Merchant Magazine - August 1991

Experienced qccountqnts who know their businessqnd yours!

For 35 yeors we've provided the forest producfs ond building moteriols industry wilh occounfing fox ond consulting services emphosizing procticol solutions We understond the intricocies of the retoiler, wholesoler, mill, moulding plonf, treoting plonf ond fruss monufocturer.

We offer ouditing; reviewed ond compiled finonciol stotements; tox plonning ond ond preporotion; monogemenl ond computer consulting ond osistonce in obtoining finoncing.

FREE INITIA CONSUTTATION

Coll us to schedule on oppointmenf

Our 35 years of success is directly attributable to our clients. A heartfelt thanks to: California Cascade Industries, California Lumber & Millwork, Dorris Lumber & Moulding Co., Ensworth Forest Products. Hedlund Lumber Sales, Lausmann Lumber & Moulding Co., Lumber Merchants Association of Northern California, Nor Cal Lumber Co.. Inc., Ohio Jambs, Inc.. Speckert Building Supplies, Steiner Lumber Co., Sunriver Homecenter, Inc., Supply One, Inc., Thunderbird Moulding Co., Valley Redwood, Inc., Western Woods, Inc., and Whittaker Forest Products.

So;rttcl Fe Mouldings

Pre-Jinished

How

Sealing

EDITIORIAL

Save An Industry: Chapter Two

Last month in this space we appealed to readers to support bills in the U.S. Congress favorable to the forest products industry. Included was a telephone number that, due to a marketing glitch, was not good in all parts of the country.

Because of the importance of generating support for Senator Robert Packwood's bill, we are repeating our appeal along with a summary of why you need to make your views known. And it's easy to do so. No letter to write.

Ilecause the original American Forest Resource Alliance program to support the bill had some telephone coverage gaps, AFRA says you can call them and they will send a letter supporting the bills to both of your senators and your representative in the House. Just call AFRA at (202) 463-2732. Or FAX 202-4632708. Tara Palya of AFRA will generate the letters for you with your name on them. The origi-

nal number which we printed, which works in some areas, is (900) 230-0033.

The F-orests and Families Protection Act of 199 I is the only timber controversy legislation currently before both houses of Congress. The numbers are SB 2463 and HR 1 156. These bills strike a reasonable compromise between the nation's need to protect the environment and its wildlife and the need to protect American workers and their families from the devastation that results from locking up U.S. lands. The legislation also provides displaced loggers with economic support and assistance.

So far only about 900 have voiced their support for the bills through this program. In vote counting Washington, D.C., sheer numbers are critical for any measure to gain the backing needed.

Again we ask you to make the call. The job you save may be your own.

Drfue a,bil&bry homenowbrftee!.

up now on Owens-Corning insulation from Weyerhaeuser. Buy one half truckload and you'll receive a genuine leather Spaldtngfootball. Buy a truckload and you'll get the football and atote-bag forfree.*

rchasing Owens-Corning insulation from is smart. First, you get the sales power and reputation that

AWeyerhaeuser ng brings to your customers.

Second, you get Weyerhaeuser First Choiceru service and one-stop shopping convenience from a broad line of quality building materials. Call your local Weyerhaeuser Customer Service Center now and get ready to drive on home with your free Spalding football and tote-bag today!

*Premium applies to minimum halftruckload quantities 0f Owens-Corning insulalion purchased and invoiced through Weyerhaeuser between August I and September 30, l99l

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Pre-finished moulding can be a money maker

lA USTOMERS like moulding. V

The home magazines they read are filled with pictures showing how to use it to dress up a plain room. llut the project becomes an impossible dream for many of them when they confront the painting or staining necessary for the job.

However. this doesn't have to happen. A retailer can help a customer achieve his decorating dream by stocking pre-finished moulding. Available in a wide range of colors and profiles, pre-finished mouldings complement and enhance most paneling, wallpaper and wall colors while eliminating messy painting or staining.

Pre-finished moulding is especially suited to d-i-y remodeling and refurbishing. A do-it-yourselfer can use it to finish a paneled room, create a new look with a chair rail in the dining room, a moulding edge on a built-in, a baseboard or built-up ceiling moulding, window trim or to frame wallpaper panels. Moulding can create a country, elegant or casual mood.

The advantage of pre-finished moulding is not limited to customers. Profit is a big reason for a retailer selling it. The margins are excellent. Some stores report that they are able to sell pre-finished moulding at double the cost.

Because there is no formal industry trade group, flew figures are available on market growth. However, market surveys show strong sales growth with pre-finished moulding sharing in the decorating boom with paint grade and hardwood mouldines.

Story at a Glance

Ways to profit from growing pe finished moulding market ideas for displays, add-on sales, cross merchandising... selling tips.

Pre-finished moulding should be sold in the decorative product section with wallpaper, paint and paneling, although it certainly should be cross merchandised in the lumber area. recommends l)ennis Williams at Color (lraft. l]ecause moulding is decorative, most sales originate with women.

In displaying pre-finished moulding, a dealer can increase sales by using color photographs of applications or setting up vignettes to demonstrate the impact it can have.

Moulding is best displayed in racks to show off its color and shape. Posters demonstrating which moulding goes where and the steps involved can encourage buyers. Most manufacturers provide how-to brochures at point of sale. These should be well displayed and included in every sale.

Williams also stresses that sales people must be moulding minded. Just as they suggest brushes and paint accessories with a paint sale, they must recommend pre-finished moulding as an add-on to sales of paneling, wallpaper and paint. They also must be familiar with the installation process and be able to explain and discuss the steps with a customer. The installation brochure can be a handy tool for them.

Color matched nails and putty as well as tools needed to apply moulding should be part of any moulding sale. A shopping list posted with the pre-finished moulding will remind shoppers that they need a tape measure, miter box, hack saw, coping saw, hammer, finishing nails, nail set, staples, staple gun, white wood glue, wood putty, sandpaper to smooth putty and goggles for eye protection.

llstores put a little effort into selling it. pre-finished moulding can be one of their best profit makers.

How to sel

0ESlGt{ GALTEBY pictured on this page is a 4,500 sq. ft. living catalog of over 1,000 moulding, millwork, door, window, flooring and ceiling products for the home. Beginning with the main hallway as they enter the gallery, customers are exposed to different types of siding and paneling on the walls, hardwood floor patterns, carpet, tile, doors, windows and light fixtures. Each room has a different ceiling treatment. Numerous installed doors and windows allow customers t0 see how they look "in-place" in a homelike setting ol warmth and comfort. Hardware displays, built-in products, spiral staircases, mantels, decorative mouldings and light f ixtures allow customers to select all the decorative oroducts needed for a new home or remodel. Homeowners may come in alone or with their contractor. A conlerence room equipped with a large table and comfortable chairs allows them t0 spread oul plans and make decisions. Each visitor is greeted by a receptionist and logged into a guest book. In addition to examining products, they can touch, turn, open, close, push, pull and crank the products 0f their choice. All items displayed are available for purchase. Prices cover a wide range ot budgets. A 5200 energy efficient metal door with fiberglass panel is treated in the same lashion as a pair of carved rosewood doors selling for close to 52,000. Although installation service is not available, the gallery has lists 0l recommended contractors. The center, which cost about S80,000, has a se0arale entrance, but is connected to the main store.

illwork as igh fashion

OULDING and millwork are high fashion architectural accents in today's market and should be merchandised as such. It doesn't make sense to bury one of the most profitable and fast growing building product SKUs in the back of the lumber yard.

Building Trend Analysts, Inc. reports that millwork sales will grow an average of 50/o per year through 1998 to exceed $13 billion.

Sales of doors, windows, moulding and millwork specialties have not been depressed significantly by the housing slump. Remodeling sales to both professionals and do-it-yourselfers are continuing strong. Some figures claim that almost 750lo of the moulding used in remodeling is purchased by d-i-yers.

The hundreds of moulding designs, fireplace mantels, stair parts, entrance, exterior, interior and patio doors and window designs available are a stimulus to both architectural and interior design. Selecting products is an imaginative exercise with women being the decision makers about 600/o of the time.

Responding to the customer's need to be able to visualize how the products they are buying will look installed in their homes, many retailers are creating showrooms with simulated room settings. Homelike, these are living catalogs of hundreds of products, allowing homeowners to touch and test as well as see the merchandise.

These showrooms attract both contractors and do-it-yourself customers. The d-i-yer can find the look he wants and get advice. The contractor can bring clients to the showroom or refer them, knowing they will see a wide range of products under the most favorable conditions and receive expert guidance.

Some home centers have gone as far as giving keys to each of their

contractor customers, allowing them to bring their clients in after hours if necessary. Architects as well as contractors are encouraged to make use of the showrooms.

Showrooms come in all sizes. Some are as small as 1,000 sq. ft. while others run to 4,500 sq. ft. at a cost of many thousands of dollars. While many are a boutique within the main store, others are free standing structures. Frequently called galleries or display or planning centers, these are sometimes located away from the parent store, often in a shopping mall.

Staffs at the showrooms have honed selling skills and knowledge. Working models of products and plenty of colorful take-home brochures illustrating product benefits augment their skills. An elegant, homelike atmosphere prevails, usually with a quiet corner for consulting blueprints or discussing selections.

Story at a Glane

Successful ways to merchandise millwork...showrooms, milF work mini-houses, special dis. plays, custom racking help contractors and Gi-yers make selee tions.. displays for every store and budget

Stores which have no space or funds to build showrooms are equally inventive in merchandising moulding and millwork. Endcaps going as high as the ceiling allow simulated walls with a selection of window styles. Vignette displays show doors with sidelights. A mock millwork house illustrates doors, windows and moulding installations.

EI|DCAP door display has two levels. The upper frame offers three side displays with the lower frame displaying two sides and |0 sliding units. Exterior and interior doors as well as those with sidelight windows can be shown in this type of merchandiser.

Special racking allows customers to view doors and windows from both sides.

Locating the millwork section where it is readily seen is important. A fulltime salesperson who is knowledgeable about the products is almost a must. lf this is not possible, there must be millwork information at the service desk with signs in the department calling attention to this.

The millwork section that must be basically self serve needs signs to provide necessary information including all features and benefits such as low-E glass. Spotlights can dramatize portions of the display, while good housekeeping, bright colors and accessories such as plants create a pleasant ambiance. lf space for vignettes is limited, colored photographs showing beautiful millwork, door and window installations or a

(Continued on next page)

How to sell millwork as high fashion

(Continued from previous page)

continuous audio/visual presentation of elegant roonts can help a custonrer to visualize applications in his own home.

Think in ternrs of what wonren want when they are shopping for clothes or furniture to understand how moulding and millwork should be displayed. Attractive surroundings, displays that suggest how the product will be used, accessories to create a mood and a helpful salesperson are the hallnrarks of high fashion retailing.

||l0utllltlG and millwork displays in home centers can be grand and luxurious or simple and practical, but they must allow the buyer t0 visualize how the 0roducts will look installed in his home and oive him an opportunity to test the efficiency ol their operation. Hardviare must be in place for function as well as appearance. Knobs, handles, levers and cranks must turn, doors and windows must ooen and close. The hands-on experience is as important to a buyer as the visual appearance. The people component cannot be lelt out of the selling process. A lovely showroom is no substitute or replacement for a sales person who knows the features and benefits of the oroducts on display. Signs can serve to inform initially, but it takes a person to complete the sale by offering personalized service such as explaining why one window is more energy efficient than another or how windows or doors and sidelights can be combined to create visual impact. Stores with a high percentage of do-it-yourself customers have found it hel pful t0 turn the showroom into a classr00m periodically t0 teach customers how easy it can be to install replacement doors and windows. One st0re conducts replacement window seminars on Saturdays, teaching customers how to measure for and order new windows as well as how to remove old windows and install the new ones. The 1-112 hour sessions, for 20-30 people, have been highly successful, resulting in increased sales.

