Merchant Magazine - May 1981

Now, it's easy to qualify and sell your customers on all the energy efficient advantages of owning and installing the Temco Energy Conserver Fireplace System. \ Because "Temco Shows You How."

Included in this comprehensive program for profits through retail sales are. The Temco Product Knowledge Handbook; indepth product training and stepby-step i nstal lation f i ms; poi nt-of-pu rchase dis plays ; instore poster merchandisers; Temco takehome brochu res; Temco TakeHome Planner Kits, complete with floor and ceiling templates, and plumb bob and string; plus materials for personalized radio, television, and print advertising.

So, give us a call today. And let us "show you how" you can increase your profit potential in the retail "do-it-yourself" market with Temco!

A complete Temco fireplace merchandising and prduct training prcgram to help you profit in today's rapidly growing "doit yourself" retail markeh

Seruing the lumber, building materials and home improvement markets in 13 Western Stafes - Since 1922

1981

CITY HOME REMODELING MARKET FLOURISHES

INDUSTRY PROMOTION OFFERS OPPORTUNITY

D-I-Y EDUCATION BUILDS LUCRATIVE SALES

NEWSITE, IDEAS MOTIVATE DEALER TRADE

RESEARCH PUTS MERCHANDISING ON TARGET

HARDWOOD WHOLESALERS REVIEW ECONOM ICS

LUMBER BROKER FORUM SHARES INFORMATION

25TH HOME IMPROVEMENT CONVENTION, SHOW

IMPORTERS CELEBRATE A QUARTER CENTURY

NEW FOREST PRODUCTS CO. TAKES OLD NAME

INTERNATIONAL OFFICERS AT HOO.HOO MEET

RECORD

SEE HOME IMPROVEMENT SHOW

TO MAINLAND

Publisher

Editor-Publisher David Cutler

Associate f,ditor

Juanita Lovret

Contributing Editors

Dwight Curran

Gage McKinney

Al Kerper

Art Director Martha Emery

Staff Artist Terry Wilson

Circulation

Marge Anderson

The Merchant Magazine (USPS 796-560) is published monthly ar 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone 17l41 549-8393. bv The Merchant Magazine, Inc.' Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request.

ADVERTISING OFFICES

FROM WASHINGTON STATE & IDAHO: contact John V. MacKav. 157 Yesler Way, Suite 317, Seaule. Wa. 98104. Pho-ne (206) 621-1031.

FROM NORTHERN CALIFORNIA & OREGON: contact David Cutler, 4500 Campus Dr.. Suite 480. Newport Beach, Ca. 92660. Phone 014) 5498393.

FROM SOUTHERN CALIFORNIA: contact Carl Vann, 205 Oceano Dr., Los Angeles, Ca. 90049. Phone (213) 4723ll3 or (714) 549-8393.

FROM THE MIDWEST: contact Charles L. Lemperly, 1230 Brassie Ave.. Flossmoor. Il. 60422. Phone BlD 799-2166.

SUBSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation Dept., The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660. Include address label from recenl issue if possible, plus new address and zip code. Subscription RatesU.S. and Canada: $6-one year; $9-two years; $12-three years. Foreign: $14-one year; $20-two years.Single copies $1.25. Back copies $2.50 when available.

THE MERCHANT MAGAZINE is atr itrrlependentlv-ou'ned ptrblit'aliotr lbr tlte retail, n'holesalc urrtl tlistributiotr lavels ol the lurrrber, bLriltling ntalerials and honte itrrproverttetrt brrsirrcss irr rhe l3 llesterrr states.

llere's how we made it erren beffer.

They're the best studs to start with., Even grained. Tight knotted. Accurately milled with eased edges. Kiln-dried to a uniform moisture content of.I9%o or less to resist warping and twisting. Precision end trimmed. Red end sealed. Edge branded.

But that's not all. They're given a Rainkote protection to preserve all the milled-in quality. It's a clear water repellent treatment. Moisture can't touch our studs from mill to yard to job site. That's what makes them better.

Result? Because they stay straight and true,

they go into the wall straight and true. And stay that way.

Rainkote studs are available whenever you need them. In most markets by taking advantage of our Redimix shipment program, you can even mix units of Rainkote studs with Simpson dimension or Machine Stress Rated lumber. Call your nearest Simpson distributor. Or write Simpson Timber Company, 900 Fourth Ave., Seattle,WA 98164. Rainkote Studs

Does 2+ 2 Sometimes = 5?

lN RECENT years the flow of financial inforlmation has swelled into a flood of facts. Statistics, data, raw numbers, conclusions, interpretations and explanations have become more important to more people. Today's public realizes that what formerly was of interest only to bankers and businessmen now powerfully affects their lives.

The public and the business world both base much of their planning on statistics and the experts' interpretation of them. While certainly reasonable on the face of it, we have begun to wonder, given the economist's abysmal record the last three years. So many prominent seers have been wrong so often, it's tempting to wonder if the numbers still mean what they used to mean. We may be in a new economic period where the dynamics of the marketplace are not adequately reflected in the statistics produced.

Such a situation could account for the wide disparity of opinions and forecasts that prove wildly inaccurate. It's no longer a question of

one or the other forecaster being a few points wide of the mark. Often now it's 180 degrees. For example, on April 6, 1981, two major newspapers were widely split on the expected effect of recent federal monetary moves. The Los Angeles Times'headline said "Fall in Interest Rates Expected to Resume." The Wall Street Journal headlined "Interest Rates May Begin Increasing Soon."

Even the prime lending rate no longer means "the most favorable rate of interest on loans from banks." Many banks now loan below that former base to favored customers. We suspect that other statistical indicators may be similarly deceptive.

So, as the use of computers and vastly improved communications devices have enabled us to gather and distribute far more sophisticated collections of information, it seems our abilities to correctly interpret the figures have declined.

We are in a period when we should all turn a cautious ear to the voice of the economic forecaster.

It's here at Georgia-Pacifics Ft. Bragg mill that we've discovered how toget more usable Redwood out of every log. We did it by upgrading ourfacilityto a point where it's become the most advanced Redwood operation anyv'here. So now, we can actuallyoffermore Redwood than before without putting additional strain on our timber resource. We have more upper grades,like clear all heart, clear and "B". Plus new rustic sidings and all the garden grades.

So the Redwood you need comes from Ft.Bragg. And with Georgia-Pacifi c's commitme nt to increas ing pro ductivity, it'llbe here for many, many years to come. Because we've got what it takes nehrc got r,rilrat it takes.

At Georgia-Pacific, we've got the Redwood you need. Ask, and youVe got it.

The big potential of the city fix-up market

THE POTENTIAL of the home

I improvement market has never been more promising than at the moment with the impetus of increased interest in restoring vintage homes and the realization that inner city housing has its advantages.

Termed recession-proof, the average growth rate of remodeling for the next decade is forecast to run between 15-250/0. The trend to urban fix-up has been accelerated by the rising costs of new construction and financing of new homes. In addition, the high cost of transportation has made homeowners more aware of the advantages of living closer to work and public transportation.

Story at a Glance

Remodeling and repair business flourishing ... interest in Victorian mansions, advantages of urban life accelerate ref urbishing of inner city. homes ... building products business profits.

Materials for remodeling and repair are expected to continue to have a dominant influence on the building products industry. Georgia-Pacific has reported home remodeling accounting for l79o of its total sales in 1980, an amount of $880 million.

G-P chairman Robert Flowerree has characterized the remodeling and repair business as "growing very rapidly and it should continue to pick up as costs of new construction continue to go up and more people choose to renovate older homes in choice, close-in locations."

Rust-Oleum Corp., a manufacturer of rust-inhibitive coatings, has had enough confidence in the home improvement boom to launch a national home improvement sweep-

stakes. Allowing a tie-in with paint related items such as brushes, rollers, ladders, drop cloths, sandpaper, and scrapers, the sweepstakes offers prizes for both retailer and consumer with the support of a full schedule of national television and consumer magazine ads.

Summarizing a nationwide trend, Richard Dodge, merchandise mgr. for Wickes Lumber Co., said "Sales of treated lumber for use in urban areas have increased approximately 3os/o a year over the past five years, a surprising fact considering that other lumber use, primarily new housing, has been down in the same period."

The purchasing agent for another large building center chain reports "Our sales of wood into the urban market have increased between 2090 and 3090 each year over the past five years, as more and more people are building decks and fences, and enjoying outdoor living. One reason is people are becoming aware that they can buy treated lumber, which resists termites and decay, at a lower price than untreated woods such as redwood or cedar."

Aside from individual owners who are buying and renovating urban homes for their private use or speculation, there are many historic preservation groups working to have older homes accepted by the National Register of Historic Places. Homes rescued and renovated by such groups are not necessarily destined to become museum pieces. While some of these wonderful old houses become private homes for large families, many are remodeled into apartments or condominiums. Others are trans(Please turn to page 62)

APARTMENTS in this old building are reached by an outside stairway of wood. Vintage multiple unit buildings as well as single family homes are being renovated as people return to urban living. The older city house (lower photo) was converted into two apartments with balconies to provide privacy lor residents of both units.

A proven dealer home improvement program

dramatically increase the effectiveness of Home Improvement Time programs in cities and communities. There are two types of programs available: a spring-summer plan, "It's Home Improvement Time," and a fall-winter plan, "Energy Management is a Family Affair."

According to Jim Stewart, the program coordinator of Home Im-

!=OR THE lTth year, the Home f Improvement Time Program has been launched throughout the country, sponsored by l5 national trade associations and 44 national building product manufacturers and publications.

This annual cooperative industry promotion and public relations program will encourage millions of Americans to improve their homes, either by a do-it-yourself project or by the professional remodeling contractor. It is "opportunity time" for dealers because the growing home improvement market will continue its yearly rise in spite of a sluggish economy. Remodeling is a 50 billion dollar industry and it is expected to grow by l09o to l59o in 1981.

While most of the promotional and publicity materials updated yearly are the basic selling tools used by home centers, retail lumber dealers and remodeling contractors, the local community program has shown tremendous growth in the past several years, and serves to

Edward A. More is o veteran of 25 years marketing monagement with Formica Corp. and a vital link between the company and the home remodeling industry. A two-term president of the Nationol Home Improvement Council, he hos retired from Formico ond opened Edword A. More & Associates, marketingmerchandisingconsultants. -ed.

Story at a Glance

Cooperative industry promo. tion successful for 17 years .. . foremat for imolementa. tion bottom line results.

provement Time located in Carnegie, Pa., over 650 community program packages were ordered last year, and used for local programs. A community program is generally organized and sponsored by local remodeling contractors, builders, building material dealers, newspapers, utilities and lending institutions. The purpose and objectives are to develop community wide participation by all facets of the industry, so that all consumers are aware of the program and are exposed to the products and services available to help them improve their home.

A community package file, available free of charge, includes detailed

guidelines for developing your program. It outlines step-by-step the procedures to follow to organize and implement your program.

The first step is a small informal meeting of the local affiliated associations, the leaders in all branches of the building and remodeling industry. The Chamber of Commerce, utilities. financial institutions. newspapers, radio,/tv stations, home centers, remodeling contractors and distributors should form your steering committee.

Appoint an executive committee to develop a large organizational luncheon meeting of all representatives. This should be a "Dutch treat" luncheon meeting at which time the various committees are presented and their functions outlined. At this meeting it is important to have good coverage by the media and the attendance of your mayor, and industry leaders.

Standing committees should include:

Liaison-This committee should have a representative from each group acting as a coordinator of the promotion and publicity from his particular group. Finance-This committee is responsible for coordinating the promotional, advertising and publicity funds available.

Publicity-This committee should maintain a flow of information

(Please turn to page 14)

American Gas Association

Ameiican Home Ughting Inetitute

Asphalt Roofing Mfg. Association

Cali forniri Redwood Assoaiation

Edison Elec'tric Institute

Home Center Institute

Home Ventiluing Institute

National Assoeiation of Home Builders P|umbingContractors

Our big Woodland, Ca., plant has the equipment to do the job for you. Oun nemanufactuning machinery in- / cludes a planen, moulden, straight line rip, a gang nip, a single and a double resaw and P.E.T.

We'ne r€ady to help, just call

Or. [503] 68,4444s

666-1991

We're proud to be members of the Western Wood Products Association Grading Service.

Inland f,umber is big on Home Genler producls.

Our people are big on service.

From single store, to large chainsour Home Center products division is geared to give you weekly "in-store" senriceprompt, reliable delivery - very competitive pricing.

You get quality merchandise in both lumber and building materials that sell fast.

Order on Monday, receive delivery on Wednesday, have it ready for sale on Thursday. Turn your inventory over the weekend and do it all over again.

We help make it possible because we package in small quantities, give you in-store merchandising assistance, take inventory, prepare your next order, maintain displays, provide co,op advertising assistance, arrange for personnel training clinics and product demonshations.

Put us to work for you. Our people are truly committed to give you the attention and service you want.

FOR FASTSERVICE CALL ...

Colton, CA (7I4) 783-0021

Tustin, CA (Zt+) 832-0600

D-i-y education spurs sales

FIESPITE the economic ills

Eplaguing the industry, repair and remodeling is expected to continue as a lucrative market in the months ahead. Statistics still show that when money is tight homeowners improve their present homes rather than move to costlier new ones.

Research in the consumer market projects 5l9o of those contacted in recent surveys planning to increase home repairs and improvements this year. Further surveys indicate a strong do-it-yourself market with 8590 of the families queried reporting at least one do-it-yourselfer in the household. Average spending last year by d-i-y homeowners for repairs and maintenance reportedly was close to $1000 with just under $500 being the median figure spent.

SAMPLER of consumer education materials available from manufacturers and associati0ns includes wall charts, audio-visual presentations and take home literature. TheV can help you upgrade your customer servic6 and increase sales.

If you need further proof that the merging of home improvement and do-it-yourself trends will be

Story at a Glance

Growing d-i-y market requires more consumer education from the retailer. . . manufac. turers and associations pro. vide variely of educational materials suggestions for incorporating them into your selling situation.

beneficial to your business, take a look at the figures released by the Bureau of Building Marketing Research. They show more than $5 billion spent to re-do kitchens alone last year. Do-it-yourself work

represents a big share of that, they emphasize. In fact, they report that d-i-y projects have been growing twice as fast as professional jobs.

To take advantage of this big market opportunity, you must set up your store as the community's remodeling and repair education center. Customers with more knowledge will be more inclined to tackle the big jobs they need or want to do at home. Plan to capitalize on the interest created by the consumer magazines for home improvement projects. Stand ready to teach, advise, and guide. The more your customers know about home improvement projects, the more products you are able to sell.

Enrich your in-store education programs. by using the aids offered by manufacturers. Film cassettes, brochures, charts, diagrams, will augment x-ray houses, cut-away walls, mock-ups and other how-to instructional materials. Clinics, seminars, and salespeople who are experts can take the mystery out of home improvement. A library of read-on-the-spot or take-home-on(Please turn to page 38)

Dealer's sales climb with new site, methods

The profit squeeze, caused by rapid growth, tight money, and changing customer markets, has caused many western lumber dealers to reassess the directions their companies are heading.

One such home center undergoing reassessment is Central Valley Builders Supply, St. Helena, Ca. Started in 1953, in the heart of the Napa Valley wine country, Central Valley has long maintained a reputation of aggressive marketing and management approaches to problems related to the building supply industry.

When the company was purchased in 1955 by Robert Patterson, Sr., it consisted of one rented 600 sq. ft. building on about one-half acre of property. Like many small yards of that era, Central Valley followed a natural growth progression that necessitated additional store, yard, and warehouse space being added through the years. It wasn't long, however, before Central Valley management could foresee that a combination of

changing markets and an inefficient worn-out store would necessitate a new location and operation.

"The opportunity of completely redesigning the physical location of our business led us into an in-depth evaluation of our procedures and methods of doing business," said Bob Patterson, Jr., now president of Central Valley. "We wanted the physical plant to allow as many built-in efficiencies as possible."

In March of 1978, with plans for the new location well underway, the management attended a computer seminar sponsored by the Lumber Merchants Association of Northern California. The seminar offered the participants an opportunity to compare the advantages and disadvantages of nearly every company offering a computer system to the building supply market. This opportunity culminated a two year search for a new data processing system.

In May of that year Central Valley ordered a computer system, both hardware and software, from the Dataline Corporation, a company based in Wilton, Ct., with offices in San Francisco and Los Angeles.

"We were very enthusiastic about Dataline's system," said Patterson. "Not until we saw that system in action did we realize we weren't even asking the right questions! We visited other dealers with volumes ranging from under two million to over thirty million and we saw the flexibility of the Dataline system. We knew it would work well for us."

Story at a Glance

Profit squeeze brings reassessment of direction... a dealer's new store and yard with built-in efficiencies such as data processing ups sales 507o, gross margin 37o.

The decision paid off because just 60 days later, in July, construction was started on the new store and the Dataline system was fully operational in the old store's back office. The system was invoicing, printing statements, running profit and loss reports, and doing payroll.

In March of 1979 Central Valley closed down its old location on a Friday afternoon and opened its new location Monday morning with a fully operational Dataline Point-of-Sale System. Since computer cable was installed during construction, it was just a matter of adding the additional cash register style terminals at the check out counters.

The company's new store is located on four acres (with two additional acres for expansion). The store is 18,000 sq. ft. with a 22,W sq. ft. main warehouse.

Some additional warehousing is located in the yard with offices bn a mezzanine overlooking the store. The new store also contains a more diversified inventory which was not available in the old "lumber yard."

Patterson is enthusiastic about his new operation. "Our sales are up 5090 since the move and, of course, that's attributable to the store, but our gross margin is up three 9o and I think most of that is attributable to the computer. It gives us instant access to information I either never had before or waited for until the end of the month."

