Merchant Magazine - February 1979

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor

Mitche Leigh Hunt

Contributing Editors

Dwight Curran

Gage McKinney

Al Kerper

Art Director Martha Emery

Staff Artist Terry Wilson

Circulation Linda Romanowski

The Merchant Magazine (USPS 196-560) is published monthly at 4500 Campus Dr., Suite 480' Newport Beach, Ca. 92660, phone 17141 549-8393, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach. Ca.. and additional offices. Advertising rates upon request.

ADVERTISING OFFICES

FROM NORTHERN CALIFORNIA & THf, PACIFIC NORTHWEST: contact 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Phone (714) 549-8393.

T'ROM SOUTHERN CALIFORNIA: contact Carl Vann, 205 Oceano Dr., Los Angeles, Ca. 90049. Phone (213) 472-3113 or (714) 549-8393.

SUBSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation Dept., The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue if possible, plus new address and zip code. Subscription Rates-U.S. and Canada: $5-one yeart $8-two years; $11-three years. Foreign: $12-one yearl$18-two years. Single copies $1.25. Back copies $2.50 when available.

THE MERCHANT MAGAZINE is an independently-oxtned publicalion./br the relail, n,holesale and distribution levels ol the lumber, building materials and home improvement business in the I3 Western states; concentrati n g on merchandising plus indttslrv nexts and interpretation.

When you need lumber for a large project, or just a good selection for the neighborhood shoulder trade, our Tahsis Hemlock offers quality and price rarely found today. Barges with over 5 million feet are received by us every six weeks which means the selection of grades and dimensions is excellent including timbers. It also makes us very competitive, and customers can pick the items to meet their specific applications. In many instances, Hemlock can be

substituted for higher priced species, often with little or no change in code requirements. Another plus is that you can depend upon consistent supply and grade from one of the best mills in the world. Our local drying, planing and convenient pick-up facilities are additional reasons to call Fountain /irsf. Ed Fountain Lumber Company - 6218 South Hooper Avenue, Los Angeles, California 90001, (213) 583-1381.

Sears Shifts Gears

A MERICA'S number one retailer, despite It its $18 billion in sales, has been undergoing an agonizing reappraisal, to use the political phrase. It seems that mighty Sears, Roebuck & Co., despite a doubling of sales and profits in the past l0 years, is actually fighting a serious sales slump, which has been camouflaged by inflation and profits from its insurance business.

Their response to the problem has been to analyze the situation and work out a five year plan that will trim loosers, emphasize winners, and position the company as a family store for home owning, middle class America.

The redirection of Sears will have important consequences for many businesses, not the least of which will be those involved in home improvement, an area in which Sears plans increased emphasis. With their size and exper-

tise in marketing, their formidable competitive powers will no doubt have far reaching results.

But as so often has happened in the past, increased competition from a new direction has eventually resulted in additional business for established firms involved in home improvement. Some, of course,. will fail, (often due to their own ineptitude) while the majority will continue to prosper in what has become an expanded arena in which to compete.

In housewares, Sears will no doubt continue to bear down in this profitable area. Incidentally, in reading this annual Hardware/Houseware special issue, you'll note several feature articles we hope will be helpful to those of you selling these items.

What America's biggest retailer is doing can and should be done by companies of all sizes. But just don't wait until the problem gets serious to take action.

NUDOR lll is designed to meet the need for a wood door that easily replaces old dilapidated aluminum patio doors. lt exceeds present and future insulation requirements with its 7c inch TRIPLE paned tempered safety glass. NUDOR lll is the product of consumer demand for quality, long term value.

WEATHER PROOFIT{G

Snug interlocks and double rows of weatherstripping

SELECTED WOODS

Chemically treated to protect against moisture and insect damage

TRIPLE PAI{E GLASS

Three-quarter inch tempered insulated safety glass for maximum energy savings

DESIGNER HANDLES

Cherry wood grip and secure latch with optional keyed cylinder lock

ADJUSTABLE ROLLERS

Guaranteed easy operation on dual tandem rollers

THERIIAL BARRIER

Oak sill nosing defends againat moisture damage to inside floors.

Expanding into housewares

E XPANDING into housewares

b from a traditionally lumber and building supply-oriented business need not be a lonely process. There is help nearby, perhaps the most qualified source of information a retailer can find

The manufacturer's field sales rep, geared to selling and distributing his product lines, often knows better than anyone how to merchandise his lines for effective sales. Here is a source trained to lend recommendations that can lead to sound buying decisions.

Guil Johnson, director of merchandising and advertising for the home products div. ol'Rubbermaid Incorporated, offers these suggestions for the retailer interested in expanding into housewares.

"First, look for substantial homemaker traffic or the potential to develop it," Johnson recommends. According to Johnson, with traffic and retailer interest present, a very favorable climate exists for a successful venture into housewares.

Strong emphasis on field sales reps is one reason for Rubbermaid's success in rubber and plastic

housewares, says Johnson. Retailers are encouraged to lean on the field sales rep for help in establishing departments and in keeping them successful. he adds.

There are three key buying factors to consider when expanding into rubber and plastic housewares, and these will usually apply to

Sfory at a Glance

strongly influence profits, and here is where the expertise of the sales rep can really be appreciated.

According to Johnson, Rubbermaid's people are qualified to recommend best-selling items in various product categories, top colors and effective merchandise presentations. They can also help establish an inventory control system which is absolutely essential to maximize turnover and sales volume.

In merchandise selection. Rubbermaid recommends starting with the basics. Products used daily such as dish drainers and trays, dishpans, wastebaskets and laundry baskets are strong sellers.

housewares in general. Retailers will need to consider: (1) merchandise selection, (2) color depth, and (3) space allotment.

Balancing these three factors can

"We also recommend space be included in initial plans for periodic seasonal promotions," says Johnson. "lt's wise to locate the department where there is room for future expansion, too," he adds. "Eight feet of basics, for instance, might be expanded to 16 feet or more as product demand grows."

Plan-a-grams developed by Rubbermaid can help retailers arrange

(Please turn to page 36)

A leading rubber and plastics manufacturer suggests the following guidelines. .. simple, but often oYerlooked.

l}llr00'pilI

Cle ar Fir-Savvn Plyrruood

Siding

The same quality of material and excellence t manufacture that have given Palco products the mark of superiority for over 100 years combin to make Palco Fir-Sawn a superior Douglas f plywood siding.

USE:

Clear Fir-Sawn's consistent high quality appea ance and range of sizes and patterns make it a ideal economical siding for residential and con mercial construction.

It may be applied direct to studs in many hous designs, thus serving as both siding and sheathint or may be applied over any Vpe sheathing. Fi Sawn has high strength values that are importar in engineering design of shear walls.

APPEARANCE:

Clear Fir-Sawn face veneers are free of knol and knotholes. Face patches are few and ar limited to wood shims and wood router oatcher Router patches are rectangular in shape to blen with the grain and texture. No boat patches ar useo.

The surface is handsomely saw-textured, n< just roughed up, and provides an excellent surfac for stain or paint finishes.

PRODUCT ACCEPTANCE:

Fir-Sawn is manufactured to the specifications < U. S. Product Standard PS 1, to the America Plywood Association's "303 Specialty Siding" an is stamped with the APA grade trademark. lt con plies with FHA standards and gradestamp include an FHA reference marking. lts use is approve by all the major regional building codes and mor local codes.

A product of THE PACIFIC LITMBER COMPA1\n

This is typical Clear Fir-Sawn appearance, with Pattern T1:11 grooves spaced B| Available patterns are described on reverse slde.

All Palco Fir-Sawn plies are 118" thick. Panels with 1/8" thi( face veneers are distinctly superior to panels with thinner fac veneers.

Fir-Sawn units are covered with good quality heavy corrugated jackets for protection in transit and storage. These also provide easy identification.

FIR.SAWN STANDARD SIZES AND PATTERNS:

Lengths 8', 9'and 1O'in all items

s/8,, prain

square or

Each unit has several ofthese instruction sheets which brings application and finishing recommendations as close as possible into the hands of the siding applicator.

CLEAR FIR.SAWN DETAILED SPECIFICATIONS:

Face Veneer: Free of knots and knotholes. Solid pin knots allowed up to 3/81'Well joined when of more thanonepiece.Pitchpocketsarenota||owed;

Shiprap

3/8" Channel Groove Shiplap Minorsplitsorcracksallowed upto 1/16"x24'.'

5/8" Plain Square or Shiplap s/g,, T1 :11 shiplap Repairsarelimitedtoamaximumofsixwood

5/8,, Inverted Batten shiprap

Plain Pattern: has no face grooves

Cross bands

patches allowed.

Channel Groove: has grooves 3/8" wide, 1/16" deep, same and backs: Cfir. spacings as Tl:11.

centers: c fir; c f ir repaired to solid for lnverted Batten

Adhesive: Exterior.

T1:11: is a grooved pattern, grooves 3/8" wide, 1/4" deep, patterns. spaced 4" or 8'.'

Inverted Batten: is a grooved pattern, grooves 1-112" wide by

Texturing: Saw-textured face. 1/4" deep, spaced 12i'

Note: c/earFir-sawngrademarkincludesAPA303sidinggrade

Note: /nverted Batten and 5/8" Plain grademarks show "24" oc" ot 303-6-W, though most Clear Fir-Sawn exceeds that grade. which means the panels can be applied to studs "24" ocl' All the others show "16" oc!'

FI R-SAWN PLYWOOD SI DI NG AVAI LABILITY

Shipment of Fir-Sawn to Pacific Lumbers customers can be in straight carloads or truckloads, and in mixed carloads or truckloadswith redwood lumber and plywood and firlumber uppers. Two other grades of Fir-Sawn plywood siding are available: Select grade which has an average of 12 synthetic patches per panel. lt complies with and exceeds APA siding grade 303-18 S/W

Sound grade which has an average of 12 boat shaped veneer patches. lt complies with and exceeds APA siding grade 303-18-W.

Selling energy conservation

aI NE OF the nation's oldest V 6sp6*ur. companies, The Stanley Works, has gotten actively involved in the growing energy conservation field with a series of new products, displays and merchandisers for dealers.

The company, which got its start in 1843 making a line of basic tools, has recently introduced a new merchandiser that holds a complete line of energy saving products.

Called The Weather Station, the merchandiser has dynamic, consumer-oriented packaging, full color "in use" photography, easyto-understand product names in bold graphics, and simple instructions to make it easy for the consumer to use the right product on the right job. There are alternative

Story at a Glance

New merchandisers help old llne hardware company take active part in onergy conserYation fleld.. .Included is industry's firtt p-o-p audio/ Ylrual lilm on energy savIng and weather strlpping.

uses listed on the package, good product visibility, and specific instructions enclosed inside. Each package is topped with the "Saves MoneySaves Energy" banner to generate consumer interest.

Merchandising is the key to The Weather Station. Use of the UniRack II plus 2 modular merchandising system wastes no floor space. Reordering is simple with preprinted name and address labels. Merchandise headers feature powerful full color in-use photographs of product application that reduces the customer's need to seek sales help. It helps stop lost sales caused by customers who can't find the product they're looking for.

Also part of the merchandising program are cardboard dump displays, modular wire racks and the 4' x 4' custom Uni-Panel. which allows the dealer to order a complete energy saving department with one number.

Another sales aid is the Energy Saving ldea Center. It contains l5 free take-home brochures that describe various ways to save energy throughout the home.

Stanley Hardware also offers the industry's first point-of-purchase audio-visual film on energy saving and weather striping.

It's specially designed to be used in Energy Saving Departments and is available through the National Hardware Retailing Association's 'Show How Theatre' library.

Effective Merchandising of Decorative Hardware

G UCCESSFUL merchandising

9 isn't a solo effort. It is a cooperative partnership between the lumber dealer or home center retailer, manufacturer and distributor.

A recent incident points up that if all three aren't working together towards an effective merchandising program, sales are going to suffer. We received a complaint from an eastern lumberyard chain that our decorative cabinet hardware merchandiser was not providing sufficient turns of product.

At the first opportunity, I visited one of their stores to discover that their housekeeping efforts were suffering from neglect. One of the bins in the merchandiser contained a cup of coffee that looked like it had been there for a month. Cigarette butts and other forms of garbage were present in some of the other bins.

Nothing slows down the sale of a product more than a shabby looking merchandiser. The display in the example should never have been allowed to deteriorate to that point. It is the responsibility of the store manager and his distributor to maintain the merchandiser in a clean, attractive fashion once it has been installed. The manufacturer must also make available a unit that is durable and can be easily cleaned or refurbished, which we did in this instance.

Besides continual housekeeping of merchandisers, it is also important that products be presented in the appropriate areas of the store. Do not treat cabinet and decorative bath hardware as nut and bolt type

items. These surface pieces should be grouped with other decorative materials such as wallpaper and tiles-not with saws and screwdrivers. The placement should be as convenient as possible so the homeowner interested in decorating can do one-step shopping.

KNOW YOUR TRADE

Know your trade and respond accordingly with the type of merchandise that will move. For example, in considering the sale of decorative bath hardware when dealing with the consumers interested in more utilitarian items. don't put in top-of-the-line pieces. Your assortment in this case should include some chrome-finished items that are oriented to the lower end of the price scale. Likewise, if you are dealing primarily with upper middle class customers, decorative hardware in antique finishes should predominate. Don't overallocate space. With our many different product lines and finishes, we can offer well over 24 feet each of bath and cabinet hardware items. But as a store owner or manager, you can't be everything to everybody or your turns will be severely reduced. Yet, you must have minimum selections or you will lose potential sales. For example, it is not enough to carry only towel bars. You also need towel rings and tissue holders to capture the bath redecorating market.

Maintain a consistency in appearance for your store. Aside from

basic cleanliness and neatness, choice of merchandisers is extremely important. From our experience, the best type of displays for cabinet hardware are those that fit in with a standard store gondola. It is better to strive for some degree of overall uniformity rather than having a lot of manufacturers providing many different freestanding merchandisers.

On bath items, a manufacturersupplied merchandiser can be equally effective especially when used as an end cap. For this, we offer a 4' unit that contains only the fastest-moving items from our two top-of-the-line bath groupings. Ajax also makes available a styrene plan-o-gram with header board and metal hooks that permits a total of six different product combinations, each two feet wide which can be mounted on an existing gondola. This program aids in establishing a continuity ofappearance for a store.

ORGANIZE

Merchandisers should help organize your customers' thinking. Our Super Bin for cabinet hardware is designed in vertical color-coded family groupings so the shopper can easily spot the type of styling he or she is seeking. Faster-moving items probably should be located at eye level with the slower items below.

Use the take-one pieces supplied by manufacturers, for they are valuable sales tools. Not only should this literature illustrate the products in detail, but it should also feature image-of-environment

photos that show the customer how the various items will look in the home. Decorative hardware enhances the appearance and value of the home and should be featured in the most attractive manner possible. Needless to say, the header must be an attention-grabber.

Products should be visible to the customer. The customer should be able to both see and feel the oroduct. and packaging can facititate these aims. Our bath items are either skin-packed or shadow-boxed so the product can be seen without any damage to the package. lf a box needs to be opened for a clear view. it can become mutilated and result in the loss of sales. Our cabinet hardware is poly-bagged for low-cost packaging and a sample of the product is mounted on the front of each bin.

UPGRADE MERCHANDISE

Continually upgrade your merchandise. Anything decorative involves an aspect offashion. Ifyou don't update your merchandise, you will diminish your turns because you won't have what people are looking for to complement the style in their homes.

We annually introduce an aver-

age of three new lines in either cabinet and bath hardware which should replace the groupings going out of style. We then provide an attractive corrugated Bargain Bin to help close-out slower-selling items.

Natural finished wood is becoming a very popular item. so we are taking advantage of the trend by bringing out a wood/brass line in the near future. If retailers just stayed with basic antique brass or chrome hardware and ignored this new move towards wood, a large segment of new business might be missed.

Stick to a reorder point that is consistent with size of purchases made by your customers. Too many retailers wait for a bin of cabinet hardware to sell down to 5 or less items before reordering. By doing this, sales can be lost because a customer won't have enough pieces to remodel. To avoid this problem, we provide 40 items in the initial stocking of our cabinet hardware and expect a reorder point to be set by the distibutor at a minimum of 20.

Displays must be self-explanatory. It is the responsibility of the manufacturer to make sure each item includes an explanation of how the product is used and stepby-step installation procedures complete with illustrations. The

M00ERll bin merchandiser in action at National Lumber, Long Beach, Ca. This 16' Alax Super Bin merchandiser has individual bins that sit on shelving hung lrom pegboard, oflering flexibility lor the retailer combined with a good selection and strong visual presentati0n lo the cust0mer.

retailer should select programs that offer this type of packaging so they will be most helpful to their customers. With the rapid increases in (Please turn to page 58)

Sfory at a Glance Succe-ssful merchandis- ing... a cooperativepartnership between the retailer, manufacturer, and distributor. if the three don't work together, sales suffer.

Our

Ideas to help merchandise hardware and housewares

More glamour and style are being used as a means of improving sales. Image-building is vital not only to increase the movement of merchandise but also to the reputation of the store. When rapport is established in a customer's mind it not only means repeat sales but good word of mouth, the best advertising any store cannot buy.

One way to increase bathroom vanity sales is to put ./'ancy mirrors over them, such as gold or silver leq/ oval styles. Fancy lightingJixtures on either side o.l' the mirrors also give cuslomers ideas o.l' how to update bathrooms with a minimum o.f'work and a lot of imagination.

An area set aside for browsing is one way to add sparkle and the feeling gf a "child being in a candy store" to an otherwise dull anil trafficless corner. In this area place all kinds of housewares gift ideas including knick-knacks for bath, kitchen, and all around the house.

For an outdoor .feeling, especially when displaying such outdoor .t'Lrn items as gas braziers and accessories, use redwoad paneling in the style o./'a .fence to.fbrm the display bockground ql the equipment. Add someAstroturl .lbr the grass ell'ect and set an immetliate mood oJ customer identiJication lbr many good evenings qf'entertaining.

Every aisle of every store can be an "action aisle" if products are so attractively displayed that they catch customers' eyes and then sell them with their performance qualifications. How can a store tell which are the action aisles? The action aisles always mean more action at the cash register.