Technology changes products

S tIOMI:OWNERS demand higher perf,ormance fronr doors and windows, emerging high technology materials will enable manulacturers to respond.

"Wood composites, extruded thernroplastics, glazing and other materials will all play a part in transforming wood doors in the '90s and beyond." says Jim

manager of technical services. "The weight and cost of wood doors will decrease while performance increases. "

Two types of structural wood fibers, which can be engineered to meet Specific Strength requirements, will gain prominence as coring materials: oriented strand board and parallel strand lumber, according to Benney. These composite wood products, which easily accept decor face material, can replace conventional solid wood stiles and rails and will allow more complete utilization of each tree felled.

New patio, l'rench and entry doors as well as windows will offer an option of privacy protecting electrically charged glass that switches from clear to cloudy with the touch of a button. Hardware will include computerized locks that recognize voices or fingerprints.

Improved weatherstripping and seals, especially extruded thermoplastics, will improve wood door performance in terms of energy efficiency, sound attenuation and fire/ smoke protection. Increased energy costs have made homeowners more sensitive to how doors and windows can help reduce heating and cooling costs. With estimates that the amount of energy lost through windows nationwide equals the output ol the Alaska pipeline, homeowners have become anxious for replacement products that offer better thermal protection. They are demanding windows and doors that have higher R values and lower U values. Manulacturers are responding with products listing R values as high as 6.-67 and U values as low as 0.15.

One of the biggest developments in windows during the last decade, Low E glazing is a transparent metallic oxide coating placed on the glass. This reflects energy back into a heated room and in warmer climates keeps heat out of a cooler room. With softcoat Low E windows. the

reflective coating is placed directly on one layer ofglass and then sealed inside an insulated window.

Argon gas fills provide super insulation when used to fill the airspace between layers of glass. An inert, nontoxic gas that has less thermal conductivity than ordinary air, it is predicted to be used increasingly to enhance Low [: glass.

In addition to energy efficiency, consumers are demanding protection against damaging ultraviolet rays. Some products, such as Supersmart windows and doors from Weather Shield. claim to block out nearly 9506 of these rays which discolor and fade home furnishings.

llecause homeowners have less time, they are insisting upon products that require lower mairrtenance. A factory applied polymer coating to keep windows clean longer and aluminum and vinyl clad windows and doors help to answer this need.

In addition to demanding energy efficiency and easy maintenance, buyers show great interest in high quality appearance. Materials such as real oak and bright genuine brass are in demand. Half circle windows, roundtops, divided lights and custom windows also are favored.

Story at a Glane Technology answets customer€' demands for better thermal protection, higher R and lower U values, ultraviolet protec'tion, less maintenanoe, higher quallty. .new products aim to satisfy expectations.

Benney, National Wood Window & [)oor Association

Gaulks, sealants & adhesives can be profitable

lA AULKS are used for windows, \, doors and bathtubs. The range of sealants and adhesives, though, is much broader. Each product has its particular applications.

With so many products, don't let customer confusion block a sale.

Story at a Glane

Ways to make buying caulks, sealants and adhesives easy ior the customer. inbrmation and cross rnerchandising with re labd prcducts arc musts.

up so they remain looking good and organized," says Thomas. "lf they're lying down, the label print might smear or the tubes might crease so it looks as if they've been used." Upright containers also are more eye catching.

But the key to caulk, sealant and adhesive sales is cross merchandising. "You don't buy it without a project in mind," says Dan Nixa, marketing manager for Macco Adhesives. "Not many people walk into a store to pick up 10 tubes of Liquid Nails just to have around the house. It's very project specific."

tising. Yet as the products become increasingly easy to use, they make nice additions to sales circulars. "They're good products for advertising. Tubes of caulk are great to sell at a real good price or to give away for promotions," says Thomas. "Now that they're easier to use, people are using them more freely. Everyone thought silicone was not the easiest thing to use."

Direct advertising and promotions to the correct buyer. "There are two different types of buyers: the

"Consumers are often leery about purchasing these products," says Tammy Thomas at MacklanburgDuncan. "lt can get very technical and consumers need help in choosing the correct product for their needs."

Utilize product cards which tell what the product is and what it's used for and on. Selector charts and cross reference charts can be helpful. Slide charts can help buyers determine how much of a product will be needed. Headers can both sell and educate. Entire displays with signage are available.

"We try to take much of the guesswork out of choosing with our labeling," adds Thomas. "lt says if it's a 15 year caulker, a 25 year or a 35 year caulker."

Many manufacturers offer wire dividers so tubes can stand upright on the racks. "Tubes should stand

Position from a small selection to a stack of cases next to related products. Caulking can go by the windows, doors and bath products. Put adhesives near the mouldings, paint, subflooring, plywood, decking and floor and wall tile. Small squeeze tubes of adhesive make good impulse items.

For the most part, caulking, sealant and adhesive companies don't spend much on consumer adver-

building material buyer for adhesives and the paint/sundry buyer for caulking," says Nixa.

While an equally viable target, contractors are more difficult to reach. "Contractors go in the back door, pay by charge and walk out," Nixa says. "The contractor desk is a small area. There's not much room for displays, so dealers will usually show high end items like $300 or $400 power tools. You can't blame them. A tube of caulk goes for $3 or $4. A tube of adhesive, maybe 900 to $1.69."

They're low end items, but they can be profitable ones when added to project sales.

Economically speakingr things are looking up!

HE WESTERN states have been in the economic doldrums for quite some time, but by every economic indicator the past few years have been pretty good and the rest of 1991 and all of 1992 should be something to sing about.

The retail lumber and building materials industry understandably expands and declines with the construction industry and especially the residential housing industry. In Colorado, housing has been on the downward skids since 1983. until it bottomed out in 1989. California isn't expected to bottom out until the end of 1991. Nevada was a latecomer to the housing boom, having peaked out in 1988. Housing there isn't expected to start upward again until next year, and then by just a smidgen.

How do I know all of this? I get my information from the Western Blue Cltip Economic Forecast put out by the Economic Outlook Center of the College of Business at Arizona State Uniyersity. They advertise that their information is "What the Blue Chip economists are saying about the western states." The newsletter was recommended ,to me by Jim Beardall, president, Anderson Lumber Co., Ogden, Ut., who studies it with an eye to the future. You can't get a stronger recommendation than one from Jim Beardall!

I took the Economic Forecast and translated it into a 28-page report for our members, mainly in the form of picture graphs. I added a few economic indicators of my own to those offered by the blue ribbon panel of experts. Namely, I translated a num-

ber of key figures into values per 1,000 persons, or values per individual. I have a hard time dealing with gross figures. I want to know what things mean on an individual basis.

Using my figures of numbers of residential permits per 1,000 persons, you will find that Colorado and California are just about tied for this year, according to the economists, at 4.34 and 4.38 permits per 1,000 perSONS.

Story at a Glane

Economic indicators favorable for rest of '91 and '92 trans. lating figures into values per 1,(Xlo persons gives statistics a new twist Nevada housing permits through '92 climb off chart Colorado & California tie...

Arizona issued more than twice the number of permits per 1,000 persons as Colorado in 1987 (2.52 times more to be exact). The rate was 13.41 per 1,000 for Arizona and only 5.32 for Colorado. Texas was at a puny 3.0 permits per 1,000 persons in 1987 and will be lucky to see 2.97 for 1991. while Arizona will suffer at 7.75, which is still about 8006 higher than Colorado. Nevada's permit rate peaked out in 1989 at26.29 residential units per 1,000 and is down to 18.65 for this year.

We all know residential construction is down because of the devastating effects of the energy bust of the early 1980s, changes in the tax laws in 1986, the general slowing economy which went along with controlling inflation, and now the banking and S & L crisis. But the question is, "How bad is the economy, really,

Desktop publishing for dealers

Ll OW many of you recognize this scenario? It's 4:30 ff Friday afternoon and you haven't seen a proof of the ad you're running in the Sunday paper. When your rep finally does show up, he's in a rush to get back to the office before the layout people leave. You better hope there aren't many corrections because the production staff will get upset if they have to stay late on Friday.

With a desktop publishing system, you can avoid this scene and put away the Xacto knife, pica rule and rubber cement or, if you do your ads like I used to, your scissors, ruler and glue stick. Computerized publishing systems are revolutionizing the way independent building material dealers can produce their own advertising in an efficient, cost effective manner that puts them in control.

For desktop publishing to be worth the money, you

should produce more than advertising on it. Depending on the software you purchase, there are lots of ways to use your PC when you aren't doing ads on it. Business forms, spreadsheets, form letters, tracking co-op advertisingthe possibilities are limited only by your software and your imagination.

Using a PC, page layout software and a printer, one person can complete all the steps for an ad, from layout to camera ready art, on screen. The PC eliminates pencil layouts, typesetting and pasteup. lt also allows a retailer to keep (or move) the entire advertising program inhouse.

Employees in the advertising department don't have to be computer literate. Within a week, they can be trained to be productive with working full speed achievable within a few months. It helps if they know the basics

A Touch of Class

Are your s$tonrcrs tookirng for drcorntive nwffihgsT

Carroll Moulding Co. has the largest selection of decorative mouldings in Southern California, including dentilsembossedsmall and large profilescorner and plinth blocks, in poplar and red oak.

QunW selk. O[fu your u$tamers t c[nssb tarcfv of eIEantz. A fuII selrcaon of sohl woo[ cnrnirz, chnh rat[, c.ostttg und 6ase6osrd moullmgs combmng tfu orn*te {ztnt of p(nstzr mouHbq with fic. naana[ wsrmth of wood.

of effective advertising and how to type. A PC is an artist's tool, not an artist. lt can do only what it is told to do.

How much is it going to cost? Hardware and software requirements for desktop publishing vary according to a user's needs. Basic black and white ads require a minimum of equipment. Four color ads require more equipment and more sophisticated software.

From my own experience, I suggest that you consider the following when you make your purchase:

(l) Do not underestimate your requirements, especially when purchasing memory and storage. Get as much as you can for the money you want to spend.

(2) A full page or two page monitor will increase productivity and reduce hassle.

(3) If you plan to invest in a scanner and use it regularly, purchase a full page, stationary one (looks like a small copier), not a hand held model.

For black and white ads, basic requirements are a computer with at least 20 megabytes storage and 640 kilobytes of random access mernory (RAM), a monitor with at least VGA graphics capability and a laser printer with a minimum resolution of 300 dots per inch (dpi) for prooling work. You might consider a scanner to scan line art into the computer for placement on a page, but you can use black and white line art and photographs.

Required software includes a page layout system, a word processing or text program and a selection of fonts (type styles). An illustration program such as Adobe Illustrator is useful, but optional.

To produce color ads, the equipment needs are more sophisticated: a color monitor and CCA (color graphics

adaptor) graphics capabilities, at least 40 megabytes of storage capability and 1.2 megabytes of RAM, a color scanner and a colorscript printer for proofing ads. An illustration program is required to produce color separations for line art.

Be aware of hidden costs. Many DTP programs work best with a mouse. Although some systems have a mouse, it is optional with others. Adding one requires an additional "card" or circuit board. It is tempting to add more advanced and expensive software and hardware to increase the speed ofa system and produce more professional looking results, but newspaper quality ad slicks can be produced by using a service bureau for the final output. This costs between $7 and $15 per page, but a service bureau can print an awful lot of pages for the $30,000 that a 1000 dpi printer costs. Make sure that the service bureau you choose is compatible with your software and fionts to avoid major problems.

