Merchant Magazine - August 1999

SERVING

Seruing building prcducts retailers and wholesale distributors in 13 Western states-9ince 1922

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Serving building products retailers and wholesale distributors in 13 Western states-Since 1922

Plua Alaaka and Hawall

Serving 13 Western states

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INTERNET ADS: David Cutler, www.building. producls.com. Phone (949) 852-1990 Fax 949852-0231

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EDITOR-PUBLISHER David Cutler (dcutler@ioc.net) SENIOR EDITOR David Koenig (dkoenig@ioc.net)

ASSOCIATE EDITOR Dave DelVal (ddelval@ioc.nel) C0NTRIBUTING EDITORS Dwight Cunan, cage McKinney, Earl Moore CIRCULATION Autumn Schwanke ART DIRECToR Ma(ha Emery STAFF ARTIST Chas. Eatun

CHANGE OF ADDRESS Send address label from recent issue if possible, new address and g-digit zip to address below. PoSTMASTER Send address changes to The Merchant Magazine, 4500 Carnpus Dr., Ste.480, Neripori Beach, Ca. 92660.1872. The Merchanl Magazine, A Califomia Corporation, (USPS 796-56000) is published monthly at 4500 Campus Dr., Sto. il8o, Newport Beach, Ca. 92660-1872 by The Merchant Magazine, lnc. Periodicals Postage paid at Newport Beach, Ca., and addilional post otfices. lt is an independently-owned publication for the retail,

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Unlike our friend pictured above, houses don't come naturally equipped to ward off the elements. That's where siding {rom Nl{oast comes in. Our siding inventory lets you meet a broad range of customer needs. Natural wood siding is ideal for those who enjoy the aesthetic qualities of redwood, western red cedar, incense cedar, pine and other softwood species. Other circumstances call for materials such as vinyl, hardboard or fiber cement. Custom siding options such as finger jointed redwood can also be accommodated. Whatever the choice, siding from llltoast always results in a more beautiful, durable home-the better to keep your customers happy and secure. Call our siding experts today for more information.

Serving Ttro Masters

Despite the stellar success the big box retailers have achieved in selling the public, their forays into selling the professional customer have not always enjoyed the same results. It doesn't seem likely that their sharp upward curve in retail selling will be matched on the professional level.

The big boxes soon found that low pricing and extended hours alone wouldn't cut it if they expected to steal away the professional customer. Sales help to serve pros requires different types of assistance and far more specialized product and operations knowledge. Major strategic changes are necessary for the warehouse home centers to garner a larger share of the business market. Also, as the boxes sell end users, professionals see them as competitors as well as suppliers. While pricing is very important, not all contractors can spend the time required to get in and get out of a warehouse. Some also realize that the independent retailer or wholesaler can often match or beat

their bigger competitor on price.

Many traditional wholesalers have stayed in the battle for the pro customer by being strong in classics such as on-time, accurate deliveries and in-stock inventory positions. Those who also remain competitive on price have been able to repulse the onslaught of the warehouses. Having the absolute lowest price often is not vital; close is usually sufficient. Surveys indicate that if a current supplier is doing a good job, the impetus to switch to a big box is not strong enough. Change comes hard to many and inertia is a powerful force.

The old adage that it is hard to serve two masters should get quoted here as the boxes increase their efforts to sell the professionaUbusiness customer as well as the public. The very real differences between the two demonstrates that the warehouses' incursion into new areas has resulted in a fierce competitive battle that is far from over.

lSTations, Prod-ucts TreatniE%ts

Pacific

THE PACIFIC WOOD PRESERVING

Arizona Pacific Wood Preserving: 520-466-7801

Nevada Wood Preserving : 77 5-577 -2000

Pacific Wood of Bakersfield: 661-833-0429

Pacific Wood Containers: 409-398-5745

Pacific Wood Preserving of Corning: 530-824-8400

Portland Sales Office: 503-287 -987 4

"Only one wood preserving company can do it all"

ptimistic outlook for wood mouldings

THE sustained. near-record buildI ins boom in the U.S. is finallv benefitlng the domestic wood moulding industry. After struggling through a generally poor 1998, moulding manufacturers are reporting strong business with order files booked several weeks-if not months-in advance.

A survey of Wood Moulding & Millwork Producers Association

Stained andnatural

finish mouldings, once the staple of the industry, are enjoying a resurgence in popularity,

members revealed reasons to be enthusiastic about business for the remainder of the year. The overall economy is healthy and interest rates remain low. Home starts continue strong and remodelers, both professional and do-it-yourselfers, are improving existing residences with mouldings and millwork products.

The trend in recent years has been toward more ornate trim and an upswing in the popularity of traditional colonial style mouldings and the retum to the use of wainscoting, chair rail and larger bases, casings and crown mouldings.

Build-up patterns (the combining of two or more smaller mouldings to create a larger intricate design), both in natural and paint grade applications, are becoming increasingly popular, with the do-it-yourself set, remodelers and contractors.

Similarly, wide crowns, often used with base moulding to create very elaborate patterns, are also in vogue. WMMPA offers color brochures

depicting different build-up ideas for chair rails, bases, ceiling mouldings and fireplace mantels.

An increase in the price of imported fingerjoint commodity mouldings, such as casings, bases, brick moulds and crowns, has allowed U.S. manufacturers back into the marketplace. Domestic producers are reporting strong sales with a tendency toward the wide patterns. Paint grade trim remains popular in most new home construction and some upper-end remodeling.

Medium density fiberboard continues to gain inroads in the paint grade market. MDF manufacturers report that sales are brisk with requests for wide bases, crowns and chair rails. Interest in patterns to be used in build-up applications is high. MDF prices have followed an upswing in fingerjoint prices. but competition is intense in the rapidly growing industry as new producers continue to jump on the bandwagon. Supply of MDF board has become tight, and board prices are rising as business booms.

Solid lineal pine manufacturers report a strong demand for domestic wood in a good mix of patterns. Stained and natural finish mouldings, once the staple of the industrv. are enjoylng a resurgence in popularity as consumers and builders return to traditional appearances ln tnm.

Producers are enthusiastic about

is a big demand for Mexican pine, southern pine, radiata and ponderosa. Availability of raw materials doesn't seem to be a concem at this time, but may become an issue as this boom in solid lineal use continues.

Hardwood mouldings continue to move well as manufacturers cash in on the increased construction of highend homes with natural finish moulding. The recent desire for wider profile mouldings is being satisfied by the implementation of build-ups to make up for the tight supply of larger logs. Weak sales in the Asian market have kept availability good and prices stable for raw materials.

"It is heartening to see the moulding industry ending the century on a positive note," says WMMPA marketing coordinator Stan Blaine. "There is every reason to believe that the next century will be profitable for an industry that produces a quality product from a renewable resource that adds monetary and aesthetic value to homes and commercial structures."

Tfimming trim costs

\/ALUE-ADDED millwork prod-

Y ucts such as orefinished doors and embossed mouidings may be initially higher priced, but save money in the long run.

Copus. "The prefinished door requests from one dealer are at least double from a year before, even though the dealer's door business overall is down 20 to 3OEo."

The demand carries from prefinished doors to coordinated prefinished mouldings, since a standard house features 100 feet of trim for every door. "If we double our prefinished

Prefinished Wood l$ouldings

door orders, then we'd feasibly do another 10 million feet of trim for the extra 100,000 doors," Copus projects.

Embossed millwork features the appearance of a higher-priced species pressed into its surface. Sometimes, manufacturers utilize fingerjointed poplar or another substrate, embossing it to look like oak then finishing to match name-brand door skins.

In addition to staining and top coating, fingerjointed millwork also requires a fill or base coat to cover color variation and joints in the substrate.

Prefinished millwork, while seemingly priced higher than unfinished millwork, actually provides cost-savings for the installer. Even after dealer mark-up, a builder reportedly can buy a prefinished door for about half the cost of paying a painter to finish it on site. And the typical new home features between l2 and 25 doors.

The builder also can bring the house to market quicker since the painter doesn't have to be scheduled.

Because it's finished in a more controlled environment, a prefinished door is typically more uniform in color and finish, and often smoother due to more sanding.

"Prefinished doors relieve a lot of headaches for the builder," says Jim Copus, president and owner of Madison Pre-Hung Doors & PreFinishing, Oregon, Wi.

In 12 months, Madison Pre-Hung recently doubled its output of prefinished doors. "We used to do 3OVo finished doors and'70Vo raw. Now it's 807o finished and 20Vo raw." savs

{a sampling of sources)

American lllilharork Corp. Elkhart,In.

Roland Boulanger & Co. Ltd.

Warwick, Quebec

Contast Lumber Co.

Portland, Or.

Dunbar Doors & Millwork

Snohomish. Wa,

Fibreform Wood Products

Rocklin, Ca.

Glen Oak Lumber & Milling

Montello, Wi.

Lianga Pacific, Inc.

Tacoma, Wa.

Marley Mouldings

Marion, Va.

ltfrrB Wood Group Inc.

lrving, Tx.

Prefi nished ilillwork Corp.

Middelton, \M.

lfilosdlands Milhrork, Ltd.

The Woodlands, Tx.

Embossed mouldings are common1y used in motels and apartments. Demand for oak look-alike mouldings depends on the particular market and the economy. "If the building industry is trying to cut costs and embossed is half the price of another product, then embossed usage goes up and oak goes down," Copus explains. "Otherwise, a difference of a couple thousand dollars is enough to throw some people out of the housing market."

Embossed Wood Mouldings

(a sampling of sources)

Accra Wood Products

Burnaby, B.C.

Glen Oak Lumber & Milling Montello, Wi.

Prefinished Millwork Corp.

Middelton, Wi.

White River Hardwoode

Fayetteville, Af,,

"Prefinished doors relieve a lot of headaches for the builder."

p ORN and raised to prominence in I-lthe immediate post-World War II era, today's major lockset companies have undergone a significant transformation during the past several years due to a changing marketplace. In studying how manufacturers have tweaked their hardware lines in terms of price, style, function and finish, Harloc's Jeff Kates sees five trends:

(l) Focus. Hardware manufacturers have come to rely more and more heavily on particular distribution channels such as builders, remodelers or consumer-oriented home centers. To carve out a niche, many manufacturers concentrate their resources on providing new product development, service programs and distribution programs customized for a single channel of distribution.

(2) Finish. One major concern for new construction builders, which is prompted by changing consumer preferences, is high performance finish and finish durability. Although a variety of different colors and textures of locksets are popular in Europe, Americans continue to prefer polished brass. And, due to a constant attack by perspiration, salt, heat, rain and humidity, polished brass tends to pit, tarnish and discolor. The challenge for manufacturers has been to produce a bright brass product that stands up to these assaults. Lockset makers have developed more durable finish processes and provide extended warranties.

In the past, a lacquer or clear coat process was popular. Todan most manufacturers use advanced powder coating technology or vacuum deposition to improve finish durability.

When researching finishes, consider the end use. Hardware for a seaside home will require a much stronger and perhaps more costly finish than a home in a more temperate climate.

(3) Regulations. Since 1992, all construction and remodeling professionals have been required to address the Americans with Disabilities Act. The chief aim of the ADA is to provide individuals with disabilities equal opportunity and access to "public" accommodations, employment, transportation, state and local government services. and telecommunications. Both new and existing buildings must now comply with these requirements.

With l3Vo of the national population, or 34 million people, over the age of 65 and an additional 76 million baby boomers turning 50 last year, market-

ing professionals have found that they not only comply with the ADA, but also generate sales since the increased functionality of these products appeals to these consumer segments. In the lockset industry, for instance, much energy has been devoted to the development of levers because they serve dual purposes. They address ADA requirements, but can also be showcased for their ease of use and decorative appeal. There has been a marked increase in consumer preference for levers over the traditional knob desien.

Many manufacturers

concentrate their resources on a single channel of distribution.

(4) Security. An increasingly important concern when purchasing or installing residential hardware is its security rating. Home security has been a growing public concern, causing demand for additional security features to skyrocket. Many homeowners are investing in American National Standards Institute (ANSI) Grade 2, light commercial products to benefit from additional security features.

FBI statistics show that a prowler enters a home every 1l seconds and project that one in three homes will be robbed in the next 20 years. And according to the National Crime Prevention Institute, the most econom-

ical countermeasure the homeowner can deploy is to install good hardware on their homes and make sure the existing locks on both doors and windows are being used on a regular basis.

Furthermore, the average age of homes is getting older-over 26 years-and many of these homes still have their original doors, windows and hardware. Experts recommend examining the hardware on those homes. They may be outmoded and in need of replacement with newer products. But security doesn't end with door locksets. Doors, windows and jambs must be solid and strong in order for the homeowner to maintain the highest level of home security.

To meet the need for increased security, high security features are a must in the product mix of most major manufacturers. Harloc's deadbolt locks, for instance, include reinforced cylinder casting, an anti-pry rotating cylinder guard, an all-steel latch, and solid brass cylinder assembly.

(5) Installation. In today's "I need it done yesterday" society, quick and easy installation is essential. The faster the hardware can be installed, the sooner builders can meet deadlines. Efficient installation maximizes both productivity and profitability.

Management courses often teach that if a step in a process is not valueadded, then that step should be taken out. Consequently, manufacturers are continuously trying to remove complex and time-consuming steps from the installation of all hardware.

Gan you serve e-Gontractors?

By Cal German President DMSI

fTONTRACTOR sales are the future \-,of business for many of today's retailers, wholesalers and jobbers. And the Internet promises to play an important role in how effectively they can serve the builder market.

Your business will need to offer Internet based value-added services to establish a competitive advantage with a customer base that is growing more "e"-literate by the day. That means extending your business through the World Wide Web now

As the 2lst Century approaches, it brings with it electronic- or "e-customers." This new kind of customer expects everything to be online from product information and special pric-

ing to inventory availability and transaction entry. Sharing information like this online all the time will increase your sales and help your customers operate more efficiently and profitably.

E-customers want to be in control. With an Internet connection and a Web-enabled distributor quote/order entry system, e-customers have access to live, real-time, 7 x 24 x 365 information about products, pricing, availability and more anytime, anywhere. They transact with you at their convenience. Through Internet access to your business system, they control the transaction while you benefit from reduced order taking costs, re-entry time and errors. This new generation of customers will leave your sales force with more time to promote business at a higher level than order taking/management, ideally creating more of these highly profitable, low maintenance ecustomers.

Serving the ec on tractor/deal er requires extending the functionality of your business system and its information out to your customers. Using ecommerce tools such as DMSI's EntryNET, contractors or dealers create, save, retrieve, revise and convert quotes into orders instantly online giving them complete control over their transac-

tions. They can view the status or delivery commitments of all orders, even if they weren't generated online-making it easy for them to see what they have coming and determine what they need for the next job.

Immediately after submitting an order an instant confirmation is received so they know exactly what they ordered, at what price, and that the available material has been secured. Control like this eliminates the e-customer's concern that a faxed or calledin order may be misinterpreted, lost or entered too late to secure available stock and ensure the order will be ready for delivery or pick-up.

Web-catalogs provide a similar service to 24-hour showrooms, but with more convenience, Contractors and dealers can view new products with their clients without making a trip to the showroom. And when intesrated

E-customers want to be in control.

into a Web-enabled quote/order system, products can be ordered directly from the web-catalog.

A familiar catalog index and layout helps customers find products quickly. On-line Web-catalogs make it easy to reference or link to manufacturers technical specifications and installation instructions, helping contractors finish bids faster and more accurately. Providing your customers with convenient access to information makes it that much easier to do business with you.

Ultimately, a Web-catalog will save you time and money because they are easy to maintain and instantly available to your customers. Printed catalogs, on the other hand, are expensive to distribute and maintain. They are often outdated and generally in circulation long after products and pricing have changed.

As distributors search for ways to add value to their services and capture confiactor/dealer sales, Internet quoting, ordering and catalogs will play a huge role.

As the new NAWDREF study on Electronic Commerce for Distribution Channels notes: "Truly interactive Web commerce will shock the entire distribution channel into creatine a new business model."

