Merchant Magazine - July 1983

THE FIRST.II

WESTERN HOME GENTER & BUILDING MATERIALS SHOW

OCTOBER 21-23,1983, ANAHEIM CONVENTION CENTER, ANAHEIM, CALIFORNIA

Over 5OO exhibitors occupying 2O0,0OO square feet of exhibit space

r A regional exposition for home centers and building materials retailers serving the do-it-yourself customers in the 13 Western states and Western Canada.

r This will be the largest and most complete exposition of do-it-yourself products for home improvement, maintenance, remodeling and decoration ever assembled in the West specifically for Western retailers,

Products to

r building materials

r hardware

r plumbing supplies and f ixtu res

r paneling and wall coverings

r electrical fixtures and supplies

r hand and power tools

r bathroom accessories

r paint and paintsundries

r decorator products

r energy saving products

r cabinets and vanities

r outdoor living

FBEE PBE-REGISTRATION INSTRUCTIONS

1 Must be received In the show office by Sept. 16. 1983 Confirmation of pre-registration and hotel reservation forms will be mailed within three weeks. Free badges will be mailed alter August 1, 1983.

2 Late mail registrations will not be processed. Register again at show. (At-show registration fee $5.00)

3 REGISTRATION COI\,4PUTERIZED. ALL INFORI,4ATION MUST BE FILLED IN

4. NO ONE UNOER 16 YEARS OLD ADIVIITTED.

IMPOBTANT: PLEASE LEAVE SPACE BETWEEN FIRST NAIVIE OR INITIALS AND LAST NAIV]E.

be displayed

r display merchandisers and store fixtures

r heating and cooling products

r shelving and storage cabinets

r siding, roofing and rainware systems

r ready-to-finish and KD furniture

r home care products

r DIY books and manuals

r floor coverings

r nails and fasteners

r lawn and garden

^lYrVA

WESTERN HOME CENTER & BUILOING MATERIALS SHOW OCTOBER 21.23, 1983/ANAHEIM, CA

IMPORTANT: In order to process your registration, your company's business activity must be indicated below:

(l) ! Retailer/Dealer

(J) ! Wholesaler/Distributor

(P) tr Other (please describeJ

Note: Exhibitor personnel should not use this form. Please use form orovided in Exhibitor Kit.

Hotel lorms wr I be sent on rece pt ol pre-regrstrat on lorms MAIL ro: WESTERN HOME CENTER AND BUILDING MATERIALS SHOW 600 TALCOTT ROAD, PARK RIDGE, IL 60068

The Show specifically designed for Western Retailers of do-it-yourself products

WESTERN HOME CENTER & BUILDING MATERIALS SHOW

FRIDAY, SATURDAY, SUNDAY, OCTOBER 21,22,23, 1983 ANAHEIM CONVENTION CENTER, ANAHEIM, CALIFORNIA

As a Western retailer you have opportunities not available to your counterparts East of the mountains. Sunset Magazine's Western Market Aimanac states: "Westerners...are less constrained by tradition and are therefore more interested in the present and future. They often are more willing to take a chance, more curious about new exoeriences. less inhibited and are usually good prospects for new productsl'

At the First Annual Western Home Center & Building Materials Show you will have the opportunity to meet face-to-face with manufacturers of the types of new products that will appeal to the innovative Western DIY consumer. The tremendous population explosion ' in the West, coupled with the very distinct regional tastes and styles. make it a lucrative "do-it-yourself" market for home centers and building materials retailers.

The exhibitors in this new exposition are those firms with special products designed to meet the unique

rs' Do n't pass u p th is o ppor-

tunity to see the broad range of products that will be displayed in the South and Southwest Halls of the Anaheim Convention Center.

In addition, you will have an opportunity to attend a series of seminars tailored to help you better serve your unique marketplace...a seminar program that comes to grips with the challenges you face in your retail operation designed and presented by industry business executives who understand your problems and opportunities. Maximizing your advertising budget , utilizing promotional tools offered by vendors. improving your in-store merchandising-these topics and more await you in this in-depth seminar program.

So don't delay. Fill out the FREE pre-registration form at left and plan to attend the Western Home Center & Building Materials Show October 21-23, 1983, in the Anaheim Convention Center, Anaheim, California.

IT'S YOUR SHOIIU DON'T MISS IT!

Publisher Emeritus A.D. Bell. Jr.

Editor-Publisher David Cutler

Associate Editor

Juanita Lovret

Contributing Editon

Dwight Curran

Gage McKinney

William Lobdell

Al Kerper

Art Director Martha Emery

Stsff Artist Carole Shinn

Circulation Kelly Kendziorski

The Merchant Magazine (USPS 796-56000) is published monthly at 4500 Campus Dr., Suite 4t0, Newport Beach, Ca. 92.660, phone (7f4) 549-E393, by The Merchant magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request.

ADVERTISING OFFICES

I'R,OM WASHINGTON STATE' IDAHO.NORTHERN CALIFORNIA & ontcox, contact Drvld Cutler, 4500 Camous Dr.. Suite 480, NewPort Beach.Ca. 92660. Phone (7 l4) 549-8393.

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

FROM THE MIDWEST: contact Wsyne Westlrnd, I109 Willow Lane, Mt. Prospect, Il. 600 5 6. Call (312) 43'l -'l 37 7

FROM THE NORTHEAST: contact Gryle Essary,35-73A l59th St., Flushing, N.Y. I1358. Call (212) 445-8063.

FROM ARKANSAS & OKLAHOMA: " contact Timothy J' Nelson, Marketing Communications, Inc., 5l15 S. !andalia, suite E, Tulsa, Ok. 74135. Call (9t8) 496-877't.

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. lnclude address label lrom recent issue if possible, plus new address and zip code.

Subscription RatesU.S.: $6-one year; $9-two years; $12-three years. Foreign: $14-one yearl $20-two years. Single copies $1.50. Back copies $2.50 when available.

It sounds great, but . .

lT HAS been years since such a dynamic retailIing development as the warehouse style home center has appeared. Its amazing growth and immediate buyer acceptance have been nothing short of remarkable.

Warehouse retailing, as presently constituted, with a relatively limited number of SKUs, minimum decor and over-all bare bones concept has produced some amazing dollar sales volumes' A House Works store in New Orleans, La., reportedly did $500,000 in three days. That's enough to get anyone's attention.

This allure and sudden success makes us want to stop and say: Let's pause and look at this new phenomenon calmly. Let's remember that the history of retailing includes a succession of fads and fancies that failed. Counted with failures are the long gone corporations that jumped in too quickly, wihout adequate thought and preparation. Their experience should have warned them that there is no quick and easy path to retail profits.

We do not oppose warehouse retailing' Far

from it. The concept has already been a big success for some and future practitioners will no doubt equal or exceed their impressive early achievements. But conversely, it is not for everyone. Despite undenied clout in certain markets, the warehouse type retail store still cannot be all things to all people. Their successful operation also requires new skills, flexibility and inventiveness not widely possessed.

A similar volume/price concept, the hypermarches of a few years back were widely touted as the future of retailing. Some advocates loftily implied that those who failed to convert would end up in the trash can of business. Although a brilliant concept, it didn't survive its transfer here from Europe. When the public didn't buy the idea, it died. Some operators lost heavily.

It is too early to tell if warehouse retailing is a replay. While it doesn't appear so at this stage, caution and careful study seem in order for anyone considering converting existing stores or jumping in with new units.

"This is our 21st year of seroing you . . and ue look fortoard to many, many more."

Do you know what it costs to deliver?

Costs hove been spotlighted recently as dealers pare expenses to maximize profits, but one expense often not considered is the cost of delivery.

Considered essential, the outgo is un' derrated by many. Wolly Lynch, presi' dent of Builders Express in Dallas' Tx" thinks thb is wrong.

His interest in delivery cost reduction began in 1976 when the company he man' aged became strike bound over driver woges. The firm he now heads provides help in delivery cost reduction through publicotions, training Programs, seminors and workshops as well os consultotion, surveys and system implementotion ond training. Lynch's background in retailing and home center management is reflected in the direction he takes.

The Notional Lumber and Building Material Dealers Association has commissioned him to do a study on delivery costs. The results will be highlighted in a seminar at their nationol convention in October.

To prove his theories, LYnch, while talking with us, offered to answer any questions readers might have on the value of minimizing delivery costs and procedures for instituting cuts. Following are three of the most often asked questions with his enswers. Future issues will carry questions which you submit to us with his solution to the problem.-ed.

Q: How does a building supply dealer begin the process of increasing profits by reducing delivery costs?

Story at a Glance

Save dollars on dolivery . . identily costs . . . determine pre.tax profits delivery cost oxpert answers common questions.

A: Almost without exception the first step in the program is to identify delivery costs and set up the mechanics to ensure the information is ongoing for management. Strangely, in this era of computers and sophisticated management systems, we must invariably identify what is being spent on delivery by our customers. They know and are continually provided with payroll expense and taxes,

truck and auto expense, depreciation, insurance, etc. as these expenses apply to the total activities of their companies. The information they have meets government and I.R.S. requirements. Accountants and accounting departments are comfortable because expense can be lumped in nice convenient piles, but management does not get the decision making information it needs to effectively direct the delivery activity. The "generality accounts" must be looked into so that the delivery portions can be identified, segregated and totaled. The average dealer should be able to have someone within his organization identify "delivery costs" for the company's last fiscal year with a few hours of effort. Once identified. it should not be difficult to "plan to separate and present it" on the very next, and all succeeding operating statements.

Q: How does knowing "deliverY costs" become decision making information for management?

A: In many ways, but most importantly and foremost is profitability of delivered sales. To know delivery costs you must have separated "delivered sales" from total sales. Delivered costs as a percentage of delivered sales identifies the delivery cost ratio, or the percentage of the delivered sales spent to complete the sale. Most delivered sales are to contractors or commercial accounts which are sold at lower maintained gross margins than to the retail consumer. Thus delivered sales are sold for less gross profit and have the added expense factor of delivery attacking these lower margins. Thus profit on delivered sales should always be suspect. You can do a rudimentary or a sophisticated P & L on Delivered Sales when you know their cost.

Our company has evaluated only a relatively few of the total 18,000 to 20,000lumber dealers in the country, but we have never found one making very much money on delivered sales once delivered costs were identified. Management should not be surprised

if even a rudimentary P & L statement reveals that they are losing money, or barely making anything on delivered sales. While delivery costs are part of the reason for small profits, pricing and "order taking" are at least half of the cause for lack of profits. It is not uncommon for even small lumber yards (under $1,000,000) to have several thousand stock keeping units to price. Too often this tough part of merchandising is computed rather than calculated as well as being delegated to someone without profit accountabil-

Q: How can knowing delivery costs help manage the daily delivery operation?

A: When delivery costs and cost ratios are known, this knowledge should also include or generate a measurement reflecting costs per mile driven. In the hands of a manager, dispatcher, shipping clerk or the like, the approximate cost of delivery can be determined before any material or delivery leaves the yard. The approximate mileage out and back times the cost per driven mile equals the cost to deliver what is on the vehicle being used. Thus a trip of 50 miles at $2 per mile driven costs the company $100 to make. If the delivery cost ratio is l09o (not uncommon), the trip can be made profitably to the company if the value of the load exceeds $1000. If not, the company either loses money or reduces profit. Conversely, each day, at the end of the day, total miles driven can be added up and multiplied times driving cost per mile to equal total delivery costs. Nominally, if total delivery costs for the day exceed 1090 of the materials delivered. the company loses money.

ity. Stick a simple circle drawing compass on a map of your trading area and draw a 30 mile circle. Check where your deliveries are made. Our experience is that few people sell very much outside of about 2090 of cities or areas in a 30 mile trading area. Order takers cost money and profits, get them out selling!

When asked why they deliver, management replies that they would lose business to their competitors, therefore they must deliver. We change this emphasis in the eyes of many companies by identifying delivery costs so they can deliver for the right reason-profit!

If the company knows the value of what is delivered, it is a simple job with a hand calculator, pencil and paper to identify profit or loss from delivered sales daily. Delivery managers, we have observed, do this job in less than 20 minutes daily. The whole idea is to give managers, at both levels, decision making information that can be discussed as situations and profits, or lack of them, dictate. Questions on delivery costs? Send them to this magazine at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Wally Lynch will answer them in future issues. fhis is your chance to take advantage of his expertise in cutting vour deliverv costs.

Tips for taming transportation costs

I N TODAY'S world of rising costs

Iand dwindling return on the dollar, the businessman is finding it more important than ever to keep tight control on operational costs and reduce unnecessary expenditures whenever and wherever possible.

Few financial variables have as dramatic an impact on his "bottom line" as those dealing with transportation. With fuel, equipment and labor costs rising at alarming rates, today's executive might well be compared to the engineer of a runaway train. Unless he manages to find some way to lessen the speed of that train, results could be devastating to him and the company.

Over the past seven years, Translabor Leasing has worked with numerous companies to solve this problem. We've been able to identify five costcutting steps that can have a significant impact upon a company's transportation budget.

(1) Isolate transportation costs. If you can't isolate them, fix them. Since transportation is not your major business, develop a system in which its components are easily identified and budgeted. Isolate all costs associated with your transportation system including labor, equipment, maintenance, etc. Don't allow anyone to combine other company-related expenses with those of transportation. If you do, you'll have no way to objectively evaluate your present in-house system.

If you can't isolate costs, consider leasing your trucks and equipment. Personnel, too. You'll pay a standard and pre-budgeted monthly rate on each. This may not be the least expensive way of doing business, but it's undoubtedly the safest.

(2) Take care of your equipment now, not later. A well-run preventive maintenance program can save time and money, take care of potential problems before they occur, and generally be inexpensive to implement and operate. Whatever you decide,

Story at a Glance

Five ways to lower company transportation costs... how to organize your system planning for the future . tips to maintain tight control.

hold yourself and your workers to it. The long-range benefits far exceed the short-term costs.

Make sure that drivers and other equipment operators have a system with which to report malfunctions or problems, that there is someone responsible for listening and doing something about their complaints.

(3) Develop incentive wage programs for employees. No matter how good your supervisors are at keeping your drivers on time and working hard, total efficiency will never occur

(Continued on next page)

trucking regulations. Giggans, who was an award winning reporter for ABC-TV in Viet Nam, now works with NBC News in Los Angeles.

TAMING COSTS

(Continued from previous page)

unless the employee is motivated to make it happen. This motivation may take many forms: extra time off, pay increase, bonus or company award to recognize exceptional equipment maintenance, on-time performance, attendance, lowest number of accidents, product losses or damage, customer compliments.

(4) Get the maximum use out of your equipment. Trucks and other

equipment sitting idly in your yard is equipment and money wasted. If you are going to buy your own transportation equipment, don't over-buy. Use supplemental services for dips and valleys. Check into rentals, temporary personnel services, outside carriers.

Effective trip planning can help you maximize equipment use. Plan two-way movements whenever possible. When not, compare your costs with those of a "for hire" carrier. Or consider operating as a "for hire" carrier yourself on the return trip.

(5) Plan for the future-yours and your employees. A well-organized

long range plan is essential to the successful operation of your company's transportation operation, especially when it comes to labor costs.

Time spent now to decide your company's posture on recruiting, labor relations and employee wages could result in saved dollars later. Budgets can be drawn, goals set, and a plan of action set in place.

Like the engineer on the runaway train, today's executive can do something about skyrocketing transportation costs. All it takes is a little common business sense, a little hard work, and the effective use ofoutside resources available to vou and vour company.

Checklist for Hiring Drivers

Of all the decisions you'll make while managing your company's transportation system, few will be as important as those concerning the hiring of new truck drivers.

