6x8,6x12

CONSTRUCTION COMMON ROUGH

1 x4, 1 x6, 1 x8, 1 x1 2 2x4,2x6,2x8,2x12

1x6 Dog Ear Fencing 4x4 - 8' Post Grade

CONSTRUCTION HEART S4S 2x4, 2x6,2x8,2x12

2x4 Clear A

Facia

"B" Kiln Dry

PATTERN STOCK

Vz"x4",72"x6" Beveled %"x8" Beveled

Pattern 211R

Pattern 212R

CLEAR HEART S4S KD

CLEAR AYE S4S KD

2x8 Beveled Sill

4/4 x8" Rough

COMPLETE LINE OF THE FOLLOWING:

PRESSURE TREATED LUMBER & PLYWOODIn the following Treatments:

FIRE RETARDANT "PYRESOTE" & EXTERIOR: Mil-L-19140E Type 1 & 2, U.L. Labeled

CZC .45 pcf "Mudsill": AWPB LP-2; CZC .60 pcf ground contact

ACA - CHEMONITE Ammoniacal Copper Arsenate.60 pcf AWPB FDN, LP-22, AWPA C'l8

PENTACHLOROPHENOL: Penta-Dow, Penta-Oil per AWPA C-l8

CREOSOTE: per AWPA C-18, AWPB MP-2, AWPB'MLP

DUAL TREATMENT: ACA & CREOSOTE per AWPB-MLP & AWPA C-18

POWER POLES: 6xO #1 D.F. Rgh.60 pct ACA- 24'lengths

Certificates of Treatments Provided

PINE: DIAMOND & ROSEBURG STOCK

C & BTR Sugar Pine: 'l x6, 1x8, 1x1 2

#2 T & G: 'l x6, 1x8 #3 Shiplap: 1x6, 1x8

Pattern #792:1x12 WP 2 & 4 #2 Com S4S: 1x4 thru 1x'l 2, 2x12

#3 Com Sugar Pine S4S 'l x4 thru 1x12

#4 Com S4S 1 x1 2

MASONITE:

Duofux V6" &Y."

Flametest Fire Retardant Paneling

Flametest Sidings & Hardboard

CLEAR VG DOUG FIR S4S KD

PALCO STOCK

1 x4, 1 x6, 1 x8, 1 xl O, 1 xl 2 1x4T&GFlooring 5/14 x 12 Stepping

2x4, 2x6, 2x8, 2x1 O, 2x1 2

#1 DOUG FIR ROUGH:

2x2, 2x4, 2x6, 2x'l2

3x3,3x6,3x8,3x1 2

4x4,4x6,4x8,4x12

6x6, 6x8, 6x12, 6x14 & 8x8

(213) s67-1301 Qr4) e72-0re6

So.

Lynwood, CA 90262

For

AFPC's New President

pierce County, Wa; Salinas and MerAmerican Forest Products Co. is ced, Ca., and convert eight existing in the final stages of closing its San stores to a warehouse format by the Francisco, Ca., headquarters office end of F'ebruary, 1988. and moving to Lake Oswego, Or. Pay 'N Pak's profit has increased Douglas A. Westenhaver, DAW because its conversion of stores to Forest Products Co., Lake Oswego, the warehouse format is paying off, has replaced Dale Ogle as president he added. of American Forest Products and has brought in his own staff.

The AFPC plant in Martell, Ca., remains open.

Managers Buy Pay 'N Pak

Pay 'N Pak Stores, Inc., Kent, Wa., is in the midst of a buyout by a group controlled 7'l.5olt by Citicorp and 22.50h by the top 35 Pay 'N Pak managers.

An offer of $21 in cash for 810[ of the shares and preferred stock for the rest is in process. Citibank, parent of the venture-capital unit buying control, has agreed to provide $50 million to finance expansion of the home center chain.

David Heerensperger, chairman of the board, has agreed to stay for four years. He said that the company will open new stores in Lakewood,

Lumbermen's & Spenard Link

Lanoga Corp., Seattle, Wa., has consolidated its Lumbermen's and Spenard Builders Supply chains into a single division, although the units will retain their current names.

Edwin Savage, Lanoga executive v.p. and Lumbermen's president, was named president of the division, which will be headquartered in Olympia, Wa. Alaska management operations will be housed in Anchorage, Ak.

The consolidation of Spenard, with l0 stores in Alaska, and Lumbermen's, with 16 units in Oregon and Washington, is designed to trim overhead costs, improve productivity and bring the business in line with current market conditions.

84 In Victorville Remodeled

The newly remodeled 84 Lumber Co., Victorville, Ca., has reopened to provide increased service to do-ityourselfers and contractors.

"Not only will we be able to accommodate homeowrrers in each step of building and remodeling, but we are now able to readily serve the needs of the contractor," said manager Jerry Murphy.

Joe Hardy, owner and founder of 84 Lumber. said. "This remodeled store is the culmination of a plan to provide the best in the business. Our increased product selection in the Victorville store has been tailored to suit the needs of today's builders."

Forestry Museum Proposed

A 50,000 sq. ft. forestry and wood products industry museum to be built near Autzen Stadium in Eugene, Or., has been proposed.

Officials in Lane County, Or., have requested $30,000 from the County Commission to research the project, estimated at $4-5 million for construction.

The forests of Inuisiana-Pacifrc are closer than you thir:k. Thanks to L-P West.

L-P West is ournewly eryanded stnrctuml parLt Oetiuery network. A network of six Western field reps, a lns Angeles sales/service office, and major

reload centers, one in Northern and one in Southern California. Allworking together to deliver the products you need. koducts your customers want. Trouble-free L -P krner-Seal@ sidings and Irurer-Seal T&G flmring. Incredible building materials

:.,.i..iiiiil whichag.tnlly repel water fun the inside oul

Dependable supply? You bel L-P West defvers L-P krrer-Seal siding and flooring and Davson Creek ffi@ sheathing fiom 5 mills. So you ciut get tlre quanbty you need When you need it"

Stag Roast Toasts Poynor

Celebrating his retirement after 50 years in the lumber industry in Southern California, Carl Poynor was the guest of honor at a retirement stag-roast dinner hosted in San Diego, Ca., by his employer, F-remont Forest Products.

Some 55 lumber friends from Oregon, Los Angeles and San Diego gathered at the Kona Kai Inn on Shelter Island as guests of F-remont on May 29.

Bill Cowling, president of Dixieline Lumber Co. and lonstime lriend, served as masler of ieremony. Bill and Carl have roasted each other at lumber meetings for the past 20 years and their confronta-

tions and performances have become legendary.

Blaine Smith, Fremont v.p. and sales manager; Jerry Iligman, president of Reliable Wholesale Lumber: Don Swartzendruber, Davidson Industries; Hal Reeves, Swanson Bros. sales manager; Richard Miller. Fremont Forest Products; Bob Abbott.

Far West Fir Sales; Reed Trull. pooe & Talbot sales manager: Ron Lauderbach, Ransom Bros. president. ancl Bud Baker. Baker Hardwoods president, were among those taking part in the roast. Blaine Smith was the unanimous choice for giving the most polished iind funniest roast.

Pete Speek, president of Fremont, presented Poynor with a

The Merchant Magazine

plaque inscribed "ln Grateful Ap- I preciation to Carl E. Poynor for 50 Years of Outstanding Achievement and Dedication to the Lumber lndustry of Southern California. May 29, 1987, Fremont Forest products. " He also gave the retiree tickets for two fbr an alt expense paid Carribean cruise.

Given the opportunity to speak last, Poynor directed his heaviest fire at Cowling and Smith. He paid tribute to his company, saying "his last five years in the industry with F'remont were the happiest of his 50 years in the industry."

Vinyl Window Color Choices

Retailers are now able to meet the market demand for colors other than white in vinyl framed windows.

Architectural bronze. darker colors and shades such as almond beige as well as woodgrains are now available from several manufacturers.

"White remains the most popular frame choice, but additional colors have met the demands of many consumers, architects and builders. " according to Brian Marks, national sales manager for Vinyl Building Products lnc. "The woodgrain units allow homeowners to match or complement their fine wood furniture without having to worry about painting. Many architects and builders like the bronze."

There hus been a growing acceptance of vint,l windows in both the new construction and remodelins market over the past lew years.

