Merchant Magazine - July 1986

Andersen is the best known window in America, but we still give our dealers every sales promotion tool we can think of.

Working model window displays. Portable working displays.

C-orner sections showing materials.

Brochures, catalogs, folders.

Signs, decals for windows, trucls.

National consumer magazine ads.

Nationally run TV commercials.

Incal dealer tagged TV spots.

Cooperative radio, T! outdoor.

LaBelle cassettes, video tapes.

l6mm sales aids movies.

lrad-genera ting magazine ads.

Yellow Page trade mark advertising.

Why all this effort when Andersen is already the most popular window made?

Well, how do you thinkAndersen got that way?

Contactyour nearby Andersen Distributor listedbelow and see what the best windows and the best sales promotion can do for your dealership.

ARIZONA ARZONA MILLWORK,INC.

Phoenix

(602) 254-6104

CALIFORIIIA CALIFORNIABUILDERS SUPPLYCO.

Sacramento

(9ra 929-3r9r

CARROLL MOULDINGCO.

Huntington Beach (714) 898-0433

MAPLE BROS.,INC.

Brea (2r3\ 694-3771

MAPLE BROS..INC.

El Cajon

(619\ 442-889s

WESTERNDOOR& SASHCO. Oakland (4ls) 535-2000

COLORADO BOISECASCADECORP

Denver (3031289-327r

ROCKYMOUNTAIN MILLWORKCORP

Denver (303) 373{210

IDAHO ROBERTSON SUPPLYCO.

Bois€ (208\ 322-47ss

MONTANA BOISECASCADECORP

Billinp g$q6s2-32s0

LUMBER YA,R.D SUPPLY CO.,INC.

Great Falls (400 4s3{3s6

NEW MEXICO HUTTIGSASH& DOORCO.

Albuquerque (s0$ 873-0800

OREGON SAVAGEWHOLESALE BUILDING MATERIAIS.INC.

Beaverton (503) 643-8sos

WASHINGTON EXCHANGE LUMBER CO., INC.

Spokane (s091 487-162r

SAVAGEWHOLESALE BUILDING MATERIAIS. INC. Thcoma

Q06l383-1727

Fditor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Cunan, Gage McKinney, Ken Thim

Art Direc0or Martha Emery

Stalf Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 79656000) is published monthly at 45fi) Campus Dr:, Suite 480, Netilport Beach, Ca. 92660, phone (Tl4\ 852-lyn, by The NIerchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send address changes to The I\tlerchant Magazine, 4500 Camous Dr.. Suite 480. Newport Beach, Ca.'92660.

ADVERTISING OTTICES

FROM WASHINGTON STATE, OREGON, IDAHO, WYOMING, MOMANA, LIIAH, COIORADO and CANADA: Contact Carole Holm. Phone (206) 340-0680.

FROM NORTIIERN CALIFORNIA & ARIZONA: contact David Cutler. Phone (714) 852-1990.

FROM SOUTIIERN CALIFORNIA: contact Carl Vann. Phone (213) 4'72-3113. Advertising rates upon request.

SI,tsSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation

Dept., The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $9-one year; $15-two years; $2O-three years. Foreign: one year payable in advance in U.S. fundsCanada or I\tlexico: air-$35; surface-$30; South America: air-$55; surface-$3O; Asia: air-$68; surface-$30; Europe: air-$98; surface-$30. Single copies-$2; back copies-$3 when available plus shipping & handling.

The Merchant Magazine is an independently owned oublication for the retail. wholesale and distiibution levels ofthe lumber and home center markets in 13 western states.

Morc than 20 yeans in Cdar & Redwood

and Piggyback Loading Gapabilities

Say Hi As You Go By

GROV/ING trend in trucking may allow companies to realize some unexpected proftts from their trucks as well as do a good turn for their communities and country.

More companies are using their trucks and trailers as promotional devices for their firms than ever before. Some have gone beyond this and sold that spaceadvertising spaceto outside companies. Others donate the space on the sides oftheir vehicles, or a part of it, to charitable and community programs such as the one that seeks to find missing children. Some firms even use a mix of all three methods: a nice blend of self-promotion, making money and saving the world.

The concept is not without is problems. Companies may feel that their own message is blurred or lost entirely as they sell the space to an unrelated firm. Aesthetically, a cluttered ad may reduce the visual

appeal of a well maintained company truck. Clashing combinations of colors anil lettering may produce a result that is slightly ridiculous. The time taken and the hassle involved in selling the space and painting the trucks may not be justifred by the income.

Charitable and community groups sometime creat€ controversy with their messages. The resulting negatives could well come back upon the firm owning the truck. Let's face it, some people are insulted by most everything they see and they're not shy about expressing their disapproval.

But having set out some negatives, we hasten to add that basically, it is a dynamic concept that has produced positive results for the pioneers using it.

In these especially competitive times, a few dollars extra from using your truck as a rolling billboard may be particularly welcome.

A fearless

Tltt.fitlltxitt.q truttrriul i.t ('.\('('t'pt&l .lt1)n1 tt .s1tt'11 l1 liren ut tlk'75tlt nuittrsun rnet'titt.q ol tltt Srutlttnt Hutdwttl'lhtlli< .l:sot itiiott itt llttnpli.:. Iit. il.

HE REVOLUTIONARY transp()nltir)n hlrn!. r hetun llre rcats ago ri ill continuc. Mr' .job today is to tcll vou r'uhat changes arc to bc cxpcctcd this vcar in thc transportation world that is so l'ital to your busincsscs. Bctwecn 15 % :end20%, of your wholcsale dollar is the cost ol' transportation. traffic ntanagemcnt ancl clistribution. Hou' wcll 1'ou do the transporlation job u'ill dctcrniinc vour prospcritl or in some cascs thc vcry cxistencc o1'\'our business. Transport cost is oficn thc mcasure of your prot'it or lack of it.

Thc Intcrstatc Cot-nmerce Crtrnrttis sion will dic. There will bc no transportation ' 'policcman' ' tO nronitor rates or scrvicc or rulcs.

lntrastatc truck n:gulations will dic as Congrcss prc-cnlpts statc truck regulation (tbr intcrstate truckcrs) as thel' did statc railroad rcgulations frve vears ago.

Thc stcamship containcr on domestic hauls will ovcrwhclrn the railroad trailcr to and fronr nrost west coast arcas and will bcconre even nlore thc pricc-setter of piggyback transportalion.

The ncw 48-fbot trucks. 9t/: feeL u itle tu itlr new fucl suvin!: trletors) with massive fuel cost cuts will drop trucking costs to about [J5c pcr milc on longer hauls. Addcd truck insurance costs will be far less costly than thc drop in luel cosls. Thc nonunion drivcr. with cheap fuel. and a big rig willclominate all but thc longest hauls.

rccast for transportation in 1986

The truck insurance crisis will be offset by self-insurance for and by responsible truckers once the lameduck Interstate Commerce Commission "pulls its head out of the sand" and looks meaningfully at conditions. Self-insurance (with one or two special gimmicks) will be a way of the future for most truckers.

Long-established major railroads, like the Southem hcific. will vanish into history and become a part of the Sana Fe Railway System - imprwing both railroads by their merger. The inevitable trend to five or six large railroad systems will continue. Conrail's sale will bog down in the House of Representatives and stay independent.

Strong aggressive railroads like the Burlington Northern, which has put in innorrative new piggyback systems such as the "Expeditor" (which runs daily between Birmingham, Memphis, St. Louis, Kansas City, Springfield, Thlsa and Dallas), will make them work with rates about 50% ofwhat they were a year ago with clockwork dependability. "Street-car" service by railroads will grov. Look at the ramp-to-ramp rates: Memphis to Birmingham$125: to St. Louis$150: and 450 miles to Kansas Cityonly $270 ($0.60 a mile).

Railroads will invade each other's territory on piggyback traffic as never before. The Burlington Northern is the most aggressive. They serve the Carolinas as far east as Charlotte and Greensboro and Charleston, SC., by truck from Birmingham. The BN also serves Ohio, Indiana and Michigan from Chicago by truck. The Chessie invades Conrail's New England by truck from Philadelphia. The Union Facific invades Western Oregon territory of the SP and the BN by a tntck subsidiary. The Southern Rail-

road reaches Seaboard territory around Orlando and Thmpa with truck rates. If any of you think a railroad only serves black lines on its system map - forget it. All traffic is open traffic for every railroad now.

Story at aGlance

ICC willdie fuel cost cuts will offset higher insurance maior railroads willvanish transloading expansion teamster's union on theskids ... truck freight rate bureaus, boxcars doomed spot pricing, fewer leasing regulations.

(9) Transloading from rail car to truck or truck to rail car is the way of the future. A heavy-loaded rail car of lumber now moves in volume to a low-cost transload point that has fast service, and a low-cost (non-union) transloading crane or forklift setup, and there thelumber or other products are shifted to truck for fast delivery in truckload (not carload) quantities. Transloading is a major factor in shipping lumber. Look for a real expansion oftransloading in 1986.

(10) I-ook for inno'rative marketing plans by the railroads, such as2% off if freight bills are paid in l0 days, incentive allowances (like United Airlines frequent flyer plan) to favor one line over another andjoint advertising allowances to promote a railroad with a transportation company. Other railroads will follow the BN Railroad into the real world of marketing. The railroads (as an industry) are far behind the rest of U.S. business in developing marketing plans that build loyalty.

(ll) Look for the demise of the railroad general and regional sales department with a shift of sales effort to the headquarters team in each area of rail operations (boxcar, piggyback, etc.). Can a general rail salesman beat a specialized rail salesman? The answer is ''no" as far as some railroads are concerned. Look for more unitizedrail salesmen. If you're a small shipper, third parties will serve you in place of the rail salesman in the future.

(12) Look for a big railroad labor costcuffing action in the next 12 months. The sacred cow of railroading for generations has been railroad labor. Unneeded cabooses, 100-mile crew transfer nrles, two or threp railroad craft people to make a minor car repair, switching limits that require two trains in a city zone, and a unionized labor cost per hour nearly double what non-union truck drivers get, will force a major labor costcutting offensive by the railroads in the months ahead. The caboose problem is being fought out nationally now. Railway worker drug and alcohol problems are being fought out with federal regulation. Twomen crews are being negotiated all over the nation on a spot basis. But the big problems of wage levels, work rules and union jurisdictions, remain essentially unsolved.

The trucking industry had its labor cost brought in line by deregulation. The airline industry is doing it I consolidation such as the recent Continental Airlines actions. The railroads' turn is now. Look for a rough and tough action by one or more railroads late this year to get railroad costs more in line with competition. Except for a few exceptions like the BN "Expeditor" train in the Memphis/Kansas City/

(Please turn to page 53)

Leasing: some prcs and cons

OU ALWAYS thought that it was the world's oldest profession and maybe you were right if you were thinking leasing. You get paid, someone uses it and then you get paid again, it's used again, etc. It's another way to make a sale.

One can lease or rent almost anything from a seat cushion at the baseball park to a Boeing 747 jetliner.Irasing is possible by the hour, day, week, month, Year or years. It's a revolving numbers game providing the lessor with profits through imaginative financial and support options offered the lessee.

The practice has become so prolific that it pervades all strata ofour economy. Major corporations have subsidiaries to manage the function as a separate profit center. Large financial institutions will purchase almost anything for lease to the right lessee. The federal government controls leases such as postage meters and influences the market place with investment tax credits.

Railroads lease rolling stock (cars). Huge lease companies, like Hertz and Avis, in the automotive field are now faced with leasing competitors in virtually every automotive dealership in the country. Literally, thousands of small companies populate the nation with ''to let" in mind.

Most lumber and building material dealers' concerns about the pros and cons ofleasing center upon cars, trucks and fork lifu. Automobiles and pick-up trucks as well as the almost classic delivery vehicles (vans, dumps and flat beds) are easily obtainable within almost every trading area from local dealen. Financing usually is arranged by the supplying branch or franchise and costs are spread into equal payments for uP to five Years. More sophisticated and expensive equipment, like fork lifu, are not available in as many places, generally cost more in monthly payments and have longer terms and multiple financing options.

Those in the leasing business are quick to cite numerous benefits to the user who "rents." Some are valid but others are subject to individual scrutinY.

(l) There is no down payment, thus cash flow is unimpaired. True, but often sales tax, other taxes, licenses and the first and last month's payments are required. On one lease in one state the first payment for a $16,000 car was $1904.

(2)Doing business with experts means lower costs. Hardly valid, parttcuEilTJhe-case of closed end or walk away contracts. Exponens claim the tendency is to "overload or overequip" to insure easy resale by lessor.

(3) Because oflarge purchasing power you get the best deal. Maybe, and then only if it is passed on. Dealers in trouble do strange things to make sales. Very little price cutting occurs early in the model year on anything. Most leases must show the total initial purchase price which may be used to measure competitiveness for acquisition purposes.

(4) Simplified bookkeepine. Fayments are generally the same each month and are totally deductible. This follows, unless it is an automobile or pick-up truck which is restricted to M000 annually and $16,000 overall in depreciation for the life of the vehicle.

(5) Fixed interest rates. Means you save if rates go up, or, that which is unsaid, you lose if rates go down.

(6) No loss of interest income on down payment. This is true, but the cash outlay for taxes, licenses and the first and last month's payments tend to dilute the significance ofthe benefit and are not generally mentioned in the same breath.

These first six benefits broadly apply to almost any type rental agreement a dealer will encounter when leasing autos and trucks for business purposes. In the case of fork lifts and other more specialized equipment, the benefits are expanded and include numerous options financially and service-wise.

(7) Tbrms mav be spread uP to eight years to minimize cash needs of user. This probably minimizes monthly outlay, but certainly increases total out of pocket for use ofequiPment. Lease with option to buy at term end is often an available option.

(8) Investment tax credits may be passed through to lessee, or retained bv lessor to reduce monthly outlav by the user. Many things can and do happen in an eight year period and such agreements must be carefullY analyzed with this in mind before signing.

(9) Items mav be leased with full service provision. thus insuring proper maintenance. This may be good if the company is unfamiliar with the equipment, or has no capability to handle maintenance properly. If lessor's facilities are distant or someone must travel, the costcould be severe. A replacement unit may also be included in the monthly rate.

Story at a Glance

(10) Provide training on the equipment. Most often this is allowed for by the manufacturer and is available to purchaser and/or lessee equally as part ofthe cost.

(Please turn to page 52)

Not all perceived leasing benefits are valid for home center dealers... less cash outlay concept can be a fallacy economic benefit must pass numbersdrill.

Ways to make truck safety pay

ITH INSURANCE rates of all types continually rising across the board, businesses have been especially hit hard in the area oftransportationrelated coverage. Some rates have skyrocketed as much as3o0%.

Companies, if they hope to maintain or curtail further rate hikes, must demonstrate safety consciousness to their customers, clien8 and employees, as well as initiate programs and procedures that will limit their liabilities.

In addition to the obvious medical expenses, worker's compensation claims, truck repairs and costly legal liabilities, motor vehicle accidents often upset dayto-day work procedures. Ifa driver is severely injured or killed in an accident, it is estimated that the costs due to loss of productivity and replacing his/her services temporarily or permanently range from I to l0 times the direct costs.

According to the National Highway Traffrc Safety Mministration, the follorving examples of indirect costs offer a more complete picture of the full costs of motor vehicle accidents:

. Supervisor's time may be usurped in rescheduling and making special arrangements to cover the absence of the injured employee.

Story at aGlance

r Rescheduling existing staff may cause them to neglect their own tasks or perform them less efficiently.

o Overtime pay may be expected to cover the work of a missing driver.

o Temporary replacements may be necessary entailing additional administrative work and increased salary costs.

o Unique or special employees, because of their knowledge of routes and personal contacts at various destinations, are very difficult to replace. The temporary loss of such an employee can impose catastrophic costs on the emplcryer.

o Re-entry and retraining may be required for a driver returning to the job after an accident.

o Hiring a permanent replacement can cost more than hiring a temporary fillin if more extensive recruitment and additional training requirements come into play.

o Administration costs result from the necessary documentation of injuries, medical treatments. and absence for compliance with State Worker's compensation laws and other State and Federal regulations.

What can be done to improve safety?

At Tianslabor kasing Corp., we have established a set.of guidelines that may help you start or iliprove your current safety program.

(1) Enforce screening and hiring proceduresIf a company starts with good drivers, it will be less likely to have safety problems. Prerequisites that should never be ignored when hiring new driven are a mlid Class 1 state driver's license, a medical certificate and a good up-to-date Department of Motor Vehicles driving record.

