Merchant Magazine - May 1999

Weyerhae An Nliance

Weyerhaeuser is the onb national wholesale distributor of James Hardie siding in the United States and Canada. Weyerhaeuser provides quality products complemented with innovative programs and sensices.

Phoenix ..... 602-269-3541 r 800-283-5678

Fontana 909877-6100 r 800{47-7762 cr

Fresno .,.,,,..... 559-48S6221 r 8tl$292-07t14 cr

Hayward ......., 5l&786-1I00 r 800{72-2130 cr

Sasamento ..916-371-1000

80G952-5616 u. cr 80M21-1374 w

Sanh Clarih,..,., 805-250-3500 o 8tr-321{728

. Technical information and a professional sales staff.

. Reliable service with in-market inventory.

. An alliance creating unique and customized programs with innovative solutions to pull product through to vour builders.

Colorado

Dfnver... 303-433-8571 800-332-8291 co

ldaho 80ise ......,.. 208-362-5261 o 800-221-3064

0regon

Portland ............... 503-646{611

80G522-8811 on o &)0-847-4414 ourorsm Utah salt Lake city 801-972-5525 . 8m-283-9663

Washington

Mendocino

Mendocino Forest Products is committed to complete customer service and customer satisfaction. Even though we are less than one year old, our employees bring you decades ofproduct knowledge and industry experience.

With over l5 acres and a 134,000-sq. ft. warehouse, we are able to provide outstanding service, quality products and the committment you need and deserve.

We offer you the following items: SYP/DF Plywoodsheathing, flooring, sanded Struc l, sidings, and Ply-Form.

Products

Engineered Wood ProductsI-joist (residential and commercial), laminated veneer lumber, billet beams, rim board, glulam beams (industrial and architectural).

Particleboardunderlayment, industrial, stepping. 0riented Strand Boardsheathing, floorirg, Struc l. Smart System Sidingpanel, lap, soffit, EZ panel. TechShieldradiant barrier sheathing. Easyriser - engineered stair stringer system. Plus GDF studs and dimension, redwood products and treated hem-fir.

We service and deliver to the Southern California and Las Vegas markets.

Please call today and let us demonstrate how we can best serve your needs. Now and in the future.

Forest

is a new and different kind of company.

Dave Gorham, branch manager; Bill Embree, operations manager; Rodger Morris, sales manager; Mary Blair, EWP sales manager; Beverly Carr, EWP inside sales rep; Tony Campbell, panel products manager; Bob Baxter, outside sales; Ed Russell, inside sales rep; Doug Gemmell, inside sales rep; John Davis, outside sales.

MAY 1999

Tips on designing o site thot geh both ottention ond results.

voLUME 77, NO.11

Plua Alaaka and Hawall

Serving 13 states

How to Advertise

Contact our advertising offices for rates: U.S.A.: Chuck Casey, 4500 Campus Drive, Suile 480, Newport Beach, Ca.92660-1872. Phone (9{9) 852.1 990 Fax 949-852-0231

INTEFNET ADS: David Cutler, www.building. producls.com. Phone (949) 852.19!n Fax949852-0231

How to Subscribe

@'New on-line exchonges ore bottling for subsoibeq os the lumber indu$ry inches into eledronic commerce. But is lhere room in fie new medium for troditionol wholesolers?

@'Moke sure you ond your estimoting softwore vendor ore speoking the some longuoge.

EDITOR-PUBUSHER David Cutler (dcutlsr@ioc.net) SENIOR EDITOR David Koenig (dkoenig@ioc.net)

ASSOCIATE EDITOR Dave Delval (ddslval@ioc.net) COI{TRIEUilNG EDITORS Dwigt Cunan, Gage lilcKinney, Eart Moore CIRCULAilOil Autumn Schwanke ART DIRECTOR lilartha Ennry STAFF ARTTST Chas. Batun

CHAIIGE OF ADDRESS Send address label lrom recent issue il possible, new address and gdigit zip to address betow.

POSITASTER Sgld addtoss dla€es to Ih€ Merdant Magazine,4500 Canpos Dr., Sts. 4S0, N€iport &adl, Ca. 9200S1872.

The MordEnt Magazin€, A Calilomia Corporation, (USPS 79056000) is published mmhly at {i'00 Crnrpus It., Sh, /tEo, l|owpotl Boach,_Cr, 9266{l-1672 by Th€ Merdant Magazine, Inc. Peribdcals Postage iraid at Newport Beach, Ca., and additional po6t ollices. lt is an independsntlyrwned pudiEtion lor the retail, tvholesale and distributioi tevels ol the lumber and fuilding!rcdic1s markek in 13 wsstem statss. Copyrightol999 by Ths Mefdtant Magazine, Inc. Cover and entire con. lents ars lully prolected and must not be reproduced in any mannei without wrinen permis$on. All Rights Resewed. lt Ieserws

Contact Autumn at (949) 852.1990 U.S.: 1 year (12 issues), 912; 2 years, 918; 3 years, $24

FOREIGN (Per year paid in advance in US funds): $35; Air rates also available.

SINGLE COPIES: $3 + shipping; Back issues (when available), $4.50 + shipping

It's Not Tlailer l?ash Any More

Whether you call them trailers, mobile homes or manufactured housing, that segment of the housing market has been undergoing significant changes in the last decade. These developments mean that suppliers need to prepare for new needs and wants by both builders and the consumers who buy them.

The tin can image of yesteryear has been replaced by improved quality and many of the features of stick-built homes. Some manufactured homes boast two stories, attached garages, skylights, vaulted ceilings, hardwood floors, and cultured marble countertops. By joining additional sections onsite, larger and more conventional configurations replace the look of the traditional rectangle.

It was in the 1970s that builders and the federal government worked together to create national standards that resulted in today's higher quality. That led to Real Estate Investment Trusts investing in upscale manufactured housing communities and greater public acceptance of living in these

new developments with their resort-like features. While the main buyers continue to be young families and retirees, a growing middle-age market is developing. While today's factory-built isn't as cheap as its shabby predecessor, today's units are still priced about 40Vo below comparable site-built homes. The Manufactured Housing Institute estimates that the average 1,500-square foot unit sells for a thrifty $43,000 with a land lease of about $250 per month. Construction cost is just under $30 per square foot, about half that of conventional construction.

As owners and renters enjoy better units and more livable surroundings, a new stability has developed. Our industry recognizes that higher quality materials and products are needed for the initial construction of manufactured housing. Our aftermarket suppliers likewise see new opportunities. More likely to stay put, todays' park people are better prospects than ever to purchase more home improvement items than would have been the case even five years ago.

Moisture Content Managgmen! Improves Profitability in Primary Wood Products Operations

Moisture Gontent (MG) Management Systems

Managing Moisture

683iCE Moisture Content Management System with Info-PalP Plus for Windows NT@ - Measure every board, marking/eliminating any above target MC. Capture and organize every MC reading for analysis, archiving and reports for date/time, species, groups and runs. Shorten kiln schedules, lower target sizes and improve grade recovery for improved profitability throush moisture content management.

Moisture Detection

683iCE Moisture Content Detection System - Electro-magnetic wave sensors continuously measure every board. When pre-set MC limits are violated the unacceptable board(s) are marked or dropped out.

Moisture Gontent (MC) Spot Ghecking

Stickered Units

L6l2/L712 Kiln/Drying Management System - This lumber drying management system accurately measures the moisfure content of boards deep in stickered units in minutes. The PC compatible software organizes and captures every MC reading enabling you to manage how, when and where large volumes of lumber are dried.

Single Boards

L601-3 Quick Scanning MC Measurement Hand Meter-Wagner's best analog hand meter is built for rugged, constant use. It rapidly scans entire boards to a minimum depth of one-inch. Ask about our full line of hand meters for industrial, commercial and consumer applications.

Management

Vagner's Moisture Content

OSB. Rated r Structural 1 o U/L o Long Length Plyuood o Rated

Sheathing . CCA Treated Plywood r High Quality Lumber o OSB

sanded Plywood ACX e ABX o BcX . CGXPTS o structural 1 T&G

Marine Plywood . SYP T1-11o Fire Retardant Plywood r Overlays

Decorative Sidings r Comply T&G Underlayrnent. Cladwood Sidings

Rough Sheathing o MDO o Marine e Cladrrcod Exterior MDO Sidings

Superior S Panels

Anyone can deliver

Sheathings

ACZA & B Struc 1

Green Doug . MaxTrim

Sound . OSB

Maxi-Plank Panels

MDF O GAF ity Studs

Fire

Pine Boards

Long Overlaid

Panels. Fi ence System

BCX . & Birch

HeartlaruC Vi

Multi-Coat F

by the carload or truckload.

Caulking & Energy

Brace I Domestic

Plywood o o Treated

Hardvrpod

Grade ing Fumiture

Pine OSB

States Bi House Wraps. F

clear Lumber r shutterbo?rd r Marine o cladwood - Best Priced MDo

cedar Texture Around o sYP T1-11 . Rated r structural 1 Long Length

Plyrrood . Lumber - Green Doug Fir o Sanded Plywood o MDO

Plywood o Metal Flashing o ACZA Lumber & Plywood o Fir T-11 o Vinyl

Overlays o Domestic Hardwood Lumber o Fire Retardant Particleboard

Sealants o States Birch Paneling o Redwood . Heartland Vinyl Sidings

Multi-Coat Flexible Stucco o Energv-Wrap & Barricade House Wrap

Lumber Wrap o OSB T&G r CCXPTS o Structural 1 T&G . CDX

D93HSe

Complete Inventories, Fast & Dependable Service from our Califomia Distribution Centers insure that you get the products that your business needs, when needed!

Steve Thurgood * Larry Rogers * Rick Hovick * Cap Strano * Lance Duke

Sandy Johnson * Jason Schulze * Jill Hughes * Steven King * Dennis Parker (909) 484-5870 . Fax (909) 484-587{ o (800) 6478747

If,/lTH each passing day. industry V V professionals are discovering the Internet's potential for generating business. Indeed, one need only enter key words such as "lumber" or "building products" into a search engine to reveal the scores of retail and wholesale dealers on line.

While few industry Web site owners have received orders electronically, most regard their site as being a valuable information tool, and worthy of the investment. "We've received a substantial amount of business from one account in particular that located us (at www.achoustonlumber.com)," said Stacey Byrum, A.C. Houston Lumber Co., Las Vegas, Nv. "Howeveq we've also received numerous other leads that have benefited (us)."

She added that the site was activated in April 1997, but a counter wasn't installed until last summer. "Since then, we've received over 4,600 hits from the general public," she said. "Our site presents a good overview of what we offer in terms of products and services."

Turn

Weh hrowsers into buyers

Cheryl Fentress, Anthony Forest Products, El Dorado, Ar., said that their site (www.anthonyforest.com) was created inlate 1991 "We receive about 2,000 hits per month and an average of 240 requests for technical information each month as well," she said. As with the previously referenced companies, Anthony's site "provides customers and visitors with information on our products, company history, PDF documents, and other information," Fentress said. She also added that she has checked out other sites and found that "the ones that caught my eye were the ones that placed an emphasis on the environmental aspect of the timber industry... and provided information on their products... in laymen's terms."

"We set up our site (www.wimsatt.com) to give consumers a feel for what we do," asserts Robert "Bob" Wimsatt, executive vice president, Wimsatt Building Materials, Louisville, Ky. Founded in 1936, the roofing, siding and window products distribution company has two locations in Kentucky and two in Tennessee. He said, "Fifty-five percent of our business comes from professional roofers, the remaining amount from retail lumber dealers."

After revealing that his company launched its Web site in July 1996, Wimsatt said, "It was clear to us even then that the overall potential of the Internet to the building materials industry was huge." While noting that the company's site is mostly used "as an information center" by consumers, Wimsatt added that electronic interaction "has not become significant between us and our customers, but we know in time it will-it must." He further maintained that the site is "becoming more significant with our suppliers. In fact, all of our major suppliers have a presence on the Web."

Houston's Byrum said that she also viewed other sites, but declined to reveal which ones. "I'd prefer to remain unbiased, and not single any of these sites out," she said. "However, we do visit certain vendors and competitors on a periodic basis to remain knowledgeable about our suppliers and the market."

Chris Conrady, CCI-Triad Systems Corp., Livermore, Ca. (www.ccitriad.com), which manufactures computer systems for the lumber industry, wasn't shy in revealing a particular site that he admired. "Cornell True Value Hardware in Eastchester. N.Y.. has a terrific site (www.cornells.com)," he said. "They have a forum where other dealers can exchange information and ideas. It's a very unique site and easy to go through."

Wimsatt also recommended www.owenscorning.com, Owens Corning's site, saying, "It's tremendous, in part, because they have a great deal of information." And he selected Tamko, Joplin, Mo., the nation's largest family-owned roofing company, as another noteworthy site (www.tamko.com). "We try and direct people to sites such as these that can help them," he adds.

Conrady seconded Wimsatt's belief that the Internet is gaining in popularity amongst industry professionals. "People are starting to feel more confident buying via e-commerce," he said. "The fear factor is waning."

He also offered some tips for those that are thinking about setting up their own site. "To begin with, design your site for the customer, not yourself," he said. "Ask yourself what you can do to get people to look at your site and spend time going through it to learn about what you have to offer. In short, you have to have a goal when setting up (the site), and you must make sure that it's easy to find." Regarding the last point, he further noted that Web site owners should "register their site with as many search engines as possible. This way you have greater access to a larger audience."

Conrady further maintained that sites aren't that difficult to design, nor are they as expensive as one might think. "Graphics are available on line to help people set up," he said. "Most of the information is free or low cost, too. What you have to keep in mind is that establishing a site is only a small fraction of an on-line commitment. Consistent updating is the key to catching someone's eye, keeping them coming back, and perhaps making them buyers as opposed to browsers."

"The fear factor is waning."

)-trading lumber

Will electronic commerce squeeze wholesalers out of the chatn?

A UCTION site ebay. bookseller lA,Amazon.com and other lnternet retailers get all the attention. But electronic commerce between businesses is where the action is.

Last year, consumers bought $8 billion in goods over the Internet. Businesses bought an estimated $43 billion. By 2003, over 907o of a projected $1.4 trillion in Internet commerce will be business to business.

But with the Internet's ability to conceivably link any buyer with any seller, where does that leave the wholesaler-distributor? Will e-commerce cut out the middle men?