0lSPUYll{0 new wig, and his world ctass sense of humor, roastee Carl Poynor lll delivers a few zingers 0f own to his fans. (21 Ron Lauderbach, Carl Poynor, Frem0nt Forest's Pete Speek. 13l Frank Velez Jr., Carl Poynor, Gary Bowen, Trino Gonzales. l4l Dave Kibbee, Nea.l Staubenfel, Bob Runeborg, Jerry Higman. l5l Frank Velez Sr., Pete

Jones, Neal Staubenfel. l6l Hershel Larrick, Allen 0uimby. l7l Bill Evenson, Leon Lauderbach. (81 Ray Bumbaugh, Mike Mackin, Richard Phillips, Ken LoBue. (91 Don 0lson, Newell Lavoy, Jim Gilchrist. ll0l Jeff Gould, Reed Trull, Tim Gaffney. llll John Suilivan, Bud Baker, Dean Mumby. (l2lRichard Miller. ll3l John Mazanet,'Allan Bufkin, Don

Swartzendruber, Frank lvanovich. ll4l John Weston, Ron Williams. llSf Bill Cowlino. Carl Poynor, Wayne Gardner, Elaine Smith: ll6l Jack Finnegan, Hal Reeves. llTl Greg Pittman, Bob Abbott, Bob Runeborg. llBl Ron Schafer, Ralph Smith, Frank Youngman, Bud Baker.

New Window, Door Standards

For the first time a standard has been developed for skylight/roof windows by the National Wood Window and Door Association.

ln development for over a year, the standard is designed to aid manufacturers and specifiers in choosing proper windows for use in roofs, but a retailer can benefit from it by being able to assure customers that theY are buying quality products made according to NWWDA standards. These are recognized by the federal government agencies as meeting or exceeding their product requirements.

"With the great strides in manufacturing technology being made everyday, the industry expects NWWDA to respond with advanced standards to help ensure quality," John W. Shoemaker. NWWDA executive vice president, said. "We have been able to accomplish this thanks to the on-going efforts of various NWWDA technical standards committees."

The association recently announced a new wood flush door standard, NWWDA I.S. 1-87. In addition to establishing quality guidelines, the new standard updates references to hardboard face panels and amends requirements for determining warp tolerances and telegraphing. A wood door assembly performance standard is expected to be completed by early 1989.

Double Glazed Windows Save $

A major comparative performance study has concluded that double-glazed windows and sliding glass doors promise the highest annual energy savings per initial cost dollar over other widely used conservation options.

Conducted by Davis EnergY Group, Davis, Ca., the study analyzed 12 conservation options, including five double-glazing (insulating glass) orientation possibilities; wall insulation improvement from Rll to Rl9; slab edge insulation; three levels of air conditioning equipment improvement, and two levels of gas furnace equipment.

Double glazing proved significantly more cost effective than the other measures studied, across a full range of California climate zones and residential unit sizes. For each measure, improved energy performance

The Merchant Magazlne was projected relative to base case configurations consisting of two single family residences (1,384 and 2,415 sq. ft.) and a ten unit apartment building (976 sq. ft./apt.). Eight climate zones, which represent 78oh of new California housing starts, were analyzed.

The incremental initial cost of double glazing versus single glazing was estimated to be $1.48 per sq. ft. (installed) for a typical residential window and sliding glass door mix. These cost estimates were based on a survey of four California window manufacturers located in different regions of the state. Estimated heating and cooling "source energy" savings versus single glazing range from l7% in ClimateZone l4 (Barstow) to 330/o in Climate Zone 7 (San Diego) for a 1,384 sq. ft. home.

This study was commissioned by the California Association of Window Manufacturers (CAWM) to provide an update and comprehensive review of benefit/cost relationships between double glazing and other conservation methods.

Asbestos Claims Settled

Louisiana-Pacific Corp.'s Fibreboard Corp. subsidiary has reached out of court settlements with two of its insurers confirming total coverage of $144 million for asbestos-related claims. The agreements call for the insurers to make periodic payments to Fibreboard through 1991.

In addition, Judge Ira Brown announced his tentative decision in the San Francisco asbestos insurance coverage cases. Judge Brown's decision has the effect of maximizing Fibreboard's insurance coverage. As a result, Fibreboard potentially has $45 million additional insurance available under certain excess insurance policies and an undeterminable amount of additional insurance available from "no aggregate limit" primary policies.

"These settlements and Judge Brown's decision eliminate much of the uncertainty Fibreboard has faced regarding the extent of its asbestosrelated insurance coverage," according to Harry A. Merlo, LouisianaPacific's chairman and president.

All use of asbestos in the manufacture of Fibreboard's products was discontinued in 1970, eight years prior to Louisiana-Pacific's acquisition of the company in 1978.

remal(e

lf you're going to sPectalize in specialty lumber, there's no going halflivay about it. You've got to carry the best.

- And at Disdero Lumber Companv, we do. We carrY toP oualitv Western Red Cedar, Redwbod, Douglas Fir, Hemlock and Pine. And we have them in kiln-dried, vertical and mixed orain frnish, pattern and siding. [n standard sizes or milled to vour specifications.

-

We'ie also a leading suPPlrer of Laminated Beams. As well as Lock Deck@ Laminated Decking.

So before you settle for anYthinq less than the best, get one thinq perfectly clear: For toP qualitV lumbei call Disdero. ' A silecialty lumber distributor for over 30 years.

In Oreqon, calltolljree (800) 452-5rc7. West of the Rockies (except Alaska, Hawaii, New Mexrco and Colorado), call tollfree (800) 547-4209.

Disdero Lumber Co.

PO. Box 42247 1504 S.E. Woodward Portland, Oregon97242 (503) 239-8888

PERSONALS

Mike Sampson is the new director of marketing for Fibreboard Div. of Louisiana-Pacific Corp., based in Concord, Ca.

Bob Baxter, Ganahl Lumber Co., Anaheim, Ca., and his wife, Lavonda, are new parents with the birth of 7 lb.. 6 oz. Robert Matthew Baxter on June l,1987.

Al Wilson has been appointed exec. director of the Pacific Logging Congress, Salem, Or.

Sterling Wolfe, Marquart-Wolfe Lumber Co., Tustin, Ca., and his wife. Loraine, vacationed recently in France.

Rob Kincaid, American Hardwood, Los Angeles, Ca., and his wife, peggy, are proud new parents ofa baby girl, Kathryn, born April 12, 1987.

Pau,l Hylbert, pres., Sequoia Supply Co., Irvine, Ca., has been named to the steering committee of the Home Center Leadership Council.

Ernie Nylander has joined Peterman Lumber, Fontana, Ca., as advertising and sales mgr.

Harold Baird is new to Furman Lumber, Boston, Ma., as western products buyer, according to John Furman, chairman and c.e.o.

Dick Poppe is a new plywood sales specialist at Bohemia, Inc., Eugene, Or., according to Jim Sloan, panel products sales mgr.

Vic Garrison and Tom Rice, Fibreboard Corp., a subsidiary of LouisianaPacific Corp., Red Bluff. Ca.. have relocated to the Standard mill.

Andrew W. Bredesen has been promoted to Pacific Northwest district sales mgr. for Wasco Products. Inc.. Redmond, Or.

L.C. "Chuck" Walton has retired from the American Plywood Association quality services div. after 35 years with the group. L. Wayne Ross succeeds him as mgr. of the Medford, Or., laboratory.

Bob Moore has been named mgr. of Northstar Lumber Co.. Frisco. Co.

Jack Davis, Pecos Valley-Houston Lumber, Roswell, N.M. was honored as "Outstanding Volunteer" by the Mountain States Lumber & Buildins Material Dealers Association.

Jerry Evanich is the new mgr. of Alpine Lumber. Parker. Co.

Daryl Brown was elected July Employee of the Month by his co-workers at Lumbermen's, Redmond, Wa.

Ted Fullmer, Fullmer Lumber Co., Tigard, Or., is back after a week-lons sailing vacation around the San Juai lslands near the Northern U.S. border.

Neal Elshire, Kathleen Gyurica and Ron Jarvis are new traders at Cascade Empire, Hillsboro, Or., according to Ray Haroldson.

Mike Sullivan, Trans Pacific Export, Lake Oswego, Or., has returned after a l0 day European trip that included the Monaco Grand Prix time trials. Mike is the cousin of Indy 500 winner Danny Sullivan.

Lynn Martineau has been named v.p., west coast operations, for The Home Depot, according to Arthur Blank, pres. and c.o.o.

Pete Pisecco is now national sales mer. for Jade Controls, Upland, Ca.

Daryl Nagel, formerly president of United Building Centers, has been named pres. and c.e.o. of the parent Lanoga Corp., Redmond, Wa., according to Lanoga c.o.o. William Baugh. Bob Drumm succeeds him at UBC.

Pat Kirwan is a new salesman at Fullmer Lumber Co., Tigard, Or., according to Ted Fullmer.

July 1987

Don White, White Brothers, Inc., Oakland, Ca., was a recent business visitor to So.Ca.

Dave Duncan, MarY's River Lumber Co., Corvallis, Or., is back after a week's vacation in Lake Tahoe, Ca.

Bill Schubert is a new sales rep at Ed Fountain Lumber Co., Los Angeles, Ca., according to Ed Fountain Jr.

Jim Strait recentlyjoined the sales staff of Swaner Hardwood, Burbank, Ca.