With the craze.fbr vintage automobiles at its all-time high, an eye-cotching display o.l'everyday auto needs can be rlramatized by topping it o./l' wirh sketches qfold-tine outos. Once the cusloffier is attracted to the display, he's just an eye-blink away .fi'ont the items o./ sa./'ety, cleaning, and maintenance./br his own car.

When floor space is at a premium, the new flexible, adjustable display fixtures are a must. For example, if your store sells both bicycles and tricycles, a bountiful display can be assembled by putting the "trikes" on a shelf above the bikes.

Matching hardware collections arranged in aftractive displays multiplies the potential sales ticket total bv the number q/ related items in eattlr display. This is particularly true v;here bathroom or kitchen./ixture grou pi n gs are shown.

Sfory at a Glance

Self-adhesi ve wallcoverings used behind merchandise, especially in gondola-end displays, accents everything in the display. What often is a dull, empty store spot can be a bright sales spot with the use of justa little bitof effort and wallpaper.

A touclt o/ the lbrest alrtr('ts tlte eye when logs are used irr a di.;pla.v showing axes, glot,es and (hain sayts.

Back-to-back gondola ends are a perfect way to compactly offer customers a variety of how-toinformation. Craft books, cook books, gardening books, and house plant publications can all be grouped for easy browsing and customer enlightenment.

Even a .fex, srluare ./eet ol utility shelvitrg and peiboat'd devoted to a home plant and horticulture departntent ca n lurn orer an atna:ittg ittvetttory ql nerchandise. Even the ceiling above the display can be usetl lor hanging planters.

Color at the ceiling level, used in bold horizontal or vertical stripecl graphics, call attention to neat dis- plays underneath when emblazoned with 3-D signs rhar prominently announce the department.

Lighting fixtures, when mass displayed in a cloud effect over related merchandise, not only utilize all floor and ceiling space effectively, they also give customers ideas while brightening up the store.

Blinking, colored lights around signage not only calls attention to the area they are advertising but adds a lestive nole lo shopping.

(Continued on next page)

Hardware and housewares items move faster when displayed effec- tively, are advertised creatively, and kept well stocked.

HARDWARE HOUSEWARES MERCHANDISING

(Continued from previous page)

To display expensive items such as super power mov)ers, mulchers and traclors, dramatize their use by building a brick ./ence around the display, made ./i'om contact brick paper and "plant" grass e/ Astrotuql. Flowers and trees can be real or artificial, whatever your light source allows. I./' the plants are real, be sure someone in your store is assigned lo keep them looking healthy as a positive background to lhe lawn and yard helpers.

There is a whole new market just waiting to be helped to buy. It is the "Reluctant D-I-Y Market". Those in this group would prefer to have professionals do even their minor jobs but their economic situation dictates they must do it themselves. This market must be reached by informal sales assistance, such as plan-o-grams, "how-to" at the point of sale and aggressive signing in the store. Personal attention from a "pro" tends to intimidate them.

"Super Sidewalk Sales" are a good v)qy to hold an qnnual or semi-annual sale. By utilizing part o.f the parking orea, large signs and o public address system announcing bargains at certain time intervals, a brisk business can be generated to move old and broken -lot inventories.

When paint and wallpaper displays are side-by-side a silent salesman of design and coordination is at work. A wallpaper display unit mounted under a display of wallpaper samples gives the buyer a place to go to dream up home decorating ideas that the display instigates and maintains by being a place where the customer feels free to stay and browse.

In a ./ew squqre ./eet q/ plumbing orea a display can be out/itted h)ith q ./aucet ./itting ./or every purpose. Diagrams and descriplions and actual ,/aucet samples will give the do-ityourseller a helping hand that he \)on't soon ./brget.

Good gondolas - especially good gondola endscan mean lots of selling ideas in minimum selling space. Precious displays of just about anything any store would ever want to sell can be compactly dramatized calling attention to changing specials and features.

The discretionary do-it-yourse!/er is a convenience-oriented shopper and insists on a high level oJ'in-store service. He rqjects discounters and is very sensitive to qssortments. Delivery, convenient location, quick checkout, broad assortments and plenty ef knowledgeable sales people qre the key to ottracting this shopper who truly wants service and is willing to pay the price.

A novel way to create attention to the hand and power tool section of your store is by framing the tools and hanging them as"tool mobiles" from the ceiline.

Tiny island displays ./eaturing seasonal home improvement ilems can be done in an exciting manner by use o.f the product combined with two or three other related items in the store.

Some of a store's most effective displays can be built entirely from products sold in the store. One suggestion is to use spindle shelving for a tiered window display of lamps. With carpet added the display gives the illusion of home.

So that your customers know what is going on and, just in case they missed your ad in the newspaper, a good idea is to remind them of your weekly specials by putting your newspaper ad right up front in the store where everybody can see it. Mount the advertisement on an easel just inside the front door. Customers always like to be reminded of bargains.

Storm doors take up very Iittle space when displayed vertically, sideby-side, in a row. Since so many can be stored this xtay cuslomer attention is called to the x)ide selection available.

If ceiling tiles are displayed on the ceiling the customer can visualize how the materials will look when overhead in his home.

Merchandise can be displayed, opened and assembled, so the consumer cen see what it really looks like. As a result, it answers any questions and eliminates the need to open packages.

Cookware items, especially when combined with oversized recipe cards and/or recipes to take home, always make customers stop and take notice. Any display which causes customer involvement is a good traffic builder and creates good will.

Bountiful displays o./ silk or plastic ,flowers can give a really bright and cheerlul look to a sales area in which indoor and outdoor garden accessories are sold. Planl a garden all around the top q/ the display so it can draw attention lo itself'over the other displays. Or, hanging pots obove this areo can also add color and cheeiulness to the store inlerior as it sells merchandise.

An end gondola alldecked out tuith gourmel and homemaker items sparks customer interest and leads them down the aisle to where the items are stocked and Jurther displayed.

An out-of-the-way corner can be turned into a d-i-y library where an array of consumer brochures. reference books and magazines, repair and decorating books can be utilized in the store or bought to take home.

Today's modern tight merchandising techniques are as dilJerent ./rom cluttered shelves as packaging is to the old cracker barrel. Tight merchandising uses every inch o./' space, utilizes the designs and colors o./ the packages, and categorizes the products by compatibility o.f use. In this \)ay each product commands customer altenlion and actually leads the buyer to select one o./ its companions in the display. Clutter merely con.luses and couses a buyer to associate in a subconscious, negative way with the store.

John Cameron Swalze is a world ereert on torture tests. But he had his doubts about this one.

In front of him was a typical floor system of 2xl2-inch joists, 16 inches on center. Covering that was Louisiana-Paciftc's ft nest exterior particleboardRedex.

With Swape's help, we gave the product the most severe punishment we could think of. We took Tunga, a 9,(XX) pound elephant and walked him across the face ofthis board. As you can see from the photo, Tunga did everything he cotrld to demolish the Redex. but as Swalze summed up.

"The amazing L-P Redex. Strong enough to hold this four and a halfton pachyderm!"

Whyis Reder so strong?

Redwood particles have been mixed with extra long, extra strong ftbers d

Douglas ffr. Then with phenolic resin, it is all bonded together under intense pressure and heat. Finally, the long edges are tongue and grooved and all four edges sealedto control moisfure absorption.

The result is a board of excellent internal bond and rupture resistance. On top of that Redqr knows howtotake a nail. Or a staple. And there are no face or core voids to contend with. No checking or delaminating. Redcx can 3ave you a ton of moneytoo.

Forget about underlayment or other subflooring. Redex will handle werything. Which means you cut materials cost by about 30 per cent for every 2,0(X) square feet compared to other usual flooring construction, at the same time taking a big chunk out d labor costs.

Speaking dsaving labor, Redex tongue and groove also does away with the need for blocking. So installation time is reduced by 8 to l0 manhours per average home.

Andloohsho approveo:

The FHA,ICBO, BOCAand Southern Building Congress all say Redex meets or enceedstheir standards. In facl, Redex has been tested by the Underwriters Laboratory and meets Class III Flame Spread rating. lllre morc lnformadon?

Give us a call at (707) 528-6680, or write Louisiana -Paciftc, 1300 S.W. Fifth Avenue, Portland, Oregon 97201.

'Even this 4yzton Pachyderm is no match forREDEXS

- JohnCameronSwavze

Despite Chicago snow, attendance at the National Housewares Exposition in Jan. was down only about 300/0. most of the 1,830 exhibitors made it, and buying volume was generally in line with recent shows. usual attendance is 40,fi)0...

President Carter's budget proposals, expected to result in a decreased supply of timber from National Forests, have been widely criticized by industry. .anticipated to cut off supply, the effects are described as inflationary. Western Timber Assn. says it, 'Just doesn't make sgnsgt'. ,

RA R E I I proposals to take 2401, of the 62 million ames (15 mil- lion acres) for wilderness brought sharp reaction from the wood industry (see p. 53). . , the plywood assn, said it "would severely impact timber supply and inflate housing costs"; environmentalists, naturally, claimed it was too little, too late. Congress has the final decision: the fight goes on.

Final housing start figures for '78: 2,018,500 units, 2% above '77 and the highest since boomy '73; the West had 270/o of the national market... overall. building permits declined from Nov., but permits for single family homes rose slightly.

In Decembero strrls rose in the West; single family starts nationally were 1,533,000 with multis at 592,000.. again, a

surprisingly strong pace. . . consensus at the National Association of Home Builder's show in Las Vegas was for a shallow decline (100/o) nationally with the Sunbelt and boom areas in other parts of the West expected to log another strong season.

P.R.O.D. Wholesale, San Leandro, Ca., has acquired the old Zenith Mill & Lumber Co. property in Hayward, Ca., as part of its expansion into redwood, with increased emphasis on plywood, Doug. fir and cedar. Weyerhaeuser is firming plans fora Fontana, Ca., installation. rumors continue on Louisiana-Pacly'c's plan to build a yard in Chino, Ca., and to build a new plant in Rocklin, Ca..

Louisiana-Pacilic has completed the best year in its history; sales were over $l billion with record earnings in the last quarter and for the year. all of their bldg. products markets were strong except commodity particleboard.

Frost Hardwood, San Diego, is about 2 mos. from completing a new Hq. in nearby Miramar, Ca... Home Lumber Co., Hemet, Ca., is adding to its main showroom. Sena Lumber, San Juan Capistran_o, Ca., plans to rebuild after a fire last year.

Brecheisen Wholesale Co. has a new office/warehouse on W. Thomas, Phoenix. .. Tri-County Wholesale Supply Co., Ventura, Ca., a subsidiary of Lone Star lndustries' Lone Star Building Centers (Western, Inc.), has been closed permanently . . . Nikkel Corp., Sacramento, Ca., has opened an El Paso, Tx., sales office; Arnold Smith, mgr...

Western Product Sales, Danville, Ca., is a new company handling sales/marketing of specialty bldg. products, key people are Bob Riggs and Al Weller... -?C Trucking is a new Long Beach, Ca., lumber hauling firm formed by Joh n, Dee and Jim Cameron. Louisiana - PaciJic has gotten an OK from the Cana-

dian gov. to buy its lst Canadian

Denver's Hush M. W@ds Co. plans at least 2 new $tores,'sn€ in Boulder, Co., their first unit outside Dbnver. , Roy Dunbar has formed a new company in Redding, Ca., called Dunfor's Brand X Corp... Black Diamond LumDer, Sacramento, Ca., plans to complete its voluntary liquidation by April..

Von Tobelshas opened a new store in Las Vegas on East Tropicana St. all the Westy's" stores in San Diego now carry the name Boise Cascade Building Material Centers... Encinitas Lumber, Encinitas, Ca., has been sold for an undisclosed arnount

to James Youngblood, a semiretired investor. Orchard Sup- ply, San Jose, Ca., recently acquired by W.R. Grace Co., has opened a new Modesto. Ca., store: another is planned for Fremont, Ca., in late summer...

The Blizzard of '79 is causing worries about a railroad car shortage. box cars are accumulating in the East & Midwest, threatening to crimp the supply needed by Western shippers. A&R Lumber .Sa/cs has moved from Eugene, Or. to Junction City, Or...

The l4ickes Corp. plans to acquire Chandler Corp. of Boise, Id., for a combination of cash and/or Wickes securities, no figs. released; Chandler's fiscal '79 sales are expected to top $100 million. . Chandler recently secured property in Fontana, Ca., for a new lumber facility.

Lone Star Industries planned purchase of Keystone Portland Cementhas been dropped after FTC objections. Kaiser Cement intends to build a $13.5 million cement mill in Seattle; they recenty hiked prices 890Y/o. Canadian gov. objections to take-over plans involving MacMillan Bloedel, Vancouver, 8.C., leaves the forest products giant without corp. suitors, at least for now.

Thanks toWillamette, Don Hansen of fimberland Forest P todayboughtfivecars of W three

After work, Don really relaxes and becomes an orchardist in Washington's lush, Cashmere Valley. He knows he can leave office worries behind. Ask him about it. He'll tell you how \Mllamette makes his job a lot easier by efficiently filling requests for top quality lumber and plywood products sheathing, underlayment, studs, dimension, clears, boards and timbers. No matter how large or small the order, heand 1,000 other wholesalers-count on us to deliver the goods right when they're needed.

Our vast timber holdings provide more than 50 percent of our timber

needs for our 25 building materials plants. This gives us the capacity to keep them supplied through the toughest assignments and most demanding requirements. And we can meet industrial specs for cutting, routing and shaping.

We're proud of our close communication with distributors. We depend on them for their knowledge of the market. Willamette's always there at the other end of the line, ready to back them up when they need it. We're pleased when we can make their lives a little less hectic with more time to relax. So atthe end of the day, folks like Don Han-

sen can stop worrying about plywood and think apples and pears.

Set Your Sights on UALITY

Brush lndustrial Lumber Co., Division

7653Telegraph Rd.

Montebello, CA 90640

(213) 723-3301 r (714) 994-6240

930 Ashby Ave. Berkeley, CA 94710

(41 5) 843-4390

1576 South 300 West Salt Lake City, UT 84115 (801 ) 484-761 6

Main 0ffice 21 50 0akdale Ave. San Francisco, CA94124 (415) 647-0772

GALENDAR

FEBRUARY

Orange County Hoo-Hoo-Ette Club 12 - Feb. 16, Lumber nite, Airporter Inn, Irvine, Ca.

University of Denver - W.O.O.D., Inc. - "Designing with Wood" seminars. Feb. 16. Contact: U. of D. College of Business Administration, 2020 South Race St.. Denver. Co. 80208.

Los Angeles Hoo-Hoo Club - Feb. 17, Valentines' Dance, General Lee's Rest., Los Angeles, Ca.

Western Building Material Assn. - Feb.20-21, "Key person development workshop", Boise, Id.

Cultured Marble Institute - Feb. 2l-23, Conference, Town and Country Hotel, San Diego, Ca.

Montana Building Material Dealers' Assn. - Feb. 2l-24, Annual convention, Ramada lnn, Billings, Mt.

Western Forest Industries Assn.Feb. 24-27, annual meeting. Rancho Las Palnras Marriott, Rancho Mirage, Ca.

Western Building Material Assn.Feb. 27-2t1, "Key person development workshop", Sqrokane, Wa.

MARCH

Anrerican Wholesale l{ardware Co.March 4. dealer hardware show. Exhibition Ilall, Long Bcach Convention Center. Long Beach. Ca.

California Retail Hardware Assn.Mar.4-6.30th Annual Western States Hardware-Flousewarcs-Paint & Garden Supply Show, Brooks Hall. Civic Center, San Francisco. Ca.

Fireplace InstituteMarch 4-7, annual convcntion, Riviera Hotel, Palm Springs, Ca.

Plunrbing Manufacturers InstituteMarch 4-7, winter nrecting, La Costa, San Diego, Ca.

North Anrerican Sawnrill/Plywood 7th annual Clinicand Machinery ShowMarch 7-9. Menrorial Coliseunr, Portland. Or.

National Honre Center ShowMarch I | -l4. McCormick Place. Chicago. I.l.

Western Wood Products Assn.March l3-16. annual spring nreeting. St. Francis Hotel, San Francisco, Ca.

Western Buildine Material Dealer Assn. * March 19. board of'directors nleeting. Sacramento. Ca.

Forest Products Research Societl'March 22-24, nteeling, Rock1, Mountain section. Sheraton Old Town Inn, Albuquerque, N.M.

FAMOWOOD

is the PR0FESSI0I{AL'S A[[ PURP0SE PIASTIC

San Joaquin Hoo-Hoo ClubMarch 23. Casino night. Edison Social Club. Fresno.

Honre Inrprovenlent TinreMar. 28 & 29, l41h annual nreeting. Sheraton Airltort IIotel, Pittsburgh. Pa.

Society of Anrerican Wood PreserversMar. 3l-Apr. 3. annual meeting, Broadmoor, Colorado Springs. Co.

APRIL

Can be used under Fiber Glass!

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

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not qum up sander. Waterproof and

Particleboard Symposiunr - Apr. 3-5, Washington State University, Pullman, Wa.

Oakland Hoo-Hoo Club - April 6, 47th Annual Reveille, Willow Park Country Club, Castro \/alle1', Ca.

National Lunrber and Buildine Material Dealers AssnApr. | 0-12, "Conference with Congress", Washington, D.C.

North Anrerican Wholesale Lunrber Assoc. - Apr. 23-26. annual meeting. Boca Raton, Fl.

Forest Products Research Society - Apr. 23 & 24. Pacific Northwest Section. Jantzen Beach Thunderbird FIotel. Portland. Or.

tFHE Internal Revenue Service has f announced that oersons can claim tax credits for insulation and other energy savings device expenditures made between Apr. 20. 1977 and Dec. 31, 1978 when they file their income tax returns for 1978.

Under the new E,nerqv Tax Act of 1978 (Public Law 95-6i8). taxpayers are allowed to claim such expenses only on their 1978 relurns. They are not allowed to claim these credits by filing amended 1977 returns.

Specifically, the Energy Tax Act of 1978 provides homeowners and renters a tax credit of up to $300 (l 501, of costs up to $2,000) lor insulation and other energy-saving devices. Eligible devices include: furnace replacement burners, flue opening modifications, furnace ignition systems that replace gas pilot lights, storm or thermal windows or doors, clock thermostats, caulking and weather-stripping, energy use display meters, and other itens specified by the Secretary ol Energy.