Story at a Glane

llow to produce ads, f,yers and statement stuffers. basic equipment requirements suggestions for setting up in-house advertising departments.

In addition to producing ads suitable for newspapers or supplements, you can print statement stuffers, flyers, direct mail pieces and catalogs. With a desktop publishing system, there's virtually no limit to what you can produce.

..,...].'..l'....,,..'.:.....,*u',iie'ohi;**isi'ro" by an':',EaSter Sunday fir€,.,'lplus revamping the debarkbriri;lrl6g..t.,.,, infeed system and lumber and waste handling systems in preparation for a late summer start up....

NEWS"ERIEFS

""::61i:,'2t/mDeropens a 7,000 sq. w.-iid!i, or., and i,alplt\ PRO ft. showroom and 24,W0 sq. ft. Builders Supply, Kaysville, Ut., warehouse in Bend, Or.. this were named Pro ' Hardware rlonih..;';t',;''::f,';:.Tiuitti& lilhite L,umber retailers of the yearr.q,,.t,r;..,..',..,t.''.',, Cq,lr;.:,,..lt$btikbrigy, Ca., opned a :::ll:r':.',,:,:.',, ' 5,200 sq. ft. d-esign showroom in The Terry Companies,Tarzana, 1t1""^lt, r!. \r9lrEfr Drruwru{Jl.r| ilt t,rtY:,.,:t::(.1:il{,::9.Vilt$lr!Vr!::.:,:|:tiil',Aatta, Danville, Ca. ... Ca., purchased Fleming Lumber, Los Angeles, Ca., with the Terry Contractors' Waretrcuse opcn- L;ibtr""u;t ail to d" irp a"g. ed its first No. Ca. outlet in 5 North Hiehlands (Sacramento). C;. -. .co-paaia tiitei yarai ii Keller Lumber -Sa/es /rc-, Red-

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lispei. .

J,[# i'i g'."d' C.'^;n"".-o '" ;tq99-* Att sn* Rock & Aggregate, Ne*poit, Or., Roger Rand mgr. Merced, Ca., Everett Wen- hi.."Ogi"ili;'WooaYiiiiini. . Moore. Llmber and Hardware strand, mgr., covering^Bay.Area/ Jasper, and White City MiH Woi*, Co., Castle Roqk,, Co., opened a Stockton _sales . . . Al Martin has -tnt.,' iii€ merged "*iih Wi,ii; third^store in Elizabeitr,'Co., ai opened t(artfi B22ttyr1 Whgte- 7;; i;;i,t]"ir7.l*rttuliline tr," the former McCasland Lumber sale.Lumber.Cg.,Pl Cajon, Ca-, ioiporate name n Ciii|dffiii- yard. . specializing in fencing,.clear.red- tiiiiiiitrii;'b; Sp"lffi;,".t) wood and ltr, and spectal mtlltng gen mgr., Al privetle, sales/pro_ Home Depot, which will ex- orders. . duction manager for Jasper, Don p.T_{t:.Huntington Beach, Ca., Tamalpais Lumber & Mitting Casebier, superintendent of drystore and build a. new unit in Co., Inc., petafuma,'C; ilii'ffi i.n-g.an{-planing operations, and Cam,pbell,, Ca., is testing^an closed by Sierra point Lumberand ,4Tke tvl-cCarty, superintendent installed sales program in its san -pq;rij;., 1r..,-Sun pr*.ir.q gl^y-o-od treating operations for Diego, ca., markdt. . C;:::fr;;:,/;;:ir:?:

Springs,.Co-..yas ;9ld jo;RogBr ;i;t;&:l|li..;...it.,.:.1'l:"- 'l{ii;rr,: 'ssvv Schutte by Gilbert Harris, who is retiring . . Grossmon's Western Lumber Products, San Gabriel, Diu. opened a seventh store next Ca., is a new office wholesalei to its new hq. in sacramento, with inventorv. doine contract 93. . . . Burkey Lumberyards, purchasing; i6undei: Roberr Rifle, Grand Junction and kincaid .l.' Kincaid Hardwood Montrose, Co., have been ac- Co. is a new Fair Oaks. Ca.. firm quired by Tom Watt, owner of started bv Craie ' Kiricaid Brookhart's /rc., increasing that (Robert's brother),-ipecializing firm to l0 locations. . in serving wholesalers, distribul

tion yards and manufacturers U.S. tariff on Canadian shaka Narionat wood Producrs has ;lr;;

phased out its Los Angeles, Ca., Forest Products has moved from design value changes determined branch . . Ganahl Lumber Co. 2600 to 2500 S, Susan St., Santa by In-Grade Testing become held a contractor€rand opening Atlq, -C_1.,_^tglephone remains effective this month (see etory p. contractor grand Ana, Ca., telephone (* night for its new Carden Grove, (714) 549-5840... 24).... Ca., location...

""|',''""Ciil!fornia Cascade, Industries, l..'.:t,ll.ll.l,l ;;ag

(latest re- Sacramento, Ca., hasr'rlpuriha$€d 'r firgl$:)' were up 5-2%' to an JaCfamentO, UO., fl&$'rrFllfClle$€q I IttgrS.J Were Up f.-lYlo' tO two acres dOjoining it's 15 acre annually adjustdd pace of 1.04 facility for the rnanufacture of million units. single family redwood planters Michigan- starts rose to an 868,0@ annual Cali.fornia Lumber Co., Camino, rate and multis to 172,000. Ca.,' h6$''.6p6ired damage caused permits:,r,,:edged up, J,f$'x'' :.

Crr,or"rs tell us that the consistent quality of the products we make is what keeps them coming back. For more than 40 years they have relied on Sequoia Forest Industries to ensure the lengths and widths are as ordered with no hassles about qrade. Our precision cutting standards are the highest in the industry. And our Fresno location means fast, over-night deliveries to maJor California markets. Job site deliveries when requested.

S"oroiu manufactures Ponderosa and Sugar pine in 5/4 and 614, White fi 2x4 and 2x6, and long-lasting lncense cedar. We are the largest producer of pallets in the stateover 6,000 each day. We even make decorative bark and forest humus.

A broad range of quality productsthat's today's Sequoia Forest Industries.

g uoia Forest lndustries

IUSTOM OBDM$

CALENDAR

AUGUST

National Wood Flooring Association - Aug. l4-15, wood flooring seminar, San Diego, Ca.

Dub's Ltd. - Aug. 16, golf tournament, Las Positas Golf Course. Livermore. Ca.

Spokane Hoo-Hoo Club - Aug. 16, installation of officers meeting, Spokane, Wa.

Wood Moulding & Millwork Producers Association - Aug. 2l-25, summer meeting, Oak Brook Hills Hotel & Resort, Oak Brook, ll.

Western Hardwood Association - Aug. 22-23, grading school, Red Lion Inn, Kelso, Wa.

W.O.O.D., Inc. - Aug. 26, golf tournament, Lakewood Country Club, Lakewood, Co.

SEPTEMBER

National Wood Flooring Association - Sept. 4-5, wood flooring seminar, Phoenix, Az.

Building Industry Credit Association - Sept. 5, credit management seminars, Holiday Inn, Torrance, Ca.

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San Diego Hoo-Hoo Club - Sept. 7, golf tournament, Rancho San Diego Golf Course, San Diego, Ca.

Yakima Hardware Co. - Sept. 7-8, annual market, Yakima Convention Center, Yakima, Wa.

Hoo-Hoo International - Sept. 7-13, annual convention. Fairmont Resort, Leura, Australia.

California Redwood Association - Sept. 10, annual meeting, E.ureka lnn. Eureka. Ca.

Lumber Association of Southern California - Sept. 10, Second Growth dinner meeting, Sheraton Industry Hills Resort, lndustry, Ca.

Big Show - Sept. 10-12, construction expo, San Francisco, Ca.

Cedar Shake & Shingle Bureau - Sept. l2-14, annual meeting, Red Lion Inn, Bellevue, Wa.

National Housewares Manufacturers Association - Sept, l3-15, show, Atlanta, Ga.

Western Hardwood Association - Sept. l4-17, annual meeting, Red Lion Inn, Sacramento, Ca.

Western Wood Products Association - Sept. l4-t7, iall meeting, Westin Hotel, Seattle, Wa.

Dub's t,td. - Sept. 20, golf tournament, Fountain Grove Ciolf Course, Santa Rosa, Ca.

Inland Empire Hoo-Hoo Club - Sept. 20, election olofficers, Shandin Hills Golf Course. San Bernardino. Ca.

Bygg-Reis Deg - Sept. 20-29, Nordic building exhibition, Sjolyst Exhibition Center, Oslo, Norway.

Quo.jem - Sept. 22-25,international hardware, tools & d-i-y show. Paris-Nord Exhibition Grounds. Paris. France.

Building Industry Credit Association - Sept. 25, lien law seminars, Holiday Inn, Torrance, Ca.

Woodworking, Machinery & Supply Fair - Sept.28-Oct. l, Anaheim Convention Center. Anaheim. Ca.

American Plywood Association - Sept. 29-Oct. l, annual meeting, Red Lion Jantzen Beach, Portland, Or.

National Hardwood Lumber Association - Sept.30-Oct. 2, annual meeting, Fairmont Hotel, San Francisco, Ca.

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WESlIERN ASSOC[ATI[ON NEWS

Mountain States Lumber & Building Material Dealers Association when they surveyed those attending [ound that free admission was considered a very important feature of the recent Denver Building Materials Buying Show.

The top 10 issues in order of importance to the attendees were:

(1) Free admission.

(2) Seeing old friends and business associates.

(3) A chance to see new products.

(4) Learning about new products and services.

(5) Special discounts and prices.

(6) Free food available.

(7) Advance mailings from the association and exhibitors.

(8) Educational programs.

(9) Non-smoking eating and rest area.

(10) Late show hours (8 or 9 p.m.).

Survey responses were also ranked by

variance in scoring. Issues with the highest degree of agreement and the lowest variance were:

(l) A chance to see products.

(2) Learning about new products and services.

(3) Seeing old friends and business associates.

(4) Free admission.

(5) Advance mailings.

(6) Free food.

(7) Special discounts and prices.

(8) Being personally contacted in advance by exhibitors.

(9) Educational programs.

(10) Meeting top oflicers of exhibiting companies.

Western Building Material Association is advising its members that they are missing a profitable niche in the building supply business if less than 2006

of their total sales are special orders.

However, they advise that special order sales priced by the sales force with little direction from management leave a lot of money on the table. Freight, they say, is one of the gremlins that can turn a special order sale into a profitability nightmare since sales people often underestimate freight cost or forget it.

To avoid having to eat special order lreight charges, they recommend:

(l) Require that a purchase order be issued for every special order sale. Include a line on your purchase order for entering either actual or estimated treight.

(2) Especially on low volume special order sales, lreight can represent a large percentage of your cost. Instruct your sales people to include freight when arriving at the price they quote the customer. Mark up freight as well as the cost ol the merchandise.

(3) Advise customers that freight has been estimated. lf freight comes in higher or lower than estimated, it will be adjusted.

(4) Give your sales people mark up or gross profit margin guidelines for pricing special order sales. Margins need to average slightly higher to cover extra handling costs.

(5) lf the customer is a stranger, charge a 10006 deposit. IIthe customer is a cash customer, but lamiliar to you, charge at least a 500/o deposit.

New Grading Rules ln Print

Following approval by the American Lumber Standards Committee of submissions made by U.S. and Canadian rules writing agencies, new in-grade design values witl be included in the 1991 Western Lumber Grading Rules book being published this month.