First Tlade On

Atlanta, Ga.-based retailer Jasper Lumber Co., lnc., made the inaugural trade on the electronic exchange Telrx April 5, buying a rail car of SPF 2x4 studs from Vancouver, B.C., mill Riverside Forest Products Ltd.

Retailer Strober/Haddonfield, Cherry Hill, N.J., made the second trade, acquiring a rail car of 2xl0 hem fir from Crown Pacific, Portland, Or., the first time the two companies had done business together. Strober's Joe Todd notes,

In the forest products industry, the answers may be determined by the success or failure of two electronic exchanges, months-old FpIx, Dallas, Tx., and weeks-old Talpx, Chicago, Il. Increasingly, business-to-business buyers and sellers are linked by such on-line exchanges-part electronic catalog, part marketplace and part content library to help make purchasing decisions. An exchange can lower transaction costs, especially in fragmented markets where prices are difficult to compare.

And few industries, agree Frrx and TRI-px representatives, have as repeti-

New Exchange

"Talpx gave me the opportunity to buy direct from Crown Pacific, something I had not done before. The trade was convenient-I didn't have to write out a P.O."

Telpx's 25 pioneer members represeilt over 200 locations and combined produce 1.4 billion bd. ft. of lumber and panels and $1.2 billion in retail sales. Members in the sign-up process account for another 2 billion bd. ft. of lumber, 300 million sq. ft. of panels and more than $2 billion in retail sales.

tious, time-consuming trading practices as the lumber industry. But while both exchanges streamline the trading process, their approaches are polar opposites.

With Internet-based TRr-px, suppliers input their offerings and buyers input the product they need, so all matching offerings are displayed (other sellers do not have access to competitors' offerings and prices). Buyers can then enter a bid on an offering and the seller has 30 minutes to accept or decline the offer. Accepting a bid automatically generates a purchase order.

Currently, all buyers on the new service are contractor-oriented lumber yards and all sellers are mills (although treaters and others eventually may join). One feature is that the system can hook up companies that have never done business together before, as evidenced by the second trade ever on Telpx (see story at left).

T,qlpx's Richard Haddad admits that his service competes with traditional wholesalers, but only for straight load commodity orders. Wholesalers, he says, will still be looked to for mixed loads and other type orders.

"We are plain vanilla right now," Haddad says. "Simplicity is key for us-we need to start simple and make

this work. Therefore, we are strictly focused on straight car and truck loads of lumber and panels. Our members will drive where and how we grow and expand the exchange."

In time, Telpx will expand into types of orders. Says Haddad: "We want to be the Nnsnle of the forest products industry."

The aim of Fprx, on the other hand, is to improve, not uproot, cunent forest products trading and maintain the relationships of the business. As a result, wholesalers currently participate on the system.

"When you got a fax machine, you still kept your phone," explains Frtx ceo Chris O'Neill. "Some things are better done by phone, others by fax. It's the same with Fplx. It's a digital communications system."

In designing Fptx, O'Neill says, "we addressed the institution. We wanted to support one-to-one business." As such, trading is only between established partners who have already set up credit procedures, preserving individual relationships. Conversely, Tllpx, for a fee, guarantees all trades, so all qualified buyers and sellers can roam the system in search of matches.

Since Fplx debuted six months ago, the company has been building interest in and participation on the system by targeting specific types of partnerships. Pilot programs, for instance, focus on spruce or OSB, so fpix can more easily identify and coordinate natural trading partners.

ls E.Gommerce A Thrcat To Wholesalers.,,?

Or An Opportunity?

Percent who aqree/aoree stronolv

E-commerce will facilitate the collection, utilization and dissemination of information

E-commerce will lead to a changing role for the wholesaler-distributor

E-commerce will lead to more integrated supply chains

E-commerce will lead to strategic alliances with suppliers and customers

DREF and Arthur Andersen, surveyed wholesaler-distributors indicated that e-commerce will have a significant impact on their businesses over the next five years, rating that impact an 8 on a scale of I to 10.

Panelists indicate that they will be driven to adopt e-commerce by their suppliers, customers and competitors, so that by 2003, e-commerce will become "tables stakes" required for all successful channel players. Early adopters may even gain a significant competitive advantage.

Among wholesalers' concerns, more than 60Vo believe e-commerce will increase competition and drive consolidation, and 4OVo are concerned that e-commerce would eliminate distributors from the channel.

Wholesalers

"Amazon.com books are priced the same for everyone, no matter who or where the buyer or seller is," O'Neill notes. "In the lumber industry, freight is not the same, so companies have natural trading partners. So it doesn't matter if (an exchange) has 100 participants, if they don't have the l0 that are important to you."

But what about the wholesalers themselves? Do they view e-commerce as a threat or an opportunity?

According to a new study, "Facing the Forces of Change: Four Trends Reshaping Wholesale Distribution" by

The report concludes that while ecommerce will change wholesalers' role of moving physical objects, it won't eliminate it. It's still not cost effective, for example, for customers to go to many different suppliers' Web sites, gather and compare product and price information, then revisit one or more of the sites to make purchases.

Distributors see their trading partners increasingly adopting e-commerce, as their own sales through this medium increase dramatically. They predict the number of their suppliers engaged in some form of e-commerce to double over the next five years.

During the same time, the number of customers engaged in e-commerce and of electronic sales should more than triple.

The key for wholesalers' survival is continuing to add value and, according to the report, e-commerce may provide a way to do just that; value can be derived from the information wrapped around the product, rather than just from the product itself.

For customers, this could include:

a 24-hour order entry, customer service and technical support

o electronic funds transfer

r the ability to check inventory in real time

o the ability to access and compare a wide variety of product information

o the ability to check the order in transit and estimate the time of arrival

For suppliers, it might include:

. highly accurate demand forecasts transmitted in real time

o accurate, quantifiable data on customer preferences or Problems

o marketing techniques and technical information that can help a supplier develop new Products

Despite the lumber industry's slowness to change, electronic commerce is coming. The question is who will choose to use it and how.

While both exchanges streamline the trading process, their approaches are polar opposites

6

5Er STft{ATINC," "Quoting" and ll,r"Bidding"

are three words that to most people have the same meaning, but when used within the context of the lumber industry, they can mean completely different things.

Requesting an estimate, quote or bid to fix your c:u will produce three similar documents no matter where you are. But not ifyou request an estimate for lumber in New York, a quote in Texas, and a bid in California.

Within the lumber industry, the definition of estimate, quote and bid is dictated by the region and the market served, whether retail or wholesale. A contractor bidding yard on the West Coast that moves lumber in bulk would use all three of these seemingly synonymous transactions in parallel, for very different purposes.

If you ask your vendor if they provide software for estimating, quoting and bidding, chances are they'll say, "Yes!" But then ask them to define them. Now, do they really understand what these terms mean to your company and to the lumber industry?

At Spruce, we define an Estimate as something that stays on the system until the end of the day. If a customer calls and wants a price on 10 2x4 8s, three sheets of plywood, and some roofing material, and says he might be down today to pick it up, you would call up an estimate on your system.

A Quote, on the other hand, might be a price on a deck package, patio cover or even a room addition. The contractor says he should know by the end of the week if he will do the work.

You canquote meby computer

By Randy Reames Southern Califomia regional manager Spruce Computer Systems

In this case, a quote has an expiration date and a purge date associated with it. It can be set to expire in one week but can remain on the system longer.

Bids, howeveq are generally for the sale of bulk lumber and have more complicated requirements that merit their own Contractor Bidding Module. The easy facilitation of bids is very important to lumberyards where bulk lumber provides 8U90Vo of their gross sales. Bids are received from contractors in the form of detailed lumber lists, takeoffs from plans, or bids generated by other yards. Larger bids could be for a tract of homes or an apartment complex that may include many phases of construction. Smaller bids may be for a custom home or possibly an add-on to an existing structure.

The pricing and re-pricing of bids becomes crucial in getting the contract. Your system should provide the ability to check footage and costs, and finetune pricing while still maintaining the profit margin. A price spec screen can be used to enter additional discounts or increases by various methods. A price spec may be entered to take ZVo off on all the plywood while adding $2A4BF to all the 2x4s. Once these price specs are entered, the bid is automatically repriced. In the case where a bid has expired, the entire bid can also be repriced using the current prices.

It is easy to substitute and add products as building plans change. A bid can be broken down into different loads, shown with various multipliers, and broken down into individual Plan/I'Iodel specs. Bid loads need to be entered only once. To use the load multiple times in a single bid, simply enter the appropriate multiplier. Loads can be easily combined with other loads to create several different models. Several bids can also be combined

to generate total footage to aid in buying the lumber. Recaps can be generated in various formats to ensure that the correct profits are being made.

The quicker the bid can be rebid and returned to the customer, the better chance you have of getting the project.

The process doesn't stop once the job or project is sold. It needs to be shipped and tracked. Projects and prices must be committed, pre-liens generated, long/short reports created, and add-ons tracked and processed. A Delivery/Dispatch module can help dispatchers handle scheduled deliveries from the yard to the job site. It simplifies and organizes the loading of trucks based on location and delivery date, while reducing paperwork and increasing accuracy.

You can simpliff your purchasing functions even further by setting up Electronic Data Interchange with your vendors. Your system can tie in with your wholesalers' computer systems to submit purchase orders and retrieve invoice data, price updates and sale information. Keying errors are elimi-

Bids are generally for

the sale of bulk lumber and have more complicated requirements.

nated. Orders are received quicker and more reliably, resulting in fewer credit/debit memos and improved cash flow and safety stock levels. This clearly gives you a competitive advantage over competitors who have not implemented EDI with their suppliers.

All of these functions can contribute to the success of a yard, but it is not until the vital bidding process is completed, that a yard can even begin to think about accounts receivables, inventory purchasing, etc. Mthout a timely bid and a sold job, there would be no need for these software modules.

4 ways to be a proactive executive

By Clark Colvin

fiNCE upon a time, before he was \-f c.e.o. of Scott Paper and Sunbeam, Al Dunlap, the famous/ notorious turnaround consultant, was interim c.e.o. of ANI, the largest engineering company in Australia.

After he had fired most of ANI's senior management, sold off branch offices and warehouses and cut head office staff by 907o, Dunlap decided to visit one of the company's out-of-town steel mills. He was met at the airport by a company executive. They walked outside and climbed into a fire-enginered Ferrari. "Either this guy is independently wealthy," Dunlap thought, "or this company is nuts." Upon inquiry, Dunlap was told the Italian sports car was "a company car."

Dunlap then asked the executive for a tour of the mill. "Fine," said the man, "but I don't do tours." As they drove away, the ANI executive related all the other things he didn't do. Dunlap added one more item to the list: "You don't collect paychecks here anymore." He sold the Ferrari, too.

In this anecdote, which is described in Mean Business: How I Save Bad Companies & Make Good Companies

Great, Dunlap put his finger on a major problem in the business world today: too many executives are more concerned with the appearances of power Lhan with the proactive exercise

of it. Any executive who is more interested in flashy cars (or Armani suits, expensive wines and membership in exclusive golf clubs) than in rolling up his sleeves and getting down to work is an executive who has his priorities all wrong.

To get ahead and stay ahead in the current super-competitive business environment, an executive needs to be proactive. What are the characteristics of a proactive executive? He:

. thinks positively, but doesn't underestimate the challenges he faces;

. is realistic, but is prepared to "think outside the box" in order to develop winning strategies, and

. takes the time to consider all his alternatives befbre he acts.

A proactive executive always has a Plan B ready to go at a moment's notice,

them. Result: your managers will see for themselves that you are personally committed to making your company Number One with the people you do business with.

Lesson 2. Proactive executives are known by their managers.

The first opinion that is formed of an executive's intelligence is based on the quality of the men and women he has around him. When they are competent and loyal he will always be considered wise, because he has been able to recognize their competence and to keep them loyal. But when they are otherwise, he is always open to adverse criticism. because his first mistake has been in the choice of his managers. Therefore, be proactive and hire the best people you can afford. Encourage and reward them. You'll look like a genius for having brought them on board.

L"rrott 3. Proactive executives are tough when they need to be, but don't wallow in blood.

Several years ago, I was interim c.e.o. of a family-owned three-yard retail lumber operation in South Carolina. The family was particularly attached to the oldest yard and couldn't bring themselves to close it despite mounting losses. As soon as I was put in charge, I shut it down. A few tears were shed, but the company survived and today it's as healthy as a trout.

L"rror, 4. Proactive executives are always prepared for trouble.

As a management consultant specializing in turnarounds, I have often, like Al Dunlap, been called on to help put a company back on its feet. Over the years I've picked up some lessons on how to be a proactive executive:

L"rron l. Pibactive executives lead, and they lead by example.

"Do as I say, not as I do" is not going to win the hearts and minds of the people who work for you. Exhorting your managers to work harder or work smarter is effective only if you follow your own good advice. If, for example, you want to make your company more "customeroriented," be proactive: bring customers to the office, show them around and get your people talking to

Proactive executives need to be eternally optimistic. At the same time, they should never allow themselves to be caught off guard when the roof caves in, as it sometimes does on both companies and careers. Many executives, like the rest of the human race, tend not to anticipate a reversal offortune when things are going well. For some reason, the companies-and the executives-that fly highest seem to hit the worst turbulence. Therefore, a proactive executive always has a Plan B ready to go at a moment's notice.

I'll bet that Al Dunlap, who has tasted failure as well as success, doesn't agree to take on an assignment before first planning his escape route. I wonder if it involves jumping into a red Ferrari.

Clark S. Colvin is a Salem. Or-based consultant specializing in corporate restructuring and turnarounds. He has worked for clients in I I states, Canada and Great Brilain.

MSR Stressed for success

systems and better reliability on roof structures." The assumed Coefficient of Variance (COV) for E in MSR lumber grades is 0.11, allowing for the necessary distribution of the load in a wooden structure. A less stiff component, such as visually graded lumber, whose assumed COV for E is 0.25, results in more of the load being applied to fewer components, reducing the overal rigidity of the structure and reducing reliability.

These examples of the virtues of MSR lumber are also good selling points for dealers to utilize to interest builders to purchase the product. Another of MSR lumber's strong suits is better uniformity among suppliers. After all, the consistent rating system of the product extends throughout the industry, allowing builders to shop for the best price without having to worry about sacrificing quality. Likewise, MSR grades can be produced from different wood species from various sources, enabling builders to maintain their confidence in the product's quality even if they switch to a less expensive supply.

f UMBER retailers and distributors know that premium I-lquality lumber is imperative for a successful construction project. These professionals prosper or perish by the wood they sell. With this in mind, how can dealers be assured that their lumber is top quality?