When reviewing an applicant's DMV driving record. formulate a rating system that tabulates every % year. A special ' 'rating ' ' system that we developed assigns such offenses as speeding, running a red light and tailgating two points each; all other moving violations are one point each. Any total equaling five is reason for disqualification.

It is vital that all references be checked for accuracy, especially past employers. Perhaps the most important screening process is the personal interview. Much can be learned from an applicant's appearance and attitude. By establishing high expectations, from the recruitment advertisements to the final interview, you can save time and, potentially, money.

(2) Develop an employee orientation progr'amTo emphasize your concern for safety, prepare a work rules and regulations form to be signed by the emplryee. This should include dress code, care of equipment and general behavior. Make your extr)€ctations clear, as well as the ramifications for not following them. Create a file for each employee to which you can easily refer should any problems anse.

(3) Hold monthly safety meetingsBy reminding employees on a monthly basis that safety is important to the company, a higher safety consciousness amtrng drivers can be achieved.

Safety meetings also provide an ideal forum to discuss the latest trends in driver safety. Worksrs can learn from the experiences ofothers, relating accidents or close calls, and outlining their causes and what could have been done to avoid them.

Attendance should be mandatory. utilizing employee sign-ins and atten-

(Please turn to pagc 54)

Accidents cost moneyn time, efficiency safety begins with hiring good drivers,emphasizing rules and regulations incentive programs encourage safe driving ... associations, insurancecompanies,consultants can help.

Lewiston, ldaho: a port with a futurc

SEAPORT in Idaho? You've got to be kiddins! This is the reaction of most people outside of the Columbia/ Snake River System when you announce that Lewiston, Id., is a seaport.

Strange as it may seem, the city which is 465 miles inland as the river flows is a legitimate seaport with wood products as a major downstream cargo. Lewiston is one of 34 ports in the Columbia/Snake System. The waterway is the only major navigable system on the West Coast and is second only to the Mississippi River in commerce. It is considered the fastest growing system in the country according to Glenn Vanesloq research manager at the Port of Portland, Or., and coordinator of the Columbia/Snake River Marketing Group.

Historically, the first steamboat traveled the Columbia/Snake Rivers in 1846, shortly after the area was discovered by explorers Lewis and Clark in the early 1800s. Atiny,147 ton paddle wheeler named "Beaver," which was brought from London to serve the fur trade, found is way up river. During and after the gold rush in 185Q similar paddle wheel steamers continued to ply the rivers up into Idaho. Return trips were made with cargos of grain for the oceangoing ships sailing in the lorver Columbia River. A portage railway around the treacherous Cascades rapids, 150 miles from the sea and now

the site of Cascade Locks, made the trip possible.

The grain trade continued to grow and the Port of Fortland was created in 1891 to maintain a safe channel to the sea and prevent delays and groundings in the Columbia. Portland and the lower Columbia became important as a regional trading center with windjammers and steamships filling the harbor. However, paddle wheelers declined upriver, limiting use of the Snake.

Bonneville Dam and Locks were completed in 1937 to move the Columbia into a new era ofupriver navigation, but the Snake still could not be navigated by the modern tugs and barges. Almost 40 years later the last of four dams and locks was completed bringing slackwater and navieation to Idaho.

Story at a Glance

Columbia/Snake River System is the major navigable system on the West Coast... second only to Mississippiin commerce

Lewiston port is 465 miles from Pacific highways and rail link it to surrounding areas.

The completion of the Lower Granite dam in 1975 transformed the LewistonClarkston Valley into a seaport, the farthest inland of all the seaports in the hcific Northwest. Between Lewiston and the Pacific Ocean. a series of dams and locks accommodates barges with drafu up to 14 feet and load capacities of 12,000 tons.

The Fort of kwiston was established in 1958 with a comprehensive plan for development completed in 1960. Divided into Phase I and Phase II developments, the port has grown with streets, utilities and railroads necessary to provide the needed services. Phase tr provided the frcilities for loading and unloading general and containerized cargo from barges including a stiff-leg derrick. Plans call for continuing improvements including a roll on-roll off facility and a third grain terminal.

The capacity of the Columbia/Snake River System is many times greater than its present use. To insure its continued expansion and utilization, the ports located on the system formed the Columbia/ Snake River Marketing group. Although each port continues to promote itself, this group acts as a unified marketing group for the system as a whole, working to im-

(Please turn to page 57)

il h t -l c J l-'l

Shape up your moulding business with a ptoven selection of profiles.

Inred oak, ash,birch,mahogany,pine andredwood. From Higgins.

lf you are a retail lumber merchant and weren't aware that Higgins distributes a top quality line of mouldings, youcould be missing out on sales and profit opportunities.

For more information contact your nearest Higgins distribution center and ask about our retail moulding package including free catalog, moulding selection poster, samples, and custom moulding services.

Also, for the retailer who wants to build his business on customer satisfaction, Higgins offers hardwood rounds and dowels, oak and maple chopping blocks, cedar closet lining,

Finnish birch plywood handy panels, Upson board, pliant wood veneers, prefinished parquet flooring, treads, risers and much, much more.

For just how much more, please writeto J.E. Higgins Lumber Company, 1399 Ygnacio Valley Road, Walnut Creek, CA 94598 or contactone of our distribution centers listed: Bakersfield, (805) 834-0632 n Fresno, (209) 264-1771I Monterey Bay, (408) 722-7166 a Reno, Nevada, (702) 329-1653 E Sacramento, (916\ 927-2727 a Santa Maria (805) 928-8325 n Santa Rosa, (707) 527-6333 I Union Citv (S.F. Bay Area), (415) 471-4900.

Trucl<s, trucks and morc trucl€

RUCKS of all sizes, models and makes are the backbone ofevery lumber and home center traffic depart-

ment. Shown on these two pages are photos sent to us by our readers in response to our "Gotta Picture of Your

Truck?" request that appeared in recent issues.

Several oldies, but goodies, were ilrt3il

among the truck picfures submitted, such as (l) a l92l Moreland truck with a Walker Electric trailer which was used to haul lumber from the harbor to Economy Lumber Co. in Los Angeles, Ca., in 1932. (2) This 1924 diesel powered Auto car is still in activeuse at3C Trucking, Long Beach, Ca. (3) Hammond Lumber, Bellflower, Ca., uses a Model A Ford lVz ton from 1930 to advertise a truck-load sale. (4) More modern, this 1985 Peterbilt conventional tractor belongs to Kaibab Transportation, Inc., Phoenix, Az.

Story at a Glance

The marvelous diversity of trucks used by our readers to transport goods and materials to their customers ... a surprisingnumberofrestored oldies but goodies are still running ... all are rclling billboards for their firms.

International Harvester COF 9670

Cabovers with 350 Cummins Fuel Saver engines. They use a combination of Hobbs and Great Dane trailers that are all 48 ft. x 102 in. wide dry vans.

(9) This 190 Kenworth has been made into a boom truck by OK Lumber Co., Inc., Fairbanks, Ak. It is one of two booms used for delivering trusses and one of a fleet of nine semi, dump and delivery trucks used by the company. (10) International Plywood Corp., Orange, Ca., uses 1985/86 GMC Freightliner 2l ft. flatbed trucks in two tone blue with silver and blue pinstriping to deliver their product.

(ll) A green, T-600A Kenworth tractor with sleeper is combined with a 45 ft. Utility Trailer Tautliner by Lumber Products, Portland, Or. (12) Jones Wholesale Lumber, Lynwood, Ca., maintains a fleet of 12 trucks ranging from tractor trailers to pick ups and averages 67 deliveries and 1,105 miles daily.

(13) Peery Bros. Lumber Co., Inc., City of Industry, Ca., uses green and white with the corporate logo for all its trucks. (14) This yellow 1978 Peterbilt conventional, two-axle, 400 Cummins, 13 speed,24 ft. doubles, is owned by Frank Guerero Lumber Handling, Long Beach, Ca., and is frequently driven by Kathe H. Hull.

(15) The Georgia-hcific Corp. distribution center at Salinas. Ca.. uses this combination to pick up tile from two local manufacturers and deliver it to dealers. (16) A 1963 Studebaker with a diesel engine and air brakes is another old timer in the 3C fleet. (17) Product Sales Co., Orange, Ca., uses these two Peterbilts in its delivery fleet.

(5) A 197'7 Peterbilt is used by Eel River Sawmills, Fortuna, Ca., to transport lumber between mills and pull a dump bed and low boy as needed. The vehicle also is used in parades with this picture taken at the Fortuna Rodeo hrade. (6) Mullin Lumber Co., Burbank, Ca., also uses Peterbilt truck.

(? Daniel Hull Trucking, [-omita, Ca., owns this blue 1966 Peterbilt conventional, two-axle, 335 Cummins, l0 speed, 24 ft. semi and pull trailer and sub-hauls exclusively for Frank Guerero, Long Beach, Ca.

(8) WLD Trucking Co., a subsidiary of The Walled Lake Door Co.. Phoenix. Az., uses corporate colors on its fleet of

(18) Latest safety and driver comfort features are incorporated in this 1986, top of the line Kenworth with a 400 hp Cummins engine pulling a 20 ft. flat bed trailer custom built by Reliance Trailer for Fremont Forest Products, Whittier, Ca. (19) This Freightliner is used by the Weyerhaeuser Co., Thcoma, Wa., to haul straight or mixed truck loads of wood and non-wood building materials.

(20) Keller Lumber Co., Roseburg, Or., delivers lumber with this White Freightlinen (21) Peterbilt equipment is used by Roadrunner Trucking Inc., Albuquerque, N.M. (22) Skibba Lumber, Inc., Orange, Ca., has two new Freightliners, a42ft. anda20 ft. both capable of pulling a trailer, two new bobtails and a Brigadier in its fleet.

Vintage fleet attracts business for trucking firm

T HE YARD look more like a motor

I vehicle museum than a modern lumberhauling outfit. There's al9Z7 Autocar, a 1949 Ford, abig3-axle 1947 Mack truck and a smaller '32 Mack, all operational, all making daily runs.

Everyone takes a second look when a truck from the 3C Trucking Co. in Long Beach, Ca., passes by. "It's a great advertising gimmick," says Jim Cameron, co-owner of the company with his brother John. He singles out a shiny orange and black antique across the yard."That one's got a 1930s Mack cab, but a late model 220 horsepower, V-8 turbo diesel underneath." Disc brakes and an automatic

transmission have also been installed. Their collection of restored vintage trucks is equipped with new engines and maintained by in-house mechanics.

"The DMV (Depanment of Motor Vehicles) doesn't give us any trouble," Jim says. "They look at us pretty heavily and make us pass all the tests, but we keep our truck up to snuff. Sometimes they'll pull us over just to look at them. They especially like the '32 Mack."

Rebuilding old trucks is their hobby, delivering lumber with them and a fleet of more modern machinery is the business of 3C. The company is run out of a small building down on the end of Curry Street, offCherry Avenue near the bisecting freeways at the northern tip of Long Beach. The office is set on a full-acre yard housing thousands of board feet of lumber, the trucks and a spur track for unloading box cars. The 14 employees include a third "C," Jim's daughter and the bookkeeper, Shelly Cameron.

The brothers have been working together on and off for more than 40 years. John began in the timber trade as a truck driver in the 1930s. Jim's first job after World War II was unloading box cars with his brother for Alliance Lumber in Southern California in 1946. Jim left to drive truck for a large grocery chain, but teamed again with his brother in the early 1960s.

Meanwhile, John had become Partners

Story at aGlance

Restored antique trucks hauling on an everyday basis prove great advertising gimmick for the Cameron brothers changes in home building brought changes for them.

with Fritz Quirin of Fritz Quinn Trucking in Los Alamitos, Ca., staying with him until 1978 when he went into business with his brother. Their start was gradual, built on their years ofexperience and contacts and college traffic management and rate courses. Their assets at first were limitedfour operational trucks and "three that were almost junk." That has all changed. They now have l0 finelyrunning trucks and a long line of steady customers.

Most of the large lumber comPanies know of them and agree that the job will get done despite any problems that may arise. "The toughest jobs are in the hills and valleys where you can't get a truck and trailer up and around, like Laguna Hills and Hidden Hills," says Jim, referring to a pair of particularly tight, steep residential areas in Southern California.

"We might have to undo the trailer, go up and unload the truck and then come back for the trailer."

With more than 100 years of hauling lumber amassed between them, the brothers have seen the lumber business

(Please turn to page 57)

,t'Jl iiWs briduEFS

Home Depot has held a grand opening for its new $2 million, 95,506 sq. ft. home improvement ccnlcr in Oceanside, Ca.: a seconcl San Diego. Ca., area Home Depot is planncd tbr the Terra Nova Plaza. Chula Vista...

Hundynzan plans to be in a shopping center undcrconstruction in Chula Vrsta. Ca. ...BuiLder's Square will utilize 84,000 sq. ft. of converted K mar-t store in Buena Park, Ca.

Puv-N-Pac'k Stores, htc. is renowting avacant Zody's in Indio, Ca., for a homeimprovement center and garden shop. Iambernten's has submitted plans for remodeling an unoccupied Issaquah, Wa., grocery store as a home improvement store...

Litt le Gu:, LurnbeL Lakeview, Or', has moved into the former Adam's Home Center building. expanding its home decorating line and adding a modelkitchen. .O rcha rd SuppllHardv,are, San Jose, part of W. R. Grace's sale to Wir:kes Cr.rs. , plans to build as many as seven stores next year: Watsonville, Salinas, Contra Costa County, and San Mateo Counf, Ca....

Wickes Cr.rs. , Santa Monica, Ca., has acquired the 28 unit Homecrafters Warehouse chain, based in Birmingham, Al , to augment its chain of 211 lumber and building supplY stores...

{Jnion Forest Products and Union Planing Mlll, Stockton, Ca., have finished a remodeling of their offices, plus adding a complete new Paint shop. .Far lYest Fir Sales plans to start a truss operation in so. ca.

North American Plyu,oori, which has been doing business in Ca. for 30 years, is moving mid-month to a new 40000 sq. ft. warehouse in Santa Fe

Springs. Ca. .Tree Products Mun u.fhcturiil,q, Eugene. Or.. has converted its hardwood plant to custonr softwotrd rentanulacturing..

Smurfit Forest Products is the new name for Publishers Paper Co.'s saw' mills and particleboard plantsl sales remain in Lake Oswego. Or. ... Simnten Lumber Co' is doubling the size of its manufttcturing and distribution facility in Sacramento, Ca., tt'r five acres...

Bend Millv,ork o.l'CuliJbrnia \s building a replacement facility in Corona,Ca.,withAnaheim,Ca., operations slated to move into the new 70,000 sq. ft. bldg. in Nov. ...CaltJbrnia Redwrxtd Sczles, Santa Rosa, Ca., has been liquidated by co-owners H. PaLrl Herrfeldt, Jr. and JosePh Partridge...

Evrrtts Products Co., Miami. Fl. ' hrrs dlopped pluns lor prescttting its reorganization plan kr bc apprrlvccl by a L'.S. hlrrtkr-uptr'\ e(lutl. thu: lrpprrt' ently cleanng thc- way' ibr a plan prcpared by its creditot's...

Bryant Lund has purchasc-d Berkot Manufaouring Co., ./rtr:., Sun Valley. Ca., from Bcral M. Kotler who has rgtirgd (see p. 50 for story).

Builders Enporium has opened three new stores, two in Bakersfield. Ca.. and one in Redondo Beach. Ca....

Seu SIor Tintber awl Trading Co. is a new retailer in Newpotl, Or., owned by Gardner Grtce...Budget Bui lding Supltl'; has closed its Wasilla, Ak., outlct; the main Anchorage store con tinues full operations...Al Mcicr's Buildine Centers 1nc., Thconla. has opened a t-ifth store, in Graham, Wa.

Peerles.s Home hodur:rs is the new name for the Peerless Faucet Co.. a div. of Masco Corp., Chicago: Packaging will continue to crnphasize the Peerless Faucct nartlL'.

Monterey Fan Co., a Califbrnia importer, has been barred by a state judge from using the name "Hunterville" and ordered to pay darnages to Hunter Fan Co., MemPhis, Tn., as well as attomey's fees and expenses...

Clairson Internati onal, Ocala, Fl., has officially broken ground fbr its firsl western plant in Reno, Nv.; an Oct.completion date is set for the 100,000 sq. ft. factory and ware' house. ..H,-dro S1s/erus, 1nc. , North Hollywood. Ca., has added a 25$00 sq. 11. warehouse...

Pa1, 'n Pak,Kent, Wa., has reported record earnings and increased sales for the lst quarter of their FY; net earnings were 23c per share vs. 2le last vear. revenues were $105.1 million this quaiter vs. $82.7 million a year ago.-.