Steve Gabbert has been Promoted to executive'sales at All-Coast Forest Products, Inc., Chino, Ca., according to sales mgr. Phil Dodson. Tom Summers is now at the order desk.

Ray Brown has been named sales mgr. of Fort Vancouver PlYwood Co', Vancouver, Wa.

Ron Alvey is now mgr. of Louisiana-Pa' cific Corp.'s Mission Viejo, Ca., office.

Paul Williams has retired from Winton Sales Co. after being with the firm a few months shy of 40 years. Oscar Faoro is the new sales mgr. at the Prince George, B.C., Canada mill.

William Conklin is the new gen' mgr. at Tree Products Manufacturing Co., Eugene, Or.

Mark Rasmussen has joined Timber Data Co., Eugene, Or.

Dan Lorenz has been appointed western regional sales mgr. for Swan CorP.

John N. Stoss has been appointed pres. and c.e.o. of Phoenix Cement Co., Phoenix, Az.

John Santo is new to sales at Vaagen Bros. Lumber Inc., Colville, Wa., according to Dennis Yaagen, sales mgr.

Thomas Cozzolino is now v.p. of real estate at HomeClub, Fullerton, Ca., according to Herb Zarkin, Pres.

Dale Catt has joined the lumber sales staff of Bohemia Inc., Eugene, Or., according to Keith M. Wright, marketing v.p.

Bob Porsavage is the new sales mgr., retail lumber dealer segment, for Weyerhaeuser Co.

John A. Tiano is a new panel products buyer at Furman Lumber, Inc., according to Hawk Furman, Pres.

Art Parker has joined RSG Forest Products, Kalama, Wa., to handle sales for subsidiary Estacada Lumber, Estacada, Or.

Bo Smith is now mgr. of wood products sales for Diamond Lands Corp., Red Bluff, Ca.

Richard C. Tanis is the new American Plywood Association rep for the Pacific Northwest and Alaska. David G. Bueche will cover Co., Ut. and parts of N.M. and Wy.

Mark Berger is the new gen. mgr. at Coastland Forest Products, Woodland, Ca.

Dick Dunbar has been named sales mgr. at Golden State Moulding's new plant in white city (Medford), Or., according to Lew MacDonald.

Mary Jo Nyblad has been Promoted to western plywood sales mgr. at Boise Cascade Corp., Boise, Id. Jim Sterrett is now plywood sales and marketing mgr.; Tom Lovlien, lumber sales and marketing mgr.; Tom Shew, lumber sales mgr.; Dean Short, beams and decking sales mgr., and Rick Flores, national accounts, according to Vernon R. Veron, v.P. and gen. sales mgr.

Bud Moore and Bob Walzer are new to D. R. Johnson Lumber Co., Riddle, Or.

Mark Susbauer has been Promoted to sales mgr. of Pope & Talbot's cargo reload facility in Redwood City, Ca. Al Gedroez replaces him in Canadian lumber sales.

A.L. LePenske has joined Logan Country Lumber, Sterling, Co., as mgr. Betsi Powers, Seattle Lumber Co., Renton Wa., has been appointed chairman of the National Young Executives Society.

( Please turn to page 4 5 )

We are TreeSource, the marketing division for WTD Industries, lnc., one of America's leading forest products manufacturers.

forest a{ry

Our.expanding group of mills,now ail{W/6 facilities located in the western United Staies. produces Douglas Fir, Hemlock and pine lumber; softwood specialty items and Western Alder lumber.

Depend on TreeSource to have the products you need in the quantities you require, and to deliver them in a timely manner. You can be conlident of our product quality because we use only the top- line grading bureaus * WCLIB and WWpA. And, because we believe our most valuable assets are our customers. you can be sure we will never outgrow our firm commltment to service. We

free copy of our

Personals

(Continued front Page 43)

Steve Freeman, StePhen G. Freeman & Co.l Frank Rhoades, Roseburg Lumber Co.; David Cutler, The Merchant Magazine, all NewPort Beach. Ca.. and Jim Ferreira, International Forest Products, and Dan Fitzgerald, California Timberline' both Chino. Ca., members of the Dull Men's Club of NewPort Beach, were featured performers, leaf blowers in hand, on RalPh Edwards' new Truth or Consequences tv show.

Mark Balfour, UmPqua Building & Hardware, Reedsport, Or., married Ifa Gibbs on June 6, 1987. James Murphy has been named v'P., marketing, at Minwax Co., Inc', Montvale, N.J.

Door, Window Assn. Officers

John Chupik, president of Temple Products, Inc., TemPle Tx., is the new president of the National Wood Window & Door Association. William Hughes, president of Crown Door Corp., Tampa., Fl., is the outgoing president.

New vice presidents: John P. Mikulak, president, Caradco Corp., Rantoul. Il.l Robert A. Carlson, western sales manager, WeYerhaeuser Co., Mukilteo., Wa., and J. Phillip Latreille, v.p., Morgan Products Ltd., Oshkosh, Wi.

New board members are: Ken Hallgren, president, Hurd Millwork Co., Medford, Wi.; William B. Sparks, president, Down River International. Inc.. Sacramento, Ca.;

Ted Pollard, head honcho at Gemini Forest Products, Los Alamitos, Ca., and his wife, Myrna, celebrated their 25th wedding anniversarY with a week's sojournon the Big Island of Hawaii.

Preston Sparks, Cavenham Forest Industries, Inc., Portland, Or., has been promoted to sales & marketing mgr' for its Omak Wood Products div. John Adams succeeds him as Omak lumber sales mgr.

Kim Sauls has joined Stockton Wholesale, Sacramento, Ca., in lumber sales as well as heading up their treating program.

Roger Chedester is new to sales at Arix, Oceanside, Ca.

Steve Thurgood, Jones Wholesale Lumber Co., Lynwood, Ca., has scheduled a late July vacation in Yellow' stone National Park.

Mike Thelen is new to MaYwood-Anderson Forest Products, Eugene, Or.

Jim Brunk, Sunrise Home Center, Jackson, Wy., has been elected sec'treas. of the Mountain States Lumber & Building Material Dealers Association. Rick Baughman, CaPital Lumber, Albuquerque, N.M., and Dave Cook, Huttig Sash and Door, Albuquerque, coordinated the MSLBMDA-sponsored New Mexico Golf Tournament in June.

Ken Brunson has been appointed gen. mgr. of Foxworth-Galbraith Lumber Co., Deming, N.M.

Bob Courtney, Pope & Talbot, Portland' Or., is back from a trip to Australia.

Moe Mentos is now selling big ticket items for Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and FreddY Fungus.

Edward G. Steves, v.p., Steves & Sons, San Antonio, Tx.; Karl Erickson, v.p., Amerock Corp., Rockford, ll., and Ron Hoppe, general sales manager, Sierra Pacific Industries, Redding, Ca.

Grossman's Files Stock Offer

Grossman's has filed a ProPosed public offering of 8 million shares of its common stock following its emergence as a new company from Evans Products Co.'s ChaPter l1 bankruptcy.

Their registration statement filed with the Securities and Exchange Commission relates to five million shares to be offered by the firm and 3 million by certain shareholders.

PRE.STAINING of rumber

Prince Valances

A new line of Fashion Fabric Valances has been added to Clopay Corp.'s ready-made window covering offerings.

NEW PRODUGTS

and selected sales aids

ffi{fiffii}t.sh

Polished Portal

The classic styling of the four panel wood door is captured in the Diamond Madison model from Morgan Products.

Available in pine or fir, the door features beveled leaded glass inserts laced with diamond designs, raised decorative moldings surrounding the inserts and panels, single glazed or insulated glass, and 7 /4" double beveled hip raises accenting the panels.

The door comes in the standard 3' x 6'8" configuration, l-3/4" thick. Matching sidelights with insulated glass inserts and entrance trim complete the entranceway. Entrance trim components include a top rail and assembled shelf, two fluted pilasters and heads, which can fit all trim sizes. Trim material and heads are primed and treated with water-repellant preservative.

Door Ghorus

An English country door chime from NuTone combines natural wood with brass to create a classic accent piece.

Crafted of solid oak, the chime features three vertical panels set in a row, each outlined in bright brass and highlighted with black for added depth. Three short tubes are finished in soft, satin gold.

Either eight or four notes sound for the front door, one note for the rear door and a different note for a third door. The chime includes a transformer and measures 1 1" wide x l0" high x 5" deep.

Available in a selection of decora- tor colors, the valances come in swag, balloon and cornice stvles.

Panorama Of Windows

A modular wood window and patio door display can show virtually every product in Wenco's JX-7 line in every variation.

For more information on New Products write The Merchont Magozine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

Please mention issue date and page number so we can process your request faster! Many thanks!

Windows in the display operate and pivot 360" so viewers can examine both sides without walking behind the display.

Key features are noted and numbered.in an accompanying directory, wrth the numbers also positioned on the corresponding locations on the product.