Machine Stress Rated (MSR) lumber is one possible answer. Lumber that passes the MSR inspection has met specifications called for by the grade stamp. As a result, MSR lumber is less likely to fail under its rating than visually inspected lumber.

"Weak boards cause the majority of problems in lumber applications," asserts James D. Logan, president of Metriguard Inc., Pullman, Wa., an MSR equipment manufacturer. "A direct physical measurement of lumber's mechanical properties is more reliable and accurate than estimates based on visual inspection alone."

As opposed to visually inspecting lumber that passes by at 50 to 60 lugs per minute, the physical properties of each piece of MSR lumber are measured during prodution. According to Logan, the MSR process "weeds out weak lumber." He further notes that the results of each MSR inspection are verified each shift by a sample test of five to 10 pieces. With such an onslaught of boards to look at during a visual inspection, it is not uncommon for a human to miss slope-of-grain defects or shake failures that a bending testing machine would detect.

The failure of lumber during or after construction is laborious and expensive to correct for all concerned, to say nothing of being a reputation wrecker for a dealer. MSR lumber has less variability in stiffness, allowing for designs that hold to tighter tolerances and guard against expensive failures. "With MSR lumber, you have better control over the elasticity value (E-value) of the wood," says Logan. "Therefore, you have better control over the bounce in floor

Assured quality also reduces the percentage ofdiscarded lumber at a iob site. "Contractors and builders are able to

utilize more of the material they purchase because all MSR lumber must pass stringent physical standards in order to earn its grade," maintains Logan.

As a vote of confidence, more than 1.1 billion bd. ft. of MSR lumber was produced in 1991

"Weak boardscausethe majority of problems in lumber applications."

THE QUALITY of Machine Stress Rated lumber stacks uo well.

MSR LUMBEB adds strength and durability in framing.

Dollars for decking near $+ billion

'TIHE DECKINC market in the U.S.

is predicted to reach $4 billion in two years, following l0 years of steady growth of, on average, 8.17o annually.

The 7,200 contractors who specialize as deck contractors build 200 to 500 units annually.

That rate outpaced both the 1.57" rate of new construction and the 3.77o rate of home improvement/maintenance/repair from l99l to 1997. In 1997, the entire U.S. residential deck-

ing market surpassed $3 billion.

According to the California Redwood Association, two to three million new decks are constructed each year, translating to more than342 per hour or one about every l0 seconds.

Today, approximately 25Vo of all American homes feature decks-or 30 million decks.

Contractors construct 607o of all decks, homeowners 40Vo. Decks built by professionals cost between $18 and $25 per sq. ft. Do-it-yourselfer-built decks range from $12 to $18 per sq. ft.

The 1,200 contractors in the U.S. who specialize as deck contractors build 200 to 500 units annually. The average size is 160 to 200 sq. ft.

Each year, between 800 million and 1.2 billion sq. ft. of lumber are used in

decking projects.

Every year, approximately 4.1 million homeowners purchase some kind of deck materials.

According to a recent suwey,237o of respondents replaced or added a deck in the last two years.

Among new homes, 257o are built with a deck attachment, and more than 80% of new home buyers would like a deck. Almost 7O7o of new decks are constructed for homes under five years old.

A recent cost-vs.-value study revealed that the average deck addition cost $5,921 , with an averageT3Vo payback in property value. The payback, which varied thoughout the country, was highest in San Francisco, Ca., at l49%o.

hriefs

B:rnr:nE

Anderson Lumber, Ogden, Ut., has acquired Rime Building Center, Pullman, Wa.

Hayward Lumber Co., Monterey, Ca., has closed its 50-yearold Hollister, Ca., yard; six other locations remain open

Tbrry Lumber held grand openings for the new rental centers at its Mar Vista, Ca., yard April 23 and at Lancaster, Ca., May 8

HomeBase expects a July opening for a new unit in Norco, Ca.

Orchard Supply Hardware has acquired a site in the Antelope, Ca., area, is buying a site in Folsom, Ca., and considering another in Roseville, Ca. ...

Home Depot opens new stores May l3 in Coeur d'Alene, Id., and Goleta, Ca.; May 20 in Merced, Ca., and May 27 in North Las Vegas, Nv., and Bend, Or. the chain became the first company to begin selling stock directly from its own Web site

Home Depot is considering a site in Yucaipa, Ca., and is razing the Baldwin Park, Ca., Towne Center to build a 132p00-sq. ft. store for an early Dec. bpening ... Depot plans to open 190 stores in 1999 and boost its store count to 1,600 by 2002

Lowe's completed its $1.34 billion acquisition of Eagle Hardware & Garden, Renton, Wa., giving the company 525 stores in 37 states ... the chain opens new stores May 6 in Covina, Ca., and May 18 in Northglenn, C0. ...

Lowe's is negotiating to build a 167,000-sq. ft. store in Redlands, Ca.; plans a 120,00Gsq. ft. store in Gresham, Or., and may not.meet the fall opening date targeted by Eagle for a 115,000-sq. ft. store on 16 acres in Boise,Id.

Renaissance Doors & Windows relocated to a larger showroom in Fountain Valley, Ca.

New Web site: Compton Lumber & Hardware, Seattle,-Wa., www.comptonlbr.com

Wnor:sH:rs/trruncru rilt

SierraPine, Ltd., Roseville, Ca., jointly held by Sierra Pacific Industries, Redding, Ca., and Timber Products Co., Springfield, Or., agreed to buy Weyerhaeuser's MDF and particleboard facilities in Springfield, Or.; Adel, Ga., and Moncure, N.C, SierraPine's Rocklin, Ca., MDF plant is adding an 8-ft.-wide continuous press ...

Intermountain Wood P roducts, Salt Lake City, Ut., acquired two acres in the Spokane Valley, Wa., to build a 20,000-sq. ft. replacement DC by Jan. 1,2001 ...

Southport Forest Products opened a new Coos Bay, Or., sawmill; Crown Pacific Wholesale, Springfield, Or., handling sales

Jeld-Wen, Klamath Falls, Or., agreed to buy Rugby Groupk Bitish/American distribution business, Ragby Building Products

PrimeSource moved its Tukwila, Wa., DC to greatly expanded quarters at 8247 S. l94th St., Kent, Wa.; Dean Linton,0gr.

Henry Co., Huntington Park, Ca., has acquired roof coating manufacturer Grundy Industries, /nc., Joliet, Il. ...

Forest City Trading Group, Portland, Or., and subsidiaries Westem International Forest Products, Buckeye Pacific, Cascade Empire and American International Forest Products are being sued by former employees alleging unpaid commissions

Trus Joist MacMillan is relocating its pilot plant from Vancouver, B:C., to southeast Boise, Id., to be part of the new technology center it is buildingi the plant features a miniature production line enabling researchers to create and test fullsized models of products...

Louis & Co., Btea, Ca., added branches in Las Vegas, Nv., and San Antonio, Tx., and acquired Pacific Northwest cabinet hardware distributor Newnan Supply ..,

Darant Distributing Corp., Denver, Co., opened a new Albuquerquen N.M., branch ...

Christy's has moved to a new location in Anaheim, Ca.

Johns Manville, Denver, Co., unable to find a buyer for the firm, is exploring other options, including buying back or selling some of the Personal Injury Settlement Trust's shares to the public

American Wood Preservers Bureau, disbanded and its oversight duties taken over by American Lumber Standard Committee since the early 1990s, is being formally dissolved and its remaining assets transferred to the Forest Products Society ...

American Lumber Standard Committee is evaluating Norway spruce and Scots pine radius edge decking from Finland

The Clinton Administration put an additional 234,000 acres of Alaska's Tongass National Forest, the nation's largest, off limits to logging and other development

National Association of the Remodeling Industry has sold its annual RemodelAmerica trade show to the National Association of Home Builders

Intermountain Resources, Montrose, Co., appointed Crown Pacific Wholesale, Eugene, Or., as its exclusive sales agent

Star Paper Tubehas begun manufacturing Protect-A-Board in Mexico City; Tomas Garcia, gen. mgr, Srar PaperTtbe de Mexico ...

P eterman Lumbe r, Fontana, Ca., plans an open house with specials, food, prizes and giveaways Sat. June 19 from 8 a.m.-4 p.m. ...

Housing starts in March (latest figs.) fell lVo to a 1.766 million annual rate ... single family starts were flat at 1.401 million; multifamily were at 40,000 for 24 units and 325,000 for 5+ units permis fell6Vo to a 1.636 million pace (Please rurn to p. 50)

\Mhen Smart Businesses Partner with DMSi Everything Gets a Little Better. Why? Ilcc,rrse L)MSr has lreen ar-ouncl lortq enoLrqh t.o klou, hor,r, to lnakc yorrr llrsincss thrire. Ancl rve krlrw t.hat yrur sLrccelss clepcnds ()n plr)\'en pre-crtgir-recrcd softrvurc pnrlLrcts fionr an inclLrst.r-r, leacler l-or ovcr 20 vcars I)NlSils trrtiqur- r.iston has bc-cn provirie t.hul chungc is goocl. JLrst. ask any ol-orrl over 200 satisflccl cLrstomerrs. When 1,orr rc rcadv [o tec it up uith u u.inrtir-te purlncr. girc I)NlSi a call, or visit oLl rveb site nou'at rvrnrw.dmsi,com. \tVc ll shorv yoLr u,uvs t.cr irnpror.e vour bLsirrcss tlrat. also n'riulrt. jrrst. ir npr-ole vorrr lilb. \'crL r'll scc that r,r4rcn vorr part.ner n,ith I)NISi. Change iS gOOd.

Ustings are often submitted months in advonce. Always vcrify dates atd ktcations with sponsor before nwking pktns to attend.

lhrv

Southeast Asian International Building ExpositionMay 12. 15, Singapore; (847) 605-1025.

Northeast Washington Hoo-Hoo ClubMay 14-16, regional mini-convention, Colville Inn, Colville, Wa.; (509) 68rl-5071. Do it Best Corp.May l5-lE, spring market, Indianapolis, In.; (2r9)748-53W.

American Forest & Paper AssociationMay l6-1E, spring legislative conference, Washington, D.C.; (202) 463-27 39.

American Wood-Preservers' AssociationMay 15-20, annual meeting, Fort Lauderdale, Fl.; (817) 326-6300.

Lumber Association of California & NevadaMay lE, associates council meeting, Sacramento, Ca.; (800) 266-434.

International Building & Construction Trade Fair '99May 20-23, Shanghai Exhibition Center, Shanghai, China; 0086-21625563n.

International Mass Retail AssociationMay 22-25, arnual convention, Orlando, Fl.; (703) 841-2300.

Timber Products ManufacturersMay 23-25, annual meeting, Coeur d'Alene Resort, Coeur d'Alene, Id.; (877) 5354@6.

Asphalt Roolinf Manufacturers AssociationMry 26-27, executive committee meeting, St. l,ouis, Mo.; (410) 546-U91.

funr

Australian International Building Materials & Equipment ExhibitionJune 6-9, Interbuild '99, Sydney Convention & Exhibition Centre, Sydney, Australia; (3Ol) 656-2942.

Lumber Association of California & NevadaJune 10, associateVdealers golf tournament, Paradise Valley Golf Course, Fairfield, Ca.; (800) 266-4344.

Shasta-Cascade Hoo-Hoo ClubJune 14, golf toumament, Canyon Oaks Country Club, Chico, Ca.; (916) 223-5M2.

Western Material llandling ShowJune 16-17, Los Angeles Convention Center, I.os Angeles, Ca.; (800) 548-1407.

Peterman Lumber, Inc.June 19, open house, Fontana, Ca.; (909\ 357-7730.

Forest Products SocietyJune 20-23, annual meeting, Boise Convention Center, Boise, Id.; (608) 231-1361.

Bricolage t99June 23-27, home improvement trade fair, Sao Paulo, Brazil; 55 ll -55O5-2U3.

Western Building ShowJrne 24-26, Moscone Conference Center, San Francisco, Ca.; (800) 956-7469.

turv

Mountain States Lumber & Building Material Dealers Associ. ation - July 10, board meeting, Denver, Co.; (800) 3650919.

Black Bart Hoo-Hoo ClubJuly aj, golf toumament, Ukiah Municipal Golf Course, Ukiah, Ca.; (7O7) 62-3700.

Lumber Association of California & Nevada - July 23-25, Second Growth Getaway Weekend, La Quinta, Ca.; (800) 2664344.

International Lawn, Garden & Power Equipment ExpositionJuly 4-26, Kentucky Exposition Center, Louisville, Ky.; (800) 558-8767.

Anaheim Machinery Show - July 29.Aug. l, woodworking fair, Anaheim Convention Center, Anaheim, Ca.; (630) 43r$7779.

Rogue Valley Hoo-Hoo Club - July 30, golf tournament, Eagle Point Golf Course, Eagle Point, Or.; (541)779-5121.

iotion news

N{ountain States Lumber & Buildine N{aterial Dealers Association is holding a board meeting July l0 in Dcnvcr, Co., and the W.O.O.D. Inc./Front Rangc goll' tournament July l2 at thc Ranch Country Club, Wcslrtrinstcr. Co.

L)uring MSLBMDA's recent l)roiluct Expo, bcst booth awards wcnt to It/W Spccialtics, Hcndcrson Co. (hcst niultiplc hooth); Rcid & Wright, Inc., Brooml'icld, Co. (doublc). and Quikrctc ol' Colorado (singlc). Mcriting lrononrhlc rncntion wcrc:

''We bu1 Cedal iencing matelials in dillerent grades. in widrhs rangtng from3 1/2" to 12'. and lengths from 4'to 8'. Adams is the onl1'source for some of that material. They're prompt, shrp on our schedule, are consistent in grade, and allow us to mix tnrckloads of different sizes ald grades. The,,, tale ca,ye cl us, no natter..'Aat."

Boise Cascadc, Dcnver and Grand Juncti on ( nrul ti plc ); Morgan Distribution, Dcnver (doublc), and Midland Garage Door, Ontaha, Ne. (single).

Also at the show, Stan Jcnscn, Hope Lurnber & Supply, Cornmcrcc City, Co., won an airline gili ccrtil'icatc in a drawin-c.