May contracts fbr future constructionfell back 9% to an annualized $226.3 billion, tollowing a "catchup surgc'' in April. according to Mr'Crun'-H i I l' Informat ion St's/(',ll.r...tax rclirrm jitters were blamed for the on-and-offbehavior of the huilding market...

Sales of existingsingle JamilY htvnes increased 36% inMaY in Ca., reaching their highest level in almost slx years,..

Private housing market analYsts now are forecasting starts of 1,800,000 units to 1,970,000 for all of this year' compared with last year'stotal of 1,736,000 housing stans. .economist Allen Sinai notes that "residential construction , especiall,- single fantily rrirs, should be a mainstay and driving force in the expansion"...

Housing starts in May (latest figs.) dropped J.4o/o, Pulled down bY multiple starts which fell19.4% to a 626,000 unii annual rate. ..single lamily home starts held steadY at a 1.262,000 unit annual rate...bldg. permits rose 2.8% inthe west.

GALENDAR

JULY

Black Bart Hoo-Hoo Club - July l$ annual golf tournament & BBQ Ukiah. Ca.

Dub's Ltd. - July 18, golf tournament, Meadow Golf & Country Club, Fairfax, Ca.

National Retail Hardware Association - July 20-24' national convention. Westin. Seaftle, Wa.

San Joaquin Valley Hoo-Hoo Club - July 2t annual golf & dinner, Shore Cliff Lodge, Pismo Beach, Ca.

AUGUST

Los Angeles Hoo-Hoo Club - Aug. 8, golf & dinner, Anaheim Hills. Ca.

National Wood Window & Door Association - Aug.9-lil, summer meeting, Grand Traverse Resort, Grand Traverse, Mi.

National Hardware Show - Aug. 10-14, sponsored by American Hardware Manufacturers Association, McCormick Place, Chicago.

Wood Moulding & Millwork Association - Aug. 13-15, annual meeting, Reno, Nv.

Dub's Ltd. - Aug. 15, golf tournament' San Francisco Golf & Country Club, San Francisco, Ca.

Townley Hardware Co. - Aug. l5-ll Sentry market, The Broadmoor, Colorado SPrings, Co.

Lumber Association of Southern California - Aug'21, board of directors meeting, Los Angeles, Ca.

Humboldt Hoo-Hoo Club - Lug. 22, annual golf tournament & dinner, Baywood Golf & Country Club, Eureka' Ca'

W.O.O.D., Inc. - Aug. 25, annual golf tournament' Iverness Golf Club, Englewood, Co.

SEPTEMBER

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

California Facific Southwest Hardware AssociationSept' 7-10 convention & management institute, San Francisco Hilton Hotel' San Francisco, Ca.

Hoo-Hoo International Annual Convention - Sept. 14'l& Mount Washington Hotel & Resort, Bretton Woods, N.H'

Morse Haidware Co.Sept. 15, show, Holiday Inn, Bellingham, Wa.

W.OO.D., Inc.Sept. 17, membership luncheon, Holiday Inn North' Englewood, Co.

Mountain States t umber & Building Material Dealers AssociationSept. 18, golf & dinner, Park City' Ut.

Mountain States Lumber & Building Material Dealers AssociationSept. 19, board ofdirectors meeting, Park City'IJt'

Red Cedar Shingle & Handsplit Shake Bureau - Sept. 19' annual meeting, Sea:Ibc Motor Inn, Seattle, Wa'

Dub's l-,rtd.Sept. 26, golf tournament, Santa Rosa Golf & Country Club. Santa Rosa, Ca.

American Plywood AssociationSept. 29-3Q annual meeting, Disney World's Contemporary Resort Hotel, Orlando, Fl.

Batibois International Wood Construction ExpositionSept' 30Oct. 4, Bordeaux, France.

Essex bmber Service is o new compony, focusing on cusfom resowing ond ploning services for fhe wholesole lumber community. Although slorted in eqrly '85, we hove mony yeors of lumber monufocf uring experience.

Our bosic equipmenl, locofed in Roseville, Colifornio, consisfs of o 60" Klomolh Mochine ond Locomolive Work bond mill wifh o Solem linebor infeed. Running '17 gouge sows, our kerf is o net 4/8'i This mochine is ideolly suiled fo run o lorger volume ot closer toleronces thqn lhe lighfer duty mochines commonly found in the re-mon. industry. This copqbility helps us keep our prices low. And we con run onything from k4s to lorge fimbers. Our green choin hos 9 sorfs per side. We hove two mosler lumber groders on sile to toke lumber lrom lhe resow ond/or our Newmon 68 Ploner.

Conslrucf ion in-progress includes on eleven sow oir trimrner thol will lrim behind lhe resow ond/or ploner, ond o PEJ. mochine.

To dole our services include:

n Resowi ! Plqni on pottern work)

lllqcculqle, losl lum-oround serulce. JodySonden Essex Lumber Service Div of Greenwood Forest Products, 470 Roseville Rd. (PO. Box430) Roseville. Co.95664

Sorllng Grade Slam & P.T.L. t-up charqe on planer $50.00

Timber Facing & Sizing

Custom milling prices good through December 31, 1986

6 x 6 - 10"

6 x 12 -14"

18/M. 22/M22M* 25M.

r Price on rough lacing or sizing to include $35 charge/set-up

Timber Ripping 4x4-12"-$15.00 6x6-12"-$18.00

o Price/MBF, T&T Lots, R/L Tallies

oIncomingstock to includetally

o Stock insuranceavailable upon request, however,customer is responsible for insuranceon own stock, unless otherwisespecified.

o Terms: Net 10 days ADI

oMemberCalif.Lumber Inspection Service

This is q service qnd produclion orienled compqny. We do nol wholesqle lumber, ond lhe confidentiqlity ofyour qccounls will be prolecled.

HOME GELNTER MERGffiANT

This is the first of a t wo part discussion of communication skills by columnist Bill Fishman. The concluding segment will appear in next month's issue-ed.

I wAS INTRODUCED to Nanry Stern last I yearjust after she completed a training course for top and middle management executives at Handyman. That chain utilizes videotape to get important front office messages delivered throughout the chain. Subjects such as an address by the company president or a merchandiser presenting the features and benefits of a product line are dramatically videotaped and viewed by all the store personnel.

Nanry Stem, who is president of Communications Plus, San Diego, was retained to give

the Handyman executives communication guidance to make the periodic tapings more dynamic and more effective. I was impressed enough with results to invite her to conduct a seminar on communication at the Home Center Show and to work with the other panelists to give more impact. The audience rated her session as one ofthe best.

Here are Nancy Stern's views on achieving excellence through effective communication.

Getting your message across effectively is the single most important activity in your life. Understanding how the communication process works will help you to avoid those dreaded breakdowns which can cause anxiety. loss of income, and wasted trme.

Communication is the transfer of meaning. There is a sender and a receiver and each has attitudes, knowledge, experiences, skills, perceptions, style and culture. Because no two people are identical, the probability ofperfect communication is zero. Therefore. the sender must orient himself to the receiver without making assumptions. Once the sender has

decided what he wants to communicate, he must encode his message. Messages are composed of verbal and non-verbal language. Ninety three percent is non-verbal. It's notjust what you say; it's how you say it that can make or break your message.

The tone, pitch, volume and rate of your voice; your posture, facial expressions, appearance and gestures can prevent your message from getting through to your listener. Also, be sensitive to eye-contact; you have greater possibility for communication breakdown when you do not look directly at your listener.

Once your message is transmitted to the receiver through the senses using verbal and non-verbal language, the receiver decodes and delivers some sort of feedback (a response to the message; a nod ofthe head etc.). Ifthe receiver responds with another "full" message, he becomes the sender and the process repeats itself. Remember. communication is a two-way process and both the sender and receiver are responsible for its outcome.

If you want to develop stronger powers of communication, start by establishing high expectations ofyourself. People who are most adept at getting their message across are usually those with plenry of self-confidence and the ability to make others feel good about themselves, too. The following tips wiJl help you to be a more effective communicator whether you are in the sending or receiving role:

(Continued next month)

Canadian Tariff Update

In retaliation for a35% ariff imposed by the United States on cedar shakes and shingles imported from Canada, the Canadian government has established new import restrictions on books, computers and semiconductors manufuctured in the U.S.

In this country lumber dealers are having to deal with the rising cost of cedar shingles and shakes purchased from Canada. The general feeling in the industry is that the tariffis not helping anyone since the price increase will be passed on to the customer who is expected to resist further price hikes. Concern also has been expressed over the limited supply of cedar available in the U.S.

Although Washington has not agreed to retract the tariffs on the $156.8 million importation of Canadian shakes and shingles, offrcials in both countries are said to be downplaying the dispute in an effort to keep trade frictions under control. While U.S. lumber producers are angry over the importation of Canadian lumber products, the public in general is not unhappy. A Wall Street Journal-NBC News poll last fall revealed !7% thought the U.S. should limit imports from Canada as compared to70% favoring restricting Japanese imports.

Additionally, the U.S. International Trade Commission voted unanimously in late June that Canadian softwood lumber imports are undercutting U.S. sales and causing injury to U.S. lumber producers. The preliminary decision could lead to stiff duties on future imports.

The ITC vote was a clear victory for the Coalition for Fair Lumber Imports, which filed the suit. The industry group seeks to impose duties of up to77 % on Canadian lumber imports.

According to U.S. trade law, the case now moves to the U.S. Department of Commerce. The department has until Oct. 16 to reach a finding on how many dollars of damage U.S. lumber producers have suffered. If Commerce should uphold the subsidy claim, the case would then go back to the ITC for a final determination as well as the Dossibilitv of a duty being levied.

Households Outgpw Fopulation

The growth rate of households is outpacing that ofthe population. According to U.S. Census Bureau estimates, the number of households grew by nearly 9% in the 1980-85 period while the population rose by only 5%.

Wise M"q fu;t Argue Causes

EhV it happened is after the fact. The principals of profitable organizations look for "reasons why," not to debate them, but to profit from them.

Qlertain economic laws are ever constant.

fr sell right one must buy right." "lnventory becomes prof it onlywhenexchanged forcurrency." "The faster the turnover', the greater the profit."

flparly everyone in business knows these truisms. The problem is that it takes time, energy, and constant attention in order to practise them.

!brr Mallco representative is trained to do much to create sales - profitable sales foryou. lt's second nature for him to keep you abreast of the market, to check your inventory and keep you posted as to what is moving and what needs to be moved. He knows that having toomuch in stock is as unprofitable as not having enough.

ilris t<inO of attention to your business is the base for Mallco's successful forty year history, and the reason why many of our customers have been with us most of our forty years.

ff yo, aren'toneof the above, isn't ittime you got the Mallco treatment? Not special treatment. Just plain, good, old fashioned PROFITABLE treatment.

llur phonenumbers are below. The right time to call us is right now.

Canfor Restructuring ComPlete

Canfor U.S.A. Corp. has completed a major restructuring in an effort to become "a leaner, more manageable company," according to Dennis R. Huston, president. During the past year the firm has closed, sold or down-sized its Arizona, Southern California and Idaho divisions.

Although the Canfor work force has been cut to 310 from 450 in 1984, sales are still projected to be $148 million in 1986 compared to $150 million in 1984.

Canfor U.S.A. currently operates and plans to continue in Woodland, Ca.; Albany, Or.;Meridian, Id.; Halstead, Ks.; Fort Worth. Tx.. and Bedford, N.H.

Vinyl-Wrop Wood

...DG Lykewood..Celuko...Hylyte...Selectwood..Jileboord..Jrimline Prefi nished wood...Architecturo I Embossed Mou ldi ngs & EositrimPre-Cut Ceiling Corners.-

Spi nd les... posts...Sto i r Ports...Em bossed wood ornoments,red ook plote ond go I ley ro i l...color-coded bi rch dowels... Pre-f i n ished o nO u nli nl5hecl

SheM n g. -Bro ckels.. Corbe ls.

the past, rcsponsive to the members' needs. We thirrk uc cun hc e\cn mrrrc rc\pon\ive now

As thc old sayinl gocsthe latch string is out. So come by fbr a visit when yru arc in the ncighborhood. Thc nov address has already bccn listedl our rcw phone is (818) 965 ,1344. Sce vou srxrn.

GARDNER executive vice S President

I N VAV we talkecl about clcaning up I painting. rcnrodeling. and all thc spring tinrc rituals.

It's lirnny how all that sounds good tirr sonrconc elsc to do. but the nressagc docsn't secnr to stick at honrc. On Junc 3. thc Luntber Association ol' Southern Calitbrnia nroved tronr l9l5 Bcvcriy Blvd.. Los Angclcs. to 17890 Castleton St.. City ol lndustry. Thc rnor,c madc us painlully awarc that long ago ,."c should havc becn doing a little cleaning ol our own housc.

What an accumulation of'old pioccs of paper that cvcn thc IRS uouldn't have bcen intcrcsted in. The movc was onc of the bcst things that could havc happcned. \!'c rcalizcd that things had collcctcd far bcyond our wildest drearns. In sorting out thc me ss wc couldn't hclp but ask. "Whf in thc world did I savc that'?" And cach tinre the qucstion went unanswercd. 'l'hc itcrr that was of great inrpon last llonth or last ycar, or longcr ago. had bccomc fucl tbr thc paper recyclcrs.

Somc time ago u.e had thc lbrcsight to rnakc up a master mailing list and print labcls as nccdcd. Prior to that wc uscd an addrcssograph nrachinc conrplete u,ith nrctal plates. Thc purvcyors ofthis typc o1'cquiprnent suggested that it bcjunkcd. So it *'as.

All the association billing was done on thc NCR billing nrachine that had becn acquired lrom one of thc members as hc switched ovcr to a computcr. The machine had bcconrc so noisy that the OSHA noisc levcl u.as alniost ercecded. That too was discardcd.

Alicr about nrid Junc the assocratlon ntastcr nrailing list and allthc billing will bc cione by computer. Finding a program lirr an association thc sizc of LASC was not casy. but then nothins \\()rth $'hilc cvcr is.

By tctting rid of a ltx ol'antiquated equipnrcnt and outdatcd matcrial we find wc nccd lcss space than once was nccessar\'. This has cnabled us to move into a l'irst class officc building at an aflirrdablc pricc levcl. Wc don't have to worrv about having cars stolen ur brokcn into rn thc parking lot. or have "Manny the Muggcr" grect us at thc door whcn u.e leavc in the cvcning.

LASC will be in the futurc. as it has been in

FOUR time recipient of the salesman 0f the year award, Bruce Gielen is a14year member 0f the Virginia Hardwood Co.'s sales staff. He previously won the award in 1984. 1982 and 1978. Located in Monrovra, Ca., Virginia Hardwood, the largest hardwood f looring wholesale distributor in the Western United States, has been honoring its top sales personnel in this fashion for 13 consecutrve vears.

Ways to keep a litt truck alive and well

HE COST of a new lifttruck starts

Ibut doesn't endwith the price tag. After-purchase expenses, including routine maintenance and servicing, parts replacement and equipment downtime, are often more important than acquisition cost in determining the total cost and productivity.

You can increase the cost-effectiveness ofyour material handling operations by controlling cost variables, particularly the quality and dependability of the lift truck selected and the amount of time and money spent on its maintenance. Purchasing high quality, dependable equipment provides a headstart on controlling operating expenses, but, keeping that equipment operating at peak performance, requires servicing on a regularlyscheduled basis.

A carefully planned and implemented maintenance program can reduce machine operating costs, increase the equipment's life, boost material handling productivity and efficiency and improve yourbottom line.

Your lift truck maintenance program should include maintenance such as adjustments, lubrications, inspections and

cleaning performed on a planned schedule.

Your equipment dealer should be able to help you set up a maintenance program that makes the most of your equipment's capabilities, and keeps it running smoothly and efficiently. Most industrial truck dealers offer their customers a comprehensive after-purchase program.

A well-planned periodic maintenance program should include clearly defined objectives, identification of cost variables, strategies for reducing downtime, main-

Story at a Glance

How to avoid lift truck downtime with proper maintenance ... schedule service before it is needed... define objectives keep carefulrecords analyze needs ... evaluate costs train personnel ... guidelines are available.

tenance and repair records, and periodic maintenance.