The display also has pockets for use in distributing product literature.

Stiff Steel Door

New fully welded, verticallY stiffened steel doors are available from Ceco Corp.

The Medallion Series features 16 or 18 gauge face sheets, with toP and bottom channels welded to each sheet for added strength. An exclusive 16 gauge flush top channel eliminates the need for a seParate closure piece, while an inverted bottom channel Provides integral drainage action.

Vertical edge seams are continuously welded, producing stiffness and reducing the possibility of bowing or becoming out-of-square. These welds are factory dressed for a smooth appearance and closed seam construction is standard (exposed seams are available upon request).

The doors are said to rate high marks in fire protection, insulation and acoustics.

P0iIllER0SA PlllE and wood clad round top windows leaturing direct glazed 1" insulating glass are now available in 32 standard

Framing By Choice

Advanced, low emissivitY glazings in a variety of shapes and-sizes are now offered by Andersen CorP. Squares, rectangles, right angle trianlles and trapezoids in any size

sizes lrom Marvin Windows. The prelinished wood window accepts stain, varnish 0r paint.

keep them durable, energy eflicient and virtually free of maintenance; the inside facing is of natural wood. Flexiframe units come in white and earth tone to match available double-hung, casement, awning, picture windows, roof windows and patio doors.

Headlining Door Hardware

up to 72" x 96" all feature the high performance insulating glass. Tempered and high altitude varieties are also available.

The wood sub-frames are clad with reinforced engineered plastic to

Soft Stop

A new soft vinyl door stoP from Shepherd Products Provides cushioned protection for walls.

The stop's backing is Peeled off and its self-stick back is pressed firmly on the wall opposite the door knob for instant mounting without tools.

They come in ivorY and white colors, packed two stoPs Per blister card.

A modular slatwall display unit for promoting security decorative door hardware is new from Schlage. Each modular component has been carefully conceived to display decorative door hardware in manY configurations. Glass shelves, counter tops, fabric and shelving are available options to adapt the display to its retail atmosphere.

Transparent Tables

Decorative, ready-to-assemble glass tables are now available from Monarch Mirror Door Co.

lows it to be safely attached to a wall or baseboard without any tools. Available in 5 ft. lengths, it can be easily cut to size using snips or a

The Merchant Magazine

can be subject to "hot spots" or deterioration caused by condensation accumulation.

Included are 1/4" thick transparent tops with l" bevel and radius-cut corners and 3/16" thick stands with ceramic graphics fired into the glass. All are safety tempered.

Assembly requires only a screwdriver. Brass-plated connectors have positive bottom screws to prevent overtorquing and breaking the glass. Edges are made of brasstone mylar strips with bumper pads to cushion the glass tops.

The series features a rectansular cocktail table. square cocktail Lable. end table. sola rable. rall planr stand and small plant stand.

Cord Gover

A lightweight plastic strip that completely encircles electrical cords to avoid unsightly tangles is new from The Wiremold Co.

Cordmate's adhesive backins al-

knife. Snap-together accessories include inside elbows, outside elbows, flat elbows and couplings for connectlng stnps.

The white strips can be painted.

Chimney Installation

A small diameter totallv air-insulated 2100" all-fuel chimnev svstem is now available from -Alr-Jet Chimney Systems.

New features include dripless connectors as part ofthe starter sections and the only available "flush mount" adjustable telescoping tee that fits between wall ioists.

The system reporiedly eliminates the need for insulation. which

Other standards are a snap lock design and handy 4 ft. lengths.

Rake lt All ln

An adjustable garden tool which serves as a number of rakes in one, A-Just-O-Rake, is new from Heartland Products International Inc.

With a twist of a thumb screw, the rake's tines expand from a compact, easy-to-store 7" width up to 24". The different rake widths better facilitate raking, thatching, cultivating, contouring, grooming, weeding, landscaping, snloothing and storing.

The contoured handle of 7 /8" zinc plated steel reportedly will not rust. The tines are made of salvanized spring steel.

('ustorn NlillieQ $pe c'ialists

Flameless Soldering

A hand-held device for soldering copper tubing in areas where a torch would be hazardous and could damage walls, carpets or ceilings is new from M.M. Newman Corp.

The copper pipe joint is prepared as usual with flux and then touched with solder as the device's jaws are placed around it.

Window Blocks

A new Glassblock unit permitting tighter curves in panel construction and wall partitions is now available from Pittsburgh Corning.

Openings In Oak

Twelve new doors handcrafted of American red oak have been added to Simpson's Private Collection Premium Hardwood line.

- Soldering joints without an open flame, the Antex Pipemaster h6ats pipes evenly and reaches a working temperature of 968'F in less than five minutes.

The rectangular glass block products allow a 32" inside minimum radius, providing more flexibility in design.

The 4" x 8" unit offers maximum light transmission and visibility, in addition to energy efficiency, security and easy maintenance.

The doors have beveled and insulated glass protected by tempered glass panes on either side, solid brass came, deluxe raised mouldings on both exterior and interior door faces. and extra wide stiles to accommodate more elaborate hardware.

The entries feature mortise and tenon construction and come unfinished or in three prefinish colors (English oak, natural or driftwood gray).

DOUG FIR STUDS and DIMENSION

Economy, utility, stud, standard, 1250F trrck or rail quantity

NOW: 24 hour odd length P.E.T. Service

Sfud Inventory in Fontana, Ca.

lalt M-ike Sullivan, sales rngr. (503) 635-3565

July 1987

Fold Out To Dine In

A wall table that folds out for use and then back flat against the wall for storage is new from Sico Inc.

Floating Flashlight

A new waterproof flashlight has been introduced by Corner Trade Co.

The plastic and rubber, three Dcell powcred l'lirslr projecls u slrong beam of'light over 230 yards. When subnrerged in water, it floats with the head of the light facing upward. Also included is an adjustable head/shoulder strap.

The .16" x 48" table firstens to the walland "floats" into position with a slighr lift. Stored, it takes up 1-l/2 of space. When opencd, the table's nickel chrome-plated lcgs flip out to provide a stable surface.

The table top is available in a choice of solid almond or woodgrain oak melamine finishes.

For more inforrnation on New Proclucts write The Merchant Mogoztne.4500 Campus Dr Suite 480. Newport Beach. Ca 92660

Please mentior.t issue datc and page number so we can proc€rss your r€ quest fasterl Many thanks!

At Britt Lumber we specialize in producing quality fence posts, boards and rails directly from the log in our modern sawmilf

We're big enough to meet your customers' needs...yet smafl enough to guarantee quality.

And now Britt Lumber products are available in cedar, too.

,TOOt t' IIAIT

Volumes On Hardwood

Premium, solid hardwood shelving with custom-contoured edging is now offered by Tropical Forest Products.

Classic Craft shelving comes in 3, 4 and 5 ft. lengths; 3/4" and l-l/4" thicknesses. and 8. l0 and 72" widths. Colors include light tropical oak and dark tropical mahogany. Each piece is sanded, stained, finished and individually packaged with matching support brackets.

Displays measuring 2' x 4' x 6' and holding up to 75 shelving units are available.

WE SELL BYTHE PIECE...OR THE LOAD

A VARIEW OF *TREATED FOREST PRODUCTS ARE IN STOCK FOR YOUR IMMEDIATE USE:

4 thru 2 4 thru 3 4 thru 4

*TREATED FOR GROUND CONTACT WITH CHROMATED COPPER ARSENATE.

Home Furnacing

The Tuc-A-Way, a new wall-inserted heater, is now available from Intertherm Inc.

The furnace features a stainlesssteel heat exchanger secured by a thermally-insulated board to improve safety and heat transference. A tamper resistant two-heat switch offers a heating intensity choice.

A fan-assisted model comes with a unique tangential turbo fan to provide maximum air velocity with even air flow for faster room warmup, while a paddle wheel blower ensures whisper-quiet operation.

lf You Wood Glue

An aliphatic resin glue formulated especially for woodworking is now available from Franklin.

Titebond features a strong initial tack, fast setting, high sandability and solvent resistance. lt is nontoxic and non flammable, and easily cleaned up with warm water.

It is available in 2, 4,8, l6 and 32 oz. bottles, gallon jugs and 5 gallon pails.

140 EAST 17th ST.

COSTA MESA, CA92627

CALL: MIKE JAMESON

Snack Pack

A sectionalized dip and snack tray from Rubbermaid simplifies serving of vegetables, chips, fruits and other foodS.

Servin' Saver's tight-sealing lid helps keep foods fresh and crisp and prevents spills. The see-through lid can be filled with ice and used under the tray to keep foods chilled or used as an additional tray.

The tray with lid measures 12" in diameter and 4-l/2" high. Both pieces are top-rack dishwasher and freezer safe.

Nature Put the OualiW in Our Cleiars. We Put It in Our Packaging.