WEB-CATALOGS provide quick, easy product access 24 hours a day.

lnland lumber producers

INLAND LUMBER Producers Association

members (1) Kelly Lund, John & Susie Malloy, Pat & Mary Malloy at the group's 16th annual golf and lennis tournament

July 11-13 in Coeur d'Alene, ld. (2) Ed Langley, Ron Brady. (3) Dave Bourne, Cheryll & Tony Jones, Marty Wilson. (4) Rick Petzoldt, Michael Wood. (5) Chris Wischmann, Erik Karni, Mike Flynn. (6) Jack Emmer, Bart Bartholomew, Dale Rodekuhr. (7) Tom Stan. (8) Sandy & Skip Farmer. (9) Jay Agather, Allen Gaylord, Dave Bolgren. (10) Steve Culbertson,

Mark Herms, Mike Herms. (11) John & Kimberly Konecny. (12) Carolle Merritt, Holly Janhsen, Scott & Kathryn Sell. (13) Deborah Bolgren, Suzette Gaylord, Carolyn Tragesser, Christy Pardo, Debbie Slaughter. (14) Herb Janhsen, Leesa Warren, Steve Linton. (15) Paul Waldon, Terry Baker. (16) Teri & John Vavrosky, Joleen Randall. (17) Diane Ludgate, Steve Love. (18) Marian & Ric Wise. (19) Tammy Crossland, Bill Bourgaize, Lynn & Patty McKinney.

(More photos on next two pages)

Chris Lecce. (11) Bette & Don Reagan. (12) Jim Massung, Chery & Bob Lackey. (13) Ken & Jan Ford, Loren Krebs. (14) Norb Edwardsen, Dennis & Bobbie Buttice, Wendy Edwardsen. (15) Mike & Michaeleen Beard. (16) Tom Latham, Jeff Kocken. (17) Don & Carol Swenson.

" (18) Dan Coleman, Carter Stinton. (19) Norm Nelson, Mike Hatfield. { (20) Jon & Sue Howell. (21) Greg E Washington, Linda Sabrowski, Vernon Massey. (22) Larry Holguin, John Branstetter. (23) Steve Eadie, Gary Sutton. (24) Jim Sterrett, Mary Jo Nyblad, Barry Ganison. (More photos on next page)

SWING TIME at the Inland Lumber Producers Association's annual goll and tennis tournament (continued from previous page): (1) Matt & Kelly Kolar, Rick Palmiter. (2) Colleen Palmiter, Ken DiUlio, (3) Kit Dimke, Vicki

Jahns. (4) Gina Tesdahle, Rick Tasler. (5) Jeff Pando. (6) Kelly & Larry Britt. (7) Chuck Casey, Steve Baugh. (8) Dave & Lori Andersen, Pat Stephens, Dave Trip. (9) Steve & Anne Woita, Jim Farkas. (10) Theresa &

DOMESTIC SALES:

Jerry Long. Michael Parrella. Lynn Bethurum. Janet Pimentel, Pete Ulloa. Bruce Keith, George Parden, Jim Taft.

INTERNATIONAL SALES:

Nestor Pimentel, Oscar Portillo.

INLAND golfers (continued from previous page): (1) Gary Tragesser, Alice & Scott Gascho. (2) Tony Ghiz, Bill Hetland. (3) Allan Hoblitt, Bill McGovern. (4) Brett Johnson, Michelle Penner, Cheryll & Je{f Bowers. (5) Paul Boehmer, Mike Jones, Lowell Crosslev, Jim Vandegrift. (6) Joe Beechler, Jennifer & Gary Powell. (7) Joe Herrera, Karen & Rick Fischer. (8) Rich & Kathy Mercatante. (9) Sue & Gary Easton. (10) Buck Merritt, Kim McFarlane. (11) Sue & Wayne Chamberland. (12) Carol Kruger, Bill Walter. (13) Lee Scott, Derek Sampson. (14) Kevin & Glenda Paldino, Linda & Jim Scharnhorst.

Becoming a super salesperson

By Bill Blades William Blades, LLC Gold Canvon. Az.

accounts that merit an all-out effbrt. Then list every action you'll take with deadline dates. Do more for them than anyone else has done before. Many salespeople settle in afier they land an account. Catch those settledin salespeople f'larfboted.

(what's in it for me) and don't believe in the give to get philosophy.

(17) Encourage your corporation to invest in training and one-on-one education. They invest in equipment, but few are progressive enough to invest adequately in training and education. If your employer is too short-sighted to understand. invest in one-on-one training for yourself. It's not a cost. It's an investment. It will come back to you in big-time dollars.

(18) Take a little quiet time once in a while. While serving as vice president of sales and marketing, I used to send the entire sales force off, twice a year, to a park, hotel room or wherever just to think. No phones. They took their annual plan, day planners, position descriptions, etc. They were to think, "What am I doing that I should not be doing?" and "What am I not doing that I should be doing?" The brain works much better when there is no stress or interruptions.

ERE are l0 the top 2Vo do-and do well:

more activities that of sales performers

(11) They look and act the part. Kennedy beat Nixon in the first televised debate, because Kennedy looked the part and spoke with vigor-or "vigah," as he pronounced it. He had it all that night: dark suit, tanned appearance and enthusiasm.

Nixon sweated and looked pale in his gray suit. Historians say that the election was won that night, even though radio listeners thought Nixon won the debate due to his content. Get a consultant to help you with your appearance, style and actions. Then get an engineer to help you with the technical side. Not the technical flrst.

(12) Prepare and stick to a plan. 98Vo of salespeople operate without a solid plan because they say they don't have time to plan. Start with a l2month plan and work it backward into quarters, to the month, to the week and then by the day.

Who will your next l0 clients be? When will they come on board? What will they buy? And how much will they buy? And how am I going to make it happen? I'm not talking about an unrealistic marketing plan, but a sales action plan. And review it weekly to beat deadline dates.

(13) Develop a Target Account Program. Identify three, five or l0

(14) Keep a voice recorder on your front seat to capture ideas that suddenly pop into your head. Use it to dictate letters while driving. One, you don't want to fbrget the ideas. Two, you save time by not dictating the ler ters in your office.

(15) Manage your time as if it is your rnajor currency-because it is. Spend major time on major things, such as Target Accounts. Spend minor time on minor things, such as minor accounts. Don't invest the same amount of time on a $50,000 client as on someone who can buy $500,000. Harness your time so you have more time to make more money. I wrote this article on the weekendnot between 8:00 a.m. and 5:00 p.m. on a weekday. That's client time.

(16) Choose your role model carefully. Pick someone who is in the top l-2o/a. It may even be a competitor. Ask, "Who am I currently hanging around and what are they doing to me'?" If you make $50,000 and truly want to make $150,000, do you hang around someone earning $50,000 or sonleone earning $150,000?

New entries to the speaking and consulting professions call constantly asking for my help as their role model. They hardly ever off'er to help me in return. If I ask for their help, I get "I'rn too stressed out" or "I'm too busy." These individuals will never make it to the top. They think WIIFM

I spend 100 days a year providing one-on-one executive and sales coaching-without interruptions. The sessions are better than classroom training, because we focus on the specific challenges for one specific person. Go alone or arrange for one-onone coaching. Use your brain not the odometer or frequent flier miles.

(19) Conduct a needs analysis with every prospect and every client. Ask questions such as, "How can I personally serve you better?" With a longtime prospect, try, "Sir, I have been calling on you for l7 months without success. I must be doing something wrong. Will you please tell me what it is?" Whatever the questions are, listen intently to every response, take great notes and act. Great selling is listening, not talking.

(20) Be open to change, really open, because being in the top 2Vo will probably require radical adjustments. This is a fast-changing world. Be ahead of the curve or leave the prof'ession. We change jobs, friends and spouses. Why not ourselves?

Bill Blades, CMC, CPS, is a professional speaker and consultant specializing in sales and leadership issues.

Manage your time as if it is your major currencybecause it is,

R:lln:ns

Kellogg Lumber Co., Denver and Castle Rock, Co., has been acquired by BSL Holdings, Dallas, Tx.; former owner Water Kellogg will stay on

H &E Do-it-Yourself Center, Barstow, Ca., is opening its 7th home center in a 30,000-sq. ft. former Kmart in Ridgecrest, Ca.

HomeBase is closing its Fullerton, Ca., home center Sept. 6 ...

Tualatin Valley Builders Supply agreed to buy adjacent Klamath Falls, Or., businesses QMI Building Supply and Southern Oregon Truss; QMI will be renamed TVBS Builders Supply and managed by Bill Hobson ...

Dixon Lumber, Dixon, Ca., plans to rebuild following a devastating June fire

Lindsay - H e lmer Hardware, Bonners Ferry, Id., is closing

Dallwig Bros. Building Supplies has opened an 8,000-sq. ft. outlet in Taft, Or.; Otis Kunz, store mgr.; Gerhard and Susan Dallwig, owners

Anderson Lumber recently held a l0-day grand opening celebration for the Ontario, Or., unit it acquired Dec. I from Ziegler Lumber; Alan Jamison, general mgr....

Home Depot agreed to buy a 42-acre parcel in Inglewood, Ca., from Hollywood Park Inc.; received rezoning approval to build in Lake Forest, Ca., and will be part of the proposed $53 million, 23 -acre Chesterfield Square in South-Central Los Angeles

Home Depot's Santa Ana, Ca., has gone to 24-hour-a-day opera- tions Rainforest Action

Network is back picketing at Home Depot after laying off for two weeks after a crude explosive device was found at a construction site for Depot's new Atlanta, Ga., Hq....

Lowe's Cos. will build a 163,000-sq. ft. home center as part of a 30-acre addition to Rancho's Town Center, Rancho Santa Margarita, Ca.; is eyeing the site of a former Kmart in Antioch, Ca., and is considering being part of Plaza Pacifica, now under construction in San Clemente, Ca. ...

Lowe's is showing interest in a site in San Luis Obispo, Ca., different from property previously targeted by Eagle Hardware & Garden ... the Eagle Hardware planned for Boise, Id., will instead be a $15 million, 136,000-sq. ft. Lowe's store with 27,000-sq. ft. outdoor center to opgn early next year ...

Wnor:slrrns/fhturActun:ns

Southwest Transload & Distribution, Las Vegas, Nv., has been opened by Cascade Warehouse andSpecialized Rail Services

Eclectic Products 1nc., Springfield, Or., has acquired the assets and liabilities of epoxy and fiber-

Send us your news!

Recent remodel or expansion?

Acquisition or anniversary?

Publicize recent changes by calling The Merchant Magazine's news desk at (e49) 852-1990 or FAX 949-852-0231 or E-mail dkoenig@ioc.net.

glass resin manufacturer Titan Corp., Lynnwood, Wa.

Cascade Empire Corp.'s Global Pacffic Trading Group division, Portland, Or., has moved to new offices in Tigard, Or. ..,

Louisiana-Pacific agreed to sell the assets of its Eatonton, Ga., sawmill to Rayonier

Simpson Strong-Tie Co., Pleasanton, Ca., is now having its products distributed by Alpine Engineered Products and specified in ,A.lpine's TrusCalc, VIEW and related software ...

CanFibre, which recently opened a $120 million plant in Riverside, Ca., for recycling wood waste into panel products, received the Sequoia Award for Environmental Innovation at the International Woodworking Fair in Anaheim, Ca.

RentX Industries, Denver, Co., with72 branches in 11 states, has been acquired by Meyer Intemational, Atlanta, Ga. ...

Crane Plastics Co. has spun off TimberTech decking products into a separate company, TimberTech Ltd,, headed by Stu Kemper as president ...

Anniversaries: Pope & Thlbot, Portland, Or., 15Oth .,. Mary's River Lumber, Corvallis, Or., 25th Great Westem Transportation /nc., San Bernardino, Ca., 1Oth ...

Housing starts in June (latest figs.)fell 6Vo to a seasonally adjusted annual rate of 1.571 million, plunging 14.8% in the West ... single family starts slipped9Vo, multifamily were at a rate of 267,000 for 5+ units and 30,000 far Z- units ... permits rcse 2Vo to a 1.621million annudl rate

(Please turn to p. 38)

WhenSmart Businesses Partner with DMSi Everything Gets a Little Better. Why? rt'c,,rLrst, I )\ rs, hlrslrt,t'nlrrt,rrntllonqt,rrorrglrlol.rron how'tonlrlit'_trrttt lltsrnt'sstlrrrr'.

rvt' kr rorr' l lrlt \'()r Lr sl('( ('ss tlt'pr'ncls ()n l)r( )\r'n soli rvirrc'pnrtlr rc l s rt rr l irn intlrrst rr'lr'lrt]er. l-or orlr !()11'1115 I)\ lSi.s Lrnirlrrc vision lrirs lrt'i'n Irtr inq lllrl clrrnqc'isgcxrcl.Jrrsl rrsl.rrnvrrl oulorcr l(X)slrl isli'rlc'ttstonrt'ts.\\'lrt'n \ ( )l r1' r'i'' l( h' to cltsl vor rr lirt' in l lrt' l'r,qlrt rlitL't l ion. qivt' l )\ lSi rr cr rll. or visil olr r',t'lrsilL'n()\\'iil www.dmsi.com.\\'t;llsl rorr rr)lr\\ll\stollyrrr)\('\oll lrr rsini'ss lltit rrlso nriqlrl jrrsl irnprovt'vrr rr lilr'. \irr r'll si'r'llrrrl rrJrcr rorr prrrlno rritlr I)\l\i Change iS gOOd.

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IHERMATIRU'

Disfributed By:

Anchoroge, AK

(e07) 562-2131

Auburn, WA (253) 941 -2600

Fresno, CA

(559) 25r-503r

Medford, OR

(541)773-8474

Miro Lomq, CA

(e0e) 36i-0100

BUILDING PRODUCTS

Listings ure often submitted months in udvance. Always verify dates and locations with sponsor bef,re muking plans tu attend.

Auousr

Wood Moulding & Millwork Producers AssociationAug. 11-14, semi-annual meeting, Sun River Resort, Sun River, Or.; (800) 550-7889.

Georgia.PacificAug. 13, day at the races, Del Mar Race Track, Del Mar, Ca.; (800) 830-7370.

Humboldt Hoo-Hoo ClubAug. 13, golf tournament, Baywood Country Club, Arcata, Ca.; (800) 637-7077.

Western Building Material AssociationAug. 13-15, Montana membership meeting and golf outing, Yogo Inn, Lewistown, Mt.; (360) 943-3054.

National Building Products ExpoAug. 15-18, McCormick Place, Chicago, Il.; (847) 605-1025.

National Hardware Shodlntbrnational Hardware Week - Aug. 15-18, McCormick Place, Chicago, Il.; (847) 605-1025.

Lumber Association of California & NevadaAug.27-28, board meeting, Lake Tulloch, Ca.; (800) 266-4344.

Japan Do.It-Yourself ShowAug.27-29, Makuhari Messe Convention Center, Osaka, Japan; (847) 605-1525.

Srpnmr:n

International Garden FairSept. 5-7, The Fairgrounds, Cologne, Germany; (847) 605-1025.

Woodmac Asia '99Sept. 7-10, exhibition & conference, Singapore Expo Center, Singapore; 65-338-47 47

WoodTech (99Sept. 9-13, exhibition & conference, Kuala Lumpur, Malaysia; (203) 840-5355.

Shasta Lumbermens Invitational Golf Tournament- Sept. 10, River View Golf & Country Club, Redding, Ca.; (530) 824-1 I 18.'

Cedar Shake & Shingle BureauSept. 10-11, annual meeting, Chateau Whistler, Whistler, 8.C., Canada; (604) 4628961.

GYakima Hardware Co.Sept. 10-12, annual market, Yakima Convention Center, Yakima, Wa.; (800) 541-8164.

Western Building Material AssociationSept. 11-17, Alaska sea cruise, Vancouver, B.C.; (888) 551-9262.