In discussing which set of design value numbers, the current ones or new ones, the building industry should use, Western Wood Products

Association's technical director Don Wallace said that the new numbers, which have now cleared a lengthy approval and consensual process, are the best ones. "We recommend that builders, architects, engineers and designers learn and use the new numbers as soon as they are available," he said, noting that the testing program was the most exhaustive and massive ever conducted on lumber.

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Building professionals with questions about the numbers, or anybody having problems with local code approvals involving the new values, may call WWPA for help. Either Wallace or Dr. Kevin Cheung,

Design Values Seminars

Retail lumber dealers and wholesalers will have an opportunity to learn about the new dimension lumber design values at seminars this fall.

Sponsored by the field services department of the Western Wood Products Association. a two hour morning seminar will cover test procedures, new design values, species groupings, format, design procedures, impact on the marketplace and code acceptance. Afternoon sessions will be slanted to architects, engineers. building officials and truss labricators.

Dates and locations: Sept. I l, Holiday Inn, Torrance, (.'a.: Sept. 16, Red Lion Hotel, San Jose, Ca.; Sept. 30, Stouffer Stanford (lourt, San Francisco, (la.l Oct. |, Ramada Hotel, Alburquerque, N.M., Boise State Student Union, Boise, ld., Sheraton Tempe, Tempe, Az.; Holiday Inn Northeast, Sacramento, Ca.l Oct. 3, Loews (iiorgio Hotel, I)enver, Co.; Ramada-Old Town, San I)iego, (.'a.l Oct. 8, World Forestry (lenter, Portland, Or.; Oct. 15, lloward Johnson Hotel, Salt Lake (iity, Ut., Bellevue Hilton, Bellevue, Wa.

R etailer/wholesaler sessions run from 8:30l0:30 a.m. There is no charge and reservations are not necessary. Questions? (lall wwPA, (503) 224-3930.

Burns Lwnber Conpany ...Doing the job for 64 years and still stand.ing tall.

WWPA's manager! engineering r&d, will answer any questions that may arise.

Wallace also notes that the new values ate not going to make huge changes in existing designing, engineering and building practices. For example, the new values stipulate that with some species and widths, a l4-foot span be used instead ofthe current l6-foot one. or that a No. 1 & Btr grade may need to be substituted for the No. 2 currently in use. However, most builders were, in practice, using only a 14foot span to begin with, and only in special circumstances would a No. I

& Btr need to be substituted for a No. 2.

There may be occasional regional differences, but Wallace says these will be the exception rather than the rule.

In the normal course of events, it would take about three years for final approval of the new values by the three major U.S. code authorities and incorporation of the new values into their codes.

While that process is now in its earliest stages, the National Forest Products Association will seek a National Evaluation Report (NER). This NER, recommending the use of the new design values, will be distributed to every building department of all three major code authorities. This is expected to occur by Feb. l, 1992. By pursuing this course, the new design value num-

bers will thus be available for building professionals to use in advance of final approval by their local building code.

In the meantime, during the coming year WWPA and various other U.S. lumber groups will conduct a series of seminars for building professionals in major cities across the country, helping to educate them about the new values and what they mean.

Forest Ad Campaign On

The American Forest Council has launched its latest advertising program on CNN, Headline News, Washington, D.C., area network tv stations, Newsweek and U.S. News and World Report.

The l99l campaign emphasizes the forest's diverse values-from

wildlife and natural beauty to wood products-and industry's ability to reach a balance under proper forest management.

Funded by 18 forest products companies, AFC's long range communications program is now in its third and final year.

Truck Driver Drug Testing

Federally mandated random and post-accident drug testing of truck drivers may begin by mid-August.

The U.S. Department of Transportation/Federal Highway Administration drug testing rules had been on hold until an appeals court recently lifted a lower court injunction.

The FHWA is still considering giving an extension to companies with 50 or fewer drivers.

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Armstrong Introduces D-i-y Tile Products

Many of the problems home centers have with displaying ceramic tile and stocking it in an attractive, orderly fashion are solved with merchandisers designed to debut Armstrong World Industries' new tile products lor do-it-yourselfers.

look of granite and marble. Matte, semigloss and high gloss finishes in neutral and accent colors combine with smooth. undulated and textured surfaces, rounded and straight edges. [)ecorated tiles and accessories complete the line.

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A full line of residential ceramic tile including floor tiles comes in solid and textured colors as wellas the

To encourage d-i-y sales, Armstrong offers a guarantee that if the do-it-yourselfer is not completely

satisfied with his installation, the company will provide free replacement tiles. This is similar to the guarantee which has been successful in marketing their floor covering products.

Detailed instruction sheets aim to make the job satisfying for d-i-yers. A color code system used on the tile cartons, adhesives, mortar and grouts helps in selecting the proper installation products.

In addition, Armstrong has developed a comprehensive merchandising system for the do-it-yourself market. A display which adapts to either ll-frame warehouse racks or gondolas presents the entire line to the shopper and stores the stock. To encourage self service, each product is presented with a room scene photograph in color, complete product features and benefits and mounted full size samples of available colors.

Shelves located behind the panels, which open like doors, can hold the SKUs necessary for at least two sales. Information on required tools, installation products, trim pieces, an estimating chart and free installation brochures comprise a complete point of purchase display. All cartons and containers have a UPC code.

The l9 patterns for home centers were introduced to stores in the midAtlantic states last month and will be available nationwide bv the end of the year.

Maiority Opposes Owl Reserve

Overall, 8l% of the respondents to a recent poll said that protecting spotted owl and old growth forests would result in job losses for large numbers of people in the forest

products and related industries.

About 540/o said the risk ofjob loss in those industries from spotted owl and old growth protection was unacceptable.

When those who said the risk of job loss was acceptable (370/o) or were undecided (90/o) were asked how many jobs they would be willing to sacrifice, 220/o said they were unwilling to lose any jobs.

"Only 10% of all respondents said they would support a proposal that would cost more than 10,000 jobs," said Mark Rey, executive director of the American Forest Resource Alliance. "Residents of the Northwest are not ready to accept large set asides of land to protect the owl with those kinds of costs, but many bills in Congress would do just that."

The poll showed 54% strongly or somewhat oppose laws that set aside large areas for the owl. In addition, Tloh of Oregon and 65% of Washing-

ton respondents said large set asides would have significant negative economic impacts on their states.

Spotted Owl In High Court

The spotted owl flap is now in the Supreme Court with justices agreeing to review a lower court ruling declaring a federal law authorizing logging in the Pacific Northwest unconstitutional.

The 1989 law temporarily barred environmental lawsuits against logging in old growth forests populated by the spotted owl in Washington and Oregon. The bird is designated a threatened species by the US Fish and Wildlife Service.

The court has recessed until Oct. 7 with a decision expected sometime in 1992. The Bush Administration has challenged the lower court rulins.

Bill Sullivan, Golding Sullivan Lumber Sales, Tustin, Ca., and his wife. Nancy, enjoyed a recent Caribbean cruise.

Steve Little, Union Forest Products. Stockton, Ca.. took a recent salmon fishing trip to Alaska. George Little and his wife, Mignon, toured the South on a red oak buying trip, based out of Memphis, Tn.

Robert T. Foy, Costa Mesa, Ca., is the new So. Ca. district mgr. for Azrock Floor Products.

John Dunn has joined the sales staff of Timber Products Sales Co., Springfield, Or., as transportation mgr.

Roy Liles, California Sugar & Western Pine Agency, Empire, Ca., is back from a So. Ca. vacation.

John Osgood, Tradewest Hardwood, Wilmington, Ca., is in Chile on busiNCSS.

Donald Tschan has been named northwest district sales mgr., based in Bellevue, Wa., for Teco/Lumberlok, Hayward, Ca., reports Edward P. Mooers, v.p.-sales & mktg.

Larry Blagrave has opened a sales ofliee in Redding, Ca., for his new cutstock plant, Pino Exporta, Durango, Mexico. Stu Westlake is gen. mgr. of the plant.

Scott Klein, v.p.-mktg. & administration, PrimeSource, Irvine, Ca., is a panelist in a space management seminar at this month's National Hardware Show, Chicago, Il.

Judy Murphy has retired from Stockton Wholesale Lumber Co., Inc.. Stockton, Ca., according to Lee Turner.

Cathy Vidas, El & El Wood Producrs, Chino, Ca., has returned from a trip to Hawaii, where she viewed the full solar eclipse.

Doug Brandt is now merchandise mgr. lor HomeClub, Inc., Fullerton, Ca., overseeing garden, nursery, furniture & seasonal depts., according to pres. Jim Halpin.

Joe Bowman, Bowman Lumber Sales, has returned to Cloverdale. Ca.. from a 2,100 mile solo motorcycle tour of Or., Id., Ut. and Nv., celebrating 45 years of motorcycling.

Tucker Smyth, Skookum Lumber Co., Olympia, Wa., is back from a Pacific Northwest sailing trip.

Don Comer has been promoted to sales mgr. at Fibreboard Box & Millwork, Red Bluff, Ca., succeeding Larry Blagrave.

John Thorlakson, Tolko Industries Ltd., Vernon, B.C., Canada, was named pres. of the Pacific Lumber Inspection Bureau, replacing Ron Dersham, Weyerhaeuser Co. James Manke, Manke Lumber Co., Tacoma, Wa., is lst v.p., and directors include Philip Davidson, Davidson Industries, Mapleton, Or.; Jack Taylor, Weyerhaeuser, N. Bend, Or.: Jim Hallstrom, Zip-O Log Co., Eugene, Or.; J.W. "Bill" Latimer, Willamette Industries, Lebanon, Or.l Robert Spence, Packwood Lumber Co., Seattle, Wa.. and R.R. "Bob" Waltz Jr., Seattle-Snohomish Mill Co.. Snohomish. Wa.

Aaron Anderson, Lignum Lumber, Vancouver, B.C., Canada, has been elected pres. of the Machine Stress Rated Lumber Producers Council, succeeding Dennis Vaagen, Vaagen Bros. Lumber Co., Colville, Wa.

Don Koch, Building Material Distributors. Galt. Ca.. is back lrom his annual May cattle drive at Spanish Springs. He repeats as trail boss in October.

Jerry Higman, Reliable Wholesale Lumber, Temple City, Ca., and Dave Bufd, Mesa Forest Products, Costa Mesa, Ca., placed l4th out of l4l at the Lucerne Valley Jam 200 off-road race in June.

Buck Yaeger, Yaeger & Kirk, Sonoma, Ca., is recuperating following back surgery.

Herb and M.J. Eaton, Minton's Lumber & Supply, Mountain View, Ca., recently became grandparents twice within eight hours when children Debby and Steve Schultz had Nicholas Scott and Kim and Greg Black had Pamela Jean.

Jay and Babette DeCou, DeCou Lumber Co., Atascadero, Ca., are the proud parents of Katie DeCou, born May 5, 1991.

Tom and Anne Richert, Richert Lumber Co., Pleasanton, Ca., recently returned from a trip to Jamaica, with all expenses paid by Georgia-Pacific.

Donald Walker is the new v.p.-sales at Tri-W Distributors, Inc., Kirkland, Wa. Boyd Cochran is gen. sales mgr., and Jason Robinson, sales mgr.

Diane Mayfield, wile of Joe Mayfield, Mendo Mill & Lumber Co., Ukiah, Ca., just received her Masters Degree in lamily and child counseling from Sonoma State University.

John D.C. Roach, formerly ol Manville Corp., Denver, Co., has joined Fibreboard Corp., Concord, Ca., as chairman, pres. and ceo.