Out on the road. that driver becomes an extension of your company, He (or she) must be concerned with delivering your product as well as equipment to its intended location.

Good, qualified truck drivers are out there. The trick is to identify them in the screening process.

The following guidelines, may help you interview a prospective driver:

(l) Check the applicant's credentials. Require a valid driver's license (issued by the state in which your operation is based), a current department of motor vehicles citation and accident report, and Department of Tranqportation @OT) physical card, written examination and certified road test.

Prospective drivers should be licensed to drive your maximum piece of machinery, and should have been examined by a physician who is familiar with and capable of conducting the types of physicals required by the DOT. If you need the name of a qualified physician, contact your local trucking association.

(2) Check the applicant's background. Study the DMV report, as well as the applicant's job application. Look for potential "danger" signals. Make note of the number of job changes and reasons for those changes.

(3) Determine the applicant's driving patterns and interests. During the inlerview, don't tell the applicant what type of driver you're hiring. Ask him, instead, what kind of job he'd prefer to have.

(4) Assess the applicant's attitude toward life, work and family. Is it positive? This is something you'll undoubtedly have to evaluate based upon responses to some of your other questions.

(5) Take note of how the applicant presents himself. An applicant wearing a coat and tie may caus€ you as much concern as the one who shows upin sandals ald a sleeveless shirt. A man does not need to war a coat and tie to *row good personal hygiene habits. However, you may be talking to drivers who come see you straight from work,

Check the applicant's automobile

If the body is a wreck, there's a ton of paper scattered inside and the engine sounds like something out of "The Exorcist," you can be pretty sure that's howyour equipment will look in a few weeks.

(O Give the applicant a behind-thewheel test. Assuming an applicant has scored well on the other points, the next step is to check out his driving skills, particularly if good references are not available.

One bit of advice here, though:

Make sure the person giving the test knows what he is doing.

Driving a truck is not the same as driving a car. You're subjected to different highway regulations, different driving techniques, and handling considerably more weight.

Keep in mind that truck drivers are professionals, and usually have income potentials far above those of comparable skill level jobs because of the considerable hours they're usually asked to work.

Keep in mind, too, that the size of a trucker's belt buckle has no relationship to the quality of driver,wearing it. That, my friend, is up to you to decide.

It adds up to BIG Workers' Compensation

dividends for W.l.C. members.

How did your Workers' Comp Insurer perform for you?

Participating w.l.c. members received their dividend on July 1, 1983. The dividend was the amount each firm earned on its own loss ratio plus a BONUS DIVIDEND of 10.20 due to the loss ratio of the entire group. These dividends ranged f rom 10.2% to those participants with a high loss ratio to 90% to some with large premiums and a low loss ratio.

The average participant received a dividend of 4g.goh.

YES, l'm interested in the W.l.C. Group Workers' Compensation Insurance Program. Please have your State Fund representative contact me. COMPANY

PERSON TO CONTACT

North American wholesalers' 91 st annual

THE meeting was like other inI dustry gatherings this year: a sense that the long awaited turnaround had begun. If not the sweet smell of success, at least a strong feel-

ing that business would continue improving through 1983 into 1984.

Attendance was nearly 550, up sharply from about 400 present at last vear's 9oth annual meetine of the

"Al" Slaughter, boaro cnalrman and president of Slaughter Brothers, Inc., Dallas, Tx.; firstv.p. Gordon J. King, president of Hampton Lumber Sales Co., Portland, Or.; second y.p. Glenn L. Banks, chairman and president of Banks Lumber Co., Elkhart, In. Immediate past president is W.E. "Wilf" Livermore.

Among the speakers was economist Dr. Donald Ratajczak who described the economy as strong, inflation as light (at least through the end of this year) with less housing expansion in the last quarter than in the second and third quarters. He foresees 1.62 million housing starts.

He advised corporations to finance internally and to pay less attention to financing and more to operations. He anticipates a 25t/o-30v/o growth in corporate profits, a stable prime lending rate until September and continuing tightness in short term borrowing.

An outstanding panel discussion of current and future forest products conditions was presented by six association executives. Karl Lindberg, Southern Forest Products Association, discussed promotion to residentiallnon-residential markets and to the remodeling segment. He also touched on SFPA's coordination with the Wood Product Promotion Committee, which is an umbrella group devised by a number of wood associations to coordinate their promotion.

Panelist Bob Roberts of the Western Wood Products Association forecast 1.4 million housing starts in 1983 and said that lumber usage in all markets would be 8490 of normal versus ?490 last year. WWPA uses 1979 as their statistically normal year. Two bright spots in the market are repair/remodeling and nonresidential construction. he said.

Donald Lanskail, president of the Council of Forest Industries of British Columbia (Canada), reviewed Canadian efforts to expand wood markets around the world, noting that the U.S. is their biggest customer with $100 billion in sales last year. He said their market diversification had helped Canada become a better supplier to the U.S. market.

Fellow Canadian J.F. "Jack" McCracken, executive director of the Canadian Lumbermens Association. described the European recession's negative impact on their trade with EEC and East Block countries. He

said that shippers must be consistent, dependable and adapt to local conditions if they expect to gain market share offshore.

The executive v.p. of the California Redwood Association, Keith Lanning, discussed (l) the wood industry's need for greater coordination in a number of areas, (2) that industry members should be aware of the limitations inherent in promotion and (3) the need for greater participation in promotional and association activities.

Windup panelist James Hackett, representing the American Plywood Association. forecast 18.8 billion square feet of plywood production this year, an increase of about 1590. Noting the increasing role of oriented strandboard, waferboard and other structural panels, he observed that all the panels can find their place in an expanding market if unified promotion does its job. "Performance will finally determine which product the

Story at a Glance

Confidence growing panel discussion on future calls for greater coord ination, cooperation . . . more sales, profits forecast . . . Al Slaughter elected president next year's convention: White Sulphur Springs, W. Va.

market accepts. ' ' He was mildly critical of some recent infighting between panel proponents and-noted that "a tong war between panels isn't the answer.tt

A number of other activities, events and speakers rounded out the well-attended 9lst annual gathering. Next year it's l/192, set for The Greenbrier, White Sulphur Springs, W.V., April25-28, 1984.

NAWLA Honors L.F. Huettl

Louis F. Huettl, sales manager of Winton Sales, Co., Minneapolis, Mn., has been named the 1983 recipient of the John J. Mulrooney Award presented by the North American Wholesale Lumber Association.

After working for Weyerhaeuser and serving inthe Navy during World War II, he joined Winton Sales Co. in 1953 as a traveling salesman. In 1954 he was transferred to the Minneapolis office and named general sales manager in 1958.

During his 30 years with the company, he has had an integral role in merchandising new products including those from the first white fir plywood plant which Winton opened in 1959 in California and the longlength finger-jointed dimension manufactured in their Prince George, B.C., operation.

Since the mid '60s, Huettl has served as vice president, marketing, for Winton Sales Co. and as senior vice president, marketing, of the Pas Lumber Co. Ltd. His 40 plus years in the lumber industry have made him one of the deans of the forest products industry. He has been an important factor in developing one of the finest supplier-wholesaler sales policies that exists in the industry to-

day and has been a successful marketer of major new industry products. Huettl has represented his industry as a knowledgeable lumberman whenever called upon to do so and he has been active in community affairs and is an outstanding family man.

His selection for the 1983 John J. Mulrooney Award symbolizes his dedication to the highest standards in the buying and selling of forest products.

IODOEPOIE PINE PRODUCTS

Ilre- ffi i lJ?3:? $::lls:,T,.1H1T,1, ROUND tn diameters of 6-4n, 4-6u,5-6,,,6-?, SIOCK anj T Jgngths from 6 ro po feet.

- Buildingwithroundstockre- qutes no special techniques. The primary tools are a drill, socket wrench, chain saw and h_ammer.Angles and curves are easily accomplislred because j oints ca,rn be made at any angle.

BVC Round Stockused above ground -requi-res no treatment or finishing. It weathers attractively and requires no maintenance. It pay be stained or painted using common finishes.

F,ound stock for use in ground contact is available firlly pressure treated (Illolmano, CC,A Wood Preservative)orbutttreated with

Rre"H?'."'F'"3':#Jff'tSH3"ilj3l DC[qEf€D natural style tJratwort<swellwitn

FEffi fi,ro n#j*ffi1",?li;l;iH,'.'#.,1*1i". where large-scale natural pla,nting requfes a visually compatible material.

BVC'* Doweled.-8,ail Fence is substantial and durable.It is available in a standard and a laxge scale, and widely used to contain livestock as an alternative to less attractive fencing products.

Pre-cut, pre-drilled doweled-rail fencing is read;r to install without nailing or sawing.It allows for turning corners in anydirection and canbe

copper naphttrenate, or penta ctrlorophenol. For design ideas ask for LPP Quarterly #2, "Designing andbuilding with round stock".

F\/G-lI?i"'sff &:Xi3i3igff ;'JilxLlH$*" SIAKES prevents splitting during installation - andtheywon'tbreakinuse sotheykeep costs in line and customers happy.

BVC Stakes are fully treated for long life. They are available pressure treated (Wotmano, CCAWood pre-

servative) or cold soak treatedin copper naphthenate, as required. Because they are round and have a natural finishJhey blend into the tandscape.

li&tUMBTRCl|2692 North Towne Avenue Pomona, CA 91767 714t626-3591

placed on steep grades. The pre-drilledposts are butt-treate d (witlr copper or penta), a,nd are available in several hei$trts, to accept from one to five rails. fhey mayalsobe customdrilled to your specifications. For installation and design ideas askfor LPP Quarterly #8.

Spect$r: BVC Stakes,2" doweled, chamfered top, 6" conical point, pressure treated (Wolman$ CCA Wood Preservative ) lodgepole pine as providedby

Bourb on Valley Compargr. BVC Stakes are available in 2'k 6',8', 10' andl2'lengths and3"x 8', IO'and I2' lengths.

Sales Representatlve: Mark Maloney ?14 686-9691

A zul line, stockirlg dlstributor for Southern California.

BVC " Lodgepole Pine Products are

or broken unit quantities.

The llerchant Magazine

S BRIEF

t!t$ fo ac' :,in'l,Ca', Id, tvtt. arrd0r.'6ar$l'r ood plants in Ca. a Or. 'two Ca. and Or. millwork plants from Diamond International CorP., if the 'rfbds and their stockholders aPprove; no purchase price has been 'disclosed . . Monville has been granted a second 30 day extension 1bf its formal reorganization plan filing date. .

qufu€ c

Crown Zellerbach CorP. Plans to build a $30 million, I l2 million bo*rd feet capacity sawmjll near the rtouthrr of therCdu1plia River on the Oi; ''coa$i,,t,,,,..' . West Coast Orient Co., Portland, Or., has opened a sawmill in Tacoma, Wa., to specialize in export items for Japan . the Northwestern Pacifii RR. has reopened its line from !llfilli*:...a0.'.ndidkalrr:,:rCa; .

Maple Bros, Inc., Brea, Ca., has sold its prefinished div. to DG Sheker Praducts, San Francisco, Ca., for an undisclosed amount and has bought out Bob MaPle who, with Dick Davis and Greg Smith, joint ventured with DG to farm Maple Shelter,,Inc., which *ill distribute prefinished mouldings to the mobile home trade . . . at Maple Bros., Earl Maple remains as principal stockholder and pres. Rob Maple remains gen. mgr., Tom Maple continues as controller

McLaughlin Forest Products, Glendale, Ca., is a new wholesale firm. i1ampton Lumber Sales, Portland, Or., has been named exclusive rsahs':dg€nt.:fu{l''pant and Russe11rs, 9g6 66';'o1., sawmitl. .Hewptt& Wllion Forest Products Gioup, San Francisco, Ca., has acquired Silmarco Inc., San Rafael, Ca. .

, Darnan Timber Products, a ,,new wholesale firm, Cloverdale, ,Ca., has been formed by Dave ,Danron . . DMK-Pacific, Fre' mont, Ca., and Waldron Forest

Products,, Sacramento, Ca; ;',,4f6,,'',, both celebrating their sth 'snni-' 'l versaries in business . . . Indian' Arm Forest Producls, Vancouver, 8.C., has opened a branch in Portland, Or. . .

',',',t,',',,:8tiiw,tMwntainPine,Inc.,has reopened the former Edward Hines sawmill in Hines, Or. . ,P$&bi.::,'.::&:;;:,::,, I: ew|g Co , Inc. , ', B ;,l]$tia,;,;, will relocate in early 1.84 '''t6'''''e'.'.'$ite..near the Smokey PoiniintErsection .

Niesen-Ward Forest Products, Fort Bragg, Ca., hasdivided, with Niesen Forest Products remaining in Fort Bragg and Ward Forest Products in Morgan Hill, Ca. . . . Curt Heneghan is starting a new firm, Pacific Forest Prod' ucts, a name used bY Jim Heneghan for 36 years before he retired and closed the firm , . i''

Sawtooth Forest Products, Nlountain Home, Id., has Pur:chasedrthe lVe*dell Mill & Lum-

Claik.:,:L*mber Co., Santa Rosa, Car:''.Plglq'fo move to a new 7'5 acie,$iis,,'within the next two years afterlr S0ryears at its present locanon..

Dixieline Lumber, San Diego, Ca., plans to build a $3.5 million store (18,000 sq. ft.) and Yard (perimeter buildings, mini mill, j-sided resaw, etc.) on 4 &cr€$,,irt,,,',, ',,,' Oceanside, Ca.; to expand',,rbyr,,,,,,:r,:.rr'r::r,r, 5090 their Escondido, Ca., store, and to acquire a site in Santee, Ca., for a retail store, Fossiblyir' utilizing the new warehouse con. '' cept. .

Dee Lumber Co., Redding, Ca., has been purchased by Jack Powell and Ed Bochman for an undisiloseA,amount . .. NoYes L;: bil.Cb., Lafayette, Ca., has psilQbe.iid,r Yosemite Builders ,$upbly:.:Cb',, Merced, Ca. .

84 Lumber has closed stores in Denver, Engfemood and Colorado Spiings, Co., and Salt Lake City, Ut . The two Hugh M. Woods stores being built in Las Vegas, Nv., will be called Prime hdnte improvement outlets . . &rossrfian's new store in Ventura, Ca., is utilizing a warehouse conie$ . Puyless CashwaYs has opened a new distribution center for its Az. stores in Chandler.

Neiman-Reed has moved to new 37,000 sq. ft. headquarters in Van Nuys, Ca., expanding the sarden and seasonal shop of Van F,luys Lumber City into part of the former Hq. . . Anderson Lumber Co., Sdt Lake City, Ut." has bought Burton Walker Lumber Co.'s building material center in Layton, Ut., for $1.5 million

Terry Building Center com' bined a grand re-opening and one year anniversary celebration for its totally remodeled Simi Valley, Ca., store . Soledad Hardware ,and Lumber Co. is moving its .OtefAfiOn onto Englun Labor ,rCbrnp property Jim Odle is remodeling the Diamond International yard which he has Purchased at Brush, Co., renaming it Brush Lumber Yard. .

Housing starts in lvlaY (latesr fies.) shot uD to a seasonally adiu-st6d annuil rate of 1,791,000, highest since Sept., '79 single family starts rose 14.4s/o, multis 28.5t/o . . bldg. permits for future construction :soai€d', ?1 9o above May, '82, to a pace of 1,622,0W..