Your maintenance program objectives will probably include:

o increasing lift truck efficiency and productivity,

r minimizing equipment downtime,

o identifying failure trends,

o assigning priorities to repairs, based on how essential the piece of equipment is to your overall operationsnot how simple the repair is to make,

r completing repairs and servicing on time, and

o establishing a program ofcontinued training and evaluation of equipment operators and maintenance personnel. When identiSing your lift truck maintenance targets, you will need to consider the number of units you have and the function each performs in your operation, the type of vehicles, the manufacturers, the age ofeach piece ofequipment, the severity of the application and the hours of usage per vehicle. Maintenance requirements will vary from model to model, and from brand to brand. Harsh operating environments demand more comprehensive maintenance measures. Each of these variables will influence the schedule and the cost of your maintenance program. Careful recordkeeping is essential. By analyzing your maintenance history you can identify problematic trends and failure patterns. This analysis may indicate the needto make broad sweeping changes in your maintenance program, or simply alert you to when specific parts are likely to need replacement. Maintenance records may indicate the need to:

. modify maintenance practices or schedules,

o choose a lift truck model that more appropriately meets requirements, or trainyour lift truck operators or mechanics to improve the efficiency and service of your lift truck fleet.

(Please turn to Page j0)

CAREFULLY planned and implemented periodic maintenance can reduce lift truck operating costs, increase the equipment's life, boost material handling productivity and improve your bottom line.

UwHoTESALE J7 I-,UMBERCO.

SPECI4P,ISTIX"G-TIJ-,B^RRWOO

CONSTRUCTION HEART ROUGH

1 x4, 1 x6, 1 x8, 1 x1 2

2x4, 2x6, 2x8, 2x12

3x6,3x8,3x12

4x4, 4x6, 4x8, 4x12

6x6, 6x8, 6x'12

CONSTRUCTION COMMON ROUGH

1x4,1x6, 1x8,1x12

2x4, 2x6,2x8,2x12

1x6 Dog Ear Fencing

4x4 - 8' Post Grade

CONSTRUCTION HEART S4S

2x4, 2x6, 2x8, 2x12 4x4

DECKING S4S

2x4 Clear A

2x6 Facia

2x6 "8" Kiln Dry

PATTERN STOCK

1/2" x4", 1/2" x6" Beveled

%"x8" Beveled

1xO Pattern 2'l 1 R

1x8 Pattern 212R

CLEAR HEART S4S KD

1x4, 1x6, 1x8,1x12

2x4, 2x6, 2x8, 2x1O, 2x1 2 4x4

CLEAR AYE S4S KD

1x6, 1x8, 1x'l2

2x2, 2x4, 2x6, 2x8, 2x1 2

2x8 Beveled Sill

4/4 x8" Rough

COMPLETE LINE OF THE FOLLOWING:

PRESSURE TREATED LUMBER & PLYWOODIn the following Treatments:

FIRE RETARDANT "PYRESOTE" & EXTERIOR: MiFL-19140E Type 1 & 2, U.L. Labeled

CZQ .45 pcf "Mudsill": AWPB LP-2; CZC .60 pcf ground contact

ACA - CHEMONITE Ammoniacal Gopper Arsenate .60 pcf AWPB FDN, LP-22, AWPA C-18

PENTACHLOROPHENOL: Penta-Dow, Penta-Oil per AWPA C-18

CREOSOTE: per AWPA C-l8, AWPB MP-2, AWPB-MLP

DUAL TREATMENT: ACA & CREOSOTE per AWPB-MLP & AWPA C-18

POWER POLES:6xG #1 D.F. Rgh .60 pcf ACA- 24'lengths

Certificates of Treatments Provided

PINE: DIAMOND & ROSEBURG STOCK

C & BTR Sugar Pine: 1 x6, 1 x8, 1 x1 2

#2T&G:1x6,1x8

#3 Shiplap: 1x6, 1x8

Pattern #792: 1x12 WP 2 & 4 #2 Com S4S: 1 x4 thru 1x12.2x12

#3 Com Sugar Pine S4S 1x4 thru 1x1 2

#4 Com S4S 1x'l 2

MASONITE:

Duolux YB" &Y4"

Flametest Fire Retardant Paneling

Flametest Sidings & Hardboard

CLEAR VG DOUG FIR S4S KD

PALCO STOCK

1 x4, 1 x6, 1 x8, 1 x1 0, 1 x1 2

1x4T&GFlooring

5/14 x 12 Stepping

2x4, 2x6, 2x8, 2x1 O, 2x1 2

4x4

#1 DOUG FIR ROUGHT

2x2,2x4,2x6,2x12

3x3, 3x6, 3x8, 3x1 2

4x6, 4x8,4x12

(2r3) s67-1301 (7r4) e72-Ore6

JONES WHOLESALE LUMBER COMPANY

10761 So. Alameda, Lynwood, CA 90262

7:O0 a.m. - 4:30 p.m.

t'

OPERAIING OPPORTUNITIES

NCE A YEAR ttris periodical dwotes an entire issue to the subiect oftransportation. This is the month it happens.

The most visual transportation related event occurring since last year has been the reduction in energy costs. Pump prices of regular gasoline have settled around 70C a gallon in Texas, Oklahoma and Louisiana where America's major oil production occurs. This is a sharp decrease of some 30% to 35Vo inthe first halfofthe calendar year. Economists are ecstatic and government analysts are likening the change to a substantial tax reduction.

Optimism is rampant for a major upswing h the Gross National Product. Unfortunately, such sunshine breeds complacency. Let's put fuel cost reduction into its real context for the dealer who delivers.

In the most effective delivery operations we have encountered, about 12 % ofthe total cost is in fuel. The least eflective operations expend about 8% for fuel. (The better performers have their truck on the road delivering more loads more often than the pooreroperators, hence the difference.)

While fuel is not the most significant cost of making deliveries, any 3O% to 35% reduction tends to bring on a sort ofeuphoria about managing the costly delivery activity (as much as25% ofdaily operating expense). A 30% reduction of say lO% is 3 % oftotal costs. If your cost is 8% ofdelivered sales, the overall benefit is .24% Most of us spill more than this just opening our doors.

The serious costs occur not in fuel use, but in operations. Here is a list ofnine check points with explanations of why you will find them significant.

(D FIRST OUT: Give each driver a time card to punch each morning when he leaves on his first trip. The difference between Starting Time and First Out should be 15 to 20 minutes. (We find the norm is I to l'lz hours.)

(2) TNPS: lrt the drivers keep the time card and punch it each time they leave the yard on a trip during the day. Four trips per day, in a 30 mile trading area, is very doable. (The norm we find is two trips daily.)

a trip. Turn Time should average 15 to 20 minutes. (The norm we find is ltlz to 2 hours.)

(4) STOPS: Count the number of deliveries made daily. They should average three per trip per driver. (The norm we find is 1.50 per trip.)

(5) TIME AWAY: Using the same time cards, compute how long each driver is out ofthe yard making deliveries. The more time away the better ifdriver is averaging 25 mph. (The norm we find, depending upon equipment, ranges from 16 mph to 23 mph.) Nominally, every increase of one mile per hour reduces Time Away by 15 minutes for each driver.

(6) MILES DRIVEN: Totals taken from the odometers daily show how many miles are driven. The total number of stops divided into it gives average miles per delivery. It should average about l0 miles per delivery. (The norm we find is 20 miles plus.)

(7) VALUE OF DELMRY: Not everyone prices before materials leave the yard. Ifyou don't, you should. It takes approximately nine deliveries to provide a complete house package. Divide the sale price ofthe average house package in your area by nine. Ifit is $12,000 your average stop value is $1333.33. (The norm we find is under $600.)

(8) LAST IN: Again from the time cards, compare the "Last In" on it with the time the driver goes home for the day. It should be about 30 minutes after returning from the last trip. (The norm we find is about 5 minutes.)

(9) REFUELING. MAINTENANCESPOTTING: After the last trip and before leaving the yard, the driver should refuel, do preventive maintenance and spot the truck for loading. In addition, he may turn in time cards and mileage. As a prelude to going home, this will get done at a rate not achievable at any other time of the day. (The norm we find is that it is not being done daily and often times not done even weekly, ifever.)

(3) TURNS: With the same time card, ask the drivers to punch in each time they retum from

Employing any one ofthe above practices will generate many times the savings apparent in the current worldwide fuel glut. Call or write if you have doubts. questions or somethine to add.

S IF the lumber dealer didn't already have enough insurance problems with the liability crisis, Congress is hammering you again. Two bills, one which has taken effect and another that is proposed, can't receive enough mention.

The frnt, aptly refened to as COBRA, is the one you will have to deal with for sure. The Consolidated Omnibus Reconciliation Act of 1985 requires employers of 20 or more who sponsor medical expense benefit plans to allorv certain individuals to continue their insurance beyond the date on which it would normally terTnrnate.

The individuals affected are :

(l) The spouse and children upon the death of the covered employee.

(2) The spouse, upon divorce or legal separation from the employee.

(3) The spouse and children of Medicare eligible employees when the employee

ceases to participate in the employersponsored plan.

(4) Dependent children when they cease to be a dependent child under the definition of the poliry.

These classes ofpeople can continue insurance up to 36 months.

In addition, employees and their dependents are eligible to continue their insurance for up to 18 months when terminated or if a reduction in hours worked terminates their insurance.

The insurance provided must be identical to that provided under the company plan, at a premium not to exceed 102 % of that of the company plan.

There are notification requirements, etc., that should be available from your carrier. The requirements go into effect on your anniversary dato of entering your plan of July I , 1986, or later. Ifyour carrier or insurance trust has not provided you with full information on COBRA and you employ 20 or more, you should contact them immediately.

Our friends in D.C. slipped that one by us. We have an opportunity to not let them do it to us asain. "The Parental and Medical Leave

Act of 1986" lurk behind the title of HR 4300 andS2T78 in the U.S. House of Representatives and Senate. Ifpassed into law this bill would require employers of 5 or more employees to:

o Grant l8 week ofunpaid parental leave (both parents) within any 2 year period.

. Grant 26 weeks of unpaid disability leave within any one year period.

. Guarantee reemployment to the same or similar position for the leave-taker.

o Continue health benefis (presumably all health-related benefits) during "leave." (While this latter requirement would start out as employee-paid continuation, the Bill specifically calls for a Commission to be established to "implement" employer-payment.)

In the House, HR 4300 is sponsored I Rep. Bill Clay (D-Mo.) who is chairman of the House Subcommittee on l,abor-Management Relations, to which this bill has been referred. In the Senate, S 2?8 is sponsored by Senator Chris Dodd (D-Ct.), who is on the Senate Education and Labor Committee to whom this is referred for action.

Since there is a large group ofbi-partisan cosponsors for the House bill it could pass quickly and go to the Senate with a lot of pressure to pass. It could even sneak into some larger billing racing through, as benefit bills often do. We urge you to immediately let your Congress people and Senators know how you feel about the govemment legislating benefits packages.

Lift Truck Maintenance

(Continued from page 26)

By analyzing your maintenance records, you can quickly and accurately assess the condition ofyour lift truck's drive train, hydraulic system, transmission, brakes, etc., then use that information to design your periodic maintenance program. You'll know when to add or change hydraulic fluid, change the filters, add or change oil.

Uptodate maintenance records are an essential for tracking maintenance activities and scheduling, detecting trends of equipment problems, and identifoing cost variables. Ifyour fleet includes trucks from several different manufacturers, you'll be able to identiff which lift trucks are dependable and which are not, which trucks require the least maintenance and which require the most.

Maintenance records need not be complex, but they should be comprehensive. Each lift truck should have an individual maintenance history to accommodate the different servicing needs and costs ofeach truck. Develop a system. For each truck, your maintenance record should include:

o the truck model, manufacturer, type, and age,

o the type of application for which it is most frequently used, and how essential it is to your overall operation, the types of repairs or services performed,

o when repairs are performed, including labor time required,

o the cost ofthe repair or replacement, including materials used and labor expenses,

. any part failure, including type of fuilure, when it occurred, and remedial action required.

Maintenance records should note routine servicing, such as filterchanges, as well as parts replacement. They can be updated daily, weekly or monthly, according to your needs. The important consideration is that the records include all necessary information, are accurate, and are up-to-date.

Another factor to consider when evaluating your maintenance program is your staff. Do you have technically trained mechanics to efficiently service your equipment? It is essential that the people responsible for fleet maintenance be welltrained in maintenance procedures, and understand the critical nature ofequipment maintenance as well as the cost variables involved. Youmaywant to implement a formal service or operator training program, or to consult your local equipment dealer for training and maintenance expertise.

Merlo Addrcsses Club

Harry A. Merlo, chairman and president of Louisiana Facific, spoke on various industry topics to a recent meeting of the Black Bart Hoo-Hoo Club held in Redwood Valley (Ukiah), Ca. The club is a fraternal order of lumbeffnen.

Relating back to his early life growing up near a Northern California sawmill, Merlo cited a number of changes in the production and marketing of wood products in the ensuing years.

Noting the competitiveness of current markets, Merlo said that L-P was committed to producing affordable products. He noted that Louisiana-Pacific had become the nation's largest producer of Waferwood in response to market demands for a more affordable structural panel.

Commenting on the massive imports of Canadian lumber, he took no sides, saying only that the imports kept the situation competitive in this country.

In other business at the meeting, longtime L-P employee Del Cole was awarded a life membership in Hoo-Hoo by the host club. Nearly 100 persons were present at - the meeting.

Arizona association's 65th annual convention

331 ET NOTHING keep you from b successno excuses. just get thejob done," stressed head football coach John Cooper of Arizona State University, the first ofa baker's dozen of excellent speakers at the 65th annual convention of the Arizona Lumber& Builders Supply Association.

In running a business, the desire to be Number One is vital, as are good people who are goal oriented and will sacrifice to reach their goals, the coach emphasized.

Story at a Glance

Information packed convention program featured 13 speakers on industry topics...rest of '86 seen as favorable...Ray Lopp electedpresident...next year's meeting: Tucson, May 13-17, 1987.

The next speaker at the May 7-10 meeting was economist Ken Ross who forecast a3.4% population growth for Arizona this yeaq with most of the increase in the Phoenix and Tucson metro areas. Within the state. single famiJy home construction will be strong, while building of multiples will be soft in some areas. Retail sales will be up, tourism will remain strong; only agriculture and mining are weak spots, he said. No recession is in sight and '86 will be mostly a replay of the previous year, he

concl udcd.

Ncxt up was thc current president ofthe National Lumber and Building Matcrial Dcalcrs Association. with which ALBSA is tbderated. who revicwed the activitics ol- ' 'National' ' in legislation and othcr areas.

Insurancenran R.L. "Bob" Bakcr. v.p.. Lumbermcn's Undcrwriting All i ance. admitted that thc insr.rrarrcc cur.rrpanics bear sontc rcsponsibilin, lirr thc cLlrrent crisis in insurancc. hut that thc rcul (JU\c i\ ()Llr (()ut'l rr:tertt's injrtrr awards. Hc urgcd thc lurnbcrnrcn to dcmand krrt relbrnr rn thc.ludicial svstell to

linrit crccssivc.jucltcnrcnts ancl exorbitant attornc\'s l.;cs.

Blkcr warnccl that insurance ratcs will continuc tu risc as lcss cor,crage is availahlc and nlrrc rcstrictivc lirrms are put in placc. Watch lirr rl<tre insurance contpanics to ro bankrupt. hc said.

Thc firllow,ing speaker i'uas Bob Scott. prcsiclcnt of thc Arizona Enrplover's Council. who idcntifled scx discrinrination. wron-[ful dischargc. safltr and hcalth as problent arcas entplorcrs lnLlst rnonitor closely. Courts arc incrcasinslv

(l'l<'usc turrt to pu17t.il)

ASS0CIATION'S E J. Johnson (1) and coach

John Cooper. (2) Jim Killen Ray Lopp (3) Pete Corpstein, Ray Wells. (4) Mike 0'Malley, John Gaskrn.(5) John Halter Bob & Ellie Severson (6) Dan & Sallie Dutton fi) Ron Eilert, Linda Ulvedal. BillGordon (8) Bob Ramsey, Dave Mason. (9) Bob England, Nelson Sembach (10) Scott Sievert, Jeanine Kenyon (11) Art Wagne[ Duncan Hossack. Peggy Foster. (12) Randee Hossack. Renee Hurd, lrene Wagner (13) Don Fick Jr: Bob IVullen. Dick Doran. (14) Pat & Jack Francis, Steve Garrison. Charlie Elliott (15) Ed & Alma Biedel, Lisa Brooks. (16) Steve Barlow. Rose & Gene Giesie. (17) Randy Ingersoll, Frank Stewart (18) Pete Sieberl.