There also is a separate credit of up to $2,200 (30%r on costs up to $2,000 and 20()lr on the next $8,000) for the expense of installing certain renewable energy devices, such as solar, wind, or geothermal devices.

The insulation and conservation tax credits will be allowed for principal residences, including condominiums and cooperiltivcs, that were in existence on Apr. 20, 1977. The solar credits on principal residences are available for both old and new homes.

Forms to be used: The IRS announced that the Form 5695 must be used to claim the tax credits, and will be included in the 1978 Forrrll040 tax

return packages that will be sent to taxpayers by the end of December. Form 5695 also will be available at banks, post offices, and IRS olTices. Further information (not yet available) on what qualifies for and how to compute the tax credits is in Publication 903, Energy Credits for lndividuals, which the IRS indicates should be at its field offices by early December.

The Minimum Wage has increased from the present $2.65 per hour to $2.90 per hour lor all employees

covered by the Fair Labor Standards Act. Watch your rate on students and part-timers.

The Social Security Tax rate went up from 6.050ft on the first $17,700 to 6.1306 on the first $22,900 of wages. This increase applies to both the employee and employer tax.

The new federal law raising the mandatory retirement age to 70 went into effect on Jan. l. The act covers any employer who employs 20 or more workers each working day for 20 or more weeks a year. Exempt are executives who have pensions over $27.000 a year, tenured professors, and collectively bargained retirement plans if in effect Sept. |,1977 (Exemption is only until Jan. I, 1980 or expiration date of contract, whichever comes first.) lf you are covered, you must notify employees of their right to continue

(Please turn to page 70)

KENT MOXEY executive

secretary

l|! OVERNMENT price guidelines

l:l no* provide an alternaiive to the price standard for retail and wholesale industry.

It is a "percentage margin stan- dard". However, the regulation encourages any company that is able to do so to comply with the general price standard. The new alternative specifies that the growth in the average percentage gross margin between the base year and the program year be no greater than the margin trend minus t/20/o or the average percentage gross margin for the program year not to exceed that of the base vear.

Are you interested in the cause of small business? Better relations and understanding with the federal government? Next January (1980) there will be a White House Conference on Small Business. Delegates will be selected from attendees at 57 regional and state conferences this year. In our area: Albuquerque, Mar 2; Casper. Aug 301 Salt Lake City, Aug 31.

Demurrage charges for railroad cars are up. New rates after free time will be $20 ier day for 4 days, $30 next two days and $60 after that.

Our national lumber dealers association is making a last ditch effort to negate the new rates. They have been fighting the increase for a long time. At first they were going to raise them to $30. $60. and $90.

National has taken position that

(Please turn to pase 70)

ARIZONASGENE@

'|lHE ARIZONA Lien Law was I changed in 1973 so that material suppliers had protection for both new home and commercial construction. But in 1976 a new amendment clouded the area of home construction for lien rights. This makes ALBSA's number one priority to introduce a lien law bill in the 1979 Arizona Legislative Session. And to get the bill adopted.

As chairman of a group, including credit managers and other interested associations, I plan to write and introduce a bill built around the California Lien Law.

Yours truly met with the House and Senate Leadership to discuss the lien law and received their support.

A luncheon was held recently with the Honorable Eldon Rudd, Representative of the 4th District. Arizona. to discuss issues on the forest products industry and other issues concerning the ALBSA members. Those present were: ALBSA President Bob Silvey, Jay O'Malley, Dean Drake, RayWells, Charles Ray, Ace Mason and yours truly.

New members recently loining ALBSA are: Lumber Country, Tucson; and Sun ValleyDoor and Supply, Inc., Phoenix.

NATIONAL HOME CENTER SHOW MAR. 1 1 .14

The 1979 National Home Center/Home Improvement Congress & Exposition has a slate of 42 industry leaders to panel l2 seminar sessions during its fourth annual show March I l-14, at Chicago's McCormick Place.

"On the roster are top-ranking, experienced industry leaders representing the gamut of home centers and retailing of do-it-yourself products," notes William Fishman, seminar director.

Eleven sessions are designed to deliver the latest operating knowhow and merchandising skills. One special seminar is devoted to wholesalers and manufacturers serving the home center retailer.

The Seminar Program opens with a general session on Monday, March 12. at 8:30 a.m.

George L. Milne, v.p. Vance Publishing Corp., sponsors of the show, said: "There will be more than 1,200 exhibits featuring tens of thousands of products, sales/display/merchandising aids, and advertising/promotion ideas all geared to help retailers generate more business from the do-it-yourself market.

The show opens at 10:00 a.m., Sunday, March ll.

Exhibit hours for the run of the show are: 10:00 a.m. - 5:00 p.m., Sun.. Mon.. and Tues.. Mar. ll-l3l (Please turn to page 71)

Twin Harbors Closing

The majority of the sales arm of Twin Harbors Lumber Co., now undergoing voluntary liquidation, has been added to PSF. Inc.. the Fair Oaks, (Sacramento) , Ca., wholesale wood products firm, according to Don Crane, president of PSF.

Based in Aberdeen, Wa., Twin Harbors Lumber Co. is disposing of its assets. Their Washington sawmill and timber has been sold to Mayr Brothers of Hoquiam,Wa.The timber and timberlands Twin Harbors held in California has been sold to Simpson Timber Co. The remaining property, including Sound Studs, Inc., Dinsmore, Ca., which represents less than 100/o of the total corporation, is being sold. No figures have been revealed in the transactions by Twin Harbors, which was founded in 1921.

The difficulty in obtaining logs, due primarily to log exports, was cited as a major factor behind the closing of the company by Twin Harbors' president Dale Anderson.

For PSF, it means the adding of two sales offices: one in Palo Alto, Ca., staffed by Jim Fraser and Chuck Lewis, and another in Santa Ana, Ca., manned by Jim Rossman and Dale McCormick. The buying office in Eugene, Or., operated by Vince Bricher, also goes to PSF.

The three offices will be tied into PSF headquarters with a teletype.

The additions to PSFare anticipated to result in a tripling of the firm's sales volume, according to company spokesmen.

HOBBS WALL LUMBER CO.lING

'The Oldest Name in Redwood"

l\ EALERS ARE showing arr lJ increased concern lor legislative issues. I have noticed an increase in dealer participation at both the state and federal levels when the industry requests letters to legislators on issues that affect our industry.

Our Building Material Industry Political Action Committee has receivdd over $8,000 in contributions for the 1979 campaign. This is far short of our goal and I hope that all of you have made a contribution of $100 per each million $ of gross sales. Send your check to BMI/PAC, 1055 Lincoln Ave., San Jose, Ca.95125.

Now that we have our state political action machinery in motion we are going to attack on all fronts. On May 1-2, 1979, we are organizing a State Legislative Day in Sacramento. I urge each dealer to make it a priority to be in Sacramento during this period. We will conduct briefings for you on key issues in the state legislative process that will have a major impact on our industry.

We will arm you with back up material on these issues for you to present and discuss with your state legislators. You will have requested an appointment with your state legislators prior to the meeting. Appointments will be made for May

Once you have been given the back up material you will be prepared to meet your legislators face-to-face and present your views on how the issues will affect your business.

We have found from our six years of experience with our annual Conference with Congress that this type face-to-face meeting rgains momentum and importance for the legislators. When a large industry delegation appears in Sacramento, they become a little edgy. With the amount of legislative pressure lrom the consumer groupsJ environmentalists and saviors ol the world, we must step in to protect our own industry.

Many of you are planning to attend the Annual Conference with Congress in Washington, D.C. April 10-12. We anticipate that 20 or more dealers and their wives will make the trek with our California contingent to express our views to Congress.

Literature will be mailed to you in the near future and il you have not had the experience of visiting Washington, D.C. and participating in the political arena, join us. It is an experience you will long remember.

Our group will plan departure from San Francisco around 7:30 a.m. April 9, and depart Washington for SF around 9:00 a.m. April 12. Plan on joining us and bring your wife to visit the Hill also.

Who says you can't have everything?

ROOFING MASONITE TIMBERS

Crown Plywood will meet all your requirements for sanded plywood, sheathings and plywood sidings. And that's iust for starters. You'll find a complete line of cedar and redwood fencing here, too. Posts and rails included. Plus a full selection of Redwood lath and bender board.

Need Douglas Fir timbersorroofing? We have exactly what you need. You can also count on Crown Plywood for Masonite@ brand siding and hardboard products. In fact, we have the largest stock of Masonite siding in all of Southern California. So you're assured of a versatile, durable, easily-applied siding at a price you can depend on.

PLYWOOD

As you can see, Crown Plywood has a wide range of products and we are ready to hqldle-any size order, mixed loads as well. To sum it up, Crown Plywood is ready when you are - with everything.

A New Home

A S PART of its ongoing pro- Fr gram of upgrading, South Bay Forest Products Co. recently completed the striking corporate-homestead seen here.

Situated on the front of its 22 acre Orange, Ca., facility, the 6,300 sq. ft., two story building is the

Sfory at a Glance

New corporate headquarters building is showcase of redwood... curly grain and redwood finger ioint paneling, accented with cedar, feature handsome interior.

general headquarters for both the Orange Div. and the Healdsburg (Ca.) div. In addition to the executive offices, all billing and invoicing is done at this site.

The upgrading program also includes the addition of a second large dry kiln two years ago; a fourth major storage shed flnished last yeari acquisition of property so the facility is now served by both the Santa Fe and Southern Pacific railroads; and the addition to redwood in their sales lines of cedar, spruce, pine and fir. South Bay also has one of the largest milling facilities on the West Coast.

The building is unique in its extensive use of redwood. Clear all heart is used on the exterior and both redwood and cedar are used extensively on the interior walls. Curley grain redwood is used as an accent on ceilings as well as walls. Redwood fingerjoint paneling is also used on interior walls.

Construction of the unique building took more than a year.

Ken Alexander, John Hollstein and Roger Braniger. 13l 0perations mgr. John Hodge in his olfice. lll Staffers George Badenoch and Charles Freitas, backdropped by handsome wall of redwood fingerloint paneling. l5l Comptroller,Andy Ersek, enloying his new office.

Chilean red cypress

A new softwood of exceptional quality from Chile - called Chilean red cypress (alerce)is being introduced by Inland Lumber Co.

According to Gary F Thomson, president of Inland, the wood is rated strong for its weight and parallels redwood very closely in many of its properties.

He said alerce is soft, light and easy to work. It is reputed to season easily and retain its shape well. Thomson said the shrinkage of alerce from green to oven dry is reported as 9.loh in volume, 3.80[ radially, and 5.801r tangentially. It takes glue, varnishes and other finishes very well.

The species is native to South America, growing in the coast

ranges of central and southern Chile, The trees resemble redwoods in that they grow large with diameters

of 48" and heights of 100' or more. Often the trees attain an age of 2000 to 2500 years and some are reported to be as much as 4000 years old.

The trees grow slowly and tend to have narrow annual rings. The sapwood is thin and white. The heartwood ranges in color from light red to a dark reddish brown.

Alerce is a low-density wood. The approximate weight per cubic foot is 41.7 lbs. green and 22 to 35 lbs. after air drying (an average of about 29 lbs).

In the great alerce forests of Chile, the natives often split the logs into boards and shingles with the use of hardwood wedges before shipping. They are also skilled in producing rived boards of uniform thickness.

are excellent.

According to Thomson, the timber is rated as the finest produced in Chile and ranks with the best and most useful in the world. It is being harvested by two Chilean sawmills, both of which have given Inland Lumber Co. long range production commitments.

OUR MAJOR NAIL SUPPLIERS ARE:

MORRISON

U.S. STEEL

IMPORTS (PGL Brand)

STRONGHOLD

HELYX

Plus many other specialty nail suppliers

PGL and PYS warehouses maintain the largest stock of nails in the Pacific Northwest and Alaska.

In addition to all the regular nails, we also stock a wide variety of specialty nails in STAINLESS. ALUMINUM, BRONZE ANd TEMPERED STEEL.

Nails are only part of the many steel products we handle. Call us for re-bar, fencing, wire, netting, mesh, etc. Call

Sfory at a Glance Ghile'an Red Gypress (Alerce)...a premium softwood of exceptional quality... has natural durability... is decay resistant. . . dimensional stability and machinability

h

SOUTH BAY FOREST PRODUCTS

TWO LOCATIONS TO SERVE YOU BETTER

2200 No. Glassell, Orange, Calif. 92667 (714) 637-5350 o (213) 860-7791

164 Heardsburs 0[?i jiil!i|r'n, carif. e5448

CONTINUING TO GROW STRONGER

it our New General Offices, recently completed at our Orange, Ca. plant, designed to efficiently process your inquiries and orders.

SPECIALISTS IN REDWOOD and WESTERN REDCEDAR AND NOW FEATURING

PINE, SPRUCE, INCENSE CEDAR & FIR

WE WELCOME YOUR INQUIRY WE WANT YOUR BUSINESS

A Home for Housewares

Whenhaving a kitchen designed, an important aspect to take into consideration is all of those handy appliances that make the homemaker's life in the kitchen one of creativity rather than chores. With so many labor-saving small appliances now available. architects

must take into consideration their placement on counter-tops. For instance, one of the new miracle chopper/blenders would be well placed in the refrigerator/sink area. Mixers. toasters. etc. would fit well over a Storage area which holds flours and other staple items. The range/oven area would be perfect

for coffee makers. small micro ovens. electric skillets and other cooking aids.

Convenience and efficiency in kitchens depend as much on properly planned counterspace as on properly planned storage space and the easy flow of movement in the work area.

Distributor Credit Policies

A new National Building Material Distributors Association survey of its distributor member's credit and collection programs shows more members with written credit policies, and that the overwhelming majority adhere to them strictly. Credit investigation is more thorough than before, and 550ft of the respondents have established credit limits for over half of their customers. Over 400 firms were surveyed.

to the "harried homeis often the cure, pro-

The survey also showed a trend toward reducing cash discount rates to customers with few customer complaints noted. Over 80%r prepare a monthly aged report on their accounts receivable. Most of the rest prepare one more frequently and.just over half charge their salesmen with regular collection responsibilities on their accounts.

Gary Hart

Kelly Davies

Don

Bob

Gary

Marilyn

Ron

Bob Shank

Ralph Kieler

Joe Harris

Aproud

At out orlglnal Klnzua mlll slle we produced quollty guconteed lumber products tor oou ha$ a cenatry. Klln'drled Ponderosa plne, Douglac tlr mrd Western larch lumber products may fu commodltles to some, but they ore our cpeclaltlu. We haoe o modern plyutood sheathlng operatlon plus a nelo computerlzed plne mlll and o cfitd mlll at Heppner, Otegon.

Sometlmes we feel llke the last of the lilohlcans In tftls lndusty where lndependents ate becomlng a oanlehlng breed. But we chedsh our lndependence, It allows us to rcspond qulckly to our customerE'apeclal nedc. WeTe short on corpotate red tape ond long on'cant do" efiort and know hou, Eouy customer we haoe lc BIG ln our eye:c.

To aente our cuatomets bct-aer we hooe a sales otffce ln l-ake Oewego, Oregon. One call to Ray Kelson, Jan Grudy, Bruce Long or Kent Goodyear (5Og) 63&4406 gels you lqst actlon on you] lumber, stud and pllluood she'othlng tequltements.

SOth Hardware/Housewares Show

The 3Oth Annual Western States Hardware-Housewares-Paint and Garden Supply Show will be held in San Francisco March 4-6. at Brooks Hall. in the Civic Center.

Over 600 manufacturers will be represented, with merchandise lines in the thousands on exhibit at the show, sponsored by the California Retail Hardware Association. According to K.B. Jacobsen, show manager, pre-show interest is very high with many new exhibitors taking booth space to present their products to retail buyers in the big Western market.

Buyers will see the latest in hardware, housewares, paint, garden supplies, building materials,automotive supplies, giftwares, plumbing and electrical supplies, sporting goods, variety and notion items, plus hundreds of other individual lines of merchandise.

The hardware show is often called the only complete industry show in the West.

Buyers attendance is expected to top the 10,000 mark at the three-day event. Dealers will be spending over $l million and an even larger amount on postshow orders.

The 100,000 sq. ft. Brooks Hall, the show site, makes it convenient for buyers to attend and take advantage of the many specials offered by exhibitors. Hours are: Sun,, l0 a.m.6 p.m.; Mon., l2 noonl0 p.m.; and Tues.; l2 noon6 p.m.

Running concurrently is the 78th Annual California Retail Hardware Association Convention. Headquarters for the annual meet is the Golden Gatewav Holiday Inn Convention Center.

New Breed of Gustomer

Today's customer requires a more sophisticated type of selling than every before.

He is better educated, earns a higher income and, therefore, usually has a higher standard of taste. He is offended when he's hustled or given the "old hard sell." Nine tips to reach this customer include:

(l) Display your products in a tasteful way.

(2) Make it easy for him to buy from you.

(3) Utilize creative selling techniques.

(4) Cultivate the pace-setters in your market area.

(5) Use credit and other easy ways of payment.

(6) Emphasize what's new and timely.

(7) Be truthful and honest in all of your selling.

(8) Sell quality, value, and service.

(9) Be sure pricing is not misunderstood.

More MSR Lumber Produced

According to the American Lumber Standards Committee, there are now 15 different mills producing 250 million feet of Mechanically Stress Rated lumber annually. This is up from approximately 37 million feet of MSR lumber produced in 1977.

Nine grading agencies are approved by ALS for supervision of MSR lumber. They are: California Lumber Inspection Service; Pacific Lumber Inspection Bureau; Southern Pine Inspection Bureau; Timber Products; West Coast Lumber Inspection Bureau; Western Wood Products Association; Alberta Forest Products Association; Cariboo Lumber Manufacturers Association; and Interior Lumber Manufacturers Association.

New Portland hardware building

National Builders Hardware Co. has moved into a new officewarehouse at Southeast lOth and Taylor in Portland, Or. It occupies a full block near their old location.

The building is of pre-cast tilt-up construction. All glass is double mirror reflective silver. Like the office and the large display room, the warehouse is heated and well insulated. The building is a bright spot in the neighborhood; its exterior walls are concrete and painted a chrome yellow with blue accents taken from the company signature sign "NBH".

llEW office, display room and warehouse for National Builders Hardware Co., Southeast Portland, is 0f pre-cast tilt-up construction, occupies a full city block and provides 38,624 sq. lt. for the f irm.