An industry favored bill to allovr normol2x4 wall construction under a proposed new energY law

,awaits OK in the Ca. Senate

';":'t,,':',I4lestefn Hardwood Associa.,iian'is the new name adopted by 'the Northwest Hardwood Associ ation . . . California Redwood

A,ssociation andthe Redwood In' sDection Service have moved fiom San Francisco to 591 Redwood Highwaf rn Mill Vallev, C1

The wood-framed office of Guarantee Savings and Loan was one of the few buildings to survive the recent Coalinga,Ca. earthquake.

*$URE THI$ I$ATOUGH BUSINE$$.

"ln the first year we've had the Triad, our inventory has been reduced over 15%, we've increased sales and our gross profit margin rs up 3% Thats unheard of in the lumber business. Quite frankly, a year ago I wouldn't have believed we cou d do rt but we drd We did it with a Triad in one of the

worst years the lumber business has ever had.

"We have four poinfof-sale stations and three office terminals. Triad had us up and running with almost all our outside inventory on the system in under five weeks. And evervbodv was supportive. Triad bent over backwards to make sure everything was done right. Our people got all the training they needed to be productive rmmediately.

"We've become much more accurate with the Trrad. lt s given us total control over inventory, pricing, customer credit, purchasing and accounting. The system even produces ail our price stickers. That alone has reduced a lot of tedious manhours. We have more time to spend with customers and more time to spend with our families

"l used to thrnk I was a pretty good manager. But since we installed theTriad l've found out how much better I can be. I can make faster decisions with more complete information about inventory prices. receivables, payables, Anythrno I neeo is rrght at my fingertips. That wasn't the case before we had aTriad. So now when people say to me 'Hey Dalton, this is a tough businessl I look 'em right in the eye and say-'Sure it is, that's why I have aTriadl"

Tlflil$P0il -ffi

JULY

National Housewares Manufacturers Association-July 10-13' International Housewares Exposition, McCormick Place plus McCormick Place West, Chicago, Il.

Humboldt Hoo-Hoo Club - July 14, Bay Blast, aboard the "Madaket" on Humboldt Bay, Eureka, Ca.

Xationaiietail Hardware Association-July 17-21, 84th annual congress, Marriott Inn, New Orleans, La'

San JoaquiriValley Hoo'Hoo Club -July 22,9th annual Coast Frolic, Shore Cliff Lodge, Pismo Beach, Ca.

Young Westerners ClubJuly 23, board of directors meeting, Sudden Valley, Bellingham, Wa.

San Diego Hoo-Hoo ClubJuly 24, family picnic and chili cookoff, Mission Beach, San Diego, Ca.

Western Building Material Association - July 25-26, board of directors meeting, Sudden Valley, Bellingham, Wa.

Los Angeles Hoo-Hoo Club - July 2t, 2nd annual grading seminar, South Bay Forest Products' Orange, Ca' 4:308:30 p.m.

AUGUST

National Woodwork Manufacturers AssociationAug. 7'10' mid-year meeting, Silverado Resort, Napa, Ca.

Wood Moulding & Millwork Producers - Aug. 17-19' summer meeting, The Broadmoor Hotel, Colorado Springs, Co.

Baker-Hamilton Div. of California Hardware Co.Aug. 21' show. Mansion Inn, Sacramento, Ca.

Humboldt Hoo-Hoo ClubAug. 26, annual golf tournament, Eureka. Ca.

California Hardwart Co.Aug. 2E, market, Holiday Inn' Pasadena. Ca.

genlr,nlWlnlpunlp,Lurrrbp,t

Hem-Fir Hemlock Douglas Fir

GREEN OT DRY O DIRECT MILL SHIPMENTS . LCL o CARGO ' RAIL o TRUCK & TRAILER o PRESSURE TREATED LUMBER

Yard & Ofllces: End of AlrPort Rd.

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

Phone CORDES LANGLEY, ROGER HOWARD:

Hardware Distributing Co., Inc.Aug. 28, market, Executive Inn, Tacoma, Wa.

SEPTEMBER

National Hoo-Hoo-Ette ClubsSept. 10, board meeting, Medford, Or.

Western Wood Products AssociationSept' l0-13, annual meeting, Registry Resort, Scottsdale' Az'

Yakima Hardware Co.Sept. 11, market, Yakima Convention Center, Yakima, Wa.

Strevell-PatersonSept. 11-12, show, Salt Palace, Salt Lake City, Ut.

American Ladder InstituteSept. l1'14, fall meeting, Hotel del Coronado. Coronado, Ca.

California Redwood AssociationSept. 13, annual meeting' Eureka Inn, Eureka, Ca.

Truss Plate InstituteSept. 14-17' building components manufacturers show, Disneyland Hotel, Anaheim, Ca'

Mountain States Lumber & Building Material Dealers Associr' tion - Sept. 15-17, 90th annual convention, Sheraton Denver Tech Center, Denver, Co.

Red Cedar Shingle & Handsplit Shake BureauSept' 16, annual meeting, Sea-Tac Red Lion Motor Inn, Seattle, Wa'

I ltlIIDIIl . . . for all Yotn tU lllllEll transpoffidon needs. in botlt

Boxcars to Shed Regulations

Effective in November, boxcar traffic will be exempt from regulation.

The decision by the ICC will exempt all aspects of rail transportation in boxcars except for areas such as mandatory interchange of equipment, reciprocal switching and the joint use of terminal facilities, car supply obligations and car pooling agreements where the agency will retain its jurisdiction.

New freedom also is allowed the railroads in establishing rental, storage and return charges for use of boxcars from other lines.

Shipper contentions that maximum rate regulation of boxcars is necessary because truck competition does not prevent boxcar rates from rising to exorbitant levels was rejected by the commission. The ICC observed that shippers have several alternatives to control boxcar rates including transporting commodities in other types of rail equipment. They contend that shippers served by more than one railroad could find the change an advantage.

Concern has been voiced in the lumber industry that customers and mills could be unsure of the final delivery price of a car of lumber 30 days out. Western shippers are leary of what will happen if the market expands creating a car shortage.

Distributors High on Future

The National Building Material Distributors Association spring convention at the Fairmont Hotel in San Francisco had numerous highlights including an attentive audience with attendance up from '82, outstanding speakers, and an evident bullish business outlook for '83.

Bruce Merrifield, president of Merrifield Consulting Group, a specialist consultant on wholesale distribution management, told the assemblage that pursuing productivity profits for distributors is part of total management, and that the achieving of ever greater efficiency in distribution is definitely possible.

The May l-3 convention closed on an optimistic and enthusiastic note with members looking forward to their annual fall convention in November at Loews Anatole Dallas Hotel/Dallas Market Center, Dallas, Tx.. Nov.6-9.

Potlatch keeps the train on the tracks

THE CLICKETY-clack of the I rails on the track is still echoing through the St. Maries area of Idaho, thanks to the Potlatch Corp. which is operating I l5 miles of the ldaho line abandoned by the financially troubled Milwaukee Road three years ago.

Dependent on the line for carrying logs to the St. Maries plywood plant and delivering finished product to customers, Potlatch decided to go into the railroad business to ensure continued service. Their operations at Santa and log hauling from Avery, Bovill and Clarkia also rely on these tracks.

Potlatch acquired the I l5 miles of track in February, 1980, immediately reinstating train service and starting a major renovation of the line. Because of Milwaukee Road's financial situation, the rail lines and equipment had been neglected and were badly in need of repairs. Worn-out tracks and aged locomotives characterized the operation. St. Maries River Railroad was the name selected by the new owners.

Improvements ran about $3.8 million. Five locomotives were rebuilt, the old St. Maries depot was restored with a new locomotive and car

Story at a Glance

Remole aroas are routinely traversed as forest products are brought to final user. rail is uniquely qualilied maior f irm operates short line through the wilds of ldaho.

repair shop added. An eight-year track rehabilitation program was started with a partial grant from the Federal Railway Administration and assistance from the State of Idaho.

First year accomplishments included replacing 2'7,0m cross ties, relaying five miles of track with new rails and putting in 17,(X)0 cubic yards of crushed rock as new ballast. The second year required an additional 15,700 new ties, plus four more miles of new rail and 11.000 cubic yards of ballast.

Kyle Railways Inc. of San Diego, Ca., is the designated operator of the line through its subsidiary, Idaho Western Railway Co. In addition to meeting Potlatch's transportation needs, the St. Maries provides for the

shipping requirements of other wood products companies in the area including Scott Paper Co. and Diamond International Corp.

Following the St. Joe and St. Maries Rivers. the railroad runs east from Plummer to St. Maries where it splits with one branch going east to Avery and one branch dropping southeast to Bovill. The track between St. Maries and Avery is a private logging railroad with track and right of way deeded to Potlatch. The remainder of the road operates as a common carrier, connecting with the Union Pacific at Plummer and the Burlington Northern at Bovill.

Picturesque is the word for the terrain covered by the railroad which runs through towering softwood forests, over 122 foot high trestles, into tunnels and across Lake Benewah.

Before the housing recession cut into business, Potlatch shipped more than 13,000 carloads of logs over the line each year in addition to 5,000 carloads of assorted freight shipped by other local industries. Although shipments are curtailed at present, the railroad is ready and waiting to serve at top speed when necessary.

HOME GENTER MERGHANT

This is the lqst of three columns speciJically dealing with woys of reoching t he do- i t -you rse lf cus t o mer-ed.

lllnBN RETAILERS first embark

UU on a clinic program they usually rely much too heavily on their vendors to supply the talent. It's a mistake! I do not advise a retailer to continuously expose his customers to only manufacturers reps or factory men for a full course of study at consumer how-to-do-it clinic sessions. Understandably, these vendors are tied to a single brand, and their preferences and prejudices make the attendees suspect. Clinics are better received when the audience feels that there is not such a selfserving motive on the part of the instructor.

There are times when the factory expert is the most qualified person to perform the clinic program. But the results are better when there is a store representative on the platform with the outsider.

The best clinics are those taught by the local store's own personnel. When a department manager has both the construction knowledge and some teaching ability, it makes for a great how-to-do-it clinic session, and super consumer relations for the store.

But not all retailers can be that lucky. Most have to turn to other sources for their instructors. A good source is the shop teacher at the local high school. Usually these school teachers are happy to moonlight for some extra income.

A few years ago the state of Ohio subsidized some of the retailer's payroll for these instructors under their "continuing

adult education programs. "

Some retailers have a relationship with general contractors and remodeling contractors who do not feel threatened by doit-yourselfism. They too are well qualified to conduct clinic programs.

But again a word of caution. To assure success-make it the store's responsibility to have the instructors fully aware of the merchandise mix and the selection of brands available in the store.

There are a number of sources for training and visual aids for how-to-do-it clinic sessions. Another speaker on my Home Center Show Clinic panel was Adolph Auerbacher, the publisher of Better Homes and Gardens special interest publications. For his part of the program, he conducted a survey and created a list of 256 vendors who support the retailer's clinic programs for no or little cost. This support came in the form of :

r Films or slides

O Speakers, demonstrators, or instructors

o Samples

o Give-aways (bags, rulers, aprons, etc.)

o Instruction or idea booklets

o Advice on conducting how-todoit clinic sessions

Better Homes ond Gorden's new book The Complete Guide to Home Repairs, Mainte nance and Improvemenl, together with their new product knowledge training course,makes an excellent resource

for developing a clinic program.

Easi-Bild Home Improvements, Briarcliff Manor, New York,also sells strip films and scripts on a number of popular remodeling programs.

A second word of caution, however. Those how-to-do-it clinic sessions that are mostly all audio-visual programs do not receive good grades from the attendees. It is preferable to use live people with live demonstrations whenever it is possible.

Let's now talk about merchandising the clinics.

Some retailers today are making the mistake of not merchandising their clinic programs. I use the term merchandising with care. The people who are invited to attend the clinic feel that they are coming to learn-not "to be sold." Hard sell is a turn-off. But creative soft sell can produce volume-mayle not overnightbut it's very measurable over the long haul.

Selling softly means:

o Building a mailing list of those who attend clinics, and recording what they indicate they're building or repairing.

o Opening a company charge account for those who register for clinics.

o Offering a short term discount on merchandise featured at that evening's session.

o Developing "complete material packages" for those projects that attendees indicate are of prime neighborhood interest.

o Offer a special "complete material list" discount when the clinic attendee buys all his project needs at one time.

Although it's not the only way, clinics are still one of the most productive methods of retaining the reputation as

(Please turn to page 28)

ll|0 ilil0

ciln$ tTill| ll|0

il0 PR0ril$!

FAMOWOOD

is the PR0FESSI0NAI'S ALt PURPOSE PLASTIC

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

Can be used under Fiber Glass! tu*za

Ready to use nght out 0t the can, famowooo , J applii:s like putly - sticks like glue; dries qilicklv; won't shrink; takes spirit stains, and will not sum uo sander. Waterproof a a'nd witi not gum up and weatherproof when properly applied. oao

HARRY MENDENHALL E!e

executive vice president

?HE LUMBER Merchants AssociaI tion of Northern California, a trade association comprised of retail lumber and building material dealers from the Oregon border to Santa Barbara, with headquarters in San Jose, Ca., elected Robert Patterson Jr. their president for the 1983-84 term.

Patterson is the manager of Central Valley Builders Supply, St. Helena, Ca. A graduate of St. Helena High School and Whitman College, Walla Walla, Wa., Patterson worked for his father at Cen-

tral Valley Builders Supply while attending high school and Whitehorse Crawford Lumber Co. while attending college. He has worked for Weyerhaeuser Co. and was enrolled in the Montgomery Ward Management Program.

He resides with his spouse, Kathleen, sons, Stephen (13) and Adam (8) in St. Helena. He is president, St. Helena Chamber of Commerce: vice chairman, St. Helena Building Commission; vice president, Napa Solano Builders Exchange; president, St. Helena Swim Club; president, Redwood Empire Swim League, and senior warden, St. Lukes Church.

Members of the association elected Patterson as their leader because they needed a strong and aggressive representative to guide the-aisociation as the industry starts a climb from thd l,owest recession since the great depression. Patterson recently constructed a new and modern building supply center in St. Helena and has several years experience in both state and federal legislative activities. His expertise will assist materially in bringing about the slow and orderly recovery ofthe housing industry in Northem California.

In accepting the office of president, Patterson told the members that he plans a concerted effort to bring those companies not presently members of the Lumber Merchants Association onto the membership rolls. He stated that each individual retail lumber and building material company receives the benefits of the efforts of the association; therefore, it is essential that each company participate as a member'

Others elected to office are James Leonard, SBS Inc. Marysville, Ca., first vice president; L. Ronald Silvera, Silvera Lumber Co. Antioch, second vice president; Embree Cross, Truckee Tahoe Lumber Co., treasurer.

By an odd coincidence, every speaker at the convention, five in all, pumped the same message to the dealers. "You must become involved in legislation and government affairs at all levels oigovernment. It is part of the responsibility you accepted when you bought the company or became manager. These are responsibilities that cannot be ignored because you feel that no action is necessary because some one else will do it. " If you want it done rightdo it yourself.

l1/OUn HELP is needed in spreading

I the word on the Mortgage Retirement Account Act introduced to Congress by Senator John Tower (R-Tx) as S. 1051. The measure was introduced in the House by Representative St. Germain as HR 2567.

HOME CENTER

(Continued from page 24)

THE do-it-yourself headquarters in your market. But, defining a market in the 1980s is complex.

At first we considered our market as the geography surrounding our store. Then, as retailers we learned to measure the demographic market. Five years ago the term physchographics described a retailer's market-and in our industry we

In simplest terms, the MRA is an amendment to the Individual Retirement Account Act. It would allow a person to use his IRA allotment for the purpose of investing in his own home mortgage. A person could use his funds for the accumulation of a down payment on a new or existing home or he could buy down his existing mortgage, thus saving an enormous amount of interest payments over the years.