Lumber Association of California & Nevada plans golf, receptions, and cducational opportunities for its 2nd Growth Wcckend Getaway July 23-2-5 at thc La Quinta Spa & Resort. l-l Quinta, Ca.

We stern Iluilding Material

Association's nrid-ycar board meetings arc sct lirr July 24-27 ut tbe Enzian Inn, Lcavenworth, Wa.

Thc irssociation also is prrrticiptrting in a seven-day cruisc through Alaska's Inside Passagc to Hubbard Glacicr in Yakutat Bay. The Rhapsody of thc Sea clcparts Septembcr ll lrorlr Vlrncouvcr, British Colurribia.

Haines. Juncau. Ketchikan and Skagway are among the ports ol- call. On-shore activities will include shoppinu. sightseein-r.r. and opportunitics to tour WBMA rnenrber yards.

L-P Plans EWP Complex

Louisiana-Pacific Corp., Portland, Or.. and its Canadian subsidiaries ivill build British Coluntbia's l'irst integratcd oricnted strand board and cnginccrcd wood products rnanulircturing plant.

Thc proposcd $250 nrillion projcct will include four ncw facilitics: an OSB mill, a veneer rnill, a lanrinatcd veneer lunrber plant and an I-joist mill. L-P announced the project afier being awarded four timbcr liccnses totalling 995,494 cu. meters of wood per year.

L-P also will spend up to $25 rnillion (Canadian) over the next two years upgrading its other mills in British Columbia.

"I've been standing behind Adams Lunrber for-10 years."

Mike Nasser, Jewett Comeron

Copeland Lumber Yards Up For Sale

Copeland Lumber Yards, Portland, Or., reportedly has been placed on the sales block by owners Bill and Helen Jo Whitsell, who are contemplating retirement.

Helen Jo Whitsell took over the company frorr' her father, J.W Copeland, in 1973. Her grandfather, Joseph Copeland, founded the firm in 1913.

The business includes 68 yards in Oregon, Washington, California,

lft'8Lrlt

Arizona and Nevada, plus a Portland area wholesale division, Copeland Wholesale Co.

Annually generating about $3 million in revenue apiece, the retail locations, on average, feature four acres of outside yard space with 5,000 sq. ft. of inside sales area.

Potlatch-ATCO Deal Folds

Potlatch Corp., Spokane, Wa., and Anderson-Tully Co., Memphis, Tn., have mutually terminated their February 1998 agreement to combine Potlatch's Arkansas timberlands and ATCO's timberlands into a real estate investment trust (REIT). The related purchase of ATCO logging, lumber and veneer operations by Potlatch also was terminated.

The deal was subject to several conditions including completion of a successful initial public offering of REIT Timberland Growth Corp.'s common stock. Due to a significant deterioration of REIT markets in mid-1998. the two companies suspended the initial offering and have been unable to reach a mutually beneficial alternative transaction.

In the meantime, ATCO and Potlatch will explore the possibility of ATCO's lands supplying hardwood pulpwood and logs to Potlatch's pulp and paperboard mill in Cypress Bend, Ar., and hardwood sawmill in Warren, Ar.

Potlatch expects to take a first quarter 1999 after-tax charge to earnings of $4.6 million for accumulated transaction expenses.

Dealer Goes On Offensive

Continuing to brace itself for the inevitable arrival of superstore competition, Baker Lumber, Kelso, Wa., (pop. 12,000) is remodeling and enlarging its retail showroom from 5,000 to 8,500 sq. ft.

Two years ago, the 6l-year-old, third-generation business added a 20,000-sq. ft. warehouse. As part of the current $350,000 project, the retail store will be expanded into the site of the old warehouse, making more room for hardware, plumbing, electrical and paint products.

"We've been preparing for the last couple of years-updating our store and remodeling," said owner Derek Baker. "We are prepared for a box store if it comes along."

"If (a builder) wants our brand but his buddy at the building supply house has a different brand, there's a good chance that he will go with whatever the building supply house has, as opposed to going someplace else to get a different brand."

- Alswinn Kieboom, Tenneco Building P roducts, Smyrna, Ga.

Working Retail Gets Low Marks

With only nine retail companies making Fortune magazine's latest list of the "100 Best Places to Work." the industry appears to lag in promoting employee satisfaction, according to Mohr Learning Systems.

"Retail firms were seldom regarded as great employers, but the Fortune study shows that some can do it right," says Mohr ceo Herb Cohen.

Attracting and retaining good employees are pressing concerns for many retailers today. "Poor morale and high turnover have become acute problems," Cohen says. "There's more evidence that unhappy workers are bad for business and harm sales and customer loyalty. So the frequent indifference of retail companies is hard to fathom."

Retail is labor-intensive and service-oriented and associates have direct, personal contact with customers. "Nevertheless," he notes, "among senior management there's a prevailing attitude that associates are just hourly workers and are easily replaceable. They think: 'Why train them? They'll leave anyway."'

According to Cohen, Wal-Mart and the other ranked "retail companies do three things, and they're not gimmicks:"

Compensation is generally highly competitive and may include stock options, which provide employees with a tangible stake in the company's success.

o By company policy, employee retention is a top priority and layoffs are avoided.

o A major commitment is made to employee education.

Depot Looks At Gertified Wood

Recently the target of a spate of environmental protests, Home Depot has joined the Certified Forest Products Council, which entails working toward independent third party certification of all wood products stocked at their stores.

The chain has set no targets or timetables, only the goal "to increase the amount of certified wood products in our mix as supply becomes available." In addition, Home Depot said it will actively support suppliers committed to "scientifically based forestry practices that are environmentally responsible, socially beneficial and economically viable."

Venture Aims At Super Seedlings

Fletcher Challenge Forests, International Paper, Monsanto Co. and Westvaco Corp. are contributing a combined $60 million over the next five years to form a joint venture to produce and market bio-engineered tree seedlings.

Hoping to improve forest health and productivity, the venture is contracting with and buying the forestry intellectual property of biotechnology research firm Genesis Research & Development Corp., Auckland, New Zealand.

Species focused on represent a majority of the seedlings now planted worldwide, initially including various eucalyptus and poplar species, radiata pine, loblolly pine and sweetgum. Targeted genetic improvements include herbicide-tolerant planting stock, higher growth rate, and improved fiber quality and uniformity.

Plus Other Exclusive Features

Anthony's Power Beam@ is the strongest glulam with I-Joist depths and design values of gooo Fb -2.1E-290

F,. It supports an effective engineered wood system with I-Joists, LVL and Parallam@. Its a full width beam'

o Cost competitive with LVL and PSL

o Direct substitute for LVL and Parallam@

. 3'/rtt, 5t/-r" and7" widths

o Stronger and lighter than Parallam@ or LVL

. \X/ith or without camber

o Individually wrapped and surface sealed

o Anthony WoodWorks@ software

Iti the strongest, stiffest and most versatile engineered beam on the market. Call us today.

Engineered Panels Approach New Highs

Nearly all segments of the North American structural engineered wood products industry will operate at record or near-record production levels again this year, according to the latest annual five-year forecast by APA-The Engineered Wood Association.

Plywood and OSB production is

forecast to reach 38.75 billion sq. ft. (3/8" basis), possibly slightly exceeding last year's record. Panel production has risen every year since 1992, when it reached 30.6 billion ft.

The 1999 forecast assumes North American housing starts, including manufactured homes, will total 2.08 million, down about 51,(X)0 units from

1998, which translates into about 457 million sq. ft. of demand. That loss, however, should be offset by gains in remodeling, industrial and export markets and continued increases in the size of single-family homes. Per-unit consumption of structural panels in 1998 was 11,600 sq. ft. in single-family houses and 4,035 in multifamily units.

Residential construction is forecast this year to consume 487o of structural panels, remodeling 207o, industrial applications 187o, nonresidential construction l0%o, and international markets 4Vo.

U.S. and Canadian structural wood panel exports are forecast to rebound to 1.6 billion sq. ft. this year and to continue climbing to 2.4 billion ft. in 2003, following just 1.3 billion ft. in 1998. Japan, Europe and Mexico account for TOVo of North American structural wood panel exports.

The panel industry expects to operate at 93Vo of capacity this yeaq five points better than the industry's historical average and seven points higher than in 1996, when 3.7 billion ft. of new production capacity was added. Production is expected to decline next year and in 2001 before rising again to a record 39.6 billion ft. in 2003.

An additional 3.4 billion fr. of net industry capacity is predicted to come on line from 2000 to 2003, lowering the production-capacity ratio and increasing pressure to maintain and expand market demand.

Among other engineered wood products, wood I-joist production should rise l1%o to 810 million linear ft., laminated veneer lumber output lTVo to 50 million cu. ft., and glulam production 4Vo to 312 million bd. ft., following a 4Vo decline in 1998.

Over the next five years, glulams will increase by l1Vo, LYL 4lVo, and wood I-joists 677o.

ldaho Home To New Retailer

Jump Creek Lumber Co., a full-line hardware and building products supply serving Southwest ldaho, has been opened by Wayne King and Bud Filler, owners of Filler King, producer of laminated beams, wood roof decking and fi nger-jointed dimension.

Located near Filler King in Homedale, Id.. the business includes a 4,000-sq. ft. TruServ retail store and 5,000-sq. ft. lumber storage building on 2.5 acres.

Filler King's Tim Robb and Kory Bean are co-managing.

onqls

Stacy Fisher has been promoted to v.p.sales & marketing at Filler King, Homedale, Id.

Mike Jarman, ex-Westem Pacific Building Materials, is now the millwork sales mgr. for Kayia International, West Linn. Or. Gina Schaefer has been promoted to office mgr.

Don Dye is now with Mary's River Lumber Co., Corvallis, Or.

Steve Lengyel is the new sales mgr. in Fairfield, Ca., for PrimeSource. Mario Orsolini, ex-fastener product mgr., has rejoined the firm as Trus Joist product mgr.

Paul Carlson is new to sales and management at Braided Accents. Coeur d' Alene. Id.

Heather Kinnear is now director of human resources for Truckee-Tahoe Lumber Co., Truckee, Ca. Lynn Howard has been promoted to buyer.

Randy Welch, ex-Weyerhaeuser, is new to sales and purchasing in the Mira Loma, Ca., office of Kelleher Corp.

Anne Von Allmen is new to sales at International Hardwoods. Lake Oswego, Or.

Cam Caudill has joined Lane Stanton Vance Lumber, City of Industry, Ca., in purchasing to assist Charlie Wilson, still hard at work xage92.

Christine Penkala is the new compensation & benefits director at HomeBase. Irvine, Ca. Jonathan Doty is mgr. of real estate.

Robert Davenport is the new general mgr. of Welco Lumber, Marysville, Wa. Marketing director Herb York has left the company.

Joyce Sneed is managing the new Home Depot in Simi Valley, Ca. Chad Dickson is assistant mgr. Jim Behrend is store mgr. of the new Aloha, Or., location. Dr. Johnetta B. Cole has resigned from the company's board of directors. Donald Keough has retired from the board and has been succeeded by Bonnie Guiton Hill, who resigned from LouisianaPacific's board in March.

Sean Ryan has been promoted to business development mgr. at James Hardie Building Products, Mission Viejo, Ca. Mark Longfellow has been promoted to national sales mgr.

Castle Skip Newell III has been appointed president of Performance Coatings Inc., Ukiah, Ca.

Dan Puckett, ex-American Pine Products, has been named corporate director of manufacturing and quality for Woodgrain Millwork, Fruitland, Id.

Eric A. Reppermund, ex-Wagner Tools, has been appointed general mgr., national accounts for Snavely Forest Products.

Edward L. Zimmerman is the new v.p.merchandising & marketing for Payless Cashways.

Jim Martin is now retail merchandise mgr. for Do it Best Corp. Other promotions include: Doug Bieberich, retail product mgr.-tools; Jelf Frazier, retail product mgr.-lawn & garden tools; Tom Snyder, division mgr.building products; Todd Hixson, division mgr.-lumber & panel products; Tom Molloy, division mgr. of pro sales, and Brad Seelig, sales mgr.commodities.

Patricia A. Barnard has been promoted to senior v.p.-human resources at Georgia-Pacific.

Rob Everson has left Boise Cascade to join Ace Hardware's Phoenix, Az., LBM office as a new building material trader.

Mike Walsh, sales mgr., Redwood Empire, Temecula, Ca., has retired to Atascadero, Ca., after more than 40 years in the industry, the last nine with Redwood Empire.

John Myers has joined Huttig Building Products, Phoenix, Az., as gen. mgr., succeeding Rich Bilby.

Rich Bilby has joined Johnson-Manley Lumber Co., with responsibilities involving their facilities in Phoenix, Tucson and Lake Havasu, Az., and Las Vegas, Nv.

Dena Cordova, Boise Cascade CorP. Building Materials Distribution Division, Denver, Co., has transferred to the Phoenix, Az., sales dePt. and will open a Southem California otfice. Ryan Mitchell, ex-Georgia-Pacific, also is new to Boise Cascade, Phoenix.

Joyce Sneed has been named store mgr. of Home Depot's new store in Simi Valley, Ca. Jim Behrend is store mgr. of the new Hillsboro, Or., location.

Perry G. Jennings is the new senior v.p. of human resources for Lowe's Cos., succeeding Cliff Oxford, who has retired. Stephen Hellrung has been named senior v.p. & general counsel.

Michael Thaman, Owens Corning, has been promoted to president-exterior svstems business.

Paul McBride, ex-General Electric, is the new president of Black & Decker's worldwide power tools & accessories division, succeeding Joseph Galli, who has resigned.

Thomas Vasis is now director of mktg. for Klein Tools.

Thomas E. Evans has been promoted to technical sales rep at General Products Co.. Inc.

David Warford and Alan Hastreiter are new to national sales at Glen Oak Lumber & Milling, Inc.

Gary Lalla has been named brand mgr.residential at Clopay Building Products Co., Inc.

Kathleen Peot is the new channel mgr.hardware & international business for Milwaukee Electric Tool CorP.

Charles L. Henry, chairman, pres. and ceo. was re-elected to the board at Johns Manville, Denver, Co', along with Leo Benatar, Ernest H. Drew, Robert A. Falise, Todd Goodwin, Michael N. Hammes, KathrYn Rudie Harrigan, Christian E. Markey' Jr., and William E. Mayer.