"Three times a day I get a report that tells me exactly how many invoices have been run, our total sales, and the exact margin on those sales. Since each tag is costed, gross margin discrepancies are easily located. Since the computer keeps average inventory costs and I can change prices in a matter of seconds, we can be very aggressive in our price changes. I think that ability and our being on top of pricing errors are probably worth one 9o on our gross margin."

Mike Micheli, the store manager, is enthusiastic about the computer also. "I have all of my department managers on sales quotas and an open to buy," said Micheli. "Since I get a detailed sales report every day showing both sales and gross margins, we can really be on top of the situation and react to trends quickly."

Bob Jessell, controller, was not with Central Valley when it purchased the computer. In fact, he was the banker who set up the loan portfolio that allowed the new store to proceed. As controller, he oversees the running, updating, and processing of all reports. Under

(Please turn to pase 29)

With orrr brandorr it,

thebest.

We're proud of the Higgins name because, in theWest, weVe branded a solid reputation for qualiry service and reliability.

Since 1883, Higgins Lumber Company has been importing, shipping and re-manufacturing the finest grades of hardwoods, softwoods and plywoods the world has to offer.

We control qualitywith ourown drying and milling facilities and offer on-time delivery of both large and small orders. With

Research backs d-i-y merchandising

lltHAT HAPPENS when a UU manufacturer decides to enter the d-i-y market? What kind of merchandising program do they introduce? How do they work with the retailer to accomplish their goal? While there may be no concrete answers to these questions, Temtex Products, Inc., manufacturer of Temco fireplace systems, recently initiated such a program with enthusiastic response. To date, over 45 retailers have stocked the product and are participating in the merchandising program, according to figures released by distributors.

To start things rolling, Temco did its homework thoroughly before attempting to enter a fireplace in the d-i-y market. A research study it conducted was the basis for what some call one of the most complete merchandising programs ever devel-

Story at a Glance

Research study determines merchandising program for d-i-y market . builds consumer confidence in ability to do job .. . provides training materials for retail sales. oped for the do-it-yourselfer market. The study concluded that a fireplace is never an impulse purchase, but is a purchase decision usually made by husband and wife after much thought. It also charted three basic stages in a typical decision process: (l) initial interest in the product, (2) cost consideration and (3) the feasibility of doing-ityourself.

Based on the research, Temco designed a merchandising program to build the do-it-yourselfer's confidence by assisting him at each level of the decision process. In addition,

the program provides training materials to a dealer's sales personnel, creating in-store advisers to help the prospective buyer.

Every part of the program is integrated to lead the customer to the right conclusion-they can do-itthemselves and save money. To capture initial attention in the product, three point-of-sale display units, designed to meet a variety of store layouts, were created. The largest and most complete is a free-standing "house," a compact unit containing a full-size fireplace with its components. A merchandiser poster summarizing the steps in do-ityourself installation is attached to the unit's side panel and is accompanied by take-home brochures. The brochures allow the prospect to do some out-of-store contemplation and direct him back to the store to purchase a Planner Kit and ultimately, the unit. Another prepurchase stimulus, available for countertop use, is a four-minute LaBelle film which touches on the key points of an installation.

According to Jack Fahey, Temco's v.p. of sales & marketing, the Planner Kit is the key to the whole program. Because d-i-y projects of this size may create a hesitancy in the prospective buyer's mind, the kit provides a comprehensive plan for every stage of the project: planning, installation and finishing. Actual-size templates of the fireplace and chimney pipe are provided to help him find the best and easiest location for the fireplace installation. The kit even includes a plumb bob to help locate the point where the chimney will pass through the ceiling. Detailed worksheets specify the materials, fireplace components and tools needed to install and finish the fireplace in brick, stone, gypsum wallboard or paneling.

The beauty of this, according to Fahey, is that it not only removes the hesitancy from the customer's mind, but with its purchase, the

customer becomes a qualified buyer. This aspect of the kit is a definite time-saver for the retailer.

Don Koch, v.p. of sales & marketing for Building Material Distributors, Galt, Cerritos and Sunnyvale, Ca., who is involved with the introduction of the program to his dealer network, comments, "This is the most complete merchandising program for the doit-yourselfer I have ever seen. We have already seen an overwhelmingly positive response from the lumber dealers especially."

A merchandising program such as this based on research appears to provide answers for both the retailer and consumer.

Production of new homes wil/ not improve signfficantly during the rest of '81 from last year according to a panel of economists recently convened by the National Association of Home Builders

. . gueSSeS range from 1.2'1.4

:,,,:1,:'rnillion housing starts this year, compared with'80's less than 1.3 million .

lVhile recent moves by the fed. gov. to control inflation have raised hopcs of lessening the effects of inflation, high interest rates for money remain, holding down hopes for o major housing revival. . . high home prices inhibit sales; in Ca. the average is now$132,400...

The prime lending rate has moved up to 19% as interest rates on home loans averaged 15.47t/o in Mar. . . . more than $1.7 billion (a record) was withdrawn from s&ls, which means Iass fJ for new home financing

. ; the vacancy rate for residen, ,tial rentals was a 4.8t/o in '80's

euarter, lowest ever

Housing starts on a seasonally adjusted annual basis were up ' '5;8Vo in Mar., to an annual pace of 1,284,000 starts of single family houses rose 39on multifamily were up l0.9Vo . . . bldg. permits for futwe construction were off 3.290; single family permits down 890, multis off 590 "i'"l'''iil:''i'li"i"''l:'i'l'1"',i"'i'l'i

Louisiana-Pacific, continuing to consolidate its western divi' sions, will merge its Columbia Corridor div. into the Intermountain and Sierra divisions July l; more consolidations are expected for the lst time in 20 years, the wood products sector of the forest products industry had a major net export trade surplus .

The Building Energy Performance Standards (BEPS) proposcd by the feds have been shelved after an industry fight to avoid the costly and questionable new regs . . . British Columbia Resources, which last mo. was trying to buy MacMilhn Bloedel Ltd., now plans to sell its 20Vo interest in the Canadian firm to MB. . ,,,',.,',','t,,,.'.".-';..

Chondler Corp., Boise, Id., is restructuring its Meridian sp€cialty cut wood operation into a separate profit center with its own sales and production activities . . . Norris Industries, Long Beach, Ca., has sold its Home Hardware Div. (cabinet and furniture hardware) to Hommitt Industries, [nc.,...

. . Mar. hardwood production in the South was 390 higher than the previous mo., according to the Soutlern Hardwood Lumber Mfrs.Assn....

Sogebrush Sales Co., Albuquerque, N.M., has purchased Carr Lumber and Planing, Montrose, Co. All Heart Lumber Co. is building a permanent office complex and sheds at their ?fi acre Ukiah, Ca., Hq.; they recently opened All Heart Kauai Lumber Co., at Kapaa on the island of Kauai, Hi. . . M.C.M. Marketing is a new rep. company in Steilacom, Wa.

Selma Pressure Treating Co., Selma, Ca., has filed for protec- tion from creditors under Chapter I I of the bankruptcy laws . . . American Forest Products has closed its pre-finished paneling progam for mobile homes at Rialto, Ca.

Cheyenne Lumber Co., Cheyenne, Wy., estimates recent fire damage at $100,000 . . ,,.,', ,1'.;,,,,,;, ,,',, ::

Lumbgr, Cheyenne, Wy., has marked 16 years on the same site with a homeshow-open "house Neiman-Reed has opened a new home center in Agoura, Ca., its lSth Lumber City store. . . the Taledo True Value store, Newport Or., is expanding its paints, appliances, and hardware with new owners, the Dahl Family . .

moje on

Dixieline Lumber Co., a \{eyerhaeuser subsidiary, is bldg. a new hea{quarters complex in the Miramar area, north of San Diego, Ca., ...,Ganahl Lumber Co. has remode1e rr:,ifs:, Orange, Ca., store for more d-i-y emphasis PSF,.Inc., which is winding down its business, has closed its Palo Alto, Ca., office; the Santa Ana, Ca., facility, headed by Jim Rossman, is now a branch of Whittaker Forest Products, Chico, Ca. . .

Anderson Lumber Co., Ogden, Ut., plans to open three new building material centers, Evanston, Wy., St. George and Cedar City, Ut., this year . . Sierra Redwaod Sales is a new Stockton, Ca., retailer handling only redwood, nursery and yard improvement products . . . 84 Lumber Co. has opened its 326th store, in the Tri-Cities, the first

'1..,..O*,in Washington state Gallup Lumber and Supply Co.,' Gallup, N.M., is moving to a 'new'iocatisn,l7?A S. Second St. .1, , T;Bird Hame Center, Salem, Or., is preparing to close with a going-out-of business sale Build-Rite Lumber, Rawlins, Wy., is moving into a new building more than double the size of its present location.

n/t aol G) G) I-l t.-i l-- at Llill E \uJ/ \) td [c ul!r5)

DouglasFir - Hem Fir

Redwood-Cedar Spruce

DIRECT MILL SHIPMENTS

MAY

Oakland Hoo-Hoo Club - May 15, 5fth annual Reveille, golf, dinner, entertainment, Willow Park Country Club, Castro Valley, Ca.

San Joaquin Valley Hoo-Hoo Club-May 15, annual sports day and dinner meeting, Madera Golf & Country Club, Road 26, Madera, Ca.

National Kitchen Cabinet Association - May 16-20, 26th convention, Broadmoor Hotel, Colorado Springs, Co.

Western Building Material Assn. - May 17, Insurance and Pension Trust, Agate Beach Hilton, Newport, Or.

All Industry Management Conference - May 17-19, Agate Beach Hilton, Newport, Or.

National Wholesale Hardware Association-May l7-20, management course in hardware distribution, Los Angeles.

National Paint Distributors, Inc.-May 17-22, member/ source buying seminar, Desert Inn and Country Club, Las Vegas, Nv.

Western Building Material Association - May 20, executive committee, Agate Beach Hilton, Newport, Or.

Dubs Ltd. - May 22, golf tournament No. 381, Diablo Country Club, Diablo, Ca.

Hoo-Hoo-Ette - May 23-25, International Convention, Eugene, Or.

Ligna '81 - May 27-June 2, international woodworking and lumber machinery trade fair, Fairgrounds, Hanover, West Germany.

Lumber Merchants Association of Northern California - May 30-June 2,4lst annual convention, Sahara, Las Vegas, Nv.

JUNE

Humboldt Hoo-Hoo Club - June 4, Bay Blast, place to be announced.

Northwest Hardwood Association - June 4-5, spring meeting, Portland, Or.

American Plywood Association - June 8-9, annual meeting, Thunderbird Motor Inn,. Jantzen Beach, Portland, Or.

Lumber Association of Southern California - June 12-14' Second Growh annual weekend, Rancho Bernardo, Ca.

North American Wholesale Lumber Association - June 14-20, wood marketing seminar, Corvallis, Or.

Timber Products Manufacturers - June 1E-20, annual meeting, Banff Springs Hotel, Banff, Alberta, Canada.

Dubs Ltd.-June L9, golf tournament No. 382, Pasatiempo Country Club, Santa Cruz, Ca.

Western Wood Preserving Institute - June 28-July I, semiannual meeting, Sun River Resort, Bend, Or.

Want to see your organization in print? Send us information including date and place on your next meeting, convention, or social event for the Calendar. Please make sure that we receive it at least six weeks ahead of the date and be sure to include your name, address, and telephone number.

(@AAABB!B-9Il&E&Egry &,urg8,@.BB" 45tr@.,

Pacific Coast Hardwood Wholesalers' Annual meet

EEFITTING a year of plunging Ef housing starts, rising inflation, increased costs of money and spotty business conditions across the West, economics was the number one topic of discussion at the annual meeting of the Pacific Coast Wholesale Hardwood Distributors Association.

Lead off speaker Ernie Becker, past president of the National Association of Home Builders, urged members to more actively sell builders on hardwood to compensate for its declining use in new homes. He said hardwood could be (Please turn to page 66)

MOUNTAIN STATES

THE NEw MSLDA logo, commem- I orating our 90th anniversary, has already been incorporated into our l98l program. For example, it is being used on the education brochures. The logo will become our own special "trademark" throughout the anniversary year.

In addition to the brochures the logo will be used on the announcement of the annual convention/anniversary celebration in Albuquerque, N.M. on Sept. 20-22.

The NLBMDA, our Washington, DC affiliate, will hold its 65th annual convention in our region in Colorado Springs on Nov. l-3. Lumber dealers from throughout the nation will join us in a celebration for our 90th anniversary on Nov. l.

NORTHWEST

(3) Agility. You can react quickly to competitive changes and spot trouble more quickly than the giants can.

As part of our anniversarY, we are looking for pictures to use as part of the special year celebration. If your company has an old photo of your yard, personnel, machinery or of the general operation in the lumber industry and you would like to share it with us, please send it to MSLDA headquarters.

Along with the picture please include some general information about the company, approximate date when the picture was taken and a general overview of the firm. Any other information will be appreciated.

Old photos will be returned to you in the same state in which they were received by us. So why not share Your history?

Comments on our late winter seminars have been favorable, Those attending felt that the presentations were helpful. Possibly the best comment of the day: "The seminar opened mY eyes to many subjects and ideas that I would not have thought of in a million years."

Thot's How lt Goes!

bn't let the hassles of being small (tight cash, manpower problems, high purchasing costs, low market profile) keep you from capitalizing on the strengths of your firm. Because you're small, you enjoy at least five competitive advantages:

(l) The personal touch. Where product and price differences are minimal, personalized attention is a prime competitive advantage.

(2) Motivation. If your people have a stake in the action, then profits and losses have more meaning for them. They'll work longer, harder, with more personal involvement.

(4) Less bureaucracy. Problems can be grasped more readily in your firm than in sprawling corporations, Decisions can be hammered out and results checked more quickly.

(5) You're unobtrusive. So it's possible to try new sales tactics, introduce new products and blow it without attracting undue attention, opposition.

To survive among the giants: Never compete head-on. Instead, remember the following: Aim at specialized market segments. Large companies concentrate on the average customer-often bypassing segments that must have specialized attention. Carve out your own niche.

(Source: "How to Maximize the Strengths of a Smaller Business," Business Perspectives, Dec. 1980.)

"Certainly we carrY whatchamacallits. You'll find them in the doo-j iggers sections. " The Merchonl Mogozine

.Fge ATTITUDE in washington, I D.C. has chaneed! OR HAS lT?

On March l0-l I a gr-oup of 22 Northern California dealers journeyed to Washington to attend the 9th Annual Conference with Congress, sponsored by the National Lumber & Building Material Dealers Association. After nine years of visiting our respresentatives in their Washington offices we are on a first name basis with many.

We have been told that the attitude of our leeislators has chansed from liberalism to fiscal restraint. As we visited those Congressmen we had visited in the past we did observe more concern. Most Republicans are ready to approve the Administration's plans and a few conservative Democrats will do the same. The concern of all of us is over the tactics that will be employed by the die-hard liberals.

As an example, Sen. Alan Cranston has stated that in the previous Congress, the Republicans were able to block some bills with their 4l votes and now that the Democrats have 46 Senate votes they can block anything. On March 17 the Senate took up the first of the specific spending savings proposed by the President. Gamesmanship by the Democrats to let the April I, milk price support stand resulted in a failure to kill the increase which costs $150 million next year.

Before'tabling the vote Alan Cranston boasted, "The Republicans gave us fits last year with 4l members. We are prepared to give them fits in spades (this year) with 46 members." Every Democratic member then voted against tabling the motion.

House Speaker Tip O'Neil has stacked the deck in appointing Democrats to the House Ways and Means and the House Rules Committees. Both are key committees and do not reflect the 56%o to 44s/o ratio of Democrats and Republicans.

It has already been reported that the President's tax proposal is dead. The bottom line will obviously be business as usual by the liberals. They are showing that it is not the interest of the nation, the unemployment, the inflation nor the high interest rates that concern them. It is whether or not they will have enough votes to be re-elected. It may mean giving away the farm to buy the votes but that seems to be ok with them.

While the rest of us hope that everyone will get behind the president's plans and give them a chance to work, it is obvious that a few key Congressmen are going to prostitute the system to insure that the proposals do not work. Thus they can show that they have the solution and we go back to increasing all of the federal handouts.

For a few weeks after the elections there was a certain amount of fear in those elected officials still in office. They clearly stated that the mandate of the people must be followed but now that the smoke has cleared, they have settled back in their plush offices, all but forgetting what was mandated at election time.

The only course of action open to us until the next election is to write or call and tell them we expect them to reduce govern-

(Please turn to page 37)

Our quality is great, Our service is good, This is the place You should buy Yourwood...

Lemmie C. Morewood Consulting PhD.

(Continued from page l5)

Jessell's direction the computer has really started to mature. "It only takes a short time to get a system going, but it takes time for us, as managers, to realize the real potential of the system and make real use of it," said Jessell.

"A good example of what the computer can do for you is our redwood uppers," said patterson. ,,I had always known we moved a lot of redwood uppers and at a good margin, but it wasn't until I saw reports coming out of the computer that I realized what a profitable item they were. When you say inventory control, you usually think of inventory reduction, but in this case we kept increasing our inventory and our margins to see where it would take us. We're now selling three times as many uppers at a better margin and turnover. There are many areas in our business that are like that. With the computer, we now have the information and make effective use of it."

"I think the most important thing to do besides picking the right system is to get your people enthusiastic about it. Then be prepared to work hard and be flexible because some of your pet theories are going to be disproved. There's nothing like having the computer side with an employee's point to improve morale, enthusiasm, and productivity. "

Lease, Buy Guidelines

Guidelines to deciding whether to lease or buy an office copier are based on volume.