We feel that the MRA concept is one of

also heard about dedicated do-ityourselfers-and-occasional do-ityourselfers.

While today, in the shopping reach of almost every store you can measure almost 40 different geo-demographic lifestyles-each influenced by different product appeals, store locations, advertising styles, and media.

While today, manufacturers are asking companies such as mine to utilize the new PRIZM research study to select specific

the most significant pieces of legislation affecting housing to be introduced in many years, with very wide reaching consequences. We have to take every step we can to get people to understand what this legislation can do and why it should be supported. We realize there are a number of "Individual Housing Account" (IHA) bills in Congress. We feel that the MRA is simpler, and as an amendment to an existing law would have wider acceptance and with relatively minor impact on the U.S. Treasury.

Anything you can do to helP us in generating support for the MRA will be appreciated. Please write your congressman urging his support today!

retailers to market to the individualized market segments.

And while today, independent retailers, and chain operators retain marketing companies like ours to refine the old and develop new traffic building promotions to fit their store's personalities.

It's the how-to clinic that still heads the list of concepts that quickly tag the retail lumber dealer as the community-or even regional do-it-yourself headquarters.

We kno Le

Whether your job is as ornate as t Eureka, Ca., or as plain as a dog hous facilities to provide you with the unus moulding and millwork iten any cluantity you need. If we Just ask. A In Redr MS and pattern mouldings, mixed T&T and rail. A Douglas Fir and Hz

tus help

the famed Carson Mansion in house, we have the exPerience and unusual and uncommon in lumber, items, as well as the ordinary, in f we don't have it. we can make it. edwood, Union Forest Products has n lumber, architectural Patterns; .ed loads and units available LTL, A Also please in{uire on clear Hardlvoods.

Pay'N Pack Expands

Pay 'N Pack, a Kent, Wa., based home center chain with stores in 3l Western states including Alaska, is in the midst of a program of remodeling and expansion.

Remodeling has been completed at 39 stores with an additional 25 to be completed by Nov. I and the balance by the end of the year. Five to seven stores will be opened during this same period with the l00th store due to open in Chico, Ca., this summer. Other new stores are slated for Seattle, Salt Lake city and Modesto, ca., with a replacement store for Eugene, Or.

The chain, which acquired the Bonanza Home Center units in the San Francisco Bay area earlier this year, expects to concentrate in that region with as many as 20 stores. A northern California warehouse will be part of the expansion.

The current expansion and updating is a result of replacing sporting goods and automotive products with lumber and building supplies in I I of Pay'N Pack's largest stores last year. Bolstered by the dollar success of this experiment, management is refurbishing stores with more of a warehouse-like look including 66" high gondolas in the front of the stores with 84" gondola heights in the rear.

Smaller stores will concentrate on the 84" shelving for extra space while all units will increase pegboard displays by about one{hird. More products will be stocked directlv on the floor.

Housing Prices Stay High

Although the median sales price of new housing in the West has dropped in the past year, existing home prices continue higher withthe median sales price being significantly higher than that of new homes.

Caused by the strong demand for housing in the West, this situation does not exist in other regions. In 1982 the median price of new houses nationally was $69,300, virtually unchanged from 1981, but $74,900 in the West, a drop from $77,800 in 1981.

Median sales price of existing homes in the West rose from $96,200 to $98,900 in the same period while nationally the median housing sales price shifted from $66,400 to $67,800.

Deregulated Trucking In High Gear

Deregulation of trucking through the Motor Carrier Act of 1980 seems to be proving that the economists were right when they protested the authority given the Interstate Commmerce Commission in 1935 by the Motor Carrier Act to control entry and set rates in the trucking industry.

This regulation was brought about by concern over destructive competition although economists pointed out that the trucking industry was a model of perfect competition with low barriers to enter and many sellers offering similar services.

The complex system of operating authorities originated by the ICC regulated both how commodities could be transported and the types of customers to be served.

Inefficient utilization of capacity and large economic rates on carriers with operating authority resulted from the regulations. The market value of operating rights which could be bought and sold was estimated by the American Trucking Association as between l5 and 2090 of the annual revenue for large carriers.

With the reform during the Carter administration, entry restrictions were relaxed, the scope of business for each class of carrier widened and rate restrictions cut.

After deregulation a downward trend developed in rate filings. At least one large carrier cut its rate l0q0 across the board. The number of new carriers applying for operating authority between 1980 and 1982 increased 322a/0. New carriers are filling the voids on routes dropped by larger carriers.

A recent study by the ICC of 1,200 shippers in small communities showed that they felt no adverse change in either quality or availability of service. At this time, it looks as if the economists were right.

Questions in Productivity

A frequently passed over question when trying to increase business productivity: Is this particular job necessary?

The system is made up of highly trained market specialists with years of experience in the softwood lumber industry. The syrtem works fast and with complete follow-through.

eystem has coast-to-coast facilities so we truly know the entire U.S. market.

The system has an in-depth knowledge of the Canadian market as well, since wdre one of their largest lumber importers. The system gives you straight, updated information on all softwood species.

The syctem has a first-rate approach to shipping. Wdll ship your order the most cost and time-efficient way. The slctem is making markets in all softwood species:

Spruce - Green Douglas Fir - White Fir - Western Red

Home Center Show Hours

Based on a survey of potential attendees, new hours have been scheduled for the first Western Home Center & Building Materials Show at the Anaheim, Ca., Convention Center, Oct. 2l-23,1983.

The hours arb: Friday, Oct. 21, l0 a.m.-5 p.m.; Saturday, Oct. 22,l0 a.m.-5 p.m.; Sunday, Oct. 23, lO a.m.-4 p.m.

John F. Berry, director, trade show div., Vance Publishing CorP., the show's sponsor, said the study to determine best show hours samPled 270 retailers, wholesalers and distributors from 13 western states. The study, made from names from five different industry sources, produced a return of 120 questionnaires, or M.4s/0.

WbVesotthesoods ontheGolden State!

With sheathing and studs to go.

If you're a wholesaler or distributor in the Los Aneeles basin, Willamette's readv to fill your orders for iop quality sheathing at Berth 190 in'\(/ilminston. Located in the Bay Area? You'll also find ur ai2800 Alvarado Street in San Leandro, where we have the {inest sheathins as well as studs.

We do all the warehousing so you won't have to. From a few units, to a truckload, just call us for a quote, then give us the specs. We'll have the goods on our dock, ready for your prompt pick-up. lfhat a way to save time and save some green in the Golden Statel

Phone us today at 503-926-7771.

Willamette Industries, I nc. Lumber and Plywood Sales Division Albany, Oregon 97321 9990

The Merchant Magazino

In addition to studYing show hours, an attempt was made to measure current attendance plans of respondents, despite the fact that no major attendee promotion has Yet been distributed.

The survey found that 6090 of the California respondents are "likely to attend" the show. Overall, 42,2s/o of all respondents from the l3 western states indicated they are likely to attend.

"The unusually high response to our survey indicates a gratifyingly strong interest in the new regional show," Berry said. "It further reinforces our belief in the validity and demand for a true western regional show,"

More than 10,000 are exPected to attend the first Western Home Center & Building Materials Show' A complete schedule of seminars is planned, under direction of William Fishman, who also serves as seminar director for the National Home Center Show, and is a columnist for The Merchsnt Magazine.

Redwood Law Suit Settled

The Redwood Inspection Service has concluded its law suit for trademark infringement, unfair competition, fraud and libel filed against Kelleher Lumber Co. and Don Kelleher in the Federal District Court in July of 1982.

The original suit was for the alIeged illegal and secret use of the RIS foundation grade stamp on redwood marketed by Kelleher Lumber Co. The case had originally been set for trial October ll, 1983. The suit had asked for a total of $15 million in compensatory and Punitive damages.

As part of the settlement a Permanent injunction has been issued enjoining Kelleher Lumber Co. from ever affixing a Redwood Inspection Service grade stamp or facsimile thereof to redwood lumber sold bY Kelleher without the expressed written consent of the RIS.

An additional part of the settlement is that the RIS has agreed and stipulated that they will not publicize or disclose the remaining terms of the settlement.

Kelleher Lumber is based in San Rafael, Ca., the RIS in situated in Mill Valley, Ca.

Sun shines on LMA's 44th annual

THREATENING, snow laden

I clouds scraped their undersides along the rugged peaks of the Sierra Mountains as they floated on the Easternly wind currents. Following day upon day of rains at the lower elevations and record snowfall at the upper elevations it was natural to expect that bad weather would have a serious impact on the Lumber Merchants Association's 44th annual convention to be held in Sparks, Nv., at the Nugget Hotel.

Fate smiled upon the association and the clouds dissipated, turning into the warmth of sunshine that was not present on the western slopes. As convention goers began to assemble at the Nugget on Saturday, May 14,

the anticipated bad weather was nowhere to be seen. After an unusually long period of heavy rains it was a welcome relief to bask in the warm sunshine of a May day in Nevada.

Attendance at the meeting was lighter than had been anticipated. Possibly the three previous years of recession drained company expense accounts to a point where owners could not chance spending funds for a convention, or perhaps the Promise of increasing business kept them home since staffs have been reduced and a sudden spurt in business meant everyone waited on counter, including the boss, or perhaps it was the location that did not excite members to attend.

Regardless of the reasons for not attendiug, those that did attend found that they had a thoroughly enjoyable time.

The activities began on Sunday with the Dangerous Divot Diggers

Story at a Glance

Associalion briefed on leglsla. llon, economics and the natlonal vlew . . . Brand glves HUD updato Patterson elected pres.

golf tournament at the beautiful and luxurious Lakeridge Golf Course in Reno.

Many changes in legislation have occurred during the past year. The State Worker's Compensation Laws were reformed. The original intent of the reform was to bring a reasonable semblance of equity into the laws. Instead of a program that promotes staying off the job because it is lucrative, the amendments were intended to tighten up proof of injury. Instead, the amendments by liberal

(Continued on next page)

C0NVENTI0N highlights: Robert Patterson Jr. (top left) presents gift to outgoing pres. Merle Mensinger. Galloping Gauchos ol Hayward Lumber Co. (top right, lefl lo righl) Homer Hayward, Howard Graulich, Don Allen, Ed Shive, Joe DeLappe, Neil Keefer. Dancers (lower left) Jerry and Joyce DeCou, Bud and Gladys Spencer. (Lower right) Frank Jason, Paramino Lumber Co., receives the Hobbs Wall Lumber Co. perpetual trophy for highest gross golf score from Clvde Strouss. Fairlax Lumber Co,

THE OIVIY IVEW BASEMEIVT WIIVDOW

Iil 20 YEABS

DISTRIBUTORS WANTED

Reasons why Gates K-D Basement Slider Window is the best.

I No top, no bottom, no lront, no back. Can not be put in upside down, or backwards.

r Sloping sills. Prevents water from collecting on sills.

I Galvanized metal frame. (May be painted)

I K-D Frame. Easy lo ship, easy to invenlory, easy to assemble.

I May be used in loundation walls, poured concrele or concrete block; 6" -1" -8" - 9" and 10" wall sizes.

Four glass heighls are avarlable, 12" 16" 20" and 36", wilh weathe. light slider that is inslalled on outside of frame from inside of foundation for easy inslallation, removal and cleaning.

Gates two-way window clip holds slider on outside of lrame and storm sash on inside of frame, for easy removal.

Large size frame may be used as an access opening into the unexcavaled area under lhe house. Cul a 3/s" thick plywood panel f or a door and snap rnto place at window clio.

Nu Directions

WHOLESALE. DISTRIBUTION :

! Certified K/D redwood & western red cedar

! K/D Douglas fir clears

! Douglas fir timbers, long dimension &2 x 14

WE MANUFACTURE:

! Certified K/D redwood and western red cedar

! Patterns and surfaced

! Edge glued stock

E Paneling

Mouldings

WE AISO OFFER: Custom milling and drying and loading

E, EOREST ERODUCTS

LMA ANNUAL

(Continued from previous page)

legislators concluded by approving a reform that added more liberalism to the heavily labor union influenced workers comp laws. Fred DaSilva, an attorney with State Compensation Insurance Fund, reviewed all of the current changes for members in attendance.

Economics is no laughing matter, especially when the economic' conditions of the past three years have caused layoffs, reduction of expenses, borrowing at high rates to keep the doors open and many days of agonizing concern by owners, When you give the subject of economics to Dr. Gene Stanaland to explain, there is considerable laughter and an understanding of economics. Dr. Stanaland, a former professor at Auburn, in I % hours covered the entire field of economics from the beginning to the current supply-side economics, and the audience understood. Interspersed in his presentation were many moments of laughonomics.

In addition to the previously mentioned changes in worker's comp regulations there have been many changes in employee and labor relations. Attorney Phillip Sims of Widman and Sims, San Jose, held a seminar on employment and equal employment opportunities, labor relations and discrimination. There are such a great number of restrictions and chances for disgruntled employees to create a problem for any company that it takes an attorney to keep things straightened out.

Highlight of the convention was the presentations made by two distinguished guests. Bud Howe, partner of Carver Lumber Co., Peoria, Il., and president of our National Lumber & Building Material Dealers Association, informed the group of the activities of national and the changes anticipated that will make national more responsive to the individual dealers. He stated that it is the individual dealers who are the heart of national and dealers must be involved in their industry through associations such as LMA and national.

ing, Washington, D.C. discussed changes being made within HUD that will consolidate programs, discontinue unwanted programs and in general provide a savings of funds to the taxpayers. He stated that9TVo of HUD's budget is fixed by laws issued by the legislators in Washington. Those laws require certain programs be accomplished regardless of whether they are cost effective and regardless of whether there is a genuine need. His attempts to get legislation moving to change the laws is extremely difficult. He spends much time on the Hill before hearings but he is just another bureaucrat to the Congressmen. It will take a solid effort by the individual dealers and constituents of Congressmen, writing letters and making phone calls, demanding a reduction in federal spending before Washington will Iisten. Mr. Brand stated that Congressmen always have re-election on their minds and will take whatever action is necessary to be re-elected. He encouraged every dealer to be a part of the political scene by becoming involved in issues. (Ed. note: Cal

AFTER URGING dealers to become part of the political scene, W. Calvert Brand, deputy assistant secretary for housing. Washington, D.C., and his wile, Betty, toured Truckee Tahoe Lumber Co. with Embree Cross, mgr. Brand is a f ormer Indiana rumoerman

Brand owns a lumber company, Brand's Inc., Columbus, In. He has served as past president of our National Lumber and Building Material Dealers Association. He has served as a state legislator in Indiana and as budget director of that state. He is well versed in lumber and building materials as well as the political arena. His appointment is an example of the knowledgeable people the Reagan Administration attempts to put into important federal positions.)

As the convention commenced to wind down, a few tasks of importance remained. The membership elected a slate of officers for the 1983-84 association year. Elected as president: Robert Patterson Jr. Central Valley Builders Supply, St. Helena; first vice president, James Leonard, SBS, Inc., Marysville; second vice president, Ron Silvera, Silvera Lumber Company, Antioch; treasurer, Embree Cross, Truckee Tahoe Lumber Company, Truckee; and chairman insurance trust, Elmer Rau, Rau Building Materials, Madera.

FooTBALL size arena (top) was packed lor the 1Oth annual Palmer G. Lewis Co. Round-up at Auburn, Wa., with 85 product booths featuring over 100 different suppliers. As always nail pounding (lower photo)was a popular challenge at the Buying Show, calling attention to product displays of nail suppliers, fencing, wire and post manu{aclu rers.