Lee Kelly, one of the Pacific Northwest's popular outdoor sculptors, is working on a two-story metal piece for the entrance area. A lounge with kitchen accommodates 35 employees. An outdoor tiled terrace adioins it.

Housewares Buying

Studies show that there are definite buying habits associated with housewares.

Of particular significance for building supply retailers promoting one-stop shopping are those statistics relating to the selling of small electrical appliances and bathroom accessories.

During-the-week shopping is preferred by over two-thirds of the consumers surveyed. Over half buy small electrical appliances and bathroom accessories during the week. But, outdoor products and accessories are frequently purchased on weekends, and the husband is most often consulted about their purchase.

Just about half of those asked in recent studies preferred sales help when buying small appliances. Most shop in suburban areas.

People also mentioned that instore displays were important sources of information concerning what's available and new.

C0ilGnlTuLlTl0llS f rom J.E. Higgins Lumber Co. president Harry Anthony (right, at top) to Verlon McKinney for the national sales division's Million Dollar Club achievement.

In background: John Enright. Also celebrating the division's success at the January meeting, in Fremont, Ca., were members of other parts of the Higgins'organization.

Flont row: Larry Ryan, Jack Coats, Matt Enright, Verlon McKinney. ltliddle row: Steve Goldberg, Mike 0'Brien, Gene Williams, Jon Sligar, Pete Coronato. Back low: Joe Long, Jack 0uatman, Harry Anthony and John Enright. Established in 1883, the company has lacilities in Northern California and Nevada and sells throughout the West and the rest of the U.S.

HOUSEWARES

(Continued from page 8)

merchandise presentations according to the space they have available. They are essential when a chain retailer wants to coordinate and control rubber and plastic houseware departments throughout a number of outlets.

Obviously, whenever a new product category is added to any store, optimum return on investment is the obiective.

To a retailer long entrenched in lumber and building materials, it's natural to feel unfamiliar with a new product line such as housewares. But if the urge to add this category is too strong to resist, getting better informed is a smart first step. The manufacturer's field sales rep can help make this unfamiliar territory more manageable.

Srn gle-point res pon sibility Jor Your turn-key projectl

Treated Pole Builders starting another lumber company constru ction.

We stand ready to assist you in locating a proper building site, preliminary designs, and realistic estimates of site development and building costs. We are a complete architectural, engineering and construction company with in-house capabilities to take you from vacant lot through design and completion of a facility answering your special needs.

Our Plan-&-Build concept is tailor-made for lumber companies. Let our capabilities and long history of accomplishments work to your benefit in solving your particular problems.

Redwood Empire Expanding

As part of their establishment of a distribution center network, Redwood Empire, Inc, has purchased half of the property in Elk Grove, Ca., formerly occupied by Evans Products' Capp Homes subsidiary. The 15.79 acres contain a 9,300 sq. ft. office building, a 24,000 sq. ft. office building plus two warehouses, according to Roger Burch, president.

It opened last month as a distribution center, joining Redwood Empire's other locations in Ctoverdale, Ca., where they have opened a new 2,700 sq. ft. sales office on the site of the G&R Lumber Co. (a sister company); Morgan Hill, Ca., where a new 6,300 sq. ft. sales office has recently been completed; and Sacramento, where the firm operates a sales office.

Increased staffings include Linda French at the Morgan Hill office, under sales mgr. Claudia Cowan; Bob Simpson at Cloverdale under sales manager Marty Olhiser; and at Sacramento, under Jeff Loftus, sales manager: Alan Handelin, Susan Harrington, and Ray Trujillo in sales and Steve Hockman.

warehouse foreman.

The Elk Grove, Cloverdale, and Morgan Hill sites cover defined territories in Northern California and

Northern Nevada, as does the Sacramento office, which also handles national sales, according to general manager John Wilton.

Children's Hospital ol Orange County (Ca.) by Brian, 6, and Bradley Richardson, 8, sons of 0range County Hoo-Hoo Club president Dennis Richardson of South Bay Forest Products, whose hands are on their shoulders. Vick Knight, in white jacket, accepts club's

donation which will go toward a machine (ECM0) that aids breathing. At left is club member Frank Graves, at right, John Hollstein. Contribution, which was 1400/o ol club's goal, was made up ol 51 ,000 f rom club treasury and 51800 from individual and corporate donations.

manufacturers and wholesalers . . 30 years of integrity

specialists in douglas fir dimension o timbers o industrials o cedar fencing jimdonahue o dukeelder o jeffjames o frankmimnaugh o halwhite

p.o. box 527, eugene, or. 97440 (503) 686-2815 call toll free (800) 547-8927 for prompt quotations

PERSONAIS

Leroy Dunlap is retiring from Harwood Products, Willits, Ca., where he has worked since March, 1953.

Larry Pallitz, pres. of Commodore Vanity Co., with new offices in Panorama City, Ca., announced new officers: Ron Safinick, ex. v.p.l Bill Gluckman, v.p. marketing; Robert Salus, v.p. sales; Sid Steinfeld, v.p. manufacturing.

Stephen S. Stookesberry, v.p. of Economy Lumber Co., Denver, Co., is new pres. of W.O.O.D., Inc., succeeding John A. Hurley, v.p. Hurley Lumber Co. Other officers are: Herb Hast, Jr., Hast Lumber Co., lst v.p.i Jon Shaffer, Flintco Lumber & Components, 2nd v.p.; Bob Scott, East Denver Lumber Co., treas.; and John Gunzner, Hartmuller Lumber Co., sec. New directors are Roberta Andersen. John Simianer, and Vern Thompson. Directors forward are Jack Blackwell, Robert Herbold, Kent Moxey, and Ex. Sec. Frank J. Rovsek.

Dave LeBeck has been appointed asst. sales mgr. for Rounds Distribution Center, Cloverdale, Ca., according to Hank Monje. mgr.

Steve Hanson, Real Wood Products, Springfield, Or., is now in charge of coordinating remanufacturing servlces.

Oscar Bark,shipping foreman at Lane Stanton Vance Lumber Co., City of Industry, Ca., recently celebrated his 75th birthday. He joined the firm in Sept., 1958.

Michael Morris, Alpine Veneers, Inc., Portland, Or., is new veneer sales mgr. L. Jack Cruise assumes the same duties in Washington State.

Steve Hill of Hagle Lumber Co., Inc., Thousand Oaks, Ca., and his wife Shelley are the proud parents of a baby girl, Kelley Ann, born Jan. 3, 1979.

John T. Guyol, chiefex. officer o[Ben- dix Forest Products Corp., has announced that: James A. Fechner is now ex. v.p. and a corp. dir.; Russell W. Evitt and George U. Rother, both directors, are now senior v.p.'s. V.P. Jim Edens is now a corp. director. New to Bendix's building materials distribution center is Curtis L. Crow, dept. mgr. reporting to William Conroy, resident mgr.

John Zima is now responsible for national accounts for Chandler Corp.'s plywood and panel sales. Joe Jacobsen is now buyer coordinator for their Boise, Id., wood products group, and Paul Andrews is a new lumber buyer at the Boise div.

Kirk Cooper has been elected to the board of directors of Dant & Russell. Inc., Portland, Or.

Mike Gunn is now marketing mgr. for Hemphill O'Neill Co., Chehalis. Wa.

Keith Wright is the new v.p. - marketing at Bohemia, Inc.

Jim Grove, Nikkel Corp., Sacramento, Ca., has moved to their subsidiary, Colorado-Cal Lumber Co.. Inc.. Roseville, Ca.

Alan Swanson, Two Ox Traders, Cloverdale. Ca.. is back lrom a Hawaiian vacation on Maui.

Dick Bartel is new sales rep. for Nicholai Co. in Or., Wa., ld., Mt., and the Dakotas.

LeRoy H. Stanton, Sr., Seer of the House of Ancients of Hoo Floo, International (elder statesman ). celebratedhis89th birthday recently with a birthday party at the L.A. Counrry Club.

Bob Riggs, Western Product Sales. Danville. Ca.. is back from a Las Vegas and So. Ca. sales trip.

Bishop R. Burroughs, Jr. is a new field sales rep. for International PaperCo., Denver. Co.

Karla Stalwick is new v.p. - administration of Z-Brick Div., VMC Corp., Woodinville, Wa.

Bruce (iielen was honored as "Salesman of the Year, 1978" and Jinr Borland received "Most Inrproved Salesman, 1978" award at Virginia Hardwood Co.. Monrovia, Ca., according to Mike Ferrari.

The demand for prcssune treated wood is building ftom the gr,ound up

More and more homeown€Iti, conhactors, and landscape architects are discovering the benefits of treated wood

Economy

hessure treated lumber is the ideal product to replace increasingly expensive redwood and cedar for outdoor residential projects. Homeowners and contractors can build decks, fences, garden steps, retaining walls, and a wide variety of other outdoor projects with this economical product. You'll find yourself in the enviable position of being able to provide an economical building material for your customers at the same time that you're cashing in on expanding profits in the pressure treated market.

Durabilfty Versatilt$ Availability

hessure treated wood is preserved wood. lt has been treated to successfully withstand attacks from the two natural destroyers of wood: decay and termites. Many projects in the West have pressure treated wood still in place after 50 years. h is common sense, therefore, to use pressure treated products for decks, fence posts, retaining walls, and all other outdoor projects.

The uses of pressure treated wood are limited only by the imagination of the builder. Your customers can build decks to suit any terrain or landscape design, erect a wide variety of fences and retaining walls, build gazebos, potting sheds, sheltered picnic areas, and dozens of other projects. lt can literally be used from the ground up, because no concrete foundations are necessary.

One of the beauties of pressure treated wood is that it begins with readily available species of lumber. Pressure treatment plants throughout the West are stepping up their production to meet the increasing demand for treated wood. You can be assured that your customers' needs will be met.

Millions of consumerui witl be learning about prcssune treated lumber

Industry launches powerful promotional campaign

The Western Wood Preservers Institute, the association of wood treaters throughout the West, has started an ambitious promotional campaign to educate consumers about the advantages of building with pressure treated lumber. Articles on a wide variety of outdoor projects using pressure treated wood will be appearing in newspapers and magazines throughout the year. These articles will stress the use of wood treated by waterborne salts and stamped with the LP-22 Quality Mark of the American Wood Preservers Bureau. look for articles and photographs in the Real Estate and Home/Living sections of your local newspapers, in trade publications, and in national home and garden magazines. WWPI will be working directly with editors of these publications to educate them on the value of telling their readers how they can expand their living and leisure areas at little cost by concentrating on outdoor building projects.

In a recent survey by Sunset magazine, 32J% of the homeowners

interviewed said they were planning to add a patio or deck to their homes within the next year. Fif$-five per cent

said they were planning to improve their landscaping. This shows the tremendous awareness by homeowners of the benefits that can be obtained from outdoor improvements.

WWPI is determined to take advantage of this interest by educating consumers on the many benefits of building and landscaping with pressure treated products. You can count on consumers coming into your lumber yards and home centers looking for treated lumber after they have seen the WWPI articles. Be ready for them by stocking the ideal wood for outdoor uses. You'll be pleasing your customers and increasing your profits at the same time.

Pressune treated wood is prcfitable-that's the beauty of it

In western states, any piece of wood is a candidate for decay because of moisture in the air and in the ground. Fungi feed on moist wood, reducing its strength until it is completely rotten or decayed. hessure treatment renders wood unusable for fungi and termites, thereby preserving it. As a result, fences will not blow down and deck boards will not collapse when built with pressure treated products.

The Forest Products Laboratory of the U.S. Department of Agriculture has determined that wood pressure treated properly will last in excess of 50 years when exposed to the elements in temperate climates. The Oniform Building Code now requires that wood used in important structural members in ground contact must be pressure treated.

What to look for in properly treated wood

A wide variety of preservatives are used in pressure treatment, including creosote and pentachlorophenol. The WWPI promotional campaign will be stressing the use of wood treated with waterborne salts, which are the most economical and practical preservatives for wood used in outdoor residential projects. Waterborne salts include the preservatives ammoniacal copper arsenate (ACA) or chromated copper arsenate (CCA). Both treatments impart an attractive tint ranging from light green to bluish green.

There are two levels of waterborne salt treatment available from western treating plants. Lumber stamped with the LP-2

GROUND GONTACT LP.22

Treating stamps that include the above marks indicate adherence to the A\[/PB Quafty Control hogram.

Quality Mark of the American Wood Preservers Bureau is for above ground use and is commonly purchased for sill stock. Lumber marked AWPB LP-22 is for ground contact use. It is the LP-22 wood that WWPI is recommending to the consumer in its promotional campaign. NILP-22 wood is treated to a minimum retention of 0.4 pounds per cubic foot. Ask any WWPI member firm for recommendations on species and grades.

Michael Welch has.joined the distribution div. of Bendix Forest Products Corp., Stockton, Ca., as assoc. fir buyer. He reports to buying dept. mgr. Colleen Courtright.

Donald Mizner has been promoted to controller and Donald Wiggins holds the newly created position ol Ca. region accounting mgr. for the West Coast operations of Champion Timberlands, according to William O. Larson, v.p. and gen. mgr.

John M. Sheehan is now merchandise mgr. for CertainTeed Corp.

Ed Evans has.ioined the staff in executive sales at All-Coast Forest Products. Chico. Ca. Rick Dorish is also new in sales, reports Daryl Bond, pres.

John McGhehey is now Or. mgr. of government affairs at GeorgiaPacific Corp.

Edwin Denniston is new v.p./taxes at Evans Products Co.

Madelyn Mason, has joined PSF, Inc., Fair Oaks, Ca. She had been sales mgr. of Crane Mills, Corning, Ca.

Cy Rodakowski has been relaxing since resigning as lumber sales mgr. for Pope & Talbot, Portland.

Michael Hollern, pres. of BrooksScanlon, Inc. and Robert Dwyer, Jr., pres. of Dwyer Overseas Timber Products are back lrom an Oregon trade mission to the People's Republic of China.

Richard Thiel has moved to Howard Hardware products, Inc., Bloomfield, N.J., as sales/mktg. dir.

Alan Brackett and Doug Anderson are in charge of Idaho Forest Industries' new wholesale office in Beaverton, Or.

Wally Hicks is new sales mgr. for the Douglas Fir dept. of Spalding & Sons, Grants Pass, Or.

Charles Burbach has ioined the sales staff of Ovel Forest Products, New Hampton, Id.

Gage McKinney, Mac Beath Hardwood Co., is back lrom a No. Ca. mill trio.

Schaller Forest Products, Redding, Ca., has moved its office distribution yard to a new location in Redding.

Pat O'Neil of O'Neil Brothers Lumber Co. and Allen Fossum have formed the Gem State Trading Co., Fruitland, Id.

Wes Caudill, Scott Kassahn, and Greg Keller are handling sales in the newly-expanded yarding facility of Keller Lumber Sales, Redding, Ca. Phillip Cates, Patrick Murphy and Robert Ney are now marketing reps. with Wickes, Wilsonville, Or. Marty Olhiser of Redwood Empire, Inc., Cloverdale, Ca., is the proud new father ola son, Scott, born Jan. 10,1979.

R.C. "Bob" Lilleston is new western mgr./architectural sales for Flintkote Co.'s building materials marketing div. while Donald R. Hughes has new duties of national product mgr./residential and builtup roofing products.

Roger Anderson, Ron Robbeck, Tonr Schafer and John Staley are staffing the new div. of Bellingham Lumber Co., Bellingham, Wa.

Rob Brown is new to the staff of Snavely Forest Products' Medford, Or., branch.

Verlon McKinney, J.E. Higgins' Lumber Co.'s national div. in Union City, Ca., is back from a sales safari to Seattle, and Tacoma, Wa., and Portland. Or.

Glen Dilley is a new sales and service rep. for Norfield Mfg. Co., Chico, Ca.. in the Denver area. covering the Rocky Mountain states.

Leonard-S. Guy succeeds Robert S. Olsen as traffic mgr. of Union Pacific Railroad's central and northern Ca. sales territories. Olsen moves to director for sales, planning and development at Omaha, Nb., Hq. C. Rod Black is now assistant traffic mgr. of the southwestern sales territory. Leonard S. Guy has been promoted to traffic mgr. at San Francisco. Dennis M. Weber is general freight agent at Los Angeles, succeeding Robert L. Christensen who has transferred to the Pittsburgh, Pa. office.

PERSONALS

(Continued from page 45)

Bob Staunton, formerly of Kellner lndustries, Fresno. Ca., is a new addition to the sales staff at DMKPacific, Fremont, Ca., according to Dwight Curran.

Anno Willison has ioined Delta Forest products, Newport Beach, Ca., as v.p. and Mike Willison is on the sales staff.

John Kudron, Redwood Lumber Co., San Carlos, Ca., is recovering from a recent bout in the hospital.

"Charley" Jennings, C.J. Wholesale Co., El Ca.ion, Ca., is back from a No. Calif. redwood region business rrip.

John Cole, John T. Cole & Associates, an executive search firm in Portland, is back at his desk after an extensive Ca. business trip.

Ann S. Brophy is now with the Dant & Russell. Inc., Portland. Or.. wholesale lumber buying and sales staff.

J.L. McMaken has been promoted to v.p. and Ben. mgr. of Masonite Corp.'s newly formed international div.

Steve Hagen has joined Sequoia Supply. Fairfield. Ca., as a buyer/traderl Don Jackson, Ron Widdoes and Bob Haas are new to warehouse sales, according to sales mgr. Dick Smallridge.

IFTOOSE LOOKIITG FORA DOUBI."E EfiD TRIII sAW.

look first to the leadet. NORFIELD Manufactures a complete line of precision pre-hung door making machinery. Our engineering expertise is reflected in every unit we manufacture. Our Model 1020 double end tfim saw is the safestmost versatile casing and brick mould cutter available. lt's hopper-fed and fully automatic engineered for high performance and minimum maintenance. Optional features like kerfing and jamb dadoing capabilities make it the most flexible double end trim saw made.

Bill Evenson is back at American Mill & Mfg. Co., Chula Vista, Ca., after an Acapulco vacation.

Carl Gavotto. 80. retired from CalMex Lumber Co., San Diego. Ca., has been hitting the links regularly. honing his golf game, according to his son, Ed Gavotto of American Mill & Mfg. Co., Chula \/ista, Ca.

Harold Thomas is c.e.o. and Walter Minnick is now pres. of Trus Joist Corp.. Boise, ld., replacing Peter Johnson who recently resigned both posts.