Hardwood Plywood & Veneer AssociationSept. 15-17, fall convention, Hilton Hotel, Santa Fe, N.M.; (703) 435-2900.

Architectural Woodwork InstituteSept. 15.17, 47th annual meeting & convention, Portland Hilton, Portland, Or.; (703) 733-0600.

Lumber Association of California & NevadaSept. 17, insurance trust meeting, Sacramento, Ca.; (800) 266-4344.

APA-The Engineered Wood AssociationSept. 18-21, annual meeting, Westin La Paloma, Tucson, Az.; (253) 565-6600.

Lumber Association of California & NevadaSept. 22,PAC golf tournament, Cypress Golf Clu!, Los Alamitos, Ca.; (800) 266-4344.

National Hardwood Lumber AssociationSept. 22-25, annual convention, Sheraton Harbor Island Resort, San Diego, Ca.; (800) 933-0318.

Expo Nacional FerreteraSept. 24-26, Guadalajara, Jalisco, Mexico; (847) 605-1525.

North American Wholesale Lumber AssociationSept. 25Oct. I, wood marketing seminar, Moscow, Id.; (800) 5278258.

National Fenestration CouncilSept. 26-30, fall meeting, Indian River Plantation Resort, Stuart, Fl.; (301) 589-6372.

Ace Hardware Corp.Sept. 30-Oct. 4, fall convention, New Orleans, New Orleans, La.; (630) 990-6600.

The detoil of wood. The performonce offiberoloss. ' The price ofsteel. -

Alamo Forcst Products

Allted Bulldlng Stores

Anerhart LTD

Amerlca n lnternationa I

Amerlcan Lunhar

Antrln Cedar Cory.

Apex Forest Prodacts

Ailransas Wholesale Lamber

Belco Inc.

Etllboail Lunber Products

BMC WesI

Boarth Lumber Sates

Backeye Pacllic

Ballderc lilart

Bailding Naterial Wholesala

Baflr Lumber Sales

Camco, lnc.

Cantan Lumber Co.

Capital Lanher Co.

Cedar Gree*

Cedar Supply

Cedarsource Manulactwi ng

Cheshire Sales

Chlntlnlnl Forest Product

Cinmann Lunher Co.

Coastal Forest Products

Colorado Forest lndastrles

Cook County Lanher

D etro lt Fo rest Produ ets

Dixie Plywoorl

E.A. Nielson

Ednund Allen Lunher

Elder Forest Prcdacts

Enwood Lumher Cs.

Eppercon Lanher Co.

Eugene Forcst Producb

Funeh Lunher

Furman Lumher Co.

Eeorgia Pacitic

Hall Forest Produets

Hammet Lanhet

Holden Hunphrey lnc.

Horizon Lunber Prodacts

Hunphrey Lanber

hte rn ationa I Wood Produ cts

Ketcham Forest Products

Kentacky Indiana

Kuzman Fored Products

L.J.B. Lunher $ales

Lalrc Staies Lunber

Lateslde Lunber

Logan Lunher

Lumhetmens

llorth

Natncg

ONEPAC

Plankett Wehsler

Product Sales Eo.

Beal Wootl

Baduood Enpire

Beld & Wright

Bagby Building Producb

Sprcnger tidwest

Thomas & Asociates

U.$. Lunber

Unfuercal Forest Prodacts

Weatheily's lnc.

Wcekes Fared Prudacts

Weyerhaeuser

Wholenle Wood

MOKETUMNE RIVER FOREST PRODUCTS

John Diederich

Gorclon Roby

Rancly Collins

Kim Sauls

Tom Murdoch

Joe Gardiepy

CA 95241-2755

Q}D 367-r26i

Q09) 367-1442Fax

EUGENE OFFICE

(541) 988-1028

641.) 747-1047 Fax

Mountain States Lumber & Building

Material Dealers Association has booked Bill Lee, Lee Resources, Inc., for two separate business sessions during its fall management conference Nov. I l-13 at the Pointe Hilton Resort Tapatio Cliffs, Phoenix, Az.

Lee also will present a full-day program Nov. I I at the Airport Embassy Suites, Phoenix, on "How to Regain Control of Your Market and Your Future."

MSLBMDA's WOOD committee recognized Bill Dowd, County Line Lumber, as Lumberman of the Year

Lumber Association of California & Nevada has room for 120 golfers for its tournament Sept. 23 at the Cypress Golf Club, Los Alamitos, Ca. Proceeds benefit the Califomia Political Action Committee fund.

Western Building Material Association is organizing its 96th annual convention and building products showcase

Nov. 4-7 at the DoubleTree HoteUSea-Tac Airport, Seattle, Wa. Al Trellis will speak on "A Dozen Things You Need to Know about Your Builder Customers," then lead roundtable discussions. Following the Presidents' Banquet, Mark Lindsay, the original lead singer for Paul Revere and the Raiders, will perform.

Barr Lumber Growing, Moving

Barr Lumber has acquired a sixth location and is relocating its headquarters from its Rosemead, Ca., yard to San Bernardino, site of its distribution center.

Central operations and key personnel including president John Shirley are moving over the next few months, with accounts payable to be the last function transferred.

In addition, in late July Barr acquired Century Lumber Co., Long Beach, Ca., from Matt Clemo, who is staying on as general manager.

The SOanMaster" Electronic

Slze CaICl-llatOf .

Thewestern Lumoer

SpanMaster calculates proper size or maximum span for beams, headers, joists and rafters. . Design values and adjustment factors are built in. Can be used with a cross sectional dimension up to 24". Scrolls up and down easily to compare design options with different species or grades. . At just $39.95, SpanMaster will pay for itself in no time. For more information and an order form delivered by fax, please call the WWPA Fax Delivery Service at(732) 544-2876.

email: info@wwpa.org.

Meet fuo C'ood Reasons To Use

Chemonite/AC7J^,

Attention Termites: Chew 0n This!

Nothing resists the bite of a termite and themaimof a flame like CHEMOMTE* (a.k.a. ACZA). By penetrating wood through a pressuretreating process, CHEMONTIE protects lumber from damage caused by boring bugs and smoldering embers.

Tested in the field, CHEMOMTTtreated wood has been proven by a University ofHawaii study to kill termites and to deflect their attack. Tested side-by-si de,.ilCZA-treated wood was left undamaged by termites. while the untreated sample was destroyed.*

Wood Resists Its Burning Desire!

Labontory results from Underwriters Laboratories Inc@ showthat CHEMOMIE is also extremely effective in resisting flame spread. ACZ-A, treated wood was showntofall into the Uniform Building Code's two highest fire retardant categories.*

CHEMOhI-ITE also protects wood against marine borers, calpenter ants, woodpeckers and decay, and is in accordance with EPA and A\7PA standards-all without effectingthe wood's workability or strength.

So, add ACZA treated wood to your defense against termites and fire. Call us today!

Call 65O-573-33f / or visit: ot ouu), a,cza.cotn

Western Treaters To Merge

Pacific Wood Preserving has an agreement to merge operations with Nevada Wood Preserving, Inc., to reportedly offer the largest assortment of wood treatments on the West Coast.

While Pacific offers CCA, borates, fire retardant, ACQ and creosote treatments. Nevada Wood Preserving's Silver Springs, Nv., plant also uses pentachlorophenol and copper napthenate.

Pacific operates treating facilities in Bakersfield, Ca., and Eloy, Az.; owns a tie and lumber sorting facility in New Willard, Tx., and recently purchased a 2}-acre site in Corning, Ca., to build a treating plant.

Under the deal, set to close by Aug. 31, Nevada likely will become a wholly owned subsidiary of Pacific, and NWP's Dean Beckett will ioin Pacific as a v.p.

which relies on the line to haul timber products, gravel and grain.

The new executive director, Max Bridges, was a public works director for San Benito County, and a native of Eureka. Ca.. the one-time home of NWP's headquarters. Bridges' many contacts in transportation and his experience in government were key to his hiring.

Hardwood Meet In San Diego

National Hardwood Lumber Association is journeying to San Diego, Ca., Sept. 22-25 for its annual

convention.

The program includes:

a panel discussion on "Developing Environmental Education Programs,"

o Dr. Peter Johnson on "Entrepreneurial Leadership,"

o chief inspector Mark Horne moderating an open discussion on NHLA Rules & Sales Code,

o Dave Allison on "Motivation2000 Style,"

o golf, board and committee meetrngs,

o and the 5th annual Hardwood Forest Foundation silent auction.

Rail

affect

Getting Back On Track

The financially strapped Northwestern Pacific Railroad has received $12 million to pay for much needed repairs and has hired a new executive director hopefully to bring its operations into the station on time.

The Federal Emergency Management Administration will fund the restoration of the Willits, Ca., to Schellville line, and repair storm damage that closed the Eel River Canyon for over ayear.

Running from Eureka to

Schellville, the 300-mile railroad was rescued from bankruptcy in 1990 by a specially created public agency, the North Coast Railroad Authority. Despite iosting taxpayers $28 million in purchasing, rebuilding and operational expenses, the railroad remains indispensable to the North Coast,

ASK ABOUT OUR GUSTOTI GONYERSIONS

"Will it

our business? Anyone who thinks it won't affect us is living on another planet."

- Murray Gelleri, gen. mgr., Goodman's Lumber, San Francisco, on the impending arrival of Home Depot

BMD Buys American Pacific

Building Material Distributors, Inc. (BMD), Galt, Ca., has acquired American Pacific Supply, a metal, roofing and drywall products distributor in Northridge, Ca.

BMD has three DCs in California, plus its Galt manufacturing plant and a Tokyo sales office. APS operates three DCs in California as well as sales offices in Salt Lake City,.Ut., and Phoenix, Az.

According to BMD president Steve Ellinwood, the merger meets his company's long-term strategic and operational initiatives, while providing cus-

tomers with expanded product and service offerings.

Don Hartman, APS president, has joined BMD's board and is overseeing APS' existing business in Southern California.

Stockholder Sues White Cap

A shareholder has filed suit against White Cap Industries Inc., Costa Mesa, Ca., claiming that executives' proposed $240 million cash buyout is too low.

A week earlier, management announced plans to join investors from Leonard Green & Partners LP,

been standing behind Adams Lumber for-10 Jrea$i."

"We buy Cedar fencing materials in different grades, in widths rangrng from3-L/2" to 12", and lengths from 4' to 8'. Adams is the only source for some of that material. They're prompt, ship on ow schedule, are consistent in grade, and allow us to mix truckloads of different sizes and grades. Thev take care of us. no matter what."

Los Angeles, Ca., in repurchasing White Cap for $16.50 cash per share.

Shareholder Anthony Casey is accusing company directors of not fulfilling their obligation to seek the best price for the stock and solicit bids.

According to his suit, "On May 18, the company announced that it had achieved record revenues (but) the amount offered in the merger agreement is grossly inadequate and has been timed to take advantage of the company's currently depressed stock price."

In addition to seeking an unspecified amount of damages, Casey requested the case be granted class action status on behalf of all stockholders.

Founder/ceo Greg Grosch and other managers and investors collectively own about 45Vo of the company's outstanding stock. Their proposed buyout still awaits shareholder approval.

Ed Fountain Lumber Closing

After more than 60 years of operation, a decision has been made to close the Ed Fountain Lumber Co., Los Angeles, Ca., by current owner Ed Fountain, Jr.

The eponymously named company was founded in 1937 by Fountain's father who with his son built it into a leading Southern California lumber wholesaler. It was a major force in cedar for decades.

It is anticipated that the inventory will be sold off by the end of August. An auction for the firm's remaining assets will be held September 15. The company will remain in existence after that time and a decision regarding its future direction will be made later.

Founder Ed Fountain, Sr. is an active 96 years old.

L-P Updates ldaho Plants

Following its previously announced plan to increase production, Louisiana-Pacific has begun upgrading two Northern Idaho facilities.

The multi-million dollar modernizations of the Chilco sawmill and Sandpoint finishing plant will be followed by similar improvements to l2 other facilities.

L-P expects the upgrades to increase lumber production capacity by roughly 460 million bd. ft. and reduce operational costs 25Vo-30Vo over the next three to five years.

"I've

Mike Nasseq tewett Cameron

Sash & Door Convention Goming

The National Sash & Door Jobbers Association will hold its 36th annual convention Oct. 2-6 at the Opryland Hotel and Convention Center in Nashville, Tn.

The 160,000-sq. ft. Exhibitor Hall will feature over 200 exhibitors, with cash drawings held throughout the show.

For early arrivals, Oct. I offers a morning Historic Franklin Tour of Carter House and Carnton Plantation and a golf tournament in the afternoon.

The general session officially kicks off things on Saturday, Oct. 2 with an opening address by Peter Radford, senior v.p., The Radford Co., who will preside over the convention. Wally Bromberg, Jr., president, National Woodworks, Inc., and chairman of the program committee, will review the convention highlights.

The theme of the opening general session is "Millwork on a High Note," rather fittingly, considering one of the evening's highlights is the entertainment extravaganza "Viva Nash Vegas," a celebrity impersonator-studded tribute to such country music stars as Garth Brooks, Shania Twain, Reba Mclntyre and Kenny Rogers.

Speakers Oct. 3 include author Dr. Rick Brinkman, who will discuss "How to Deal With People You Can't Stand: Bringing Out the Best in People at Their Worst." Dr. Bart A. Basi, CPA/attorney at law, will address mergers and acquisitions in "Strategies for Buying or Selling a Sash & Door Jobber Company."

John R. Daly, CPA/attorney at law, will cover "Do You Really Know How to Determine What Your Business Is Worth?" NSDJA technology committee chairman Mike Dorsey, Dorsey Millwork, will present an introduction to electronic catalogs. Basi and Daly will also be available for private consultations on such topics as "Dealing With the I.R.S." and "Budgeting and Cash Flow."

Howard Taylor, National Safety Alliance, will present "A Substance Abuse Prevention Program for the Workplace" at the Oct. 4 manufacturer and manufacturer representatives meeting.

Roundtable topics Oct. 5 include "The Importance of Technology," "Industry Consolidations," "Future Markets for Jobbers," "Dealing with the Big Boxes" and "JobberManufacturer Relations. "

For spouses, Ted Kennedy, Jr. will address "Facing the Challenge," Richard Flint will speak on "Balancing the Rooms of Your Life," and Phila Hatch will present a Southern cooking demonstration.

NASHVILLE'S Opryland Holel plays hosl to the upcoming NSDJA show.

Increase Grade Recovery and Stop Wet Claims

Wagner has the key elements to increase grade recovery. Introducing the new System 750 in two configurations to raise your average MC and preventwet claims

Pre-Planer

Wagner's new System 750M220 enables you to increase your average MC coming out of the kiln. By measuring every board coming out of the kiln, comparing it to your target average MC and dropping out too-wet boards for re-drying, an investment of a little inconvenience and additional labor returns BIG dollars in higher grade recovery. Info-Pak PlusrM for Windows NTrM tracks the MC of every board back to the exact location, date and time it was dried and provides archiving and reporting. The Solution to raising average MC.

Post-Planer

Wagner's new System 7500146 detects every wet spot exceeding your target average moisture content (MC) and marks it for your QC staff. (Available with Info-Pak PlusrM for Windows ltJTTv; The Solution to wet claims.

The Wagner System 750M and 750D, as outlined above, include state-of-the-art hardware and software enabling you to increase the average moisture content of the w00d coming out of your kilns and prevent wet claims, Every System750 sold in the US includes initial onsite stail up, calibration and operation training.

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t612 lligital hand meter 50 on board species, downloadable software records 5000 MC readings in 200 groups for average, min/max, standard deviation calculations.

[712 Stack Plobing Sensor together with the L612 this is the rnost valuable and popular in-kiln "Hot Check" system in the industry.

Start saving money today! Call toll free to speak to an Applications Specialist and learn how to raise your average MC while preventing wet claims.