Usually a low volume copier should be purchased. Care should be taken to buy from a dealer who has an established reputation for proper service of machines. Medium-volume copiers should be purchased if amortization can be achieved in three years or no more than four. Even the most durable copier can be worn out in that time by constant use.

High volume copiers should be bought when the price exceeds $10,000 only if usage reaches 30,000 to 40,000 copies a month. If usage is lower, outright ownership of an expensive copier cannot be justified.

andsome plankflooring proaides an ideal setting for any iaterior design. Its charming traditional early America as easily as the attiactiveness of an Old World pegged floon Virginia Hardwood Company features the most ertensiae selection of pl.ank flooring in the lVestern United States. If it's planh flooring you want you,ll find it here.

We're the Best in the West ,..Call us!

HOME GENTER MERGHANT

1'1650 lberia Place

San Diego, Ca.92128

IIOBODY ASKED me but:

a The "solar" sellers better clean up their act before they destroy forever the credibility of solar energy for home and water heating.

o Changeable signboards at the entrance of home center Parking lots are the most often neglected advertising media. Most stores are better off without 'em.

o A home center that doesn't have a high evening traffic count is in a poor retail location.

o I was never involved in a couPon sale'where the number of couPons redeemed equaled more than 50Vo

of the number of units sold based on a before and after count.

a Other than "grand oPening" the best promotional theme ever run in the home center industry is the "Once in a Blue Moon" sale.

a It isn't the economY but rather lack of planning that is hindering the stagnant home center.

o Lack of discipline is the second most prevalent reason for lack of volume.

a Between jobs out-of-work merchandisers call themselves consultants.

o This is a good year to initiate unpopular non-selling Programs with the retail sales force.

o Those creative after hours advertising/merchandising meetings appear to be a thing of the Past.

o If there are lots of Printed signs that begin with the words, "no" or don't" You can bet that the sign making equiPment is under the jurisdiction of the store manager not the sales Promotion manager.

a Contractors, builders and industrial purchasers are also motivated by advertising and sales promotion.

a Most institutional advertising by home center retailers is a waste.

a Home center retailers tend to be generous with their advertising media budget and then foolishlY skimp on the advertising Production.

o Women department managers are more efficient than men in the same job.

o I often wonder what PeoPle do with all those sale Priced 770 studs.

o Enthusiasm will sell more Products than product knowledge.

a Want cards (lost sale sliPs) will supply a home center with almost all the research needed about what

(Please turn to Page 33)

Good News from Masonite CorToration-

from onr Gloverdale Mill are nowavailable

At the Western Lumber Division of Masonite Corooration. we are reversing an industry trend. While the availability of kiln dried Redwood uppers has been shrinking, we are expanding our production of clear gradesand kiln drying them at our Cloverdale Mill. You can.now include us among the select suppliers of these upper grades. You will have the same choice in the finest kiln dried Redwocd uppers as you have had with our wide selection of green Redwood. The reputation we have built in shipping consistantly high quality green Redwood we expect to uphold with our kiln dried products. Call us and let us show vou.

More Longer Lengths

We refuse to compound your problems with more short lumber. All sizes, all clear grades, S4S and rough, are 6/20 with maximum 5-10% 6'& 8'combined. Prices slightly higher for all 10/20'.

The Most Popular Sizes

Our entire production is concentrated in3/aX 4,31X 6, 2X 4 and 2 X 6 in clear all heart, clear, and B Grade to assure you more continuity of supply in the faster selling sizes,

Three Packaging Choices

Not only are group length units availabie, we also have the popular 1750' R/L units. And for 10 MBM or more we can ship pulled to length. Garden grades can be shipped mixed with kiln dried crears.

For Kiln Dried Redwood Uppers the choice is clear, " Masonite."

HOMECENTER MERCHANT

(Continued from page 30) customers expect and the efficiency of the store's replenishment system.

o Point of purchase audio./visual equipment will be sabotaged if it's not strategically placed out of ear shot of the selling stations.

a Home centers will again start promoting for new credit card customers.

a Professional speakers are more entertaining but I learn more from retailing panelists.

O Invariably, the counterman who writes the biggest book also offers the biggest discounts.

O Independent retailers could increase their ad budgets . and resulting store traffic if they learned how to administer the available cooperative advertising funds from their suppliers.

Wood Products Program

A new consumer products program designed to meet the special sales promotion requirements of retailers serving the growing do-it-

yourself market has been announced by American Forest Products Co., San Francisco, Ca.

Called "one of the most innovative wood products programs to hit the home center market since the advent of the home center itself," according to AFPC's executive vice president Matthew (Rick) Pratt, the program was introduced nationally following extensive test marketing. During a four year period attention was given to the specific needs of the retailer for custom packaging, plus in-store inventory control and promotional support.

"The project has been under development since 19'77," Pratt reports. "After extensive research and planning, the program was thoroughly tested in a California pilot program for more than two years. ' '

Initially developed to soften the impact of cyclical downturns in home-building by increased penetration of the do-it-yourself market, Pratt reports the plan was so successful that the company has now made a long term commitment to the d-i-y market and expanded the program.

Lumber offered is selected and packaged to appeal to the do-ityourself consumer.

Wholesalers Working Together

A gathering of small independent lumber brokers recently met in Oakland, Ca., in an informal session to discuss common problems. Initiated by John Wilton of California Forest Products, Oakland, the roundtable concentrated on general business factors, such as export sales, insurance, trucking and the like, avoiding such legally forbidden topics as price.

While it may yet become formalized enough to initiate such trappings of an association as a charter, the group at present sees its value in simply sharing information, in a casual forum, so that all can learn from the experiences of one.

Among those other attending the first meeting were Ron Lewman, North Bay Forest Products, Healdsburg, Ca.; Claudia Cowan, Horizon Forest Products, Oakland, Ca.; Jack Smith, Mission Forest Products, Hollister, Ca. and Jeff Loftus and Haskel Causey of SacramentoPacific Co., Sacramento, Ca.

*c,sculTuRAt FnculoTs

Vlneyard Stakeg r Trm Props Crogsermg

End Posts r Vlneyard Wlre

Agrlcultural & Treated - statlon to etation

ProductC Manager phone number

Rlchard Bazzano (415) 930-9240

ROOFII*C PRO0lJffi1,., Hand Spllt & Rssawn & Tgpor S**n $hEkqs $hlngl€s

$tartor Shakes & Rldge

Will.qusfo Mlxed Lode ,:,:: General Sales Manager - statlon to statlon phon6 numtrer t4151s30,s:e4

Tom Brutscfie

LUMBER PRODUCTS

Dimenslon . Boards o Timbers

Speclallzlng In lndustrlal Lumber Sales Lumber Sales Representative - station lo.statlon phona number

Chris Peterson (415) st()r9245

Home lmprovement Birthday

The celebration of the National Home Improvement Council's 25th anniversary drew more than 1,700 registrants to the New Orleans Hilton February 18-21, to attend workshops, seminars, general sessions, "Recognition" and "Survive and Thrive" luncheons, cocktail receptions and the annual President's Ball.

More than thirty sessions covered a broad range of subjects including: solar applications, consumerism, profit centers for remodelers, antitrust developments, financial planning and inner city renovation.

Across the street from the Hilton, at the Rivergate, the bustle of NHIC's largest trade show ever seemed to portend better days ahead.

The exposition, which was 2390 larger than last year, showcased the products and services of 94 industry related organizations; a total of 154 booths.

Calling NHIC "an organization the Federal Home Loan Mortgage Company will become much more heavily involved with in the future,"

"Freddie Mac" president Philip R. Brinkerhoff explained his organization's $200 million pilot program providing a secondary market for home improvement loans.

Jack Anderson, NHIC and Alcoa Building Products, Inc. president, called general economic forecasts, "too conservative for the home improvement industry," while John Butler, GAF Corp. v.p. predicted that, "In 1981, and for the next five years at least, professionally installed remodeling will dominate the residential market."

Only Wayne Baker, v.p., Bank of America, delivered a sobering prediction. He foresees interest rates remaining high, lending institutions reassessing financing methods and stricter credit requirements in light of more lenient bankruptcy laws.

The Oregon Chapter earned first prize in the Council's annual Chapter Awards Competition for working with the Oregon Department of Veterans' Affairs on G.I. financing, expanding home show sponsorship and producing consumer information.

Second place went to the Metro-

The Merchant Magazlne

politan Denver Chapter for contacting legislators; helping develop the Colorado Residential Conservation Service (RCS) program; working with the local BBB and the Metro Denver District AttorneY's Consumer Fraud Office.

Woodworkers Elect LP Man

The National Woodwork Manufacturers Association elected Melf U. Lorenzen, LouisianaPacific Corp., Weather-Seal Div., Barberton, Oh., as president at their recent 54th annual meeting in Scottsdale, Az.

Re-elected were Gary Flack, Paine Lumber Co., Oshkosh, Wi., v.p. and John Stanton, American Door Distributors, Inc., treas. Dean Collins, Cascade Wood Products, White City, Or., was elected v.p. E.B. Meyercord, Meyercord Door Co., is retiring pres.

Keynote speaker was A. Milton Whiting, chairman of the board and pres. of Kaibab Industries, Phoenix, Az., and pres. of the National Forest Products Association.

Gqn this mole tr

LMA NEWS &VIEWS

(Continued from page 26)

ment expenditures, lower the taxes and balance the budget. The Budget act of 1976 required a balanced budget in 19g0. As Senator Cranston stated during a talk show, ,.Since approval of the 1980 budget was also a law, that law would therefore supersede the 1976 law. " In short, it doesn,t make a bit of difference what the previous law may have been, Congress can supersede any that they see fit. The problem is that they do not see fit to supersede the laws requiring federal spending. Please help yourself and your industry. Contact your respresentative and tell him what you expect of him. Keep the pressure on all year.

Sell the Silent Customer

Silence on the part of the customer at the end of a sales presentation may be a negotiating tactic to throw you off base or it may be a sign of trouble. Try to read the signs and react correctly.

o Taking time to think: keep quiet.

o Doesn't have authority to buy: suggest a second discussion, tactfully giving him a chance to consult his boss.

o Doesn't want to show ignorance: push to wrap up the deal, forcing them to ask questions.

. Can't afford the purchase: cut down size of the order or offer a trial period.

o Sees no need for the product: ask direct questions to discover what you have left out.

o Doesn't like you or your presentation: politely ask objections, leave offer, refer to your sale manager.

G(l.

Solid Parquet Flooring

The only complete DIY line, plus pre-stained mouldings to go with it. A low maintenance product, a true peel & place DIY wood tile. Plenty of dealer merchandising aids.

"The product with the selling edge"

D IY EDUCATION

(Continued lrom Page 13)

loan self-help books such as ffte Better Homes and Gardens ComPlete Guide to Home RePoir, Maintenonce & Improvemenl and the

Reader's Digest Complete Do-ItYourself Manual can augment the expertise of your staff.

An example of the educational aids for consumers is the home electrical center wall/window/peg board poster provided by General

Nr&sl Ort Fbodng Meoufiotmlr isoeds

* 5to;s1 Buildirts, t*smphg,

Anslcrn flywood AffitlDtr Box lI7$, Tacomo, Wa 98411 ,tudnts noobt Mutuccn Amdtlon

l80O Massschuset$ Ave' N.W., Suite ?@, washiqton, D.C. 20035 Cdiforf,h Hwood As{letteil I Lodqrd St,, San Francirco, C8. gilltl

Fh f llsbtt lloor Arcoclrrtlol

Ycon Buildie Portlaad, Or.97?fr4

Ildrood Plywood Mrnnfrctcr€trs

Agocbdoa

Box 2798, Reston, Va 22090

Nstotrd Ea$dn3 Hacrld lldrs

Swthc CorP.

1990 M. St. N.w., Suite 350, Wdington, D.C' 2m35

Nrtlonrl lMrrood Lqober Aso&t'ol

Box 3,1518, Memshis, Tn. 38134

Nedond fHctrcn CrSrct Acs@irtlon

Box 29/E, Grand Central Station, New York, N.Y. 10163

Irhrbul &t C Cordqt AtsoGidor lsm Rh@ Island Avc. N.W., Washington, D.C.2(m5

Flettond Prrticleborrd Ascochdon

2a)6 Pahins Place, Silver Springs, Md.2Sl0

Nrrlond Woodworh Mrnukmcm Arrocldion

4{D W. Madison St., Chicago, n. 60606

Red Ccdar Sehtgk & Hmddl Shrtc

Bgreru

515 llGh Avcnue, N.8., Bellevue, Wa. ffiO4

Western Rcd C.cder Lumber Arrocirdon

lfl)0 Yeon Building, Porttand, &.nM

wcstFn Wood ProducB AcaoctrtioE

tJ00 Yeon Building, Portland, Or.YnM

UYood end Syntbctic Flooring lnstitutc

lE00 Pickwick Avenue, Glenview, ll. 70025

Wood Moulrtlng & Mlllwort Prodwcrs

hx 25278, Portland, Or. 91225

Electric. The 33 " x23" diagram of a typical household electric system provides the consumer with a pointof-purchase reference for deciding his own home electrical needs. The poster traces wiring from the entrance load center throughout the house, to connect with recePtacles, dimmers, switches, lampholders and door chimes, illustrating more than 20 home wiring devices.

Another merchandiser displaY bY GE helps explain the function and installation of basic circuit protective devices to the do-ityourselfer. Also from this company is a l6-p. FamilY Protection manual, a guide to safer electrical living, and a header that alerts the home handyman to the need for ground fault protection in the home.

Another educational resource for the retailer is the cassette viewer. Many manufacturers can Provide films showing how their Product works and tips for the do-it-yourself customer. A good examPle is the new Congoleum Show-How Theatre, an element of their Pro Fit Do(l'lease turn t0 page 46)

WE'IIE CHANGED OUR NAME. PERIOD.

Now that we are no longer part of The Bendix Corporation, we've changed our name back to the American Forest Products Company. That doesn't mean we've changed our policies or our plans for the future.

We've been making and marketing quality wood and wood products for over seventy years. We're planning now for the next seventy.

We are proud of our reputation f or responsible management of 170,000 acres of premium forests. We are proud of our efficient logging operations and integrated manufacturing plants, and of the quality products they make.

We are proud of the way our sales and distribution people give our customers eff icient and personal servrce.

We're not going to change any of that. Except to improve it. lmprovements to our products and services, yes. Changes in our business philosophy, no. We are the once and future American Forest Products Company.

Don Wood has joined the plywood staff at Bohemia, Inc., Eugene, Or.

Milt Farvour is new to sales at Manke Lumber Co., Tacoma, Wa.

Hsrold Carpenter, Joe Smith, Dan Allred, and Ken Gresham are responsible for the new softwood div. of Atlantic Western Hardwoods, Ltd., Portland. Or.

Carl Geist, mgr. containerboard marketing, is now v.p. of containerboard, Weyerhaeuser, Tacoma, Wa.

Bob Witter, mgr. land and timber resources, is now v.p. of the Twin Harbors region succeeding Pete Belluschi who is now v.p., newsprint.

Gary Schlaeger, senior assistant v.p., is heading the newly created forest products business unit of Burlington Northern.

Bryce Seidl is the new mgr. of the Columbia Door div., SimPson Timber Co., Vancouver, Wa.

Andy Haynes is back at DMK-Pacific, Fremont, Ca., after vacationing at Lake Tahoe and Carmel, Ca.

Paul R. Boyle, Jr., is the new div. sales mgr. for Koppers CompanY's Western Wood Products Div. He is responsible for all sales, promotion, advertising, and market planning for the division.

Bruce M. Gascoigne is now Pres. of Gascoigne Lumber Co., Seattle, Wa. Other officers in the firm are Rob Gascoigne, v.p. administration, and Ralph W. Criss, v.p. sales.

Ken and Jo Tinckler, Stahl Lumber Co., Los Angeles, Ca., have returned from a week at Carmel, Ca., attending a board meeting of the National Hardwood Lumber Association and the Pacific Coast Wholesale Hardwood Distributors Association banquet at nearby Pebble Beach, Ca.

Jerry Johnson is the new plywood sales mgr. and Sam Sherrill is the new asst. plywood sales mgr. at Veneer Service, Inc., Newberg, Or.

Norman Dill. son of Fred L. Dill, has joined Boise Cascade in San Diego, Ca. He recently received his Master's degree at Harvard.

Hugo Rath, veteran of 4l Years in the lumber business, including American Forest Products Co. and its predecessor firms, currently mgr. of the Fresno, Ca., distribution center' plans to retire. His replacernent is his assistant mgr. Jim Gaither who has 2l years with the co.

Mary Bower has joined the team at Mariners Forest Products, Santa Ana. Ca.

H. Blair Smith has been elected v.p. and gen. mgr. of ReYnolds Aluminum Building Products, Co', Richmond, Va. He attended both the University of Or. and U of Ca.

Brian Reynolds has joined the sales staff at Southwest Machinery Co., according to Tom McClaran' Pres.

Mike Webster, Web Lumber Co., Redding, Ca., and his bride, Sharon' are back from an Idaho honeYmoon. They were married APril 14.

Stephen L. DeMaria has been named exec. v.p. of the California Forest Protective Association, Sacramento, Ca., succeeding Stanley Hulett, according to William Holmes, Pres'

Jerry Peterson has joined Jim Conomikes as a partner in Jim Conomikes Co.. Redondo Beach, Ca.

Tom Arsenault is the new western sales mgr. for Ostermann and Scheiwe' U.S.A., based in Orangevale, Ca.

David Reynolds is the new director of industrial relations for GeorgiaPacific Corp., Portland, Or.