John Tritch is now gen. mgr. of Columbia Plywood's Klamath, Or., div.

Kenneth Rasmussen is new to the trading staff of Merrill Lynch Wood Markets, Portland, Or.; Craig Rosenlund in imports; Joan Smith in industrial sales.

Norman Ottoman is now hardwood mill sales mgr. for Hampton Industrial Forest Products, Tigard, Or.

Bob Rainbolt is new to DG Shelter Products. Sacramento. Ca.. div. lumber gales; Tom Arsenault is back in sales at the newTruckee, Ca., office; Ron Bolles has the sales area from Sacramento to Merced: J. Howard Burton is the new plant mgr. at the Rocklin Millwork div.; Jim Felton is now plant mgr. at the Power Inn Moulding div.l Rick Callahan is gen. mgr. of the Products Moulding Warehouse, Sacramento, Ca.

Hollis Jones, pres. of Western Door and Sash Co.. Oakland. Ca., has announced that Gene Long has ioined sales.

Mike Gunn is now mktg. mgr. for Hemphill-O'Neill Lumber Co., Chehalis, Wa.

Joseph Cory is new to the sales staffof Kincaid Forest Products. Lewiston. Id.

Reed Trull is supervising sales of the Port Gamble mill of Pope & Talbot, Portland. Or.

Chris Close has joined the lumber sales staff of Willamette Industries, Albany, Or.

D. Mark Kable is general mgr. of the new remanufacturing div. of Bendix Forest Products Corp., Stockton, Ca.

Steve Penberthy has established a sales office for metro Portland and the Pacific Northwest for Penberthy Lumber Co., Los Angeles, according to Paul Penberthy, Jr. Greg King is filing Steve's former sales slot in the L.A. area.

Cheryle Richter is now asst. lumber sales mgr. for Alpine International Corp., Portland, Or.

Duane Johnson heads the new Boise, Id. office for ldaho Forest Industries. Mgr. is Scott Maitland.

William Price is covering the Los Angeles area for Roseburg Lumber Co., Roseburg, Or., and Mark Muro, Northern Ca.

(Please turn to page 53)

We can now serve your bullding and con. structlon needs In the State of Nevada. For informalion, please

ONE MORE TIME!

We are pleased to have again been chosen by Semans Moulding Co. of Sacramento, Ca., to fill their need for additional buildings.

Over 15 years, we have erected more than 50,000 sq. ft. of storage buildings for them. This additional work for Semans Moulding Co., a highly regarded millwork firm, is another example from San Antonio's long list of satisf ied, repeat customers.

San Antonio specializes in versati le, affordable, long-lasting structures.

Let us show you how you can have the buildings you need, for the more profitable operation of your business, at a surprisingly reasonable price.

Moulding Company Expands

Semans Moulding Co., Inc., Sacramento, Ca., has recently undertaken an expansion program designed to diversify and enlarge their product line capabilities. Established in 1946, the company has traditionally been a shipper of quality pine and fir solid lineal mouldings. .The expansion program, nearing completion, has greatly increased Semans' ability to produce millwork items such as solid and fingerjoint frames, solid and fingerjoint split jambs, as well as the mouldings they have been producing for years.

This diversification and expansion of product line has been achieved through the installation of

new moulders, tenoners, resaws, and an edge-gluing department. Additionally, more raw material storage facilities, and a greatly enlaged shipping area have been constructed, along with other related support facilities.

To expedite quoting, acknowledging, and invoicing, a new IBM System 34 computer has been added. It will also play a key role in inventory control and other accounting functions. Semans now has the production capability of 50 cars per month on a two-shift basis.

The diversification of product offered (Ponderosa and sugar pine, Douglas fir, and white fir solid lineal, solid and fingerjoint jambs and frames, and cut-to-length trim)

make Semans an ideal "one stop" shopping center, according to the company, for all moulding and millwork requirements.

Semans also offers a variety of specialized services such as complete unitized loading for mechanical transfer of products, custom priming, treating, and packaging.

In undertaking this expansion program, Semans analyzed the traditional jobbers' potential demands well into the 1980s for moulding and millwork products, along with the anticipated availability of raw material (shop and moulding grade lumber) to meet the demand. Their expansion and modernization have been made to meet the anticipated demands.

Good Salesmen Serve

The best salesmen always look for ways to serve their customers. It seems that the maxims they use for selling never go out of style because they're just good, common sense.

Seven ways to make buyers happy, gain their trust, and increase sales commissions are listed below:

(l) Before approaching your prospect, know as much about him and his needs as you can.

(2) Upon meeting the prospect, immediately begin talking about his interests and introduce the ways your product can help him to make his job easier and more profitable.

(3) Remember, buying is done intellectually and emotionally. Therefore, take care not to offend.

(4) Elaborate on how your product fits your prospect's needs, showing him its advantages. Don't teach or preach.

(5) Along the way, ask questions to see how much your prospect understands. Through questions you can also learn his other needs, and possibly sell him other items. Or, a recommendation of help from another source will always create good will and be remembered.

(6) Once your prospect becomes a customer, don't take his business for granted. Your competitors are always waiting in the wings, offering their help, too.

(7) Continue to be loyal but not at the expense of your company or yourself. Good customers appreciate the give and take of lasting business relationships, too.

WHAT'S WRONG WITH THIS PICTURE?

HAI0WIRE & H0USEWABES merchandise is beautilully displayed in this clean, modern home center. But nowhere in this wide-anole shot is any sign or clue as to whose store it is. Company identitf is far too important for any firm to downplay, especially'in a mobile world where customers can easily visit a hall dozen stores when shopping. Take a look around, are you telling your customer where he is and what you're doing f or him ?

Western Homes Are Different

The West, due to climate, geography, and its casual social attitudes has developed its own single-family dwelling concept as compared to the rest of the United States.

For instance. 440h of all western homes have exteriors of stucco with wood and wood products running close by 430h.ln the rest of the U.S.. 370ft of the homes have wood exteriors and 104 used stucco.

Nearly half . 490/0. of the West's new homes were built on concrete slab, a much higher percentage than the 3406 average for the East, Midwest and South.

Western homes which have four or more bedrooms tallied 3001r. with the rest of the U.S. at200/0. And 83%, of the new Western homes have two or more bathrooms as compared with 6501' of the rest of the country.

RARE ll Decision Hit

"The Forest Service's RARE II recommendations (Roadless Area Review & Evaluation) will do little to settle the question of national forest land uses, and it certainly runs counter to the Administration's objectives in inflation, unemployment, balance of trade, and energy independence," said James Craine, executive v.p. of Federal Timber Purchasers Association in Denver. FTPA is a Denver-based trade association representing users of federal timber.

Craine pointed out that without the RARE II recommendations, there are now 19 million acres of Wilderness in the United States plus 22.9 million additional acres which have already been endorsed for Wilderness by the Administration. "With the 15.1 million recommended in RARE II. the total becomes 57 million acres."

"ln addition." he said, "the 10.8 million acres which RARE II recommends for further study and the 57 million acres of newlyformed National Monuments in Alaska mean we have 124.8 million acres of the United States locked up before we even start the massive

Wilderness review.

That is equal to a strip of land 81 miles wide stretching from New York to San Diego. The time has come." he added, "to call a halt to this kind of irresponsible, wasteful wholesale withdrawal of land from needed productive use."

Referring to environmental organizations as "negative-minded no-growth advocates" he went on, "lf they continue to get their way in land use decisions they will inevitably bring this country to a grinding economic halt; its population to its knees. The historic fall of the Holy

PERSONALS

(Continued from page 46)

Ted Gilbert. Product Sales Co., Newport Beach, Ca., is still trying to recover from a Christmas present from friendly rival John Mazanet of Marquart-Wolfe Lumber, Orange, Ca.,: a pair of boxer shorts covered with stickers celebrating MarquartWolfe's 25th anniversary in busiNCSS.

Bob Simpson now sells for Redwood Empire at their Cloverdale, Ca., wholesale office.

Roman Empire will appear as a Sundhy school picnic compared with the demise of the system that so successfully built the United States into the world's greatest economic, social, and military power. Such will be the legacy of the nogrowth advocates who masquerade behind the mask of environmentalism."

He charged the Administration, in making its recommendations, has failed to meet its commitments to meet Forest Service goals for production of goods and services.

Ronald A. Fippinger will become managing dir. for National [{ousewares Manufacturers Assn. May l, when Dolph Zapfel retires after 30 years with NHMA.

Michael Platz and Amadeo J. Rosse. Jr.. seniors at the University of Washington. were recipients of Seattle Hoo-Hoo Club No.34 scholarships. attending the West Coast Lumber Inspection Bureau's lumber grading school.

John Procida is the new office mgr. at Floor Service Supply Co.. San Jose, Ca., replacing Carl Williams who has retired. Larry Stephen is back from a Las \/egas trip.

Hardwood plywood annual

The Hardwood Plywood Manufacturers Association's annual fall meeting at the Doubletree Inn, Monterey, Ca., was attended by more members and their wives than any previous HPMA meeting, more than 262 people present. Guests came from as far away as Australia.

Gail Overgard, v.p. of States Veneer Co., Eugene, Or., was elected president to succeed J. Tait Hardaway of Memphis Plywood Corp., Memphis, Tn.; lst v.p. is Jim Lester, Eggers Plywood Co., Two Rivers, Wi.; Jim Hickey, Vicply Inc., is Canadian director and John M. Prince, Georgia-

Pacific, is director-at-large. Robert Renfro, Weyerhauser Co., was elected director-at-large to complete the term of Jim LeRoux.

The building committee noted that due to delays in consturction, HPMA will not be in its new office and laboratory until February 1979. The new address: HPMA, P.O. Box 2789.1825 Michael Faraday Dr., Reston, Ya.22090.

The Mobile Home Life Safety Task Force noted its brochure "Fire Sqlety in Mobile Homes" has been distributed to mobile home manufacturers and dealersl 11,000 copies distributed in just one month preceeding the fall meeting.

Bob McCormick, National Plywood, Long Beach, Ca., was elected prefinish div. director. George Hagman, Vicply, Inc., (Please turn to page 71)

tilABKETll{G opportunities of prefinished hardwood products get rapt attenti0n during this convention meeting.

Flintkote Expansion Plans

Flintkote Supply Co., a division of Flintkote Co., with divisional offices in Dallas, Tx., and regionaloffices in Monterey Park, Ca., is in the throes of expansion in the Southern California and Nevada areas under the supervision of Earl Woodward. western region manager.

The company, generally associated with gypsum, roofing, flooring and other manufactured products, Irur recently broadened its base inventory to encompass plywood, (both domestic and import), particleboard, hardboard and. more recently, lumber.

Some of the current activities include a new location in Oceanside, Ca., which opened last month. It replaces the one located in San Diego which is now a shipping point. The new center is managed by Hugh Leonard, a veteran of the building materialgame. Some of his staff include Mac Scallorn, asst. mgr.; Cindy Pariseau, adm. asst.l Lois Matz, credit mgr.; and Gordon Wininger, warehouse supt.

Sales include Howard Yoder, Dave Rothgeb, "T.J." Vidaurri and Bill Blue with the inside sales

handled by Vickie Rothgeb.

Growth patterns in San Diego indicated the northern part of the county and led to selection of the present site where construction began in June, 1978, with four pole-construction covered warehouses totaling about 28,000 sq. ft. and a 3,000 sq. ft. office facility. The builder was Mike Esposito of San Antonio Rigid Pole Construction Co.

The Palm Springs, Ca., satellite is set to open February 15. On two acres of ground will be warehouse facilities encompassing 7000 sq. ft. and office space of 500 sq. ft. Under the direction of Phil Booth, the Riverside branch manager, the yard will service the Palm Springs region. Jack Schelbie will supervise this operation.

Also under Booth's "wing", managed by Judy Gruey, will be a satellite opening about March lst in Hesperia, Ca. This center will service the High Desert area, including Victorville and Barstow. The warehouse and office areas will be the same as that in Palm Springs on l% acres.

Bob Croy, formerly with Georgia-Pacific and recent new-

comer to the managerial position at the Los Angeles branch, plans a mid-year opening of a shipping facility in Bakersfield, Ca. Bill Seeley, formerly national marketing manager, industrial sales, for G-P, Portland, is slated to coordinate construction and ultimately will manage the branch.

Last, but not least, the City of High Rollers, Las \/egas, unveiled Flintkote's new supply center February 1. Servicing Southern Utah, Mo.iave County in Arizona and Southern Nevada. the center is located on five acres with 25.000 sq. ft. of warehousing and 2500 sq. ft. of office and shortly to be serviced bv rail. It is a full-service operation handling wallboard, roofing, sacked goods, plywood and lumber.

Flintkote Supply's Las \/egas manager is Bill Max. His staff includes Kay Godbe. assistant manager; Marily Walstrom, creditl and Richard Thomas. warehouse superi ntendent.

Hello Big Red

This will introduce Don Madera Roja. The Don, or Rojo, as he is known to his new friends at Fallbrook Lumber, Fallbrook, Ca., was "born" several centuries ago in the redwood forests of California's Mendocino County.

He arrived in Fallbrook recentlv

having stood up the entire 674 miles from Fort Bragg, Ca., to Fallbrook behind the cab of a truck and trailer of rough 2x6 and 2x8 Douglas fir.

Around 1880, this solid hand hewn 18"x20" redwood timber was part of a narrow gauge railway trestle over Hare Creek, near Fort Bragg. The railroad was used to feed logs to the old Caspar Lumber Co., which operated until the mid 1950s. The railroad was abandoned some years earlier.

The artist, Charles White, found the trestle in a log jam in Hare Creek last year, and was able to buck offand yard offenough sound material to create Don Rojo and other figures.

Bob Sutton, who purchased

"Don Rojo" for Fallbrook Lumber, with the help of Bill Niesen, Niesen-Ward Forest Products, Fort Bragg, notes that the heart center of the redwood log is in the base of the statue. This is known as "boxed heart". Normally rings near the heart are very easy to count. Several have tried to count the rings to determine the "Don's" true age, but they are virtually so fine and dense that the task is literally impossible.

Rojo's "first cousin", "Olaf ', a Norse Warrior, carved of madrone, a West Coast hardwood, resides at Buena Park Lumber Co., Buena Park, Ca. (see The Merchant, Sept. p. 25) and would be only too happy to meet any of "Rojo's" Fallbrook friends.

MARY'S RIVER TUMBER CO.

Specialists in

Western Red Cedar

Channel sdg. or lx1,2SLS2E

(Clear Tight Knot & Standard A Btr.)

Rough and Surfaced Dimension

Fencing and Shakes

Rail or truck shipments

North Hwy 99W 45151 N.E. Elliott, Corvallis, Or. 97330 (so3) 7s2-0218 . (s03) 7s2-0L22

FRANK CLEMMONS O BOB AVERY

SIERRA PACIFIC INDUSTRIES

8 Northern California Manufacturing Centers

MOULDINGS: Chico Division. Ron Hoppe, Al Ryan (91 6) 343-4451

LUMBER: Redding Sales Division. (916) 275-8812

Sawmills located at Arcata, Hayfork, Loyalton, Quincy, Redding,sloat and Susanville, Ca.

Producing in excess of 400 million feet yearly: Douglas Fir, Incense Cedar, Ponderosa Pine, Sugar Pine, and White Fir. Green & Kiln Dried.

SALES: George Rogers, George Sharp, Paul Trueb, Bill Wessner and Sam Witzel.

HARDWARE MERCHANDISING

(Continued from page 13)

labor costs, retailers can no longer rely completely on the sales stafffor this kind of customer assistance. It is imperative that manufacturers' product packaging be self-informatrve.

AD TIE INS

Tie advertising in with other decorative products. Your ads should focus on a general theme such as bathroom redecorating. Then you would not only be listing surface decorative hardware. but also such related items as vanity pieces, shower curtain rods, faucets, wallpaper, new tiles, etc. Concentrate on the most popular items in the hardware category such as 18" and 24" towel bars and consider advertising these products at discount to generate additional sales at full price on items like towel rings, tissue holders and soap dishes.

We offer a new co-op ad slick program through which we reimburse the retailer for ads run on our

products. Stores should make use of circulars and even test the value of increased sales by stuffing them in Sunday supplements of their newspapers.

The retailer, manufacturer and distributor all have major responsibilities in presenting an effective merchandising program to the consumer. Durable merchandisers organized to highlight fastest-moving items in an attractive manner will enable customers to make easy buying decisions and then move to add-on items as well.

MEASURING SALES

Don't measure success by initial dollars placed per square foot in a store. A better yardstick is dollar sales per square foot. Too much emphasis is placed on cramming as much merchandise in as small a space as possible on the initial order. This does not necessarily mean added sales. Attractive, well laid-out displays will result in greater dollar sales per square foot than displays whose main purpose is to place as much hardware into as little space as possible.

Scovlll -Yale Buy Out

The Scovill Manufacturing Co.'s purchase of the worldwide security products business of Eaton Corp. has been completed. The price, is approximately $56 million in cash.

The Eaton's business includes locks, builders hardware and door closers marketed under the trade names of Yale, Norton, BKS and FAS. Sales were about $125 million in 1978. Operations worldwide employ 4,300 persons..

Scovill Chairman Malcolm Baldridge said, "Yale, Norton, BKS and FAS locks and security hardware are very well established brand names in domestic and world markets and fit in well with Scovill's overall objective of expanding its brand name leadership in the consumer, housing and capital goods supply markets. Such Scovill products as Hamilton Beach appliances, NuTone built-in housing products, Schrader tire valves, Schrader-Bellows fluid power products and Nyguard zippers all occupy leadership positions in their markets," he noted. Scovill sales for 1978 are estimated at $750 million.

"Open House" Always Sells

There are many reasons to have an "open house"-and all of them good!

Customers get a closer look at your variety of products as well as your ability to supply them. With the informality of a party atmosphere that open houses generate, your products can be better displayed and demonstrated in a more relaxed way.

Executives can mingle with customers they would not meet otherwise, hearing their products praised or criticized directly "from the horses'mouths".

Planning for an open house is relatively easy, but many details must be solved. Inside, planning includes the buffet table. bar. door prizes, decorations, and the possibility of music and dancing.