Roofing Clinics Attract D-l-Yers

Store clinics were held at three Lumberjack locations in Sacramento and Stockton, Ca., by Masonite representatives to display their do-it-yourselfer-installed roofing product.

With promotional help from Lumberjack the roofing clinics reached a large number of potential do-ityourselfer roofing prospects in northern California' Masonite reps were on hand to answer questions, display and demonstate their products which come in 12" x 48" shingles and are claimed to be some of the easiest roofing products for the do-it-yourselfer to handle.

Redwood

"Our competition isn't standing still that's why we're always one step ahead."

FIRST W0MAN to win the 2S-year-old Contest of the Year competition among salesmen in the Palmer G. Lewis Co., lnc. and Alaska Divisions, Linda Soderlind (righl) received her trophy from Jim Bender, sales exec. for the Auburn, Wa., distributor. Contest suppliers recognized were (left to right) Roy Manion, sales mgr., hardboard div., Canadian Forest Products Ltd. ; Dick Wegner, sales mgr., Trimac Panel Co.; Dugan Baker, Schooner Sales, with Craig Herrity, PGL corporate buyer and program mc.

Buyer's Not Lonely On Hold

When customers calling Simpson Building Supply's Distribution Center in Kirkland, Wa., are put on "hold" they don't hear the usual dead silence or background music. Instead they listen to a taped message about products, events and special promotions.

"When the system was installed, the first customer to be put on hold bought enough of one item men-

tioned on the tape to pay for the whole system," said manager Bill Daniels, who originated the idea.

Once a week at a sales meeting items to be mentioned on the tape are identified. Then a script is written and the message is recorded. To operate the system the receptionist merely turns it on in the morning and off at night. The three minute endless loop tape assures that no one will hear a repeated message.

CONSISTEIIT sales effort is recognized by Simpson Timber Co. in presenting Million Foot Club awards. (lett to righl) Dave Town, Simpson redwood sales supervisor, presents trophy to Dean Hess, Boise Cascade panel products mgr.; Terry Grantz, Boise Cascade buyer, and Leroy Custer, BC mgr., commodity procuremenl, Portland, 0r. Claudia Jennings, redwood sales mgr.; Charley Jennings, owner, bolh C.J. Redwood, Escondido, Ca., accept award from Town. Larry Diehl, owner, and Matt Larsen, redwood lumber buyer, Diehl Lumber Co., Sall Lake City, Ut., with their plaque.

We specialize in: o Redwood lumber products and hard-to-get items.

. 48 hour service on truck and trailer loads of custom milling.

lf we don't stock it, we can make it here in our new remanufacturing plant, the newest, most modern plant on the west coast. un ure wesr coasr.

For your inquiries call: <b-:---

PERSONALS

Russ Brrnes has joined the sales staff at Hampton Industrial Forest Products, Portland, Or., according to Denny Miller, gen. mgr.

Bob Babicky, Palmer G. Lewis Co.'s Ponderosa div., Sacramento, Ca., has retired after over 25 years in the building material distribution business.

Rom Barnes, Sagebrush Sales Co., Albuquerque, N.M,, has been on a sales trip to Ca. and to visit their Colorado mills.

Detty Janeway has joined the trading staff of Hirt & Wood Lumber Co., Inc., Eugene, Or., according to Jim Donahue.

J.E. Peede has been promoted to marketing mgr. at Armstrong World Industries, Lancaster, Pa. C.F. Xopp, Jr. is now sales mgr. for the West.

John G. Lec has been named staff v.p. and gen. sales mgr. of the Manville Building Materials marketing div., Denver, Co.

Burton G. MtcArthur Jr. is now v.p., planning, for building products at Champion International Corp.; Jack Armstrong has been named v.p., sales and distribution.

Frank Cordova is the new moulding sales mgr. at Duke City Lumber Co., Albuquerque, N.M.,, succeeding George Richards who has retired after 27 years. John Mares is now a buyer for the wholesale dept.

Bob Edwards is now mgr. at Moore Lumber and Hardware, Bailey, Co.

Patricia Updegraff is new in the contract hardware div. at Baldridge Lumber Co., Albuquerque, N.M.

Clint Bower, Mariners Forest Products, is the new pres. of the Los Angeles Hardwood Lumberman's Club; Dave Walther, Simmons Hardwood, lst v.p.; Rob Kincaid, American Hardwood, sec.-treas.; Vince Cortese, MacBeath Hardwood, sgt. at arms; Craig Kincaid, Robert S. Osgood, Inc., program chairman; Larry Knox, Liberty Hardwoods, social chairman; Pete Bower, Mariners Forest Products, membership chairman; Kenneth W. Tinckler, Stahl Hardwood, scribe.

Dennis Heet, Heet Brothers, Baldwin Park, Ca., reports the blue marlin fishing the best since the 1930s at Rancho Buena Vista, Baja California, Mexico.

Gordon Roby is new to sales at Stockton Wholesale Lumber Co., Stockton, Ca., according to John Diederich.

James Loomis is the new pres. at Acme General Corp.'s building products div., San Dimas, Ca.

John Eklund has retired from Boise Cascade after 25 years, joining BC, Portland, Or., through the Herbert A. Templeton Lumber Co. Merle C. "Bud" Filler is now lumber sales mgr., according to Rex E. Panons, mgr., lumber and plywood sales, Portland.

Dick Davis, Bill lrmscher and John Rickard are new traders at Contact Lumber Co., Portland, Or. Dave Rinne is new in the traffic dept.

Jim Heneghan, founder and pres. ofPacific Forest Products, Seattle, Wa., is retiring and closing the company after 36 years.

Joe Bowman. Bowman Lumber Sales, Cloverdale, Ca., is recovering from an operation for a ruptured appendix.

Ted Gilbert, Product Sales Co., Orange, Ca., and his wife, Rosemary, recently returned from a fishing trip to Punta Pescadero, Baja California, Mexico.

Kevin Meier is the new assistant mgr. at Anderson Lumber, Price, Ut.

Bob Eastvold is the new mgr. at O'Malley's Paradise Valley, Az., unit. Dick Wood has been promoted to co-store mgr. alongside John Rispoli at Mesa, Az., working for Don Hossack, unit mgr. Steve Schell has been promoted to store mgr. at the Glendale, Az., unit. Norman Benson has joined O'Malley's retail div. as co-store mgr. with Terry Powell, working for Duncan Hossack. Jimmy O'Malley is the new co-store mgr. with Roy Corydl, working for Verdun Parker at the East Indian School Rd., unit, Phoenix. Dawnette Stapley is the new asst. mgr. at the Sun City store, working for l)on Phill. Manha Dayton has transferred to the Tucson industrial yard as asst. mgr., to Jack Sombrio. John Oakley and Sandy Smith have been promoted to co-asst. mgrs. at the Bell Rd. store, working for Dan Lasure, according to Paul Conley.

Pat Hunter, Waldron Forest Products, Sacramento, Ca., is back from a business trip to Hawaii. El Louise Waldron has been on a mill trip to Or. and Wa.

Herb Winward has been named business v.p., building materials distribution, for Weyerhaeuser Co., Tacoma, Wa.

Tom Bonner of the Carmichael, Ca., office of California Sugar and Western Pine Agency, San Mateo, Ca., recently returned from a Puerto Vallarta, Mexico, vacation.

Jeff Taylor, Kerr-Pacific International, Portland, Or., is back from a sales trip to Phoenix, Az., and Houston, Tx.

Len Viale is the new marketing mgr. at Redwood Empire, Morgan Hill, Ca.; Lee LaFleur is new to sales; Randy Fulks has been promoted to sales rep; Ruben Valenzuela is the new dispatcher and yard foreman, all according to Dan Naughton, sales mgr.

The Merchanl Magazlne

Robert H. Bcber has been elected exec. v.p. and a director of GAF Corp., according to Dr. Jesse Werner, chairman and c.e.o.

Tom Carr is representing the lumber sales div. of Abitibi-Price Inc., Toronto, in the West.

Bruce Bergquist and Larry Zitelli are new sales reps at Chandler Corp., Boise, Idaho.

Gary Yeltri is new to sales at Publishers Forest Products, Lake Oswego, Or., according to Dave Miller, mgr.-lumber sales.

Chet Alvord has joined marketing at the Idaho Timber Co., Boise, Id., according to Larry Willims, pres.

Jack Clifford has been named staff v.p. and gen. merchandising mgr. for Manville Roofing Systems Div., Denver, Co. Ray L. Corbin has been promoted to the newly created position of mgr., modified bitumens; Roger H. Bcngtson, v.p. and gen. mgr.; Theodore W. Michelsen, mgr., marketing engineering services.

George Otto has retired from Reliable Wholesale Lurnber Co., Huntington Beach, Ca. He has been in the lumber business for more than 40 years.

Dwight Curran, DMK-Pacific, is back in Fremont, Ca., Hq., after an Oregon mill trip.

Ray Troyer has transferred from the Portland, Or., office of Union Pacific to L.A. where he is the new director of public relations, succeeding John Forbes. Les Wolf is also new in the dept.

Jerry Jones is now in sales with North Bay Forest Products, Santa Rosa, Ca., according to Ron Lewman.

Bob Newland is new in sales at Maywood-Anderson Forest Products, Eugene, Or.

John C. Busch has been named market mgr. of single-ply roofing systems for the Manville Roofing Systems Div., Denver, Co.

Ralph Hecathorn, Canoga Park Redwood, Canoga Park, Ca., and his wife, Marjorie, have returned from a 7 weeks vacation including Tahiti, Australia, New Zealand and the Fiji Islands.

Charlotte Hoey and Tom Borneman are new inside salespersons at Rolando Lumber Co., San Leandro, Ca., according to Helen D. (hborne, office mgr'

Don Tucker has been promoted to v.p./ sales and marketing at Pemko, Ventura, Ca. , according to Paul Kops Jr., pres.

Bill Stiffler, Boise Cascade Wholesale Building Materials, Spokane, Wa., has retired after 43 years.

(Please turn to page 62)

Yeurs

Like the Grand Canyon, we've been around a long time and we're very, very deep.

To serve your needs we are deep in the widest variety of Moulding, Jambs, Frames, Embossed Mouldings, Exotic Mouldings and Accessories.

We are deep in Solid Pine, Finger Joint Pine, Redwood, Fir, Oak, Ash, Birch, Mahogany and Cedar. Custom orders are also our specialty.

NEW PRODUGTS and selected sales aids

SecuritySpecial

Beginning this fall, Schlage Lock Co. is offering consumers a free security identification kit with the purchase of a deadbolt lock.

The home security kits contain an exclusive computer identification number. identification stencil, engraving tool and comPuter registration form. Consumers are advised to use the engraving tool to stencil their identification numbers on valuable household possessions

For more information on New Products write The Merchont Mogozine, 4500 Campus Dr.. Suite 480, Newport Beach, Ca. 92660. Please mention issue date and Page number so we can process your request faster! Many thanks!

HotTubSpray

The Haws Drinking Faucet Co. has introduced the Hot Tub Spray Unit, designed to help a person cool down or rinse off after a nice long soak.

and to send their name, address and computer number to the nationwide registry service which cooperates with law enforcement agencies tracing stolen goods.

The kit also contains a booklet of home security tips and a sheet of special warning decals to helP discourage theft.

To receive their free kits, consumers must mail a special coupon along with a purchase receipt and the label end from the deadbclt package, to the manufacturer. CouPons maY be redeemed through March, 1984.

Weather Wrap

A heavy-duty UV grade fabric for storage sheds, greenhouses, Pond covers and other large scale weatherproof applications is available from Chave & Earley, Inc.

The woven, flexible PolYethYlene fabric reportedly will not stiffen or crack in low temperatures. It transmits 9090 of light passed by clean glass.

Featuring a 43 tear strength and 150 tensile, it can cover structures up to 20,000 sq. ft.

The unit can be used to fill the hot tub or spa, clean up the surrounding area, or water the lawn.

Designed for easy installation on the tub deck, the chrome plated head is visible while the 8' hose is concealed below deck. All spray units are equipped with I Vz" diameter integral flange and lt/z' deck flange.

lnstant Heat

A gas log from Readybuilt Products Co. offers space heating for mobile homes, trailers, condominiums and apartments.

The log unit, part of a vented fireplace, features a control valve to set the flame height and regulate heat production to specific needs. The free flame action offers the natural look of real wood burning while generating between 25,000 and 37,500 BTU s of heat.

The product can be used with natural gas or connected to an LP gas system.

Caulking Tips

Easy Caulking TiPs are a new product designed for use with throwaway caulking and sealant tubes. Approximately 2" long, the tip is threaded on one end for attachment to the plastic nozzle of a tube. The other end comes in a variety of hole sizes and angles to allow the user to match the tip to the job.

Clemco Industries is wholesaling the product for $1.30.

On Wall Wiring

The various uses of Wiremold's On-Wall Wiring system are highlighted in new packaging which shows the product used with track lighting, hanging lamps, paddle fans and to add outlets in various rooms of the house.

Fifteen components are individually blister packed in burgundy and gold.

An introductory starter program includes free header, point of purchase sales aids, consumer brochures and advertising support material.

Breakaway Blade

For thick and thin cutting projects, Allway Tools has introduced its K7 and Kl3 Break-A-Way Knives featuring high-strength ABS plastic handles, safety locks, and replaceable blades.

The K7 is heavy-duty with a 7-point blade that can cut sheetrock, carton board and wood and be extended to approximately 3 % inches for cutting through thick materials including foam and fiberglass insula-

SpaceAgeSaw

The first of Porter-Cable's new generation of controlled portable electric tools is the Speedtronic PortaBand portable band saw with torque and blade speed controlled by a mlcro-processor.

Using this new system, the operator may pre-select the proper operating speed for the material being cut. The micro-processor then takes over, providing constant torque and blade speed regardless of load. The motor runs more efficiently, providing smoother and faster cuts, without danger of overload or overheating. The result is greater productivity, longer blade life and longer motor life.

A digital display panel accurately indicates actual blade speed. The operator can set the speed from 80 to 240 surface feed per minute on the push button control panel. When the tool is started, the micro-processor increases the electrical current from zero to running voltage over a span of several milli-seconds resulting in prolonged gear, blade and motor life.

FingerFoods

Chambers Corp.'s Companion Microwave and Retained Heat oven now has finger touch control of all time functions.

In addition to its new electronic elements. the microwave features a new microwave module with 3-stage cooking, touch controls for quick cook and terRperature selections, programmed defrost, whole meal cooking capability, delay start, temperature probe, 25 preprogrammable recipes and 1.3 cu. ft. capacity.

The oven is self-cleaning, has a built-in rotisserie, keep warm capa- bility, rockwool insulation, steel mesh door gasket and a new control panel with accents in keeping with current consumer trends.

Both have a limited warranty, five years on parts, two years on service labor.

Rolling Stock

Capitol Windows has introduced a new rolling aluminum door, Hudsonbay, designed for use in new residential construction, manufactured housing, low-rise commercial building and professional rehabilitation projects.

Advanced insulation properties suit the patio door series to climates requiring maximum energy conservation. In addition to the PVC thermal break in the exterior frame, each panel in the door has a thermal break for extra resistance to heat transfer. Sealed, /e" double glazing further increases energy savings.

Quick Fix

Presto Patch, an acrylic spackling compound manufactured by The Savogran Company, is now available in resealable plastic tubs which ensure moisture retention.

On the Level

A universal ceiling fan leveler, designed for installing the fans on slanted ceilings, is now available from Nichols-Kusan, Inc.

tion. The Kl3 is a lightweight tool for wallpapering, crafts, and other light cutting projects.