George Pearson has been named senior v.p. of Crown Zellerbach CorP., San Francisco, Ca., in charge of U.S. timber and wood Products operations.

Intrcducina APII Rated Sheathin

Theie panel$aylth"t they do and ' vuhat"theysall*

Kenneth Vrchter, Or. and Wa. regional sales mgr. for Simpson Extruded Plastics Co., Eugene, Or., has been named 1980 Salesman of the Year, according to Jerry Hollander, sales mgr'

John F. McGovern has been appointed v.p. for project financing, GeorgiaPacific Corp., Portland, Or., Harry J. Kane, executive v.p. of finance, has announced.

Jeffrey R. Stafford has been appointed advertising mgr. for Kwikset, Anaheim, Ca., a div. of Emhart Industries, Inc., according to William Tell Thomas, v.p.-marketing.

Jim Groschupf is now in charge of lumber and studs at Plumb Creek Lumber Co., Columbia Falls, Mt.; Bob Owens and Bill Hendrickson are handling all plywood sales.

Tom Dittrick is now Or. sales rep for Oregon-McKenzie Lumber Products, Eugene, Or.

Willard Spies, v.p.-operation, J.H. Baxter & Co., San Mateo, Ca., has retired after 38 years with the firm. He will continue part-time to oversee timber management, according to Alfred X. Baxter. c.e.o.

Larry Hargrave is new to Suncrest Forest Industries, Medford, Or.

Vince Bricher is now a trader at Whitewater Lumber Co., Eugene, Or.

Thomas H. Gonser, associate general counsel and assistant sec. of Boise Cascade Corp., Boise, Id., has been appointed executive director of the American Bar Association.

J.E. "hck" Deger is the new Western region mgr. for W.R. Bonsal Co., City of Industry, Ca.

Asa K. Jennings is western area v.p. of Wickes Lumber, a div. of Wickes Companies, San Diego, Ca., located in Sacramento, Ca., reporting to Richard L. Barker, sr. v.p. and gen. mgr.

John Hull has joined the sales staff at J.H. Blevins Co., Inc., at Napa, Ca., according to Rick Rosa.

George Reinbacher and William Alf have been elected corporate v,p.s of Pope & Talbot, Inc., Portland, Or., according to William A. Whelan, pres. and c.o.o.

Bob Sutton, Fallbrook Lumber Co., Fallbrook, Ca., and fellow lumberman Lowell Kolb "journeyed to San Diego to have lunch on the Boise Boys," according to Sutton.

Nancy Boulware, with the Weyerhaeuser, Co., Tacoma, Wa., and Don Jaenicke, a Seattle, Wa., advertising exec. , and former Weyerhaeuser employee, were . married Mach l, l98l,at the Crystal - Cathedral, Garden Grove, Ca. Congratulations!

Meet the newest members of the APA family of Performance- Rated panels. They're test-proven for residential and other light{rame wall sheathing, roof sheathing and subf loor appl ications. Thesepanels speak for themselves.

A

Because your customers

main interest is whether it will perform forthe use he has in mind.

So the trademark tells the panel use; maximum support spacing; thickness; what kind of exposure it's designed to withstand; as well as who makes it and its code acceptance.

Performance- Rated panels are available as conventional veneered plywood ; composite panels ; or unveneered panels, includ ng structu ral particleboard, flakeboard, or oriented strand board.

AIIAPA-Rated panels, regardless of composition, are manufactured in accordance with APA's exacti ng end-use standards.

So you and your customers

can depend on these panels for predictable performance.

Fred Duchi, the pres. of Siskiyou Forest Products, Woodland, Ca., was recently in Portland, Or., on co. business.

LJlf Jorni has been promoted to corporate controller for The Nicolai Co., Portland, Or,, according to Gilbert N. Miller, v.p./finance and treas.

Gary Robertson is the new dispatcher at Forest Products Transportation, Ukiah, Ca., reports Gary Hartman.

Waldo Tinsley has joined John Williams and Associates in Corona del Mar, Ca., as a manufacturer's rep. He had been with Builders Emporium, in buying, for 20 years.

William M. Fraser has been appointed controller of the building products group, Southwest Forest Industries, Phoenix, Az.

Morrie Tisdsll is the new lumber buyer at Truss-Com, North Highlands, Ca.

C.D. Whitney is now sales 08r., plywood and particleboard; Gregg McKee, panel sales mgr.; Thomas Herion, oriented strand board mgr. assisted by Michrel Mannex and Colleen Harris at Potlatch CorP., Spokane, Wa.

Ted Gilbert, Products Sales Co., Orange, Ca., and his wife, Rosie, are back from a Marlin fishing vacation at Punta Pescadero, Baja, Mexico.

(Continued on next page)

More to come.

This is only the beginning. APA is testing and evaluating other panel products. Concrete form panels and siding, forexample. In the future they'lljoin Sturd-lFloor@ and Performance- Rated Sheathing.

So stock and sell Performance-Rated panels; and insist on the APA trademark. lt's your assurance that the manufacturer is committed to APAs rigorous program of testing and quality control.

lf youU like more information on APA Performance- Rated panels, write us at Dept. MM-051, P.O. Box 11700,Tacoma, Washington 98411.

.l AMERIGAN PtYwooo AssoclATloil

MORE PERSONALS

(Continued from previous page)

Jerry DeCou, DeCou Lumber Co., Atascadero, Ca., celebrated his 5fth birthday in grand style, April Z, when dozens of friends and family descended for a huge surprise party. Bert Chrk has joined the sales team at Flintridge Lumber Sales, at the main office, Springfield, Or., reports Tom Philips.

E.R. "Tope" Knauf, Louisiana-Pacific Intermountain div. gen. mgr., is replacing Phil E. Nell who plans to retire as gen. mgr. of the Coastal div., Samoa. Ca. Sherman E. Kirchmeier, gen. mgr. of the Sierra div., will replace Knauf at the Intermountain div., Coeur d'Alene, Id. He will be succeeded as Sierra div. gen. mgr.

at Red Bluff, Ca., by Lowell D. Ambrosini, former Ukiah, Ca., div. gen. mgr. William W. Long, gen. mgr. of the Columbia Corridor operation, will be reassigned when those facilities are incorporated into the Intermountain and Sierra division in July. Merle Ttnner, Art Reid, Crsig Cookingham, Bob Bonniksen and Guy Bush are now working out of Samoa.

W.D. Page has been promoted to the post of v.p., industry affairs at the American Plyrvood Association. Dr. John Emery has assumed respon- sibility for environmental issues: George Sleet is the new gen. mgr. of APA's Plywood Research Foundation.

Sam Garofalo has been promoted to sales mgr, of DE Doors, Inc., South El Monte, Ca,, from outside sales, according to Paul Wheeler.

I he Merchant Magazlne

Michael Burrill, Eugene F. Burrill Lumber Co., Medford, Or., is the new pres. of the Northwest Timber Association. Ronald Webb. Webco Lumber, Grants Pass, Or., is v.p.; Mlton Herbert, Herbert Lumber, Riddle, Or., sec.-treas.; and Arnold Ewing exec. v.p.

Peter Wilhelm, a cedar trader at Rolando Lumber Co., Inc., San Leandro, Ca., returned from his recent vacation as a newlywed. He and Astrid were married April 6, Helen D. Osborne, office mgr., reports.

Ed Johnson is new to sales for Kelleher Lumber Co., San Rafael, Ca., covering the San Joaquin Valley selling mouldings.

Olrviryto introcuce rod&d"swand sup[ cuii#Fte+*w servict ftEsr*.lity d o,n 'diusf,crkfor itslf.

a&dblre d thie sala drrct3.

Hardwood lmporters' 25th

Imported Hardwood Products Association pres. is Sam M. Nickey, III, Nickey Brothers, Inc., Memphis Tn., following election at the 25th anniversary celebration convention at Boca Raton, Fl., recently.

J.D. Prince, Plywood Panels, Inc., New Orleans, La., was named senior v.p., and Ken O'Neil, DG Pacific, Portland. Or., was reelected treas.

Legislative achievements by the association were highlighted by Keister Evans, executive v.p. Participation in meetings of the Southeast Asia Lumber Producers Association also were reviewed as well as a recent industry tour to Brazil to establish contact with organizations exporting forest products.

Bronds bronds thot sell!

The tinkle of coins in your cosh regisler comes from the bronds you know ond sell ond the bronds your cusfomer oref ers.

CHANGING 0l the guard of the lmported Hardwood Products Association with Pat Bennett, retiring pres., (lett) congratulating Sam M. Nickeyl lll, new'pre!. (loiler photo) Charter members James R. Sharo. Gunter Silmar, Jon Sig Gudmundsson, and Jack Davidson receive recognition plaques for 25 years of IHPA membership.

At Mollco we're olwoys working to orovide the best in building moleriols from lumber to the bronds you ond your cuslomer know ond lrust.

__E____9_EByl-qE __

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(Continued from page 10)

to all media, securing radio and TV participation and developing a speakers bureau.

Advertising-Special newspaper supplements should be planned with the aid of the local newspaper, plus outdoor signs and window signs.

Ethics-This committee should work closely with theChamber of Commerce and the Better Business Bureau to maintain a high quality program and to guard against unethical activities.

Special Activities Committee-This committee is responsible for developing special projects such as: homeowner clinics held by dealers; information centers conducted by lending institutions who can distribute literature; radio and t-v, home improvement talk shows, shopping mall information centers and clinics.

From this point on, the individual committees should follow through with their responsibilities, working toward the official opening date of the promotion.

Generally, a community program is scheduled for approximately one month. May has proven to be the best time to launch the home program with October for the best Energy Management Program.

The Home Improvement Time program file contains a complete guide for each representative group and for each committee function. There are speeches, radio/t-v scripts, ideas for special building projects, contests, ideas and other promotional suggestions to help make your community program a success,

To provide more practical help, there are three detailed reports showing how Portland, Or.; Seattle, Wa.; and St. Charles, Il., organized and implemented their community programs.

Keep in mind that during the time your local community program is taking place all national consumer magazines, including Better Homes and Gardens, House Beautiful, House and Garden, Sunset, l00l Ideas, the Hudson Publications. and others, are carrying interesting

editorials, encouraging their readers to undertake a home improvement project. At the same time all trade associations are heavily advising their members to join in and cooperate in local home improvement programs. Your customers are being pre-sold on the subject of home improvement, making your local program extremely timely and effective.

What is the bottom line for you as a home center, a building material dealer, or a lumber dealer? Basically, attention will be focused on home improvements for 30 days, with the community exposed to a coordinated advertising and publicity program that will substantially increase your sales and profits. It has been proven that the size of your community has no bearing on its success. The key is to have all representative groups in the industry join in the program.

To begin plans for your Energy Program in the fall of 1981, or your community Home Improvement Program in May of 1982, write to: Home Improvement Time, P.O. Box 102, Carnegie, Pa. 15106, and enclose a check for $2 to cover mailing and handling costs.

Old Name for New Company

The name American Forest Products Co., well known in years gone by, is once again occupying an important spot in the wood and wood products industry.

That's the "new" name selected for the former Bendix Forest Products Corp. following a recent change in company ownership, according to executive v.p. Matthew "Rick" Pratt.

Actually, the name choice marks a return to the one formerlv used bv

Mt. States 90th Jubilee

The 90th anniversary of the Mountain States Lumber Dealers Association will be commemorated at two conventions in the fall.

The association will meet at the Four Seasons Motor Lodge, Albuquerque, N.M., Sept. 20-22. The President's reception on Sunday evening and the annual reception and banquet on Tuesday evening, the closing day, will be special anniversary celebrations.

the firm prior to its acquisition in 1970 by The Bendix Corp.

The previous management continues to direct company operations from the executive headquarters in San Francisco. The company also has timberlands, mills and remanufacturing facilities in six other California locations, plus a national distribution network for the marketing of its products.

American Forest Products evolved from a California company founded in l9l0 to manufacture wood boxes for packing agricultural produce.

HEAD

An additional celebration is scheduled in conjunction with the National Lumber and Building Material Dealers Association's 65th annual convention at the Broadmoor Hotel, Colorado Springs, Co., Nov. l-3. Lumber dealers from throughout the nation are being invited to recognize the local anniversary on Sunday evening, Nov. l, according to an announcement made by the officers and board of directors of the Mountain States organization.

(Continucd lrcm page 38)

It-Yourself Seamless Vinyl Flooring Merchandising Center. Specially developed for the d-i-y market, the seven minute film demonstrates sheet vinyl installation techniques. Coming with its own casette viewer, the film can be run continuously. Included with the theater are takehome booklets on floor installation and care.

Educational experts in the field stress the importance of sending the customer home with written instructions whether he has just attended a seminar, seen a video presentation, or received verbal instructions from a salesperson in conjunction with his purchase of materials and tools. To help you meet this need, manufacturers and manufacturers associations have available for little or no cost a wealth of take-home materials.

Wood Moulding and Millwork Producers Association, Portland, Or., publishes five booklets dealing with wood mouldings. The material covers how-to projects including

picture frames, as well as step-bystep information on installation of moulding. The National Kitchen Cabinet Association publishes a catalog of ten consumer education aids for dealer use. Some are designed for stimulating and educating the consumer while others help the retailer train his staff and vitalize his advertising.

"Which" one or "how much" are questions that bother the novice handyman. Manufacturer's charts indicating the proper material and the amount needed for a job can help to answer his query. The Shakertown Siding and Roofing publication with selector chart is an example of the "silent salesmen" available from manufacturers.

Plans or guides for many remodeling projects are available to consumers through manufacturers. The National Kitchen Cabinet Association has available planning guides for kitchens and bathrooms. Georgia-Pacific Corp. and Koppers Co., Inc. have plans for constructing decks and other outdoor projects.

Even with the reassurance of

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demonstrations, and take-home literature, some homeowners are hesitant to tackle jobs such as reroofing. However, these big projects, which are extremely costlY when done professionally, can be d-i-y undertakings. To bolster confidence, you might offer a trial package of material along with your instructions.

As a matter of fact. one manufacturer, Celotex, is convinced that a homeowner can use their product to roof-it-yourself. To back their faith, they are packaging their shingles in a test kit with complete instructions for a do-it-yourself roofing project and information to help the buyer evaluate his own skills. The sample bundle of shingles gives directions for test roofing. If the buyer later purchases shingles to reroof. he will receive a rebate on the test kit purchase price.

Materials for consumer education are out there. You need onlY to become aware of them and the importance of incorporating them into your d-i-y educational programs. Once you start using them, You'll (Please turn to pagc 6l)

Rolando Lumber Co.. Inc.

NEMfl PRODUGTS

and selected sales aids

iiiiliiititll:irliiiiiiiiiiilit:itt:lllililiitttll:,.:lililllltlliltlrl'rll:lllil!iili:ii:

Create-A-Cabinet System

The new Create-A-Cabinet System enables home centers to offer ready-to-assemble cabinets to the d-i-y market.

" Solid Investment in Your Home," a local merchandising program, stresses using modular cabinets throughout-the-home including the kitchen.

The system reportedly gives home centers the flexibility to stock a wide variety of cabinet styles and colors in l/5 the space of set-up cabinets. Distribution with cabinets stocked at nearby distribution points is also available.

The cabinets are packaged flat to minimize product damage, reduce shipping and handling costs and allow for easy handling by the consumer. The positive snap-lock assembly provides strength said to exceed National Kitchen Cabinet Association standards.

A complete merchandising program includes co-op advertising

allowances, special seasonal promotions, training schools to instruct sales people, mini-module floor display and "Solid Home Investment" newspaper and broadcast advertislng.

The manufacturer is International Paper Co., Longview, Wa.

Spray On Solar Coat

Thurmalox Solar Collector

Coating, a new silicone-based, selective black paint for use on absorber plate surfaces, has been introduced in l3-o2., fluorocarbon-free spray cans by The Dampney Co.

It is said to function with maximum efficiency (absorptivity 0.96, emissivity 0.42) when used on collector panels having glazed covers. The coating resists outgassing (a major cause of internal fogging of collector covers) up to 400oF.

Unaffected by high humidity, it will not peel or discolor, and resists degradation from ultraviolet (UV) radiation present in sunlight.

D-i.y Fireplace

The Temco Energy Conserver Fireplace system is designed for the do-it-yourself installation.

Step-by-step directions including planning and installation are available in point of purchase display materials, take-home brochures, and a Planner Kit.

Advantages of the system are listed as heating and recirculation of room air, use of outside air for combustion, insulated double-wall firebox, full brick embossed refractory lining, and a triple wall chimney system. Metal firescreen or optional glass doors add to the beauty, safety and energy efficiency.

New Broom Sweeps Clean

The Morgan Steel Broom is a new tool for farmers, contractors, landscapers, and the do-it-yourselfers.

Said to be handier than a shovel and tougher than a broom, its pushpull versatility cleans farrowing crates, calf crates, leveling concrete, sand, soil, and other free moving material around the farm, job, and home.

The 5 ft. handle is made of 18 gauge galvanized steel tube with a threaded end that turns into a 14 gauge 20 in. galvanized steel blade which can be replaced when needed. The broom comes in an illustrated box showing its uses, with assembly instructions on the back.

Pine for Projects

Hefti Board is a l-ll8" solid pine produced for d-i-y projects such as desks, shelves and tables by American Forest Products Co.

Thicker, wider and reportedly more durable than conventional pine boards, it combines the close grain and soft texture of pine with premium appearance and strength in pre-cut dimensions.

Finger-jointed and edge-glued, it is available in ten popular sizes, from 16" to24" wide and 18" to72" long. It requires a minimum of cutting and is said to be easier to handle than plywood, hardwoods or butcher block.

Display racks hold a full assortment of sizes. Each board is individually shrink wrapped and has a large label which depicts examples of possible projects.