Outside, the problems of parking can include extra night lighting and extra help for parking cars,

Finally, but very important, is the realization that there are two kinds of open houses and the selection of which one you want must be decided first. If you plan your open house to actually sell, be sure and say so on your invitation. There are

many persons who will come to an open house that sells but who will stay home if they think the evening is to be strictly social.

Solicit supplier participation and plan exhibits well in advance. Issue personal invitations to customers and prospects early and include

reply cards.

And, remember, your open house is of interest to others. Get as much trade and local publicity as you can by sending out news releases about the event, and have press kits available for the invited press.

NEW PRODUGTS

and selected sales aids

Hardware Week Specials

The Cooper Group has 1l highturnover hand tools for Spring Hardware Week with special distributor, dealer and suggested retail prices prevailing througb March 30.

Included are the Crescent ACll0 chrome-plated adjustable wrench and a diagonal-cutting fixed joint pliers; a 50' long tape and two economy short tapes from Lufkin; the Nicholson No. 150 handsaw and Home & Garden file; Weller's D550 soldering gun and SP23K iron kit; and Wiss MPC-3 Metal Wizz snips and Kitchen & Household shears.

Bronze-Tone Bath

A complete line of bronze-tone fittinss for the bathroom has been intioduced by the U/R Division of Universal-Rundle Corporation.

Items include a 4" lavatory centerset, shower fittings, tub spout and diverter, overflow and drain fitting, and a toilet tank handle. The fittings feature the U/R washerless cartridges that are guaranteed for ten years against leaks. The cartridges have be.en tested for over one million cycles (an estimated 100 years of normal use) without a leak.

The new bronze-tone faucet and fittings feature clear acrylic handles that

blend with Early American, French Provincial and Spanish decors. The bronze-tone toilet tank handle is designed to fit most tanks.

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Acorn Nuts Safety

Rensen Products has proved acorn nuts still have many uses. Now they are being used to cover exposed threads to prevent employee's fingers from being cut. The acorn nut is available in a wide range of sizes: metric and American thread, and made of most any alloy with a variety of olated finishes.

Memory Lock

The world's only combination Padlocks which allow individual setting and resettins of a combination without tools are a-vailable from the Presto Lock Co.

Ideally suited for outdoor use, the weather-resistant padlock is designed to meet rugged security requirements. Its durable zinc die cast 2" chrome plated case will resist rust. corrosion and dirt. The case hardened steel shackle measures 5/16" in diameter and offers toe and heel locking with a 1" shackle clearance.

Its exclusive "memory" leature enables one to set his own combination and change it within seconds, by simply manipulating the shackle. The four-dial combination can be set to an easy-toremember number, such as birth date, address or telephone number. The shackle can be engaged for locking even when the dials are scrambled after opening.

There are no keys to lose or change. And because each lock used can be set to the same four-digit number, there is onlv one combination to remember. Sujgested retail price: $6.95.

Real Brass

Vertical groves and authentic' brass-highlighted hardware distinguishthe Early American Harvest line of kitchen cabinets and bathroom vanities from Haas Cabinet Co.

Crafted of selected birch woods, the cabinets'can be ordered with roto shelves, slide-out vegetable bins and cutting boards, glide-out towel racks and waste baskets.

In the bath, the vanities add practical beauty and extra storage space. with style selections in birch or classic white. Haas kitchen cabinets and bathroom vanities are certified by the National Kitchen Cabinet Assn.

New Home Rivet Tool

A heavy-duty, economically-priced home rivet tool by Ajax Hardware fills the needs of d-i-yers and hobbyists for a more dependable, medium-Priced tool with improved features.

An extended nose Piece gives finger-grip clearance and allows it to be disassembled in seconds for cleaning, an advantage even the higher-pricedrivet tools cannot provide. Made of heavy steel construction, it comes in a sturdy vinyl pouch with comprehensive "how-it-works" and "where it is best utilized" information.

From a recent market studY, Ajax reports that the literature which accompanies the tool has become an imporiant part of their merchandiser program.

Home Deco Merchandiser

Now the entire new Ridgecrest line can be displayed in just two feet offloor space.

Styled in a natural woodgrain finish, the free-standing unit displays the l5item bath hardware grouping in a high- turn merchandiser 6lt/:" x 24t4". A color-coordinated "Home Decoratine Accessories" header and literatur6 holder for take-one pieces are included.

The line features hand-crafted surfaces and simply-etched lines that complement an antique brass finish. It consists of 24" and 18" towel bars, towel ring, tissue holder, wall-mounted soap dish, toothbrush/tumble holder, garment hook, drawer pull and knob with backplates and four different sizes of switch and receptacle plates.

The merchandisers, available from Ajax Hardware Co., can be easily converted to stand on a gondola. The back panel is a pre-printed plan-o-gram with line drawings and part numbers for easy reordering and locating of stock. The unit contains divided sections at the bottom to hold the four cabinet hardware pieces.

lvory/Antique Gold Line

A complete line of ivory and antique gold finish bath accessories has been introduced by Donner, VSI Hardware Industries.

The l4-piece decorator-styled line uses a three-step finishing process to ensure durability and a luxurious look. Heavy metallic plating is first softened to the patina of antique gold. Next, a tough, clear coating is applied to protect against scratching and corrosion. Last, a specially created ivory enamel is hand painted on each piece.

The complete line -includes a robe hook, tooth brush and tumbler holder. soap holder, paper holder, towel ring, 18" and 24" inch towel bar sets, single and double switchplates, double outlet plate, combo switch/outlet plate, as well as recessed soap holder/grab bar and paper holder.

Energy-SaYing Entrances

Four insulated steel sidelieht models have been introduced -bv Benchmark to match the architectural variety and energy efficiency offered in the company's entrance door systems.

Introduction of these new sideliehts completes the entrance sysiem capabilities of the Benchmark Iine, manufactured by General Products Co.

Major products are complete single and double door insulated steel entrances, four fire rated doors. and the revolutionary center-hinged Vista Patio Door system with two-door and three-door complete units.

New Superbolt

The Schlage Lock Co. has announced the development of a new, maximum-security deadbolt-type lock called the "Superbolt". The lock was designed to provide maximum protec- tion against the most frequently employed methods of forcible entry. Heavy cast bronze alloy security covers, tapered to be wrench-resistant, protect the key cylinders and internal mechanism. An extra large security plate is utilized on the single-cylinder function.

The security covers or plate are anchored to each other with four 7+" hardened steel mounting bolts to protect against hammer type attacks. The stainless steel bolt is l" to penetrate deep into the door jamb and it has a concealed hardened steel roller insert which prevents sawing.

The cylinder keyway unit is protected from drilling and pulling with a special hardened steel "anti-pull/anti- drill" cover plate.

In order to defend against "kick-in" type attacks the Superbolt, as with all Schlage deadbolts, comes with the Strike/Frame Reinforcer. It installs under the finish strike, hidden from view, with two 3" screws and a 1/8" plate that tie the strike and the finish frame to the 2" x 4" rough framing studs. This significantly strengthens conventional wood door construction against this type of attack.

Both single and double cylinder functions are available in a variety of finishes.

No Nick Mop

The No-Nik mop, of chemical resistant lightweight plastic, is designed to alleviate scratching while increasing cleaning leverage.

Engineered to give years of service, the mop attachments are constructed of plastic and replacement of the head takes only a minute. The handle is 54" long of tubular aluminum.

Self-Closing Faucet

A new self-closing lavatory faucet by Central Brass Mfg. Co. designed to save both water and maintenance calls on busy commercial or institutional installations, is on 4" centers with a hole for pull rod with snap button.

Handles are solid brass, chrome plated and there's also a vandal-proof cap aerator.

"Easy Mixer" Epoxy

Dura-Crete No. 4TM is a superstrong patching mixture composed of 100% liquid epoxy resins and a specially selected hard sand. It was designed by Dur-A-Flex, Inc. for areas such as loading docks, warehouses, factories, food processing plants, and bottling plants or any areas that are exposed to chemicals, rough treatment, and steel wheel traffic.

The kits contain three proportioned parts, specially packaged for easy mixing. No mixing tools or pails are needed. There is no clean-up afterwards. Resin-rich gr.out does not requlre a pnmer ano ls very easy to trowel. Sets firm in 4-5 hours.

Each kit covers approximately l5 sq. ft. when applied I/i''' thick. Siandarb color is grey but other colors are available on a special order basis.

FREE READER SERYICE

New "Old-Timey" Elegance

A new look in doors has been put together by Bel-Air Door Co. with the advent of its leaded glass door designs. The units, which qualify under the federal glazing laws, include many new designs. Some of the multi-color glazing patterns are accented with clear beveled glass. None need to be tempered.

For more inlormation on New Products and Now Literatur€, write fhe Merchant Magazine, 4500 Campus Dr., Sulte 480, Newport Beach, Ca. 92660.

Please mention lssue date and page number so we can process your request fasterl Many thanksl

Shape Up Your Bath

The Swan Corp., has develoPed a new press-molded .liberglass_ panel system to economicallY modernize smaller baths.

Swan's Tubwal (Model MH-55) features three fiberglass replacement panels that install easily over existing wallboard or tile. All necessary installation materials are included.

Available in six complementary colors and three tub sizes, the molded fiberglass panels are comPletelY moisture proof and stay smooth and lustrous with little effort. The center panel has a molded-in soap dish.

Jer Building Kits

Jer Mfg., originators of wooden yard storage building kits, has introduced a new merchandising conceptan allcomponents in-store displaydesigned to supersede the usual dealer promotion fully assembled models in exterior store locations.

The basic display comprises the Jer kit of pre-cut and numbered frame and trim pieces, nails, hardware, and a step-by-step illustrated assembly manual with dealer stocked sheathing panels and studs.

A merchandising aids package includes "take one" folders and holder, all signage, and salesmen's work order sheets for Jer's five building models and extender and deluxe styling kits. Ad slicks and a co-op advertising and promotion program are available.

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Air lnfiltration Reduced

Anderson Corp. has a new factorYinstalled weatherstripping system that sharply reduces average air infiltration around windows.

The new weatherstripping system reduces the average air infiltration from .25 to .09 in the casement units, and from .25 to .20 in the awning windows. In the gliding door, air infiltration has been cut from.25 to.20. Industry standards require an air infiltration rate of no more than .50. The lower the number, the less air infiltration occurs.

New Storm Door

The "Titan" aluminum combination storm/screen door, lr/" thick, is available from Season-all Industries in two styles: a hi-lite design with the,top glass larger than the lower, and a fullview with a single 65" high glass insert. Either can be ordered with a prehung Z-bar or exPander frame. They fit opening widths from 29" through 391/t and heights from 77" throueh 92rl".

Firiishes include mill and anodized aluminum and electrostatically bonded baked enamel white, black and brown. The "Titan" features a textured, leather grain bottom panel, and comes complete with all installation screws, door closer and hardware.

Pool Liner Creates Deoth

The sparkling beauty of a mbuntain brook coupled with a realistic illusion of depth is vividly captured in BFGoodrich Koroseal brand swimming pool lines designs currently availablE liom BFG General Products Div.

"Serpentine," the newest in swimming pool border concepts, comple- ments and lends a dramatic touch to both the "Cobblestone" and ..Terrasto,ne" pool bottom liner patterns.

The designs of the thred Koroseal liner materials are realistically simulated on heavy-gauge durabl6 vinyl, wlth each protected by a clear vinvl acrylic coating to retard abrasion and facilitate ease of cleaning. In addition. an antimicrobial agent, formulated to prevent pink stain, mold and mildew. is added to the PVC Koroseal compound during its initial stages of produition.

Luxury Panel Line

Champion Building Producrs' Weldwood Craftsman II is a prefinished ply- wood paneling line featuring a wide vanety ol genuine hardwood veneers.

The l2 panel line is available in Peruvian rosewood, pecan and both clear and rustic styled walnut, cherry, elm, birch, oak and hickory hardwoods. Panels carry a Class C flamespread rating and are t/.t" thickness in 4'x8' and l0'sizes.

Handy Tub Recess Kit

An ABS tub recess kit. available through the Home tmprovement Div., Masonite Corp., is a complete installation system for professional remodelers as well as d-i-y homeowners.

Packaged in one carton for ease of handling and take-home. the Marlite brand tub recess kit includes three flat panels, two corner panels and two 6" x 18" panel extensions. The panels are adjustable to a height of 60'-', and can cover areas from 30" x 60" x 32 l/2', x 65 l/2". The extensions are provided for use when end panels lontinue leyond the front ed-ge of the tub. shetves are molded in at tub and

shower heights. No moldings are required.

Assembly goes quickly with the complete set of instructions. adhesives and caulking that accompany the kit. No cutting, fitting or mitering is required. The panels go over most smooth surfaces, even ceramic tile. There's no grouting to repair. Maintenance is further reduced because the lightly textured ABS surfaces resist cracking and minimize water spotting.

Haas Spindle Rails Line

Decorative spindle rails and trim are now available from the Haas Cabinet Co.,. Sellersburg, In. as a customizing addition toits wall and kitchen cabinets. The rails combine a permanent,, built-in look with quick, easy installation.

When used without facia. Haas decorative spindle rails and trim convert cabinet tops into safe, highly visible disptay areas for fine china-, ciystat, h.eirlooms and other prized possessions. With facia, this newesi Haas accessory provides a handsome plate rail and tops off the cabinet's looks.

Cabinet Accessory Line

A new back panel, d6signed to be easily attached to cabinets in island or peninsula locations or used for soffit or wainscoating applications is now available from Haas Cabinet Co. to match all finishes.

In addition to the new back panels, cabinet accessories also include decorative spindle rails and trim, leaded glass doors, and a complete line of kitchen cabinet convenience features.

"Pick-Rack" Parts Bins

Kole Enterprises, Miami, Fl., has developed a new line of display units that use colored bins to make ii easier and quicker to identify, reach and retrieve machine parts, tools, supplies or finished small products.

AND EIN-T LUMBER COMPANY

In bright shades of red, green, blue or brown for instant classification and identification, their convenient "slope- front" design makes it easy to see-in and reach-in.

Kole "Pick-Racks" are engineered from sturdy corrugated fiberboard and rack construction is of rugged, industrial strength steel with rust-resistant, baked-on gray enamel finish. Available in 3-shelf, 8-shelf, and back-to-back double or on easy-roll dollies with casters, all racks are free-standing or can be attached to floors or walls with furnished hardware.

A "Mottled White" finish and the new hygienic, washable all-plastic corrugated bins are also available.

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Open the Door, Richard -"Ooen-A-Door". from Invention Markeiing Inc., extends the push latch on storm or screen doors so that only a gentle nudge will open it. The ease of operation aids the handicapped and enables small children to open the door without bothering mother. It also serves as a panic bar for emergency escape and offers a protective barrier against glass breakage or screen damage.

Ea-ily installed and adjustable to fit doors up to 38" wide, "OPen-ADoor" does not interfere with locking or latching mechanisms. It detaches quickly for changing the glass or screen.

Fiberglass Tub Shower

A new two-piece, fiberglass tub/ shower unit, ideal for bath remodelers or late installation on new construction, has been introduced bY the U/R Div. of Universal-Rundle CorP.

Called Gemini, it is designed to fit through bathroom doorwaYs. The

lower tub half features a generous sump area and a high wainscot. The upper half is an integral three-wall unit that fits tightly on the tub unit. A setting compound provides a water tight seal between the two halfs.

An optional top is available, safety features include two horizontal grab bars on the back wall, and there are also four convenient soap and shampoo ledges. The Gemini comes in white, blue, green, gold and creme and features an attractive sunburst design'

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Wood-Burning Boilers

The Forester, a new wood and/or coal burning central heating boiler, is beine introduced by Franco Belge Fountries of America, Inc., an alfiliate of one of Europe's leading heating equipment manufacturers.

The Forester, which provides up to 160,000 Btu/hr. and heats the domestic water supply as well, burns 23" logs and hard or soft coal without modification. It is easily adapted to oil as well' Using a gravity feed hearth, the Forester's large fuel capacity permits unattended burning for up to l2 hours. The burn rate is thermostatically controlledt the high-efficiency heat exchanger design insures complete combustion and maximum heat transfer.

The Forester, in two sizes, maY also be used as a stand-by system for existing home heating plants. Consumer acceptance of wood-burning heaters has generated enormous interest in solid fuel central heating systems, 1977 sales are estimated at 450,000 units.

Absolutely New

A distinctive new label design is being introduced by Absolute Coatings, Inc. to give their entire line of products a unified and easily identifiable look. The new labels bear stylized graphics which reflect the Absolute Coatings, Inc. logo, and special picture-panels which depict uses for the product.

Absolute Sealer & Finish, a quick-drying, long-lasting finish for wood and concrete, is the first of the products to use the new label design, which have a clear, uncluttered look that makes it easy for the consumer to identify the product at a glance. Vivid white and blue lettering stand out distinctly against a rich brown background. The brown background, also used on Absolute Satin Varnish and Spar Varnish, signals the consumer that the can containi a "wood care" product.

Many of the products have multiple uses, and the customer should know immediately that Sealer & Finish, for instance, is strong enough to be used on a floor as well as on fine woodwork. The two panels on the front of the label clearly illustrate those two uses by showing a floor and a window seat done in natural wood finish-

Chain Saw Promotion

Two variations of McCulloch's Power Mac series of lightweight, high performance chain saws are being introduced in time for spring promotion.

The Power Mac 330 has been added to the line to provide a choice of saws with extended rear handle confieurations and the Power Mac 320 Kir dffers

quality

a value on McCulloch's most featureladen saws. With bar and chain installed, the kit includes a quart of McCulloch 40:l custom lubricant; a quart of McCulloch chain bar and sprocket oil; a file guide assembly; a sprocket nose bar tip grease gun; and an extra auto sharp assembly. Suggested retail price: $179.95.

All Power Macs have electronic ignition, anti-vibration system and a safety package that includes a wrap- around chain brake/handguard, muffler shield, throttle latch, salety trigger and chain catcher. All leature automatic plus manual bar and chain oiling systems, for positive lubrication in extreme cutting situations.

douglas fir, hem-fir, ponderosa pine sugar pine, western red cedar and incense cedar plus a wide range of industrial items in those species.

cedar, hem-fir and douglas fir studs in all grades,6' to 8'.

truck and trailer& carloads

Spiral Wood Stairway

The new all-woocl. lrcc-stancling. circular or full spiral stair. by Spiral Mfg.. Inc., for use in residences, townhouscs. or fbr commercial use is safe. sturdy and meets or exccecls all building cocles, according to the manulaclu rer.