Eric Ziedrich, Healdsburg Lumber Co', Healdsburg, Ca., has been elected vice mayor of the city of Healdsburg and will be representing Sonoma County on the Golden Gate Bridge District Board of Directors.

Ken Osborn is back at Sierra Pacific Industries' Redding, Ca., Hq., after a N.M./Az. sales safari.

Western Red Cedar

Tom Brokaw, NBC news anchor and author of The Greatest Generation, contributed to Western Building Material Association's Educational Link Fund in memory of Wanda Bush, whose husband, Bob Bush, BaYview Building Materials, Olympia, Wa., is featured in the book and was interviewed for a recent Dateline tv special.

Neil Maher, William Boyd, Terence Kehoe, James E. Fickle and Donald R. Theoe were honored bY the Forest History Society with Alfred D. Bell Travel Grants, named after the longtime western lumber industry executive and former publisher of The Merchant Magazine. Karl JacobY received the Ralph W. Hidy Award for best article in Environmental History, Andrew H. Fischer, the Theodore C. Blegen Award for best article Published in a journal other than Environmental HistorYi Michael Friedly, the F.K. Weyerhaeuser Forest History FellowshiP, and Les Line' Audubon Magazine, the John M' Collier Award for Forest HistorY Joumalism.

Richard Rose has returned to California Cascade Industries. Sacramento, Ca., after visiting The Good Living Show in Tokyo, Japan.

Yul B. Hirt is in charge of health and safety matters at Mungus-Fungus Forest Products, Climax, Nv., rePort Hugh Mungus and FreddY Fungus.

Premium Line western red cedar is your answer to a ready supply of A & better S4S boards & lrim

o Every piece is graded for its intended use o Ready to apply o Every piece is usable full length

o Extended Kiln-drying for exceptional stability o Resawn faces have consistent texture

r Rough KD & patterns available o Carton-packed for quality protection

tPacific Coast Cypress

Pacific Coast Cypress Decking is nature's answer to treated wood & petroleum based substitutes

o 514x6,2x4 &2x6 Decking,4x4 Posts, 2x2 Balusters Naturally resistant to decay and insects

o Impact resistant - stronger than Redwood or Cedar o Completely non-toxic, totally safe for children o Fine finish takes stain, paint or weathers naturally o Splinter-free "barefoot" surface r Kilndried for dimensional stability o Uniform color and grain o Available in clear and knotty grades

Premium Line knotty western red cedar

o K./D roush/S1S2E/S4S c 7x4-lxl2,5/4x4 thru 514x12,2x4 thru 2xl2

o 1x4, lx6, lx8 pattern

Redwood

o Commons thru clears o Clear cut stock o Custom milling

o Mouldings o Bender board

o Decking o Fencing

o Complete milling facilities

WHOLESALE ONLY, lrlll onnct & r,cr.

Strong Year Expected For Building Products

First quarter growth in the home building and home remodeling industries continues to eclipse even last year's frenetic pace, fueling a strong start to the year for the wood and building products industry, according toa new report from Bank of America's Paper & Forest Products Group.

With quarterly housing starts up an estimated 8.5Vo over 1998 levels, demand for building materials has been strong with softwood lumber, structural panel and gypsum manufacturers running full-out.

Last year marked a torrid year for the U.S. construction industry as record existing home sales stimulated a double-digit increase in home repair spending and total home sales rose by l2%o to a record 5.68 million units.

In 1998, existing home sales increased l3.5%o to 4.8 million units, the third straight record year. By January 1999, new home inventories stood at four months of supply, up from December's 3.8 months of supply, while existing homes for sale stood at about 4.5 months of supply,

up from December's 3.9 months. New coefficients in the housins cycle, such'as the wealth effect of i rising stock market and the growing use of equity lines of credit to finance consumer spending, are dramatically adding to its staying power relative to earlier construction cycles, according to the report.

In 1998 alone. the value of real estate and financial assets held by American households and non-profit organizations rose by nearly three and 14 times the aggregate $owth in disposable income, respectively.

By year-end 1998, household net worth had risen by over $18 trillion during the past decade, while household liabilities were up by only $3 tritlion. Hence, a considerably wealthier American public has the unprecedented means to spend more on primary and secondary residences.

Softwood lumber producers, in particular, are poised to enjoy a remarkable upturn in profitability as lower log costs, high shipment volume and modestly higher prices are heralding the best cash flow picture in at least

five years. Structural panel producers and gypsum wallboard producers are also enjoying outstanding margins.

Only log, wood chip and composite panel prices remain disappointing, according to the report.

The sector stands in sharp contrast to its pulp and paper counterpart, which remains depressed due to excessive foreign competition.

Instant Lumber From Straw?

Recent discoveries about the formation of wood cells has convinced Virginia Tech researchers that lumber mills may one day be extruding 2x4s made from straw.

According VTI, the cellulose derivatives from almost any plant mixed with lignin, in the proper portions and given the right conditions, should automatically self-assemble molecularly into wood-like cells.

A commercial formula for instantly transforming straw into wood could circumvent years of tree growth, but will take years of work to calculate, VTI claims.

. No Staining . No Streaking

Highesl quallty nalls

lor cedar, redwood and other llne wood materials, r Slender shank and blunt diamond ooint Diamond pattern head blends with wood texture. Small head diameter oermits lace nailing and blind nailing r Annular ring threads preclude nail head popping and cupping of siding boards AlSl Grade 3O4 nickel/chromium alloy.

--

o Self-counter sinking bugle and trim heads Square drive recess eliminates driver bit cam-out o Sharp point for quick penetration with minimal pressure r Self-tapping coarse threads. Coatedilith non-stick, dry lubricating film r Solid nickel/ chrome stainless steel for superior corrosion resistance .6 lengths: 1" through 3"

To ollendees of the Nolionol Building Products Expo by udvertising in

EXPO PREUIEW

Whether or not you're exhibiting of the show, Expo Preview c0n show off your products to the thousonds of buyers ond decision-mokers ot the Notionol Building Products Expo.

BTHE ONIY PUBLICATION DEVOTED EXCTUSIVELY TO THE EXPO

While other magazines focus on the Expo's gargantuan sister show, the National Hardware Show, EXPO PREVIEW is devoted exclusivelylo the National Building Products Expo. Now that the Expo shares Mc0ormick Place with the Hardware Show, it's more important than ever to stand out among the thousands of exhibitors,

Q23o/o-59o/o SAVINGS

All ad rates in EXPO PREVIEW have been discounted trom23% to 59% otf the combined, already-low rates in The Merchant Magazine and Building Producls Digest, resulting in savings from $840 to $1380lor a single inserlion!

Q FREE FUII.COLOR NEW PRODUCT STORY

When your ad runs in EXPO PREVIEW, you will receive a free 4-color new product story! Just send a color photograph, a description of the product you want featured and we'll do the rest, absof utefy ftee, exclusively for EXPO PREVIEW advertisers.

D REACH CURRENT AND PROSPECTIVE CUSTOMERS

EXPO PREVIEW appears in the August pre-show issues ol both The Merchant Magazine and Building Products Digest, reaching 17,000 independent and chain retailers and wholesalers of lumber and building products. Catch their attention btorelhey anive at the hectic Expo. All in full colorl

tr NATIONAT CIRCULATION OF OVER 2O.OOO

In addition to the 17,000 pre-show copies, an added 3,000 copies of EXPO PREVIEW will be distributed at the show to buyers from across the country. At no extra cost to you.

The only publication devoted excluslvely to the

Building Materids Software

For IBDI Computerc

DesiAned for buildinA materials retailers and wholesalers, this complete system include6 point of sale. order processing. billing, sophisticated pricing (markup, markdown. contract, quantity breaks, etc.) accounts receivable and credit, inventory control, purchase order control, sales analysis, accounts payable, general ledger.

Easy to use. completely integrateda single transacUon updates all relevant data. Call or write:

Mass Systems Co., Inc.

14 Douglas Rd., Lexington, MA 02420

7 8l -67 4-1055 Email: massvs@aol.com ktcul Support Available

Lumbermen To Cruise TheMexicanRiviera

Hoo-Hoo International is taking to the high seas this fall for its 107th annual convention.

The meeting will be held Oct. 3-10 aboard Carnival Cruise Line's new ship, the Elation, as it cruises the Mexican Riviera.

The fraternal lumber industry organization has opened the cruise to everyone in the lumber industry and their friends. Membership in HooHoo is not required. Aside from board and committee meetings, most of the Hoo-Hoo International functions will be held the final day of the cruise, including elections, award presentations and installation of officers.

After departing Los Angeles, the ship spends two days cruising down the Pacific coast, before arriving in Puerto Vallarta. Then it heads north to Mazatlan, then Cabo San Lucas, and eventually, back to Southern California.

The Elation's lobby is the social centerpiece of a magnificent six-story Atrium. The majestic vessel features

miles of deck for sunning and strolling, resort-calibre spa facilities, Las Vegas-style casino and entertainment, fine dining, plus a huge outdoor entertainment area with three pools, six whirlpools and a spiral waterslide.

Daylong stopovers at Mexico's most popular resorts offer watersports, duty-free shopping and sightseeing.

Deadline for reservations and payment is July 9.

For more information, call (800) 454-7174 or (253) 845-5330.

LUXURIOUS new cruise ship the Elation is the site of an upcoming lumber industry cruise.

Condo Project Opts For Glulams

A new condominium complex in Lake Tahoe, Ca., specified special glulams rather than laminated veneer lumber in its I-joist floor systems, as well as for door and window headers and roof framing.

that eliminate nailing pieces of LVL together at the job site. "When we use the Power Beams for headers, floor and roof supports, it saves time because no site fabrication is needed," explains the project's contractor, Rick Beck, Iftump Construction. "We can use one beam for the typical span rather than nailing two or three pieces of LVL together."

The supplier, Logan BMC West Lumber, Reno, Nv., has been stocking more Power Beams because of their onepiece stability, zero camber and strength for longer spans-an important factor with the heavy snow loads of the Reno-Tahoe area.

Logan BMC West promotes engineered wood to its customers throughout Nevada and Northern California with technical presentations, design assistance, computer-aided design programs, and on-site supervision.

Due to their extra strength, builders report that the glulams permit a smaller size beam of equal or greater strength for comparable spans. Their l-joist compatible depths (9-112",ll-718", etc.) avoid the problem of shims or overlapping edges.

The Hyatt Regency Vacation Club, a time-share vacation project, used Anthony Forest Products' extra-strength Power Beams, which are manufactured in l-joist depths.

One reason fbr the choice was the shortage of skilled labor, because the beams are solid, one-piece components

"The glulam beam system worked out better than other materials because its design values are stronger than LVL or parallel strand lumber," says structural engineer Cliff Johnson. "Also, the roof system provided higher ceilings because we nailed sheetrock directly to the glulams, and avoided the dropped or suspended ceiling that would have been required with steel framing."

The complex includes six structures: an administration building, an activity building with pool, two three-story structures, and two two-story buildings housing 60 time share units.

l.JOlST HANGARS are placed on the glulams before they are lifted into place by a crane to suppoil the condominium proiect's toof struclures.

Littleton Lumber Clerk Arrested

A clerk at a local Hugh M. Woods Lumber store has been arrested for reporting to police that he sold bombmaking materials to the two Littleton, Co., high school students who went on a shooting rampage, killing 15, according to Sheriff John Stone.

Salesman Gary Sowell, 50, claimed Columbine High School students

Dylan Klebold and Eric Harris, wearing trench coats and heavy boots, visited the store as many as a dozen times to purchase materials such as propane tanks, wire, nails and screws.

"When I asked them, 'What are you using it for?,' they said, 'School,"' reported Sowell.

Since the April l3 attack, at least 5l pipe bombs were found in and around the school and at the Harris home.

Stone said investigators examined inventory receipts and concluded that Sowell lied about selling the materials. Sowell was charged April 29 wih making a false report to authorities, a misdemeanor, and was booked into the county jail on $1,000 bond. "Maybe this will slow down some of these crackpot calls that we're getting," Stone said.

HomeBase's New Poison Pill

The board of HomeBase. Irvine. Ca., adopted a new "poison pill" shareholder rights plan to ward off takeover bids considered unfair to shareholders.

Under the new plan, the board has l0 days after an investor amasses over l5Vo of the company's shares to decide if the move is a takeover attempt and if the plan should be instituted. Ifso, the board can give away or sell stock at a discount to existing shareholders, but not the new investor, diluting the value ofthe l57o stake.

Under the previous plan, which was expiring, directors had less time to analyze offers before deciding whether to trigger the plan, said cfo Bill Langsdorf.

Door & Window Groups Unite

Realizing they share common concerns on building code and regulatory issues, eight different door and window organizations have formed the Fenestration Industry Alliance to better represent the industry at code hearings.

Initial members: Window & Door Mfrs. Assn., Builders Hardware Mfrs. Assn., Door & Hardware Institute, Sealed Insulating Glass Mfrs. Assn., Primary Glass Mfrs. Council, Glazing Industry Code Council, National Fenestration Rating Council, American Architectural Mfrs. Assn.

Plastic Lumber In The West

After Werner Zink invented a machine that removed glue and labels from recycled plastic bottles, barrels, jugs and cartons, he sensed an opportunity to capitalize on the decline of lumber sales.

Resco Plastics produces 2x4 to l2xl2 dimension lumber for bench frames, posts, and mailbox posts, with hopes to eventually manufacture tongue-and-groove plastic decking. "We're slowly creeping up on the wood guys," Zink laughs. The lumber comes in brown, gray and blue, with a wood-like grain.

The U.S. Bureau of Land Manase-

ment in eastern Oregon's Prineville district is using the firm's 4x6s for campground picnic tables. While not as cool as wood to sit on, the plastic doesn't need painting and is more durable against vandalism. "It costs probably a third more than wood," says BLM's Roy Tidwell, " but in the long run we'll do better because the tables won't need any maintenance."

According to Zink, Resco Plastics is the only plastic lumber producer between Vancouver, British Columbia, and San Francisco. "We're ready to rock and roll," Zink says, adding that his plastic lumber can also be used for skids, pallets and pier bumper boards.

Ergonomics Proposal Costly

An ergonomics regulation proposed by OSHA could increase business'cost from $180 per back injury to $21,660, according to Deborah Hayden, v.p. of operations, Tindell's Builders Supply Inc., Knoxville, Tn. "(OSHA) can ruin us with one erroneous interpretation, and this draft standard is rampant with possibilities," warned Hayden, one of 20 small business representatives hand-picked by the Small Business Administration and OSHA to evaluate OSHAs Draft Ergonomics Program Standard.