4[lz91{A!s (1) BillGalis, Ray Lopp. (2)Mark O'Malley, PaulGalbffi. (3) Dick Passad[4, Jimmy Galbraith lll, Dick Wood. (4) Breni & John !ullq4. (5) Woody Clark, DeanCootey, AtSriils, Bnd Hatch. (6) Starc Snarely, Jim Stdmrt, John Grpri. fl) Jesse Pnnrcncio, Chuck Bames lll. hul Anderson. (8) Tim Spellman, Rich Gonsahres. {g) Nancy Ramsey, Tess Siebert. tt0) Ed Riedet, Eirl Nierman. (11) Jay Johnson, Geiry Holmstrom, Frank Jablonsky, Everett Glaud, Hal Huff. fl2) Tom Marrin, Rich Bilby, EmitRomero. (19) Sam Qr4rylSr.a Jr-(14J LeRqB a Laura 0tbon. 1tS) Carl& Charlotte McElrath, and coach Frank t<u-sh.

(Continued from page 33)

siding with employees against employers in lawsuits in these areas. "If you are not a good employer," he counseled,'.you'll face.lawsuits that you probably won't wln.

The keynote address was given May 9th at the big luncheon by J.C. .Timmy" Galbraith III, v.p., Foxworth-Galbraith Lumber Co., Dallas, Tx. Speaking extemporaneously, he criticized the industry approach ofseeking market share instead of profit. "Selling price," he stressed, ..is a dead end street. It's the easiest, laziest and dumbest and 8 out of l0 retailers do it. Even though only lO% of all buyers are price-only buyers."

He said dealers must be customer oriented, diflerent fiom their competition and must earn and maintain a reputation as having the best inventory in town. "Competing with service is the toughest kind of business," Galbraith noted. ..but it is also the most rewarding." He observed that many stores carry excessive inventory and have too many skus (stock keeping units). More inventory alone won't help the bottom line, quality of

management and personnel is the answer to profit, he added.

Galbraith described adequate capitalization as among the industry's most pressing problems.

Next day, the business program kicked offwith a presentation by Frank Stewart, Western Wood Products Association, and Randy Ingersoll, American Plywood

Association, on a new Arizona program promoting the Plenwood system in home building. For retailers it can mean 2,500 bd. ft. more of lumber sold for each house job as well as an additional lf00 sq. ft of structural panels. Stewart and Ingersoll both described the features of a

(Please turn to page 36 )

WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS. COATING ALL 4 SIDES OF DfiERIOR SIDING AND DIMENSIONALTRIM. PLUS ,I COAT APPLICATION ON ALLSIZES OF PLWVOOD. ENCLOSED WAREHOUSE FACILIW.

ARIZONA CONVENTION

(Corttinued Jrorn Page 35 )

new western promotion for Plenwood that is kicking offin the Phoenix metropolitan market.

R.L. "Rick" Dawe, a sPeaker from the Southern Pacific Railroad, then brought the Arizona lumbermen up to speed-on the current sate ofrail deregulation and the in-process merger of the SP and the Santa Fe Railway. He said SP's philosophy included spot market pricing ind that it will have a simplifying effect upon the forest products industry He said the railroad was working hard on cost control so that their pricing would remain competitive with other lines and forms of transportation.

Arizona State Senator Pete Corpstein, a former lumber dealer, reported on liability and tort reform in the state legislature. He said the legal profession was fighting against it as it threatened their business. He said they are concerned with their own self-interest, not justice. Frivolous lawsuits and excessivejury and court damage awards hurt the economy and our entire society, the lawmaker said.

The next speaker to talk to the ALBSA members was the controversial Frank

Kush, the former coach of the Arizona State University football team and the current head coach of the Arizona Outlaws of the United States Football lrague. He related his experiences in coaching and in recruiting players. In all business' the coach remarked, quality people are essential.

In pro football, he observed, the level ofplay and the excellence ofthe player is far above the college level' He noted that "the bulk of the agents in football at both levels are looking out for themselves' not the players."

Later that same daY, at the Ladies Luncheon, DeAnne Anderson Shelley, a genealogy instructor at the local Mormon library, presented a primer on how to trace your ancestors and the tools needed to do the job. She noted that their computer was linked to the computer banks in Salt Lake City that store the genealogical records maintained bY the Mormon Church, believed to be the most extensive in number in the world.

The concluding speaker was Congressman John McCain II, fresh from working in a community project and still dressed in his kvis and a short-sleeved shirt. The popular Republican described some of ihe legal decisions regarding liability insurance as "ludicrous and outrageous,"

noting that it "costs all of us."

He said the new Gramm Rudman law had some negatives for this industry, such as fewer incentives for commercial and industrial construction, but that the "tax and borrow" costs of government must be slowed.

The Congressman said that aid to the Contras in Nicaragua was essential to prevent a "Marxist/Leninist nation in our bwn hemisphere from spreading revolution." He said that public understanding ofthe threat from the Sandinista government in the U.S. was lorp and needed to be raised.

The well run convention also featured a popular selection ofgolf, tennis and ioiial eu"nts, including the popular Wholesaler's Extravaganza which featured prize drawings. The free trip on the Lake Fowell houseboat was won by Gene Giesie and the weekend San Diego' Ca', yacht trip was won by Ken Higgins. Both men work for Capial Lumber Co., Phoenix. Judy and Brent Mullen, Southwest Hardwood Co., Phoenix, won a weekend ofhouseboating on Lake Powell.

Elected the new president for 1986-1987 was Ray Lopp; lst v.p., Michael O'Malley; 2nd v.P., Dave RunYon, andtreas', John Gaskin. Immediate past president is (Please turn to Page 62)

Trucking In The1930s

People break into the lumber business in various ways. For retired lumberman Harl D. Crockett, it meant creating a job for himself in the Depression year of 1932. There were no jobs; he had to create his own.

His business brainstorm was hauling lumber. He got his equipment from a truck wrecking firm to which his family was renting. Not so unusually, the company couldn't pay the rent. Crockett took it out in trade: a l92l Moreland truck for $150 credit and a trailer for another $150.

The truck had been used by Pacific Wood Products in Glendale, Ca., while the trailer was a Walker Electric that had been used by the Adohr Creamery Co. So he could stack lumber, Crockett had the wrecking company convert the trailer to a flat bed by cutting offthe dairy racks on top and attaching a steering tongue up front.

The l4-inch tires on the truck and trailer were solid rubber heat treated onto the wheels. They weren't pneumatic; there was no air. Thus. he could haul the limit for a two-axle rig.

"I used this outfit to haul lumber from the Los Angeles harbor about 20 miles to a yard on Florence Avenue," recalls Crockett. "The backer was Georse Walk-

er, a cargo wholesaler. He had all this lumber at the harbor and no way to move it. This yard was vacant, so we brought all the lumber there and started a lumber yard. It became the Economy Lumber Co."

"The rate was $l per thousand," he continued. "Six thousand was a full load, $6. Gas was lOQ a gallon. Oil about lOC a quart. However I was beat down to 80Q a thousand." Work in that era came in on a take-it-orleave-it basis, when there was work to be found.

Normally, Crockett could make two trips a day. Three runs was really pushing it. He would have to be at the harbor

when it opened at 9 a.m., load up, get to the yard, and have everything unloaded before noon.

The 20-mile run from the docks to the yard wasn't what it would be now. He would load and tie down the boards himselfand drive today's equivalent ofinferior side streets that served as early Southern California boulevards. The freeways had yet to be built.

"The only route was Alameda Street," Crockett says. "But back then there were practically no cross streets at all. So you'd move right along. The speed limit for solid tire trucks was 12 mph. But I'd (Please turn to page 57)

PERSONATS

Todd Brewer, a salesman at Lumbermen's, Redmond. riia., has been elected June Employee of the Month I his co-workers.

W. Grifrin King has been promoted to Facific Coast regional sales mgr. for Dela Inbrnational Machinery CorP.

Randy F\rlks is new to sales at Inland Lumber Co.'s Dublin, Ca., office, according to Creighton Anfinson.

Dwight Curran, DMK-Pacific, Fremont, Ca., has been in Medford and Eugene, Or., on business.

Bill Weber is the new sales mgr. at Redding Lumber Transport, Redding, Ca., according to Al Shufelberger.

Jim Hackett, v.p. and sec., American Plywood Association, Thcoma, Wa., has retired after 30 years with the APA.

Robert D Drumm has been named exec. v.p. of United Building Centen, a mid-west and Rocky Mountain subsidiary of Lanoga Corp., Seattle, Wa., according to Daryl Nagel, UBC pres.

Larry Grabe has joined sales at Snavely Forest Products, Phoenix, Az. Bossman

Steve Snavely and his wife, hggt' are the proud parents oftheir 3rd child: Eric Breen, 8 lbs., born June 2O 1986.

Dick Johnson, sales mgr., MichiganCalifornia Lumber Co., Camino, Ca. , is doubling as a fi-anchised dealer for No. Ca. of Amazon Steel Yachts, Vancouver, BC. He bought one himself and sailed from Vancouver, BC., Canada, to San Francisco, Ca.

Reg Justus, Just Wood Forest Products Co., Portland, Or., hasjust returned from a King salmon fishing trip with his father in Alaska. Fishing the Kenai and Deshka Rivers, they caught the limit of 41.

Dick Nichols has been promoted to mgr. of 84 Lumber. Newark. Ca.

Bud Henderson has joined sales in Az. and N.M. for National Ceramics, Inc., Cunningham, Ky.

Chuck Danskey is now sales mgr. for Sundance Lumber Co., Eugene, Or.

Steve Hashimoto has joined the recruiting team at Search North America. Fortland, Or. Tom Boring will also scout for the pulp and paper industries and Carl Jansen will concentrate on solid wood, panel products, furniture and cabinet industries.

John Mullen, Southwest Hardwood Co., Phoenix. Az.. is back from a three week visit to China, Japan, Thailand and Singapore.

Scott Wilson is new to the plywood trading staff of Hearin Forest Industries, Fortland, Or.

Joe Bedell has retircd from Roseburg Forest Products, Roseburg, Or., after more than 20 years as fir plywood div. sales mgr., according to Charlie Gardiner, v.p. of sales. Don Moffatt succeeds him.

Ted French, Burton-French Lumber Co., Walnut Creek. Ca.. has been named to the 1986 Gold Seal Dealer Advisory Council S Olympic Stain, Bellevue, Wa.

Hank Deetz is norv v.p. and director of operations at KH Industries, Inc., Roseville, Ca.

Dennis Johnston, Johnston Hardu'ood, Huntington Fark, Ca., his wife, Janice, and their children have been in Thhiti on a cruise.

Flank E. Davis, a Phoenix, Az., lumber consultant and former exec. v.p. of the Arizona Lumber & Builders Supply Association, and his wife, Maye, celebrated their 4oth wedding anniversary June 16 in Sedona.

Frank and Mitzi Rhoades, Roseburg Lumber Co., Newport Beach, Ca., are on racation, glacier climbing in Alaska.

Danny Dickson is new to sales at DMKPacific, Fremont, Ca., according to DwightCurran.

Ruthe Finch has joined the office staff to handle bookkeeping at Waldron Forest Products. Sacramento. Ca.

Tony Moerman has retired from Union Planug Mill, Stockton, Ca. Orville Chedester is new to sales, and Kris Autrand now handles inside sales and hardware purchasing.

John Diederich, Stockton Wholesale Lumber Co., Stockton, Ca., has been on an Oregon business trip.

Gene Elam, pres., Pacific Lumber Co., has resigned after 14 years with Palco and has been succeeded by Dr. W.C. kone, according to Elsa Pyne, his sec. Edward Beck, v.p. and counsel, has also resigned.

Walt Thoulion is now heading up sales & marketing at Wood-Kote Products Co., Fortland, Or.

Mike Phittips has been elected v.p. and gen. sales mgr. of Hampton Lumber Sales Co., Portland, Or., according to Gordon J. King pres.

Glen Kleinknecht has been named mgr. of Copeland Lumber, Prineville, Or.

Robert E. Cole is the new v.p. of the executive dept. at Manville Corp., Denver, Co.

Roger H. Bengston, v.p. and gen. mgr., roofing systems div., Manville Corp., Denver, Co., has been reelected pres. ofthe Asphalt Roofi ng Manufacturers Association. J.D' Hasselbach, v.p. and gen. merchandising mgr., Celotex Corp., is norv v.p., commercial roofing div.; Wlliam C. Schwingen' v.p., research and commercial development, GAF Corp., v.p., residential roofing div.; E.A. DiSalvq pres., lratherback Industries, treas., and Richard D. Snyder' exec. v.p. and gen. mgr.

Jim Thomson is now in sales at Sun Studs/Sun Plywood, Roseburg, Or.

Valerie Johnson, Jim Sherwood and Don Smith are new to Stimson Trading Co., Portland, Or.

Ken Edwards has joined Taylor Lumber and Treating, Sheridan, Or.

Duane Smith is new at Copeland Lumber Co., Eugene, Or.

Dan trltzgerald, California Timberline, and Jim Ferreira, International Forest Products, both in Chino, Ca.; Frank Rhmdes, Roseburg Lumber; Sftrye F!€eman, Stephen G. Freeman & Co.; and David Cutler, The Merchant Magazine, all of Newport Beach, Ca., were part of The Dull Men's Club of Newport Beach that recently performed forthe premiere of ABC:TV's new Noel Mmonds shw.

Roger Cooper is back at Landucci Lumber Ltd., Surrey, B.C., Canada after a two weeks vacation.

Tlm Myers has been named warehouse mgr. of the Azrock Flooring Products West Coast warehouse, Santa Fe Springs, Ca.

Drerv Bierds has been appointed western sales mgr. for Ralph Wilson Plastics Co., Temple, Tx., according to Lou Maspem, v.p., sales.

Robert Smith will manage the new Handyman store in National City, Ca.

Russ Kocher is the new mgr. of National Lumber, Fontana, Ca. Keith Vtbrd is mgr. of the new Encinitas, Ca., store.

Dean Barnhold has been named mgr. at Home Depot, Chula Msta, Ca. hte ScraY is now mgr. and Oscar Ghorpe is asst. mgr. at the new Oceanside, Ca., store.

JeffBlanchard has joined Builder's Emporium in Redondo Beach, Ca., as store mgr., with John Metcalf and Kevin Mckrnon as asst. mgrs. George Stark will manage the new store on White Lane, Bakersfield, Ca., with asst. mgr. Mike Strahan. Tony Sota will head the Niles St. store in Bakersfield with George Yoder and konard Hackma as assistants.

Joe Goar has joined the sales staff at Crenshaw Lumber Co., Gardena, Ca.

Dave Matthews has been appointed warehouse mgr. at HomeClub, San Pablo, Ca., according to Glen Burns, v.P., human resources. Mgrs. of other new Ca. HomeClubs include Doug Walker' Riverside; Bill Jeffries, West Los Angeles; Bob Landman, North HollYwood, and Bill Huser, City of Industry.

Dennis Richardson, Oregon Canadian Forest Products of California, is back at Orange HQ. after a trip to Portland, Or.

Mike McDonnell is a new field rep in the western div. of the American Plywood ,dssociation, working out of the San Francisco, Ca., area.

Bernie Marcus, chairman and c.e.o., Home Depot, Atlanta, Ga., will be honorcd at the fifth annual National Ciry of Hope, Hardware/Home Improvement Industry testimonial dinner Aug. 12 in Chicago, Il.

Dulcie E. Simonds has been promoted to mgr.,advertising,sales promotion and home economics, for the home products div. of Rubbermaid lnc., according to Harry C. Chapman, advertising and merchandising director.

Sue Zookey hasjoined the transportation dept. at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

is the PR0FESSI0I{AL'S ALt PURP0St PtASTIC

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

Can be used under Fiber Glass! 14'te'*

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterproof and weatherproof when properly applied.

Availalle in 16 matching rvood colors and wiite. EEVERLY MANUFACTURING C()MPANY

This fine-textured, non-resinous timber has anexcellentweight/strength ratio. lt ranks high in fiber stress (FB) and elasticity (E); and shows relatively small changes in dimension through absorption or drying. Hem-Fir is easy to work and shape. Try

PolygraphTests For Drivers?

The American Trucking Associations is criticizing legislation that would ban polygraphs or lie detectors in private industry since many companies are said to use these tests to detect drivers with poor safety records or a history ofalcohol or drug abuse or criminal activity.

"The trucking industry has stepped out front on safety issues," S. Earl Dove, chairman of the board of ATA, said, "ahead of what even those in government are willing to do."

Dove pointed out that it is vital to the nation's welfare that the best possible drivers be hired. "The security of this freight is dependent on honest, reliable and trustworthy drivers," he said.

ATA strongly supports establishment of a single, uniform commercial driver's license that would centralize driving records and make it easier to weed out a driver with a history of safety violations.

IGC PolicyOn Undercharges

A policy statement has been made by the Interstate Commerce Commission allowing "equitable defenses" to motor

carrier undercharge claims.