ExPo PnEUlEw

1 9 g 9 r,,,I!,i h!,i|!;fil\, cfs Exp o sif i o n held in coniunction with the Notionol Hordworc Show ond lnternotionol Hurdwore Week

npo 4 Exptoring the txpo

Whot owoits you ot the onnuol Notionol Building

Producfs Exoo ond sister Notionol Hordwore Show, together ot Chicogo's McCormick Ploce Comolex.

o,po 4 Deoler ideo lite

[enter offers store loyout ond merchondising tips.

r'po 6 Schedule of evenrs

Houn for the showl seminors, ond other events.

npo 8 Meel the exhibirors

Preview list of exhibiton ond show floor loyout.

np" l0 Afier show hours

See more of [hicooo. np" 12 lqlest innovorions

Exciting new products to be unveiled ot the show.

ffi iIiEI u I II: I I I

gEitll

r; n Uncle FUD's l'loulding Buying l0l llearned lshould mix pine I species t0 average my cost down. I did and now look what I've I got - tuni-frutti pine which is worse than average. I should have gone to Bright Wood University instead. At BWU they say, "8uy Bridiata pine and specify theProSold'" process for professionally sanded profiles."

I wouldn't be suffering from fear, Uncertainty, and Doubt if I'd purchased Bridiata pine solid mouldings made from New Zealand's brightest and whitest plantation-grown radiata. l'ly customers would be telling me how their prefinishing costs are lower thanks to Bright Wood's unique factory profile sanding process called PrqSo'vd.

In one simple phone call I could have ordered professionally sanded Bridiata pine mouldings and regular radiata pine, ponderosa pine, hem-fir, and |t.|Df mouldings. Bright Wood\ standard options include mixed trucks of door frames, brickmould, C&BTR, and extension jambs along with bar coded and profile sanded fingerjoint, |'1DF, and/or solid random 0r cut-to-length (i.e.,7, 8, 10, 12, & 14 feet) mouldings.

ttgo hniew is prpdured in coniunclion with the hledu$ ltogwine oad |iui6iry fuducts 0igesl to promole tfre liotionol Euilding hoducb txposition. For quutions obout fxp Prwiew or odvertising in nod po/s isue, mll {949) S52-1990. Sond mtorioh to tryo Pleview, 4500 (ompus Dr.. Suite 480. Newport 8eorh, &. 92660; fA)( 949-852-0231.

[opfhhr0 I]99 by tuiler Pubtidriq lnc. Cowr ond entire (ontenh orc fully proteaed ond must nol bereproduced in ony monner wilhout written permision. lln Lkllrhont lfugozine ond Euilding Pftducts }iger osrume no liobility for mo*riols furnished. All rights rss€iled.

1l'0 lffimd ldda Pndu6 foiitfun is on onnuol show sponsored and conducld by tho Ameritcn Hordunre t\rtonu{o<turen Associotion, held in tondem with ths t{otionol Hordtvtre Show ond Internotionol Hordwure Week. This yro/s $ow will be held 0t tfi€ Mc{ormick Ploce tomplel fticogo, ll., Aog. l5-18. for rnse informolion ohuf fie show or to reneire registrotion forms, oll (888) 425-9317.

&k ftn samplu of wr solid Bridld pine nmddinp made udrniv$ frcm ilw ldand's whim and bdghtst rdiaa prnr gnmm in fts Southland and ()hp regionr

Exploring Beyond the llqtionol Building Products Expo ttlr

-- lf,r.over It Atl!" is the raltying cry for the 8th annual National Building Products Exposition and companion National Hardware Show Aug. 15-18 at the McCormick Place Complex in Chicago, Il.

"This year we are putting a special emphasis on encouraging attendees to take advantage of not only the depth but the breadth of International Hardware Week, the National Hardware Show, and the National Building Products Exposition," says show promoter Dean Russo. "The theme reminds attendees to look beyond the categories they traditionally explore to others that could offer new opportunities for profit enhancement and growth."

While the Expo will feature more than 300 exhibitors offering adhesives, doors, windows, flooring, roofing, siding, wood products, and other building materials, the affiliated National Hardware Show, now in its 54th year, will feature nearly 3,000.

Covering 1.3 million sq. ft., the show will be divided by product cate-

gory, such as hardware & allied lines; plumbing, electrical & HVAC; lawn, garden & outdoor living; paint & home decorating, and housewares.

The festivities also include a New Products Exposition leaturing more than 1,700 products, Packaging Exposition, Retail Concepts Center, Resource Center. opening reception. and an International Hardware Week keynote address by Newt Gingrich, former U.S. Speaker of the House of Representatives.

The line-up of seminars (see p. 6 for times) includes:

. "How Independent Retailers Can Offer Home Repairs"

. "Convenience Wars in the Northeast: Home Depot Unveils a New Format and an Industrv Responds"

. "Industry Consolidation: Threat or Opportunity?"

"Grow Sales Fast!"

. "Seven Hot Trends at Trade Shows ... Winning Strategies for Successful Exhibiting"

. "What Drives Consumer Purchases of Lawn & Garden Products?"

. "Closing the Gap ... Retailers, Distributors & Manufacturers Working Together to Expand Market Share"

. "Hardlines E-Commerce-Is It Working?"

. "Maximum Marketing"

Sponsored and conducted by the American Hardware Manufacturers Association since 1975, the show last year attracted approximately 70,000 retailers, pro dealers, architects, wholesalers, remodelers, builders, contractors and other industry professionals from 91 different countries.

Lake Michigan

National Building Products Expo

r*ii#orn rl.lffi

Expo's Resource Center is devoted to providing building ma wlth tips on how to be more productive and profitabh. "The

innovalive store layout and product presentation concepts, plus reporls, other support literature, Statfed by AHMA and Home Center lnstftute representrl*n*$lt , ce{rter ls situated in the middle of the Expo show floor at booth #41322, directly acroS$ fiam The Merchant Magazine and Builtliig Producfs Digesf's booth #41225. :.. :::

Expo Pnevrew

Schedule of evenls

nofioml luildhq Pruducrs lxpo md lllioml lMueio Shorr ilours

Sunday, Aug. l5 .9 a.m.-5 p.m.

Mon., Aug. 16.9 a.m.-5 p.m.

Tues., Aug. 17 .9 a.m.-5 p.m.

Wed., Aug. 18 .9 a.m.-2 p.m.

Other lrpoalfiens odhrcnrt

Sun., Aug. l5-Wed., Aug. l8 (open during show hours;. New Products Exposition, Packaging Exposition, Retail Concepts Center, The Resource Center

Sun., Aug. 15 .5-7 p.m. Opening

Cocktail Reception

Mon., Aug. 16.5-6:30 p.m.

International Visitors' Reception

to*ot(rilh3!ulh

Sun., Aug. 15

r().li a.ri. "How Independent Retailers Can Offer Home Repairs"

(Panelists: Steve Hake, Hake's Ace

Hardware; Rick Karp, Cole

Hardware; Timothy G. Smith, Powell's Lumber & Home Center; Moderator: Peter Rustr, Builders Hardware Manufacturers Association)

11 a.m.-12 Noon. "Convenience Waf,s in the Northeasl Home hpot Unveils a New Format & an Industry Responds" (Panelistsi Jarnes Robisch, The Farnswo{t}r Group; Rocco J. Falcone, Rocky's Act Hardware; Moderator: John Hammond, National Retail Hardware Association)

l-2 p.m. "Industrry Consolidation: Threat or Opportunity?' @anelists: Paul J. Dodge, Centex Homes; Fenton N. Hord Carolina Holdings, Inc.; Mike McClelland Do it Best Corp.; William R. Corbin, Weyerhaeuser Co,; Moderator: George R. Jud4 Georgia-Pacific)

2-3 p.m.. "Grow Sales Fast!" (Presente,r: Bill Sharp, Sale$Tech Solutions)

3-4 p.m. "Seven Hot Trcnds at Trade Shows Winning Strategies for Successfrrl Exhibiting" (Preeenter: Dr. Allen Konopacki, Incomm Cenier for Research & Sales Training; Moderator: Jim Livermore, Nicholson & Cates Ltd., and pres., North American Wholesale Lumber Association)

Mon rAug. 16

lG.ll a.m. . "What Drives Consumer Purchases of l-awn & Garden Products?' (Presenter: Charles D. Greenridge, Greenridge & Associarcs)

ll a.m.-12 Noon.'tlosing the Gap Retailers, Distribuors & Uanufaciurers Worting Together to Expand Market Share" (Panelists: Robert L. Branton, United Hardware Disnibuting Co.; Mary Ricker, Billings Hardware Co.; John Caulfield, National Home Center News; Moderator: Glen R. Anderson, Intemational Hardware Disributors Association)

2-3 p.m.. "Hardlines E-Commerce-Is It Working?' (Fresenters: Larry Zupancic, Apptances On Line; Alan Wickshom, Build.com; Moderator: Robert E. Cannon, ToolSource)

3-4 p.m. "Maximum Marketing" (Presenter: Thomas A. Seifert, Marvin's Building Materials & Home Centers; Moderator: Chet Clarh Home Center Institute)

lf your company depends on lumber and building products, one call to one source could simplify the way you get the products you need.

That source

@is Snavely.

When it comes to meeting diverse needs for high grade material, Snavely can provide you with any species, grade, and size you need... truckload quantities or piece quantities.

Baltimore .....800-827-9663

Dallas . ...,...800-755-0199

Denver. .......800-525-1127

Eastern .800-245-6500

Greensboro .800-821-1292

With Snavely's floor and roof systems you get products backed by over 90 years of experience and technical know how. From lJoist and Clu Laminated Beams to LVL, we provide products with years of structural reliabi I ity.

Easy Care DeckingrM TREX's unique composition combines the natural beauty of wood with the durability of plastic.

Products like Radiata Pine, Eastern White Pine and South American Pine.

Finished and imoorted solid wood screen doors. Simpson Fir & Oak interior and exterior doors. Luvipol doors.

HomeCenter ...800-252-3738 Phoenix .......800-669-0978

San Francisco .80G233-6795

Pittsburgh .....888-762-8359

nfffr0

Expo Exhibitor Directory

I his list features exhibitors at the Aug. l5-18 National Building Products Exposition and their booth numbers. Expo Preview advertisers ae highlighted in yellow. Please double check the official show directory for any changes. All Expo booth numbers begin with a 4 (e.g.,4OO22). The booths in the front of

Paint & Decorating Exhibits National Hardware Show the hall, which begin with the number 3, ile part of the National Hardware Show. ABTco........................................40900

Ardex Engineered Cements .......40425

August Home Publishing...........4l727

AW Sperry Instruments.............4l504

B&F PIastics..............................41 126

Balmer Studios Inc. ...................42 108

Bay Mills Ltd.............................41 109

BC Wood Specialties Group......40337

Beaver TooIs..............................40830

Beland Forest Products Ltd. ......40829

Benor Fences Inc. ......................4 1537

Berg Mfg. & Sales Corp............40704

Best Dressed Homes..................40225

Bestview International Co. ........40308

BetterTools...............................41725 GiantAdvertisine.......................42304

Bill Ltd............... ........................42332

Blue Book of Bldg. & Const......41205

Bon Tool Co. 42233

Bretlin .............................-....-.....40527

Briarcliffe Marketing, Inc. --.......41512

Brewer Co., The. 42402

Brite Millwork lnc. ....................42314

Builders Edge, lnc. ....................4 l 522

Building Material Dealer...........41309

Bullding Prcduc{r Dlgcat-.--.4U25

Cabinet Co., The ........................4231 |

Caoitol Adhesives......................40824

Cargotec, Inc. ..................... 4 | 5Oz

Carlisle PIastics..........................40000

Celotex Corp..............................405 l2

CertainTeed Corp.......................40909

Chapiewsky's Inc. ......................413 l3

Chemcrest Corp. ........................40535

Chun Yu Works (USA), Inc. .....4163'l

Clopay Building Products Co....42322

E3 Associates, Ltd. ....................40030

E&E Consumer Products...........4 1806

Ease Inc......................................41 125

EcoTool/Leister ........................42528

Elkhart Supply Corp. .................4 1626

Emco Specialties, Inc.................4 1907

Empresas Nido................... 423 l2

Ercon, Inc...................................425m

E.S. Robbins Floor Products......4 I 836

Exclusive Woods Executive Media Coro. ..............417 02

of Light Construction....42 I I I

..............................4

Kargo Master..... ........................42326

Karnak Corp....... ........................42 | 37

Keddie Products, Inc..................40026

Kenmar ........................4 1 432

Keystone Retaining WaI1...........4 1704

Keystone Seneca Wire C1oth.....40202

Kingstar Products lnc. ...............40729

Klingspor Abrasi v es, lnc. ..........42437

Kok's Woodgoods Inc. ..............408 l2

Kool Seal, Inc............................401 l7

Kotap America Ltd. ...................4 I 802

Krusin International Corp..........42522

Kryton InternationaI...................4 1526

Kushlan Products, Inc................4 I 525

Larson Manufacturing Co..........4 I5 l7

Laser Products Industries...........40l27

L.B. Manufacturiry/H.C.P.........41226

Lehman Gundel Mktg. Group....4 l 128

L.E. Johnson Products, Inc........41206

Les Aciers Robond Inc. .............40125

....4M33 LibertyCarpet......... 407 t4

Liteline Corp................

Longer Diamond Tools

Extrordinair....... ....401 I I

Extrutech Plastics, lnc. ..............40033

F&S Manufacturing,

.............40019 Rural Builder .............................41332

Maibec Industries Inc. .............42204 .............4 l5 t0

Madawaska Doors Inc.

Majestic Taurus Corp. ...............4 1509

Malaysian Timber Council ........4093 I

M alco Products, Inc. ..................4 I 829

Mapei Corp. ...............................4 l5 l3

Marley Mouldings .....................405 l7

M asonite Corp. .................. ........4 | | 22

Master, Div. of Martin Yale......42335

Master Fasteners, Inc.................40330

May National Associates...........4 l7 l3

M aze N ails .................................4 I 60 I

Mcrtlant Magadne, Tfu ...,.^Al!25

M.l. Home Products Inc......:......42 l0O

Mina Product Development Co. 4 1735

Miracle AdhesiveyTAcc .........4 1803

Miracle Cover ........................4 | 8 12

Miracle Sealants & Abrasives ...41608

Moxwood Ltd. ...........................4 I 838

Mr. Wrought Iron Canada Ltd...40430

MSA Safety Works....................4 I 9 17

Multy Industries.........................421 l7

Muro North America. lnc. .........42104

Mutual Industries lnc.................4 1827

Natco Products Corp..................4 I 100

National Electric Mfg. Corp. .....42502

National Gypsum Co. .....

National Nail Co.p.......... .....40905 .....42427

National Retail Eq. Liquidators .4 1709

National Small Industries Corp. 42435

New York Brass Wholesalers....423 l0

Norcon Industries Inc. ...............4023 I

North American Outdoor Prdts..40935

Nuline Industries........... 4t302

Occupational Safety Consultant 41634

ODL Inc. ....................................4 1317

Olympic Optical................ .........422 12

On the Level International.........40l l2

Oregon Research & Dev./Snow.407 l7

Orian Rugs, Inc..........................40122

Ornamental Mouldings lnc........42225

Osmose Wood Preserving..........42300

Owens Corni n g ........................40922

Paktek ........................................42134

Perfec t Prod ucts .........................4 I 708

Phantom Mfg. Ltd......... 4t't36

Phifer Wire Products Inc. ..........40700

Phoeni x M il lwork ......................4 I 604

Pipe Perfect Windows................4 1505

Plan PubIishers...........................40335

Plastival......................................40233

Poly Tak Protection Systems.....4 1408

Porcelain Plus Inc. .......42336

Portaseal, LLC .......42236

Prairie Forest Products...............4 I I I I

Prazi USA ..................................40336

PRC Corp. (Plastics Research) ..40912

Premdor Inc. .........40926

PrimeSource Building Products.4l9l I

Procom Solutions, lnc................421f3

Pro Tect Associates, Inc. ...........40130

PSI Woodworking Products ......41 108

Puiras Wood Tumings Inc.........40702

Purchasing Agents, Ltd..............4N27

Qual-Craft Industries .................40508

Quarton USA, Lrd. Co...............41I l2

Quikrete Cos., The.....................4 I I I 3

Radians

Explore more of Chicq

xpo visitors should try not to just blow through the Windy City. Chicago gave the world the first skyscraper and, being Chicago, eventually tore it down. Show attendees will

find Chicago to be an outdoor museum of world-famous architecture. They can stroll through history just by walking through the Loop.