Our millin Springfield, Oregon, has earned a reputation for producing an exceptional product unmatched in quality Douglas Fir clears from Pacific Northwesb old growth.

So, maybe you can understand whY we're so particular about the packaging for our clears. We neatly enclose them in a 6-mil vinyl wrap. . clear, so you can see the quality inside.

And inside, our ciears come in an assortment of sizes to suit your needs: 500, 1000, 2000 and 4000 board feet per package in length assortments of 6 to 16 ft., 6 to 20 ft., and 10 to 16 ft.

Our quality packaging for our quality clears is just one more reason to make Weyerhaeuser your First Choice]' Get the details now. Call l-800247-5776. Your First Choice.'' weverhaeuser

Specially Stained

. A fiberglass surface door staining kit has been introduced for ThemaTru's Fiber-Classic door.

Since the fiberglass surface with the molded wood graining detail is not absorbent like wood, it requires use of an artist oil or a solid oil-based stain.

The kit includes artist oil, lacquer thinner, linseed oil (for easier application), rags, protective gloves'and staining instructions. Stain colors range from a light cedar to a dark mahogany.

A display is also available.

Fastenating Selection

. Nails ^a^nd staples for all major brands offasteners are now availa6le from F-itsall, Inc.

_ _Nails are packaged in quantities of 2,000, with lengths of 2" to 3-l/2".

. -S-t-aples are packed in quantities of 4,000 in narrow, medium and wide crown, with lengths of 7/8" to 2-1/2"

.... GO WITHTHE PROFESS'OruAIS FOR AUAUNCONTROIIED PRE.STAINING.

WE SPECIALIZE IN PRE-STAINING ''YOUR MATERIAL'' IN ALL OLYMPIC COLORS, COATING ALL 4 SIDES OF EXTERIOR SIDING AND DIMENSIONALTRIM. PLUS 4 COAT APPLICATION ON ALL SIZES OF PLWVOOD. ENCLOSED WAREHOUSE FACILW.

1916133f1-661t1 H€DLUND

4550 Roseville

Packaged in attractive boxes with easy to read and understandable labels, the fasteners are designed for nailing, stapling, framing, decking, rooilng ano tnmmlng.

A Stain ln The Rack

A new stain testing rack from Deft allows customers to try before they buy.

Each rack contains nine applicators, an ample supply of ash veneer stain tes^tjng sticks and a wiping cloth. Afl'ixed to the rack are irine stained and finished wood samples, one for each available color.

The sturdy black metal rack stands alone,2l-l/2" x 3-l/2" x 6" high, or may be hung on a peg board.

Glass Up Front

Warm touches of brass accent Perma-Door's new series of LuxurY Lights designed for use in entrances and sidelights.

Beveled glass reflecting colorful prisms is bordered by frosty cracked glass and divided by polished brass finished lead.

Firmly Posted

A fast and easy waY to install wood posts without digging or concreting has been created bY Ameropean Corp.

lnvisible Protection

Argon gas-filled insulated windows from Crestline reportedly extend the life of draperies, furniture and carpeting by minimizing the fading caused by the sun's ultraviolet rays.

The triple glazed insulated lights are available in geometric panes (diamonds, hexagons and rectangles). For weatherability and durability, extruded vinyl trim overlaps, securins the liehts.

-Tne B'rass Reflection Series is available in two, four, nine and 12 panel doors, three sidelight assemblies and a Sunburst transom design for use above doors.

Metpost's 24" or 30" spike is driven into the ground, leaving a square box protruding 6" above. The wood post is then driven into the box, wherein internal "wedge grips" automatically hold the post firmly in position as in a vice.

The sturdy heavy gauge steel welded device is hot dip galvanized to assure long life and keeps the post above ground to Prevent the wood from rotting.

It is designed for standard 4" x 4" posts for fences, decks, mail boxes, signs and light structures.

To reduce home energy costs, a fine silver coating aPPlied to the outer surface of the interior pane is said to reflect 950/o of the inside heat inside during cold weather while keeping the sun's heat outside during warm periods. The coating does, no1 affect the clarity or appearance of the glass.

Argon is said to have a 300/o higher insulation value than air, resulting in the windows being twice as energy efficient as standard double-glazed models.

Big W Open House

The fundamental changes since 1982 in America's biggest forest products company were outlined by Charley Bingham, executive vice president ol the Weyerhaeuser Co.. in a talk at Marketing Expo '87, a customer open house held June 3. at their huge I:ontana, Ca.. facility.

In the 1970s, Ilingham said, Weyerhauser was a contmodities oriented firm, but "today we're totally' cuslonter oriented and committed to a value added concept for what we seil.

Stressing the seriousness of the flrm's customer orientation, Bingham challenged the dealers present to call him if they weren't happy with the company or its products. "My number is (206) 924-2204, and you can even call me with good comments," he added with a grin. The Washington State-born. Harvard honors graduate said the 8-5-year-old industry giant had "leaned down and realized that we only profit by helplng our customers succeed."

Lynn O. Michaelis. chief economists for the contpany, told the 235 present fbr the catered. sit-down dinner that he loresees l)ouglas fir 2x4s declining in price to $170 in 1988 with spruce prices dropping 30(lr. lle said lumber prices are the lowesl since the 1930s in relation to other construction materials.

I{ousing starts in 1988 will be in the range of' 1.3 to 1.4 million. with most of the decline from this year's numbers occuring in multi-family construction. The lanky economist feels high U.S. personal indebtedness will force a dip in the repair and remodeling sector. Michaelis sees lnterest rates declining in 1987, but notes this could change as "we're at the mercy of foreign investors."

This year's expo is the fourth annual in a series originated by Loren Smith. general ntanager of the F-ontana custonter service center.

Ganahl Goes European

A ncw era began recentl], at the arcltitectural mill of (ianahl Luntber Clo.. Anahcint, Ca., ils the first "Euro" cabinct rolled off the nrorluclir,n linc.

A 32 nretric assembly method. thc "32nrnt system" which utilizes a dow'cl to hold the cabinet together, w'as adopted to atlain quality plus added volunte.

IRl0 of Weyerhaeuser execs: lll Charley Binoham,head ol wood products, Loren Smith, moi Fontana DC, Lynn Michaelis, Weyerhaiuse/s too econoririst. l2l Gene Pietila, Michele Alexander. l3l Jim Jackson, Bob Goetze, David Still. l4l Randy Port, Stan Brown, Al Newkirk, Marc Myers. l5l Gene Walters, Steve Webb. 16l Charley Bingham

awards John SuverkruP a clock commemorating Suverkrup Lumber's centennial. l7l Jim Gregson, Dennis Manley, Ron Mason, Terrv Patrick. l8l David Bertino, Jerry Schli;nker. l9l Bill Matthews, Frank Purcell, Larrv Grosinqer. ll0l Bob Persons, Eugene aoy(. lt ll Steve Terry, Jill Thompson, David

Wegener, Evelyn Pantola. The girls are L.A. Raiderettes who greeted customers in the 0wens Corning booth. ll2l Blair Simmons' Mike Masterpole. ll3l Joe Audette, Mark Boone, Jim Julian. ll4l Mark Carlson, Scott Marshall. llSl Barry Johnson, Joe Kendall, Bob Merideth, Tom Clift.

Landmark Arizona association convention

EOR two-thirds of a century, the I lumber dealers of Arizona have gathered in annual convention to discuss industry matters and explore methods to operate their businesses more efficiently. This year was no exception as the Arizona Lumber and Builders Supply Association met for their 66th annual convention, May 1417 in Tucson.

Like the gatherings that preceded it, this convention was marked bv a

relaxed, friendly atmosphere of people getting their work done and having some fun while doing it. Registrations for the convention were 440. up from last year.

Events began with a Thursday evening steak fry and dance held outdoors at a nearby guest ranch, the activities getting only slightly wet from some passing thunderstorms.

Next morning the business program began with an address by Con-

gressman Jim Kolbe (R) from the Fifth District, who forecast a healthy state economy for the new two years, with interest rates up onty slightly as Arizona enjoys moderate growth. The construction sector will have only modest growth as construction shifts to residential from industrial/ commercial reacting to the new tax laws. "A contraction up to 340/o in multi-family unit construction is possible," Kolbe said. He urged greater involvement in import/export and a show of hands demonstrated that some 200lo of those present were already active in foreign commerce.

The following speaker on that morning's program was Lute Olson. the head basketball coach at the University of Arizona. Elements involved in the making of a winner were described by him as consistency, hiring good people, organizing to avoid time wasting, innovation, developing a team attitude and the sharing of both responsibilities and successes. A believer in Positive Mental Attitude, Olson said it was preferable to pull people, not push them, to lead by example.

Story at a Glance

Continued good business expected . interest rates likely to decline...well-attended convention elects Mike O'Malley president. next annual: Crdscent Hotel, Phoenix, May 12-14, 1989.