Both are available with merchandiser buckets. The Kl3 bucket holds 50 knives and the K7 contains 25.

Other features include mylarshielded pile weatherstripping, weep slots for full drainage and a full interlock where the panel stiles meet. Right or left handing can be determined in the field with reversible panels.

The leveler comes in two sizes to accommodate most makes and sizes of ceiling fans with Vz" and %" diameter hanging stems.

It is available in a choice of four finishes: bright brass, antique brass, white or brown.

Customer's lmage

Space-saving merchandisers that allow customers to see themselves reflected within the product, handle it, and then take it prepackaged to the sales counter are available from Monarch Mirror Door Co., Inc. for their mirror products.

The modular, easy-to-assemble display units can also serve as selfcontained storage areas. They can be used individually or in various group combinations and arrangements.

Major features include silkscreened headers, baked enamel metal frames, posters and literature racks with full-color brochures.

Good In The Stretch

Textured Coatings of America, Inc. has entered the retail consumer market with a newly developed paint product, TexoCoat S-T-R-E-T-C-H. Said to be thicker and more durable thanconventional paint, itcan be applied directly by the contractor or do-it-yourselfer.

A 10090 acrylic elastomeric resinbased membrane that resists cracking, stains and mildew, it is capable of up to 35090 elongation and re-

mains flexible over extreme temperature changes. It is said to bridge hairline cracks without patching and to be ideal for use on stucco, concrete blocks and wood. It can be applied with roller or spray.

Ding Dabber

Scratches, rub throughs, and other blemish defects can be repaired with

the new Mohawk CM-l Furniture Touch-Up Markers, available in l2 colors.

A capillary type touch-up marker whose colors bite into the furniture surface for long lasting finish, the product is designed for use by either skilled professional finishers or nonprofessional repairmen.

They may be purchased in assorted groups of l2 or single colors in group amounts, and are priced according to single, dozen or gross lots.

Shrink Selector

Ostermann & Scheiwe has introduced a 3' x 4' x 8' freestanding merchandising display for 8' packages of its Profilewood solid wood ceiling and wall system.

The pre-stocked display holds 44 shrink wrapped packages. Consumers can select the species they want from the display and carry the

packages out. Each species label is color coded for shopping ease.

The display comes with a side mounted full-color room scene poster, literature holder and consumer literature.

Secret Hideaway

A new cash and bond box has been introduced by The Durham Manufacturing Co.

Constructed of heavy gauge welded steel and measuring 5 % " wide, llVz" long and 3%" deep, it has a three number combination lock which can be set to any combination or changed to a new combination by the user at any time. A brass handle is furnished for easy portability.

The box is finished in acid and rust resistant gray baked enamel.

Naillt Down

Maze Nails now offers 33 of the most popular Stormguard Nails in I lb. boxes.

These hot-dipped galvanized nails for roofing, siding or trim come in a variety of shank styles including

plain, Screw-Down and AnchorDown, a ring thread. All are double dipped in molten zinc to make them corrosion resistant.

Colorful labels identify uses: yellow for roofing; green for sidine: blue for trim. All nails are parallelpacked for easy grabbing.

PACIFIC FOREST PRODT]CTS, INC,

DeWalt, Division of Black & Decker Inc., has redesigned two of its 10" blade consumer radial arm saws.

Newly engineered changes include an easy access onloff paddle switch and a cast iron column base and heavy gauge steel table frame with center support.

One model features a 2 H.P. motor with manual brake. The other has a 2% H.P. capacitor start motor and introduces an automatic brake to the consumer line. Both motors are

HAMPTON LUMBER SALES

HAMPTON INDUSTRIAL

HAMPTON OVERSEAS

HAMPTON

n Specialists in framing and cuttings-all species.

Backed by company timberlands and sawmills, remanufacturing and custom milling.

Outside sales contracts exceed 300 MBF annually.

Technical expertise and financial ability to buy f rom all sources.

Size fosters flexibility and service.

Time tested track record.

(5031 297-7691 TWX 36-0355 9400 S.W. Barnes, Portland, Or.97225

quiet-running 10090 ball bearing induction type with thermal overload protection and operate on l20V current.

Exclusive features on both models include an industrial grade precision machined cast iron arm and a ball bearing equipped cast iron roller head. An opposing screw system allows easy alignment and locking key screws significantly reduce the need for readjustment. Up-front elevating and miter controls, miter, rip and bevel scales, and upper and lower blade guards are standard equipment. Both models are covered by a five year warranty except for motor components which are warranted for one year.

Beyond Reach

A new home security product which uses a heavy steel curtain to turn a closet into a walk-in vault has been developed by Homesafe Security Products.

Constructed of 26 gauge steel with Vz" steel bars every 24 inches, the door rolls up or down in two heavy guides. It bolts into the door frame king studs behind the existing closet door.

The door is available in 2'0" ,2'6" , 2'8" and 3'0" sizes.

For more information on New Products write The Merchont Magozine,4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!

Fence Promotion

Large colorful in-store signs and d-i-y brochures to promote sales are available with an initial order of Wonderwood fence boards from Weekley Lumber.

Produced from Caribbean pine, the fence boards have been pressure treated with Osmose WeatherShield, a combination of Osmose K-33 preservative and a water repellent wax. This treatment protects against termite and decay damage while promoting an even color change, from a golden hue to a driftwood gray.

Top This One

A new liquid, single-component acrylic polymer roofing system available in color as well as white and black is from Polymer Plastics Corp. Called Polymembrane, the coating is applied cold and oxidatively cures to flexible. weather-resistant. seamless membrane. It can be sprayed on or applied by brush, roller or trowel. According to the manufacturer, it remains waterproof even under severe ponding and is virtually unaffected by ultraviolet radiation and temperature extremes.

Solvent-based, it may be applied at temperatures as low as 0 oF. It bonds to virtually all roofing and decking substrates and reportedly spans structural cracks up to l/8-inch and will not itself crack or become brittle with age.

PLEASE TURN TO PAGE 52 FOR MORE NEW PRODUCTS

Pacific Coast distributors' 60th annual

THE Pacific Coast Wholesale I Hardwood Distributors Association (a name members stumble over and outsiders seldom get right) celebrated its sixtieth annual convention in good vigor at the posh Silverado Country Club in the heart of California's Napa Valley.

Elected new president was C.W. "Clint" Bower, Mariners Forest Products; lst v.p., Dick GraY, Honsador, Inc.; 2nd v.p., Werner Richen. Lumber Products; secretary, Don Moreland, Lane Stanton Vance Lumber; secretary-designate, Tim

Story at a Glance

Success and the importance of sales stressed by speakers . . . Clint Bower elected new president .. business looking better, though credit and suP' ply remain problems in some areas.

Spellman, Spellman Hardwoods; and membership chairman Rob Kincaid, American Hardwood. Immediate past president is G.T. Frost, Frost Hardwood.

Directors include Jack Havens, Brent Mullen, Joe Long, BarrY Heppner, Bruce Frost and Hal Kerry.

Kickoff speaker at the first business meeting of the MaY l5-18 gathering was David Cutler, editor-publisher of The Merchant Magazine, (Please turn to page 58)

Now! A new fast &reliable transcontinental rail service. THE UIAIHE

If you're shipping expedited carload or TOFC/COFC freight between the Pacific Northwest/Northern California points and Northeastern U.S.,/Canadian points, there's a new, fast and reliable rail service available right now-the "Gold Streak Express"-made possible through the cooperation of the Southern Pacific, the Denver & Rio Grande Western and the Cotton Belt (SSW) railroads.

A new run-through transcontinental rail route via the SP between Portland and Northern California and Ogden, the Rio Crande railroad between Ogden and

Kansas City, and the Cotton Belt (SSW) between Kansas City and St. Louisconnecting there with many fast and dependable rail lines to and from Northeastern and Canadian points. A fast, reliable route with dependable schedules that can mean better inventory and cost control.

Route your next carload, trailer or container loads of freight on the "Gold Streak Exp1g99" via St. Louis and we'll give it the fast SSW-Rio Crande-SP treatmenta superior service across America's heartland.

We'd like to prove our commitment to you. For quick service, or more information, call your local Southern Pacific, Cotton Belt (SSW), or Rio Grande sales representative.

-'1,'r, j

NEW PRODUCTS CONTINUED FROM PAGE 49

Make An Entrance

New from Simpson Timber Co. is the Stratford Manor entry door with three horizontal panels of leaded glass.

Colorless glue chip glass lets the sunshine in while maintaining privacy.

Selected vertical grain Douglas fir or Western hemlock is combined with leaded glass crafted with metal alloys that provide maximum strength and performance.

Sandy Dandy

For more information on New Products write The Merchont Mogozine.4500 Campus Dr Suite 480. Newport Beach. Ca 92660. Please mention issue date and page number so we can process your request faster! Manv thanks!

Light Up Your Life

Halo Lighting Division has introduced a solid-state low-voltage adapter for builders.

Weighing less than 6 oz. and measuring SVz" x 13/s" x 1", it is a small bar that snaps into a track lighting system to accommodate voltage lampholders.

The low-voltage adapter allows use of lightweight low-voltage lampholders ranging from narrow sPot to flood beamspreads.

w#A compact, heavy-duty finishing sander small enough for singlehanded sanding applications, the Professional Palm Grip Sander is manufactured by the Industrial/ Construction Div. of Black & Decker, Inc.

With a 1.5 amp motor which Produces 12,000 orbits per minute, it is designed for professional use and collects its own dust with a dust extraction bag.

Weighing only 2 lbs., l0 oz., the tool measures5Vt" in length, 4Vz" in width, and stands 4%" high. It uses standard % sheet abrasive PaPer which is attached to the unit with two paper-clamp fasteners.

MowerRoyalty

The Homelite Division of Textron, Inc. , has introduced electric and electric self-propelled Lawn King walkbehind lawn mowers with a 2l-inch cutting width.

The new mowers, with suggested retail prices of $389.95 and $459.95 respectively, have a l4-gauge steel deck, a3Vz hp. engine and an electric starter with on-board alternator.

w I

Stonewall Approach

Two energy-saving exterior wall systems with maintenance-free natural finishes have been introduced by Synergy Methods, Inc.

Both are available in a variety of colors and can be applied to either new or retrofit structures with a stainless steel trowel.

The Stone Caste Series 100 has a surface composed of colored stones with a baked acrylic finish. It is available in shading ranging from pure white quartz to deeper and darker tones.

Sand Caste Series 200, made with natural stones. can be stained in a variety of earth tone finishes.

Custom made colors for both finishes are available.

See-Through lnsulation

Gila River Products has introduced a transparent window insulation film do-it-yourself product.

The insulation, which is said to prevent heat build-up in summer and central heat loss in winter, also rejects 50-6090 of the solar heat radiation in summer. It allows as much as 72v/o of the visible light through.

Paul does not rest on his fame as the lumberman's symbol of accomplishment. New requirements and changing conditions keep him alert to progress.

"LOOKING AROUND" says Paul Bunyan

Pull With Brass

National Lock Cabinet Hardware is introducing a new design in pulls combining oak and light antique brass finish.

The visor pull is available with curved or squared profile. Both have a light antique brass finish back plate.

QUALITY REDWOOD

Manufacturers of fence boards; posts and rails; decking; specialty items. Our sawmill and re-man facilities provide us with versatility in meeting your customer's needs.

lrom the lorust to the lence

P.O. Box 248

Arcata, Ca.95521 (7071822i779

Russ & Bob Britt

G

Sterling Wolfe, Jr.

Western Softwoods

Model Home Kit

Home-owners and hobbyists can build their dream home or their present home in scale model with the new Pri-Dex Architectural Scale Model Building Kit and Materials.

The kit contains colorful realistic exterior finishes of brick, ledge rock, horizontal and clapboard siding, vertical siding, cement block, roofingj terrace and sidewalk material as well as a plentiful supply of building board along with windows and doors, graph paper and Hqw To Build instructions.

Spray to Stay

DuPont's Lucite spray enamel, based on automotive refinish technology, can be used for hundreds of touch-up jobs around the home or shop.

The finish reportedly dries dustfree in 15 minutes when applied to wood, metal and other paintable surfaces, while resisting chipping, scratching, corrosion, weathering, fading, scrubbing, grease, oil and gasoline. It is said to help prevent rust when applied over Lucite spray primer.

Sales Mgr. Ted Barnes

Phone: (503) 874-2236 P.O. Box 7

Riddle, Oregon 97469

Oak With a European Accent Sigma, one of Excel's top-of-the- line Guildmark Limited Edition series, combines European design with American oak. All cabinet and drawer surfaces are oak with vertical grooves and polished antique brass pulls. They

offer a choice of light or dark finish with fully flush doors and adjustable European-made hinges. Interiors are vinyl.

Options include designer hardware, long line hinges, leaded glass doors and a concealed tilt-out ranee hood.

Multiplying Formula

Minwax Company, Inc. has developed a new display header board designed to increase consumer confidence among first time users and encourage multiple sales.

Available without charge to dealers carrying a 48" merchandiser, the display uses four-color photography and descriptive copy in a stepby-step "how-to" format covering the wood finishing process from start to finish.

Product colors are displayed on wood molding of pine and oak. Space is provided to stock color cards and helpful tips booklets.

Clip Paneling

Profile wood crafted by Ostermann & Scheiwe USA is a wood ceiling and wall system with a clip system of application.

Galvanized clips allow for expansion and contraction of the wood due to changes in humidity.

The product comes in shrink wrapped. 8-loot packages conlaining random lengths of knotty pine, Western red cedar or Douelas fir.

Hearthwarming

The Hearthwarmer, a gas fireplace insert that combines zone heating with contemporary and traditional fireplace design, has been introduced by Superior Fireplace.

Two models are designed for installation by sliding the unit into the

existing fireplace opening and connecting the gas. No drilling or bolting is required. Each model is available in .natural gas or liquid propane verslons.

A protecting decorative brass firescreen keeps hands away from front glass. An automatic shut-off switch provides a 10090 safe gas control.

P R. O . D . F#*l,""'3lg Fi:J:'P,Eh?[8,,,,

1L Traynor St., P.O. Box 4696 Hayward, Ca. 94540 (41s) s82-7622

O CUSTOM MILLING

Custom Milling & Wholesale Lumber

,z Two dry kilns

'z6x15planer

,z 60" resaw

'.. 1,000' RR spur

,z 18 acre drying yard

O DETAIL MOULDINGS

,. Twin resaw & trimmer

,z Lath, benderboard

,z Fence boards, posts & stakes

DICK HARMER STAN PREBLE P.O. Box 00 Arcata, Ca. 95521 (7071822-48s1

O KILN DRYING IN-TRANSIT MILLING A SPECIALTY and t{holesale Lumber Distributorg

Big Bite

Huba Bolt Cutter cuts materials up to %" diameter with an unconditional 2 year warranty.

The largest cutter in the range of 3 units is the Huba #2 which features a T-bar foot support on one of the handles to give extra stability. A special guide ensures that rods of larger diameter than the cutter's

maximum capability cannot be inserted into the cutting head, thereby avoiding possible damage.

For blade replacement, it is not necessary to replace the cutiing head, but only a lVz" long triangular blade.

Fenciful

Habitant Corp. of Michigan has introduced a line of three wood fences made of clear Northern whitewood which may be stained or allowed to weather. One style of sawed, beveled, dog eared shadowboard is available in l " x 6" boards, 2" x3" rails and 4" square posts for convenient delivery.

Another style has boards joined tightly for privacy. The third style is a split rail fence.

Folding Money

Featuring handcrafted stained glass and carved paneling in solid wood, the new Aurora series by Spacesaver introduces an advancement in the art of wood folding doors.