Claude "Scotty" Scott has joined the wholesale dept. at Wisconsin-California Forest Products, Redding, Ca.

Robert F. Higgins has retired as exec. v.p. at Pacific Lumber & Shipping Co., Seattle, Wa.

Jerry Hahn, Stone Forest Industries, Medlord, Or., has been transferred to Flagstaff, Az., as western lumber sales mgr. Emil Romero and Randy Schaal are Rocky Mountain Div. sales reps, and Keith Rich is regional gen. mgr.

Jim Ben Edens, pres., Palmer G. Lewis Co., Auburn, Wa., has been promoted to pres. of parent Huttig Sash & Door Co., succeeding Stuart P. Wells, now chairman.

Dean Herbst has joined Latham Lumber Sales and Atlantic Door Co.. Roseville, Ca., as gen. mgr. of the sister cos.

Bud Filler, Filler King Co., Homedale, Id., and Joe Hucke, Timberweld Manulacturing, Billings, Mt., have been elected to the American Institute of Timber Construction board of directors.

Andrew W. Miller is new to Stimson Lumber Co., Portland, Or., as mgr. of strategic planning.

Charles R. Robbins is now v.p.. of J.E. Higgins Lumber Co., Concord, Ca. Michael Flener is controller.

Pete Jones has joined the sales force at Mesa Forest Products. Costa Mesa. Ca.

Karen Larson, McCormick & Baxter Creosoting, Portland, Or., is now gen. mgr. of Or. and Ca. operations.

Lorena Marodi. Dave Molhoek and Vaughn Hoskins have joined Lynn Forest Products, Corona, Ca.

John W. Tritch has been promoted to v.p.-plywood operations at Columbia Forest Products, Portland, Or., reports pres. Andrew J. Honzel. Drew A. Honzel is now gen. mgr. of subsidiary Columbia Plywood Corp., Klamath Div.

Wayne E. Whitespeck, quality control supervisor at Mungus-Fungus Forest Products, Climax, Nv., has been hospitalized with stained heart, report Hugh Mungus and Freddy Fungus.

(Please lurn lo page 46)

New Millwork Firm In Custom Jobs

Specializes

Pacific Mill & Lumber Co., Inc. is a new firm specializing in the sale of wholesale redwood lumber and custom milling. Starting business in July 1990, they sell to lumber yards and home improvement centers. Their market extends from San Diego to Santa Barbara, Ca., and from the Pacific Ocean to Las Vegas, Nv. The mill, which began operation in January 1991, provides custom milling and quality workmanship to the industry.

One of their more recently completed projects supplied both redwood uppers and quality millwork for the Leonis Adobe in Calabasas, Ca., a 175 year old home built of adobe and redwood in the Monterey style.

Pacific Mill & Lumber Co., Inc. is located on 5-112 acres on West Slauson Avenue, an industrial section of Los Angeles, Ca. Their eight employees, combining their talents, have over 150 years of experience.

Owl Threatens Sierra Timber

Green timber in the Sierra Nevada Mountains of Northern California that has been sold or advertised for sale will not be affected by a new policy placing sales under an additional level of review by the U.S. Forest Service to determine if logging will be detrimental to the habitat of the California spotted owl.

Timber companies that have already been authorized to harvest living trees in the Sierra will not be affected even if logging has not yet begun, Matt Mathes, a Forest Service spokesman, said. "The Forest Service is still going to cut trees. What we're trying to do is do it in as environmentally sound a manner as we can."

The industry reacted strongly to a July 10 newspaper report which Mathes labeled inaccurate. The article implied that all sales of live timber in the Sierra Nevada had been stopped. Both the California Forestry Association and the American Forest Resource Alliance responded negatively to the new policy.

The decision to review all new logging proposals was partially brought about by the threat ofa lawsuit from the Natural Resources Defense Council, Mathes said. This group has criticized the Forest Service for allowing timber harvests to continue in spotted owl habitat including areas of high owl density. Environmentalists say they want to

preserve enough California owl habitat to prevent it becoming an endangered species. The bird is a cousin to the Northern spotted owl which as an endangered species is severely affecting logging in the Pacific Northwest.

Salvage sales of dead trees will continue unchanged with the Forest Service encouraging logging companies to harvest the millions of trees that have died in the last several years as a result of drought, insect infestation and disease, Mathes said.

Overregulated Housing Costly

An aflordable housing commission has concluded housing costs in some areas are increased 20 to 3501) due to excessive regulation.

The Advisory Commission on Regulatory Barriers to Affordable Housing cited environmental protection regulations, such as those for endangered species and wetlands, as harming housing affordability by upping development costs and timber prices.

The commission estimated between 3 million and 5 million mote people would be able to afford decent housing if the commission's recommendations, which include reforming environmental regulations, were implemented.

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New Building Products Show

The National Building Products Exposition & Conference will be launched Aug. l5-18, 1992, Rosemont Convention Center, Chicago, Il., in conjunction with the National Hardware Show and Hardware Industry Week.

The new show will feature lumber and wood products, cabinetry, windows and doors, roofing, siding and insulation products, wall, floor and ceiling products and other building materials product lines. The American Hardware Manufacturers Asso-

ciation and the Association Exposition & Services are co-sponsors.

Complimentary shuttle service will be provided between the new show and McCormick Place Complex, site of the National Hardware Show, Aug. 16-19,1992. One registration and badge will provide admittance to either event.

Average Store Loses 3 of 4

Everyday, 75oh of the customers who visit a store are lost. For every four customers who walk into a

store, three do not buy, according to retail analysts.

p0litan Water District, t0 the L0s Angeles Hoo-Hoo Club meeting July 11 at the Sheraton Hotel, Industry Hills. lll Rod Kautz, Don Derbes. l?l John Cavers, Pete Jones, Doug Willis. [3] Dave Buld Ed Gavotto. {41 Rick Deen, Joe McGuire, Rick Ponce. [5] Pat Ross, Paul James, Karen Amezcua, Gerald Jones. 16l.Denis Stack, Henry Voorhees. l7l Steve Bufd, Ray McCay [8] riill .tones, Jonn Allen. [9] John Neel, Pal Ross

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Frost SOth Anniversary

The day the last bricks were knocked down demolishing Frost Hardwood Lumber company's longtime downtown San Diego, Ca., facility, the firm was celebrating its 80th birthday at its suburban Miramar facility.

Anticipating the future, [rrost opened its Miramar plant l0 years

ago, operating it in conjunction with downtown headquarters until redevelopment forced a total move to the newer location late last year.

The company was started in l9l I by Albert Frost Sr. with the purchase of a single rail car of hardwood lumber. Soon after Frost Hardwood moved to 347 Market St. where it re-

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Wholesale lumher products

Frid llolmes

347O lowa City Rd., Marysville, Ca.959O1 (916) 743-3269

P.O. Box 800. Fort Bragg. Ca. 954)t (7o7\ 964-6377

Steve Holmes, Steve Hautala, Tod Holmes, Phyllis Hautala, ToniJardstrom

mained until late last year.

Frost's two sons, Gordon and Albert Jr., joined the firm after World War ll adding a host of new hardwood items and becoming a Formica distributor. The third generation, cousins G.T., Bruce and Jim Frost, started with the company in the 1970s.

The consolidated headquarters encompasses 80,000 sq. ft., including 7,000 sq. ft. of offices, an at, tractive 6,000 sq. ft. commercial and retail sales area and more than 15,000 sq. ft. for product display and storage. A mill and dry kiln are also part of the operation. The firm employs 58 persons.

FR0ST FAillLY: llI Cousins G. T., Jim and Bruce; brothers Gordon and Al. l2l 0peration mgr. Milt 0lsen (left), retiring after more than 30 years with the company, is gifted with the keys to a.new Dodge Caravan mini van by G. T. Frost. l3l Rene Samuel, Morrie Greenberg. {41 Bud Baker, Frank Bhoades. l5l John Brosterhous, Pete Petersen. l6l David Espinoza, Milt 0lsen. l7l Carl Hastings, Zhe Merchant Magazine's Alan Wickstrom. l8l Mike McGraw, Skip Davis, Phil Lancaster. l9l Cindy & Tom [/arshall, Connie Karsh. ll0l Cathy Frost, Curly Thompson. llll Orn Gudmundsson, Lori Lundstrom. ll2l Ed Gavotto. Il3l Lisa 0uinez, Gene & Thelma d'Ablaing.

Roof Settlement Tentative

According to a story breaking in The Wall Street Journalin early July, a tentative agreement has been reached between more than 70 insurance companies, home builders. chemical treaters and plywood manufacturers to contribute money to a revolving fund for out of court settlement of allegedly defective fire retardant treated plywood roof cases.

However, the companies involved, including Hoover Treated Wood Products, Osmose Wood

Preserving Inc., Georgia-Pacific Corp. and Weyerhaeuser Co.. have declined to comment, citing an agreement for confidentiality until the agreement is signed, probably by Sept. 30.

A spokesperson for one of the companies involved expressed surprise that Washington attorney Kenneth Feinberg, mediator for the settlement, had discussed the proposed settlement, adding that he felt his comments were premature.

The voluntary agreement would result in about 700/o of the replacement costs for defective roofs being paid by those who developed or sold the chemical formula or treated the plywood. Builders, warranty companies, plywood manufacturers and wholesale and retail distributors would pay the rest with the exception of $250 paid by the homeowner or homeowners' association.

According to Feinberg, a few companies are balking at participating in the settlement. No determination has been reached on how much money each party or its insurer will have to contribute. He pointed out advantages for companies that participate, including a provision that those who refuse to take part may be sued for their portion of the costs.

Under the agreement, an administrator would handle the complaints with roofs being inspected to determine the amount of replacement or repair needed.

HomeGlub Enters Outer Space

Switching from telephone lines to a satellite is expected to save money, increase efficiency and speed up customer checkout for HomeClub Inc., Fullerton, Ca.

A six store test in May and June cut computer response time on inventory management and credit card approvals by 500/0, Jim Orr. data center director, said. "We can do more transactions out of the warehouse, which hopefully will get customers through more efliciently and easier."

HomeClub has signed a five year contract to lease satellite time for their 70 warehouse stores from Hughes Satellite Network.

Fibreboard Names New Chief

John D. C. Roach is the new chairman, president and chief executive officer of Fibreboard Corp., Concord, Ca., succeeding Lawrence C. Hart, who resigned June 18.

Roach comes from Manville Corp., Denver, Co., where he was executive vice president as well as president of its Mining and Minerals Group and president of Celite Corp., a Manville subsidiary, and former president of Manville Sales Corp. and the Fiberglass and Specialty Products Group.

In discussing his qualifications, Philip R. Bogue, interim board chairman at Fibreboard, said, "He has an operating background in the insulation business and great exposure to the wood products industry in total. In addition, his association with Manville has provided experience with asbestos litigation, a crucial area for Fibreboard."

Roach commented that Fibreboard has "achieved impressive results. in managing its asbestos situation. I look forward to working with the existing management in im-

proving the company's performance." Fibreboard, which closed its Arrowood operation in Roxboro, N.C., last month, has been under pressure from stockholders to improve profits.

R&R Spending Up

Despite a slack economy, U.S. home improvement and repair spending rose 60lo from 1989's $100.9 billion to 1990's estimated $106.7 billion, according to the U.S. Census Bureau.

With sincere appreciation, we extend a heartv word of thanks to our fine distrihutors for their patronage and for their continuins suDDort of Mever Moulding & Milliork, iic. We trust ihat fhe success each of our distributors enjoys is attributahle, in part, to the friendly service and quality'product they receive trom us.