The indoor possibilities for side-

Unlock fhe Profil ffiicil ln Stulnlees gfccil

trips also are limitless, from worldclass museums to a host of smaller special interest art galleries and performance spaces.

For sports fans, the Chicago White Sox will battle the Texas Rangers at Comiskey Park Aug. 13-15, then take on the Anaheim Angels Aug. 16-19.

stainless steel fiastener sales.

Creating "Pull Through" demand for high-end nails and screws requires consumer education and a commitment to SELL the concept of longterm value. Our marketing pros assist and support our distributors and their dealers wilh a comprehensive program of marketing and merchandising assistance oroven to achieve - thoseobjectives.

Sales oriented packaging with eye-catching graphics, product data and suggestions tor application and usage.

IT'S OUR ONLY BUSINESS!

The Cubs will be on the road during the Expo (departing Wrigley Field Aug. 11 after playing the Arizona Diamondbacks, then returning Aug. 20 to square off with the Colorado Rockies).

In Major League Soccer, the Chicago Fire takes on the Miami Fusion Aug. 14 at Soldier Field. The city is famous for its sports teams, as well as superb restaurantsto the point where the line between the two has blurred. Former Bears head coach Mike Ditka has his own Iron Mike's Grille, Bulls great Michael Jordan operates Michael Jordan's The Restaurant, and there's Hany Caray's, named after the late Cubs announcer. Current Cubs star outfielder Sammy Sosa is even working to open his own eatery.

To help plan your excursions, the Chicago Convention & Tourist Bureau will send a free copy of the Chicago Official Visitors Guide (call l-800-2coNNEcT).

Immediate information on area shopping, dining, nightlife, sightseeing, attractions, maps, transportation and accommodations-including processing of on-line hotel reservations-also is available on the tourist bureau's Web site (www.chicago.il. com), as well as in condensed form on the show's site (www.nationalhardwareshow.com/chicago.htrn).

. National print advertising promoting product and brand awareness.

Dealer display materials featuring individual fastener assortments. Customized introductory starter assortmentsestablish dealer level product availability at minimal initial cost.

. Prolessional technical backup. Rely on our many years of experience with corrosion resistance tasteners.

S@n Jry C€dar &Millrcrk Millersvil16, MD

ffiEIAB

llew Products ot the Show: Hqrdwqre Heqven

Products Expo by Simpson StrongTie Co., Inc.

Acrylic-Tie works in damp holes or in freeze-thaw situations and dispenses at temperatures from 0"-100"F. The product comes in 8, 13 and 30-oz. cartridges.

Simpson Strong-Tie: Booth# 41929

Circle No. 3 on Response Page in back.

fastening job operators from electric shock and comes in 6', 8', 10' and 12' lengths.

Jamerco, Inc.: Booth # 12284

Circle No. 15 on Response Page in back.

A lolchet ddvet with a special grip will be displayed at the National Hardware Show by Endeavor Tool Co.

Kimberly Bay Pine, a medium densitv softwood ideal for furniture. mouliling ond millwork. is avaitable from Snavely Forest Products.

The selected radiata pine boards reportedly result in sawn lumber with excellent properties, including consistent color and strength, no knots or wane, and ability to paint, stain, glue, and dry to l}-l2Vo moisture content.

Their even texture and relatively small difference in density between spring and summer wood result in outstanding machining properties.

The wood also is harvested from sustainable tree farms where welltimed pruning increases the volume of clear wood.

Snavely Forest Products z Booth # 40722

Circle No. 4 on Response Page in back.

A combination carbon monoxide olorm ond night lighl*itt' un instant test/retest feature will be introduced at the National Hardware Show by American Sensors.

The alarm monitors and detects carbon monoxide and provides all night illumination, without batteries.

American Sensors: Booth # 13273 Circle No. 14 on Response Page in back.

A bi-electric, non-conductive. reinforced fiberglass OCCeSSOIy pOle with a special grip will be unveiled at

Fast-Grip uses standard, hex format and power drive bits and features a slide switch direction selector to install. remove or lock positions.

Endeavor Tool Co,: Booth # 11720

Circle No. l6 on Response Page in back.

A wolelploof filler for repairing cracks, holes, splits and scratches in interior and exterior wood will be shown at the National Hardware Show by Bondo/lr4ar-Hyde Corp.

A fast curing odhesive ro. anchoring and doweling in concrete, brick or block in any climate will be unveiled at the National Buildins

the National Building Products Expo by Jamerco, Inc.

JT-Pole Tool protects overhead

All-American Wood Filler creates a durable surface that can be sanded, carved, planed, shaped, drilled, filed or stained to match any wood tone.

Bondo/lVlar-Hyde Corp.: Booth # 39118

Circle No. l7 on Response Page in back.

Swan Secure Products will disolav an assortment of stainless steet colloled nqils uno supi"t at the Expo. The selection will include 22' strips in 304 or 316 stainless steel full-round-head plastic and silicon bronze. full-

round-head wire collated stainless steel coils. 316 stainless steel staples and finishing nails/brands.

All coil nails are collated with stainless steel wire and all items come in convenient job packs.

Swan Secure Products, Inc.: Booth # 41310 Circle No. 7 on Response Page in back.

Sell Doors Like These

Available from a national network of millwork distributors, our custom-made accordion and rollup doors represent

excellent opportunities for high-end specialty sales. With series and styles avaibbb for a variety of applicationsincluding residential, commercial, security or soundyou have the ability to meet your customers' needs.

With our FD-4 Display

For a limited time, Our display is available with a l OOo/o satisfaction-guaranteed, money-back offer.

Simply check with your Woodfold distributor salesman for all the details.

A new rncrchandising shelf kit t,, help pro dcalers' custorners quickly locate the anchorin-g system products they need will be shorvcased at the National Building Products Expo by Simpson Strong-Tie Co.. Inc.

wire connections, insulates power and hand tools and comes in black. white and gray.

Vypar Products: Booth # 30215

Circle No. l8 on Response Page in back.

Pre-finished real wooa plOnk llOOfll|$ is now available from Chesapeake Hardwood Products, Inc.

The flooring has a three-ply construction with a 3.2mm real wood face veneer and comes in red oak, white oak, maple and hevea.

The colorful display comes with fli,e shell/bracket color combinations in21" or 32" lengths.

A silicone self'-bonding OdheSiVe for hoses. air duct joints and wiring that forms a water-tight. non-conductive insulatin-g seal rvill be displayed

Simpson Strong-Tie: Booth # ill929 Cilcle \o. 3 on Rc:ponse Page in back.

Chesapeake Hardwood Products, Inc. Circle No. l0 on Response Page in back

at the National Hardware Vvpar Products.

Show by cord ancl

Top Retailer To Sell Online

Come autumn, Home Depot expects to be selling merchandise over its Web site, according to Jeff Cohen, head of direct marketing.

Despite misgivings from fellow executives about whether people will use the Internet for product sales, Cohen is steadfast in his belief to the contrary. "It's not a question of if we're going to be in this business," he explained. "It's a question of how big, how fast."

Recently, Depot's existing Web site began providing d-i-yers with tips for home improvements, such as how to calculate the amount of paint or wallpaper needed for a particular project. The company hopes this will help familiarize customers with the site and pave the way for future sales.

Cohen believes the Web site will coexist well with the firm's 822 stores, particularly for merchandise pick-up and deliveries.

Depot To Increase Pro Focus

To increase sales from professional contractors and builders, Home Depot will add six more test sites in stores by the end of the year.

Already in use in three stores, test site sales staffs work closely with pros to develop relationships.

Should it prove successful, Depot will expand the program nationwide over three years.

Lowe's Banks On Southwest

Lowe's Cos., North Wilkesboro, N.C., plans to spend more than $350 million over the next five years building 20 superstores in the Phoenix, Az., area.

The first is set for a spring 2000 opening in Scottsdale, Az.

The plans are part of a $1.5 billion investment Lowe's is making to add more than 100 new stores over the next few years in Arizona, California and Nevada.

Millwork Demand Rising

Millwork sales by producers are forecast to increase 3.2Vo this year to more than $12 billion, according to a new study by Business Trend Analysts.

Enjoying the biggest gains will be solid-core, hardboard-faced doors, ristng 7.8Vo; hardwood stairwork, rising 7.l%o, and, wood patio doors, climbing 6.7Vo.

Home Depot lssues Web Warning

Seller, beware. Home Depot w€, too, have the right to be selechas warned its vendors to think tive in regard to vendors we select, again before competing with the and we trust that you can underchain online. stand that a company may be hesi

Home Depot admitted that in rant to do business with its comMay the chain began sending let- petitors." tss to all of its suppliers, including The retailer didn't intend for the Black & Decker and Scotts Co., lettrer to be interpreted as coercive, that refer to online sales. according to spokesperson Jerry The letter, in part, read: "'We Shields. *This is obviously a busirecognize that a vendor has a right ness letter," he said. '"This is about to sell through whatever distribu- business." tion channels it desires. However,

doors, slab doors, door hardware, locksets, fiberglass doors

Steve Page has been promoted to sales mgr. of the Medford, Co., division of Allweather Wood Treaters, Washougal, Wa., according toRick Danielson. Gary Roth, ex-Hugh M. Woods, is now the sales mgr. in Loveland, Co.

Ed Paul has been promoted to general mgr. of Redwood Empire, Morgan Hill, Ca., succeeding Dan Naughton, who has retired after 20 years (see p.50).Ron

Martinez and Melanie Naisare are new to sales; Mike Franceschi, Gary Mattson and Steve Hildreth are now product sales mgrs., and Jim Lawson and Dorrie Robinson have joined the sales office in Temecula. Ca.

Bruce Gernon, P.E., ex-Jager Industries, is now providing EWP sales and technical support at North Pacific Lumber, Vallejo, Ca. Shannon Bagwell is new to sales, according to Bruce Garrett.

Bob Snyder, ex-LMC Corp., and Keith Blackburn, ex-CTX, are now in the western division purchasing department for Universal Forest Products, Windsor, Co.

Todd Bybee, ex-A.C. Houston Lumber, is the new v.p. of marketing-southwest and mountain states for Forest Products Marketing Inc., Orville, Ca., working out of the new Las Vegas, Nv., office., according to Greg Passmore.

Kevin Hayes, ex-Rayonier, is now with the building materials division at Weyerhaeuser Co., Federal Way, Wa.

Bill Borgen is the new sales mgr. of northwest operations for Capital Lumber Co., Phoenix, Az.

Todd Foster, ex-KD Cedar Supply, is now with Sunol Forest Products, Pleasanton, Ca.

Susan A. Douglas has been elected administrator of the National Fenestration Rating Council.

Barry Veristain has retired from Buckeye-Pacific, Portland, Or., after l6 years.

John C. Bender has been elected senior v.p., building products for Boise Cascade, Boise, Id., succeeding Richard B. Parrish, who has retired after 38 years.

Justin Straub, ex-Empire Co., is now with American International Forest Products. Beaverton. Or.

Eli Beard is new to wholesale sales, working out of Medford, Or., for Wisconsin-California Forest Products, Redding, Ca., according to Claude Scott, sales mgr.

Neil Jenkins has been named general mgr. of the Central Oregon region for Parr Lumber Co., Portland, Or.

Larry Cunningham is store mgr. of the new HomeBase in Norwalk, Ca.

Irwin Rogers has been appointed chief operating officer-trading for North Pacific Group, Portland, Or.

RichardMiller, ex-Dixieline Lumber, is new to the sales department at J&H Forest Products, Boise, Id.

Steven Schultz, Payless Cashways, has been promoted to regional executive, overseeing operations in eight states including Colorado and New Mexico.

Richard J. Lynch, Jr. has been named ceo of Hechinger Co., succeeding Mark R. Adams, who has resigned to pursue other interests. Don Stallings has been promoted to president and chief operating officer.

Donald J. Hoye has been appointed ceo of TruServ Corp., succeeding Daniel Cotter, who will remain chairman until he retires later this year.

Jeff Johnson, Western Pacific Building Materials, Portland, Or., has been elected to the customer advisory council for WoodWare Systems, Memphis, Tn.

James T. Birdsong, v.p., National Association of Homebuilders, will become senior v.p. for the National Sash & Door Jobbers Association when Bob O'Keefe retires at the end of next year.

Richard Baxter, J.H. Baxter, San Mateo, Ca., has been named chairperson of the Treated Wood Advisory Committee for the American Lumber Standard Committee. He is also a member of their enforcement subcommittee and the treated wood enforcement task group.

John Bennett, Shearer Lumber, Grangeville, Id., has been elected president of the Timber Products Manufacturers Association, Spokane, Wa., succeeding Nep Lynch, Intermountain Lumber and Building Supply, Missoula, Mt. Other officers: Todd Johnson, Pyramid Mountain Lumber, Seeley Lake, Mt., v.p.; Earl DeFur, SonByrd Industries, Emmett, Id., treasurer, and Larry Carroll, TPM Resource Solutions, Spokane, Wa., secretary/assistant treasurer.

Darrin S. Wood has been named national sales mgr. for Tivoli Industries, Inc., Santa Ana, Ca. Charles Gordon has been appointed v.p., corporate affairs for Nexfor Inc., according to Dominic Gammiero, executive v.p. and chief operating officer.

Phillip Sarris, North Pacific Lumber, Long Beach, Ca., was elected pres- identof theLos Angeles Hardwood Lumberman's Club. Other officers: Charlie James, Craftsman Millwork, Cerritos, Ca., v.p.; Robert Mitchell, Robert Mitchell Lumber Co., Simi Valley, Ca., secretary-treasurer; Bruce Jauman, Hardwood Services, Unlimited, Huntington Beach, Ca., past president; Walter Ralston, membership chairman; Richard Pascual, Scott Lumber & Plywood Co., City of Industry, Ca., social chairman; Fred Jones and Dan Jones, Custom Mills, Inc., City of Industry, sgts. at arms; Kenneth Tinckler, Tinckler-Squires Lumber Co., Los Angeles, scribe, and Charles Bohnhoff, Bohnhoff Lumber Co., Los Angeles, and Dick Lambert, Orange, directors at large.

Robert J. Gfeller has been appointed v.p. of marketing for Lowe's Cos. Owen Cash is now in charge of accounts receivable at MungusFungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

(Please tum to p. 38)

LISA is getting quite a Reputation

"... LiSA allows us to track inventory easi[ With LISAwe are able to see our entire inventory @t all locatiors), allowing us to instantly quote prices and delivery times on just one phone call, usua\ resulting in more orderc and a faster inventory tum.'

Steve Power Power Wood Corp. Coquitlam, BC

"... As witlt any software change, I was apprehensive, but now, one year later, I canl imagine doing my job withoutUSA.'

Angie Daugherty

J.M. McCormick Co. lnc. Indianapolis,lN

"l would llke to say that over the past sevenl years it has been extremely dilficult to frnd a software package hat was geared toward wholesale lumber distribution. HSA 96 has ended our search.'

Ray Unick Manufacturers Reserue Supply lrvin$on, NJ

Microsoft Windows lumber production, inventory sales & accounting software for sawmills, remanufacturers and wholesalers.

LISA Lumber Systems Inc. Vancouver, BC 1-888-917-LISA (5472)

Boise Cascade Fights L-P For OSB Maker

Weeks after Louisiana-Pacific agreed to buy Groupe Forex, Boise Cascade offered to pay nearly 20Vo more per share for the Canadian OSB manufacturer.

Boise Cascade bid approximately $20.50 (U.S.) per share in either cash or stock for Groupe Forex's 23 mlllion shares and assumption of its long-term debt.