No Splatter Painting

Innovation International Corp.'s Roll-o painting system features a patented spring loaded bushing to control the amount of paint on the roller at all times.

The reservoir tray reportedly allows the user to paint about sixty sq. ft. without a refill and catches the splatter normally associated with rollers. Complete with a wooden handle in high impact solvent resistant plastic, it can be used with both latex and oil paints.

Individual package size is 8 " long, 4 " wide, and 4 Y4 " tall.

Home Fix-up Sweepstakes

The Rust-Oleum National Home Improvement Sweepstakes offers consumers and retailers chances to win over 1,300 prizes.

Grand prize for the consumer is $10,000 to repair or refurbish his home. Grand prize for the retailer is an all-expense paid vacation for two to the choice of one of five resorts in the United States or a 50" Sony color television projection system.

Set to begin Aug. l, the consumer sweepstakes will run through October and will be supported by heavy national television and print advertising campaigns. Utilizing a color- ful, free-standing merchandising display designed to resemble a Victorian-style house, window/wall banners and counter cards, the sweepstakes is designed to help retailers capitalize on the peak fall home improvement season.

Patio Door Retro-fit

Marvin Windows has a patio door, Retro-600, designed to replace single-glazed aluminum doors.

It is equipped with a Safe-T-Lock double dead-bolt protection top and bottom from the door handle position. It also has a Lexan sill for energy savings and durability.

Other energy savings include 3/4-in. thick insulated glass with a sealed air space, Ponderosa pine construction, optional Tripane glazing, V-groove closing, and double weatherstripping, including wool pile along the head and sill.

The doors come in a variety of sizes with extra-wide door jambs available for use in thicker walls.

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For more information on New Products and New Literature, write fhe Merchant Magazine, 4500 Campus Pr'., $uits 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!

D-l-Y Flooring Center

The Congoleum Corp. Resilient Flooring Division has a new program to increase flooring sales for home center retailers.

The program establishes a turnkey retail department for sheet vinyl flooring including product, 7-roll

rack displays, d-i-y merchandising displays, in-store promotional material, promotional programming, co-op adve4ising, training and specialized sales support. Utilizing industry statistics that sales of sheet vinyl flooring through home center retailers is projected to

jump l7l9o by 1990, the program is tailored to the buying habits of the do-it-yourself customer. For example, the product assortment is flexible with more extensive sundries. An added plus for consumers is that with the range of wide-width flooring they can achieve seamless installations in most instances.

The island display requires 7.5 sq. ft. of floor space. It has four shelves to house adhesives, cleaners and finishes, plus an area for hanging the do-it-yourself installation kits and seam sealer packages. Built-in racks to accommodate consumer literature and do-it-yourself booklets. A projector with a seven minute demonstration film can be incorporated in the center.

Another feature is a librarv of designs and colors that the retailer does not stock in his inventory. A trimmer installation tool is available to offer to customers on a rental basis. (see photo ).

A package of point-of-purchase materials for both retail salespeople and consumers, product identification cards, banners, cost estimator chart, room scene cards and counter cards plus a consumer brochure give-away also are available.

ITwo Speed Drill

The new Black & Decker Timberwolf right angle drill comes in two models, both reversible.

One offers speeds of both 1,200 and 300 RPM with a mechanical clutch that changes speeds with a sliding knob on the side of the tool. The other model is a single-speed, 1,200 RPM unit.

The mechanical clutch is designed to engage when binding produces pressure, thus lessening the probability of serious kick-back. With an

8-amp motor, the drill is designed so that much of its weight is forward toward the working end.

Black & Decker is offering the Timberwolf at $300 with one-year free maintenance, coverage including parts and labor warranty.

A Tankless Job

W.L. Jackson Manufacturing Co., Inc. is the exclusive United States distributor of a British made, tankless gas water heater that reportedly can save 3090 of the operating cost of a regular storage water heater.

By heating water on demand, it can provide an unlimited supply of hot water. Eliminating the need to reheat water standing in a storage tank and replacing hot water expended from the tank, it requires less energy in operation.

When a hot water faucet is turned on, the unit senses the water flow and 14 gas powered burners are ignited automatically. As water flows through the unit, it is heated by a solid copper heat exchanger. An external control sets the unit to compensate for colder water in winter and warmer water in summer. saving additional energy.

Fungicide Zaps Damage

3C clear wood preservative, EPA Registered, contains fungicide and water repellent additives which help seal out moisture, protecting exterior wood surfaces from rot. termites, warpage and swelling.

Application by brush, roller or dip method is said to be fast and effective, adding years of life to siding, fencing, sills, sash, window and door frames and other millwork. It is available in qt. and gal. cans, 5 gal. pails and 55-gal. drums.

Solid Brass Hardware

Solid brass cabinet hardware from Valli & Colombo is now available, in an 8/32 thread which com-

plies with SAE specs. Because it is handcrafted in ltaly, the hardware was formerly produced in metric thread onlv.

Pns'cntFENGING RAILS,

Ladder Leveler

The Will-Level ladder leveler is a circular chrome metal ring which has two flared legs with ball jointed feet.

The ring attaches to the rails of the ladder by four spring clips. These allow the ladder to move freely around the ring until such time that the user steps upon it and locks it in position.

The device automatically adjusts up to 16" in height so as to span up to two steps for working on stairways. The 30 " base, nearly doubling the base of a standard extension ladder, provides stability and adds 8 " of height to the ladder.

It comes with instructions and hardware for both aluminum and wood extension ladders.

Suggested retail price is $24.95.

Microwave Oven Vent Hood

Amana Refrigeration, Inc. has introduced a full-sized 700-watt microwave oven designed to fit conveniently in a 30" vent hood space above a range or cooktop.

The combination which takes no extra space in the kitchen replaces a conventional vent hood.

In addition to offering the frst stainless steel interior in this type of oven, the new model offers a microprocessor controller with four memory levels. With the same features as the Amana countertop microwave oven, it is desigrred with a built-in light to illuminate the range or cooktop below, and an air flow ventilation system with solid state control and infinite speed selection.

FREE READER SERVICE

For more information on New Products and New Literature, write fhe Merchant Magazine, 4500 Campus Dr., grrits 480, Newport Beach, Ca. 92660.

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

Tight Turn Truck

Of interest to dealers and wholesalers is the 11,000 lb. capacity short couple cushion tire lift truck from the Industrial Truck Division, Allis-Chalmers Corp.

Designed to meet requirements for handling heavy loads while retaining a tight turning capability, it has a 9l Vr " turn radius. Heavy duty construction features include 10,000/12,000 lb. capacity components such as planetary drive axle, steer axle and mast and carriage assemblies.

The machine turns in intersecting aisles in 84 ";when loadedtravels 8.9 mph high speed and 4.2 mph low speed; when empty travels 9.4 mph high speed and 4.5 mph low speed. Lifting speeds are 56 fpm loaded and 59 fpm empty. Lowering speeds are 70 fpm loaded and empty.

Engines are six-cylinder heavy duty industrial types, Teledyne F-?A5 and fuel systems are either for gasoline or for LPG. Transmissions are of the two-speed powershift type with mechanical return to neutral and shift-on-the-go capability.

The Latest Scoop

Scoopit is a box opener and measurer all in one, for soap powder packages in the kitchen and laundry room. Made of a strong plastic, it's a measuring scoop with a triangular projection under the handle designed to pierce the side of the box near the top. A tilting action will tear back the box top and allow the scoop to enter the box and measure out the desired quantity.

R00F-|T-Y0UBSELF shingles from Celotex ofJer the homeowner a test kit which he can use to test his skill al re-roofino. The kit includes complete instructions for job. An application guide is available to simplify installation and alignment. Purchase price will be rebated if the buyer later purchases the materials to re-roof. The sample bundles are available in a choice of five colors.

Authentic Colonial Hearth

Readybuilt Products Co. has factory built hearths featuring colonial construction with grooved panels, mantels with dentil trim and dentil cornices.

Each assembly is built to room specifications and custom constructed tofit around fireplace

obstructions, chimneys or pipes. All components are made of poplar lumber. Mantel and panels are mortised and tenoned, screwed and glued together.

Every unit is preassembled to insure proper fit and alignment prior to shipping. Packed, padded and crated for complete protection, each shipment has instructions for installation.

Clean-air Coatings

Flecto's Varathane clear coatings are now formulated with the Envirosol System.

Meeting clean-air requirements, they are said to outperform most solvent-based finishes, while providing water cleanup.

Identified as Varathane Ultra Plastics with the Envirosol System's label, in addition to gloss and satin finishes the products include wood sealer and stabilizer, stains, pigmented cbatings, and wood treatment. Gallons, quarts, pints and half pints are provided and the clears are also available in l2-oz. spray cans.

A 36' end cap display as well as additional displays and merchandising assortments is available.

Display Rings the Bell

A starter assortment of General Electric door chimes and accessories now comes carded and suitable for pegboard hanging in addition to a variety of boxed assortments.

The assortment accompanies a point-of-purchase display demonstrator which shows the prospective purchaser how various models appear when installed, and invites pushing the buttons to hear actual chimes'sound.

"This is our eighteenth yearof seruing you . and we look forward to many, many more."

Rust-free Nails

Rust-free aluminum nails for exterior applications are now available from Georgia-Pacific Corp. in convenient 4 oz. and I lb. packages in a variety of sizes and styles. The packages are designed for existing G-P nail racks.

Aluminum nails have many advantages over conventional galvanized nails. According to the Aluminum Association, aluminum nails can prevent unsightly red rust streaking on wood siding, a common problem with galvanized nails. By using aluminum nails on new construction or additions, builders and homeowners can save money on repainting costs caused by rust streaking or spotting.

In addition, aluminum nails are

The Merchant Magazine

light weight, providing three times more nails per pound than other types of nails. Aluminum nails are stronger and more durable than ever because of new alloys, and can be handled and driven in the same way as other types of nails.

Aluminum nails are suitable for any type of exterior application and can be used with a wide variety of materials, including wood siding and shingles, asbestos siding and shingles, aluminum siding and trim, plastic panels, roofing, gutters, downspouts, porches, decks, outdoor furniture and fencing.

G-P packaged aluminum nails offer added convenience to builders, do-it-yourselfers or remodeling contractors. G-P supplies a variety of styles and sizes, including common nails, wood siding nails, aluminum siding nails, trim nails (painted), and roofing nails with neoprene washers. Head styles include flat, finishing, casing, sinker, and oval shapes.

G-P also provides an informative brochure called lAhat's The Point of Using Aluminum Nails2 Produced by the Aluminum Association, the brochure details the advantages of aluminum nails and shows the sizes and types available.

FREE READER SERVICE

For more information on New Products and New Literature, write fhe Merchant Magazine, 4500 Campus Dr., Suiie 480' Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!

Woodgrain Door-skins

Masonite Corporation has added red oak tone to its Legacy line of embossed, prefinished doorskins. Available in western markets only, it offers a custom quality, deep textured, woodgrain look.

Denser than natural wood by 5090 with high dimensional stability and structural strength, they resist heavy abuse and wear. Prefinished, they eliminate painting.

Legacy wood fiber doorskins can be used for sliding closet, bi-fold and standard passageway doors.

For An Empty Corner

The Special Corners series of Sauna baths by Am-Finn is for a recreation room, home gym, pool area, basement or bedroom with a minimum space.

Completely portable and designed to fit into a corner, the interior is constructed of premium grade pine. Each sauna is insulated with foil faced fiberglass to maintain constant interior temperatures and efficient operations. The exterior is prefinished oak paneling with a variety of exterior light fixtures.

Included with each pre-fab unit is a 25OO watt heater, rocks, controls, water bucket and label.

FOREST PRODUCTS

Range-Microwave

A freestanding grill-range with microwave oven is new from the Jenn-Air Corp.

Combining the features of a freestanding range with a touch control microwave oven, it has a built-in microcomputer to program any

combination of three cooking cycles and defrost. Ten power levels permit the user to select the proper setting for any type or size of food.

The range top utilizes optional cooktop cartridges of white or black glass-ceramic or the conventional element type. Either cooktops may be removed for conversion to a plug-in energy-saver grill. Optional grill accessories include a rotisserie, shish kebob, nonstick griddle, and deep fryerlcooker.

The cooktop also features a surface ventilation system. The oven, a full-featured clock-controlled radiant heat oven with bake 'n broil abilities, can become a convection oven to cook in a constantly recirculating stream of heated air.

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For more information on New Products and New Literature, write The Merchant Magazine, 4500 Campus Dr., Suite 480, Newoort Beach. Ca. 92660.

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

The Merchant Magazine

Plug Cutter

Three new plug cutters, featuring continuous self-ejection of plugs from woods up to 5/8 /' 1[igl5,, 8r€ now available as part of General Hardware's line of carded products. Made of high-carbon steel, hardened and tempered, they cut a clean,

smooth plug while retaining their sharp cutting edges with either soft or hard woods. They also can be used with either a drill press or a hand-held portable power drill for marine, furniture, or flooring applications.

SA1E.,.5.38 ACRES, RAIL SERVED, RANCHO CUCAMONGA, CA

Family Comfort Products

Air Care Industries, Inc. is introducing a new line of family com- fort products, a merchandising plan, an in-store display program, and new literature.

The line includes bath fans and heaters, general purpose fans, door chimes, attic ventilators and range hoods.

All products have easy-to-read, easy-to-follow instructions for the do-it-yourselfer included in the packages.

Each product has its own dominant color code: red for range hoods, blue for fans, yellow for door chimes, green for attic ventilators and pink for bath heaters.

Self-standing displays allow the customer to operate them and see the light in the illuminated bath fan or feel the heat from the bath heater.

Shelf-trim Kits

Shelving and shelf-trim kits are products introduced by Mansion [ndustries, Inc. for the do-it-yourself market.

The Monticello solid wood shelf kit comes complete with mounting corbels and keyhole mounting hardware. Kits are available in 2 to 5 ft. lengths in a standard 9" width, and also in a 15" width as a stereo shelf.

The self-rail kit, in matching lengths, can be used with any shelf. Each includes three sections of railing and two corner posts which eliminate 45 o mitre cuts in installation.

Both kits feature open packaging for full product visibility, and are shrink wrapped for ready retail display. Components are pre-sanded and ready to finish or paint.

2 in 1 Heater

The new deluxe quartz heater from Boekamp, Inc., Model ll0, can be displayed prominently in a variety of store locations.

It is said to be like having two heaters in one unit, featuring a selector switch of single or double quartz tube operation. A specially designed, highly polished double reflector directs a wide beam of radiant heat.

Other features are: an indicator light; energy controller dial; Quartz Guard protected tubes; alternate thermostatic heat control; designer base; three prong-grounded plug; Underwriters Laboratories listed; one year warranty.

A Blade lor Every Job

Malco Products, Inc., has an improved and expanded line of reciprocating saw blades, hole saws, circular and hack saw blades.

The line features 54 blade types, including revised aluminum scroll blades with skip teeth, and special wood cutting blades with ground teeth for 25-30s/o greater cutting capacity than milled teeth.

Made of chrome molybdenum steel designed to cut through wood and composition board, the circular saw blade line includes carbide tipped combination, induction hardened and reinforced safety cut-off blades. Hole saws are now available in 5l sizes, orin customized kits for electricians, plumbers and maintenance men.

TURNS ARE THE GAMEUSE YOUR LUMBER WHOTESALER!

Dead stock and slow-moving items play havoc with your turns. At the same time money costs you more, your customers are demanding ever - better service and a wider range of products. Use your wholesaler's inventory and quick delivery response for best use of your dollars and a faster turn.

INTERNATIONAL OFFICEBS Of Hoo.HoO In. ternational, the lumberman's fraternity, were on hand lor the 29th annual meeting ol the Shasta-Cascade Club at Riverview Golf and Country Club, Redding, Ca., attended by 125 members. (1) Kevin Kelly,2nd v.p.

lrom Australia; Dan Brown, 1st v.p.; Bob Van Every, pres.; Jim Jones, chairman; Bernie Barber, direclor. (2) Bob Reagan, Randy Stainbrook. (3) Don Cherovsky, pres. of Shasta-Cascade Club, and Al Kerper, who were in charge of arrangements Jor the

meeting. (4) Roy Dunbar, George Bailey. (5) Gene Sjostrand, Wayne Murphy. (6) Brad Broyles, lvlilt Schultz. (7) George Rogers, Lannie 0wen. (8) Karl Dryfhout, Bob McKean. (9) Lloyd Webb, Glen Forney, Sam Witzel.

436 14th

suite 404 OaAland, Ca. 94612 (415) 465-2658

John Wilton

Redwood and Douglas Fir Lumber. Cedar Shakes and Shake Felt

Plywood Siding and related items

"Where Dependable Service is More Than a Phrase"

D I Y EDUCATION

(Continued from page 46) become more aware of the excellent take-home literature, cassette programs, informational headers, charts and diagrams, and special offers such as plan books available.

Start the process by having your buyers ask sales reps what is available. Have a member of your staff read the New Literature section of The Merchant and send for the materials listed. Be sure that someone scans the mail for special promotions of educational value such as Home Planning, editorial matter on home building and remodeling. Appoint a staff member to follow up on book reviews, selecting literature to be put into your lending library or offered for sale in your book department.

Once you have the materials, it is important that your salespeople utilize them. Stress the importance to them of studying the material and applying the knowledge to their sales efforts. A well informed salesman is a teacher for the do-ityourself customer.

Housekeeping becomes additionally important when you are using educational aids in the store. Messy or empty take-home literature racks do not serve their purpose. Cassettes or projectors that do not function properly are useless. Dingy, dusty headers, charts, and displays do not pro j ect a positive message. Designate a housekeeper to keep things in good shape.