Snecial thanks also s.o to our faithful silooliers who continud to provide us with qiitity lumber and excelleht service.

Million Foot Club Members

Each year Simpson Timber Company's redwood division in Arcata, Ca., honors customers who purchase a million board feet of redwood lumber or more with membership in the "Million Foot Club".

Bill Scott, sales manager for Simpson Timber, personally delivered the plaques'commemorating this membership to most of the recipients. Also making some presentations were Dave Kaney, vice president and general manager; Haley Bertain,

market development manager, and Joel Hamel and Rich Giacone, sales reps.

The long-time members of the "Million Foot Club" include Kelleher Lumber Sales, l9 years, Capital Lumber Co., l6 years, and Sundown Timber Co., 14 years.

MlLl-101{ Foot Club members received plaques from Simpson Timber Co.'s redwood div. in 13 Western states: lll Bill Scott, Simpson Timber Co. sales mgr., Dean Winters, Gene Giesie, Capital Lumber Co., Phoenix, Az. l2l Barbara Caldwell, Capital Lumber Co., Healdsburg, Ca., Bill Scott, Marty 0lhiser, Capital. l3l Fred Snider, Barbara Tilton, Calvin Bushek, Sundown Timber Co., Fallon. Nv. l4l Don Kelleher, Kelleher Lumber Sales, San Rafael, Ca. l5l Jim Slawter, Ziegler Lumber Co., Spokane, Wa. t6l Nancy Lute, Georgia Pacific Distribution, Boise, td. l7l Joe Kerschen, Dick Mill, All Coast Forest Products, Englewood, Co. l8l Alan Boyd, Mark Miller, Meeks Building Center, Sacramento, Ca. l9l Ron Long, Payless Cashways. ll0l Wayne Turner, Weyerhaeuser Distribution, Salt Lake City, Ut. Illl Terry Wold, Dick McKinney, D & T Lath, Arcata, Ca. ll2f Mike Hull, Empire Building Materials, Inc., Bozeman, Mt., Rich Giacone, Simpson Timber Co. sales rep. {l3l Randy Wyles, Bill Beiker, Hugh M. Woods Lumber Co., Denver, Co. ll4l Bruce Jacobsen, Boise Cascade Distribulion, Boise, ld. llSl Fran Arnould, Capital Lumber Co., Albuquerque, N.M. ll6l Steve Culbertson, American lnternational Forest Products. Portland, 0r. llTl Dave Ponts, Mike Roactr, Universal Forest Products, Arcata, Ca. llSl Steve Hollingworth, Capital Lumber Co., Denver, Co. ll9l Larry Stonum, Gary Mierzwak, Lumberlack Building Materials, Sacramento, Ca. l20l Frank Solinsky, Wood Ply Forest Products, Chico, Ca. 12ll Mark Lofland, Capital Lumber Co., Chino, Ca. 122|' Mike Moseby, Kari Biandini, Barry Savage, Ross Muxworthy, Gail Radistock, NorthCoast Redwood & Cedar, Kirkland, Wa. 123l Doug Weaver, Hughes Redwood Co., Redding, Ca. {241 Ron Fields, Plywood Country, Grants Pass,0r. l25l Chris Lynch, Les Simonson, Reid & Wright, Inc., Broomfield, Co., Rich Giacone. 126l Ed Bavless, Hank Feenstra, California Cascade Industries, Sacramento, Ca. 127l Bob Park, Verna Richter, Georgia Pacific Distribution, Fort Bragg, Ca., Dave Kaney, Simpson Timber Co. redwood v.p. & gen. mgr. l28l Dave Winkle, Western Pacific Redwood Products, Arcata, Ca. {291 Dan Bobbins, Western Forest Products, Boise, ld. [30] Bob Haas, Gary Malfatti, Tim Moxie, Gordy Martin, Les LeGaux, Martin Forest

Featuring a pre-baked powder paint coating, the galvanized steel frame is said not to warp, rot or rust. Steel frames also guard against break-ins. And modular, single units are easier to transport to the jobsite,

NEW PRODUCTIS

and selected sales aids

Window Fashions.

The triple-honeycomb construction provides optimal energy efficiency, with R-values as high as 5.6.

The line includes four product styles, each varying in light transmission, energy efficiency, color and texture. All shades can cover windows up to l4-1/2-ft. wide by l2-ft. long in one seamless expanse of fabric.

New Hue View

conveniently and easily locking together.

Also featured are an unusually large glass area, stile and rail construction, and split-jamb steel frame adjustable up to l/2" in width to fit wall thicknesses from 4-1/8" to 4-5/8".

Dark Shades

Duette Phenomena 3, reportedly the first and only line of triplehoneycomb window shades, has been introduced by Hunter Douglas

Wrapped Glass

Glass panes on interior pine or oak French doors from Morgan are individually protected from later painting or staining with a plastic wrap.

The wrap eliminates masking, taping and scraping. After painting or staining, it can be trimmed away with a nlastic knife.

Freedom vinyl clad windows from MW Manufacturers are now available in a third color, Sandalwood, which can be coordinated with either gray or beige trim and siding colors.

The casement windows, double hung units and patio doors are also offered in white and brown.

Built-To-Order Windows

A fullline of high quality built-toorder windows and doors are now available from Kolbe & Kolbe Millwork Co.

Details include extra screws in the corner of casement sash, screws from sill nose to brick mould, extra doweling and turnbuckle to ensure joints between the rounded curved segments and the straight jambs re-

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

Adjustable Patio Door

The Benchmark Adjusta-Fit Vista, the first steel patio door with a steel frame. is new from Geneial Products Co.

ldeal for new construction or remodeling projects, the system consists of a pre-hung, full size insulated steel door in an adjustable steel frame. It requires a imaller rough opening than "remodeling size" patio doors, which usually come with wood frames.

main tight, one piece cut-lite bars with half lap joints ar the intersections, uniformed exterior profiles and uniform moulding profile among windows components.

August 1991

Advanced Entry

The Newport Vintage entry door system from Peachtree now features skins of an advanced composite material that looks and feels like wood while being impervious to weather.

Made from molds cast from actual oak doors, the skins can be painted or stained in the field. A polyurethane core gives it six times the

ance of hand-stained or handpainted wood in traditional wood tones and pastels.

Flexible Corner Blocks

Round flexible bull-nose corner blocks from Flex Trim simplify trimming bull-nose drywall corners.

Available in any oak or paint grade moulding profile, the 3/4" radius molded trim blocks fit squarely to base moulding on both

Moulding Markings

Moulding department section signs and bin cards to help consumers make the right choice for the right application are now available to retailers stocking Georgia-Pacific mouldings.

Signs group into one section all the possibilities for a particular application. The eight 9" durable hardboard signs come in two sizes: 9" x 3' and 9" x 4'.

sides and the corner is turned in one easy step.

The paint grade blocks have extensions to make mounting even easier since nails and joint are an inch or more from the corner, allowing the installer to choose between a butt joint or a mitered joint.

insulating qualities of wood. The door also utilizes Peachtree's unique frame and sill system.

A number of models with various options are offered. Hand-crafted leaded glass decorates the panels, sidelights and transoms. The leaded glass is positioned between the tempered glass on the inside and outside to protect it from the weather.

Moulding Repairs

Putty Sticks to cover uP unsightly nail holes in mouldings are now available from Abitibi-Price Building

Marked Ceiling Treatments, Chair Rail & Mid-Wall, Base Treatments, Decorative Moulding, Utility

Moulding, Corners & Seams, Door & Window Trim or Hardwood Moulding, they are printed on both sides and can be used as hanging aisle markers or flush against a wall.

The self-help bin cards can be attached to new or existing moulding racks. Each includes an illustration of a profile and application illustration showing how the profile is most commonly used. The set of 45 includes a card for each of the most popular patterns plus several blank cards that can be customized bY the retailer.

Clad In Color

Custom colors are now available for New Morning Windows' line of low maintenance aluminum-clad exteriors.

Virtually any color is available on special order with any of six exterior profiles, as well as with aluminum drip cap and mullion cap pieces.

Products in l9 colors to complement their Aztra Moulding line.

The easy to cut, nail and cope plastic mouldings feature the appear-

Easy Open

All window styles from Mannix lndustries are now available with the new Ren-Bar Balance mechanism, which eases raising and lowering of windows.

Reportedly unbreakable and immovable, the Ren-Bar system is said to decrease the amount of force needed to operate a window by about 50%.

Custom colors are also offered for any aluminum-clad insulated divided lite units and in specialty Bent Glass or 90' Corner Glass units.

Wood Windows For The West

The Teton series of wood windows from Norco Windows are suited specifically to the construction and architectural styles of the western U.S.

finishes: natural, primed or aluminum-clad.

They are also suited to the severe weather conditions common to the West, such as blizzards, winds. blistering heat and driving rains. A double weather stripping around the sash and frame and standard 3/4-in., dual-pane, Low-8, Argon-filled, insulated glass improve insulation.

Available are awning, custom direct set, tilt double-hung, slide-by, casement, roundtop, box, bay, radius, custom and specialty wood windows, plus four styles of wood slide-and-swing patio doors.

Mini Measurer

The tool features l2-ft. metal tape measure, recall readout from memory, automatic addition of case length capability, tape locking device and belt clip.

It has resolution to 1/8" and operates on three AAA batteries.

Shade Your Slotwall

Colorsnaps extruded plastic groove inserts from Marlite can provide a new look to existine slotted wall systems.

Unlike most wood windows. thev come in modular sizes, in 6-in. increments for both widths and heights. They are also offered in custom sizes.

Constructed of specially selected, clear grained western pine, the solid frame increases the window's rigidity, virtually eliminates warping and enhances its appearance. One piece construction means no finger- joints, nails or staple holes. The stain-grade wood comes in three

CompuTape Mini, an inexpensive version of the CompuTape Electronic Tape Measure retailing at under $20, has been introduced by Arax.

The inserts snap quickly and easily into place on Displawall 2000, 6000 or 7000 panels or other slotted merchandising walls to create new visual effects while hiding unsightly screw heads.

They come in platinum, red, white, brown, black and gray colors.

Slicing Station

A unique kitchen cutting station combining knife storage and cutting board is now available from King Things Inc.

Included are main frame with drain trough, all with a tough anodic coating; moulded knife scabbard with room for six knives plus sharpening steell double-sided, 3/4" polyethylene, non-dulling, dishwasher safe cutting board, and complete drain kit with all tubing and fittings.

All components reportedly are non-porous, stain resistant, odorless, non-toxic and easily installed, removed and replaced.

Health Conscious Adhesives

A new line of solvent-free floor covering adhesives are now available from XL Corp.

Cramped Clamp

The Quick-Grip bar clamp from American Tool Companies is now available in a mini version for fast, positive clamping on delicate projects or in extremely tight work SDACES. '

The grip clamp features 6" jaw opening, one-handed clamping capability, light l2-l/2 oz. weight, and soft, pliable pads that are instantly adjustable.

Lifespan adhesives reportedly ensure quick tack up and cure, permanent antimicrobial protection and a l5o freeze point.

The series consists of LifesPan 1000 ultra premium multi-purpose adhesive, for installing resilient sheet floor covering, woven carpet and tufted carpets; Lifespan 2000 non-stain vinyl sheet goods adhesive, for felt back sheet goods; Lifespan 3000 wood and foam back parquet adhesive, for low odor and longterm bond strengthl Lifespan 4000 vinyl and rubber cove base adhesive, especially effective for wrap around corners, and Lifespan 5000 vinyl composition tile adhesive, for fast grabbing capabilities.

ldaho Cedar Sales in Troy, ldaho, is ltnt mill. We are the best dml because w do wtut it hkes to make sure you make the most monry.