The action came after hearings requested by the North American Wholesale Lumber Association and other groups. The problem of undercharge claims comes when a carrier and a shipper have negotiated an acceptable rate under the implication that the tariff is or will be filed at the Commission and the carrier subsequently attempts to collect undercharges on the grounds that the tariffwas never filed.

This problem usually occurs when a motor carrier goes bankrupt and the bankruptcy courts plus collection agencies become involved, according to a NAV/LA statement.

GimmeA Pound Of Plywood

Have you thought about pricing building materials by the pound? You might be surprised to see how cheap they are, compared to other common commodities.

For example, one expert figured out that a 2,000 sq. ft. house weighing about 339,000 pounds cost $100,000 to build. That, he calculated to equal about 29C a pound, cheaper than chicken or a Rolls Royce at $20 a pound.

We offer both standard and custom sizes.

Mantels are manufactured in western hemlock and oak.

GradeFraud Alleged

Brent D. Ward, United States Attorney, Salt Lake City, Ut., has announced a three count indictment against Stanley D. kavitt and lravitt Lumber Co., Kamas, Ut., charging them with mail fraud and giving false statements.

The indictment alleges that the defendants continued to use Western Wood Products Association grade stamps after canceling its grading agreement and telling the association that it was returning all grade samps not destroyed by a f,rre at the company. In addition lravitt Lumber Co. shipped lumber to Hill Air Force Base that was grade stamped with WWPA stamps even though the use of such stamps was not authorized.

Some 25,000 bd. ft. of lumber was shipped to the air base to fulfill a contract with the Department of Defense. The defendants, according to the allegations, knew that the contract called for grade stamped lumber.

Ifconvicted, the three counts in the indictment could each result in up to five years in federal prison. Two ofthe counts could also result in a $1,000 fine; conviction of the third count could result in a $10.000 fine.

Locking Blocks

A mortarless, self-leveling and ;elfaligning system for interlocking concrete blocks has been introduced by Applied Concrete Technology.

NEW PRODUGTS and selected salesaids

It's A GrandOld Flag

A new economical home flag set is now available from J.C. Schultz Enterprises, Inc.

Rust Conversion

A non-toxic anti-rust compound that converts rust into a new bonded material that is stronger than the previously rusted surface is now available from New York Bronze Powder Co.

Applied with brush or roller after wire brushing the rusted surface to remove heavy flakes, Neutra Rust converts rust into a complex organic substance which is so dense and tightly bonded that it prevents moisture and oxygen from penetrating to the metal.

Its gloss black finish can be left unfinished or it can be used as a paint or lacquer primer. The six sizes available range from an 8-oz. container to a 52-sallon drum.

The set contains a 3' x 5' Polysave flag, a two-piece, 6' aluminum pole, a gold decorator eagle, halyard rope and a steel bracket with screws forvertical or horizontal surface mounting. Complete assembly instructions and a brochure on flag etiquette are also included. The set is sealed in a full-display poly bag for easy storage.

One-for-All GhimneyCap

A one-size-fits-all chimney cap is new from O.D. Funk Manufacturins.

After-Bath Warmth

Wall or ceiling mounted bathroom heaters which provide immediate warmth with a low-mass, zig-zag heating element are now available from Cadet Manufacturing.

Calibrating blocks to within 1/64 ", the Haener Program is said to substantially reduce labor time and cost. The system can be used for both large projects and jobs as small as a barbeque pit.

Fashioned of heavy-gauge aluminum to prevent rust, the Protector comes with an expandable base. With simple instructions, it requires no tools for assembly and positive fit.

The Com-Pak Bath heater features a specially designed blower that distributes warm air throughout the room, eliminating steamed-up mirrors.

Its low profile, 9 " x 12 " grill of onepiece construction with smooth rounded corners is available in a pristine white porcelain, bright chrome or polished brass finish.

The heater may be controlled by a remote thermostat, a timer switch or by an optional built-in thermostat.

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

SnappySystem

End Caps from Dura Tech Plastics fasten forms used in concrete construction without toe-nails, cleats or other fastening methods.

The caps, which are nailed or screwed to lumber and left in place for the life of the wood, feature four flexible polyethylene pins which snap together to lock forms on line.

They are available in the sandard form sizesof 2" x4",2" x6",2' x8"and2"x 10 ", each size color coded.

Reel Feet

An open reel fiberglass measuring tape witha t/z " blade width is new from Irwin.

Encased in a black ABS plastic frame with a hand grip and large roller arm for fast retrieval, the tape features a woven, non-metallic fiberglass design with a PVC coating.

Reportedly non-shrinking, waterproof and flexible, it is said to not crease or break, even if stepped on.

Window Security

A secondary lock permitting windows to be locked in a partially opened position to allow air flow without decreased security is new from Krestmark.

The locks can also add security to windows already locked in full closed position.

They are available as an option on all StarKrest windows and separately for retrofit.

DownIn The Dumps

A new silicone rubber caulk display with the "pick-up-and-buy" appeal of a retailer's dump bin has been introduced by General Electric.

The 600 cartridge Clear Silicone Rubber Caulk Pallet Pak is an over-sized display shipper-container mounted on its own pallet. Set up, the display measures 47 " x42" x4", including its l8 " header, and weishs 573 lbs.

Avaifable in 50, 100, 165,20O and 300 ft. lengths, each tape includes a rugged 3/r " tape-end hook for secure anchoring.

Tacky Coat

A unique resin formula that makes coatings stick to problem surfaces is new from Tuff-Kote Co., Inc.

Essential where adequate surface preparation is difficult or impossible, Binder-Kote penetrates through chalky, dusty particles on roofs and walls and bonds them firmly to the surface underneath, fills pinholes and small pores where air or moisture can collect and cause blistering, and leaves a sticky, tacky film on the surface, offering great adhesive qualities if coated over before dry. It will improve the adherence of all coatings to concrete, masonry, wood, metal and weathered asphalt surfaces, and the adhesion oflatex paint and stains.

If allowed to dry before coating, it provides a firm base for latex products, delivering a tight, sound surface that can greatly expand the square foot coverage of any coating, especially on porous surfaces.

The product is applied without thinning, using a sprayer, brush, roller or pad, requiring only a thin coat. Per gallon coverage varies from 250 to 450 sq. ft. depending on the surface density and poroslty.

Parquet Marketing

A display of five sheets of Chickasaw 3/+ " luxury oak parquet flooring, prefinished in three colors, is shown in a compact new merchandiser from Memphis Hardwood Flooring Co.

Packaged in 10.3 oz. cartridges, the sealant bonds to painted surfaces, vinyl, masonry, glass and metal, curing to a tough but resilient rubber seal within 24 hours ofapplication.

Putting UpAFront

A new solid oak cabinet and door replacement system has been introduced by Masonite Corp.

Door fronts are 3/r " thickand available ready to frnish in two panel sizes. Cabinet fronts come in nine standard door sizes, drawer fronts in three sizes. Adjustments for non-standard sizes can be made using framing strips.

Matching peel-and-stick oak veneer is also available for application over all front frame surfaces and exposed ends.

The panels can be slipped out ofthe metal rack for close inspection. Each panel measures 19 " x 23tt x7/;'thickincluding the mounting board. The entire display with its full-color header and a literature rack on the front measures 2l " wide x 23" deepx44" taIl.

Accessories For The Swinger

A new polished brass lock set with integral dead bolt and heavy-duty aluminum screen system for the Panorama swinging patio door line have been inffoduced by Perma-Door.

The 1 in. throw dead bolt locking system is said to provide greater security than a sliding patio door, with a decorative handle designed for greater leverage and smooth operation.

The screen and track were designed for stability, maximum ease of operation and flexibility of installation by allowing the use of extension jambs to accolrlmodate different wall thicknesses. Screens

are available in bronze and white finishes for inswing double and ti'iple door units.

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

Swing Set Up

Two new d-i-y swing sets made from sturdy pressure treated wood have been introduced bv Handv Home Products.

Swing-N-tadders features swing, monkey bar and rings, seesaw, ladden and cross-orer ladder. The larger Swings-N-Fott offen those features, plus an elevated fort with floor and a sandbox.

Assembly requiresonly a Phillips head screwdriver,adjustable wrench and a hammer. All parS are pre-cut, and all bolt tioles are pre{rilled. tadden are pre-assembled.

AI bolB, screws and hardware are included. The swinging components feature strong, adjustable height ropes.

Continental Kitchen Charm

A new collection of kitchen cabinets from Excel combines the smooth, sleek European look with a number of "hidden" quality features.

Corum cabinets are manufactured of easy-care melamine laminate with contrasting solid oak pulls in a light finish. Hidden features include self-closing doors and drawers, a special drawer suspension system, doweled cabinet construction, adjustable shelving and six-way adustable self-closing door hinges for perfect alignment.

FiberGlass Shingles

Regal Wood, a fiberglass shingle with a deep wood-like texture, is available from Manville.

The l4-%" x 42" shingle size means fewer shingles to apply and less material required per application. They can be applied on homes with a minimum roof slope of 4" and a 2" minimum when using low slope application t'echniques.

_ The shingles resist rot, mold and mildew. They cany a U.L. Class A fire resistance and wind label and a 25-yeai limited

warTanty.

Step Softly

Reliant, a sheet vinyl floor covering from Tarkett featuring a new scuff and stain-resistant wearlayer, is available in three new patterns.

Square Tech, a graPhJike block design, is available in four colors. Crane Manor recreates the look of decorated ceramic tiles bordered bY a scroll

motif in five colors. Pocono Place features an octagonal tile design within a miniature brick border in five neutral colorings.

The wearlayer provides top performance and require little maintenance. Cushioned for quiet and comfort underfoot, the product is available in l2-ft. widths for seamless installations without the use of adhesives.

HUB CNY TERMIIIAIS, NC.

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Six Scrcwdravers In One

The New Dial-A-Tool screwdriver set from Tekna Tool Inc. eliminates losing bits or grabbing the wrong screwdriver.

* Van Loads

40'45'High Cu. 102"

* Flat Beds

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Inquire about our 0ver'the-Road Thucking Services - MC 168998

A selection chamber holds six bits, ready to be inserted in seconds into the top of the screwdriver at the push of a bulton. The unneeded bit is drawn back into the chamber.

Reportedly, almost 90% of screwdriver sizes found in homes are covered by the six interchangeable bits (a /+" sioned head, %r" slotted head, Ts" slotted head, #1 Phillips, #2 Phillips and screw point starter).

,z Two dry kilns 'z f win resaw & trimmer

,z 6 x 15 planer ,z Lath, benderboard

,- 60" resaw ,, Fence boards, Posts

,z 1,000' RR sPur & stakes

,z 18 acre drying Yard

DAVE WINKLE

Box 00 Arcata, Ga.95521 (7071822-4891

Unbrcakable Hammer Handle

A new safety handle for most types of hammers, axes and other tools has been introduced by Anco Service & Supply, Inc.

The handle is suaranteed unbreakable for the life of th6 tool head, preventing heads from flying off the handle. It will absorb virtually all of the shock and vibration normally transmitted to the worker and will not chip or splinter.

Constructed of parallel steel torsion

Firmly Riveted

Rivet tools for d-i-yers who want to blind rivet or rivet 90o or l80o ansles have been introduced by Black- & Decker.

Ideal for repairing metal screen and storm doors, for installation and renovation of rain gutters and for applications

Waterproof Sidewalks

A clear silicone sealer to stop water penetration into concrete walks, thus preventing the freezing and expansion which can result in cracked and deteriorated concrete, is new from Randustrial Corp.

bars encased in molded rubber, the handle gives a positive grip in all weather.

When run over by a vehicle, the tool flexes and returns to shape without breaking.

Tools and handles are available in two versions: 16" long, two rod handles for 4-lb. heads and smaller, and 35" long, six rod handles for 6-lb. and larsdr heads. Handles can be cut by the minufacturer to any specified length.

where hard-to-reach metals must be joined, the tools can join two pieces of metal even when only one is accessible.

The devices handle Va-in., s/tz-in. and %o-in. rivets in steel or aluminum. A wrench comes with the kit to allow easy changing of nosepieces to accommodat'e the three different sizes.

Flooring From Finland

An acrylic no-wix surface treatment, reportedly three times more resistant than a polyurethane treatment. is now available on Saima's readv+olav birch and pine parquet flooring.-

With three-ply tongue and groove construction, the flooring is said to offer easy installation and maintenance with unique light reflection.

Imported from Finland by the North American Plywood Corp., the parquet comes in four different sizes, making possible an unlimited number of pattems. Matching moulding is also available.

The product is said to make winter snow removal easier and protects sidewalks from damaging de-icing chemicals.

It can be used directlyfrom the drum without mixing. Dryrng time is four hours.

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

Fir

Are You Absolutely Sure You Are Buying Your Building Materials Right?

If you have ever asked yourself - Am I Competitive? or Am I absolutely sure I buy my BuitdingMaterialsand Hardwore right? Then you need C.B.S.-Central Builders Supplies Company.

C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping independent building material dealers remain competitive with mammoth corporation chains. Because C.B.S. is a dealer owned non-profit corporation,all discounts, rebates, datings and advertising funds are all passed directly to the participating members.

C.B.S. Offers You These Advantages

*C.B.S. has been nationally recognized as "The * C.B.S. is dealer owned Place To Go To Buy Ls1at"*

* C.B.S. has a state-of-the-art internal commun-

* As you buy more the cost to belong goes down- ication system with participating members -not up * C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Lumber Department * C.B.S. has an in-house Building Specialties Dept.

* C.B.S. has a General BuildingMaterials Dept. * C.B.S. operates as a non-profit company

* C.B.S. has a program with the Blue Grass Tool * C.B.S. members share in the cost to operate Company

Soundproof The Pipes

New nylon T-sleeves from Thomas Corp. isolate hot water piping from direct contact with framing, floors and walls to eliminate bothersome exoansion noises. With a 3t/2" longsplit-lleeve design to accommodate typical wood and metal framing such as sister joists, headers, double studding and nailing plates, the sleeves can be slipped over the pipe at any point during construction, remodeling or repalr.

twist or check like solid oak and does not have to be predrilled for nails or screws.

Profiles of crown moulding, chair rail, cove, boards, split jambs, flat jambs and othen are included in the line. Mouldings come in 14' lengths or cut to sets for door openlngs.

The wood is pre-sanded and ready to finish or prefinished with a penetrating stain, two coats ofsanding sealerand a tough polyurethane top coat.

TV Censor

A foolproof mechanism which can be installed on any television set, video recorder or satellite rotator to control its use is new from Positive Impact Marketins.

cleaning castings, stonework and brick.

Air is exhausted along the chisel to clear away chips during operation. A curved chisel with a l-in. wide cutting edge is standard; flat chisels with l- or %-in. widecutting edges are also available.

The 3t/z lb.,7 t/e-in. chipper allows quick chisel change with a single turn of its ball lock system.

The T:sleeves are said to be so resistant to deterioration and low in friction that they will last at least as long as the pipe will.

Ideal for use on either heatine or domestic hot water piping, they are aiailable for five copper tubing sizes from Vz" to 1V2". An integral nailing flange allows the sleeve to be used as a pipe hanger and assures that it will remain in proper position in passage holes even on vertical pipe runs.

Oak On The Outside

A new oak veneered moulding and millwork products line has been introduced by Contact Lumber Co.

The Swirch captures the plug end of the powercord from an appliance in its case and lock it up. When the switch's pcnvercord is plugged into the wall outlet, porver to the appliance is provided or prohibited with a turn of a special key mechanism.

The device is made of high impact ABS plastic in a light oak color with woodgrain accents.

Chisel By Air

A compact air-powered chipper that can be used on metal, stone, brick and concrete is new from Nitto Kohki.

WallRepair

A patch kit for repairing cracks, holes and gouges in gypsum wallboard and plaster walls or ceiling is new from Gold Bond Building Products.

The Oak-Over line features clear oak veneer laminated over a soft textured wood substrate which makes the product dimensionally stable, lighter and easier to work with than solid oak. It doesn't split,

The air chipper's high-strength piston lets it deliver 4,000 blows per minute for such applications as cleaning metal rust and scale, de-slagging and de-sputtering welds, paint stripping, stone carving, concrete chipping, core removal and

Packed in a reusable plastic pail, the Fix'N Finish Wallboard Patch Kit contains 8 lbs. of ready-mixed joint compound, a 30-ft. roll of 2-in. self-adhesive patch tape, a plastic finishing knife and an illustrated step-by-step d-i-y booklet.

The kit requires no measuring or mixing and any unused compound can be resealed for later use. A kit with smaller quantities of the materials is also available.