Take a tip from the statistics and surveys forecasting everything coming up rosy in the home repair and remodeling scene, and the manufacturer's continued emphasis on making it easy for the d-i-y buyer. Put your focus on education this spring.

Show Sets New Record

Attendance at the sixth National Home Center/Home Improvement Congress & Exposition exceeded 23,000, surpassing the previous record high of 22,0W set in Chicago in 1979. The show was held at McCormick Place in Chicago. More than 1,200 companies exhibited.

The National Home Center Show will return to Chicago in 1982, March 14-17, at McCormick Place. Future shows dates are as follows: 1982, McCormick Place, Chicago, Il., March l4-17; 1983, Convention Center, Dallas, Tx., Feb. 27-March 2; 1984, McCormick Place, Chicago, March 25-28; 1985, Georgia World Congress Center, Atlanta, Ga., March 17-20; 1986, McCormick Place, Chicago, March 23-26; 1987, McCormick Place, Chicago, March 22-25.

Ski Lodge Uses Hardwood

Just-Woods Forest Products Co., Portland, Or., is constructing a prototype log ski lodge at Government Camp, east of Portland at the base of Mt. Hood near the historic Timberline Lodge.

The construction, combining age old tradition with modern techniques, will incorporate hardwoods and products made of hardwoods.

The company was recently appointed an area dealer for Rustics log homes, according to Reg Justus, pres.

OId Growth Douglas Fir Green, Rough or Sulfaced

RING

CITY MARKET POTENTIAL

(Continued from page 9)

formed into restaurants, bed and breakfast inns, or quarters for specialty shops.

The "This Old House" series presented on public television through a grant from Montgomery Ward & Co. first demonstrated the rescue of a |2O-year-old home as a residence. The second production concentrates on the transformation of a sprawling Victorian mansion into five condominiums. Viewers follow step by step every aspect of the remodeling process. The 27-week series may be seen on public tv in the West this spring and summer. Contact your local PBS station for time and dates.

The construction advantages of older homes are myriad. Even when the building is devastated by years of neglect, the basic construction is often sound. In San Francisco and other West Coast areas the houses of the 1800s were often constructed

of redwood. Magnificent wood paneling, hardwood floors, carved stair parts, brass hardware, stained glass, shingle siding, and gingerbread architectural features have sometimes only been dulled by the ravages of time and can be restored to a useful life.

More modest wooden or stucco houses lack the impressive dignity of the Victorian mansions, but they too can be restyled into attractive, livable homes for present day families. The addition of features long associated with suburban living such as outdoor areas and privacy gardens is flourishing.

"People in cities are just as anxious for outdoor living as suburbanites," explains the representative of a large city lumber yard. "They build decks, only the decks are smaller. They build fences, only the fences are shorter. And then, there are some other uniquely urban uses. Take an old city house converted into apartments for instance. The second floor may have a screened-in wood porch, so the residents can sit in privacy andgaze over the roofs of

PENTH0USE deck, built with pressuretreated lumber, provides a private space for relaxation against the backdrop of Oakland, Ca. Prolects like this are an important part 0l inner city remodeling and repair.

the city. Or the same building may have wood steps leading to a private side entrance."

Wood is only one of the many building products needed for reno-

manufacturers of cedar products, K.D. or P.A.D.; selected #3 & better, #2 & better common. We can offer selected stock for #3 common price. Try us!

vating a house. The outside will probably need shingles, turned railings or decorative millwork, roofing, stucco or paint. The invisible inside will use plumbing, wiring and insulation. The visible inside will need doors, windows, skylights, plaster and plasterboard, lighting, cabinets, ceramic tile, bath and kitchen fixtures, built-in appliances, stair parts, and flooring to name a few. The finishing touches will use at least paint, wallpaper, floor covering, and decorative hardware. Almost every department of the home center or building supply store will contribute to the remodeling with materials or tools.

Remodeling of early homes requires many specialty building products. Obsolete siding and moulding patterns must be reproduced. Firms such as Union Planing Mill, a part of Union Forest Products, Stockton, Ca., and Architectural Moulding, Santa Ana, Ca., maintain the capability of custom millwork to'match patterns or create custom patterns. Renovator's Supply, Millers Falls, Ma., and similar firms specialize in old-style hardware, lighting, and plumbing.

While building supply dealers may find it impossible to stock all the specialty items required for remodeling, they can special order or at least keep catalogs from such places on hand for customers. Other services such as special mixing paint to a shade from the past or setting up a special antique wallpaper collection should be fostered where possible.

The retailer, whether through contractor sales or d-i-y trade, is bound to benefit from the growing interest in improving existing housing through remodeling and repair.

Wood Marketing Seminar

North American Wholesale Lumber Association's first Wood Marketing Seminar will be held June 14-20 at the University of Oregon, Corvallis.

Designed for the training of wholesaler salesmen, the course is said to be equally valuable for mill and remanufacturing salespersons. Because enrollees will go through a

Flatbed Specialists! . . . for all your transportation needs, statewide in California.

rigorous week-long training schedule in all aspects of lumber products marketing, including evening classes, they will be housed on campus.

Areas to be covered include timber resources and sawmilling; sales planning and objectives determination, communications and buying; internal procedures, from order writing through tracing and claims, including invoicing and acknowledgements; credit and collections, including cost of receivables and profit margins; transportation and distribution functions, including telephone and yard selling; marketing and the future of wholesaling.

Field trips to nearby production facilities are planned, as is a visit to a sustained yield forestry site. An examination will be given and certificates presented to those completing the course successfully on June 20.

A second seminar is being considered for the week of August 24, also at OSU. Registrations are now being accepted by NAWLA.

Call us for Douglas fir, hem-fir, pine commons & decking, redwood commons, cedar shakes & shingles, plywood sidings, and Masonite brand sidings.

For your conuenience, u)e can serae you oia truck and trailer, by rail shipment, or from our distribution center at L286 North Broadusay in Stockton, Ca.

ll|0 ilille ca]|$ tTiil llt0 Br$ Pn0frr$!

FAMOWOOD

is the PR0FESSI0I{AL'S ALt PURP0SE PLASTIC

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

Can be used under Fiber Glass!

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and ano nol up sanoer. walerp weatherproof when properly applied

Available in 16 matching wood colors and while.

BEVERTY MANUFACTURING C(|MPANY

9118 S. Main Street.Los Angeles, Calif.90003, P.C. Box 73233 Manufactureas

Hawaiian Mill Heads East

When you think of shipments from Hawaii to the Mainland, pineapples, Macadamia nuts and orchids often come to mind. About the last thing you would expect to get on a ship from Hawaii would be a complete planing mill.

Yet that's exactly the way it worked when Reid & Wright, Inc. finally found the machinery they sought to establish a planing mill at their Arcata, Ca., facility.

It all came about when the company sensed a market opportunity when several of the major remanufacturing

goru.llnlUlnlplrnlpLurrrbp,r

Hem-Fir Hemlock

Douglas Fir

GREEN or DRY o DIRECT MILL

SHIPMENTS o LCL . CARGO

RAIL o TRUCK & TRAILER o

PRESSURE TREATED LU MBER

Yard & Offices: End of Airport Rd.

P.O. Box 723, Uklah, Ca. 95482

Phone CORDES LANGLEY.

ROGER HOWARD:

May,1981

plants in their immediate ArcatalEureka area shut down permanently. They felt that their increased volume of surfaced and pattern material, plus their desire to maintain a high level of workmanship and improve scheduling indicated a move to establish their own milling operation.

After nearly a year of searching, Robert F. Reid, a company namesake who operates their Honolulu office, found a complete mill at the Am-Fac yard in Kahului on the Island of Maui. It had lain idle for several years. Records indicated that one of the planers had first been shipped to the islands on May 16, 1940.

The wiring was cut free, the various components disassembled and packed and placed on two Matson flatracks for shipment. It was on the high seas for five days, with final delivery to Arcata via truck.

The mill equipment includes a Yates-American A20 planer, a Woods 404 D-M planer, a one side surfacer, a 48" Turner resaw, and a gang rip saw..Included were the blower system, electrical panels as well as several boxes of very interesting looking irarts.

The machinery is being -completely reconditioned, with the Yates planer being rebuilt from the ground up. The new mill will employ an additional 5-10 persons and is expected to be fully operational by October.

AITC Elects Officers

The American Institute of Timber Construction elected officers at its 29th Annual Meeting on the Island of Kauai, Hi., with pres., Gary A. Hellwege, Bohemia, Inc., Saginaw, Or.

Richard C. Caletti, pres., Standard Structures, Inc., Santa Rosa, Ca., was elected v.p., Russell P. Wibbens, American Institute of Timber Construction, Englewood, Co. continues as exec. v.p. and sec., Warren T. Wier, Weyerhaeuser Co., Tacoma,'Wa., treas. and director.

Other directors are G. Holton Quinn, Jeffrey M. Van Cott, John H. Howard, Elton F. Jones, Peter Martini, M. C. Filler.

HARDWOOD DISTRIBUTORS

(Continued from page 23) a positive sales feature for builders who could promote hardwood as "the real thing." He also related various NAHB programs to aid home sales.

Banker Jerry Mclntyre, of Security Pacific National Bank, noted financing changes in the housing markets and predicted higher densities, smaller homes, a movement back into the cities and heads of

households sharing one home with a common living area. He named government spending and overregulation as prime inflation causes.

A warning to be suspicious of economic forecasts and interpretations was voiced by David Cutler, editor-publisher of The Merchant MagoTine, who said that increasing- ly statistics fail to mirror actual business conditions.

A review of the metrication plans of the National Hardwood Lumber Association was presented by John

Need Clear All Heart Hot Tub Stock?

That's just one of the items we specialize in . . from rough K.D. to pattern staves, chime joist, seat and cover material. We maintain an inventory of a million feet or more of redwood kiln dried uppers and kiln dried shop at our distribution yard, located on Humboldt Bay, between Arcata (three miles south) and Eureka, Ca., on Hwy. 101. Rail or T&T shipment.

Call Jerry Guin with your inquiries.

Bracrrt Internatiorral

P.O. Drawer 4779 I Lrcata, California 95521 PHONit: 707-822-3648

The Merchant Magazlne

Dawson, a Kentucky lumberman who has been very active in the coming change to metric measurement. NHLA favors a hard conversion from the present system, attempting to keep as close as practical to present sizes.

Final speaker Wayne Miller, National Hardwood Magazine, spoke on the benefits of advertising, citing cases of advertising being helpful in lining up new suppliers.

Sectional reports on the current status of business from Western Canada to Arizona, given by various members, pointed up the disparity of business in different market areas.

Several members received recognition, including a trio of long time members present: Ed Bauer, Atlas Lumber, Los Angeles; Bill Fahs, California Panel and Veneer, Los Angeles, (and father of the new president) and Bob Taenzer, American Hardwood, Los Angeles, who was present at the first meeting of the PCWHDA in 1924, which was also held at The Lodge (then Del Monte Lodge) in Monterey, Ca.

New officers are: John Fahs.

JACK SMrTH (4O8) 637-74s5

225 6th St., Hollister, Ca. 95023

DON WELD (2O9) 432-O34O

61238 N. Blackstone, Fresno, Ca.93710

president; lst v.p., G.T. Frost; 2nd v.p., Clint Bower; sec.-treas. Dick Gray and sec.-treas.-designate Werner Richen. New directors are Don Moreland, Bill Lightfoot, Brent Mullen, Bruce Frost, Gil Reel

and Don White, Jr. Tim Spellman was named membership chairman. Tentative site for next year's convention is Hawaii, with the island of Maui as a probable choice for the 59th annual gathering of the clan.

PACIFIC hardwood group included (1) Pat and Don Moreland, Maxine and Jack Havens. (2) Clint Bower, Bill Fahs. (3) G.T. Frost, Paul Webster. (4) Kathy and Bruce Frost, Don White, Sr. (5) Betty and Ernie Becker. (6) Rob and Peggy Kincaid, Sue Meehan and Pete Bower.

JOH

invented the fountain pen. A tradition of resourceful, progressive operation goes with Paul Bunyan's name and reputation. Paul continues to ship his quality products from his plant in Anderson.

Theft Prosecution Pays Off

Shop lifting and stealing continue to be problems to the retailer although some courts have ruled that voluntary confessions to security personnel may be admissible in court.

This means that the private security people are not required to warn suspects of their rights to remain silent and summon a lawyer. The store guard must be a private employee, not a policeman, and the

confession must be entirely voluntary to qualify.

Also of interest are results of a recent store study which showed that theft losses were 5090 higher in stores which were not consistent in prosecuting all thieves. The management which reportedly prosecuted in all cases (employee, low value, and no customer witness) experienced a shrinkage in theft amounting to about 290 of sales. The consensus was that all violators should be vigorously prosecuted.

Service-oriented wholesaler

LeBeck Forest Products is a specialist in redwood.

Our contacts and sources can get you the redwood items and products you need. Our experience in redwood is a plus for you in finding those hard-to-get items.

In addition to redwood, we can supply your needs in Douglas Fir, Particleboard and Plywood. (7O7) r42-O82O Dave leBeck

May,1981

Veteran Lumberman Honored

George Clough officially celebrated his sixty years in the lumber industry with several dozen friends gathered to recall incidents of the past over luncheon at the Industry Hills Convention Center, City of Industry, Ca.

Creighton Anfinson made arrangements for the recent gathering which was sparked by an appearance of "Mae West" from the Livewires delivering a singing congratulatory message.

Among the guests were Jim Frodsham, Paul Orban, Jr., Jerry Clough, L.A. Stevens, Paul Orban Sr., Lloyd Crandall, Gil Langley, Joe Dooley, Jerry Essley, Gary Thomson, Dick Hoover, Bob Brown, Wayne Gardner, George Otto, Rick Clough, Pete Clough, Harry Selling and Tom Duncan.

Hardwood Flooring Installation School

aFIVER the

years hardwood Yfloors have earned an enviable reputation. Prized for their beauty and durability, they have become a symbol of quality and luxury to the homeowners of America.

Unfortunately, despite their sterling characteristics and industry standards which assure the quality of every bundle of flooring produced, the improper installation of a floor can shatter the homeowner's dream of luxury. In an effort to insure that every installation meet standards, the Oak Flooring Manufacturers Association and the American Parquet Association originated the Hardwood Flooring Installation School in 1979. Now they have been joined by the Maple Flooring Manufacturers Association whose member firms are the primary manufacturers of athletic floor products.

Howard W. Brickman of the National Oak Flooring Manufacturers Association staff is director of the school which also serves as a vehicle

to counter a nationwide shortage of hardwood flooring installers. In addition to installers, students include flooring distributors, dealers, sales people and others who need to be able to judge the quality of a floor installed by someone else.

A broad cross-section of students attends every session. At a recent session the capacity enrollment of 5l included students from24 states, Canada and Holland. Classes were

Story at a Glance

Hardwood Flooring Installation School guarantees labor pool of skilled workmen combats improper installation, disappointed homeowners supported by associations and manufac. turers.

held in the Cook Convention Center in downtown Memphis, Tn.

The four-day sessions open with an introduction to oak flooring and how it is manufactured. Lectures, demonstrations and practice work comprise the intensified curriculum. Among the many subjects covered are job-site preparations, installation of strip, plank, parquet and block flooring, sanding and finishing techniques, and trouble shooting. Sub-floored platforms are provided for students to do practice work in an almost exact replica of on-site conditions. With the addition of the Maple Flooring Manufacturers Association as a sponsor, the subject of gymnasium floors has been added.

Students tour a flooring manufacturing plant to-see how the flooring is produced. Certificates are awarded in recognition of successful completion of the course.

The teaching staff is composed of members of the sponsoring organizations and other experts in various facets of the work. Representatives of manufacturers of floor nailing machines, sanding equipment, and finishing materials demonstrate their tools and products. Gray Moulthrop is school committee chairman for the National Oak Flooring Manufacturers Association.

HARDWO0D FL00BING Installation School students receive inslruction in the use of a nailing machine to lay strip oak floors. The instructor is Pete DeVita, representative of Porta-Tools, Inc., Wilmington, N.C.

For the'irst me

hands

most popular information contained in the business as well as

includitrg both our hardrvood Series and past Hardvrzood Special Issues!

WIDE APPEAL

Selected from years ofour hardwood articles and features, the in these reprints will appeal to old newcomers who need to learn fast.

PLAIN ANd SIMPLE

Written in everyday, plain, understandable language, these reprints take the mystery out of hardwood and put the understanding in.

Use them as a training aid, to

DOMESTIC HARDWOODS

Hardwoods of the Pacific Northwest (19 species)

An up-to-date look at Northwest hardwoods (two parts)

A background on alder's popularity (two parts)

The Cinderella tree of the Northwest (West Coast red alder)

Western Maple

Oregon Myrtle, smooth 6,, tough

Developing California hardwoods (black oak)

Northeastern Hardwoods (four parts) (yellow birch, hard maple, black cherry, beech, red oak, soft maple, basswood, ash, white birch, yellow poplar)

A background on walnut

Black walnut

General physical properties of Southern hardwoods (16 species)

Working with hardwoods (16 species)

Hickory's looking good (two parts)

Koa: the Royal Hawaiian hardwood

Buy each group singly or save rnoney and get all three for only $16.

Includcs 28separate reprtnts!

EFFECTIVE TRAINING AID

brush L p on facts long forgotten, or just for your own pleasure.