Economist Dr. John E. Buehler next described the national economv as "doing extremely well," and accused the media of misrepresenting our economic health. "We all get wound up in numbers that may not mean anything," he said. Buehler observed that "the federal deficit has nothing to do with interest rates." saying that inflation was the culprit behind increases. It is likely, he said, that we will avoid double digit interest rates and that rates will decline in late 1988.

The market potential for redwood in Arizona was then explored by

(Please turn to page 60)

KEYI{0TE speaker lll Mickey Whiting, and Arizona association exec. v.p. E.J. Johnson. l2l nicn Bilby, Mike Westcott. l3l Sharon & Dave Runyon. l4l Wilma & Ken Lott, Linda & Dave Simmons. l5l Dan & Sallie Dutton, Steve & Peggy Snavely. 16l Louise, Dave & Laura Grabe. l7l Larry Grabe, Scott Sievert, Rich Adams. l8l Duncan Hossack. {91 Cully &

Debbie Howland, Larry & Donna Giboney, Connie & Randy Cutbirth, Dolores & Cliff Moore. ll0l Scott & Lani Gates. llll Lucky Haves, Sue Spellman. ll2l John & Estelle Ald-ridoe. ll3l Marv Warren, Carl Cotsakis, Henrv-Aros, Hal Huff. Il4l James Trenter, Daneite Uiiler. llSl Howard Ashment, Tom

Halter. ll6l Walt Coleman, Sam Birdsong. llTl Joe Sblendorio, Tom Harper. (l8l Jeff Curtis, Charley Langford. ll9l Jo & Terry Powell. l20l Carl & Charlotte McElrath, Amelia & Fritz 0ligschlaeger. 12ll Stan & Jodeen Ste0hens. l22l Charlotte Forschen, Tim Spellman. (231 Scott & Shawn Roerig. .-I

ARlZ0tlA Congressman [lf Jim Kolbe, a convention speaker, and outgoing president Ray Lopp. (21 Dave & Diana Mas6n, Sharon & E. J. Johnson. l3f Bob Mullen, Don Lue. Don Fink. [4] Sam Hauerl, John Buehter. l5l nicn Gonslaves, Mitch Boone, Jim Gonsalves, Bob Ransom. 16l Harlan Hummel. l7l Bob Darrah. Max Sauder. [8] Doris & Don Hossack, Bill &

Laurie Herman. {91 Nelson & Evelvn Sembach. ll0l Janeen & Terry Burkholiler. (lll Donna & Keith Lanning. ll2l Sherry Gaylor, Tom & Berdetta Gilstrap. ll3l Sande Simon, Juan Sanchez. ll4l Lisa Warren, Peggy Foster. llSl Rick & Claudia Chandler, Richard & Lynette Provost. ll6l Jerry & Nell Jewett,

Dick Doran. llTl Mary Warren, Sandi Brown, Terry Mick, Terry Stein. llSl Bob & Sherrv lvie, Jan & Jack Sombrio. llgl Paul & Geii Anderson, Jayne Killen. l20l Marsha Dayton, Frank Stewart, Butch Bossenbroek, John Mullen. 12ll Jim Davis, Frank & Terrv Rodriguez, Bob Ransom.

ARIZONA CONVENTION

(Continued from page 58 )

Keith Lanning, president of the California Redwood Association, who noted that the industry is stronger for the changes of the last two decades and that today's product line was broader and more affordable than in the past. Since 1980, 540/o more redwood has been shipped to Arizona. By 2000 he foresees redwood production at twice todaY's pace. While there will be less clear heart old growth redwood, it will still be available, Lanning said. He pointed out that the CRA can help train industry people and that it has extensive supplies of redwood sales and technical literature.

Reviewing trends in home building in Southern Arizona, builder Saul Tobin, the next sPeaker, described the evolution from masonry home construction to wood since WWII. caused he said by changes in seismic codes and energy standards. But he warned the lumbermen that masonry was still a popular construction medium and that if lumber prices rose too much, wood frame construction could lose a sizable part of its market share.

Concurrent with the business session a ladies program was held featuring Mrs. Janaki Severy speaking on personality relationships and how they affect behavior. Part ofthe presentation involved a self-quiz to place each individual into a personality category. The well-received meeting was co-chaired by Mrs. Peggy Snavely and Mrs. Sue SPellman.

The keynote address was made at the following luncheon bY A. M. "Mickey" Whiting, chairman and president of Kaibab Industries. The

Arizona lumberman observed that the impact of foreign trade is felt by everyone. "We're in a world market and you must be sensitive to it," Whiting warned, adding that a new trade bill is due - "you can't duck it. "

Whiting forecast that interest rates will decline, that the two to three year trend "will be somewhat downward." Noting that there are more than 400 builders in MaricoPa County (Phoenix), he said "there are too many and You better watch who you sell."

Following an afternoon in the rightly famous Arizona desert sunshine, conventioneers devoted that evening to the fourth annual Wholesalers Extravaganza Night, which drew more than 350 peoPle. Winners of the major prizes at the extravaganza were Evelyn (Mrs. Nelson) Sembach of All-Coast Forest Products who won a weekend aboard the Ray Lumber Co. Yacht La Vida harbored in San Diego, Ca. The grand prize of a weekend aboard the Kaibab industries houseboat on Lake Powell was won by Dan McKean of Georgia-Pacific. The convention was held at the posh Loews Ventana Canyon resort, which overlooks Tucson.

Next day, three members of the National Lumber and Building Material Dealers Association began the final day's business session. Jerry Jewett, the current President, reviewed the makeup of "National," to which the Arizona association is federated. and described some of the programs and activities available.

Harlan Hummel, the exec. v.P., noted recent industry changes declaring that lumber dealers are "not a dying breed, we've changed and are the better for it." Hummel said

NLBMDA is planning a trade mission to Japan to study manufactured housing. He urged the dealers to support legislative activities through PACs, Political Action Committees' Jerry Walker, educational director, spoke on employee incentive Programs saying that the comPanY and its management must back them "100% to be successful." Walker said that despite the time and complexity involved, a well run Plan could make "a notable addition to the bottom line."

Len Ford of the Stanton CorP. described pre-employment questionnaires and how they can help prevent a company from hiring "high risk" workers. He noted that the tests measure attitudes towards honesty. He said marginal risk tYPes can be good employees with adequate supervision. Ford said there is a direct correlation between high drug use and dishonestY.

The final convention sPeaker was Mike Tetreau, Merrifield Consulting Group, who told how Productive employee relationships could aid a firm in establishing alternatives to selling solely on price, the least profitable method of retailing. "Without an effective service policy, you will be forced to sell on Price alone," he said. Tetreau related a number of steps that could be taken to convince customers that service is worth the extra cost.

New offrcers elected at the convention were: president Mike O'Malley; lst v.p. Dave RunYon; 2nd v.p. Tony Padilla; treasurer John Gaskin; member-at-large Dave Mason; and immediate past President Ray Lopp.

The 1988 convention willbe held at the new Crescent Hotel in Phoenix, May l2-14.

Th_is personal tribute to Dean Drake, a longtime supporter of the ALBSA. ts by that associalion's former exet.u_ tive vice president Fronk Davis, who retired several years ago and now does work as a lumber industry consultant. - editor.

DEAN DRAKE t9t7 - 1987

Dean Drake, as I knew him, was a versatile lumberman, dedicated to the lumber industrv. his chosen life prolession

He knew how to manage men; he understood their strengths; he knew how to correct their weaknesses, he knew the real meanins of profit; he loved the wood indusl try; and had an extra sound knowledge of technical qualities of wooo.

He was a quiet-spoken man and only commented in meetings when he was sure of the subiect being discussed. He would come to the defense of a friend if he thought he were right.

He was a man who looked beyond - to the future to be sure The O'Malley Companies would remain a leader in the lumber and building material business.

Dean Drake was a man of sreat compassion and human uiderstanding, as evidenced by the respect every division manager and employee had for him.

He believed in a strong state and national association, contributing his time, and allowing the O'Malley management employees to be involved. Four O'MalleY managers served as President of the-Arizona Lumber and Builder's Supply Association. Dean served as president, l97l-72, and Provided the leadership as chairman of the Wood Promotion Committee, resulting in tremendous gains in the use of wood in frame construction versus masonrY in Arizona.

He loved golf and enjoYed helping his weekly foursome improve their game.

Carl Shurz wrote, "ldeals are like stars; you will not succeed in touching them with Your hands but like the seafaring man on the desert ofwaters, you choose them as your guide, and following them you reach your destiny."

Dean Drake died March 24, 1987. He had reached his destiny, climbed the mountain of success, reached the pinnacle and viewed the forests beyondtheir beautY he often talked about. He was one of the best in the profession he loved, and most of all he was respected nationwide bY fellow lumbermen.

l]|0 [il10 ca||$ rt,ill| l||0

Bt0PR0Hffi!