Segmentecl solicl hardwood rail (there are 2 handrails ) adrtpts to rtll conclitions or cLlrvature. Prc-cut, assembled and post tensionecl on thc.iob in less than two clal's. thc't'eittr.rres include a 711" to 7%.' rise. trcad wiclths fronr 30" 1o 39". treacl depth ol' 16" and thickness of'J".

Stair hcights are clesigned to lit customer's requirements. [)iltntcters range fronr 6'0" to 7'6"

Hardboard Lap Siding

Soaring construction costs can be lessenccl substantially with thcir ncrv harclboard sicling. clrtinrs Chitnrpion Builcling Proclucts.

Callccl Wclclwoocl Stttrbritlgc, thc new product is r factor-primecl hardboard sicling with rt triple litlr contiguration. Three courses of ,1" lap sicling arc nrachined into onc 12" x l6' board that can be appliecl in rt single application.

The f'actory-prinrecl , triple lap boards proviclc a superior paint birse tirr an authcntic. traditional lap st1'lc at about 20-30(1, less total installetl cost than beveled cetlar sicling, the contpilny sa),s.

Becausc of the mlchinecl clrip cclge. thc 12" siding panels provide se lfirlignnrcnt onec thc llrst coursc is levcled. It takes one third thc tinre to install Sturbridge than it cloes to irtstall threc courses ol- other lap sicling.

A "Real Brick"

A poitrt ol'pLtrchirsc ilisplal lrighligh tin g cl-i-1' horlc tlccorlt rr g irpplicittions ol- "Rcal tlrick" llcc hr-ick is tlon ru''irilablc l'ronr Michigln Ilrick. Irtc.

A colorfirllv paintcd tlisplrrr is tlrrtcl.' ol'hurclboitrcl qith it rrootl ll'ittlrc. ilttcl hls rl l'Lrll-color photos ol hotlrc clccorlting iclels. lntl irrcludcs it "tltkconc" rack which holds 20 ntLtltilirltl brochurcs r'r'ith photos lttrcl tlrrtu itlgs ol I -s d-i-r' iclcrr-stitrte'rs.

i\ctull srtnrplcs ol'lirtrr ol'tltc t.tlost popular brick colors. rcrrl kilrr-llre'tl brick. irre pirrt ot'thc displrrl No itssct.t.tbly' is rcqui rccl. Shcl f' brlckcts i rr cl trtlctl.

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12 ACRES OF SELF-CONTAINED CONSOLIDATION, STORAGE, TRUCKII{G, MANUFACIURING, AND WHOLESALE DISTRIBUTION FACILIIIES .23 YEARS OF GR()WTH AND EXPANSION PROFESSIONALS IN CEDAR SPECIALTY ITEMS FAST RESP0NSE' FLEXIELE MANUFACTURING AND SALES POLICY

o 1x2, 1x3, 2x2,2x3 - COMM0tl AtlD CLEAR, GREEN, SURFACED AND/OR R()UGH

. CEDAR M0ULDING ST0CK - TIGHT KN0T AND CLEAR

o FEI{CING BOARDS - GBAPE STAKE IYPE PALIT{GS . EENDER BOARDS

r GARDEN - NURSERY - DEALER - INDUSTRIAL ITEMS

o RAND0M U/IDTH AN0 THICKilESS R0UGH GREEN EARNE()ARDS

Insulating Windows

The homeowner can easily and economically remedy the problem of inadequate window insulation, whether the home has horizontal, vertical or non-thermopane picture windows. Insulating "storm" windows of high strength aluminum are easy to install, attractive and almost maintenance free. They also offer added security, with integral locks.

The variety of styles and colors available complement the decor of any home, and finishes are mar and fade resistant baked-on acrylic or natural tones.

The do-it-yourself homeowner need only perform two simple measurements at each window, select the style and color of insulating window desired, place the order with his local distributor, and install the windows.

Installation is no tricky procedure. With a drill, screwdriver and caulking gun, a weekend's effort can result in attractive windows that permanently protect against energy losses, provide added security, and never need painting or caulking.

Adjustable sashes and fiberglass screens provide ventilation in spring and fall. All glazing is flexible vinyl, weatherstrip is full-bodied pile or vinyl. Panels are removeable for cleaning.

Triple-Glazing System

A new triple-glazing system for Perma-Shield gliding windows that substantially reduces heat loss has been introduced by Andersen Corp.

Double-pane insulating glass, which olfers a major part of the fuel-saving benefits of single glazing with storm windows and has only half the glass surface to be cleaned. is standard in Perma-Shield units.

Removable storm panel over double-pane insulating glass-triple glazing-will increase the insulating value ol these windows by more than 3506 o.ver double-pane insulating glass atone.

With this new system, Andersen now will be able to offer a triple-glazing option on all units except the gliding doors and prefinished basement/utility window.

llEW PIYW000 rack lrom the American Plywood Assn. is of easy-to-assemble 16 gauge tube steel and plywood. Prefabricated with steel components and eyecatching graphics, it needs only 4' x 4' plywood floor.

Lightweight Tile Roof

Typhoon Tile, a fire-retardant roofing with the appearance of clay tile and only 1/6th the weight. is available from AHI Roofing, Inc., Orange, Ca.

The 52t/i'x 16" molded galvanized steel modules coated with mastic and natural stone chips have excellent heal reflective values and proven weathertight performance. They have a Class A fire rating and have withstood earthquakes. monsoons, windstorms and other disasters in applications of over 20 years.

Frost-Break Design

Engineered to block heat flow across an entrance sill, a new one-piece aluminum threshold has been introduced by Benchmark for its insulatecl steel entrance systems with standard inswing doors.

This frost-break feature has a rigid polyurethane polymer connector built into the extruded aluminum threshold which forms a thermal barrier while preserving the strength of the metal.

Benchmark's newest energy-saving rhreshold is similar to its 7 l/2" width one-oiece aluminum threshold for the 2" x-6" stud wall energy construction

method. Benchmark also offers an outswing standard width version.

Manufactured by General Products Co., Fredericksburg, Va., the Benchmark entrance systems have completely weathersealed frames and come in l4 styles of insulated steel doors which include single and double door units, sidelights and the new Vista 2panel and 3-panel insulated patio door systems.

Take The Wrap

No matter which Shakertown products are ordered, fronr shingles. shakes, shims and lath to hip and/or ridge processed shakes, they'll arrive in good condition thanks to the 4 to 5 layers of the new plastic stretch-wrapping that's around each lrallet load leaving the plant.

Not only does the wrapped pallet protect the shipment from freight damage, it also provides easy handling and good housekccping in inventory. as well as weather protection at the arrival plant.

"Kitchen Expander" Sinks

Royal's new "Large-and-SmallBowl" stainless steel sink is part of a new line ol "kitchen-expander" sinks by Royal Sink Div., Jensen-Thorsen Corp. These new models are sized for narrow counter-top installation in existing kitchens or new construction.

Two-Lite Slider Window

The Season-all NuPrime Model ll2 two-lite horizontal sliding window in anodized aluminum or white or brown electrostatically bonded baked enamel finish is virtually maintenance free. It's also available with insulating glass to offer an investment payback in reducing heating and cooling costs, as well as maintenance savings. All sashes remove to make cleaning easier and less expensive.

PRICE REP0RTII{G, how it works, what it is and why it is were covered by Bill Dean, editor of Random Lengths, the widelyquoted industry pricing publication, before a recent meeting of the 0range County HooHoo Club, a lumbermen's fraternal organization. lll Bill Dean, the speaker;

Dennis Richardson, club president; Bill Sullivan; Lee Wilson and Ken Coleman (21 Ted Schaf er, Sr. and Jack Schirm. l3l Craig Mellen, Dick Mellen, BillWelsh, Ted Gilbert. l4l Jerry Black, Ross Cutshaw, Steve Ewald. [5] Jack Price, Bob DiMeco, Bob Spry (61 Wally Wolf Pete Parrella, Steve

Hill. [7] Tim Bader, Mike Buford, Jim Frodsham, Dennis Heet. l8l Jon Wolfe and Rick Dorish. tgl Roger Braniger, John Suverkrup and Joe Paslusak, president of the Los Angeles Hoo-Hoo club. (l0l Scotty Scott and Tom Culligan. Illl Ralph Cardwell. Bill Dean. Chuck Lember.

MOUNTAIN STATES

(Continued from page 22)

railroads should earn their money through services to custonlers rilther than through demurrage charges.

What they need to argue against the increase is more details on railroad services not now being provided such as pulling cars that are then storecl for a week or l0 days before being shipgred tbr reloading. and iniuries dLre to the fact that the nraiority ol'or.rr unloading lircilities are snrirll and wc relv on thc

ability of the railroads to spotting cars and nroving proper tin1e.

NORTHWEST NEWS

(Continued from page 22)

working beyond agc 6-< il'the1, clroose to clo so lt least 90 clavs l)rior to their 65th birthclav. You shoultl kecp orr lllc proof'ol'thc noticc, Meclicurc costs irre up

o Ponderosa

TWOOX TRADERS

P. O. Box 706 Cloverdale, Ca.9il25

(707) 894-3997

AIAN SWANSON DAI'ID PONTS

Medicare Part I] rrrcnriunt rrrtc rvill rcntain ilt S8.20. but thc ltospitll clecluctible whiclr rrrust bc plid br tlrc piltient wcrlt up to Sl60 clltctirc Jln. l. 1979. urr l'ront this vclr's S144.

TWO OX TRADERS

International Div. P. O. Box 4868 Areata, Ca.95521

(707) 822-4615

KEN LAI]DENSCHLAGER

HARDWOOD PLYWOOD

(Continued from page 54)

Charlotte. N.C.. was elected division v.p. The business meeting included discussion on the issues of formaldehyde, flammability and lauan blank quality.

Cliff Jones, Bradley Plywood, was elected ad director of the stock panel div. Mack beard, Day Plywood, was elected v.p. of the div.

At the Cut-to-Size Division meeting HPMA's concern about the newly proposed NIOSH criteria document for occupational exposure to wood dust was presented.

The excellent business conditions that existed in 1978 were felt to indicate that 1979 would also be good. Log supplies appeared to be adequate, and the use of plywood was strong, with new product uses for curved plywood being noted. Mike Speltz, Speltz Plywood Corp., Memphis, Tn., was elected to the board. Joe Halbach, Jr. was elected Div. v.p.

NATIONAL HOME CENTER SHOW

(Continued from page 23)

and from l0:00 a.m.-2:00 p.m., Wed.. Mar 14.

Opening session keynoters are Richard V. Wolohan, chairman of the board, Wolohan Lumber Co., Saginaw, Mi., and S.E. Feinstein, president, Eclipse Industries, Inc., St. Louis, Mo.

They will be introduced by emcee John A. Walker, senior director, Lowe's Companies, Inc., North Wilkesboro, N.C.

The conference "DIY Retailing and MarketingAround the World," is set for Sat.. Mar. 10. the day before the show opens.

The conference will feature presentations from representatives and trade experts on do-it-yourself retailing in the United States, England, Japan and The Netherlands. Tickets are $25.

During regular exhibit hours, an Advertising Display Center will feature hundreds of retail print ads from home centers across the country.

Oregon Myrtle, smooth & tough

A REGON MYRTLE trees, a V unique hardwood that grow in the coastal regions of Southern Oregon and Northern California, have an extremely fine texture and grain that make it smooth, tough and durable.

The coloring is quite unusual, varying from a sedate, satiny gray to multicolored shades of red, yellow and brown. Thus, the combination of exotic raw material and handwork produces bowls, platters, intricate sculptures and other items that are notable for their natural and simple beauty.

Three types of Myrtlewood materials are utilized: the figure log, the cluster log, and the burl:

o Figure logs have a curly or wavy grain that is quite uniform. The fiddleback grain is one of its choice markings.

. Cluster logs have small, burlwood bumps distributed quite evenly over their surface and extending into the wood. Between the burl bumps, the surface is smoother and often has the fiddleback grain.

. Cluster logs are considered choice if the bumps are uniformly dispersed over the surface of the log.

o Burls are freak growths or swellings found on the trunks or limbs of trees. The cause of such growths is not definitely known, but it is sometimes attributed to injury of the tree. Myrtle burls for

commercial use range from 400lbs. to as much as two or three tons.

For many years, it has been believed that Myrtlewood grows only along the Pacific Coast and in the Holy Land. Though similar in name and appearance of the wood, the species of Myrtle growing in Palestine is small, bushy and slightly different from the beautiful, regal tree of the Pacific Coast.

Even so, the association in the minds of many adds a mystique to this rare and beautiful wood which makes it more appropriate as a Christmas gift, many feel.

The Myrtlewood industry of Southwestern Oregon remains a "cottage industry" and is still highly dependent upon the tourist trade on the state's scenic coastline. Each of the dozen or so

Story at a Glance

Myrtlewood's extremely f ine texture makes it smooth, tough and durable. color Yaries from a satiny gray to combinations of red, yellow and brown.. . commonly used for bowls, platters and art obiects.

manufacturers creates articles from the beautiful wood on a one-by-one basis and sells them in connecting retail stores.

Logs are procured from timber companies in the area as a by-product of their softwood operations and in some instances are processed on the Myrtlewood factory's own, antique headrig to produce slabs. The slabs are then bandsawed into blanks for bowl, plate and other product shapes. These are rough turned and "seasoned" in dry kilns for six months. The finish turning, polishing and coating are then accomplished by hiehly skilled craftsmen.

Myrtlewood's seemingly glasslike finish and its ability to "take an edge" make it the perfect wood for intricate lathe work.

Small-stemmed goblets and spire-like candleholders are just two examples of the delicate objects which can be created from Myrtlewood.

Since each piece is "measured by eye," no two are exactly alike. Combine this with the wide variety of grains and colors, and you can see why this unique wood is held in such high esteem. It is valued as a gift and as a memento of one of the most beautiful areas in the world.

Our thanks to the Roseburg Lumber Co. for their kind permission to excerpt this materia I from th ei r llOO DSMA N Ma ga' zine. - ed.

Problem probing panel

PAllEt 0|SCUSS|0ll on resources, manufacturing, political, labor and timber problems featured a recent meeting of the Shasta Cascade Hoo-Hoo club, Redding, Ca. Panelists included: Phil Austin, Louisiana-Pacific/Lorenz; Ray Crane, Crane Mills; Burt Lillis, L-P; Cal Martin, Hudson Lumber; and Milt Schultz, Paul Bunyan Lumber. Well received, the panel will now be held annually by the club. lll Ray Crane, Cal Martin. l2l Tim Decato, Joe Derrah, Randy Stainbrook. l3l Charles Cleary, Karl Dryfhout. Ul Virgil Mastelotto, Marv Keil, George Bailey. l5l Herb Brown, Eill Enderson. 16l Bert Lillis, Milt Schultz. l7l Jack Hawley, Jack Denton.

Western Output Strong

The weste.rn lumber industry operated at 94.50/o of its practical capacity during the month of November, according to the lastest figures, reports Western Wood Products Assn.

"Although it was a drop of 2.8olr from October, this is good news. Typically, there is a substantial drop-off during November," commented Fred Reseburg, WWPA's director of economic services.

The average production for the western lumber industry in November 1972-1977 was 7.lolo below November 1978.

During the first I I months of 1978, the industry has operated at 93.60/o capacity. For the same period a year ago, practical capacity was 93.70/o.

WHOLESALE LUMBER PRODUCTS

Jerry Wilcox Larry Fuller Jerry Scott

Jim Rossman Dale Mccormick Vince Bricher

IilIPORTAl{T ANNOUNCEMEl{T

To serve you better, PSF, Inc. has added a sales office in Palo Alto, Ca., staffed by Jim Fraser and Chuck Lewis; plus another sales office in Santa Ana, Ca., with Jim Rossman and Dale McCormick. Vince Bricher is at our new buying office in Eugene, Or.

55d a word, min. 25 words (25 words = $13.75). Phone number counts as one word. Ads with border $3.50 extra. Headline or centered type $3.50 extra. Box numbered ads are $3.50 extra. Names of advertisers using a box number cannot be released. Address all

ABVERTISEMENTS

replies to box number shown in ad in crue of The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 549-8393. Deadline for copy is lll.e 22nd of the month.

HELP WANTED SERVICES OFFERED INSIDE LUMBER

HELP WANTED

SALES

A TACOMA, Wa., wood preserving company seeks experienced individual to handle Iumber sales for treated products. Must have excellent references and current knowledge of lumber - timber mills in Northwest. Position requires buying, selling, inventory management, customer contact by phone. Knowledge of wood preserving not essential. Full benefits. EOC. Write Box 305, c/o The Merchant Magazine.

OPPORTUNITY

Northern California wholesaler/remanufacturer looking for outside salesman to cover Central California and outof-state shipments. Currently handling redwood and seek persons experienced in all species. Send resumes in confidence to Bob Reid, Reid & Wright, P.O. Box 4299, Arcata, Ca., 95521.

EXPERIENCED INSIDE salesman

needed to anchor sales desk for established hardwood & softwood distribution vard. lbcated in Bay Area. Salary commenslrate with experience. Send resume, c/o The Merchant Magazine, Box 290.

ESTIMATOR FOR career opportunity with job shop pallet operation. Ability to tally lumber and good with figures. All company paid fringes. We also need industrial sales and office people. Apply at Hunter Woodworks, 1235 E.223rd St., Carson, Ca.90749.

SMALL PLYWOOD and lumber firm wants experienced person for contractor and retail sales work. West Los Angeles, Ca., area. Call Harry Anderson (213) 397-5554.

GENERAL MANAGER LUMBER YARD DIVISION

Our company is a diversified forest products corporation. we seek a general manager for a small but profitable chain of lumber yards we operate in Northern California.

The person we need must have the following: (1) Technical knowledge of lumber and building materials; (2) The ability to develop wholesale business with contractors and merchandise to the walk-in trade; (3) Excellent people skills and the proven ability to manage others effectivelyl (4) The ability to communicate well with top management. ldeal candidates will have a minimum of l0 to l5 years management experience with a multi-unit lumber yard or building materials retailer.

The company offers a unique and challenging career opportunity with excellent salary, paid medical/dental, relocation expense, and a company car. The position is located in a beautiful mountain community north of Sacramento. To explore this position, please contact our executive search consultants.