ASIAN-PACIFIC

Malayan Hardwoods (chart) (48 species)

Some Malayan Hardwoods (two parts)

(10 species)

SOUTH AMERICAN

Tropical woods from Mexico (cocobolo, goncalo alves, primavera, canalete)

More on tropical woods from Mexico

A quartet of related Asian (guanacaste, lingnum vitae, Hardwoods (apitong, gurjun, capomo, ebony) keruing, yang)

Banak: a mahogany substitute

Cedro: the volatile Latin Ramin: a commercial light hardwood

The five species of meranti

The heavyweight and the Commercial satinwood lightweight 0ignum vitae, balsa)

The romance of teak (two parts)

Two prominent Brazilian hardwoods ' (rosewood, jacaranda, goncalo alves)

Two varieties of brosimum

ITIII'IIII-IIIITIII-II'IITTIIIITII

45OO Campus Drive, suite

Newport Beach, Ca. 9266O

48O

Please send me the hardwood reprints checked below. I understand that if I am not satisfied completely I can return them for a complete refund. I'm looking forward to reading theml

! Domestic Hardwoods $10

n Southeast Asian Hardwoods $5

n South American Hardwoods $4

! All three $16 (the big bargain)

n Check enclosed

n Cash enclosed

Deck Construction

How to Build a Deck is $l from Koppers Company, Inc., Forest Products Group, 1900 Koppers Building, Pittsburgh, Pa. 15219.

Timber Productivity Potential

Wood Supply Goals for U.S. Consumers, Z)-p., is $1.50 for a single copy, $1.25, six or more, from the National Forest Products Association, Communications Division, 1619 Massachusetts Ave., N.W., Washington, D.C. 20036.

The Real Floor

Ook Floors Are For Real, is 500, (10 or more 30G) from Oak Flooring Institute, 804 Sterick Bldg., Memphis Tn. 38103.

Sander Surfaced Clears

Sander surfaced coast clears brochure SL#1533 is free from Weyerhaeuser Co., Box B, Tacoma, Wa. 984O1

Traffic Management

Practical Handbook of Industrial Traffic Management, 552-p., is $32.50 from Book Dept., The Traffic Service Corp., 1435 G St., Suite 815, Washington, D.C. 20005.

Roofing Update

Sidewalls, mansards, roofs and interiors catalog is free from Shakertown Corp., P.O. Box 400. Winlock Wa. 985!X.

Window Outlook

For a free catalog from Marvin Windows, call l-80G346-5128 toll free or write Marvin Windows, Warroad, Mn. 56763.

Moulding How-To Books

American Coloniol 60a), How to Work With llt'ood Mouldings (5Oa), Fun-To-Moke Picture Frames (604, 304

for 100 plus postage), Design and Decorote With Wood Mouldings Q5a, 500 for 100), 500 Do-ItYourself Wood Moulding Projects ($4.1S; are available from Wood Moulding ft Millwork Producers, P.O. Box 25278, Portland, Or. 97225.

Lumber Source Book

Directory of 400 wholesalers, 150 mills, and 50 firms providing services is $5 from the North American Wholesale Lumber Assn., 2340 S. Arlington Heights Rd., Suite 680, Arlington Heights, Il. 60005.

Available Sales Aids

Directory of Sales Aids and AudioVisuals for Certdied Cabinets is free from The National Kitchen Cabinet Association, P.O. Box 2978, Dept. MM, Grand Central Station, New York, N.Y. 10163.

Foresters' Role

To Work With the Forest, a 14 minute film, is $125 a copy from the Society of American Foresters, Dept. of Information, 5400 Grosvenor Lane, Washington D.C. 20014.

How to Build a Fence

How to Build a Fence is $l from Koppers Company, Inc., Forest Products Group, 1900 Koppers Building, Pittsburgh, Pa.15219.

FREE READER SERVICE

For more information on New Products and New Literature, write The Merchant Magazine, 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!

Redwood Plywood Proiects

A new, 8-p. brochure on Ruf-Sawn redwood plywood is free from Simpson Timber Co., 900 Fourth Ave., Seattle, Wa. 98164.

Try One

Free samples of roofing nails are available from Dickson Weatherproof Nail Co., P.O. Box 590, Evanston, Il. @2U.

Plywood Market Prolile

Plywood End-IJse Marketing Profiles 198G1982 is free to members, $10 for nonmembers, from the American PIYwood Association Marketing Group, P.O. Box 2277,Tacoma, Wa. 98401.

Hardwood Markets

Where to Buy Hordwood PlYwood ond Veneer Directory is $2 from the Directory Dept., Hardwood Plywood Manufacturers Association, P.O. Box 2789, Reston, Ya.2260.

Attic Ventilation

Single copies of Flush Out Attic Air . . . For Cooling Comfort and Yearround Protection, are free from Home Ventilating Institute, 4300-L Lincoln Ave., Rolling Meadows, Il. 60008.

Three Minute Movie

A LaBelle film cartridge on FROSTEX II pipe heating cable is $13.40 from Raychem Corp., FROSTEX II Sales, 2385 Bay Rd., Redwood City, Ca.94O63.

Energy-Saving Guidelines

A Guide to Energt-Soving Doors is $10 per 100 copies or $75 per 1000; ,4 Guide to Energy-Saving Windows, $20 per 100, $150 per 1000, from the National Woodwork Manufacturers Association, 205 W. Touhy Ave., Park Ridge, Il. 60068.

LUMBER NT]MBERS

In response to Ralph Lamon's article, "The Oregon Sawmill industry: 1981," in the March edition of The Merchont, I would like to clarify any confusion that might result from Mr. Lamon's statement referring to Western Wood Products Association production figures. In the article Mr. Lamon states: Lumber production in Oregon is "on a slow-bell basis" and then continues by writing, "According to the Western Wood Products Association, production in 1980 was 8590 of normal. In my opinion association figures are simply off target. Production was closer to 700/o for the year and is currently in the 65-7590 range."

While I wish, for the industry's sake, that the statement attributed to WWPA by Mr. Lamon was correct, I would like to set the record straight. The Western lumber industry operated at 75.590 of its practical operating capacity during 1980. Please refer to the industry fact sheet contained in the WWPA Western Lumber Facts report.

While WWPA does not publish capacity figures for Oregon alone, as the major lumber producing state, it certainly could be considered representative of the Western lumber industry.

It is unfortunate that an opinion was expressed based upon a mis-quotation. I'm sure we all agree that 1980 was disastrous for the industry and we look forward to improved production figures as l98l progresses.

ation stayed on long after Mr. Barto died and was yearly the cause of Pop honoring Mr. Barto's birthday by going to see Mrs. Barto on that day and reminiscing over the old and happy days.

John R. Osgood

Robert S. Osgood, Inc.

500 Shatto Place

Los Angeles, Ca. 90020

AUSTRALIAN REPORT

Fred

1500 Yeon Building Portland, Or.97?.M

PHILIPPINE LUMBER DAYS

Gage McKinney wrote and you published in the April issue one of the most gripping accounts of "The Old Days" I've ever had the pleasure of reading.

Mr. Barto was indeed one of the finest men I ever met. The first time I met him must have been when I was 9 and the memory of this big bear of a man, his booming voice, his kindliness to a kid and that fascinating python skin on the wall of his office is still very much alive. It was a most impressive day!

He really was the mentor for Dad that Gage described. That respect and admir-

Betty and I just returned from an extended trip to Australia, visiting seven Hoo-Hoo clubs and helping to start a new one in Port MacQuarie in Queensland.

The timber business is brisk in Australia. Queensland is booming. They do a magnificent job with slash pine, growing a lot of it in plantations. Most of the plantations in Victoria, South Australia, and New South Wales grow Monterey pine.

The Hoo-Hoo clubs in Australia are preparing for the Hoo-Hoo International Convention in Melbourne in Sept., 1982. It should be a hum-dinger.

Jimmy Jones

Past President

Hoo-Hoo International, The Fraternal Order of Lumbermen Vallejo, Ca.

Our independent K brand was heum in western pine years ago. over 53

Today, as 53 years ago, our watchword is "Quality." Since its inception our K brand hasn't changed. It presents a faithful reflection of our founding principles and a constant symbol of our present philosophy.

Operating as an independent has allowed us to hew true to these guiding principles that established early on what we were and what Kinzua is dedicated to today: A dependable supplier of guaranteed kiln-dried

quality lumber, valuable, old fashioned service, conscientious response and follow through. Call Kent Goodyear, Bob Lankford or Toni Toll, (503) 676-9003, in Heppner, Oregon, for independent K brand quality and service.

600 a word, min. 25 words (25 words : $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; 94. Box numbers and special borders: $4 ea. Col. inch rate: $30. Names of advertisers usinga box number cannot be released. Address all replies to box number shown in ad in care ofThe Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the monrh. PAYMENT MUST ACCOMPANY COPY.

LOCAL SOUTHERN California

wholesale/contractor yard with planing and custom milling facility seeking experienced industrial salesman. Must be experienced in hardwood and softwood lumber and possess working knowledge of industrial trade. Please send inquiries to Box 396 c/o The Merchant Magazine.

IT'SYOURMOVE,...

To o ground floor opporlunity os o Home Center Generol Monoger. Diversified Wood Producls Compony in the lnter-Mountoin Sloies needs on experienced person lo develop ond monoge the firsl store, This is on excellent chonce for the right person to develop olong wilh lhis new division. Compensolion is in low 30's plus perfor monce bonus to slori. Potenliol compensotion beyond 570.000 o yeor reosonoble wifhin o few yeors. For informotion on this ond other soles ond mklg. positions, coll Corl Jonsen or Sue Newcomer ot 5031222-6461.

SEARCH NORTHWEST, INC.

tII- A Professionol Recruiting Agency

-lU 620 sw sth, suits 82s Portlond. OR97204

ALL FEES EMPTOYER PAID

EXPERIENCED lumber salesmen needed for industrial sales in both softwoods and hardwoods to cover Los Angeles and Orange Counties, Ca. Commissions, car, profit sharing and retirement plans. Good medical and dental. Contact Don Reagan, sales manager, Cal-Forest Lumber. (2 l)llllV r_

MANAGER wanted for large retail lumber company in San Francisco, Ca. area. Excellent salary. Send resume to: Box 364, c/o The Merchant Masazine.

EXPERIENCED pallet salesman. Ask for Carl Boesch, Hunter Woodworks. Ql3) 775-2544.

LUMBER IT'HOIESALE

Tired of the rat race or ready to retire? We are an expanding company interested in your experience. If you want to remain where you are and be your own boss, let us hear from you. We offer a cooperative working arrangement and an honest reward for your performance. Write box 404 c/o The Merchant Magazine. All replies held in strict confidence.

INDUSTRIAL LUMBER salesman needed. Call or see Wm. Hunter, Hunter Woodworks, 1235 E. 223 St., Carson, Ca.90745 Qt3l 775-2544.

SALESPERSON FOR ORDER DESK

PLYWOOD and particleboard experience preferred-good salary-excellent company benefits-chance for advancement. Goldenberg Plywood & Lumber Co.824 E. 29th St., Los Angeles, Ca. 90011 (213)232-4241.

ARIZONA MILL SALES

POSITION open for person experienced in Southwest region. Arizona-New Mexico production; Ponderosa pine-white woods. Salary negotiable. Send resume to Box 403 c/o The Merchant Magazine.

SALESPERSONS/BUYER

REDWOOD EMPIRE, a division of Pacific States Industries (PSI) has immediate openings in its wholesale lumber division (No. Ca.) for experienced salespersons and buyer. Distribution yard experience desired. Remanufacturing knowledge a plus. Serving Ca. and national markets. Redwood Empire offers a base salary plus excellent commission to the individuals who possess a strong buying and sales background. Medical/Dental/Llfe included. Contact Dan Naughton at (408\629-4484 for interview. or send resume to sales manager, P.O. Box 1300, Morgan Hill. Ca 95037.

ESTABLISHED, well financed San Bernardino, Ca., area wholesale distribution yard seeks experienced buyer/traders and outside sales persons. Good territories available. Complete medical, dental, life insurance program. Excellent commission program with draw and expenses. Earnings limited only by your ability and motivation. All replies held in strictest confidence. Please send responses to Box 402 c/o The Merchant Magazine.

TELEPHONE SALES, pleasant telephone voice, light typing and basic familiarity with general office functions. Apply in person. Hunter Woodworks, 1235 E. 223 St., Carson, Ca. Ask for Tom.

$40,000 AND uP

ANNUAL COMPENSATION ror experienced lumber salesmen who qualify. Call andlor send resume to Bill Randall. B.W. Randall Lumber Co., Inc., P.O. Box 2149, Huntington Beach, Ca.92647 (714) 848-8555.

MOULDING/MILLWORX SALES FOR SOUTHERN California market, a motivated self-starter interested in advancement with track record of successful moulding/millwork sales will find excellent earnings, benefits and growth opportunity. Contact Charles Carey, Continental Moulding, Division of Wickes Forest Industries, P.O. Box 305, Dinuba, Ca. 93618 (209) 591-2000. Equal Opportunity Employer.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long beach. 3C Trucking (213) 422-U26.

Professional Cot/CI4$r recruitinq. Executive-search and placement.

Elparlcnc.d s€rvlc€s In th6 resrch and placomont of menagsmeilt porsonnol for src for. €st products lndu'try.

Vorrr 3rtirf#tior ir ourfutrro. All fecs sm- ployer pald, / P. o. Box 927 /Eugons, OR 97440 / {5O3}484- 7055

TAKE YOUR CHOICE

(A) PRIME BUSINESS OPPORTUNITY_ retail lumber & building materials. A longstanding operation, excellent reputation. A growing corporation, in California's favorite mountain playground, Big Bear. Value $420,000 plus inventory. (B) INVESTMENT PROPERTY-choice location of commercial real estate with modern showroom includes investor benefits. Value: $930,000. Equity $707,000. XXX lease. (C) ALL OF THE ABOVE-total value $1,350,000 plus inventory. Owner will finance or exchange. Mattheis Lumber Co., Box 867, Big Bear Lake, Ca. 92315. (714) 866-3301. own/bkr will co-op.

CUSTOM MILL!

ESTABLISHED l0 yr. ongoing business, good So. Ca. location. Quality milling, resaw, planing, gang rip, matcher and moulder services. Rail unloading and storage w/whosl. lumber operation. (Prestaining operation optional.) Have $900,000 appraisal. Will sell for $575,000, l0-1590 dn. (Less than inventory value!) Details call Patrick Tenore (714)

MATTISON 276 Moulder. All motors newly rebuilt and in perfect running condition. (714) 892-8381.

OUTSTANDING DISTRIBUTION LOCATION

RAIL SERVED. excellent connections. Owner will build to suit. See display ad on page 58. Quality Commercial Brokerage, Rancho Cucamonga, Ca. (714) 98741&.

CONCENTRATION yard with excellent 2 track Moore dry kiln; sheds and new office on 16 acres in S.E. Texas between Port of Beaumont and Houston. Ideal for import yard. (713) 246-3303.

BARNWOOD

NATURALLY weathered, 60 year and older, quality selection, references available. F.O.B. Santa Cruz. Ca. Pacific Coast Shelter Inc. (408) 427-2ffi7.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. Hunter. Hunter Woodworks. (213) 7't 5-2544', (213) 835-5671.

REMINDER: Pal,nrent nlust accompany the copy you send in for classified ads. Just use the instructions abOve to fisure the ilnl()unt. When you cull in utls. we'li tell vou the anrount lhat nlust be sent for the ad.

THE 5 DEADLY SINS OF HOME CENTER ADVERTISING

. WaIt tlll the neurspaper rep ls at Aour shop for thts week's ad before chooslng the aduertlsed ltems.

. Allow fhe newspaper to dlctate Aour aduertslng Ioorc.

. AIIow co'o.p funds to explre ... unspent, or worse, to aduerttse the products and neglect to apply for relmbursemenL

t Contlnue to place perlodlc advertlslng wlthout an annualtzed prograrru

Neglect to re-eualuate the auallable medla and ldentlfy Aour markeL

If you must admit to any one of the above advertising sins, you're wasting your advertising dollars and their potential ... needlessly.

STATJD TOE.TO.TOE WITH TIIE OIANTS

The wise independent is ftnding ways to offer his customers the same professionalism as the giant chains. tle knows he must service the consumer of the l98o's with crisp clean store layouts, attentive trained store help, an adequate merchandise mix and an effective promotional plan. Even those dealers who are the only game in town recognize that they must promote wisely to secure their position in their own market or face the future invasion of the chains.

ADVERTISINC & SALES PROMOTION

Too often, the well meaning building material dealer can't find the time to think about his advertising program until the newspaper rep is standing in front of him "to pick up this week's ad." Then, the selection of merchandise is limited to on-hand stock in sufficient quantities to promote. Many times the sufficient quantities are on hand because the items are losers. With this type of promotional merry-go-round the dealer is advertising a 52 week-ayear clearance sale of bad merchandise.

That's not what advertising is about.

To be effective To bring new customers and repeat customers To bring immediate traffic And to build penetration in the market as the place to shop for everything for the home advertising should contain a mix of timely wanted items, competitively priced.

Ads should be placed to present mix of merchandise from different departments and a mix of price points to assure "feet" traffic. Ads should reflect a retail store's personality and address themselves to a specific market segment!

BECIN NOW!

Marketing Services, Inc., is an affiliation of professionals specializing in marketing services. Developing annualized advertising and sales promotion programs for retail stores is one of our key services. Many times our service fees equal only a small percentage of the coop dollars we're able to recover.