One of the biggest problems with the draft cited by Hayden is a Medical Management Removal provision in conflict with many state workers' compensation plans. The provision would allow employees up to six months to recover from their Workplace Muskulo-skeletal Disorders (WMSD) at l00Vo wages/salary plus benefits.

OSHAs definition of a WMSD would include back strain, sprains, swelling, etc., related to heavy lifting or repetitive motions. Hayden contends that the nature of the building supply industry and the necessity of manual handling would subject the industry to excess scrutiny by OSHA inspectors.

LARGEST verlical bandsaw was recently shipped by Tannewitz, Inc. Sixleen ft. high and 12ft. wide, the saw cuts up lo 72 inches thick and 92 inches wide inside the throat. lt was designed to cut giant earth moving lires.

Yes, I "only $1 did sav o'/tl an issue"!

Would you invest a dollar a month to help you make or save hundreds, or even thousands ofdollars?

It's no secret. The successful people in our business share one common characteristic. All of them are eager seekers of news, information, facts and ideas that can help them do a better, more profitable job every day.

That's why they subscribe to The Merchant Magazine. They know it contains ideas that canmake them money as well as save money.

Eachissuecontains the latest industry news, news of people and companies, plus New Products, New Literature, and articles and tips on how to manage, market and merchandise.

A small investment of $12 brings you 12 monthly issues. Just fill out the formbelow and join the successful people in our business.

roducls

I'm On Your Side

Fibercement siding that replicates the texture of cedar and reportedly won't crack, warp or buckle is new from James Hardie Building Products. Select Cedarmill is suited for all environments and resists damage from exposure to humidity, rain, snow, salt air and termites.

Shut Your Trap

Action Media Group has introduced a new device that prevents loss of valuables and other objects that fall into a sink.

By simply twisting two small knobs and removing the Safety Trap's removable screen, objects can be snared before they're flushed into the pipe system.

The product reportedly fits all standard sinks and replaces the old-fashioned P Trap.

Circle No. 504

Shuffle The Deck

Wood/resin composite decking that reportedly resists splitting, warping, cupping and splintering is available from Fiber Composite Corp.

Thermal Melamine Panels

Decorative panels made with a thermoset melamine overlay that is permanently fused to a particleboard or MDF substrate are available from Stel Industries Inc.

The panels resist abrasions, stains, scuffing, radiant heat and boiling water and can be used for cabinets, fixtures, office furniture and other USCS.

Over 40 styles are available, including birch, maple, oak and walnut wood grains.

Circle No. 501

The non-combustible product is made of Portland cement, ground sand. cellulose fiber. selected additives and water and available in 4"10-3/4" exposures.

Circle No. 502

Moisture Content Software

Wagner Electronic Products has introduced a software package for its 683iCE Moisture Content Management System.

Info-Pak Plus for Windows NT uses non-contact, electro-magnetic wave (RF) sensors to continuously measure lumber as it passes through the RF sensing field.

The system triggers outputs to mark or drop unacceptable lumber once its pre-set content limit has been violated.

Circle No. 503

Fiberon does not absorb excessive heat from sunlight and is water and slip resistant.

The product lightens over time to a consistent wood look and can be stained or painted.

Circle N0.505

Not Just Another Pipe Dream

A synthetic rubber based adhesive that bonds pipe wrap to pipes is new from T. Christy Enterprises, Inc.

Prime-It! can be used on all PVC pipe wraps and is available in pint, quart and gallon containers.

The product helps increase corrosion resistance and pipe wrap adheslon.

Circle No. 506

Use Your Header

Joists and short span headers for windows and doors, both made from laminated strand lumber, are new from Trus Joist MacMillan.

Fire ln The Hole

A pre-built backyard fire pit that hooks up to either natural gas or liq- uid propane is available from StraubelStone.

TimberStrand headers are 3-l/2" thick and run flush with other components of the FrameWorks building system, as well as standard, 2x wall framing materials.

Made from aspen and poplar, residential roof and floor I-shaped joists come in various depths and lengths.

Circle No. 507

Living On The Edge

Laminate, solid surface and hardwood edges for countertops and cabinet doors are available from Kuehn Bevel, Inc.

The product weighs 150 lbs. and comes with gas logs and lava rocks.

Circle No. 509

Made In The Shade

Roll-up shades that can be mounted anywhere sunlight is a problem are new from California Sun Shades, Inc. The shades come in four colors, 4'l0' widths, and a standard depth of 6'.

Circle No.510

Flex That Trim

Trim that protects siding cut to fit curved or rounded shapes during installation is new from Kaycan Ltd.

oring stone or concrete retaining walls is new from Cosella Dorken Products.

Delta-MS liners control water flow and provide a buffer against soil expansion and contraction. They come in 65.6'long, 3.5'-9.8'wide rolls.

Circle No. 512

Square Deal

Swanson Tool Co. has added two new squares for carpenters, craftsmen and d-i-yers.

Laminate edges are seamless and are reportedly scratch and impact resistant.

Hardwood edges come in four wood grains with assorted profiles.

Circle No. 508

Flex J comes in 12' lengths and is scored at 10" intervals to facilitate banding and shaping.

Circle No. 511

Retain To Me, I'm Wall Yours

A dimpled, high density polyethylene membrane that reportedly prevents salts and minerali from discol-

Powder coated to resist rust, the 8" try square and 12" utility square have permanently impressed gradations.

Circle No. 513 on ony Nei^t Ptodu(t is ovoiloble by cirtling the corresponding Reoder Service number opposite the inside bock cover ond sending the form to New Products Iditor FAX io 949-852-0231, by E-moil to ddelvol@ioc.net, by moil to 4500 Compus Dr., Suite 480, Newport Beoch, Co. 92660, or by colling (e4e) 852-r eeo.

The Case Of The Spiral Stairs

Spiral Stairs of America offers ready-to-install residential and commercial spiral stairs in standard (3'-4" to 6'0") and custom sizes.

Family

Tools

Shears, wire cutters, pliers and other hand tools made from alloyed steel are available from Xuron Corp.

Ergonomic Specialty Tools reportedly produce clean, square cuts and come with various head styles for cutting specific types of wire, sizes and materials.

All tools weigh between 1.9-2.'l oz. and feature a grip spread closed under 2".

Circle N0.515

Not a kit, the stairs reportedly assemble in 10 minutes and come with various styles of treads, handrails, and spindles. Castings and scrolls are also available.

Circle N0.514

Spraying To All Fields

A water-based spray for patching or decorating ceilings or interior walls is new from Homax Products, Inc.

Easy Touch Orange Peel & Splatter is available in 10- and 20-oz.

lf you enioy tolking lumber with people who know how il's produced, where it's produced, ond who produces it, coll us. We hove over 175 yeors'experience c|l your disposcrl.

Patch Works

Vi-tex has added five new patch and underlayment products for repairing concrete, wood, ceramic and tile. Super Flooring Underlayment is self-leveling and is ready to walk on in less than three hours.

Quick Patch, Fast Finish, Super Patch and Mega Patch can be trowelled over cracked and chipped surfaces and come in l0-,25-, and 50-lb. bags.

Circle N0.517

Douglas fir, pine, green & dry hemlock, white fir, pl selects & shop

Caulk Of The Town

A non-asphalt clear roof sealant that adheres to galvanized metal, PVC, ABS vent pipe, brick, block and mortar is new from the Sashco Co.

Through The Roof repairs leaks between the roof and plumbing vents, chimneys, skylights, fan ducts and gutters. The product reportedly won't dry out or crack and comes in lo.l-oz. cartridges, five-gallon pails plus quart and gallon containers.

Circle No. 518

Marine Resistance

A polymer-coated wood product that protects marine and other outdoor structures from the weather is new from Northstar Vinyl Products, LLC.

2lPoly is reportedly so strong that it cannot be cut with a chain saw without the coating separating from the wood. The product comes in tan, dark brown, fatigue green and black.

Circle N0.519

ProtectiveSiding Underlayment

ru All4" sidingunderlayment that protects against moisture and prevents condensation buildup is new from Teneco Buildins Products.

Amocor-NPl4 meets all building code requirements and comes in 4'x50'bundles.

Circle No. 520

Lumbermen's Dream Cruise

The cruise is open to everyone in the lumber industry and their friends.

Membership in Hoo-Hoo is not required.

Take The Plunge

A new drywall saw with a selfstarting point for plunge cuts is new from Vaughan & Bushnell Manufacturins Co.

Come and join us on a Sea Cruise!

Enjoy a7-day cruise aboard Carnival Cruise Line's beautiful new ship, the Elation. We leave Los Angeles October 3,1999 and after two fun-filled days cruising down the Pacific coast, we arrive in Puerto Vallarta for the day, then it's north to Mazatlaq then Cabo San Lucas, and eventually, a leisurely sail back up to L.A.

Sail aboard the newest and largest ship ever to sail the Mexican Riviera! She's majestic. She's luxurious. And she has more design innovations than any other vacation resort on land or sea. You will see why passengers are elated.

The moment you step aboard the Elation, you'll be impressed by her spaciousness. Her lobby is the social centerpiece of a magnificent six-story Atrium. The Plaza Bar in the Atrium is a great place to rendezvous for drinks and listen to music. She has miles of deck for sunning and strolling, plus a huge outdoor entertainment area with three pools, six whirlpools and a spiral waterslide.

The Elation offers all the casino action and lavish entertainment of Las Vegas and the kind of spa facilities you'd find at Palm Springs' resorts. But this is a resort that takes you in style along the magnificent coast of Mexico. While you dine and dance or dream the night away, the Elation sails to Mexico's most popular resorts. Once there, she is the grand resort that awaits your return from watersports, dutyfree shopping and sightseeing. Cruise guests need not be members of Hoo-Hoo, the fraternal lumber industry organization.

Reserve your cabin today! Rates start from only $700 per person.

I 07 th annual Hoo -Hoo Internati onal C onvention Oct. 3-10 . The Mexican Riviera Contact Cruise Center (800) 454-7174. (253) 845-5330. Fax 253-845-5338

And pleose mention you heurd ubout it in The Merchant Magazine!

The Pro-Rocker features a 6" carbon steel blade with eight teeth per inch.

Circle No. 521

Sweepy-Time Magnet

O.S. Walker has introduced a suspended magnetic sweeper for removing fenous metal debris from parking lots, truck terminals and other Daved areas.

The PSS Series Magnetic Sweeper mounts on a chain to the front of a truck or a forklift and comes in seven widths, ranging from24" to72".

Circle No. 522

Come Spray With Me

A two-component spray foam kit for insulation, void fill, structural support and sound deadening is new from Flexible Products Co.

The Froth-Pak l2 comes with a shoulder strap for one-handed dispensing and can be used to seal building penetrations to stop air infiltration.

Circle No. 523

Skylight, Skybright

A fully guttered, dry-glazed framing skylight system from Naturalite comes in standard sizes up to 8'.

The Versatile Skylight system features integral condensation, nonexposed fasteners and a glazing clip that creates. a thermal break between the framing members and the unit's one-plece cap.

Circle No. 524

Caulk Show

A siliconized acrylic caulk that is applied prior to painting wind wand door frames. sheetrock. ceiline-to-wall joints and other surfaces is nEw from Bostik Inc.

Chem-Calk Painters' Caulk is a onecomponent, gun grade product designed for use in interior and select exterior applications. Tack-free in 15 minutes, the non-sag, low-odor product has an elongation value of 380Vo and comes in standard white.

Circle No.525

Medieval Tiles

Two new colors have been added to the Castello series of ceramic tiles from MarazziTlle.

Cavaliere (almond) and Barone (beige) offer a distressed, time-worn stone appearance that harks back to Medieval times.

The tiles are also available in Arazzo (terra cotta) and Cantico (rose) and come in al2"xl2" size and 6"x6" and 6"x12" modulars.

These two new styles replace Dama (caramel) and Torneo (gray), which have been discontinued.

Circle N0.526

Extra-Lonq Nose Pliers

A pair of extritong I I " pliers manufactured from quality alloy steel has been introduced by Truecraft Tools.

Long Reach Pliers are available in straight nose and 45' bent nose models and come with a lifetime warranty.

Circle No. 527

A Hole In One

A one-piece hole saw that features a heavy-duty 7/16" hollow-shank for use in large or small chucks is now available from M.K. Morse Co.

The Real McCoy eliminates the problem of using a hole saw on lighter power drills with smaller chucks. The hollow-shank allows mounting in smaller chucks by attaching onto the end of the pilot drill.

The tool's hollow hex shaft is designed for heavier power drills with larger chucks.

Circle N0.528

Oil's Well That Ends Well

A line of pistol pump oilers in various designs and construction features has been introduced by Dutton-Lainson Co.

The D-L GoldenRod oiler models are available in brushed aluminum, plastic or steel with a baked enamel copperbronze finish and in5-20 oz. capacities.

The oilers can deliver either a drop or a solid stream of oil and stay primed for immediate use.

Circle No. 529

Custom Millwork - Patterns in Softwoods & Hardwoods - Custom Runs of Paint Grade Poplar Mouldings a Specialty

Mouldings - Siding - Trim Pieces

Wholesale Lumber - Redwood - Uppers

A "TWO.IN.OIi[8" COMPOITTENT RAILING SYSTEM COMPATIBLE WITH EITHER WOOD OR ALUMINIM POSTS

Del<Railcombirles the prouenbercfits oJ strong, dw able, pre -fnished aluminum exf usions, castingts and. mould.s from tough space-age plostics. Attractive, clean, neat detailing instantly differentiates DekRail from common railing frames.

EXCLUSTVE DEALER/DISTRIBUTORSHIP

t-888-DekRail

GLULAM GBOUP: (1) New American Institute of Timber Construction (l-r) president John Anthony, outgoing pres. Maurice Rhude, v.p. Dick Cormier at 47th annual meeting in Kauai, Hi. (2) Tommy Hewitt, Bud Filler. (3) Ellie Filler, Bud Owsley. (4) Mike & Angie Lynch. (5) Nancy Jaenicke, Genie Quinn, Dorthea King. (6) Pat & Reggie Kline, Mike Caldwell. (7) Pat & Jerry Leslie, Curtis Kuehn. (8) Paul & Linda Gilham. (9) Mark Seech, Mike Lynch, John Jayne, Don Norell. (10) Chester New, Mike Lane, Mike Allen.