FAMOWOOD

is the PR0FESSI0tIAL'S Att PURP0SE PtASTIC

Boat builders, furniture makers, cabinet makers, etc.-have found it the one suie answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber.Glass! ilte-

Ready to use right out of the can, Fam0w00d ' ei',Ji.:; l},'.Pi:fl'fj''-: :::::::

ind witi not sum uo iander. Waterproof and weatherprooiwhen properly applied' -Sa

Donurn Vrur

An Effective Vent With A Pleasing Design

. More free area than any comparable ventover 70 sq. inches!

r A low silhouette with clean, distinctive lines.

. Available in galvanized, primed or aluminum. o quality cohstruction - protects building materials from heat and moisture buildup.

For mote information, or to obtain our catalog of our full line of qualitY ventliation products, write or call:

ART|S METALS CO.

Protecting Your lnvestment Through Ventilation

(208) 336-l s60

DOUGLAS FIR

An excellent softwood widely used in basic construction work, Fir is straight-grained, moderately heavy and normally dense - one of the strongest softwoods. Exceptional long use life. Successful long life paint finishes. Tryour

The Window & Door Markets

In-depth profiles on the door and window markets are $295 each from Specialists in Business Information. 3375 Park Ave., Suite 20004, Wantagh, N.Y. I1793.

Sheet Vinyl Flooring

A 40-p. sheet vinyl floor catalog is free from Azrock, P.O. Box 34030, San Antonio, Tx. 78265.

Sun Room ldeas

An 8-p. solarium brochure is free from Sunshine Rooms, 333 N. Mead, Wichita, Ks. 67219.

Just Around The Door

A catalog of weatherstripping products for metal and wood doors is free from BFGoodrich, P.O. Box 57, Dublin. oh.43017.

Woodwork Workbook

A 128-p. woodworking catalog is $2 from W.S. Jenks & Son, l-(800) 6386405.

Reflective Wardrobe Doors

A wardrobe mirror door decoratins brochure is free from Monarch Mirroi Door Co., P.O. Box 4118. Chatsworth. Ca.9l3l3.

Siding Sales School

_ "Track Selling: Using Design and Color," a training video for T-lok vinvl siding dealers, is available from Mast-ic Corp- P.O. Box 213, St. Joseph, Mi. 49085.

New Window Standard

Copies of the new wood window standard, NWWDA I.S.2. are S1.50 from the National Wood Window & Door Association, 1400 E. Touhy Ave.. Suite C-54. Des Plaines. ll. 60018, or by calling I - (800) 223-2301

Original Entrance

A 6-p. steel door/frame system brochure is free from Ceco Corp., 1400 Kensington Rd., Oak Brook, ll. 60522.

Wood Roof Systems

"Engineered Wood Systems: The Cost-Effective Alternative," a l2-min. VHS video program, is $10 for a l0-day loan or $30 to buy from Southern Forest Products Association, Box 52468, New Orleans, La.70152.

Designs On The Outside

A 28-p. guide to designing the exterior of a home is $l from Mastic Corp., P.O. Box 213, St. Joseph, Mi. 49085.

Skylight Highlights

The 28-p. "Complete Guide to Roof Windows & Skylights" is free from Velux-America, P.O. Box 3208. Greenwood. S.C. 29648.

Thru A Glass Brightty

A stained glass lamp and shade catalog is free from Meyda Stained Glass Studio, 239 Bleeker St.. Utica. N.Y. I 350r.

Plywood Grade Report

A 12-p. guide to sanded plywood grades is free from the American Plywood Association, P.O. Box 11700. Tacoma, Wa. 98411.

Door & Window Directory

The 1987 National Wood Window & Door membership directory is free from NWWDA, 1400 E. Touhy Ave., Des Plaines, Il. 60018, or by catling l-(800) 223-230r.

Dressed To Sell

A "career apparel" bulletin is free from Sentry Hardware Corp., 2700 River Rd., Des Plaines, Il. 60018.

Renew The View

A replacement window brochure is free from Kasson & Keller. School Lane. Fonda, N.Y. 12068.

Open To Vinyl

The I 6-p. 1987 Sweets catalog of rigid vinyl windows and doors is free from Vinyline, One Raritan Rd.. Oakland. N.J. 07436.

Pricing Nails

A l6-p. price list is available from W.H. Maze Co., 100 Church St.. Peru. Ir.61354.

Managers' Assistants

A 32-p. management aid product catalog is free from Caddylak Systems, 201 Montrose Rd., Westbury, N.Y. I I 590.

Aspen Paneling

"Brighten Your World With Aspen" is a free aspen paneling brochure from Duke City Lumber Co., P.O. Box 25807, Albuquerque, N.M. 87125.

For all New Literature offerings write directly to the name and address shown in each item. Please mention that you saw it in The Merchant Magazine. Many thanks!

Setting Up Shingles

"Direct Application of Asphalt Shingles over Insulated or Insulation Decks" is a free technical bulletin from the Asphalt Roofing Manufacturers Association, 6288 Montrose Rd., Rockville, Md. 20852.

Wausau Insurance has its roots in the lumber business. So, we know a solid, well-run hardwood distributor when we see one. Like Higgins Lumber of Northern California.

Higgins has specialized in knowing and serving the needs of their

customers since 1883. Wausau has specialized in business insurance since 1911. Quality endures.

lf your company wants toP quality business insurance service, look to Wausau. We're in your neck of the woods.

Higgins llmber knornr the woods.

GLASS!FNED

ADUEMTISEMENTS

HARDWOOD lumber sales. Excellent growth potential. Yard centrally located in developing area. Applicant must have verifiable past sales success. Send resume to Lumber Sales, P.O. box 2637, Capistrano Beach, Ca.92624.

OUTSIDE/INSIDE SALES: Southwesr treating plant seeks salesman. Lumber experience a must. A knowledge of treated lumber helpful. Reply in confidence to Box 566 c/o The Merchant Magazine.

OUTSIDE CONTRACTOR SALESPERSON. Award-winning Southern California lumber company is seeking an experienced outside contractor salesperson. Excellent opportunity and benefits. Please call Louisa Sheldon, Qlq 522-2864.

CENTRAL CALIFORNIA coast lumber yard is looking for person with contractor and d-i-y sales experience to fill manager's position. Good benefit package, including profit share and 401 K plan. Send resume to Box 565. c/o The Merchant Magazine.

when sending in a chonge of address pteose include zip code on both old antl new addrisses and either the old label or the inlbrmation from it. Thanks!

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $40 camera ready, M5 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 4500 Campus Dr., Suite 480, Nwport Beach, Ca, 92660. Make checks payable to The Merrhant Magazine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless vou have established credit with us.

EXCELLENT OPPORTUNITY

Well-established wholesale lumber distribution firm in California has openings for two experienced salesmen with following. Excellent arrangement and benefits for proven performer. All inquiries will be kept in total confidence. Send resume c/o Box 567 The Merchant Magazine.

PLANT MANAGER. Sourhwest wood treating plant seeks full charge manager with wood treating, engineering experience. Reply in confidence to Box 564 c/o The Merchant Magazine.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 77 5-2544', (21 3 ) 83 5-5671

ctAssrFf EDs

Call (714) 852-1990

FORKLIFT CATERPILLAR V 180

diesel, excellent condition, power transmission and steering, lifts 18,000 lb. at 24" load center. Maximum height 218", forks 64". Car sideshifter. Serial No. 16V144. $24,950. Call Jack Dempster, Fleming Lumber: Ql3l 254-7

LOOK! EXOTIC WOOD PENS-Six

species-Classy gifts for your besl customers. An inexpensive way to put your company name in their order writing hand every day! Introductory special for lumber industry. Buy direct, call (916) 442-2485 or write Quest Pen Co., lnc. 106 "K" St., Suite.l.l0, Sacramento. Ca.95814

HYSTER FORKLIFT No.165. Good running condition. Hunter Woodworks, 21038 S. Wilmington Ave., Carson, Ca. 90749 Q13) 77 5-2544

BARGAIN: 1x3, 6' fence palings ll%0 ea. Large quantity 3/8 x 4 and 3/8 x 6 cedar paneling. Distressed price. Two handsome refurbished RR cabooses. Suitable for yard office or other application. Call Product Sales Co. (714) 998-8680 or (800) 228-7647.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods, $5; South American Hardwoods, $4; all three, gl6. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach. Ca. 92660.

OREGON COASTAL lumber and building supply yard for sale. Well established, profitable business in groring community. Excellent growth oppom:nity. P.O. Box 3833. Vancouver. Wa. 98662.

CITY OF INDUSTRY5.7 acres, lumber yard, trucking operation/rental yard, 16,500 SF pole shed, office bldgs. Totally fencedSP spur. Terry Baker or Kent Valley, Majestic Realty co. {213) 948-4341.