More Lrmber In Worldport LA

Lumber traffic through the Fort of Los Angeles, Ca., for the last two fiscal years has reflected the tremendous growth of the port as a whole.

Coastwise shipping of lumber rose from 4l.O/1.000 board feet in the 1983/84 fiscal year to 65,621,000 board feet in the 1984/1985 fiscal year. Shipments of lumber destined for foreign ports rose to 11,963,000 board feet in the 1984/85 period compared with 6,558,000 board feet in 1983/84.

General cargo tonnage through Worldport LA reached 22.2 million revenue tons. a34.5% increase over 1983/84 and net income increased by 16.9% to $48.7 million. Total vessel arrivals increased to 3,444 last year compared to3,146 in fiscal year 1983184.

T?uck Costs Exceed Income

Profit margins continue to shrink for the trucking industry due to skyrocketing insurance rates, reduced freight volume and deep ratecutting.

Thomas J. Donohue, American Trucking Associations president and c.e.o., said

total income for regulated motor carriers fell29.6% in 1985. "The impact of higher taxes and thousands ofnew entrants into the industry in recent years competing for the same volume of freight, along with the rising costs ofdoing business, have negatively affected the industry" he said.

The trucking industry spent 96Q for every dollar it earned, Donohue said, to haul2% less freight than was available in 1984. He identified the following areas where expenses disproportionately increased: insurance, up2O.l%; taxes and license fees, up ll.6%; depreciation, up 9.7 % , and general and miscellaneous costs, up 8.9%.

Berkot Founder Retires

Beral M. Kotler has retired as president of Berkot Manufacturing Co., Inc., Sun Valley, Ca., a material handling equipment company. Bryant Lund, with the firm since 1974, succeeds him as president.

Kotler formed the company in 1954 mainly to manufacture hand trucks. It currently designs, manufactures and distributes a full line of equipment, specializing in carts for theindustry.

All-Coast OpenHouse

Several hundred Southern California lumbermen and women were present for the huge open house pictured here that was held by All-Coast Forest Products, May 15. The firm's 20 acre facility is located in Chino, one of nearly adozen lumber facilities in that area.

The guests were greeted upon arrival by hostesses who took them on tours through the modern 6,000 square foot offrce fucility. Tours of the capacious yard were held subsequently. Visitors came from four western states and were unanimous in their praise of the state-of-the-art office and yard.

A free trip for two to Lake Thhoe was won by Bill Birdsall of Harbor Pallet, Anaheim, Ca.,as well as $200 in cash for the trip. There were ten spins of the AllCoast Money Wheel, resulting in other winners of amounts ranging from $25 to $200.

An extensive buffet was put on, along with drinks and the music of a live Dixieland band.

llhen sending in a chonge of address please include zitt cotle on both old and new addr?sses and eithet the old label or the inlbrmotion from it. Thanks!

"LOOKING AROUND" says Paul Bunyan

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

Michael Learned, Rick Learned. (10) Cort Thompson, Larry Goodyke, Craig Schultz. (11) Jay Bury Scott Gates, John Winstel. (12) Daryl Bond, Glenn Miller (13) Daryl & Debbie Votaw. (14) Jon Reed, David Runyan, Charlie Moss, Lenny Mahosky. (15) Doye Douglas, lQren Cudlip. (16) Bill Birdsall, Jim Degnan. (17) Rick Hormuth, 51

Mark Lofland, David Hormuth, Jim Homan. (18) Barry Johnson, Steve Bellante. (19) Ernie Demontreux, 0uinn Mayer. (20) Mark Lofland, LuAnn Cox, Mike Jameson. (21) Ron Tipton, Bill Fieri. (221Murl Fast, NeilWierenga. (23) Rick Hormuth, Mickey White, John Donahue. (24) Mark Sabre.

Leasing: Some Pros & Cons

(Continued from page l0)

(11) Provide periodic inspections to insure equipment remains in service and effective during life ofcontract. This cuts two ways if user is not familiar with proper maintenance and performance it helps, or it may add to monthly costs unnecessarily.

(12) Provide base rate and hourly usage charge plan for lessee with minimal needs for actual functionins time

ffi

provides for equipment use but, within certain limitations, beyond which additional charges are incurred. Costper hour used is generally quite high and additional charges may be substantial. There is no doubt that leasing demand is high and that leasing is a way of life that provides an economic benefit to the user. Determining the costs and the terms only takes a few minutes of reading. Such decision making information points out exactly how costly and/or economically effective the agreement will be.

The amount will become a contingent liability or debt to be assumed. Like other fixed expense, the cash flow from your sales, gross margins and profits must absorb and pay for it. If the economic benefit passes your numbers drill, and you can make money, the lease may be a viable alternative for your company.

to helpwith your inifications. Call the when placingyour

Hampton's professional lumber traders offer you quality forest products to meet all your needs. We supply a full range of quality framing items from controlled productions, plus specialty manufacturing, and an export division ternational specpros at Hampton next lumber order.

HomeGlub Opens Five AtOnce

HomeClub. Fullerton. Ca., simultaneously opened five new California warehouse retail stores totaling 500,000 sq. ft., in City of Industry Los Angeles, North Hollywood, Riverside and San Pablo.

The five grand openings on June 26 bring HomeClub's totals to nine Northern and 14 Southern California stores, with one in Las Vegas, Nv.

Transportation Forecast

(Continued from page 9)

Dallas area, the railroads have lost almost all traffic within 600 to 800 miles to the trucks. More enlightened railway union people will go along with efforts to get that traffic back on the rails but there will be enough who won't to create a real labor fight.

(lit) Look for more antitrust concerns. The only thing that gives antitrust protection to trucks and railroads is the Interstate Commerce Act which will die in the next 12 months. Then, the same antitrust rules that apply to general business will apply to transportation. Even before then the Supreme Court in a truck case will probably severely restrict the antitrust exemption of rate bureau rates. The days offree wheeling undeq the assumption of rate bureau protection are over. That exemption is dying. It will be gone in a year. There is a strong possibility, however, that the antitrust laws will be amended except in flagrant cases of antitrust activity to eliminate treble damages and allow only proven economic losses plus interest.

(14)

Unpublished truck discount rateswith balance due bills for bankrupt truckerswill be a diminishing problem in the future. Hundreds of trucklines have gone bankrupt. The trustee in bankruptcy has turned the bills over to freight rate auditors to try to get some money to pay the creditors (minus the audit fee). Many ha/e founddiscounc promised to shippers were not published so the auditor has gone back for 30% and 40% in balance due bills because the truckline defaulted in taritr publication. The only chance they have to get that money is under the lntersate Commerce Act which says the legal rate must be paid regardless ofother conditions. The ethics of that is appalling for the guilty bankrupt trucker gets an advantage from his own default. The National Industrial Transportation League and others want to do two things: (l) Get rid of the ICC and the law that is the basis for the claim; and/or (2) Change the law so that a negotiated rate whether published or not is the maximum that can be charged. Sometime in the next year, one or both of those solutions will probably correct the problem.

(l5) The teamster's union is on a deep and fast skid. Its political clout is very small. Its membership is dropping sharply. Company after company is going non-union. Even the bigtrucklines that are heavily unionized have put in non-union subsidiaries and piggyback alternatives that do not use teamsters. Teamster union management has not been able to change with the times to keep trucklines who use teamsters competitive in the marketplace.

(16) Truck freight rate bureaus will die.

With the death of the ICC, there goes the freight rate bureaus ofboth the trucks and the railroads. No one will shed a tear for essentially those freight rate bureaus, with antitrust protection, are merely a basis for pegging freight rates high, allowing truckers to give special discounts to preferred customers. The teamster unions lorre the rate bureaus for they provide an easy escalator to pass higher teamster contract rates on to

(Please turn to page 55)

TIMBERS

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

TruckSafety

(Continued front Page I l)

dance records noting time, day and month. This information should go into the drivers' files.

(4) Develop in-house incentive programs - In recognition of exceptional safety records, employees might receive

such items as cash bonuses. t-shirts. belt buckles, dinners, plaques or "Employee of the Month" awards. The object is to maximize safety consciousness. encouraging drivers to perform their duties in the safest, most professional manner possible.

(5) Investigate your accidentsEach accident must be carefullv investigated.

Why did it happen? What could have been done to avoid the situation? Answering such questions will ensure that the same mistakes are not made twice.

Anytime there is an accident, regardless of whose fault it is. file a detailed report, gathering input from the police and insurance companies.

(6) Utilize outside professional sourcesState and national trucking associations, such as the California and American Trucking Associations, offer safety literature as well as a library ofaccident case studies and analysis.

Insurance companies can serve as one of the best resource information sources available. Expert safety consultants are available to provide guidelines on how to make a transportation operation safer and less costly to insure. Finally, there is a growing number of safety consultants who offer their expertise in driver safety programs.

Hopefully, these tips can help steer you and your company in the right direction. As more and more businesses that utilize trucks recognize the importance of safety, it has become apparent that improvement is a team effort. No safety program can work without the support of both employees and management. Safety saves dollars and safety makes sense.

Transportation Forecast

(Continued from page 53)

the shipping public on an industrywide basis before deregulation. With deregulation that "escalator" broke down. It will never come back.

(17) Unless and until most railroads "wake up," the boxcar is dead except for bulk hauls from plant to distribution centers. The great advantage of the boxcar was its ability to go from anywhere in the U.S. to anywhere else in the U.S. on one joint through rate that was easily found in a rate book. As predicted years ago, that system fractured almost immediately after deregulation. Where two railroads are involved, you can wait two weeks and longer to get a through rate on a boxcar movement. There is no reason why boxcar rates between any point in the United States can't be developed either on a through basis or by combination rates over junction points.

(18) Spot pricing to eliminate empty

backhauls will become more and more the way of life in piggyback and steamship container hauls. Incredibly low rates on steamship containers and boxcars exist today where there is a heavy empty haul one way. Recently, Sea-L-and reduced its 40-foot container rate from the New York City area to Chicago on a returned container on chassis to only $300 ramp-to-ramp. That's over an 800 to 900-mile haul for only 384 a highway mile plus cartage at both ends. The Burlington Northern will haul a trailer from Houston, Tx., to Chicago for only $350 which is 33C a highway mile for the 1,067 miles plus cartage at both ends. Shippen and associations can make tremendous deals if they act collectively to buy transportation in those backhaul lanes.

(19) Private shippers will be able to lease their private trucks (with drivers) to and from regulated truckers. The ICC puts a host of restrictions on private carriers to try to favor the truckers they regulate. That is changing. The ICC now proposes very liberal rules to allow private

truckers to lease to and from regulated carriers. This offers tremendous opponunity to owners ofprivate trucks who can haul one way, then when the regulated trucker needs the equipment for the reverse haul, lease it to him without a backhaul problem. Right now it's a race to see whether the ICC will allow more liberal leasing rules or whether the ICC will be abolished, making more liberal rules unnecessary. In any event, the private trucker will be better offa year from now than he is today.

Either this year or next year, we'll see the end ofsurface regulation as we've known it for past generations. The requirement that all rates be published and paid as published, subject to Elkins Act fines and jail sentences, will be dead. The deregulation trip which started in 1980 will essentially end in 1986 or 1987. Shippers must anticipate that change and be ready for it when it comes. A lot of the protection of today will be gone but the opportunities for the future will be vastly enlarged. We personally believe the opportunity benefits far exceed the negligible protections of today.

Wood Protection Pamphlet

'A Breakthrough in Wood Protection," a 4-p. wood preservative brochure, is free from Klean-Strip, Div. KB, P.O. Box 1879, Memphis, Tn. 38101 or l-8W-238-2672.

Western MillDirectory

The 1986 Western Lumber Buyen Manual is free from Western Wood Products Association, 1500 Yeon Building, Portland, Or.

Surely You Joist

A l2-p. booklet on metal connectors for laminated lumber joists is free from Simpson Strong:lie Co., Inc., P.O. Box 1568, San Lrandro,Ca.9457'1.

Free Samples

A free sample package ofwall and ceiling panels is available from Genstar Gypsum Products Co., P.O. Box 2580, Irving, Tx. 75061.

Show & Tile

"How to Tile It Yourself is 25C from Tile Council of America, Inc.. Box 2222,Hnceton. N.J. 08540.

Go For TheGlow

A brochure on energy-saving fluorescent lamps and other incandescent products is free from North American Philips Lighting, P.O. Box 3053. Edison. N.J. 08818 or l-80063r-t259.

Gift ln The Box

A l6-p. catalog of gift boxes is free from Gift Box Corp. of America, 225 5th Ave., New York. N.Y. 10010.

Cordfrce Caulking

A cordless caulking gun brochure is free from AEG, OneWinnedenM., Norwich, ct. 06360.

Beveled Glass

A catalqg ofbeveled glass window and door inserts is free from Beveled Glass Designs, 3241 N. Shadeland Ave., Indianapolis, Ln.46225.

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

Cheaper By TheDozen

A folder listing the series ofone dozen different "YouCanBuild It" pressure treated wood project guides is free from Southern Forest Products Association, Dept. FF, Box 52468, New Orleans, La. 70152.

Cover Story

"The Wallcovering How-To Handbook" is free from WIB. Dept. HP, 66 Morris Ave.' Springfield, N.J. 07081.

Mechanical Lift

A l2-p. lift truck selection brochure is free from Yale Inquiry Center, Dept. 193, PO. Box 12936, Philadelphia, Pa. 19108.

Alphabetical Architecturc

'Architectural and Building Trades Dictionary" is $16.25 plus $2 shipping ftom American Technical Publishers, 12235 S. Laramie Ave., Alsip, n. 60658.

Insulation, Please

A24-p. brochure of Styrofoam insulation products and uses is free from Dow Chemical Co., PO. Box 1206, Midland' Mi. 486/1.

updated Baths

A full color catalog featuring whirlpool bath models is free from Water Jet Corp., 8431 CanogaAve., Canoga Park, Ca. 91304.

Sheathing News

A l2-p. sheathing brochure is free from Celotex Corp., P.O. Box 22602, Thmpa, Ft. 33622.

Permanent Fixtures

An 8-p. catalog of plumbing fixtures is free from BradleY CorP., P.O. Box 309, Menomonee Falls, Wi. 53051'

Filler Board Sheet

An expansion joint filler board brochure is free from Celotex Corp., PO. Box22602, Tampa, Fl. 33622.

Video Window Merchandisi ng

A new window and siding merchandising package including two 10-min. video prcsentations and other selling tools is available from CertainTeed Corp., P.O. Box 860, Valley Forge, Pa. 19482.

Eliminate The Squeaks

"The Quiet Floor," an 8-p. brochure on a new wood floor framing system, is free from Standard Structures, Inc., P.O. Box K, Santa Rosa. Ca.95402.

Shut The Door

'A Guide to Energy Saving Doors" is 259 from National Wood Window & Door Associ ation, c/o SR&A, 355 LexingtonAve., New York, N.Y. 10017.

ToolsOf The Trade

A 36-p. catalog of power tool accessories and hand tools is free from Arco Products Corp., 110 W. Sheffield Ave., Englewood, N.J. 07631.

Go Through The Roof

A brochure introducing a new lift & slide roof window and fixed glaze skylight is free from Barra Corp. of America, 190 Fairfield Ave., West Caldwell, N.J. O/006.

Trade Terms Explained

"Terms of the Tiade," a forest products industry reference, is $32.45 from Random tcngths Publications, Inc., P.O. Box 867 Eugene, Or. 97440.

Waterproof Roofing

Flyers on roof waterproofing membrane are free from W.R. Grace & Co., 62 Whittemore Ave., Cambridge, Ma. 02140.

PORT OF LEWISTON

(Continued front page 12)

prove the system as well as the marketing of its services.

Fifteen ports other than Lewiston have facilities to handle wood products. Lewiston is the largest port with more than 800,000 tons ofcargo being shipped from it annually at present. Total forest products shipments in 1985 were32,65O tons, according to Gary R. Schmadeka, port manager. He lists nine companies shipping lumber and wood products through the facilities.

KMJ International, lumber brokers based in Seattle, Wa., is responsible for many of the shipments. White fir lumber which they purchase from Idaho producers is barged by Knappton Co1p. or Tidewater Barge Lines to Portland where it is loaded on a Japan Line carrier for delivery to Japan. Snake/Columbia rates are cheaper and more attractive than those for shipping from the area by truck or railroad, explains John Kennedy of KMJ.

Potlatch Corp. also ships from Lewiston although its shipments are usually paper or wood chips. Because they find it difficult to compete on the Fa-

cific Coast with wood products, the company usually markets them in the inland areas of Washington, Idaho and the Rocky Mounains, Bill Highsmith, general sales manager of the western wood products division based in lrwsiton, says.