(11)Joe & Dorothy Hucke. (12) Fred & Celeste Meintz. (13) Margaret & Maurice Rhude. (14) Bob & Mary Powell. (15) Pat Cormier, Linda Bevard. (16) Faye New, Shannon Giles, Robin Giles. (17) Mike Foster, Gunnar Brinck, Gordon Foster. (18) Holton Quinn, Jerry Leslie, Bruce Bevard. (19) Kathy Jones, Kay Burley, Marjie Brinck. (20) Norm Strauss, Dave Strauss, Jon Strauss. (21) Scotty & Pat Giles, Michele Anthony, Pat Anthony, Jane Brautigam. (22\ Gary Burley, Barbara & Mike Parks.

Brown. (13) Steve Shriver, Scott & Sandy Hill. (14) Marie & Joe Rael. (15) Sharalon Runyon, Suzi Ashment. (16) Stephanie & Mark Fanning, Wrenda Richardson. (17) Kim & Gary Yeager. (18) Pat Chiado, Linda Cheshire, John Cornell. (19) Jerry & Kris Hahn, Judy Johnston, Kim Zacha. (20) Sam Birdsong, Lee Nelms. (21) Susan & Robert Monroe. (22) Leigh & Brian Dunn. (23) Nancy McDonald, Tom Marrin. Over 100 attended the April 2324 event at the Sheraton resort, Chandler, Az.

SOUTHWEST Pine Association: (1) J.R. Birdsonq, Frank Stanek, event organizer Ron Manzanares. (2) Grbg Kruse, Dick iackson. (3) Bob Shook, Jose Hernandez. (4) Sandee & George Treadwell. (5) Jim Pope, Linda & Dean Cheshire. (6) Cheryl & Brent Frederickson, John & Joy Alexander. (7) Cal & Doris Pulis, Ken Osborn. (8) Emil & Annie Romero. (9) Bill Herman, Don Kruse, Bob Gonsalves. (10) Keith Runyon, Howard Ashment, Pryce Campbell. (11) Skip Farmer, Tom Clow. (12) Danel Richardson, Randv

The Merchant Magazine welcomes Iztters to the Edinr. Please send to Edinr, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660: Fax 949-852-0231, or bv e-mail to dkoenig@ ioc.net.

CERTTIryTHIS

In your March editorial ("Will We Walk the Walk?," p. 6), you seem to be including the certification "movement" in a perceived group of threats to the lumber industry. I feel your comment is inaccurate, and you are doing a disservice to your readers to reoort certification as a threat.

I have recently returned from the Wood Tech Show in Portland where certification was the subject of many seminars. Both hardwood and softwood producers are recognizing certification as a way to strengthen our industry. We can achieve healthy forest ecology while maintaining a healthy forest products industry. This year we have made great strides in achieving this level of understanding with industry associations such as the HPVA and the IHPA. We are currently under contract for some of the largest forest product companies in North America. We have written confidentiality agreements with our clients, so I cannot disclose to you which ones are becoming certified. But I can assure you, these products will soon be stocked at wholesalers and sellins in retail stores across the country.

Quolity Western Cedqr Products

ln the Journal of Forestry last month, the Society of American Foresters explored the merits of certification. In fact, a certified forest is on the cover. The point is, if foresters working for the major forest products companies believe certification is a way to define core competencies, how will the companies they work for do otherwise?

Steve Sage SmartWood

46 Humboldt St. Willits, Ca. 95490

EXPANDTHEBAN!

In response to a Fresno Bee newspaper editorial on banning logging in National Forests, lutnberman Bak:ula had this response printed. We thought you would enjoy it -Editor

I think we should ban a/J logging, timber harvest and logging roads, including private property. You know a true environmentalist wouldn't even go to the mountains, so let's ban everybody from going to the mountains.

Instead of "Hands Across America," we could have "Hands Across The Valley." We could have Democrats and Republicans hold hands and take turns looking into the telescope at the trees in the mountains. Every time we see a tree grow an inch we could all cheer together, We could all sing Sierra Club songs and I'll volunteer to carry a big picture of John Muir through the crowd. Better yet, we could bomb the lumber mills at night and have Wolf Blitzer televise the event on big screens. Brother Al Gore can give speeches and we can all cry together on how lucky we are to have Brother Al. I'll volunteer to go to the podium and beg for forgiveness for selling lumber for 27 years. How evil and stupid ofme. I could go on, but it's my tum to look into the telescope.

Mike Bakula

Kelleher Corp.

Box 3433

San Rafael. Ca.94912

GEOGRAPHIC ARTS

Regarding your listing of top l0 western wood treaters (April, p. l3): It is inap propriate to include Louisiana-Pacific in your listing regardless of the location of their corporate headquarters.

Dennis Hayward

Westem Wood Preservers Institute 7017 NE Hwy.99, Suite 108 Vancouver, Wa. 98665

Although not noted in the list, during early 1998 L-P did operate a treating plant in Ukiah, Ca. Mendocino Forest Products took over the plant in May 1998, and its production will be reflected as Mendocino's in next year's list.

- Editor

Start With A Foundation

The 52-p. "Permanent Wood Foundations-Design & Construction," is $4 from Southern Pine Council, Box 641700, Kenner, La.7OO64; (504) 443-4464.

Wood Moulding Wish Book

An 8-p. brochure of ceiling trim, fireplace mantels, wall trim, stairway handles and other decorative moulding products is free from Wood Moulding & Millwork Producers Association, 507 First St., Woodland, Ca. 95695; (800) 550-7889.

Windows & Doors

A 152-p., full-color catalog of windows and doors is free from Marvin Windows & Doors, Box 100, Highway ll W., Warroad. Mn. 56763: (800) 346-5128.

Garden Party

Cost Estimating Program

Information on ebid, the computer program that reportedly simplifies construction bidding and estimating for contractors, architects and other building professionals, is free from Pyxis Technologies, 215 Briarwood Dr., Somers, N.Y. 10589; (888) 841-0004.

Floors A Crowd

A 64-p. full-color catalog on everything needed for floor repair, renovation, new construction and maintenance is free from Garon Products, Box 1924, Wall, N.J. 07719; (800) 631-5380.

Save On Construction Costs

"Efficient Wood Use in Residential Construction," a handbook of wood use tips that reportedly enable builders to save on construction costs, is $8.95 from NRDC Publications Dept.,40 W. 20th St., New York, N.Y. 10011; (212) 741-2977.

Panels & Products

Brochures on building materials and industrial panel products are free from Willamette Industries, 1300 SW 5th Ave., Portland, Or. 97 2O1:' (503) 227 -5581.

Nothing Like a Good Western

An 8-p., full-color brochure on western red cedar shingles and panels is free from Shakertown, Box 400, Winlock, Wa. 98596; (800) 426-8970.

Accent on Architecture

Technical and product catalogs on urethane architectural mouldings are free from Style-Mark, Inc., 960 W. Barre Rd., Archbold, Oh. 43502; (800) 446-3040.

ffiffirumru

Toolin'Around

A 2O-p. catalog of birdbaths, sundials and other garden-related products is free from Whitehall Products LLC, 8786 Water St., Montague, Mi. 49437; (800) 728-2164.

Set The Standard

The Book of Standards of all 94 treated wood products standards is $78 from The American Wood-Preservers' Association, Box 5690, Granbury, Tx. 76049; (817) 326-6300. of ony New Literoture item by contocting eoch compony directly... ond pleose mention thot you sow it in The Merchont Mogozine!

A l2-p., full-color merchandising catalog of chisels, punches, utility bars and wrecking bars is free from Fulton Corp., 308 8th Ave., Fulton, Il. 61252; (800) 252-0002.

Not Just Another Crank

A pair of catalogs on adjustable levers, crank handles and leveling devices is free from J.W. Winco, Inc., Box 510035, New Berlin, Wi. 53151; (800) 877-8351.

Quite A-door-able

A brochure on Craftmaster residential and commercial doors is free from Masonite, I S. Wacker Dr., Chicago, Il. 60606; (800) 40s-2233.

Attic Treasures

A revised brochure about the Roll Vent attic installation system is free from Celotex Corp., Box 31602, Tampa, Fl. 33631; (813) 873-4230.

Gotta Hand lt To These Tools

A 96-p. catalog of 1,000 hand tools is free from S-K Hand Tool, 3535 W. 47th St., Chicago, 11.6O632; (773) 523-1300.

Remodeling & Design Tips

Better Homes & Gardens ' 360-p. "Remodeling Book" of ideas is $34.95 from Meredith Corp., 1716 Locust St., Des Moines,Ia. 50309; (612) 338-0901.

Cast The First Stone

A 64-p. catalog of natural stone replicas for building fireplaces, chimneys and more is free from Stone Products Corp., Box 270, Napa, Ca. 94559-0270; (800) 255-1727.

ified ods

To reply to ads with private box numbers, send correspondence to box number shown, in care of The Merchant Magazine, 4500 Campus Dr., Ste.480, Newport Beach, Ca. 926ffi-1872.

NORTHERN CALIFORMA wholesale lumber distribution company has openings for experienced people in the following areas: lumber sales, product management, engineered wood technical rcp. Excellent carcer opportunity with a well-established company. Send resume to Box 678, c/o The Merchant Magazine.

INDUSTRIAL SALESPERSON NEEDED:

Target Lumber Sales, Inc., established in 1989, opemtes on a 4-acre distribution site with reman capabilities in Fontana, Ca. We are in need of an cxperienced salesperson for the ever-growing Southem California market. We offer generous commissions plus benefits. Please contact Greg Baker, (909) 350-9100, Fax 909-350-9359 or mail resume to: P.O. Box 66, Etiwanda, Ca. 9t739.

LBMTRADER

Panel trader (Lake Oswego, Or.)

Our role at Ace Hardware, a global, Fortune 5fi) corporation, is to set thc standard for quality and innovative marketing strategies. We are seeking a Trader for our Lumber, Building Materials and Millwork division, one of the fastest growing in the industry, to contribute to our exceptional growth as we expand throughout the Northwestem markets. Based in Lake Oswego, Or., this key individual must have a solid track record as a proven Trader in the panel industry along with the ability to excel in our team-oriented environment.

Ace Hardware Corporation can provide an impressive salary and benefits package complete with a generous bonus program and outstanding profit sharing plan. Please send your resume to Ace Hardware Corp., Professional Employment, 4605 E. Elwood St., Ste. 680, Phoenix, Az. 85040, Fax 602-5 17-l I 15. EOE.

Rates: 25 words for $25, additiond words 709 ea Phonc numbcr counts as I word, address as 6 words. Headline or centered copy, $6 per line. Private box or special border, $6 ea. Column inch rate: $45 camera-ready, $55 if we set the type. Nanps of advertisers using a box number cannot be rcleased. Mail copy to above address, FAX to 949-8524231or call (949) E52-1990. Deadline for copy is the 25th of the month. PAYMENT MUST ACCOMPAI\IY COPY unless you have established credit with us.

OUTSIDE LUMBER SALES - Central Califomia contractor oriented lumber company looking for "the right person." Will be tested against a profile for being a sales generator. Highly independent position in a fast growing area. Competitive compensation package including health plan,40l(k), vacation sick leave, auto expenscs and more. Send resume to: Branch Manager, Hayward Lumber Company, P.O. Box 5, Paso Roblcs, Ca.93U7.

IIERE WE GROW! If you know how to sell, Phillips Plywood has openings for inside and outside salespeople. Specific territories include Oxnard, Santa Barbara, Los Angeles and Orange Counties. Come join the team that has geared up for the millennium with new trucks, new state-of-the-art computer system, and an expanded inventory. Mail or fax (818-8976571) your rcsurne today. P.O. Box 10256, Van Nuys, Ca.31410-0256.

RETAIL/WHOLESALE lumber company located in Southern Califomia coastal rcgion has several positions available: insidey'outside sales, yard foreman and yardmen. Experience at any of these positions may result in training for advancement. If intercsted, send your rcsume to Box 677, c/o The Merchant Magazine.

NATIONAL WHOLESALE LUMBER CO.

Positions Available:

Inside Sales Coordinator

* Customer seryice & Computer skills rcquired Entry level Sales

Experienced Outside Sales

Production Mgr. Trainee * College Degree I Manufacturing Background

lf you are interested in joining a rcspected company with exceptional growth, please forward your resunre to:

UNIVERSAL FOREST PRODUCTS

P.O. Box 1970, Huntington Beach, Ca.92647 FaxT 14-847-7329.

HARDWOOD LITMBER ntd plywood satesperson needed by Weber Plywood & Lumbcr. Please scnd Fsunrcs attentioo Butch Pope, c/o 15501 Mosher St., Tustin, Ca. 92680.

WHOLESALETRADER, Ridgewood Forest Products, a 2Gyear-old wholesale company, is sceking experienced lumber and plywood traders with custorn€r base who want well-establishcd and financially viable company, but one with room for its traders to grow. Excellent compensation gparcd to your pcrformance. Eithcr wo* at our office or yours. If intere.sted, call l-800-547-2014. Ast for Larry Buelna.

SUNOL FOREST PRODUCTS. an cstablished Bay Area wholesaler, has immediate opcnings for experienced lumber tradcrs. Genemus commission splits and bcnefits, more independence and fewer hassles. If you're intcrested in controlling your own destiny, reply in writing to P.O. Box 508, Pleasanton, Ca- 94566.

SALES: Wholesale lumber distribution. Ternecula, Ca., office. Experienccd insidc lumber salesperson selling to retail lumbcr yards and industrial accounts in Southem California & ArizonaMail resurne to Redwood Empirc, c/o sales manager, P.O. Box 1300, Morgan Hill, Ca.95038.

LUMBERTRADER

Rain Forest Lumber Co. (RFL), a specialty pmducts wholesaler established in 1982, seeks experienced lumber traden. If your potential is being limitcd by rcsuicted custorner or mill contacts, we should talk. Our desirc to grow is an opportunity for you. Generous commission schedule & benefits. Relocaion reimbunernents for the right candidates. Mail resume to RFL, P.O. Box 361, I-ake Oswego, Or. 97034, or call Dan Rice al (80o) 547-1929 or (50.r68/.An4.