SALES/M ERGERS/ACQUIS'TIONS

(No fees on personal property)

€a,/d?nln/

Dick Phelps, Broker (former lumberman) James R. Gary & Co. Ltd.

2t747 Erwin ttd,Yitsll6f,flrl ca. er36

A (800) 431-0555 NAT. (800) 42r-055

WHY IS IT

- a man wakes up in the morning after sleeping under an advertised blanket on an advertised mattress and pulls off advertised pajamas. Takes a bath in an advertised tub, shaves with an advertised razot, washes with an advertised soap, puts on advertised clothes, sits down to breakfast of advertised coffee, puts on an advertised hat, rides to his office in an advettised car, writes with an advertised pencil ., Then, he refuses to advertise, saying advertising doesn't pay, and then, if a business isn't good enough to advertise he advertises it for sale.

If you believe in your business and want to build it ADVERTISE.

Gets Result$,i

Building Products Digest takes your advertising messaSe to retailers and wholesalers in the l3 Southern states.

IET'S TATK FACTS

FACI #t

Cascade Empire is looking for a few special people who already successfully trade Forest Products as olfice wholesalers and have the facts to back up previous experience.

tAct #2:

h

I i I 'i Multlply Your nrlcnar

Thc Pcrqrral Pto6lc is a rcvolur ionary ncw lrfrrarc packagc dcsigncd to hclp you unlocl' thr rccrcrs of your o*n lucccss. Sinrply answcl a fcw qucstims on your oqrr lBl'l or conrprriblc pcrsonal computcr. And Thc l'crmnal Prr:6la wrll provirlc you *rth an analysir of ytur tcn pcronaliry rli. nruirrnr Thcn Thc Fcrrcnal Protlc will hclp you devcl,p a gro*rh plen fcaturing rcconrmcnrlcd hnk, crrrc(tc tapcs, anJ rlhtr actiong you can talic. Vhat arc you waiting fot I Thc Pcrsmal Pr.rlilc c,ruld hc yo,rr Lcy ro a bcttcr (uturc! Only il9.9t r'lus $3.shipping. To order, call Jackie 214-690-6600

Or send check/money order to P.A.l.D. ASSOC. Box. 7 41623 Dallas, Texas 75243

lVlc

We have a few lacts of our own. lf you trade $150,000 Gross Trading Margin at Cascade, your income would be $55,000. lf that gross was $250,000, your income would be $100,000. In addition, we have benefits which include life, health and dental insurance, disability insurance, 401-k savings program, business expenses paid and incentive travel trips for our top producers.

FACI #3:

We try to keep it simple. You trade-you earn. You must be experienced in order to respond to this ad, you must have a proven record of top production, integrity and be a team player. We're looking for a perfect match-your skills and our needs.

Our main office is in Portland, Oregon, with a branch in Newport Beach, California.

FACT #I:

We're serious and we hope you are. Reply to me personally and let's talk tacts-including the possibility of adding you to the Cascade team.

_SOUTHERN CALIFORNIALOSANGELESAREA

American Hardwood Co.

Berkot Mfg. Co.

Beverly Manulacturing Co.

Burns Lumber C0.

Capital Lumber C0.

Carcll lvouldrng C0.

Chaparal Dislributors

Chozen Trucking C0. ........

Coastal Lumber C0.

Cms Head Lumber & Plywmd

3C Truckrn0

Dooley Lumber C0........

El&El Wood Producls Corp.

Founlain Lumber Co., Ed

Fremonl Forest Products

Galleher Hardwmd Co. ..

Gemini Forest Products .

Georgia-Pacilic Corp. (213) 968-5551

Huff Lumber Co. (800) 223-HUFF

Inland TimberC0. ...... .........

Johnston Hardwmd

Jones Wholesale Lumber Co.

Lane Stanton Vance

Lumber Assn. ol So. Calit.

Mac8eath Hardwood

Maple Bros.. Inc. Mouldings

Marquart-Wolle Lumber Co.

Mutual MouldinO and Lumber C0.

North American Plywmd (tn Ca.) (800) 421-1323

osomd Inc.. Roberl S.

Pacilic Lumber Terminal

Pacilic Madis0n Lumber Co. (2131 773-2292

Patr Lumber Co.

Penberthy Lumber C0.

Pelerman 1umberC0.

Philips Lumber Sales

Product Sales C0.

Reliable

oRANGE, FIVERS|DE & SAN BERNARDINO COUI{TIES

BUVEA]S' ffiUIDE

SAN FRANGISCO BAYAREA

Doors, Inc.

Fibreboard Corp.

Floor Seryice Supply (San Jose)

Georoia-Pacific Corp. ..

Georgia-Pacific Corp. (San Jose)

Harness Timber Producls

Higqins Lumber Co. (Monterey)

Higgins Lumber Co. (Union City) ..

Higgins Lumber Co. (Walnut Creek)

Hirt & Wood Lumber C0.

HMS Systems Corp.

Hub City Golden Gate Terminals

oRT]|ERN AND CENTRAL CAUFORNTA_

ARCITA/EU8EI(A/f |lNTUiI

Elue Lake Forest Products

Bracut International

Eritt Lumber Co.

Costa

ct 0vER0At E

Products Weyerhaeuser Co. (800) 742-1939 Woodwork Institute ot Calilornia

t0s 8t1t0s

DMK-Pacilic

]t0DE8T0 Snider Lumber Products Sward Trucking

RE[011{G tnEA

stcsrrErr0/sr0c|(r0il

sAt{lt tttARtA Higgins Lumber Co.

sllrTr R08r

^nEr J. H. Blevins Co., Inc.

Higoins Lumber Co.

Martin Forest Industries

Noyo Timber Products, Inc.

Nu-Foresl Producls Windsor Mill, Inc.

u|(tAlt/llvtu.tIs

All Heart Lumber Co., Inc.

Cal Coast Wholesale Lumber, Inc.

Forest Producls Transporlation

L0uisiana-Pacific

c0t $ttE

BUVE MJS' GUIDE

PAGIFIC NORTHWEST STATES #OCKY MOUNTAINS

WASIIINGTON

Vaagen Eros 1 umber. Inc.

t(ll,lt{A

R S.G. Forest Producls

KEl{il0ffE

PGL Burlding Producls

GREATER SEITTTE/IAC(|ilI ANET

American Plywood Associalion

Eeadex Manulaclurin0 Co

Brady lnlernalr0nal {206) 251'0900

Burns Lumber Co

Georora-Pacilic CorP. (Tacoma)

Georgra-Pacrfic Corp. {Seatlle)

Hub Crtv Seattle Terminals

PGL Buildrng Producls (AubuIn)

PGL Burldrno Ploducls (Bremerl0nl

PGL Building Products {Marysvrlle)

PGL Building Products (Alaska Div.)

Lolh Lumber

McFarland Cascade (ln Wa.) (800) 521-2131

Marlin Forest Induslries

Norlhcoast Redwood E Cedar Co..

Sequoia SupPly Simoson Trmbet Co

Tumac Lumber Co. (800) 982-8202

Weslern Turnrnqs E Slair

weverhaeuser cl (Sealtle) (800) 562-0908

Weyerhaeuser Co {Tacoma)

sP0|(Al{E

Berger & Co

Georgia-Pacilic CotP

PGL Building Ploducls

Western International Forest Products.. .... (800)547-5500

Western Red Cedal Lumber Assn

Wood Products Association

C0.

C&D Lumber Co.

Lumber C0.

ALASKA

SOUTHWEST

@ts[TqARntrg

David R. Countryman, retired American Plywood Association assistant director of technical services, died on June 13. 1987. after a fall in a bus in London. England, during a vacation. He was 68.

A civil engineering graduate of the University of California, he joined APA's predecessor. the Douglas Fir Plywood Association, as a research engineer in 1941. He earned an international reputation as a wood products researcher and technical innovator. He was a resident of Lakewood (Tacoma), Wa.

He is survived by his widow, Lorraine, six daughters, six sons and 1 I grandchildren.

AD INDtrX

Inland Empire Leadg West California's Inland Empire (Riverside and San Bernardino counties) was ranked the fastest growing business expansion area in the West with a 6.80/o increase in employment over the last 12 months. according to Newport Economics Group.

Following were Orange County, Ca., up 5olo; Oakland, Ca.,4.60/0, and San Diego, Ca., 4.40/o. Of the 16 areas studied, the biggest declines were in Dallas, Tx., down 2o/0, and Houston, Tx., falling 5.3%.

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.

Bracrrt Internationd

Drawer 4779, Arcata, Ca. 9552t 707-822-3648

New Home Sales Declining?

Sales of new homes are expected to fall 5-6% in 1987 after four years of steady growth, according to the annual Blue hok of Mqjor Homebuilders.

The change may signal a leveling off of housing production for the remainder of the 1980s and new directions for some homebuilders.

And hundredsof choices

$10 in between. 5tn5

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