Although Louisiana-Pacific's letter of intent was initially okayed by Groupe Forex's directors, the board reopened the bidding following Boise Cascade's offer.

At press time, Forex officials were awaiting a possible counterbid by LP, after announcing that they would accept any L-P bid that at least matched Boise Cascade's.

Still, the company said that their shareholders would benefit equally no matter which suitor is selected. "We are in the right place at the right time," said Forex's v.p. of legal affairs, Jacques Dalpe.

Groupe Forex, which operates three OSB plants and two sawmills, all in Quebec, is among Canada's largest and most technologically

advanced OSB makers.

Louisiana-Pacific is the world's largest producer of OSB.

Boise Cascade, on the other hand, is one of the newest producers of OSB, operating a single plant in Ontario, Canada.

According to a Boise Cascade spokesperson, "We would like to be a lot bigger in that business to take advantage of the growth."

Wood Consortium Formed

A consortium has been formed to develop a new generation ofadvanced wood and fiber-reinforced composites.

The organization consists of APAThe Engineered Wood Association, the University of Maine Advanced Engineered Wood Composites Center, USDA Forest Products Laboratory and the Market Development Alliance of the Fiber-Reinforced Polymer Composites Industry.

Its mission is to lower the cost of wood fiber, improve its efficiency, and enhance the performance ofstructural wood products.

IMPORTED HARDWOOD LUMBER SPECIALISTS

What To Look For In A Successor

Integrity and commitment to the business are by far the two most desirable attributes in a successor to a family business, according to a recent study of 485 companies by Family Business Review.

Respect for employees was considered the 3rd most desirable attribute, while respect from actively involved family members was rated I lth and respect by non-employee family members was l9th.

Family business owners rated outside management experience for the potential successor as an above average characteristic in importance, surprising since many candidates for second generation leadership have never worked outside the family company.

Other important attributes included intelligence, self confidence, creativity, decision making abilities and experience, and interpersonal skills.

On average, responding firms were 38 years old, had 108 employees, and median revenues of $5.3 million. 4lVo were first generation family businesses and 97Vo of the families owned 50Vo or more of the responding company's equity. 85Vo of the respondents were male.

The authors rated a total of 30 attributes for potential successors, and all but four were rated higher than average in importance in choosing a successor.

Family business owners rated as relatively unimportant the age, gender and birth order of the potential successor, despite much past family business literature citing these as important determinants.

The researchers centered on attributes in eight categories:

(l) Relationship to the current leader,

(2) Relationships to other family members,

(3) Family standing,

(4) Competence,

(5) Personality traits,

(6) Current involvement in the family business,

(7) Age of the potential successor, and

(8) Compatibility of goals with the curTent ceo,

Act Limits Y2K Liability

The U.S. House of Representatives has approved legislation to minimize lawsuits against businesses concerning Y2K computer problems.

The Year 2000 Readiness and Responsibility Act, H.R. 775, would obligate potential plaintiffs to notify a potential defendant so that it could attempt to correct the problem and allow for alternative dispute resolution before any trial.

'"""" **NNN**

OPEN HOUSE (above) celebrated Peterman Lumber's 20th anniversary marked

new 20,000-sq. ft, Customer Service Center (see next page).

utor ates GOre

numerous prize drawings, while enjoying homemade lemonade and hot dogs catered by Hot Dog on a Stick.

[)ETERMAN

Lumber, Fontana, I Ca.- recentlv celebrated its 20th anniversary by holding an open house at its 5-acre complex.

Tours of the operations afforded Peterman Lumber the chance to showcase its new 20,000-sq. ft. Customer

Service Center. Constructed in January, the facility is expected to accommodate a 30-50Vo increase in business and warehousing space.

During the June 19 event, customers visited with a dozen of Peterman's vendors and participated in

Western Red Cedar

Larry Wright, Wright Touch Photography, handled announcing and photo responsibilities.

Peterman Lumber, Inc. was established in Santa Ana, Ca., in 1979 by C.A. "Pete" Peterman. In 198 l, he relocated the company to Fontana. There, Peterman built the business into a maior distributor of hardwood

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

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

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

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

tPacific Coast Cypress

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

o 514x6,2x4 &2x6 Decking, 4x4 Posts, 2x2 Balusters o 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 o Kilndried for dimensional stability o Uniform color and grain o Available in clear and knotty grades

Premium Line knottv western red cedar

o K,/D rough/SlS2E/S4S o lx4-1x12,5/4x4 thru 514x12,2x4 thru2x12

o 1x4, lx6, lx8 pattern

Redwood

o Commons thru clears o Clear cut stock o Custom milline

o Mouldings o Bender board

o Decking o Fencing

o Complete milling facilities

by tours of

lumber, plywood and custom milling products.

The firm serves a broad customer base of hardwood buyers, including craftsmen and manufacturers of furniture. custom cabinets and fixtures throughout Southern California.

Peterman still oversees the corporation, with his daughter, Darlene Peterman-Rametta, serving as vice president; Dennis Johnston as general manager, and nephew Tim Peterman managing the new Customer Service Center.

The Merchant Magazine welcomes Letters to the Editor.

Please send to Editor, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660: Fax 949-852-0231, or by e-mail to dkoenig@ioc.net.

E.COMMERCE DEPARTMENT

We have seen what I think are the last of the trade articles around our launch/first trade. I would like to compliment you on your journalism. Your article was head and shoulders above what the other publications printed (so far, related stories have been published in nine others). You did analysis, tried to educate your readers. and wrote what I believe was a well thought out, objective and insightful article on the impact of ecommerce on the industry.

We saw the gamut of articles, from little headlines to a word-for-word reprint of our press release. Not what I expected. (Talpx president) Jim Olmedo told me to expect the best from you guys and this certainly

proves it.

It was a pleasure meeting you, discussing e-commerce and finally seeing your story. You are first on my list for future press releases.

Rich Haddad

Talpx

303 W. Madison St. Suite 300 Chicago, I1. 60606

Getting Empl6yees Motivated

What do managers do that motivates employees to work hard and smart?

In surveying 100,000 workers at 2,500 different companies, the Gallup Organization identified l2 different "motivators." When managers attended to these, profits increased while employee turnover decreased. Motivators include:

(1) Employees know what is expected of them.

(2) Employees have the equipment and materials to do the job.

(3) Employees have the opportuni-

(4) Employees at least weekly receive praise or recognition for good work.

(5) Employees have people who encourage their development.

(6) Employees believe that their supervisor cares about them as people, not just workers.

(7) Employees have people at work who regularly monitor their development.

(8) Employees feel that their opinions matter.

(9) Employees feel that their specific jobs are tied to the company's overall mission.

(10) Employees feel that co-workers are committed to quality work.

(ll) Employees have a "best friend" at work.

(12) Employees have opportunities to learn and grow.

News Briefs

(Continued from page I 8)

HomeBase will add a store in San Diego, Ca., later this year, one of 14 new locations planned to open by January 2001 ...

Western Wood Preserving Co., Sumter. Wa.. has added a new Binford 2000 incisor ...

Osmose, Inc. has acquired Protim Solignum, a U.K.-based supplier of low pressure/vacuum timber treatment products with operations in the U.K., Ireland, Australia, New Zealand and the Far East ...

Cooper Industries is consolidating all of its power tools and hand tool divisions into one global business unit, Cooper Tools, Lexington, S.C.

Distributor Allied Building Products and its local rep Coastal Atlantic Associates are now exclusive providers in Washington State

for B.C. concrete roof tile manufacturer Columbia Concrete Products Ltd....

Johns Manville Corp., Denver, Co., donated the insulation for a Jimmy Carter-organized Habitat for Humanity project in Plains, Ga.

Enterprise Automation division of Enterprise Computer Systems acquired Harbinger Corp.'s Trustedlink Procurement catalog

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

Stanley Works was named Tools Vendor of the Year bv Payless Cashways

California Forest P roducts Commission was recognized for Best Overall Communications Program by the International

Business Communicators

New Web site: Solatube International Inc., Vista, Ca., www.solatube.com.

Personals

(Continuedfrom p. 31)

James P. Kelly, cha.irman and ceo, United Parcel Service of America, was appointed a director of Georgia Pacific Corp., Atlanta, Ga.

Mike Samis has been promoted to chairman and ceo for Macklanburg-Duncan. Loren Plotkin has been promoted to president and chief operating officer.

Jim Morley is now v.p.-business development for Fiskars Consumers Products Group.

Greg Haupt has been promoted to v.p.-wholesale sales at Weaber, Inc. John Georgelis is now national accounts mgr.

Victor Nuila is now director of international project development for Celotex Corp. Robert E. Grant is director of employee relations.

[[$,gs,.qqgr,tpg,,"::,:{::;'liz!##;:t

Yes, I "only $1 did say an issue"!

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That'swhy they subscribe to The Merchant Magazine. They know it contains ideas that can make them money as well as save money.

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

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'X'zrt! \1t'41t zrr, & 11 iiI*,,r1

Fti<l st <,, 4aq.rt t;l!!:ii

1999 Directorv

i'l nlerith{rr. irr!hlt,(t' & :Lt!!lll

WMMPA 1999 Direciory of Membere, Products & Seruices

For your copy, send $6.00 to:

Wood Moulding & Millwork Producers Association

Marketing Oept. MER99

507 First Street

Woodland, CA 95695-4025

WMMFA *lembers

Alexander Moulding Mill

American Millwort Corpatftn

Amerian Phe Prodrcts

Asenaderos Arauco S.A.

BefldMillwo*

BeS lvloulding Coporation

Bohnd Borlanger & Co. Lld.

Bums. Monis & StewartL,P.

Cascade Forest Produds

CascadeWood Prodnds

Cdonhl Manuhctufirg Ud.

Contad Lumber Company

Coming Monlding Corporatbn

Dallas Planrg Mill

D,onis Lumber & Moulding Co.

Dunbar Doon & Millwork

Endura Products lnc.

FbreFomWood Produc'ts

Forestal Copihue S.A.

Jeld-Wen of Oregon

Jeld-Wen ofTennessee

&ld-Wenof WhiteSwan

Kelleher Coporation

Lee Lumber & Building Materials

Lianga Pacific lrr.

Little River Millwork Inc.

MJB Wood Group

ilft. Taylo Millwork lnc.

Medallion Milhork Inc.

Medford Moulding Company

Melhoramentos de Sao Paulo Aftor

Metro Lumber lndustdes

MillSource

NationalHadrood Flooring & Mldg.

Oregon Fir Millwok Inc.

Pacific MDF Producls

Frank Paxlon Company

Ponderosa Mouldings

Porl0-Lite CorDoration

BegalCustom Milh,ork

Rocky ilftn. Fore$ Products

Siena Pacilic lndwtries

SienaPine Limiled

Smih Millworklnc.

Tewa Moulding L.L.C.

Thunderbird [,l,oulding Co.

Trimcrafrlnc.

Wayne-Dalton Corporalion

Weaberlnc.

Westem Mouldhg Cornpany

Weyerhaeuser Cornpany

Wilamdte Ind|..6fries Inc.

Woodgrain Miltwuk

Woodhnds MilhrotkLtd.

Yakina l,lanufactunq

Yuba River Morlding & Millwork

A REAL BARN BURNER: Alter being dismantled, 79vear-old redwood relic from Northern California was reassembled board by board (photos below and at right), then restored by Penofin-Performance Coatings Inc.'s Skip Newell and Barbara Clausen (see story on nert pagel.

A Barn's Noble Restoration

It was thc lall ol' l99tl when Skip Ncwcll ancl his wilb, Barhara Clauscn, rcspcctivcly, prcsidcnt ernd cco ol Pcrlirrmancc Coatings Inc., Ukiah, Ca., l'irst sct cyes on a dilapidatcd, but still rnajcstic old barn ncar their home in Pottcr Vallcy, Ca.

The 79-ycar-old barn had bccn built l'rorn old rcrlwood, harvcstcd and rnillcd in thc tiny town <ll' Irmulco on thc Skunk Railroad linc that runs bctwcen Willits and Fort Bragg in Northern Calilirrnia. Oncc thc home of' l'amcd racchorsc Sca B iscuit, thc 2,1300-sq. f t. stlucture was dctericlrating witl.r each passing day.

Dctcrmincd (o rcstorc thc relic, thc couple hircd a contractor t<l dismantle and truck thc building to thcir ll2year-old home one mile away. There, a concrote pcrimeter l'oundation was pourcd and the barn rebuilt. Photographs <ll'thc structurc and numbering each plank aided in the asscmbly. While some wood was decayed beyond usc, a great deal was salvageable.

Once assembled, the next challenge was to make the new redwood look aged. Enter Penofin's wood cleaner,

Wcathcrblastcr, which drew the tannins to thc surlacc, and, once dried, left the ncw wood matching thc old. The barn was then sprayed with two coats of Penolln Transparent Rcdwood, result-

ing in a rich new patina.

Newell says, "We feel gratified that we were able to restore this magnificent barn. By salvaging the wood, we have preserved a precious natural resource and a bit of history for future generations."

Slow Growth For Windows & Doors

Whilc opportunity continues knock- ments, vinyl and other plastics are ing and demand for windows and expected to surpass wood windows in doors rcmains high, a research flirm new construction by 2003. In addition, projccts slowing sales for both prod- wood fiber and plastic resin composite ucts ovcr the ncxt four years. materials will increase competition in

Thc Freedonia Croup reports the higher-end home market. dcmand should reach $22 billion in Wood should continue to be the pre2O03, a gain of lo/o per year, with price dominant preference in interior pasincreases. The figure, a 6% dip from sage doors, while steel will remain 1993-1998, is attributed to lagging number one in exterior entry door housing starts and increasing demand sales. In addition, while vinyl and for non-wood and metal products. other plastics will enjoy the fastest Despite this, repair and improvement growth, metal products will continue to dernand should rise for both products. command over 6OVo of the nonresidenConversely, demand for vinyl and tial window and door markets. othcr plastic products should increase The nonresidential market will 7o/oannually overthenextfouryearsto advance l.4Vo annually to $6.4 billion $4.8 billion, the highest of any materi- in 2003, with demand fastest in the al, due to low maintenance require- industrial sector thanks to an estimated ments and lower prices. increase in manufacturing facility Already leading in product replace- upgrades and construction.

roducts

Approach The Bar

A load bar for doors. windows and sashes that adjusts from 86" to 1 16" is available from MW Supply.

The l.75"xl I gauge steel brace rod adjusts at the push of a button and features ends that won't pop out of the trailer's "F' track.

The bar is available in round or square models.

Circle No. 801

Bamboo Floors Are Yours

Bamboo flooring that reportedly won't contract or expand with temperature changes is available from California Bamboo Floorins Co.

Shim Dandy

A prescored shim that snaps off at any point is new from Earhart Technologies.

In addition to being consistent and predictable with each use, EZ-Shim is made from recycled polystyrene and reportedly will not compress.

Once the product is placed in its desired position, the excess part can be hammered off.

Circle No. 803

The product is available in natural or carbonized amber and comes in 36"x3-l/2"x5l8" planks to cover 1722 sq. ft.

Circle No. 802

Wrap Star

A non-woven, non-perforated housewrap that resists moisture and air is new from Tenneco Buildins Products.

tenderized l/42" thick,2'x8' and 4'x8' veneers come in 40 different wood species and are permanently bonded under heat and pressure to a paper backing that binds them to the surface, ensuring a firm bond.

The edging comes in finger-jointed and butt-jointed 250' and 500'fine

on ony New Product is ovoiloble by circling the corresponding Reoder Service number opposite the inside bock cover ond sending the form to New Produrts Editor FAX to 949-852-0231, by E-moil to ddelvol@ioc.net, by moil to 4500 Compus Dr., Suite 480, Newport Beoch, C0.92660, or by colling (949) 852-r ee0.

Amowrap-Ultra features a crosslaminated polypropylene backing and has a perm rating of48.