In addition to being the only seaport in Idaho, lrwiston claims the distinction of being the deepest draft inland port in America. U.S. highway 95, Idaho highuay |2 and I-195 as well as a rail spur connection with the Camas Prairie Railroad which links to the Union Pacific and Burlington Northern make it a transporation hub by both land and sea.

193Os TRUCKING

(Continued from page 37)

cruise at about 25. I could sit side-saddle in the open cab and keep an eye out for any highway patrolmen."

Crockett's hauling business lasted about a year. "One day I left the truck out in the back ofthe yard and a few kids got in and vandalizedit," he says. "It put me out of business, so I went to work for the yard as a yard hand." But the trucking service did put his first foot in the yard and bread on the table at a time when many tables were empty.

VINTAGE TRUCK FLEET

(Continued from page 16)

change drastically over the years. "Contracton don't have as bigjobs as they used to," explains Jim. "You have 30 to 40 houses going in as opposed to before when they'd put in a tract of 1000 houses. There are fewer huge lumber yards, more smaller yards, so we've had to get more customers. Back in the old days, three or four customers could keep your five or six trucks running. Now we have 70 or 80 customers."

Yet the closing ofthe big yards and the success ofthe little yards have contributed to 3C's own success. "We came in at just the right time," Jim smiles. "We do run five big semis, but the bobtail (shorter truck) work is what has helped us to survive. It's just been good timing."

lf'hen sending in o chonge ofaddress please include zip code on both old and new addrbsses and eirhet the old label or the inlbrmation from it. Thanks!

GIASSIF!EE ADUERTISEMENTS

SALES: Wholesale lumber distributor is expanding existing sales staff and needs experienced self-motivator, aggressive and with following in So. Ca., to sell import and domestic hardwood plywoods, hardwood lumber and softwoods, plus cut-to-size. Excellent commission and benefits. Please call Jim Skay at Skibba Lumber, Inc., Orange, Ca. (714) 99'l-r70r'..

LTIMBER TRADER: No. Ca. office wholesaler seeks strong salesperson with customer base. Negotiated compensation. Contact Fred Pueringer, or Andy Haynes, WoodSource, Inc., Dublin, Ca. Al5\829:7220.

SALES REPRESENTATMS. Sierra Madre Lumber Sales, Riverside, Ca., is looking for industrial sales personnel, softwoods/hardwoods. Full milling facility - customer follcwing a plus. Contact Ken Thompson (714) 681-8955. All replies held in strictest confidence.

INDUSTRIAL SALESPERSON: So. Ca. softwood lumber and plywood wholesalers looking for an experienced industrial salesperson. Customer following a must. Excellent commissions and benefits. All replies held in the strictest confidence.Send resume toBox 547 c/o The Merchant Masazine.

OUTSIDE SALESPERSON. Aggressive, fasr growing lumber and hardware yard needs experienced, aggressive, self-motivated salesperson. Top compensation and benefits. Ask for Mike (818) 991-1880. (805) 497-1486.

LUMBER TRADER. Established Califomia wholesale company has an opportunity for the right person experienced in softwoods. Send resume to Box 546 c/o The Merchant Masazine.

SALESMAN/TRADER. Northern Ca. wholesaler seeking experienced trader. Mill base and customer follorving essential. Excellent company benehts. Salary plus commission or straight commission. Please send resume and earnings history to FPM Inc., P.O. Box 286, Oroville, Ca. 95965. (916\ 533-86r',6-

Twenty-five (25) words for $19. Each additional word 65C. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $40 camera ready, M5 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 45fi) Campus Dr., Suite 480, I.,lorport Beadr, Ca. 92650. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAI'LENT MUST ACCOMPANY COPY unless vou have established credit with us.

LIjMBERBTIYER

Experienced lumber buyer for retail warehouse operation. Regional buying responsibility. Send resume in strict conhdence to Builders Square, 1106zl Magnolia, Riverside, Ca.92505. (714) 785-1703. Ann. Doug Haskins. E.O.E.

DOOR AND WINDOW sales. Established Santa Barbara, Ca., reail lumber co. looking for experienced sales person. Ask for Bob, (805) 963-1881.

LUMBER TRADER: Established No. Ca. wholesale company looking for traders in west coast species, experience necessary. Must be self'starter with customer following. Top compensation and benefit package. Send resume to Dave Schaller. Schaller Forest Products, Box N, Redding, Ca. 9fn99.

CALIFORNIA TIMBERLINE, INC. is looking for a well-established softwood/hardwood lumber salesperson. Full milling facility. Please contact Pete Skibba at (714) 591-4811.

ESTABLISHED ORANGE CO.. Ca.. lumber yard looking for experienced hardwood grader/ordcrman. Scnd rcsume or apply in person Reel Lumber Service, 275 E. Santa Ana St., Anaheim. Ca. 92805.

INDUSTRIAL SALESMAN. Southem California wholesale distribution yard looking for an experienced industrial salesman. Customer following is a must. Salary plus commission and many other benefits. Send resume to Mike Nicholson. AllCoast Forest Products, PO. Box M, Chino, Ca. 91708- 1206. (7 tq 627 -855t.

When sending in a change of address please include zip code on both old and new addresses and eithet the old label or the inlbrmation from it. Thanks!

SUBSCRIBE TODAY

RETAIL LUMBER and hardware company for sale. Great location, well-established for over 60 years; family owned. So. Ca., San Rrnando Valley area. Excellent opportunity, priced for quick sale. Reolv Box 551 c/o The Merchant Magazine.

OREGON COASTAL lumber and building supply yard for sale. Well esablished, profitable business in grorving community. Excellent grc^ilth opportr.rnity. P.O. Box 3833, Vancouveq Wa. 98662.

RETAIL LUMBER-small No. Ca. profitable fence construction company. Valuable property, almost I acre. Reply Box 553 c/o The Merchant Magazine.

IrySTER 1955-RC 150 (600 hr since major overhaul) $8,000. Call (7w\ 95G5427, Qt3) 42545t2, or (213\86542M.

MUST SELL 18,000 lb. forklift, gas, 6 ft. forks, 220" boom, good tires. Excellent condition, $22,000. ('114\8454ffi7 ask for Lonnie.

SCHNEEBERGER profile grinder. Hardly used Reasonably priced. (818) 330-0649.

1963 V8 2 ton 2 axle 16' Rollerbed cabover. Runs well-5 speed with 2 speed-$1,500. Frank Monger, M & M Lumber Co.. (818) 333-1262.

RESAWS, 42' Fay-Egan, $1850; 42 " Yates American, $2750; ging ip lt/z x 2 arbor with 15 hp motor, $1050; 16 " Irvington radial arm, 4 hp, $850; contact Chuck, (505) 294-0572.

FORD 8000 SERIES truck and trailer for lumber hauling, 225 h.p., V8 Diesel Cat. l9l engine recently re-built. Good value for the money. Call Jerry Essley, (714) 640-5329, or Wayne Wilson, (213) 698:t396.

top head, l5hp bottom head, power up & down. $8500, excellent condition. Roger Howard (7Ol) 462-ffi3.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or tftrining. Domestic Hardwoods. $21 Southeast Asian Hardwoods, fi; South American Hardwoods, $6; all three, $19. Send your check today including name and address to Hardwood Reprins c/o The Merchant Magazine, 4500 Campus Dr., suite 48O Newport Beach, Ca.92660.

20,(n0 LB. CATERPILLAR forklift, swing shift, side shift diesel. Excellent condition. $32,000. (213) 467-9474 or Ql3\ 263-6844

GTASSIFIED ADVERTilSEMENTS

PLATEATJ FOFIEST PFIOtrIUCTS, INC.

LUMBER TRADER

Expanding wholesale building materials company with national distribution network has immediate need for experienced sales people.

DESIRED CHARACTERISTICS

Very high energy level

. Results oriented

Self motivated

. Superior communications skills

o Professional attitude

WE PROVIDE

Excellent benefit package

. Guaranteed draw against commissions

High income potential

Excellent working conditaons

Please respond

LI.JMBEROPERATIONS

BOUGHT AND SOLD

Dick Phelps, Broker (former lumberman) available to assist you.

JAMES R. GARY A Co. Ltd.

Realtors & Estate Agents 21747 Erwin St., Woodland Hills, Ca.97367 (8r$ 703-8il4 Ca. Nat. (800) 431-0ss5 (800) 42r-0sss

LOCAL LUMBER hauling Sourhern

California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (21 3) 422-M26.

REPRINTS of articles from The Merchant Maqazine to use as promotion pieces to increase your mirketing results are available from The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Call (714) 852-1990.

TWISTED AND WEATHERED

Douglas Fir 54S and rough, 2x4 and wider, 3x4 and wider, 4x4 and wider, 6x6 and wider and 8x8 and wider. Call Bill Hunter, Hunter Woodworks, (2r3) 7 7s -2 su ; (2r3) 83 s - s 67 r.

Placc your ad now!

Gets Results

Building Products Digest takes your advertising message to retailers and wholesalers in the l3 Southern states. 4flD

Company Name (if any) Address

tsuvE nls' GUIBE

- SOUTHERN CALIFORNIA LOSAI{GELESABEA

Beaver Lumber Co.

Beroer & C0.

CaliiorniaForestProducts

California Lumber Inspection Seruice

Calilornia Bedwood Assn.

Casella Transportation

Crestwood ForestProducts .......

DMK Pacific Corp.

Doors, Inc.

Floor Seruic€ Supply (San Jose)

Georoia-Pacific CorD.

Geordia-Pacific Corb. (San Jose)

HarnessTimberProducts

Hiooins Lumber Co. (iilonterey)

Hiooins Lumber Co. (San Jose)

Hi66ins Lumber Co. {Union Citv)

Hiiiins Lumber Co. iwalnut Cieek)

Hirlt Wood Lumber Co.

SAN FRA]ICISCO BAY AREA

Hl\4S Systems Corp.

Hub Citv Golden Gate Terminals

J.H. Balter & Co.

Louisiana-Pacilic Corp.

l\4acBeath Hardwood (Eerkeley)

Macgeath Hardwood (San trancisco)

Pacific Lumber Co.

Panel Clip

Redwoodlnspectionseruice

RolandoLumberoo.,lnc.

SequoiaSupply(Fairlield)

Sequoia Supply (San Francisco)

SimpsonTimberco..

Southern Pacific

TrianoleLumberCo.

Wendino-Nathan Weyerheeuser Co. (408) 297'9451

WhileBrolhers....

NORTIIERI{ AND CEI{TRAL CATIFORN

ARCATA/EUNEXA/FORTUI{A

Bracut International

Britt Lumber Co.

Combs Lumber Co.

Costa Truckin0. Joe

Eureka Southern Railroad Co.

Humboldt Redwood Co

Louisiana-Pacilic Corp.

PVM Bedwood Co.

Schmidbauer Lumber, Inc.

AUOUBI{'GRASS VAITEY

Allcoast Foresl Products, Inc

8AI(ERSFIETD

Hioorns Lumber Co.

Pai'ilic wood Preserurng of Bakerstield, Corp. (805) 582-3950

CIOVERDALE

BowmanLumberSales

Louisiana-PacificCorp.

Rolando Lumber (Kinlon Div.)

FORT SBAGG

Georgia-Pacific Corp. (Bedwood) HolmesLumberCo., tredc.

FRESI{O

Georgia.PaciticWarehouse ... .....

Hiooins Lumber Co.

LewlsCo.. Inc.. PalmerG.

PacificForestProducts

Weyerhaeuserco. (800) 742-1939

Woodwork lnstitute of Calilornia

L0s BAil0s

D[4K-Pacific

oRANGE,

HOLLISTER DMK-Pacific

MODESTO

Snider Lumber Products

Sward Trucking

REDDIl{G AREA

DMK-Pacilic LewisCo., lnc., PalmerG.

Louisiana.Pacilic Corp. (Bed BluO PaulBunyanLumberCo.

P&MCedarProducls

Trinity River Lumber Co

wisconsin-Calilornia Forest Pr0ducts

SACRAMEIITO/STOCXTOl{ AREA

Beroer & Co.

CantorU.S.A. Corp. Capilol Plywood Floor Service SuoDlv

GabbertLumbeisaies (800)521'1155

Georoia-Pacific Warehouse

Hedlind Lumber & Machine Staining

Higgins Lumber Co.

Koppers Co.

Laminated Timber Servrces, Inc.

Lewis Co., Inc., PalmerG.

Louisiana-Pacitic Corp

l\,lichigan-California LumbeI Co.

M&MBuildersSupply

NikkelCorp..The P&MCedarProducts

Rocklin Forest Producls

SimmenLumber..

Stanline,lnc....

StocKon Wholesale

UnionForestProducts

Union Planing Mill

WaldronForestProducts

Western Wood Treatino Co. weyerhaeuserco. (800)952-5616

SAI{TA MABIA

Higgins Lumber Co.

SAI{TA ROSA AREA

J H ElevinsCo., Inc

Higgins Lumber Co.

MartinForestlndustries.

NoyoTimberProducts,Inc

Nu-Forest Products

Rich Doss, Inc.

Windsor Mill, Inc.

UKIAH'CALPELIA/WItIITS

All Heart LumberCo., Inc.

Coast Wood Preserving, Inc

Forest Products Transportation .

Little Lake Industries

Louisiana-Pacif ic Corp.

Penofin Marketing Performance Coatings,

Redwood Coast Lumber

BUVE M]S' GUilDE pAcrFtc NoRTHWEST STATES

Lewis Co., lnc., PalmerG. (Bremerton) i;wiaa;:d:p;hiG ieverettl ir&\riiiili

Siinpdoirlimoii io driiiu i srln6 e ilurue, co

TumacLumberco'''(E00)9s2.8202(206i2s5.951!ruonnwesiilaiiilooosi5o!'?1s.9?a1-9yj9p.o..,{19.,i'1r'mere w;i;;ilil;6 ($niro (oooisoz'ogos i2AiC!4-ia!S :lle-Blos,0ce4lowins (qgq)?9q'1121 TDAHoFAL1S wiiirtliiuiirco'iiicoma)''''.':"::'*::i'66i5';-,f

SPOKAIIE

g}$ls.sIjf:t".1n,,io''''''ii''''i*siiii:iiji:i:[{lJ$:T:l:"::''j:l''"--t,*)*,.uu00(503)246.5500

Weyerhaeuserco't!qg)9?2.19.49t^vvsrE|ilRedcedarLumberAssn'''''(503)224.3930

LUmberProducts(503)884.77615piciittv}orestFioouiis

gUALITY

@tsnTqAR[trS

Donald G. Anderson. owner of Davis Lumber and Hardware Store, Davis, Ca., died June 7,1986, in Davis. He was 69.

A native of Davis, he worked in his father's hardware store as a young man and continued in the field most of his life, buying his own store in 1962.

He flew in the South Pacific in the Army Air Corps during World War II and was graduated from the University of California at Berkley in1947 with a B.A. in business administration.

Mr. Anderson is survived by his widow, Dora, two daughters and two grandchildren.

Kenneth W. Watt, a Georgia-Pacific Coqp. retiree, Fortland, Or., died May29, 1986, in Portland. He was 66.

Born in Portland, he worked for the Bank of California from l94l to 1956. then joined G-P. He retired in 1984 as outside sales coordinator for studs and plywood.

Mr. Watt is survived bv his widow. Jean. one daughter. one son. one sister and two grandchildren.

ARIZONA CONFERENCE

(Corttinue tl Jrorn page 36)

James Killen, whose futher was president ofthe association 46 years ago.

Among the resolutions passed at the convention, held at the Radisson Hotel Centennial in Tempe, was one commending Dean Drake, recently retired from the O'Malley Companies, for his 50 years of contributions to the industry.

The meeting next year will be held at Lowe's Venkna Canyon Resort, Tucson, Az.,May 13-11,1987.

See you there!

Jack R. Sullivan. the former owner of several lumber companies in Tucson, Az., died June 3, 1986, of heart failure. He was 73.

Born in Oklahoma, Mr. Sullivan moved to Tucson in 1954 and entered the lumber business. There he owned and operated Midway Lumber Inc., Oracle Lumber Co. and JifS-Dor Co. until l9Z when he sold the companies' assets to Wickes Corp. and retired.

He served on the executive committees and boards of directors of the National Lumber & Building Material Dealers Association and Arizona Lumber & Builders Supply Association. He was president of ALBSA from 1962-1963, and was a member of the Tucson Home Builders Association for over 30 years.

Mr. Sullivan is survived by his widoq Hazel. one sister. one son. one daushter and four srandchildren.

ADVtrRTISTRSO INDtrX