Tank Marker

A new septic tank marker that blends naturally with the lawn but precisely marks the location of tanks has been introduced by INFM Products.

filled with liquid or water soluble fertilizer for distribution without mixing or measuring.

The Merchant Magazine

handle, a 24 oz. fiberglass model, a 23 oz. California Framer and a 28 oz. solid steel hammer with a shockabsorbing hickory plug in the eye. The fiberglass and steel handles have a non-slip grip.

Southwest Style Mouldings

Septi-Marker is a 6" green polyethylene disc with a stake.

Fertilizer Distributor

An easily attached yet permanent liquid fertilizer dispenser for underground sprinkler and drip irrigation systems is new from FertiLawn Landscape Products.

The fully controllable dispenser is

It is made of high impact pvc and carries a lifetime warranty.

Deck Tools

A new group of hammers well suited to the requirements of wood deck construction is now available from Vaughan & Bushnell Manufacturing Co. in four handle styles and various head weights.

The line includes a hammer with 24 oz. head and 17" white hickory

Santa Fe Mouldings from Western Moulding Co. combine sinrple, clean designs with a soft "weathered" texture to create a serene, peaceful environment.

lncorporating designs originated by the ancient Anasazi Indians of the Southwest, the mouldings come unfinished. Finishing instructions are available on how to apply paint to obtain a "washed" effect of muted colors and pastels.

Profiles include chair rails, casings, bases, ceiling profiles, picture franres, stops and corner blocks.

RIVER FOREST PRODUCTS

Mokelumne River Forest Products is de. voted to excellence in providing you with allwestern sofnvood species, Masonite sid. ings, andplyvood. Forsuperb senrice, top quality and very competitive pricing, con. tact John Diederich, Gordon Roby or Randy Collins at (2O9) 367-1265 or Fax 209-367.1442

P.O. Box 2755,Irdi, CA9524l-2755

A Fireplace First

The first manufactured decorative gas fireplace with a self-contained power venting system has been introduced by Superior.

The high temperature, 3-in. space saving venting system can be installed in any direction, over a distance of up to 40 ft., depending on how many elbows are used.

The heat circulating fireplace features a powerful yet quiet blower. A pilotless electronic ignition is triggered by a standard wall switch. A 24,000 BTU natural gas and a 21,000 BTU propane model are offered. An optional outside combustion air kit is also available.

The fireplace's contemporary look is created through a large glass enclosure, accented by solid polished brass or black trim. A warm, natural looking fire and four realistic logs provide the appearance of a wood burning model.

Where to turn for the right computer solution.

As an IBM Business Partner, " Dimensions can help. We know IBM products. And because we have in-depth experience in your industry, we know your needs. Let us show You how today's computer solutions can work for your business.

Dimensions - your business partner with over 25 years experience in the building materials industry.

Ask your Dimensions representative how IBM and Dimensions can work for You.

(Continued .from page l5) and what does it mean to the building material dealer?"

Paradoxically, while residential construction is down, unemployment is down also. In many areas, unemployment dropped at about the same rate as the number of permits dropped. Figure that one out! Only ldaho and California showed significant increases in unemployment in 1990. Eight other western states showed declines. When you look at the number of people for each job available, the figures get even more interesting. Only New Mexico and California show slight increases in the ratio of people to jobs. All of the other states show greater numbers of jobs being generated than population. That has to be a good sign.

The general growth in retail sales has been amazing, with California leading in gross figures, because it had such a high gross to start. When it comes to sales per person, every state has shown significant growth in the four year period from 1987 through 1990. New Mexico and Utah were at the bottom in 1990

with an average of $4,835 and $4,989 in retail sales per person, compared with Washington and California at the near top at $9,385 and $9,545 respectively, and Nevada at the "high top" with $l2,l16 in retail sales per person. That last figure says a lot for tourism.

When it comes to real income per person, Colorado, California, Washington and Nevada all share the top figures projected for 1992 with rates at $14,645, $15,694, $14,517 and $14,953 for every man, woman and child in the state. Factoring out tourism, Nevada residents probably would compare more with New Mexico at a projected real income per person for 1992 at about $ 10,749.

What does this mean for the building material dealer? E,ven though housing starts are down for a variety o[reasons. the economy is up in the West and by quite a bit in most areas. People have more money than ever before. They are spending it on something and it is not likely they will be spending it on new housing in the near future. What are they spending on renovating their present

homes, or simply fixing them up with the finer things in life?

[:conomic forecasts give a businessman something to think about. Most businesses can shift their attention to take advantage of trends. Maybe you can, too.

Personals

(Continued from page 29)

Jim Haas, Berdex International, Sacramento, Ca., has returned from a twoweek trip to New Zealand.

"Mac" McFadden, Great Western Transportation, Riverside, Ca., is recuperating from a heart attack. Len Thompson is dispatching during his recovery.

Betty Foster has joined sales at Preston Lumber Co., Cloverdale, Ca., according to Jim Blevins.

Pete Petersen, Columbia Forest Products, Glendora, Ca., is back from a business and fishing trip to Alaska.

Dennis Richardson, Oregon Canadian Forest Products, Orange, Ca., has returned after a "Houseboat from Hell" trip on 118" Lake Mojave, Az. Jeff Lynn got in a recent trip to the interior of 8.C., Canada.

NEW LITIERATIURE

Hardwood Moulding Patterns

A 20-p. "Hardwood Moulding Patterns" catalog is $2.50 from Wood Moulding & Millwork Producers Association, Box 25278, Portland, Or.97225.

Get A Handle On lt

A l0-min. video on how to install locksets. deadlocks and handlesets is available from Kwikset, 516 E. Santa Ana St.. Anaheim. Ca. 92806.

Doors Of The Southwest

Brochures on unique southwestern style doors and door hardware are free from Southwest Door Co., 219 N. 3rd Ave.. Ste. 108. Tucson, Az. 85705.

Louvered Doors

A 54-p. catalog oflouvered and raised panel door products is free from Louvers & Doors. Inc.. (800) 525-8451.

Window & Door Directory

The 1991 National Wood Window & Door Association membership and products directory is available from NWWDA, 1400 E. Touhy Ave., Ste. G54, Des Plaines, Il. 60018.

Millwork Surveys

" 1991 Employee Wage & Fringe llenefit Survey" and "Moulding Mill Job (Occupation) Descriptions" are $3.50 ea. from Wood Moulding & Millwork Producers Association. Box 25278. Portland. Or.97225.

Door & Window Forecast

The American Architectural Manufacturers Association's annual "lndustry Statistical Review & Forecast" with window and door projections through 1993 is $50 from AAMA, 1540 E. Dundee Rd., Ste. 310, Palatine, ll. 60067.

Get Out The Stains

"Guide to Paint & Varnish Removal" is free from Savogran, (80O 225-9872.

Painting Tips

Paint Your House Like a Pro, a 192-p. softcover, is $13.95 from Clobe Pequot Press, Box Q, Chester, Ct.06412.

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

Installing Moulding

Pocket-sized "D-i-y Moulding Installation Instructions" is free to G-P stocking retailers from Georgia-Pacific, 133 Peachtree St. NE, Atlanta, Ga. 30303.

REDWOOD

REDWOOD PLWVOOD

REDWOOD

Gommitment + training = moulding & millwork sales

T HE FIRST thing a retailer needs

I to do to train employees in the basics of selling moulding is to make a firm commitment to training. lt is very easy to give "lip" service to the need for training, but removing employees from the sales floor to attend a session is often impractical.

Once the commitment has been made, a designated time has to be set, scheduled and dedicated to training. Be it before opening, after closing or at a shift change. Your employees need to believe that training is essential and that you are firmly commited to it, David Martin, marketing manager, Marley Mouldings, emphasizes.

They should understand that it is

a scheduled portion of the workday and with the same commitment required to training as to selling on the sales floor. If possible, incentives should be established to ensure that training goals are met.

objectives can be used as part of the evaluation for raises and promotions.

Training

Story at a Glane

Tips on establishing training goals, setting incentives, schecF uling classes outside working hours...ways manufacturcr's rcp.s can help.. why continuity is important. bottom line re sutts.

There must be a commitment from management and an understanding by employees that it is a requirement. Once these major hurdles have been met, the training portion of the equation will come more easily.

Someone in the organization should be appointed training coordinator to oversee and follow up training requirements. This does not have to be a full time job, but an additional duty like the training itself.

The best way to start training is to take advantage ofservices offered by major moulding and millwork manu-

facturers, Martin points out. The store often has a wealth of information in it already through "how to" brochures and videos supplied by the manufacturers. This inflormation can easily be collected and compiled into a training manual for the particular retail environment.

Many companies have training packages available. For companies who have field service representatives, a training session can be arranged for that representative to come in and lead the training.

Marley Mouldings personnel are required to set up and give two training sessions per month as part of their normal duties, Martin explains. These sessions can be particularly useful because "hands on" sessions are possible with more than just information given to employees. The training allows them to actually use and learn to demonstrate products.

With a manufacturer's personnel in-house, it is a great time to clarify any questions a salesperson may have. These sessions are not only beneficial to employees, but give the representative a great deal of knowledge about additional uses for their

products and consumer attitudes toward them, Martin says.

Along with using inflormation supplied by manufacturers, he recommends making use of veteran personnel. Knowledgeable personnel in key areas can share knowledge to lift the level of the entire group. Require that this information be shared, he advises.

Even with a wealth of product knowledge, there is still an area that is mostly overlooked-sales training. Employees need to be reminded that closing the sale is the No. I objective.

This is a complete subject in itself, Martin cautions, but a great deal of basic information can be gathered from inexpensive sales training, newsletters, newspapers and magazine articles. Courses are also available in basic salesmanship at local community colleges.

After the commitment to training is made, it must be continually carried on to improve moulding and millwork sales personnel, who will continue to improve a store's bottom line. Martin concludes.

Rqdiotq Pine

wood mouldings ond millwork

Leeco Mouldings is o division of New Zeolond's lorgest Rodioto Pine Forest owners, with continuing occess to o corefully monoged plontotion resource. Estoblished for over 50 yeors, Leeco is now o moior supplier of Rodioto Pine remonufoctured products to the New Zeolond, Austrolion, Asion,

ELASSNFNEE AEVERTNSEMEN1IS

WHOLESALE LUMBER company looking for experienced self-motivated sales person with own lollowing in hardwood and/or softwood sales. Commission plan up to 50%. Friendly atmosphere to work in. Call Sierra Madre Lumber Sales for an interview. (714) 681 -8955.

DYNAMIC FULL MANAGER position for small retail lumber yard/hardware store in Sacramento, Ca., area. MUST HAVE: Full working knowledge of lumber/building materials industries, knowledge of bidding (retail & contractor) and lumber take-offs. Prior management experience necessary. Salary and benefits commensurate with experience and capabilities. Send resume and salary history/expectations to: P.O. Box 591, Rancho Cordova, Ca. 957 41.

EXPERIENCED TUMBER TRADER

We are Hardwood and Softwood loo and lumber wholesalers with offices in C-anada and the United States. We are seekino sincere, experienced lumber traders whd have a view towards the long term.

Wok from your parl ol he country or from our otlices -in tfrb Toronto area

This is an excellent opportunity with a well-established comoanV.

We enjoy an outstanding linancial and markeling reputalion.

For complete dehils, please ptrone or write Bob Wilson in strict confldence.