TOCETIIER WE WALK THESE STEPS

l. Establish advertising goals

2. ldentiS the market area

5. Research & evaluate the available media

4. Development of individualized advertising format

Determine a viable budget

Balance the budget with cooperative funds

Detail an annualized promotion program

Coordinate the vendorS sales' program

9. lntegrate the newspaper's production capabilities

10. Segment the program by product category

11. Allocate advertising space and product candidates by month, by week

12. Systematize the creation of each ad

15. Set up a cooperative advertising fun{d administration system

14. Prepare the weekly ads

15. Develop an advertising success yardstick

16. Manualize the program

YOU CAN MAKE THINCS IIAPPEN

Your professionally merchandised, professionally designed, professionally written and professionally illustrated advertising program will bring you results in many more ways than just the ringing of your cash registers. You'll see new faces! You'll see greater repeat customers. You'llwitness a new personality in your sales staff.

ffi LOS AXOETES AREA ffi LUTBER

Al Perce Company

American Foresl Producls Co. (Cetrrlos)

Amencan Foresl Products Co. (Van Nuys)

Amerrcan Hardwood Co.

Burns Lumber Co

Caprlal Lumber Co.

Connor Lumber Sal€s

Cms Head Lumber & Plywood .

Crown Drskrbuton Cenler.

Dooley Foresl Co., Inc.

Essley & Son.0.C.

Far Wesl Fir Sales (21 3) 629-5206

Frr & Pine Lumber Co.

Fountarn Lumber Co., Ed

Fremonl Foresl Products

Galleher Hardwood Co.

Georgia-PacilicCorp.... (213) 968-5551

ilill Lumb€r Co., luax

Hutl Lumber Co.

HunlerWoodworks (213) 835-5671

Inland Lumber co.

Johnslon Hardwood, Inc.

LaneSlanlonVanceLumberCo..

Larry Larson Lumber C0. (714) 821-8100

LouE6na.PacilE Corp..

MacB€alhHardwood

Marquarl-Wolle Lumber Co

Nical Inc.

osgood Inc Robed S.

Pacrlic Lumber Co.

Pacilic llladison Lumbet Co. 1213) 773-2292

ParrLumberCo...

Penbenhy Lumber Co.

Peterman LumberCo...

Philips Lumber Sales

Product Sales Co

PSF, lnc

Reel Lumber Service

Shaw Lumber Co

Simmons Hardwmd Lumber Co.

Simpson Euildrng Supply

Soulh 8ay Fordst Producls

Southwesl Forest Industries. (21 3) 686-1 560

Slahl Lumber Co.

Sumwood, lnc

Sunnse Forests Producls, Co.

United Wholesal€ Lumber Co.

Virgif,ia flardwood Co.

WendIng-Nalhan Co

TREATED LUMBER-P(lI-ES_PII-II{GS-TIES

American Foresl ProduclsCo.

Eonninolon Lumber Co

Buildinb Material Distflbutors.......

B€averlumber Co.

Californra Bav Euildino Suoolv C0.

calilornra Foiesl Prodicts '

Calilornia Suoar & Western Pine Aaencv

Calilornia Sudar & Westfrn Pine Adenci.

Cahlornia We-slern Wholesale. Inc:.

The Fleclo Co.

Fl0orSeNrceSuoolv(SanJose).....

GeorqE.PacrlicCorp.

Georoh-Pacrlic Coro. (San Josel

GoldenGaleLumberCo..

Hioorns Lumber Co. (San Jose)

Hrooins Lumber Co {Union Citv)

Hi66ins Lumber Co. iwalnut Cieekl

Hollswall LumberC0.. |nc.

K€ll€her Lumber Sales

Leatherback Industries. Inc

MacBealh Hardwood

MrssDn Forest Products.

Niesen-Ward Forest Prod. .14081 779-2147

NovoTimber Products. Inc.

oaklev Plvwood & Doors

P.R 0.0 Wholesale Dislributors PSF. Inc.

Srmoson Burldinq SuDply Co. brmpson I rmDer u0.

i NORTHERN & CENTRAL CAI|FORN|A.E-s.r*.ffii.Tj:i:i$ffiLir

ASCATA/EU REKA/FORTUI{A

Sracut International

Crown Redwood Co.

Eel River Sawmills

HumboldtRedwood Mlo. C0.

Louisiana-Pacilic Coro Reid & Wnoht

Simoson giildino Suoolv Co.

Srmbson limberto. '.

VallevWestLumberSales

SAXERSFIEID Pacilic Wood Preservino ol Bakerslield, Corp. (800)

CALPETTA

Masonite Western Lumber Div..

cHrc0

NorlieldSales&Service

ct0v€nDAu

Bowman Lumber Sales

G&R Lumber Co.

Rolando Lumber {Kinton oiv.). RoundsDisl. Cenler.. (707)

Wasco(Iashman&Assoc.).

SPECIAL SERYICES

Acesaw&Supply.

oaily Saw Service

oatalineCorp.....

oudleyBurldrngComponents... ....

Hammermill LumberAssn. olSo. Ca.

MutualMouldingandLumberCo.

JamesM.Thompson&Assoc.. Inc..

Wall Dry Kiln

West Coasl Lbr. Inspeclion Bureau.

American Forest Producls Co.

Calilofnia Suoar & Western Pine Aoencv

GeoroB.Pacrfic warehouse

Int€r-nalional Forest Products Inc. Lumber Dealers Materials Co..

(?1?)qe4-61!7 il8ii8t5lJ8iiiJ8liiJ'

(213)564-i7s1 b;;;i;;i6;i;

(213) 541-0019 Slandard Structures, Inc. ......

(213) 430-4317 GRASS VALLEY

(213) 941-3254 R & LWood Products

(213i 483-6450 l(ls BAllos ilrri cao-qsrr SlewanHardwoodLumberCo... );i;i 6d;_;i;; r00EsT0 );;;{ ;;i_;;; Snider Lumber Producls itj5i ;56 sfit sunnseruesls Producrs co DMK.Pacrftc Corp. F€atherRiverMouldinoCo.

9?1'1i19 [%';i:1ff'L1,:l'i]l'i.:iou'":l lilll ?19'19:l Ldiiii5ni-Fiiitrccorp lieoeruiri iilii 356.3;6i i;frt'J,?.,X'ff,1[1,:331,'

SACRATEI{TO

(714) 892-8381

Fountain Lumber C0., Ed. Freeman & Co., Stephen G Fremonl Forest Products Georgia-Pacilic Corp. Golding Lumber Sales. H & M Wholesale InlandLumberCo.

lnlernalional Forest Producls, lnc

Johnston Hardwood, Inc.

Xnollwood Corp.

(oppers Co., Inc.

Lamrnated Trmber Seruices, Inc.

Lumber Commodilies Co. Inc.

MacBealhHardwood...

Manpower Control, Inc.

Mariner's Foresl Products

Marquarl-Wolfe LumberCo... (714) 998-1212

Millwflghl Spechllres, Inc..

Nalional Sollwood Sales, Inc.

Newporl Planing Mill. Inc.

Pacilic Coast Lumber Remanulacturing, Inc.

Patr Lumber Co.

Pelerman Lumber Co.

Producl Sales Co.

PSF, Inc.

ReelLumberseruice.

RolandoLumberSales, Inc.

Roy Forest Producls Company

San Anlonio Conslruction

Shaw Lumber Co.

Simpson BuildingSupply.......

Soulh gavForesl Producls

Sunrise Forest Products Co.

Treated Pole Builders, Inc.

Tweedy Lumber Co.

OREATER SAl'

American Mill & Manulacturing

Eaker Hardwood

Burns Lumber Co.

Fishman & Alliliates

Founlain LumberCo., Ed.

The GF Company

Georgia-Pacific Corp.

Inland Lumber Co.

Lane Stanion Vance Lumber Co.

Virginia HardwoodCo. .........

Western Wood Preservers Institute

I = I

wasHtxcTox

AUtUnil

LewisCo., Inc., PalmerG.

EEtUl{GHAt

JerstedtLumb€rCo.. Inc.

BNETEITOT

LewisCo., Inc., PaherG.

EYENETT

Lewis Co., Inc., Palmer G.

KEITONE

LewisCo., Inc., PalmsrG.

KIRXIAI{D

SimpsonBuildingSupplyCo...

UICEY LewisCo., Inc., PalmerG.

L0ltGvtEw

union Pacitic Railroad.

RE0t0ilD

PlycapAnerica, Inc.

SCATTLE

B€l Air ooor/Aloine Veneers. Inc.

Georoia-Pacilic Corp.

LewisCo.,lnc.,Palmerc.

Simpson Timber Co.

Unron Pacilic Railroad.

Wasco (Maicro Ind.)

sltEtToN

Simpson Building Supply Co.

smKAilE

GeorgE-Pacific Corp.

LewisCo., Inc., PalmerG.

Union Pacific Railroad

T ComA

American Plywood Assochlion

8el Air Door/Aloine Veneers. inc..

Eurns Lumber Co.

Georgia-Pacilic Corp.

Lewis Co., Inc., PalmerG. AlaskaDiv.

Louislana Pacrfic Corp

McFarlandCascade........ (800) 426-8430

union Pacilic Railrmd.

VAI{COUYEN

Inlernational Foresl Producls, Inc.

wAu-t wAt t

Union Pacilic Railroad.

WEIIATCHE€

LewisCo., Inc., Pa|merG

YAr(|tA

Lewis Co.. Inc.. PalmerG. ...... oREOOX

ALEAI{Y Willamette Induslries. Inc.

BEl{D

lJnion Pacific Rarlroad

c00s 8AY

Coos Head Lumber & Plywood

c0RvALt-rs

Eonnrnglon Lumber Co.

Mary's River Lumber Co. {503) 752-0218

EUGEl{C/SPBIIIGFIETll

AlPercecompany..

Eel Air DOor/Alpine Veneers. Inc..

Bohemia, Inc.. (800) 547-6065

Eugene-Willametle Lumber Co

F|nlridgeLumbersales. .. ......

Fremonl Forest Producls

GeorgB Pacilic Corp.

Hirl&Wood LumberCo......(800) 547-8927

LewrsCo., Inc., PalmerG.

Lumber Products

McFarland Casmde

oregonCedarProducls

0r€gon McKenzie Lumber Products Co.

PSF, Inc.

RolandoLumberCo

Un|on Pacrlic Railroad.

HEPPNER KrnzuaCorD.

BUVERS' ffiUlDE ]IORTHWEST STATES#'ffif{ffi fffiROCKY TOUI{TAINSW

Hrtts80n0

Permaposl Producls Co

TLAilATH FAtts

LumberProducts....

.

(206) 941-2600

(206) i34-9901

(206) 373-1475

(206]. 252-2114

. (206) 486-2764

(206) 622-0320

(206) 491-3800

(206) 425.7300

{206) 883.i100

tAr(E (|swEco

Kinzua Corp.

Simon, Crablree, & Ryan .

IIIE|'F(!RD

ByrneTruckrna.......... .{800) 547-9655

F6unlainLumb1rCo..Ed.

Lumber Producls

Union Pacilic Railroad. .

GNEATER POiTL|I{O ANEA

Alpine Inlernational Corp.

J.H. gaxter&Co.

8el Air 0oor/Alpine

veneers, lnc. (800) 547-6755

ContactLumberCo........ (503) 228-7361

Danl&Russell,lnc... .. ..(800) 547-1943

Far Wesl Fir Sales

FriesenLumberCo......... (503) 397-1700

GeorgB-Pacilic Corp.

Hamplon Lumbef Sales Co.

Knollwmd Corp.

Louisiam.Pacilrc Corp.

Louisiana-Pacrfrc Corp. (B€averton)

LumberProducts ....

McCormick & Baxter Creosotrng Co

NiedermeyerMartin C0......(800) 547-6952

Nizich Hardwoods, Inc.

North Pacilic Lumber C0. . . . (800) 547-8440

Northwesl Hardwoods, Inc.

Siskiyou Foresl Producls

Sunrise Foresl Products Co. (800) 547-l 771

Unron Pacilic Railroad. .

Western Inlernational Forest Products. (800) 547-5744

Rt00tE

C&DLumberco Herberl Lumber Co.

ROSEsURG

Keller Lumber Co

sAtEit

Lumber Producls

Slaylon Wood Producls.

IIGAED

Fullmer Lumber Co

Lewis Co., Inc Palmer G.

wEil0Lrt{G

Wendlrng-Nalhan Co.. Inc.

BOISE

Georgh-Pacilic Corp.

Co. Inc., Palmer G.

LouisianaPacilicCorp. {Coeurd Alene)

LumberProducts .. ... Pressure Treated Timber Co. Union Pacilic Railroad.

c^sPEn wYonll{o

TAKE CITY

Georgia-Pacilic Corp.

lmperialWholesale

PlroEItX AnEA

American Forest Products Co.

Caprtal Lumber Co.

FremontForeslProducts

Georg6-Paolrc Corp

Goettl s Melal Producls

Industrial Melal Producls

Mallco Drstflbulors.

In Az. (800) 352-5530 out ol Az

Soulhwest Foresl Induslfl es

Speciaily Foresl Producls

Spellman Hardwmds

Virginia Hardwood Co

Wasco (Snyder Sales)

TUCS0rl

Amencan Foresl Producls Co.

Wnkes Lumber

LAS VEGAS

LumberSales,lnc...

lIEVADA

PetermanLumber, Inc......

REIIO

CapilolPlywood,lnc.

Higgins Lumber Co., J.E.

Ponderosa Wholesale

Union Pacitic Railroad

rEw nExtco

ATSUOUEROUE CapilalLumberco.....

Roy Nielson Gene Pietila

* * * Truck and Trailer or Rail Shipments * * *

Plant Road & Taylor Drive P.O. Box 673 Ukiah, Calif. 95482 (zoz146s414t

Quality Control Program by Independent Testing Laboratory

lilLiil:::,.:i:li!:fllt$:$lihi+ii!1i1.:.ii$.i1.!*ililllltiillfit$lltiidlliiiiliilillii:!lti

JIM VALENTINE

Jirn Valentine, home center salesman for Arcadia Lumber Co., Arcadia, Ca., died of a heart attack on Feb. 5, 1981, in that city. He was 76.

He had been active in the lumber business for almost 50 years starting work with the old San Gabriel Valley Lumber Co. and continuing there until they closed. He had been an employee of Arcadia Lumber since 1972.

He is survived by his widow, Mary, two children and six grandchildren.

worked in various capacities for Hollow Tree Lumber Co. while owning his own company, Mendocino Builders Supply, Mendocino, Ca.

A native of Ft. Bragg, Ca., he was a long standing member of Mendocino volunteer fire department, the Moose Lodge, and Black Bart HooHoo Club where he served for many years on the board of directors.

He is survived by his widow, Jacqueline, one son, one daughter, three brothers, two sisters, and six grandchildren.

i::lif,i"iiltllliltii:il:iliii:it:lill:il:ttl il:ilt$lili..iliiii;:l',i$.q:lliii:i:::ti{iillilll:iitl:i

Raymond A. Johnson, sales manager of North Pacific Plywood, Tacoma, Wa., died of cancer on April l, 1981. He was 63.

Joining the lumber industry after World War II, he worked for Puget Sound Plywood and Lloyd Plywood in Seattle, Wa. He joined North Pacific in l97l and for a time was also general manager of the company.

He is survived by his widow, Marge, a son, and a daughter.

tiii:t:jii::l:.1'i:il:lit:I'::i:::i:rti{::ttlttiiiilri*iiliiiiiiilil,tiiiiilliitiliitlii:iiiltl:t

the le30s at the ivheeler osgood

plant in Tacom-a, Wa., and took

part in the formation of the

washington veneer co., olympia,

wa., iri 1e34. He *as',a irriitei

member of the Plywood Pioneers

Association.

He is survived by his son and two

grandchildren.

McDonell, shipping fore-

man fOr G & R Lumber Co.. Clover-

dal9, Ca., died March 30, 1981, in

U\rah, Ca. H9 was 63.

He began his lumber career load-

ing barges by

Your best source for redwood from the people who really know redwood. Try t us for clears, commons, industrial items and lath. Also siding in redwood and /I Douglas fir, plus Douglas fir C & better finish.

Fibergfass Panefs by

Featuring this month . .

4AO Series

o 5 cofors, high and low fighttransmission 2t/2" corrugated, 26" wide 26" x8'26" xlO'26" xlz'

45O Series

o 5 coJors, high and low f ight transmission 2t/2" corrujated, 26" wide 26" x8'26" xlO'26" x14'26" x16'

Ask about our seasonal specfals and drop shlpments

ft pays to get the best fibergfass transfucent panels you can buy. Afsynite offers durabifity, low maintenance, quality and value. ? proven line that PGt has stocked for over I O years Now Afsynite is stockedat all PGI

Ourconsbtency =pur@itsr

Gount on it! ol guclity,

Fencing

Sunrise is o mojor stocking distributor of fencing. We feqture Western Red Cedor representing the lcrgest fencing monufqcturer in the Northwest. Our product is custom toilored to meet your unique mqrket requirements. We mointoin Iorge inventories in Modesto ond Chino, Colifornio reodyfor immediote delivery

Ccll our fencing mcrncger,Iim Lcwson at our Sqn Clemente office or ccrll our toll free Portlcnd numben

Shingles & Shakes

Sunrise is o mcrjor stocking distributor of shqkes, shingles, ridge qnd shims. we hove it oll. We offer o consistently quolity product from relioble U.S. ond Cqnodiqn sources. We mointoin lcrge inventories at our Modesto distribution center reody for immediote delivery At Sunrise you cqn rely on professionql service everytime.

Ccrll our shcrkes <rnd shingles mcncger, Fred Pueringer crt (415) 672-1803 or our Modesto olfice or use our toll free Portlcnd number.

Sunrise is q nqtionol soles orgonizotion heodquortered in Portlond, Oregon, with soles offices in both southern ond centrql Colifornio, distribution centers in Portlqnd qnd Modesto, o cutting plont in Spokqne, Wqshington, qnd the Steel City Lumber Compony division hmdquortered in Birminghom, Alobomo.