WEBER PLYWOOD & Lumber is seeking a truck driver and a fortlift operator. Please send resumes attention Ed Montano, c/o 15501 Mosher St., Tustin, Ca.92680.

r

WEATIIERED, TTYISTED OR, USED LT'M.

BER. Plywood blows, used or trims. Carl Hanson, (619) 661-2510, FAX 619-661-5547, San Diego, Ca.

RELOAD/DISTRIBUTION FACILITY

City of Orange, Ca.

Rail sewed. Completcly pavcd. ,10,0fl) sq. ft.r of covered storage on 105,000 sq. ft. t of property. Close proximity to 9l Fwy. Choice location for distribution in Orangc County. Call Shawn Kelter for information, (714) 937-0881.

Our Customers Think the Dawn of a New Millennium is Something to look Fonruard to.

Building material dealers using SPRUCE computer systems have nothing to fear when it comes to the Year 2000.

Happily, 92o/o oI our customers can still use the original hardware they purchased from SPRUCE when the clock strikes midnight on December 31, 1999.

And because we're not in the midst of the Year 2000 Upgrade Crisis, we can continue to provide the best support in the industry.

How can we be so sure we have the best support? Because we can make these claims:

A We have the highest support personnel-tocustomer ratio in the industry.

A We know you by the sound of your voice when you call for zupport.

I We answer and resolve support cals immediately. Our support fees are virtually the same today as they were l0 years ago.

Can you software supplier say the same?

If you want a computer company with the foresight to save you money over the long haul and still provide you with a high level of personal support, call SPRUCE today. You'll be happy you did (especially when the Year 2000 rolls around).

( Continued from page I 8)

North American Building Material Distribution Association has adopted a new mission statement: "NBMDA ... develops and promotes the effectiveness of distribution processes to improve member profitability and growth"

Universal Forest Products was listed in Fortune magazine's latest list of the 1,000 largest U.S. companies; its 48Vo total return to shareholders was tops in its industry group

Landmark B uilding P roducts, Rancho Cucamonga, Ca., is now carrying Deck One deck fasteners and Roseburg melamine and hardwood plywood

Boise Cascade Building Material Distibution Division, Portland, Or., received a Facility Improvement Award for a renovation that more than doubled office space at its leased warehouse at the Port of Vancouver, Wa.

Ame ric an Arc hit e c tura I Manufact ure rs A ss o c iat ion has formed the G/ass Materials Council; Bradley P. Boone, PPG Industries, and Grant T. Muller, Pilkington Libbey-Owens-Ford Co., are co-chairs ...

American Forest & Paper Association was recognized by Renew America and the President's Council on Sustainable Development for its Sustainable Forestry Initiative, earning a National Award for Sustainability in the Forests & Rangelands category.

Robert M. Slettedahl, 87, former owner of Lumbermen's of Washington, Shelton, Wa., died March 30.

He was general manager of Lumbermen's Mercantile until he purchased the firm in 1961 and changed the narne. During the next two decades, he opened several other locations and continued to run the business until 1982, when he sold the company to Lanoga Corp.

He was a member of the Western Building Material Association and served as president in 1956.

Matthew Mattson, 76, retired president, Logan Lumber Co., Normandy Park, Wa., died March 30.

A native of South Dakota, he served in the Army during World War II and saw action in Germany.

He and his brother, Wayne, started working at Logan Lumber in the early 1950s and eventually became partners.

He became president after his brother retired and ran the company until his own retirement in 1991.

Barbara A. Baker, 69, retired lumber sales assistant for Friesen Lumber Co., St. Helens, Or., died of cancer March 3l in Portland, Or.

A native of Portland, she worked for Friesen Lumber for 20 years, before retiring in 1989.

Melda L. Johnson, 79, co-owner and co-operator of Fresno Pallet, Inc., Fresno, Ca., died March 28.

She was born in Lincoln, Ne., and moved to California with her husband, Warren Del Johnson, in 1942.

The couple founded Fresno Pallet in 1960, and built the firm into a large company with over 100 employees.

One

ShoppinE

Our newest product is pre-stained lumber. It joins an impressive roster of proven moneymakers for you. All grades and sizes of treated and untreated dimension, plus treated timbers, boards and deck accessories. And we have the trucks to get it to you.

T[e have three modern wood treating facilitles to serve you: Buclmer (Kansas City), Mo., Glenwood and Amity, Ar.

One call gets it all. You can depend on it.

Sourmnn Cnronul

guide

ARCATA'EUREH'FORNNA

Arcah Redmod Co .......t101 41$581

Bdn Lumbor Co...... ',..(704w-1ng

Pacfiic Lurter Co. (Scota)......,..,.......,..........(704 761-8888

Rednood Foosl ftotub----.*-.*.*-.(704 443.4*

Redrood ln6p0cti0n Soil|co..........................Fon 1*W1

Redwood Reglm Logging Coileomo ......,...(704 113-1091

Slrpson ltnbor Co .......(7O}.8'2QS71

U,eslcoasl tlanhooG ..(704 82$81 13

BAIGBSFIETD

Paolic Wood PEseMng ol Bakolsfield .........(805) 83$0429

CLOVERDATE

Afi-Coasl Forcst Prcd,rcis ..............................(704 894-4281

FORT BRAGG

R*nos Lumbor Co., Fmtl C. .........................(704 964{377

FRESNO

DMK-Padft............ .......(55sl2s-tn7

Geo0ia-Padflc Wanhouso .....,,....................(800) 8ilG7370

Inlome0onal Foosl Prodrcb.........................(209) 27$3356

Weyofiaeusor Co................(8@) 292.0701 (209) 186{221

IODESTO

EurE Umb6r C0.................(800) 3i}l{ml (3{1} 77}6933

Cd|iad Wood PGsoiling Co. ........................(800) 4992662

Moyer Mordfig & M$uott............................Iapl 1n-W

Tlundo|bot Wood Tr6a1in9............................(800) 82S87Og (209) 8691561

REDOIIIG'RED BLUFF

DletloTimb6r......... .......(888) 811-0903

KeI€r lumbor Salos ............(8@) 23]7888 (530] 21&0405

Gfiid ForBst Prodrcis ,|15&12 7440

P&M C€dar Prlducls .....(530) 212-1600

Slsldyou Focsl Prodicb ....(80)374{P10 (siu $&2Zl

Tdnlty Riv6r Lumber Co. ................................(530) 62$556.|

Woslom Wods...Ca.:

Califomia BuiHers Supdy..............................(8001 288-8766

Calilomia Cascade Industdes ........................(916) rce$53 Capitol Plyw0od...... .......(916) c22-8861

Geoda-Pacilic (Sacramento)........................(e0o) 8i1O7370

Hi*son Co.p........... ......(530) 53$7814

Hdmes Lumbor Co., Frod C. (Marysyillo)......(530) 7G3a69

Keleher Cop. ......... ......(916) 92$1792

M&M Buldes Supply ....(209) 835-4172

Mid-Pacilic Tradlq Co ...(916) 631-96fl1

Mokelurmo River Forosl Products.................{&9) 367-1265

Mouldings & Millwort, Inc...............................(916) 965-1 tl2

Pacilb MDF Prodrcts ....(8ff)472-2874

Plyhp In(fusldes......

946{282

Unlm Planing MiI.... ......(209) 46&9617

uniry Foresr Potucrs..........(800) 248.4940 (530) 671.7152

Waldron Forest Prcilc|s................................(91 6) 96e0676

Weslem Woods, lnc .......(800) 21S9503

WeyefiaeuserCo................(800) 952-5616 (916) 371-1000

Ithile River |ladwoods .(916) 387-5193

Wood Mouldltg E Milhroft Producers Assn...(530)

cdilomla Foost Prodrcts..............................(108) 842-1 6'73

Calilomla Lurto. Inspocdm Soilice.............(408) 99$1633

Calilomla Rodwood Assodatoo.....................(4.| 5) 382{662

Chemoolte Coundl.

Diatlo llmber .........

D[K-Padfic............

79s3670

Goorgla+adfic Cop. Frsmont)....................(800) 8i1O7370

Groon Pmdicb, Co .......(51q A$9667

Keleher Cop. {Novato}..................................(41 5) 89&1270

KelelF. Corp. (San Ralael)...........................(41 5) 151€861

Lano Sbdcnvanco ......(5.|0) 632-966i1

Madeah lhrdmod (Borkoloy) ....................(510) 813"1390 NEVADA

LASYEGAS Woyofiaousor Co. . .......(702) 451-0755

REM)

'CARSOI{ CITY AREA CapitolPtymd...... .......(Z,5) 329-4494

urity Fo.od Prodrcts ....(25) 88&9288

Weyorhaa,E€r Co................(800) 521-1374 (zs) 35ffi868

NEwIEXICO

AtEUOUEROTJE

Bobo Cascade.....................(8m) 889-4306 (505) 877-8150

Plcmc llonrnrusr

Pacific...... ........i9t1 Gemini Forest Products..................................|54t1 G€orgia-Pacif ic CoD....... ..............................(800)

GREATER PORTLANO AREA

Cdlins Pin€ C0.......

Dixieline Lumbor Co

Enyean Trading Group..................................

Friesen Lumber C0..............(503) 397.1 700

Georoia-Pacilic CorD

Geor6ia-Pacilic Corb. (hardwood).................

Georgia-Pacif ic Corp. (millworUmldg.)..........

Georgia-Pacif ic Corp. (redwood)...................

Haase Industnes..................(800) 547-7033

Hampton Lumber Sales Co...........................

LJB Lumber Sales ...............(800) 552-5627

Lumber Pr0ducts .................(8001 926-71 03

Lumber Producs (CMD ........(800) 3z-5801

Rido€wmd Forest Products (8m) 547-2014

SCR Inc. ..............................(8001 73s-5s60

Stimson Lumbsr Co.

United Pacilic Forest Products., Westem Wmd Producls Association.........

Weyerhaeuser Co.

ROSEBURG

Heberl Lumber Co. (Riddle)..........................(541) 874.2236

Keller Lumber Co. ..........(5411 672-6528

Mumhv Plywood Co .......{541)45$4545

Rosbbirrg Forest Pr0ducts .............................iyt1 Ozgg3t I IDAHO

Boiss Cascads Corp. .....................................(800

Fill€r King .......................................................(208

Gsorgia-Pacilic Cop. .................................(800

Lumber Products .................(800) 888.961 8 (208

Q.B. Corp. ......................................................(208

Weyerhaeuser Co. .........................................(800

34

For more information from advertisers, use FAX Response nwnbersin brackets.

EAX to 949-852-0231

or call (949) 852-1990 or mail to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca.926ffi-1872.

The Merchant Magazine - May 1999

For more information on products or companies (see list at right), circle the appropriate

Anlinson Lumber Sales 0231...............29

Anthony Forest Producb I1181............25

Arrow Truck Sales [l191..... --.............,26

Barker Group, The [121......................20

Bean Lumber Company, Curt [147]....51

Beaver Lumber Company [f 4U...........43

Berkot Manufacturing Co. [44]..........48

Blue Ox Timber Company 11321..........34

Britt Lumber t1141...........................,....21

Cal Coast Wholesale Lumber 11221.....28

Can Trim [116]

C&D Lumber Company [105] ...............5

3-C Trucking U291................................33

Colville Indian Precision Pine Company [124]

DekTek Industries Inc. [151]................43

Distribution Management Systems, Inc. [1r rl.. l9

Expo Preview ...31

Filler King Company [50].......Cover IV

Fontana Wholesale Lumber ll22l .......28

Friesen Lumber Company [nf ]..........34

Gemini Forest Products [137] ..............40

Great Western Transportation [35]...36

Haase Industries, Inc. (Magnetic Push Broom) tf 401.....................................41

Want to Subscribe? Check the appropriate boxes to begin receiving your monthly issues. B I Year ($12) E 2 Years ($tS) O 3 Years ($24)

Bill Me

Mv Check Is Enclosed

News or Comments? We welcome your ideas about particular articles, the mag.vine, or news of your company (promotions, new hires, expansions, acquisitions, etc.):

Hardie Building Products, James 110U.............. .....Cover I

Herbert Lumber Company 11301.........33

Hoo-Hoo International I11....................42

Huff Lumber Company 11171...............24

Huttig Building Products [128]............32

Kefler Lumber Company 11421.......,....46

Keller Lumber Sales, Inc. [l21] ...........27

Landmark Building Products [108].......8

Lisa Lumber Systems U131..................2f

Mass Systems Company, lnc. 11271.....32

Mendocino Forest Products I103]..........3

Neiman-Reed Lumber Co. [133]..........35

Nu Forest Products t1101......................17

Pacilic MDF Products, Inc. [1091.........13

Polywood Products 11261.....................32

PrimeSource Building Products, Inc. [102].............. ...Cover II

Pro-Com Integrated Software U43]....46

Product Sales Company [104] ................4

Siskiyou Forest Products If36].............36

Spruce Computer Systems If 46]..........50

Stockton Wholesale Lumber [f 38].......40

Swan Secure Thunderbolt Inc. [l20]

Products, Inc. [125] ........30

Wood Treating Companyt 27

United Pacitic Forest Products U061.....6

Wagner Electronic Products [107].........7

Waldron Forest Products If39]............41

Weaber, Inc. [148].................................53

Weyerhaeuser Co. 80U...............Cover I

Willamette Industries, Inc. [145] .........49

service fee everq month then pag again for each nftware upgrade,

Iistening!'

Flexibility is often an overused buzzr,vord in today's business climate. This is especially true for many of today's computer systems created for companies like yours.

Some computer systems advertise their flexible nature, but fail to mention the time and money required to achieve that flexibility. Many of these systems include expensive charges for each software upgrade. Custom features can cost thousands and take months to program.

tailor the software to your needs. Custom features can be written quickly and efficiently. In fact, the database design makes it so easy to incorporate customer input we offer software upgrades free of charge!

If you're looking for a computer system supplier that can truly listen and respond to your needs without costing you an arm and a leg, call Advantagle today at 800-991-7283 or visit us at wwwabcsinc.com. We think when it comes to discussing your business, you'll find we're all ears.

,Mvantage: The Computer Compatry With ThE krsonal Tbuch.

Wiltl fhe persotwl Toucl. and clear from our customers: "build flexibility

At Advantage, we heard one message loud

"lf you going thinftl'm bpaya

"llear ttis: if it takes six monils to implemed one custom feafure, ften it's probably too late."

"l wont euer have another c0mputer system that can't glow with my