The product installs behind wood, plastic and aluminum siding, brick, stone, masonry and concrete and comes in 9'x150'and 9'x100'rolls.

Circle No. 804

Wood

Veneer

Sheets/Edging

Wood veneer sheets and edging are new from Outwater Plastics Industries, Inc.

The book matched, sanded and

sanded, stainable continuous rolls and is produced in 718" fleece backed, l3ll6" preglued and l/2"-1-1/2" sizes. Both products have peel and stick adhesive backings.

Circle No. 805

Screen Test

Retractable door and window screens that absorb most impacts without tearing. deforming or sagging are available from Phantom Manufacturing.

At l0 lbs. per unit, the all-weather product is comprised of extruded aluminum components with baked enam-

el finish and comes in six colors with matching nylon end caps.

Circle No. 806

Panel Harnesses Sun's Rays

Louisiana-Pacific has introduced a radiant barrier structural panel that installs like roof sheathing and reportedly helps reduce attic temperatures.

and comes in l/2 pint to 55 gallon drum sizes.

Gloss, semi-gloss and tint base stains are also available.

Circle No. 809

This Crane Reigns

A truck-mounted crane that lifts wallboard up to 266,000 lbs. has been

introduced by Fascan International.

Model F380SE.24 has a maximum horizontal reach of 76' and an unloaded tip height of 90'.

The unit features cat trackins devices. load-sensing damper valvesl joystick controls, three foot-operated controls and radio-remote control.

Circle No. 810

Laminated onto OSB or plywood structural panels, TechShield is Kraft paper-backed, perforated aluminum that provides a barrier against the sun's heat.

The product comes in 4'x8' panels in varying thicknesses and can be used as wall sheathing to block heat transfer into the home from the wall assembly.

Circle No. 807

What Are You Stairing At?

A folding, steel stairwell access platform is new from LewSan Co. StairMate is fully adjustable and

Adios To Squeaks & Sags

E&E Consumer Products has introduced three plate systems that reportedly rid sub-floors and floorboards of squeaks, sags, dips, weak spots and seam pops.

Sag-, Squeak-, and Seam-Ender utilize anchor plates and brackets plus various sized nuts and bolts to solve sub-flooring problems.

Circle No. 811

Insulating Foam Sweet Home

A non-shrink, environmentally safe, polyicynene expanding foam that cures in 20 seconds is new from Icynene.

Icynene Insulation System reportedly reduces air moisture in walls and controls air leakage.

The non-sag, non-molding product

is Class 1 fire rated and can be injecr ed into a closed cavity.

Circle N0.812

Shutter Up

Injection molded, single-piece shutters with raised-panel or open louvered designs, are new from Cellwood.

Premiere models have a 16" width and come in a woodsrain finish.

can be used with all ladders up to a maximum height of 6 meters.

Circle No. 808

Knights In Wood Satin

Deft, Inc. has added a new satin sheen finish to its line ofbrushing lacquers.

Clear and non-yellowing, the product enhances interior wood surfaces with a deep, rich finish and reportedly resists most household spills.

Self-leveling, it requires no sanding between coats, dries in 30 minutes

Shutters are offered in 14 different lengths, in l0 colors, plus quarter radius and transom top extensions.

Circle No.813

Trowels For Southpaws

A line of left-handed notched trowels, each one affixed with an ll"x4l/2" blade, has been introduced by Marshalltown Trowel Co.

The trowels come in l0 models with varying configurations of square, oval, "V" and "U" notches.

Circle No. 814

Stick With Me, Skid

Leon's Manufacturins Co. has introduced a mini-skid with singlehanded steering, self-leveling arms and parallel lift.

Ramrod Taskmaster has an electric start and four-wheel hydrostatic drive, with choice of a gas, diesel or propane engrne.

The unit can lift up to 900 lbs. and can be affixed with a 30" pallet fork that adjusts to a maximum 30" width.

Circle N0.815

El Postino

A two-piece, snap-together PVC system for protecting 4x4 wood posts up to 9'tall is new from Architectural Products.

PVC Post Covers come in white, almond or gray to protect interior and exterior structural or decorative applications.

Trim Collar is for floors and ceil-

ings and tions.

Cap covers shorter installa-

Circle No.816

No Flash

ln The Pan

A flexible, rubberized, weatherresistant barrier that protects against water, air and moisture infiltration has been introduced by Grace Construc-

tion Products.

Vycor Plus Self-Adhered Flashing reportedly seals joints, seams, holes and other unwanted openings around windows, doors, corner boards, masonry walls and under stucco. The product is compatible with wood, plywood, OSB, concrete, masonry, housewrap and felt, and is available in 75' length rolls in widths from 4" -12"

Circle No. 817

A Pandora-less Floor Box

Pass & Seymour/Legrand has introduced a floor box and cover that mounts in a round hole and quickly

screws to the floor. The cover comes in seven colors.

Circle N0.818

Horse That Holds 3,000 Lbs.

A portable, wooden sawhorse that folds flat for storage and holds up to 3,000 lbs. is available from MRN Industries.

SGHAPi'iHfiT'#[H'i$

Every yeor expensive onrrinmonl ic rrrinarl ond workers ore injured by dongerous metol bonding. Your bottom lina ic thranlo-^n] h.' rlnmanai nrnir rn+ expensive repoirs, ond rising insuronce rqtes. Sweed Choppers turn this profit-sucking menoce into vqluqble scrop thot you con eosily recycle. Increqse sofety! Out-of-control insurqnce cloims, repoir bills, ond storoge problems wrll become q distont memory once Sweed's moneymoking choppers ore put to work.

sAtETY. RECYCUil0 H0USEtGEpilB Turn

Porta-Fold Workhorse has a weather-resistant finish and is ideal for pros as well as d-i-yers.

Circle No. 819

Mama Mia, Venetian Plaster

Water- and cement-based Venetian plaster that yields a smooth finish or replicates the distressed look of ancient buildings is available from TexSton Co.

Composed of anti-bacterial and anti-cracking material, Marmorino, Veneciano and Terra have a Class A plane spread fire rating.

The interior and exterior products are offered in 35 tinr ed colors.

Circle No. 820

The Mould Squad

Flex Trim Industries has introduced flexible mouldins that bends to fit radius contours and shapes and doesnit

require pre-drilling to avoid splitting or cracking during installation.

ZzzzFlex comes in smooth paint, pine or oak stain grades in 4'-12' lengths.

Circle No. 821

Finished, But Not Washed Up

A mineral-based finish for residential and commercial interior drywall ceilings and walls has been introduced by United States Gypsum Co. Decorative Interior Finish can be

applied in virtually any color, in semismooth or textured finishes and comes in 12 colors.

Custom colors are also available.

Circle No. 822

Floors Pack A Heater

Jeld-Wen has introduced a new sub-flooring radiant heating system that reportedly ensures a room's temperature will be nearly identical at floor and ceiling level.

Warmboard sub-fl ooring contains tubing paths for insertion of standard hydronic tubing with an aluminum topcoat, for conducting uniform room heating.

Circle No. 823

In Hot Water Again

A hot water recirculation system that can be pre-programmed during peak use times is available from Grundfos Pumps Corp.

Quolity Weslern Cedqr Products

The system uses a pump and a return line to emit hot water immediately upon opening the tap.

Circle No. 824

I Saw A Folding Horse

A folding saw horse that can hold up to 500 lbs. is available from HTC Products, Inc.

PortaMate Workhorse is made from square steel tubing and comes in heights of 26" and 33".

The product is 30" long with a 2"x6" wooden toD and folds to a 3" depth.

Circle No. 825

Their Wood's The ReelThing

A revised catalog of moulding profiles, lumber, plywood and custom milling products is free from Reel Lumber Co., Box 879, Anaheim, Ca. 92806; (800) 675-7335.

Moulding Producers Guide

The 1999 directory of products and services is $6 from Wood Moulding & Millwork Producers Assn.. 507 First St.. Woodland, Ca. 95695; (800) 550-7889.

Pre-Formed Opinions

A catalog or CD-Rom of pre-formed architectural millwork items is fiee from RAS Industries, l2 Arentzen Blvd., Charleroi, Pa. 15022; (800) 229-2887.

Forkliftlt Over!

A forklift operator safety training brochure, Protect Your Employees & Your Cotnpany, is free tiom Mitsubishi Forklift Trucks, 201I W. Sam Houston Pkwy. N., Houston, Tx. 77 043:. (888) 648-5438.

The Origin Of

The Species

A pair of sales brochures, "The Species Portfolio" and "The Wood of Choice," are $2 ea. from the Western Hardwood Association, Box 1095, Camas, Wa. 9807; (306) 834-s202.

The Burden Of Roof

"Good Application Makes a Roof Better" is free from Asphalt Roofing Manufacturers Association. 4041 Powder Mill Rd. #404, Calverton, Md. 20705; (800) 829-3s72.

Window & Door Dealers List

The 1999 directory of window and door manufacturers and suppliers is fiee from the Window & Door Manufacturers Association, 1400 E. Touhy, Ste. 470, Des Pf aines, Il. 6001 8; (847) 299-5200.

Windows, Siding & Insulation

A 52-p. brochure on vinyl windows, a 20-p. brochure on siding products, and a 20-p. brochure on thermal and acoustical fiberglass insulation are free from CertainTeed Corp., Box 860, Valley Forge, Pa. 19482; (800) 782-8777.

I'm Stucco On You

A 28-p. brochure on water-managed stucco-look systems is free from U.S. Gypsum Co., Box 806278, Chicago, Il. 60680; (800) 874-4968.

Extra Sensory Protection

A l0-p. catalog of sensors and laser levels is free from Zircon, 1580 Dell Ave., Campbell, Ca. 95008; (800) 245-9265.

Estimating Software

A software package to help estimators create accurate bids and scheduling is available from Timberline Software Corp., (800) 628-6583.

Spiff Up Your Backyard

A pair of 112-p. how-to books, Designing Your Outdoor Home and Building Your Outdoor Home, are $14.95 each from Creative Publishing International, 5900 Green Oak Dr., Minnetonka, Mn. 55343; (612) 933-1456.

That Mould Gang Of Mine

A 60-p. moulding and accent catalog is free from Flex Moulding, 16 E. Lafayette, Hackensack, N.J. 07601 ; (800) 307-3357.

Coatings CD-Rom

A CD-Rom on coatings is available from Senergy, 10245 Centurion Pkwy. N., Jacksonville, Fl. 32256; (904) 996-6000.

Raise The Roof

A CD-Rom on installing concrete roof tile is free from Monier, (800) 571-8423.

How Heat lt ls

A radiant heat underlayment guide is free from Maxxon Corp., 920 Hamel Rd., Hamel, Mn. 55340; (800) 275-0128.

The Power Hour

A power line safety training package is available from the Construction Safety Council, (800) 552-77 44.

Windows To The Soul

A pair of catalogs on replacement, tilt, double-hung and casement windows are free from Weather Shield, Box 309, Medford, Wi. 5445 l; (800) 477-6808.

fied ods

To reply to ads with private box numbers, send correspondence to box number shown, in care of The Merchant Magazine, 4500

FIELD SALES REPRESENTATIVE

NORMAN LUMBER COMPANY, a wholesale distributor in Oregon specializing in Engineered Wood Products and Western Red Cedar, is seeking an experienced field sales representative. Territory to be assigned within three states on the West Coast. Relocation may not be necessury. Position offers competitive salary and excellent benefits package. Send complete resume to Norman Lumber Company, P.O. Box 1802, Medford, Or. 97501. All resDonses will be held in strictest confidence.

NATIONAL WHOLESALE LUMBER CO.

Positions Available:

Inside Sales Coordinator

* Customer service & Computer skills required

Entry Level Sales

Experienced Outside Sales

Production Mgr. Trainee

* College Degree

* Manufacturing Background

If you are interested in joining a respected company with exceptional growth, please forward your resume to:

UNIVERSAL FOREST PRODUCTS

P.O. Box 1970, Huntington Beach, Ca. 92647 Fax 7 14-847 -7329.

Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872.

Rates: 25 words for $25, additional words 709 ea. Phone number 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. Names of advertisers using a box number cannot be released. Mail copy to above address, FAX to 949-852-0231 or call (949) 852-1990. Deadline for copy is the 25th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

LUMBERSALES REP

Woodinville Lumber, a leader in the construction industry, is seeking a Lumber Sales Rep. This person will assist in the development of new business, sell products and services to existing customers, and work with other key departments to ensure quality service. Qualified applicants will have a minimum of 3 years sales/ acct. management experience in construction/ lumber industry. strong customer service and communication skills, and must be able to work independently under tight deadlines. We offer a fun, rewarding environment with competitive wages and full benefits. Relocation allowance to qualified candidates. Fax resumes to Erin Wendte at 425-488-7409, or mail to P.O. Box 287. Woodinville. Wa. 98072.

LUMBERTRADER

P.O.

California Lumber

Service

Portlmd, Or. (541\929-3337

M||' H3lr1?,i#""]louston ruonneasr

Gates Copeland

WHOLESALETRADER

Rain Forest Lumber Co. (RFL), a specialty products wholesaler established in 1982, seeks experienced lumber traders. If your potential is being limited by restricted customer or mill contacts, we should talk. Our desire to grow is an opportunity for you. Generous commission schedule & benefits. Relocation reimbursements for the right candidates. Mail resume to RFL, P.O. Box 361, Lake Oswego, Or.97034, or call Dan Rice at (800) 547-1929 or (503) 684-0774.

N$PTGIIOII $NUET A Division ol Calilornia Redwood Association 'll1T::l'* nhl f EurekalTp-e.ction [}(t\ F07lad/,-3024 Glade slamPins l\l) | ilovalo. CA ccditication | \ lvlo (4151 382-0662 The Redwood Rules Writing Authority Accredited by American Lumber Standard Committee Board of Review WEATHERED, TWISTED OR USED LT'M. BER. Plywood blows, used or trims. Carl Hanson, (619) 661-2510, FAX 619-661-554?, San Diego, Ca. RETAIL IIARDWARE STORE: Located: So. San Joaquin Valley, Ca. 5,600 sq. ft. under roof, storage yard. For info write to: P.O. Box 715. Arvin. Ca.932O3. 48 Build with the Best! Leading distributor of building materials has openings for experienced INSIDE AND 0UTSIDE SALES professionals. Potential growth to branch managerl Locations across the US. Send resume to: Allied Building Ploducts Corp. 15 E. Union Avenue East Rutherlord, NJ 07073 Atln: Human Resources Dept. Far: (201) 507-3895 www.alliedbuilding.Gom equal opportunity employer It Yd,sdt &rd SrEl!! 10,(m Stses, Bolt-Tog€ltFr Sr€el Horc, Call Today For A Prlce Ouole And B@huE. HERITAGE BUILDING SYSTBMS4oo.643.5555 wwlv.rnetalbldq.com Tsn MrncHlNr MAGAZTNE Aueusr 1999

Ridgewood Forest Products, a 2O-year-old wholesale company, is seeking experienced lumber and plywood traders with customer base who want well-established and financially viable company, but one with room for its traders to grow. Excellent compensation geared to your performance. Either work at our office or yours. If interested, call l-800-547-2014. Ask for Larry Buelna.

Tlc pefec{ way to save and store your vafusble issues of The Merc{nnt ilhgazim b h an attradive red binder in simulated lsther wifir lte l4erdrant logo emboasd in pld. Durable ard washable, these sturdy cases oqanize ard securely hold a ymr's uor$ ol magazines. A great way to ompHe your library and organize your iss.ps fq mnvenient refererce. $lidfi of birder is uly 2-314 inc{res. $11.95 plrs $3 postage anO nanOting. Calif. reeidonls dd 7.75% sales tax (S0).

Vrnsn-mM: LAMTNATED FIR VENEERS FOR ADDED WORKABILITYAND

UNI FORMITY. 1 -314" THICK.

DOUGLAS STRENGTH.