Jeffrey C. Adams & Co,,240 Montgomery St., Suite 404, San Francisco, Ca. 94104, (415) 421-4100.

EXECUTIVE

MULTI-YARD tract supplier, needs executive vice president to work directly under oresident.

MuSt have the highest integrity.

MUSI have management and sales ability.

Must have following in So. Calif. housing industry.

Reply confidentially to Box 303, c/o The Merchant Magazine.

FM YEARS experience, retail lumber and building materials. Prefer some expertise in building/technical or credit/business management. Salary open. Permanent, responsible only. Independent in smaller San Joaquin Valley, Ca., agri-business community. Buy-in possible with cash investment. Write Box 302, c/o The Merchant Magazine, or call (209) 826-4290, evenings.

A GROWING, YOUNG Oregon mill producer and wholesaler needs a salesman to eventually take over entire Southern California territory. Excelleht opportunity and benefits for those willing to work. Send resume c/o The Merchant Magazine, Box ?at

LUMBER SALESMAN for our wholesale division. Well-established firm. San Francisco area. Good salary. Send resume. Write Box 300 c/o The Merchant Maeazine.

WANTED, experienced lumber buyer for nation-wide distribution yards. Knowledge of West Coast species preferred, with emphasis on pine. Salary commensurate with experience. Mail resume, including references to: Bendix Forest Products, P.O. Box 8550. Stockton. Ca.95208.

GROWING SO. CALIFORNIA wholesaler needs outside salesman for industrial sales. Salary and bonus compensation with experience. Send resume. Write Box 301, c/o The Merchant Magazine.

SALES MANAGER

Exceptional Opportunity

For experienced sales manager with housing industry following. Top salary and/or commission for top man. New yard and office facility in Huntington Beach, Ca. Call Bill Randall, Ql4) 5219612, or send resume c/o The Merchant Magazine.

GET A FRESH START ON THE NEW YEAR

We need lumber salesmen for carload and truck & trailer sales. Will have the opportunity to individually handle over two mil lion feet per month. Excellent compensation program for qualified people. All replies confidential. Write box 1979 c/o The Merchant Mae,azine. '.

POSITION WANTED

EXPERIENCED FOREST Products specialty trader seeks well financed wholesale company. Established customer and mill base with profit margin to match. Seeking best compensation plan. Reply c/o The Merchant Magazine, Box 294.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422-0426.

3x4 AND WIDER and 4x4 and wider twisted and weathered Douglas Fir S4S. Call Wm. Hunter, Hunter Woodworks, (2t3) 77s 2544 or (213) 83s-s671.

WANT TO BUY retail lumber yard in good So. Calif. location. Principals only. We are an old line, reputable firm. Please contact either Terry Mullin or Don Brown. (213) 345-2223.

FOR SALE

CUT-UP PLANT for sale in No. Calif. Planer, two resaws, sorting line. Complete package. On 2.5 acres plus l6 acres of leased railroad land. Call Dick Jackson 007) 4488429.

WESTERN RED CEDAR reject bevel siding, $25 MSM. Good stock, use as is, for cut up or remanufacturing.

BOARDS and DIMENSION

Long random length cedar boards and dimension. Good economy remanufacturing grade. Large inventories, immediate truck shipments. Jerstedt Lumber Co., Inc., P.O. Box 279, Bellingham, Wa. 98225 (206) 734-9901.

INDEPENDENT LUMBER and building materials company. Established 50 years. Gross sales $365,000.00, net over $50,000.00. Only $49,000.00 plus inventory. Small valley agricultural town 75 miles from Fresno, Ca. Call Floyd Smith, Hughson & Swett Realtors. (209) 268-7011.

USED MACHINERY

NEWMAN 510 planer-matcher-double profile-good condition with matching feed table and motors. Miscellaneous chain, rolls, conveyors, etc. Three resaws all with motors: twin 42" Turnersizing head; 54" Mershon-tilting rollsl twin 46" Mershon all with motors.

Three Clark forklifts: 1974 16-l8M lbs., side shift, swivel, thin wide forks-diesel, excellent condition; 1964 8M lbs.,-dual pneumatic, good condition; 1974 5,500 lbs. with side shift. excellent condition.

Ph (7O7) 763-4197, eves (415) 883-0638.

-LOS ANGELES AREA-

ruil8En tilo PtYw000

Al Perrce Company.....

American Hardwood Co.

Brush Industrial Lumber Co, Drv BurnsLumberCo

Capilal Lumber Co.

Connor Lumber Sales Coos Head Lumber & Plywood

Cfown Plywood Co..

Dooley Redwood Lumber Co..

Essley 8 Son. D.C.....

Far Wesl Fir Sales........ (213) 629-5206

Fir E Prne Lumber Co.

Founlarn Lumber Co., Ed.

Fremonl Foresl Products..........

Galleher Hardwood Co.

Georgra-Pacrfic Corp...

Georgra-Pacilic Corp.

Globe lnternatronal.

Hrll Lurhber Co., Max

H&M Wholesale Lumber C0.

Hull Lumber Co.

Hunter Woodworks. (213) 835-5671

Inland Lumber Co. (Colton)

Inland Lumber Co. (Arcadia)

Inland Lunber Co (Tuslrn).

Iane Slanton Vance Lumber Co.

Larry Larson Lumber C0.... (714) 821-8100

Loursrana-Pacifi c Corp.

MacBealh Hardwood

lVarquarl-Wolfe Lumber Co

Nrcal Inc..

osgood lnc. Roberl S

Pacific Lumber Co

Pacilic Madison Lumber Co.. \213) 773-2292

Pan Asralic Trading Co. Inc.

Parr Lumber Co..

Penberthy Iumber Co..

Phrlrps Lumber Sales...

ProductSalesCo......

PSF,lnc

flolando Lumber Co, Inc.

Reel Lumber Servrce

Srnmons Hardwood Lumber Co.

Srmpson Buildin0 Supply

Soulh Bay Forest Products

South Bay Fofest Products (orange oiv.).

Soulhwest Forest Induslries. (213) 686-1560

Slahl Lumber Co

Slar Lumber Co.

Tw€edy Lumber Co...

SAN FRANCISCO

LUilSEI tIo PLYW000

BUrr0rl{0 rfi Entt$- Pfi il- Hrn0f,tlE -Erc. sAslr - 000Rs -wtx0owsil0ur0rrcs

Bel.Arr 0oor Co. (415) 697-1897

GREATER BAY AREA

Louisiana-PacificCorp..

MacBeath Hardwood.

Merrill Lynch Wood l\4arkets, lnc...

Niesen-Ward Forest Products..... (Burlingame).

Noyo Timber Products, Inc........

oaklev Plvwood & D00rs.........

P.R.0.b. Wholesale Distributors.

PSF, lnc..

Redwood Emoire, Inc.....

Simoson Burldino SuDolv Co

Srmpson ttmDeru0. .. .. ..

Trinily Forest Products.....

While Brothers {oakland).

NORTHERN CALIFORNIA

Manulaclurino.

iiiiiiii',i cb l iedot aoz-qbb6

Fence Supply Co..

E Wrioht.

Eurldrn0 Suoolv C0.........

SrmisonTimberio . . ...... ....

Two 0x Traders

Ail0cn$0il

Paul Bunyan Lumber Co..

c^tPttu

l\4asonile Western Lumber Div........

ct 0YE[0tu

Bowman Lumber Sales.

G&B Lumber Co.

Krnlon orv (Rolando Lumber).

Preslon Lumber Co.

Rounds Lumber C0......... (707) 433-4816

Two0xTraders..

c0nilrs

Crane Mrlls...

0lx$u.E

Compass Lumber Producls........

TUNEU

Dou0 Granl Truck Irans0ortali0n..

Schftrdbauer Lumber Co..

filBFtEt0

Pacrlic W00d Preservrno Coro.

Sequoia Supp|y.....

F0nr r[rG8

Georgra-Pacrf rc Corp. (Bedwood)

Niesen-Ward ForestProducls.

f0fiIUxl

Cr0wn Redwood Co..... ... (707) 725-3908

Eel River Sawmrlls

fntt0rr

DMK Pacrfic Corp..

FlESr0

Georgra.PacrlicWarehouse

Lumber Dealers Malerials Co.

Pacific Foresl Producls, Inc.

P.R.0.D Wholesale 0islilburors

Slandard Structures, Inc.

Snlss n|'lEY

R&LWoodProducls...

iltlr0sBUnG

Knollwood CorD..

South Bay Forest Producls (Healdsburg orv.)

Feather River

Sierra Pacilic (707) 822-51 51 1707) 822-2901 (7071 822-4384 007) 822-1724 .707J 822-0371 /.707) 822-0371 1707\ 822-4615 (707) 894-2575 (707) 894-3991 (707) 894-2558 (707) 894-3934 (707) 894-3362 (707) 894-3997 1916t 824-5427

Wisconsin-Calil0rnia Foresl

Fofest Producls..... 8ilrTll ilYEl Simonson Lumber Co....... silt0tn0 Fibreboard Corp... Fibreboard Corp Frbreboard Corp...

Industries \7071 542-2933 (707) s28-6680 (707) 545-6060 007) 544-2982 (800) 862-4936 {707) 829-2333 1707) 487-3231 (7071 487-3201 (209) 532-2895 (209) 532-3704 (209) 532-8322

Berkol Mlg. Co

Beverly Manulactunng Co.

Building Material Distribulors, Inc........ ..{213)926-0451

Carved Doors, Inc.

Carroll Mouldrng C0...

Charleys Fence C0.....

DEDooas Inc.. (213) 686-1813

Delaney Sash and 0oor Co..

Stanline, Inc..

Venl Vue Products.

Vineland Mrlling

W.Coast Lbr.

Insp Eureau.

The GF ComDanv.

THE MERGffiANT MAGAZINE BUVERS' GUIEE

WASHINGTON

PACIFIC NORTHWEST

Marv's Biver Lumber C0.. (503) 752-0218

tutuEll

Palmer G Lewis

tE|'ltx6Ntr

JersledtLumberCo,lnc.. ..

mtilEnr0t

Palmer G. Lewrs.

CTENTIT Palmer G. Lewrs.

xttr0it

Palmer G Lewrs.

nnrut0

SimDson Buildino Suoolv Co.

UCEY Palmer G Lewrs.

t0rflrEU

Unron Pacrfrc Railroad.

silITtE

Georoia-Pacrlic CorD..

Manlie Lumber Co....

Palmer G Lewrs....

Raintree Lumber.....

Simpson Trmber C0..

Union Pacrfic Rarlroal.

sIttT0r

SimDson Buildrno SuDDlv Co.

sP0irrr

Georgra-Pacilic Corp..

Palmer G Lewis.

Ihompson Tile Co.. Inc.

union Pacrfic Rarlroad.

rAc0tit

Amencan Plvwood Assn.

Burns Lumber Co.

Georoia-Pacilic Coro

Louis-iana PaOlic Cbrp

Manke Lumber Co.

Nalional

ilt iln0/ilYtil.E cnEEI

Frbreb0ard F0fesl Products (Drllard)

Fibreboard Forest Products (Myrtle Creek)...

EUGEIE

Al Peirce Company.

FremontForest Products.

Georoia Pacilrc C0r0......

Hirt & W00d Lumber Co. (800) 547'8927

LumberProducls.....

Pacilic Yard Service

PSF,lnc.......

Rolando Lumber Co

Trmberlane Lumber Co.

Unron Pacific Railroad..

Wvsono Wood Products

r(.lrrflr ffl.N

Lumber Producls.....

ur(t 0su€00

Simon, Crabtree. & Ryan

lttt0t0R0

Fountain Lumber Co., Ed.......

LumberProducls

Medlord Corp

Union Paofic Rarlroad.

Weaver Foresl Producls

P0iTult0

Contact Lumber C0... (503) 228-7361

Danl & Bussell, Inc.

Della Forest Producls

oisdero Lumber Co. Al..

Emerson Hardwood C0...

Far Wesl Frr Sales.

Georoia-Pacrlic CorD.

Hamilon Lumber Sales

lnlandLumberCo.....

Louisiana.Pacifi c Corp.

Louisiana.Pacilrc CorD. (8eavenonl.

LumberProducls...

Merrill Lynch W00d l\4arkets. Inc..

N0rih American Wholesale Lumber Assn...

Northwest Hardwoods, Inc..

oreoon Lumber Exoort Co

orepac Buildino Products. Inc

PacificYard Seivice. (503) 234-9201

Paramrno Lumber Co.

[Jnron Pacifrc Rarlroad...

West Coasl Lumber Insp Bureau

Westwood Markelinq Servrce.

stIEr

Lumbef Products.

sPnttGflEt0

Trmber Products Sales Co

stElt0ult0

Wendlrng-Nalhan Co

ROCKY MOUNTAIN

Pltotxrx tn€r

IDAHO

souTHwEsTARIZONA

Arizona Millwork Inc.

Caprlal Lumber Co.

oavrdson Plywood & Lumber Co

Fremont Forest Products....

Georoia-Pacilc Coro. Globd lnternational ol Ari2............ ..... (602) 252-5854

Goeltl's Melal Products

Soulhw€sl Foresl Induslries

Specialty Foresl Producls.

Spellman Hardwoods Vrgrnra Hardwood Co.

lEt0

NEVADA

Caprtol Plywood, Inc. .......

Hroorns Lumber Co.. J E.

Ne-vada Wholesale Lumber Co.

Union Pacilrc Rarlroad.

NEW MEXICO

AI.SUOUCBOUE CapilalLumberCo

ouke Crtv Lumber Co.. Inc

Georora.Pacrlc Cofo.. Justis Lumber Salds

UTAH

sllt

Supply. Inc.

Wyoming Contract Supplies.

LLOYD

M.

HURLEY

Lloyd M. Hurley. presidenr and founder of the Hurley Lumber Co., Inc., Denver, Co., died at the age of 8l on December 17. 1978.

Mr. Hurley began his lumber career in l9l5 in Edgeley, Co., working in several western states until he founded the Hurley Lumber Co.

He was a past member of the board of directors of W.O.O.D.. Inc. and Regis College. He also was a life member of the Elks Lodge No. 520, and a member of the Knights of Columbus.

Mr. Hurley is survived by his widow, Harriet, a son, two daughters, and three grandchildren.

THOMAS

W. HOWELL

Thomas W. Howell, owner of Cascade Lumber Building Center, Yakima, Wa., died December 31, 1978. He was 68.

Howell had lived in the Yakima area for the past 40 years where he started working lor the Potlatch Lumber Co. He was past president of the Western Building Materials Assn. and rhe HooHoo Club. He was a director of the Yakima Chamber of Commerce and a life member of the Elks Lodee.

Mr. Howell is survived bi his wiOow, Margaret, a son, two daughters, a sister, eight grandchildren, seven nephews and one niece.

FRED HAYNES

Fred Haynes, a prominent Redding, Ca., lumberman died December 25,1978 ofan apparent heart attack in his home.

Born February 28, 1920 in Ogden, Ut., he was general manager of the Trin-Co Forest Products Co. and a director ol the Western Timber Assn. and the Timber Operators Council. He was also a past president ol the Shasta County Hoo-Hoo Club where he had lived for the past 30 years and a former

governor of Rotary District 516.

Mr. Haynes is survived by his widow, Dorothy, two sons, and a daughter.

S.V. FULLAWAY

S.V. (Van) Fullaway, Jr., a lumber industry leader lor nearly 50 years prior to his retirement in 1960. died Januarv 4. 1979. He was 88.

He served for 29 years as secretarymanager of the Western Pine Assn., which later became the Western Wood Products Assn. He served the U.S. Forest Service lor l3 years as supervisor of the Nez Perce National Forest and chief of forest products research of the U.S. Forest Service reeional offices in Missoula. Mt. He wis a 50-year member of the Society of American Foresters.

Mr. Fullaway was graduated from the University of Nebraska in l9l2 where he received his masters desree in forestry a year later.

He is survived by his widow, Norma. two sonsl and two sisters.

GOOD NEWS FOR SOUTHERN CALIFORNIA!

BMD HAS OPENED A NEW WAREHOUSE AT 16444 MANNING WAY IN CERRITOS.

EUILDING

YOU'LL LIKE OUR PR(IDUCTS.

Y(lU'LL LIKE (lUR SERVICE!

BMD is very proud to have won the prestigious Van Kirk Award as WHOLESALER FIRM OF THE YEAR 1977.

Immediately available at our new Cerritos, Ca. warehouse are:

Amllco ioor tlls, 3h6ot vlnyl, and Conoflrl Contoch lnc.

covo bate counLr lopplng P[200 & 400 bulld.r'r adhorlvei & caulks

Cuprlnol 3bim E prosorvsllyos

Darworth Producb Poly Soamsoat, Soamrcsl, Wood Patch, and putty sucl

Losllc Lockc .nb ysnflaton, wind lurblnrr

tladlco Rrflocl0-shlold, roflsctlvo ulndow coycrlng

Michlgen ilaplo rsrl m.plo counbr lops & chopplng btockr

Slmplon Conprny mbl lobt hrngors, connrctol| and vcn$

Vc.ra lron ralllngr lnd columnr

SOUTHERN CALIFORNIA 16444 MANNING WAY, CERR|TOS, CA 90701 (213) 926-0451 (213) 773-5044 (7141523-7521

NORTHERN CALIFORNIA P.O. BOX 606, GALT, CA 95632 (209) 745-3001

tfou can't bcat owdcliucry !

And you can't beat our Quick [ams.

Standard

Qulck Lam Beamr (select from stock size inventory)

Widths: 31/s", 5", 63/q" Depths to 30". Single beam or a truck load Lengths lo 72' .. Cambered to 1600' radius. Maximum 2 week delivery. Plant pickup, 5 days. Manufactured under ICBO Report 3327. Quick Lam delivers superior performance and construction quality over solid sawn sizes.

For a winning combination. SERVICE, PRODUCT, PRICE, call Standard Structures.

In California, toll free (800) 862-4936. Out of California, call your Standard Structures distributor:

Anchorage, Alaska Arrow Lumber (907) 274-6511

Phoenix, Arizona

Ray Lumber (602) 272-67s1

Tucson, Arlzona Wickes Lumber (602) 888-2810

Murray, Ulah Cook Lumber (801) 262-6651

Tacoma, Washlnglon Galco Lumber (206) 922-8333

lf there is no distributor in your locale, call Standard Structures, Inc. at (707) 544-2982.