Twenty-five (25) words for $2 I Each additional word 700. Phone number counls as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address reDlies to box number shown in ad in care of The Merchrnt Megrzine, 4500 Cempus Dr., Suite 4t0, Newport Beach, Ca. 92660. Make checks payable to The Merchrnt Mr8rzine. Mail copy to above address or call (714) 852-1990. Deadirne for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

SEEKING outside salesperson experienced in retail lumber & building materials for Orange County/Los Angeles, Ca., County area. Send resume and salary history to Box 625, c/o The Merchant Magazine.

LOS ANGELES wholesale moulding and flooring company has an immediate opening for experienced outside sales person with product knowledge. Excellent salary/commissions. Please contact Omer Katzir. (818) 9889663.

TIMBER SIZER

RETAIL LUMBER yard, 93,000 sq. ft. yard, 2,400 sq. ft. store, plentiful storage sheds. Eastern Los Angeles, Ca., county. Call Bob Halbert. Ql3) 513-6662.

FM ACRES for lease in "lumber friendly" Inland Empire, Ca. We'll develop to your requirements. Call Don Day, (714) 337-2659. See our ad on page 45 for details.

PRE-FABRICATION

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.

WHOLESALE hardwood distribution company and complete millwork facility. Excellent Orange County, Ca., location. 38,000 sq. ft. bldg. on 2.8 paved acres. Rail siding, 6,000 sq. ft. pole shed. Write Box 626, c/o The Merchant Magazine.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Twisted and weathered 2x4 and wider, 4x6 and wider. economy green or dry, mixed species. Call Bill Hunter or Bruce Benton, Hunter Woodworks, Ql3) 775-2544 (213) 835-5671.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking (213) 422-M26.

AT A LOSS for words? Can't find the right card? "Dial a Poem" customized rhymes. Call Timmy the Poet, (213) 928-7808, or send personalized info to Ken Thim, 7507 Finevale Dr., Downey, Ca.90240. Allow two weeks for completion. $20 payable on performance.

Drawer 4779, Arca;ta, Ca.95521 707-822-3648

@tuuli,,

THE PREMIER INFORMAIION SOURCE FOR THE FOREST PRODUCTS INDUSTRY

The Premier Weekly RePort . . .

For the Softwood Products Indusby, induding both commodity and specialty lumber (i.e. Cedar, Moulding and Millwork) aria a[ panet productsrCnc-rn/s provide a consistent, current, accurate report on market price, trends, issue and indusbry-news and p@Ple' Every rn6561.ib"r u6o receives Crorn/s Forest Industry Journal for indqrth reports on subiects sudr as repair/remodeling environment and sbrrctural panels'

Call Dr. Sam Sherill or LarrY HaYes

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lumbermens red b00k sGrulcc

The Lumbermens Red Book listsall producers, wholesalers, retailers of lumber and wood products of any kind, and. all manufacturers olwood furniture, cabinets and millworkmobile homes, prefab houses and modular unitswood recreational products, sportsware and toys - boxes, crates, pallets and industrial oroductsand all other products using wood in any form.

P.O. Box and ZIP CODE!concise description of what the business does - special data such as location of purchasing dopartmenlthe tinancial strength rating (not alone the net worth, but what is available to crodltors)the exact payment rating (how it pays: prompt, slow, very slow).

A Red Book credit rating is accurate, because the man who assigned it is a spocialisl in the field we cover. His rating allows you to make an immediate decisionl *5*.*..$ffi,,^",.

A Red Book llsling showsthe exact business name - complete address, including

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-SOUTHERN CALIFORNIA SAN FRANCISCO BAY AREA

LOSANGELESAREA

Accurale Planrng Mill Co.

American Hardwood Co.

Eaxler&C0.,J.H

Eerkol Mlg Co

Beverly Manulactunng Co.

Buchanan Hardwmd 1213) 774-2046

Burns Lumber Co.

Caprlal Lumber Co.

Catroll Mouldrng Co ..

Cascade Empire

Chozen lrucking Co.

Coos Head Lumber & Plywood

3C Trucking

0ooley tumber Co.

El&El Wmd Producls Corp.

Fountarn Lumber Co., Fd

FremontForestProducts..

Gemrnr Forest Products .. ...

Georgia-Pacific Corp. {213) 968-5551

Georgia-Padlic Corp. {San Fernando)

Grattan & Sons, Dave (800) 468-95i3

Hull Lumber Co. (800) 347-HUFF

Inland Timber Co.

Johnston Hardwood (800) 247-9486

Jones Wholesale Lumber Co.

Keep0nTruckrng

t ane Stanton Vance

Lumber Assn. ol So. Calil.

MacBeath Hardwood

Maple Bros., Inc Mouldrngs

lrarquart.Wolfe Lumber Co..

lrutual Moulding and Lumber Co.

Norlh Amencan Plywood Corp.

PacilicLumberTerminal..

Pacilic Mill & Lumber ..

Panel lex, Inc. (714) 52S-9008 (818) 968-9322

Patr tumber Co.

Penberlhy t umber Co

Philips tumber Sales

Precisron Mrll & lumber Co

Producl Sales Co

Rehable Wholesale Lumber C0.

Sammons Storage Systems

Sause Bros 0cean Towing SouthBayForestProducls

NORTHERN AND CENTRAL CALIFORNIA

l|AU.ty/0R0Uil.tE

All-Coast Forest Products, Inc.

Cal State Forest Products (800) 350-3002

Foresl ProductsMarkeling. Inc.

Marble Mountain Studs

Yuba Biv€r Specialty Milling

sr|(EnsflEt 0

ct0uER0il.E

All-Cmst Foresl Products

Eowman Lumber Sales

Louisiana-Pacitic Corp.

Redwmd Empire

FONT 0RAGG

Georgia-Pacilic Corp. {Redwood)

Hamood Products

Holmes Lumber Co., Fred C.

GREATEBSAN DIEGOAREA

oRANGE, RIVERS|DE & SAil BERNARDINO COUNTIES

Co

Cal Plus Forest Products

Cal State Forest Products (800) 266-2737

California Hardwmds /.8001 421-7779

Calitornia I umber Inspectioo Seryice

C8E Lumber Co.

Canfor U.S.A. Corp

Capital Lumber Co

Caroll Mouldrng Co

Cmslal I umber Co

oon Day

El&El Wmd Products Corp. ..

Evergrtrn Lumber & Molding

Fonlana Wholesale Lumber

Fountain lumber Co, Ed .

Fremont Forest Products

Georgra-Pacific Corp. (Anaheim)

Georgia-Pacif ic (Mira Loma)

Georgia-Pacilic (Riverside)

Goldrng Sullivan Lumber Sales

Great Western Transportalion 17141 276-1164

Hardwoods Unhmiled

FRESI{|l

oeorqia-Pacific Warehouse

lnternational Forest Products

Pacific Forest Products

Sequoia Forest Industries

Sietra Forest Products

Western Wmds Weyerhaeuser Co.

White Brothers Woodwork Institute ol California

t 0s 8tt0s

0MK-Pacific

t00EsT0

Hickson Corp.

Industrial Forest Products

Inland Timber Co.

International Forest Products

Johnston Hardwood hc.

Jones Wholesale Lumber Co

Keep 0n Truckino (800) 362-7436

KelleherCorp......

L-P Distribution Center

L-P Waferwmd/lnner.seal

Laminaled Timber Seryices Inc

MacBealh Hardwood

Maple Bros.. Inc Mouldrngs

MarineasForestProducts

Marquart-Wolle tumber Co.

Mesa Foresl Products .. ...

Newporl Planing lVill, Inc

oregon.Canadran Forest Products

PacificLumberCo.

Pacrlic l\,ladison Lumber Co.

Patr Lumber Co.

Building Products...

Bossmann. Macoonald & Benetti, Inc., CPA

Siskiyou Forest Products

Slmkton Wholesale

Thomas Forest Products, J.l\4.

Timberlane Products, Inc.

Union Forest Products

Union Planing Mi||

Unity Forest Products

Universal Forest Products

Waldron Foresl Producls

Western Wmd Treating Co.

Weyerhaeuser Co.

White Brolhers

SI]III R(ISA AREA

Andel Forest Products

Capilal Lumber Co.

Georgia-Pacific Corp.

Kelleher Lumber Co.

Marlin Forest lndustries

ur(fl1/{[.uTs

Ahl Foresl Products

All Hearl Lumber Co., Inc.

Cal Coasl Wholesale Lumber, Inc

Louisaana-Pacific Corp.

Perlormance Coatings, Inc.

Redwmd Coast Lumber Co.

Weslern Wmds, Inc.

Willits Redwood C0.

YREIil

Siskiyou Forest Products

Penberthy Micro Systems ProductSalesCo.....

Rancho Hardwoods

Reel Lumber Seruice (Anaheim).

Reel Lumber Seryice (Riverside)

Regal Custom Millwork

Reliable wholesale Lumber Co.

Snavely Forest Producls

South 8ay Forest Products

OREGOl{

oiamond B Lumber C0. (Brand S) uiiii ni"eilJml,eiCo.-.... . tsos) zsz-ozis Willamette Industries (Albany). EUGEl{E/SPRII{GTIEI.l|

& Co., J.H.

Foresl Products

Corp.

& Wood Lumber co.

Wmd Trealing :... Lumber Products

Cascade Trus Joist weyerhaeuser Co.

ilE0F0n0

Allweather Wmd Treaters

Caveman Lumber........

Circle DE Lumber Co.

Fountain Lumber Co., Ed

Fourply, Inc.

Lumber Products

Norman Lumber Co.

PGL Euilding Products....

Snavely Forest Prcducts

Stone Foresl Induslries GNEIIER P(IRTU]Ill TNEA

Hardwoods, lnc. Caffall Brothers

SOUTHWEST

OBITIUARIES

Bob Hamilton, 75, former sales manager at Friesen Lumber Co., St. Helens, Or., died June 26, 1991, in St. Helens.

He began his career in the lumber industry on the East Coast in the mid-1940s. He laterjoined Mountain Fir Lumber Co., Independence, Or., and Friesen Lumber in 1964. He retired in 1981.

Bruce M. Stevenson, 74, cofounder of SDS Lumber Co., Bingen, Wa., died June 23, 1991, in White Salmon, Wa.

A native of Portland, Or., he founded the company in 1946 with his brother Wallace and Frank Daubenspeck after serving in the U.S. Navy. They also opened Bingen Plywood Co., later merged into SDS.

Albert "Bert" McKee. veteran Southern California lumberman. died June 24,1991, in Pasadena, Ca.

Mr. McKee worked for San Pedro Lumber Co. before buying the Kerchoff-Kusner yards in California's Imperial Valley, renaming them Imperial Valley Lumber Co. He also owned Forest Lumber Co.. Lancaster and Palmdale.

He was deeply involved in Ducks Unlimited, serving as its president for a. number of years.

Counterfeit Cedar Labels

Counterfeit labels have been discovered on cedar shake and shingle products.

Michael Westfall, president of the Cedar Shake and Shingle Bureau, Bellevue, Wa., describes the counterfeits as 24"x 1/2" medium resaw labels that are approximately l/4" smaller in length and width than the standard Cedar Shake & Shingle Bureau's oflicial 4" x 5-3/4" label. The Bureau says they are imprinted with the name of Miller Shingle Company, Inc., Granite Falls, Wa. 98252, Q\O 691-7727 in blue ink. The red and blue colors on the label appear to fade rapidly. The mill name on authentic labels is imprinted with black ink and does not have a tendency to fade. Telephone calls to Miller seeking comment were not returned.

In addition to the counterfeit labels which are thought to be confined to shipments to the eastern

United States. the Bureau is investigating an unrelated situation involving the misuse of their labels in the Portland, Or., area.

DF TIMBERS

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