Reportedly easy to install with simple tools, they help make double use of space, closing off areas, even helping to protect against heat, cold, noise and light where desired.

The doors are custom made for openings up to 20 ft. (single) and 40 ft. (double) wide and 8 ft. high.

Altvantages Aduertisingi System

HARDWOOD DISTRIBUTORS

(Continued from page 50)

who urged continued emPhasis on sales and provided a number of sources of sales aids, training and techniques for both beginning and veteran sales persons.

Orn Gudmundsson, Northland Corp., described the role and functioning of the National Hardwood Lumber Association training facility at Memphis, Tn. He said NHLA has moved to increase the professionalism of the school and to enlarge curriculum to include management, sales, production and introductory courses as well as the traditional grading instruction.

Current business conditions in the five Western states in the U.S.A. and British Columbia, Canada embraced by the PCWHDA were then reprised in the sectional reports. Credit problems (many) supply difficulties (some) and a general upturn in business conditions were reported.

Giving reports were: Dick GraY, Hawaii; Tim Spellman, Phoenix; "Bud" Baker, San Diego; Don Moreland, Los Angeles; Bill MacBeath, San Francisco; Len Hall, Oregon; Hal Kerry, Seattle-Tacoma; and Lyall O. Bell, Western Canada.

Next day Wayne Miller, president, Na t io n a I Hard woo d Mag azine,spoke on his thoughts on success and the necessity of persistence in realizing success. He noted the need for opportunity to be present and how to Prepare for it and to take advantage of the right opportunity.

In addition to the general talking over of business, sports, socializing and sauce sampling rounded out the program.

More Aluminum Used In Homes

More aluminum is being used in houses today in windows and doors as well as extrusions for carpet edgings, weatherstripping and thresholds.

Creative product design and attractive durable finishes have increased the use of extrusions. In addition, more aluminum is being used per housing unit because of innovative energy-efficient aluminum windows and doors.

In 1982. aluminum was used as

frame material in an estimated 6l9o of the windows installed in new homes, an increase from 5690 in 1977. Over 70Vo of the aluminum windows sold in 1982 incorporated thermal barrier, double or triple glaze designs as opposed to 40qo in 1977

Aluminum also is being used extensively for retrofit products such as replacement windows, storm windows and storm doors in the rapidly growing rehab market.

New Redwood Market Group

Jack L. Farnsworth, marketing manager-redwood, Simpson Timber Co.. has announced formation of a new redwood marketing group at Arcata, Ca., headquarters.

The new team includes David J. Goetz, sales mgr., formerly assistant sales mgr. in Seattle; Michael J. Moseby, assistant sales mgr. and former sales supervisor in Seattle; Gregory M. Lambert, market development mgr., who moves to Arcata with the same title; William A. Scott, sales supervisor and former shipping supervisor for Simpson Building

Supply, Arcata; Richard J. Giaconne, sales representative from Simpson Building Supply in Arcata; Joel L. Hamel. customer service representative, who had been production scheduler in Simpson's Arcata remanufacturing plant.

Baths Can Sell Homes

A new survey of home builders ranks the master bath just behind the kitchen as the most important room influencing buyers of new homes, townhomes and condominiums. The master bedroom is in third position.

The survey also revealed that builders do not consider "quiet flush" toilets an ingredient which would add sales appeal to their new homes; 9v/o rate them very important; 320/o called them important; 5990 said they were not important.

The final decision on the quality of bathroom fixtures usually is made by the firm's c.e.o. (4490) or marketing director and project manager (220/o each).

Other statistics in the survey included 44o/o of the builders develop-

ing affordably priced housing with 340/o targeting their homes in the medium price range; l69o building for the high end of the market; 690 producing low priced units.

Thol's How lt Goes!

"Other people go to the government to get help and then the government bills me for their help."

The Merchant Magazine

NFPA Updates its Structure

A plan to convert the National Forest Products Association's two presenl program management committees into three separate operating divisions: Product Division, Public Timber Division and Private Timber Division is targeted to become effective Jan. l, 1984.

Each of the three divisions will have separate membership, dues, board of directors, executive committee and appropriate committees to handle subject matter for the division. A governing board of l5 will be responsible for the overall business and policies of the association.

The plan, the outcome of a sixmonth committee study for the analysis of the support structure of the NFPA, was presented at the spring meeting, May l5-18, in Washington, D.C.

The committee's fundamental conclusion was that a national forest industry association is necessary to deal with national product and resource policies and issues. ln addition, they called for appointment

of an industry task force to study the possibility of closer coordination or eventual consolidation of NFPA with the American Paper Institute, American Forest Institute, American Wood Council and other national forest industry associations. The purpose of this long-term study would be to achieve the broadest and most effective possible voice for the forest industry, greater potential efficiency and cost benefits, and to gain the support and involvement of the pulp and paper industry on timber resource issues.

The reorganization plan calls for a membership structure including both federated association members and direct company members. All must join the Product Division unless they produce no product and at least one of the two timber divisions. Within two years federated association members must be NFPA members.

Each of the three division board of directors will have at least two representatives from federated association members with the addi-

tional seats based on a dollar formula. Direct members will have one seat. Each board of directors will elect executive committees, set dues and approve the structure of committees and programs for its division. The executive committee will have l8 members and be responsible for the day-to-day operation of the division.

NFPA's government relations function will be intensified with the governing board directing and monitoring activities. Other recommendations in the plan deal with management, personnel policies, finance and control, long-range planning and implementation of the new plan.

Door Jobbers Set 20th Annual

The National Sash & Door Jobbers Association will hold its 20th annual convention on Nov. 16-20 at the Hyatt Regency Maui and Marriott Resort, Maui, Hi., according to David R. Toombs, pres.

Fo*tANA QUATITY PRESSUNE g I

TREATING

LUMBER & TIMAERS POLES & PILING

POSTS: ROUND & SAWN

Gene Pieiilcr . Milce Logsdon

STILL FRIENDS

About l0 years ago we were announcing the formation of Niesen-Ward Forest Products. Now after almost a decade of a close, friendly and successful business, we are advising our friends that we have decided to go our separate ways in the lumber industry.

Effective July l, 1983 we are conducting business as:

Niesen Forest Products

P.O. Box 126l Fort Bragg, Ca. 95437

Coming in October . . ANNUAL HARDWOOD SPECIAL IESUE

Ward Forest Products

P.O. Box 216 Morgan Hill, Ca. 95037

Both of us have made a commitment to stay in the wholesale lumber business and work as we have done in the past. Art Wall will continue with Paul from his Burlingame address.

It's been a great ten years, and we thank you all for your past loyalty and support. Now we look forward with enthusiasm to making our individual companies as successful.

F.W. "Bill" Niesen Paul W. Ward

STRAIGHT TALK

The editorial (The Merchant, May, 1983) is timely and factual. It goes without saying people make the company and those companies with the least amount of black marks are at the top of the list when success is discussed.

The chain reaction that is set off is devastating to morale, productivity and its ultimate effect on people costs and the ever visible bottom line.

I sinberely doubt the U.S. post office could survive the deluge if your editorial was followed to its full intent.

Ken Thompson

2628 Charlinda Ave.

West Covina. Ca.91791

The October issue of The Merchant Magazine will be a special lssue devoted to hardwood. We'll have stories, features, articles, plus merchandising and sales ideas . . . all devoted to hardwood as it applies to you, our retail and wholesale readers. You'll enjoy reading this valuable issue . . . and profit from it. too.

ADVERTISERS:

Take advantage of this exceptional opportunity to get your message before our readers. The Merchant's extensive circulation in the 13 Western states assures excellent coverage for your advertising message. This Hardwood Special Issue is the perfect editorial environment for your advertisement.

Call today and reserve space. Deadline is September 16, 1983. You'll be glad you did.

IT'S ABOUT TIME

We appreciate the coverage you gave to wood windowsand doors and ourAssociation in the May issue of The Merchant. Many thanks!

Great editorial, too-about time someone spoke out on this wasteful practice of weeding out the experienced (and probably higher padd) people in the industry.

205 W. Touhy Ave. Park Ridge, Il. 60668

PERSONALS

(Continued Jnttn Page 42)

Joseph E. McGinty' Los Angeles, Ca., has been named district mgr. of the

year by the Manville Building Materials Marketing Div., Denver, Co'

Fred Farr, Western American Forest Products, Stockton, Ca., recently vacationed in Hawaii.

Donald P. Wichman has been appointed v.p., marketing and advertising, of Builders Emporium, Irvine, Ca', repcrting to William Teachout, exec. v.p.

Jim Summerlin, Sumwood, Inc., Los Angeles, Ca., was recentlY on a Marlin fishing trip off Cabo San Lucas, Mexico.

Charles Caffal, pres., Caffal Bros. Forest Products, Inc., Wilsonville, Or'' recently accepted an award for "meritorious service to the international community" from Victor Atiyeh' governor of Oregon.

Hank Barber has been named v.P. of Mclaughlin Forest Products, Glendale. Ca., according to Peter Mclaughlin, pres. of the newlY formed co., who has just returned from Or., No. Ca. and eastern hardwood producing areas. Ron Weber has joined sales; Sandy Pasley is new to the office staff.

Rick L. Kellso has been named pres' of Croman Forest Products, Inc., Ashland. Or.: Bud L. Kaufman, v.P', and Arnold D. Cross, sec.treas. Kellso will act as gen. mgr. with Susan Sterton as business mgr.; Michael K. Dode, Bob Crews and Pat Regan are in sales.

Gary Popp, mgr. of the Palmer G' Lewis Co. branch in Boise, Id., has been named sales mgr. for the PYS Div.' headquartered at the Tigard Distribution Center near Portland, Or. RaY Ogden, eastern Or. salesman' has been promoted to the branch mgr. position. Bernie Loudon, No. Wa. salesman, has been recognized as the No. I nationwide seller of Geocel Products in 1982. Linda Soderlind' Auburn, placed first in the PGL and Alaska Divs. sales contest with Greg Lingle, Auburn, 2nd; and Jim Kubichek. Montana, 3rd. Lucky Stiltner won the $1000 Hawaii vacation drawing.

(Please turn to page 70)

rrltHliii*.F,bHitl,l.iitii{l:il iii!-lIilliit:i:llllr:$riii!1t:t

Tennis Anyone?

A tennis court surface brochure is free from Truflex Recreational Coatings, 1760 Revere Beach Parkway, Everett, Ma12149.

Frame Up

Bulk quantities of "How To Make Picture Frames" are available to the trade at discount prices from the Wood Moulding and Millwork Producers Association. P.O. Box 25278, Portland,, Or. 97225.

Less Noise, Please

A colorful l4-p. brochure of acoustical products is available free from Insul-Art Acoustics Corp., 661 Township Line Rd. Belle Mead, N.J. 08502 or (800) 526-0908.

Lofty Subject

"Proceedings of the Seventh Conference on Roofing Technology" is $15 from the National Roofing Contractors Association, 8600 Bryn Mawr Ave., Chicago, I1.60631.

Questionable Offer

"Information Center," a l6-p. illustrated booklet listing their services is free from the Point-of-Purchase Advertising Institute, Inc., 2 Executive Dr., Fort Lee, N.J. 07024.

Solar News

A free monthly newsletter on solar screening is available from Phifer Wire Products, Inc. P.O. Box 1700, Tuscaloosa, Al. 35403.

New Outlook

A 4-p. brochure describing aluminum windows is free from Capitol Windows, P.O. Box 3070, Harrisburg, Pa. 17105.

Easy Hooker

A catalog of display hooks for retail stores is free from APC, 16250 N.W. 48th Ave., Miami, Fl., 33014.

FOR PROMPT SERVICE

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

Test Case

A construction materials evaluation service brochure is free from the United States Testing Co., Inc., Engineering Service Div., l4l5 Park Ave., Hoboken, N.J. 07030.

Wooden Folder

A free sales kit on handcrafted stained glass and carved panel wood folding doors is available from Wood Specialty Products, Z3WW.60th St., Moutlake Terrace, Wa. 98043.

Cutting Remarks

A free l2-p. hand knives catalog is from R. Murphy Co., Inc., GrotonHarvard Rd., Ayer, Ma.01432.

Olf The Wall

The "Structural Design for Hardwood Plywood Wall Panels" is $2 from the Hardwood Plywood Manufacturers Association, Box 2789, Reston, Ya.22W0.

Shed Some Light

A free brochure describing home security uses and the electronic features of programmable light switches is from General Electric Co., 225 Service Ave., Warwick. R.I. 02886.

Concrete Predictions

A 4-p., full color brochure "Obtaining Predictable Concrete Finishes" is available free from the Simpson Timber Co., Bank of California Center, Seattle, Wa.98104.

Burning lssue

For information on a 19 minute slide,/ tape presentation "Wood Heat Safety" and the l6-p. "A Guide to Safe WoodBurning Practices" contact Ken Hunter, Wood 'n Energy, P.O. Fox 2008, Concord, N.H. 03301 or call (800) 258-3772.

Hardwood Catalog & Chart

A new two color hardwood moulding catalog and coordinated wall chart is free from Mariners Forest Products. 2600 S. Susan St., Santa Ana, Ca.92704.

Free Twosome

"Treat Yourself to Properly Treated Wood" and''Pressure-Treated Southern Pine" are available free from the Southern Forest Products Association, Box 52468, New Orleans, La. 70152.

Taking Sides

A full-color vinyl siding catalog is available free from Noranda Building Products Co., 7120 Krick Rd., Cleveland. Oh. 44146.

Hot Flashes

A 4-p. technical bulletin on flashing is free from GAF Corp., building materials, 140 W. 5lst St., New York, N.Y. 10020.

There'll Be Some Changes

"Changing Lumber Markets," a report of the Impetus marketing forum, is free from Western Wood Products Association, 1500 Yeon Building, Portland, Or.97204.

Limitless Wiring

A new point of purchase brochure of the On-Wall Wiring system is free from Wiremold Consumer Products Div., 60 Woodlawn St., W. Hartford, Ct. 06110.

Silicone Sealants

A brochure (Form No. 6l-733-82) describing silicone construction sealants is free from Dow Corning Corp., Midland, Mi.48640.

Cherry returns to popularity

1|fHERRY earned its reputation Yas a decorative wood in the early years of this country when cabinet makers used it for elegant adaptations of Colonial and l8th Century English furniture designs.

It was a popular choice for fine spool beds, butterfly gate-leg tables, colonial breakfronts and Federal chairs, many of which are collector's items today. The New York Cabinetmakers Price Book of 1834 listed cherry at the same price as mahogany.

Today, it is again in demand for fine furniture, cabinet making, interior trim and paneling.

Cherry grows wild all over the eastern half of the United States with the majority of the trees found in Pennsylvania, upper New York and West Virginia with a scattering in Ohio, Indiana, Michigan and beyond. Only one species grows large enough to be of commercial use, Prunus serotino or black cherry. Cherry also grows in Europe although the trees are smaller and the wood lighter in color.

Cherry has a compact grain structure with clearly defined annular

rings and occasional pitch pockets. Distinct rays show up when the lumber or veneer is quartered. These plus the ability to polish smoothlygive it a textural interest which designers like. Most cherry is reddish brown, but some logs have a distinct grayish cast while a few are a light straw color. Freshly cut heartwood is usually light amber although it darkens with age

Story at a Glance

Wild black cherry grows throughout Eastern states. . attractive grain, unitorm tex. ture finish well unsur. passed for furniture, ysneer panel ing, woodwork, cabinets.

and exposure to sunlight. Sometimes alternate light and dark streaks develop as the wood ages. Cherry sapwood varies from white to yellow brown in color.