Vensn-uM PLUS: LVL wrrH UNIQUE HORIZONTAL GRAIN PATTERN FOR EXPOSED AND SINGLEPIECE APPLICATIONS, 3-1/2" OR 5-1/2" THICK. BOTH LVL PRODUCTS 9-1/2',TO 20" DEEP WITH LENGTHS UP TO 66 FT.!

APA & SFPA Form Alliance

APA-The Engineered Wood Association, Tacoma, Wa.. has aligned itself with the Southern Forest Products Association to improve the competitive standing of the wood products industry.

In addition, the groups expect the collaboration to streamline costs to maximize returns generated from membership fees.

Among the activities to be reviewed are e-commerce, standards and codes, production and demand forecasts, industry meetings, market research, international markets, media relations and advertising.

lnternet Ripe For Hardware

A telephone survey conducted for the Home Improvement Research Institute recommends that the industry quickly embrace Internet ordering, for its own good!

Reportedly, a mere 2.2Vo of homeowners queried claimed to have purchased home improvement products online during the past year, contrasted to about lSVo for purchases of other types of products.

Srocr eurET, cALL BAoK FREE ENGINEERED LUMBER PRODUCTS THAT ELIMINATE SQUEAKS, WARP, WANE AND WASTE.

BCI Jorsr I-BEAMS. wHrcH MAKE RESIDENTIAL FRAMING FASTAND COST EFFECTIVE. THEYARE LIGHTER, STIFFER AND QUIETER THAN DIMENSION LUMBER. FLANGES 1.3/4'& 2-5/16": DEPTHS 9-1/2" TO 20".

ALL ITEMS IN STOCK FOR IMMEDIATE PICK UP AND DELIVERY!

RffiRFIIENT FARTY hosted July 9 by Pacific States Industries (Redwood Empire), San Jose, Ca., for (1) Dan Naughton (lefi), with Ray Flynn. (2) Paul Ness, Paul Ward, Chris Jepson. (3) Jim Ramsey, Kathy & Dan Naughton, Roger Burch, Connie & Cliff Smoot. (4) Mike & Karen (Naughton) Carpenter. (5) Joe Burch.

Tom K. Mullin, 43, president and chief executive officer of the Terry Cos., Tarzana, Ca., rlied July 5 in Thousand Oaks, Ca., after a six-year fight with melanoma cancer.

A native of Los Angeles and avid lifelong athlete, he attended the University of Utah on a tennis scholarship prior to joining the Terry Cos. in 1978.

After working for several years alongside his father, Terry, who founded the company in 1949, he became president and ceo in 1989.

He was forced by illness to relinquish operations to Lonnie Schied in September 1997.

Stanley A. Jensen, 75, chairman of Jensen Distribution Services. Spokane, Wa., died June 27 in Spokane.

A lifelong resident of Spokane, he served as a U.S. Navy pilot in World War II and was a former president of the National Wholesale Association.

His son, Michael Jensen, is the president of the company, representing the fourth generation of the family to work in the business.

Richard E. Nichols, 74, rethed general sales manager for LouisianaPacific Corp.'s since-sold plant in Santa Rosa, Ca., died June 26 in Kailua-Kona. Hi.

He served in the U.S. Navy during World War II and was the sales manager for Georgia-Pacific, Atlanta, Ga., prior tp working for LouisianaPacific.

He was a trustee for APA (then the American Plywood Association) in the early 1980s and a long-time mem- berof the Plywood Pioneers Association.

Fred Reseburg, 70, retired statistics department manager for the Western Wood Products Association, Portland, Or., died May 24 in Portland.

He joined the Western Pine Association. the forerunner to WWPA, in 1963, retiring 30 years later.

Donald W. Olson, 78, retired owner and manager of La Mesa Lumber Co., La Mesa, Ca., died June 28 in La Mesa.

A native of Minneapolis, Mn., he served in the U.S. Army during World War WII and came west after the war to work for La Mesa Lumber. his father's frrm.

He became owner in the mid 1950s and retired in 1994 after 46 vears in the industry.

He was a member of the San Diego Lumbermen's Association and the International Order of Hoo-Hoo.

Steve Holmes, Steve Hautala, Tod Holmes, Tom Catlow

423-4898

califomia Forest Products.................,............(408) 842-1 673

Califomia Lumber lnspection Service.............(408) 993-1633

Califomia Bedwood Association.....................(41 5) 382-0662

Chemonile Council . .......(650) 573-331 1

Diablo Timber.......... ......1707\ 252-6142

Georgia-Pacilic C0rp. (Fremont) ....................(800) 83S7370

Green Products, C0.............................,..........(510) 235-9667

Kelleher Corp. (Novato)..................................(41 5) 898-1 270

Kelleher Corp. (San Ralael) ...........................(41 5) 454-8861

Landmark Building Products ..........................(800) 697-2001

Lane Stanton Vance ......(510) 632-9663

MacBeath Hardwood (Berkeley) ....................(510) 843-4390

HAWAII

Califomia Cascade Industries ........................(91 6) 73S3353

Capitol Plywood...... .......(916) 922-8861

Georgia-Pacific (Sacrarnento)........................(800) 83G7370

Hickson C0rp.......... .......(530) 533-7814

Holmes Lumber Co., Fred C. (Marysville)......(530) 743-3269

Hutlig Building Products .................................(91 6) 381 -4242

Hydra Re-Load Center (Transportation).........(530) 66S4182

Hydra Re-Load Cent€r (Warehouse) .............(530) 668-4034

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

Konan Express....... .......(530) 66&4182

M&M Builders Supp|y.....................................(209) 835-4172

Mello lnc. .............................18N\ 572-721 1 (530) 662-1468

Mid-Pacilic Trading Co ...(916) 631-9663

Mokelumne River Forest Products.................(209) 367-1265

Mouldings & Millwork, Inc...............................(916) 965-1 1 12

Pacilic MDF Products............................... ......(800], 472-2574

Plylap Induslries...... ......(530) 661-0812

Polywood Products. .......(530) 62S4221

Ridgewood Forest Producrs (800) 216-9503 (530) 662-6053

SierraPine, limited.........................................(888) 633-7477

siskiyou Foresr Producrs.....(800) 695-0210 (530) 66&1991

Stockton Wholesale. ......(209) 94S0282

Union Planing Mill.... ......(209) 466-9617

unity Foresr Producrs..........(800) 248-4940 (530) 671-7152

Waldron Forest Products................................(91 6) 966-0676

Western Woods, Inc. ......................................(800) 21 6-9503

Weyerhaeuser C0................(800) 952-5616 (916) 371-1000

Wood Moulding & Millwork Producers Assn...(530) 661-9591

SANTA ROSA AHEA

Capital Lumber Co. . ......(707) 433-7070

Diablo Timber......................(800) 799-09co (7071. 252-61 42

Georgia-Pacific Corp ......(800) 830-7370

Kelleher Lumber Co .......(415) 454-8861

Mendocino Forest Products C0......................(800) 777-0749

Morgan Creek Forest Products......................(800) 464-1601 (707) 528-1600

Nu Forest Products..............(800) 371 -0637 (707) 433-3313

Windsor

UKIAH / WILLITS

Sournrnr Cntrcnml

HONOLULU / MAUI

Hawaii Wood Preserving Co. .........................(808) 871-8888

Honolulu Wood Treatin9.................................(808) 682-5704

Honsad0r................. ......(808) 682-201 1

ARIZONA

ELOY

Adzona Pacitic Wood Preserving...................(520) 466-7801

PHOENIX AREA

Bois€ Cascade BMMD.........(800) 289-9663 (602) 269-6145

Capital Lumberoo.. ......(602) 26$6225

.......(707) 838-7101

Cal Coast Wholesale Lumber, Inc..................(704 468-0141

HaMood Products... ......(707) 984-6181

Western Woods, Inc. ......................................(800) 974-1 661

MacBeath Hardwood (San Francisco) ...........(415) 647-0782 (No. Ca.) (800) 233-0782 North Pacilic 1umber...........(8m) 505-9757 (707) 562-3900

Plywood & Lumber Sales (Emeryville) ...........(510) 547-7257 (800) 675-7257

Plywood & Lumber Sales (San Francisco) .,...(415]' 648-7257 (800) 7s0-6009

Plywood & Lumber Sales (San Jose)....... ......(408]. 288-7257 (888) 388-7527

PrimeSource Building Products (Fairfield) .....(707) 864-171 1

Redwood Inspection Service..........................(41 5) 382-0662

Simpson Strong-Tie C0. ......(800) 999-5099 (510) 562-7775

Snavely lnternational...........(800) 233-6795 (415) 543-4002

Wendling Nathan Co ......(415) 461-1627

Weyerhaeuser (Hayward)....(800) 672-2130 (510) 786-1700

Sounwlfr

cooley Foresl Producrs .......(800) 223-51 14 1602\ 276-2402

Georgia-Pacific Corp ......(800) 8307370

Huttig Building Products......(800) 524-6255 (602) 415-6200

Nieman-Reed Lumber Co. .............................(623) 572-6885

Primesource Building Produc|s......................(602)

Rocrv Mounrltns

Plcnc Jlonrnwrsr

.......{3601 435-6630

Wostem Wood Preservino C0........................18001 472.7714 C0........................(8001 472.7714

weyefi aeuser c,o. (Kenrf....(800) 562-0s0s {2531 s51.3550

Wei'efiaousor (Tacoma).....(8001 562-3960 (206) 924-2345

SPOKANE

Bobe Cascade BMMD (Spokane)..................

Boise Cascade EMMD lYbkima)....................

Qdvillo Indan_ Precision Pins Cir. (Omak)

Gooroia-Pacitic CorD....,.................................

HutUri' Buildino Pr0ducts................................,

Lumder Prodicts .................(8m) 926.8231

Weyefi aeuser Co.

VANCOUVER

Alhyeather Wood Treaters (Washougal)

Boise Cascads BMMD ....................:.............

OREGON

Pine Sa|es..........(800) 547-5660 (541 ) 3895000

CORVALUS / SALEM / McfrllNNvlLLE Mary's Riv€r Lumbsr C0......(800) 523-2052 t5411752-0122

Roval Pacilic Industries..................................15031 434-5450 Willametts Industrios (Albany)........................(5411 9e7771 EUGE}'IE

6893020

GREATER PORTLAND AREA

Collins Pine C0........

CMI Northwes|.....................(800) 998-21 74

Dixieline Lumber C0...................-.................

Enveart Tradino Gr0u0...............-.-..............

Fri6sen Lumbei C0...:..........{503) 397-1700

Georoia-Pacific CorD.....................................

Geor6ia-Pacilic (haidwood)...........................

Georiia-Pacilic lmillworldmouldino)..............

Georiia-Pacilic lredwood. H-F. DFI..............

Haas6 lndus1ries..................(400) s+z-zoss

Hamolon Lumber Sales C0...........................

Huttib Buildino Products................................

LJB [umber Sales ...............(800] 552-5627 Sales ...............(800) 552-5627

Lumber Products .................(800) 926-7103

Pacilic Wood PreseNino..............................

Ridgewood Forest Products (800) 547-201+

Ridoewood (800) 547-2014

Stirison Lumber Co.......................................

United Pacilic Forest Products......................

Western Wood Products Associalion............

Weyerhaeuser C0..,.............(800) 522-881 1

EAX to 949-852-0231

or call (949) 852-1990 or mail to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660-1872.

The Merchant Magazine - August 1999

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

For more information from advertisers, use FAX Response numbers in brackets.

Adams Lumber Company t1201.......,...........26

Advantage Business Computer Systems t1551...............- ....Cover III

All-Coast Forest Products, Inc. [05].............5

Anfinson Lumber Sales I13 0]..........,.............34

Arrow Truck Sales [19],.,.,...,.........,,...,..,....25

Barker Group, The [23]..........,....,.............,.28

Blue Ox Timber Company 1L441....,.............45

Cal Coast Wholesale Lumber Il2l]..............27

C&E Lumber Company I1521......................5f

3-C Trucking tf491..........-............................33

Chemonite Council [118]................,....,.........4

Chesapeake Hardwood Products [10].Expo 14

Colville Indian Precision Pine Co. tn61.....,38

Crown Planing Mill, Inc, In9]....,......,.........4f

Deschutes Pine Sales If451..........................,..46

Distribution Management Systems, Inc. tl1U................. ................r9

Fontana Wholesale Lumber ll2l-1................n

Fremont Forest Products [103].........,.............3

Haase Industries, Inc. (Magnetic Push Broom) tf 411.............................................44

Hardwoods Unlimited If 281............,.....,.......32

Holmes Lumber Company, Fred C. If54l,..51

Huff Lumber Company t1501 .,......,..............50

Huttig Building Products lll2, I2/}.....,.2O, 29

Inland Timber Company [156].........Cover IV

Keller Lumber Company t1461.....................46

Keller Lumber Sales, Inc. 11221.....,.............27

Landmark Building Products [1(}7] ...............7

Lisa Lumber Systems [127].....-.--,--.........31

LMT Products Corporation [8] ...........Expo l3

Lumbermaru Credit Association [31]........35

MacBeath Hardwood Company IU61 .....,...23

M&M Builders Supply, Inc. t1321...............35

Martin Lumber Co., Roy O. [6]-.........Expo 11

Mary's River Lumber Company tf nl..'.....21

Want to Subscribe? Check the appropriate boxes to begin receiving your monthly issues.

D 1 Year ($12) tr 2 Years ($18) tr 3 Years ($24) D Bill Me D Mv Check Is Enclosed

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

Mid-South Metal Products [135]..................38

Mokelumne River Forest Products [114].....22

Neiman-Reed Lumber Co. t1511..........,..,.....33

Nu Forest Products [34].........,.....................37

Oregon-Canadian Forest Products [106].......6

OrePac Building Products [101]..........Cover I

Pacific Wood Preserving I1081........................E

Pac Trim t51.,....,......................,...............Expo 7

Parr Lumber Company [f09].......................15

Penofin-Performance Coatings [9] --..Expo 14

Plylap Industries, lnc. [147]..........................46

PrimeSource Building Products [102]..Cov. II

Pro-Com Integrated Software [148]........,....47

Product Sales Company U041.........................4

Reel Lumber Service [26].....,.........,.....,......30

Regal Custom Millwork [126]......,................30

Royal Pacific Industries U331......................36

Simpson Strong-Tie Co., Inc. [3].......-...Expo 4

Siskiyou Forest Products [125].....................29

Snavely Forest Products [4].....,....'.........Expo 6

Swan Secure Products F, 1181..--'Expol2,3E

Sweed Machinery, Inc. [143]..,...'..........'.......45

Thunderbolt Wood Treating Co. [53]...'....53

Trinity River Lumber Company 11171........23

United Pacilic Forest Products If40].'..........41

Vandermeer Forest Products Ltd. [138]......40

Wagner Electronic Products [1]........,--Expo 2

Weaber, Inc. [2].........,.........................Expo 15

Western Wood Products Association [l15].22

Woodfold-Marco Mfg., Inc. [11]..........Expo

Package Deal. Tum-Key System. These terms often imply that everything you'll ever need is included for the price advertised. Unfortunately, many computer systems who claim to offer the complete package for your company may be stretching the facts a little.

While most systems include software and hardware, key modules or vital functions are often costly extras. Training, if it's included, is often inadequate. Costs for additional training or technical support are frequently in addition to your monthly maintenance fees. And, software upgrades can cost thousands ofdollarsjust to keep you up to date.

At Advantage, we encourage all of our customers to look carefully at a computer vendor's'packagie price'.

Compare it with the conversion expertise, technical support, upgrade costs, and training policies we include in our system. We believe our customer service features play just as big a role as the system's software and hardware in assuring'real life'success with your system.

If your company is looking for the best value in choosing or converting to a complete computer solution, call Advantage today at 800-991-7283 or visit us at www.abcsinc.com and get the true story.

Advatttage: The Computer Company With The Personal Tbuch.

"One computer system quote include any fufure uDsades."

"Whowould think customized rcporb would be considered an extm cost beyond my

I I I I

"Mq last computer systern included everything except someone to show me how to use it!"

'package'pilce?"