Although cherry looks and feels harder than walnut, it tests out slightly softer on the surface and harder on the end grain with a strength almost equal to walnut. It machines well and is available as both lumber and veneer at above average prices.

Cherry is unique in that it is one of the few dark woods which are perishable in contact with the ground or other moist situations. This condition has limited its use to areas where it is protected from the elements.

More cherry is being used as the demand for dark woods with highly polished finishes for use in the traditional styled furniture accelerates. With this return to popularity, many furniture factories are specializing in fine solid cherry furniture.

The fruit of the wild cherry has little resemblance to the fruit of its domesticated relative. Small as a pea, the fruit grows in clusters and is very bitter although it can be used in jelly and wine.

GIASSIFIED ADVERTISEMENTS

NEEDED: outside salesman for commercial and industrial accounts. Experienced and aggressive. Salary commensurate. Health plan. Send resume to: Ricci & Kruse Lumber Co., Hawes & Armstrong Sts., San Francisco, Ca. qAI)A

WHOLESALE LUMBER SALES

Established So. Calif. wholesaler has opening for experienced lumber trader to sell retail andlor industrial accounts. Must have customer following. Fringe benefits. Write Box I 166, Tustin, Ca. 92681.

DENVER AREA wholesale distributor needs lumber & plywood trader, selling to retail lumber dealers in Colorado &Wyoming. Must be knowledgeable, experienced & willing to learn this market. Send resume to: P.O. Box 1641 l, Denver, Co. 80216.

REPS REQUIRED

.Oregon, California and Arizona reps required for innovative exterior cedar spindle lines and unique real wood natural and prefinished shelving oblique furniture panels. Both items professionally merchandised with attractive gross margins for both I and 2 step distribution. For details please contact B.W. Creative Wood Industries Ltd.. 23282 River Road, Maple Ridge, B.C. Canada v2X-786

INDUSTRIAL LUMBER BUYER

San Fernando Valley, Ca., opening with well established wholesaler for buyer with good mill contacts. Able to supervise small mill and some selling required. Send resume to Box 378 c/o The Merchanl ine or phone (2 I 3) 875-25 I I

LOS ANGELES, Ca., moulding manufacturer and wholesaler seeks experienced inside/ outside salesman with management potential. Will hire handicapped. Salary and comrnission. Medical insurance. Write Box 480 c/o The Merchant Magazine.

When sending in a change ofaddress please include zip code on both old ond new arldr?sses and either rhe old label or the inlbrmation from it. Thanks!

60S 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; $4. Box numbers and special borders: $4 ea. Col. inch rate: $30. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care ofThe Merchant Mrgazine, 4500 Campus Dr., Suite 4E0, Newport Beach' Cr. 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 month. PAYMENT MUST ACCOMPANY COPY.

MOVE UP ($25,000 to $70,0fi))

Career mill sales, wholesale trading, manufacturing and distribution opportunities with our clients in the building products industry throughout the West. Contact Hank Beny in California (707) 538-7886, Search Northwest,5055 Upper Ridge Road, Santa Rosa. Ca. 954O4 or Carl Jansen at (503) 222-&61, Search Northwest Forest Industries Group, 620 S.W. 5th, Suite 625, Portland, Or.972M.

All Fees Employer Paid

NEEDED: lumber trader to sell retail and industrial accounts. Must have customer follou'ing. Excellent compensation and benefits package to fit the right person. A first class opportunity for you. Contact Jerry Ensworth, Ensworth Forest Products, Roseville, Ca. (916) 786-5 I I I

TWO 4 inch Vonnecut moulders, I Yates American straight line rip saw, I 20 ton Hyster and I 20 ton diesel Hyster. Call Indian Hill Hardwood Milling or Peterman Lumber at ('t14\ 829-3466.

HYSTER SCl80 engine rebuilt by Hyster. Excellent condition. Call Wall Dry Kiln Co. (213) 6354@2 or (213) 636-3488.

STACKABLE moulding racks, 36" W x 36" T x 120" L. Designed to be handled by forklifts, All steel frames, painted and numbered. Excellent condition. Robert (213) 749-4235.

REPRINTS of hard*ood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods, $5; South American Harduoods, $4; all three, $16. Send )our check todal including name and address to Hard*ood Reprints c/o The Merchant Magazine, 4500 Campus Dr., suite 480, Neuoort Beach. Ca. 92660.

ANNOUNCING

RARE 1929 Ford AA flat bed stake truck. Totally restored to original specifications. Needs minor electrical work. Was featured in our ad in The Merchant, October, 1981. Factory colors, black fenders, forest green body. Contact Clinr or Pete (71 4) 75 I -0800 at Mariner's Forest Products.

LUMBER business located in Fresno, Ca.: milling, wholesale, & retail $300,000. Also available, land & building $360,000. Net income over $100,000 per yeilr. Will take cash or 2090 down + collateral. Owner will carry & will train. Write Box 481 c/o The Merchant Magazine.

SAVE YOURSELF MONEY

HALF PRICE OFFER for l0 or more subscriptions to The Merchant Magazine, when paid in advance. You and your employees can enJoy and benefit from The Merchant Magazine for one year for only $3 per subscription. That's a 500^ saving over our standard 56 per year rate, whrch is a real bargain in itself. Use this special bulk rate subscription to make sure that the ke.'" people in your organization are assured of keeping up with industry developments as well as gleaning the merchandising and management information they need to do a better Job.

Carlson and Associates has been formed to serve as a Broker specializing in the sale of Lumber Yards and Home Centers furnishing a unique "single source responsibility " to the industry.

Services offered will include financial counsel, legal and accounting recommendations, certified inventory count,and other valuable and important assistance that only experience can bring to a sometimes "once in a lifetime"transaction. Ordinary "residential" brokers are not able to provide such services.

Al Carlson has over 3Oyears in the lumber business and 15 years as a developer of real estate.

In dealing solely with the lumber industry , he is able to provide experience discretion ; and confidentiality in all transactions.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Bcach. 3C Trucking (213) 422&26.

TWISTED AND WEATHERED

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

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan. Portland, Or.97232. Attention John Matschiner, Real Estate Manager. (503) 232-7181 All inquiries kept confidential.

rta*iiii+rLOS

IUTEER AIIO PTYWOOD

Am€flcan Hardwod (h

Bur ns Lumbsr Co.

Califorria Wholesale

Caoital Lumber Co.

Coos Head Lumber & Plvwood

Dooley Forest Co.. Inc. .

Essley&Son. 0.C.......

Ferrari Dislributino Co.

FountainLumberco., Ed

FremonlFfroslProducts

Galleh€r Hardwood Co.

Gemini Forest Products

Georgia-Pacilic Corp. (213) 968-5551

H€ppner Htrdwmds

Hill Lumber Co., Max

Hull Lumber Co.

HunterW0odworks........ {213) 835-5671

lnland Timber Co.

Lane Stanlon Vance Lumber C0. .

Louisiana- Pacilic Coro.

L-P Ustribulion Cenler

Macg€ath Hardwood

Maple Bros., Inc. Mouldings

Marquarl-Wolfe Lumb€r Co.

osgood Inc., R$ert S. .

Pacitic Madison Lumbe( Co. 1213] 773-2292

Patr Lumber Co.

Penberthy Lumber Co.

P€l€rman Lumber Co...

Philios LumbsrSales . .

Product Sales Co.

Reel Lumber Service. .

Ryg8lLlmberSales....

Sanlord-Lussier

S.F. BAY ARE/I

TREATED LUTIBER-POUS-PIUI{GS_TIES

SPECIAT SERYICES TRAISMBTATION

Union Pacilic Railrmd (Los Angeles)

Union Pacitic Railr0ad (Long Eeach)

Wall ory Kiln.

oRAXOE, RIYERE|DE & EAX BERTARDIXO COUXTIES

C&ELumberCo.

CalilfrniaTimberline, Inc.

Cal-Wesl

Caoilal

Wmdwork lnslituteolCalifornia.....

KII{GS BEAGH Aowood Mill & 1umber............... tos 8Ar{0s

Slflan Hardwood LumberCo.....

TODESTO

SniderLumberProducts..............

Sward Truckino

NEDDIl{G AREA Jensen Lumber fr.

Keller Lumber Sales

LewisCo.. Inc.. PalmerG.

Louisiana-Pacific Corp. (ftd Elutf).. Paul Bunvan Lumber Co.

sourr{ER}l CALIFORXIA

P&MCodarProducts.

neadintfumb€-r-ir;;sport. ..........

lrinilv River Lumber Co..

Web Lumber Co.

SACRATEl{TOlSTOCXTOI{ AREA

Edldino Material Distribulors, Inc...........

Calilorn'ia BuildersSuoDlv

Ensmrlh Forest Prodiltt3.. (800) 525-5015

Floor Service Suoolv .

ceoroia-PacificWarAhouse..

Hiooins Lumbor Co.

Ko-o-oers Co.

LeivisCo..lnc..PalmerG.

Louisiana-hcilic CorD.

Mcoomick & Baxler Creosolino Co.

McKuenMouldinoCo.

Mellolnc.. ...............

Nikkel C0r0..The.....

P& M Cedar Prcducls....

Rocklin Foresl Prcducts

Selzer Foresl Products

SiskivouForeslProducls

Slochon Wholesale

Union For8sl Products

Union Pacilic Railroad.

Union Planino Mill

Waldron Foreil Products

Weslern American Forest Producls

WeslernwoodlrealinoCo. .........

weverhaeusorCo. ..:..... {800) 952-5616

sAltTA RosA AnEA

J. H. Blevins Co., lnc.

Hiooins Lumber Co.

Letsick Foresl Products

Manrn Foresl lnduslries

Norlh 8av Foresl Producls

NovoTidberProducls. |tE. .........

Nu:Foresl Producb Standardstructures.

Windsor Mill. Inc...

Woodland ProduclsCo, Inc.

u t(AH/ cAtPEU-A/WtLUTS

Aowood Mill & Lumber AllH€art LumberCo.. |nc. Carter Foresl Products Coast wood Preseruino.

Penolin Markelino Redwmdcoastlimborco.

1707\ 544-2982

BUVERS' GU!I!]IE

PACIFIC ]IORTIIWEST STATES

waSHttoTox

AUEURl{ LowisCo., Inc., PalmerG.

SNCTERTOT Lewis Co., Inc., Palmsrc.

EYERETT Lewis Co., Inc., Palmer G. IGITONE

HtttsmR0

PermoostProduclsCo.

JOSEPH Jos€0hForeslProducts

KLATATH FAILS

Lumbor Producls

TEDFONO

AndersoniaForeslProducts.

FounlainLumberC0.,€d.................

Lumber Producls

Snavely Ffrest Products. (800) 547-3039

Union Pacilic Railroad.

Wendlino-NalhanC0., Inc.........

GNEATER PORTLAI{O ARIA

J.H. Baxtsr & Co. &l Ar D@r/Aloine

Veneers, Inc. (800) 547-6755

CascadeEmpireCorD. {800) 547-8371

Cole&Associates. JohnT..

Dant&Russell, Inc. (800) 547.1943

0atalineCoro........

FriesenLumberCo. (503) 397-1700

FullmerLumberCo.

Fuman Lumber, lnc. ..

Georgia-Pacific Corp.

Hampton Lumber Sales Co.

LewisCo., Inc., Palm€rG.

Louisiana-Pacilic Corp...

Louishna-Pacilic Corp. (Beaverton)

Lumber Proddcts

Mccormick & Eaxler Creosotino Co.

Niedermeyer-Martin Co. i800) 547-6S52

Penberlhy Lumber Co.

Perma0osl Producls Co

Publishers Forest Products. (800) 547-6630

Siskiyou ForestProducls

Soulhern Pacil|c

UnionPacific Railroad...... ....

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

Weyerhaeuserco. ............

NIDOLE

C&DLumberco.

Herberl

totTAlta

WEUITCHEE LewisCo., Inc.,Palmerc.

YAt0ttA LewisCo., Inc., PalmerG. oREOOll

BEI{D

Dee C. Essley, founder of D.C. Essley and Son, Montebello, Ca., diedJune2, 1983, inWhittier, Ca., at the age of 88.

A wholesale lumberman for over 50 years, he was active in numerous organizations. He served in several posts with the California Lumbermen's Association including being managing officer. Mr. Essley was a past president of the Los Angeles Hoo-Hoo Club and was active on a national scale with the lumbermens fraternity for 62 years. His membership number was 31,675 and dated from Nov. 18, l92l PresentlY, new members' numbers are over 90,000.

A resident of Whittier for 8l years, he was a member of many civic and social groups and was a leading force in building the Presbyterian Intercommunity Hospital in that city. He was president of the hospital corporation for 19 years and honorary chairman emeritus of the hospital board at the time of his death. He also was a member of the citizen corporation which financed the construction of the Whittier Municipal Court building, a member of the Los Angeles County Grand Jury and past president of the Grand Jurors Association.

Mr. Essley is survived by his wife, Ada, a son, a daughter, a stepdaughter, five grandchildren and eight greatgrandchildren.

PERSONALS

(Continued from page 62)

Craig Kincaid, Robert S. Osgood, Inc., Los Angeles, Ca., is traveling on business in the Philippines, Singapore, Malaysia and Hong Kong.

TIMBER SIZER PRE-FABRICATION

Don Chase is now sales mgr. at Starfire Lumber Co., Cottage Grove, Or.

Ken Allen is new in the special products and lam stock div. of Contact Lumber Co., Portland, Or.

Ron Morton has joined industrial sales at Cascade Empire Corp., Portland, Or.

Julian N. Cheatham is the new chairman of the board of the Western Forestry Center: Gene D. Knudson was elected pres.

Glenn H. trlig, Prestige Products, is the new pres. of the National Kitchen Cabinet Associaticn; Russ Warner, Home-Crest Corp., v.p., and Walt Gahm, Kitchen Kompact, Inc., treas.

Ron Manzanares is now representing Duke City Lumber Co., Albuquerque, N.M., in New Mexico and El Paso, Tx.

Joe Kunz has been appointed sales mgr. of Beachwood Forest Products, Costa Mesa, Ca., according to Alan Lee.

Andrew Haynes, DMK-Pacific, CorP., Fremont, Ca., and his wife, Julie, are parents of aboy, DavidAndrew, born on June22, 1983, weighing 8 lbs.5 oz.

James M. Shedden, pres., Genstar Building Materials Co., is the new pres. of the Asphalt Roofing Manufacturers Association; Gregory T. Faherty, Jr., Owens-Corning Fiberglas Corp., and Sam E. Brasher. Allied Materials Corp., were named v.p.s; John A. Brennan, sec.-treas.

Dave Anderson, pres., has been named chairman of the board of AndersonBarrows Metal Corp., Valencia, Ca.; Neill Andersotr, V.p., is succeeding him as pres.; Tom Mayfield, gen. mgr. has become v.p.

Mary Gold has joined the nursery staff at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

D.F. GRAPE STAKES RED\VOOD & D.F. LATH

TIMBERS

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

lf you sell into the South, or any part of it, we can help you get acrois your message.

Building Products Digest covers all 13 Southern states. Each month we send 12,750 copies to 100% of allthe retailers. wholesalers, distributors and jobbers. That's all the home centers, home improvement centers and retail dealers as well as those at the wholesale level that back them up. This saturation coverage means you now have a way to reach your

customers and prospects. Building products Digest, the highly acclaimed monthly for the Southern trade can help you get across your message. The Digest, incidentally, is the sister publication of The Merchant Magazine and is based on The Merchant's proven format . . . doing the job for advertisers for 60 years.

You can count on reaching the market in the South through Building products Digest. Call today, you'll be glad you did.

, Products